Shopping Motivation Research Articles

Profiling consumers for their shopping motivations in modern retail formats in Oman

PurposeConsumer shopping motivations are evolving in tandem with shifts in products, services and the retail landscape. This paper primarily aims to explore what drives shopping behavior among consumers in Oman. Additionally, the paper aims to profile consumers based on their shopping motivations.Design/methodology/approachBased upon the review of literature, we developed a list of 63 items of shopping motivations. Exploratory factor analysis later led to a 12-factor solution involving 50 items, which were refined further into an 11-factor solution involving 44 items using CFA. A combination of hierarchical and k-means cluster analysis was performed for profiling consumers.FindingsFive distinct segments of consumers that emerged in the Omani food and grocery retail market were derived as Practical Value Seekers, Discerning Shoppers, Selective Online Shoppers, Social Brand Seekers and Instant Gratifiers. Theoretical and managerial implications were discussed.Practical implicationsIn theory, this study examines market heterogeneity by considering customer shopping motivations and applies profiling (clustering) techniques to categorize them into distinct market clusters. In practical terms, it provides valuable insights to food and grocery store managers.Originality/valueThis study is novel and the first of its kind, suggesting a typology of food and grocery shoppers in Oman. Research on consumer shopping motivations has primarily focused on consumers in Western countries, particularly in the United States.

Consumers’ Continuance Intention Toward Online Shopping Apps: An Integrated Model

ABSTRACT Understanding the continuance intention to use online shopping apps is crucial, as it impacts both the continuance adoption and ongoing motivation for shopping. This study, based on the Theory of Planned Behavior and the Technology Acceptance Model, employed SEM to analyze responses from 343 participants. It aimed to construct and compare a model of users’ continuance intentions toward online shopping apps. The findings reveal that continuance intentions are positively driven by the marketing mix, usage motivation, perceived behavioral control, and attitude, and negatively by perceived risk. Interestingly, perceived behavioral control does not significantly affect continuance intentions. Attitudes are boosted by usage motivation, perceived usefulness, and ease of use, whereas perceived behavioral control is shaped by motivation and negatively by risk. Both ease of use and usefulness benefit from marketing and motivation but are hindered by risk. Marketing mix positively impacts motivation, underscoring the interplay of factors in adopting the apps.

The Antecedents of Utilitarian and Hedonic Motivations for Online Shopping Satisfaction

Empirical studies indicate that utilitarian and hedonic shopping motivations have a profound effect on customer satisfaction in a physical brick-and-mortar shopping environment. Studies have also started to surface which underscore the importance of these motivations in the realm of e-commerce. The study, therefore, seeks to determine the antecedents of utilitarian and hedonic motivations for online shopping satisfaction. A quantitative research method with a descriptive research design was implemented in this study. The data was collected through a survey method from a sample of 215 online shoppers in an emerging economy, South Africa. The study utilised previously validated scales. Multivariate regression analysis was performed to determine the factors that influence utilitarian and hedonic motivations for online shopping satisfaction. The results reveal that information availability, cost saving, wider selection, convenience, and efficiency are the antecedents of utilitarian dimensions that determine online shopping satisfaction, while status, adventure, social shopping, idea shopping, and gratification are considered the antecedents of hedonic motivations of online shopping that influence satisfaction. The results of the study offer insight into why consumers engage in online shopping by determining the factors that influence utilitarian and hedonic motivations. Accordingly, the study offers practical recommendations to e-retailers on how to best serve their customers by focusing on the individual building blocks of utilitarian and hedonic shopping motivations.

The Role of Hedonistic Buying Motivation, Shopping Lifestyle, and Brand Ambassador on Purchase Intentions of Blibli.com Marketplace Users in Kuningan Regency

The aim of this research was to investigate the impact of Hedonistic Shopping Motivation, Shopping Culture, and Brand Ambassador on the Purchase Intention of Blibli.com Marketplace consumers in Kuningan Regency. The method is descriptive-verificative analysis. The study population comprised 150 Blibli.com Marketplace users, and the data was collected through a questionnaire and examined through the application of multiple linear regression. The findings indicated that Hedonic Shopping Motivation, Shopping Lifestyle, and Brand Ambassador collectively and individually exerted a significant influence on purchase intention. The findings imply that Hedonic Shopping Motivation, Shopping Lifestyle, and Brand Ambassador significantly influence purchase intention. To boost purchase intent, companies should create enjoyable shopping experiences, align products with consumer lifestyles, and use relevant brand ambassadors effectively.

Perilaku Impulse Buying Sebagai Dampak Hedonic Shopping Motivation Dan Shopping Lifestyle Case Study On Tiktok Shop Feature Users In The City Of Bandung

Information technology in Indonesia has experienced significant growth with the emergence of e-commerce and social commerce as platforms for online sales transactions. One of the leading social commerce platforms in Indonesia is TikTok Shop. It is no wonder that consumers in Bandung use TikTok Shop as a venue for online sales and transactions. Promotions, offers, and free shipping provided by TikTok Shop, along with its user-friendly interface, can foster hedonic shopping tendencies, supported by a shopping lifestyle that disregards whether the purchased product is needed or not, and involves impulse buying during window shopping. This study aims to determine the extent to which Hedonic Shopping Motivation and Shopping Lifestyle influence Impulse Buying Behavior among TikTok Shop users in Bandung. The population of this study includes all consumers using TikTok Shop who reside in Bandung. This research employs a quantitative approach with descriptive analysis. The sampling technique used is Purposive Sampling, targeting TikTok Shop users living in Bandung. Data analysis is conducted using multiple linear regression analysis. The results of this study indicate that Hedonic Shopping Motivation has a positive and significant influence on impulse buying behavior, and Shopping Lifestyle also has a positive and significant influence on impulse buying behavior. Moreover, Hedonic Shopping Motivation and Shopping Lifestyle together have a positive and significant influence on impulse buying behavior.

Pengaruh Fashion Involvement dan Hedonic Shopping Motivation Terhadap Impulse Buying pada Retail Fashion Uniqlo di Karawang

The aim of the research is to analyze impulse buying (IB) at Uniqlo fashion retail in Karawang which can be influenced by fashion involvement (FI) and hedonic shopping motivation (HSM). Using a quantitative approach with a verification survey method. Data analysis was carried out using the path analysis method or path analysis with smart pls. Research shows that fashion involvement (FI) and hedonic shopping motivation (HSM) have a significant and positive effect. However, there is no direct effect between fashion involvement (FI) and impulse buying (IB), but there is a direct effect between hedonic shopping motivation (HSM) and impulse buying (IB). Apart from that, it was also found that there was direct effect between fashion involvement (FI) and impulse buying (IB) through hedonic shopping motivation (HSM). The conclusion was that the higher a person's level of fashion involvement (FI) and hedonic shopping motivation (HSM), the higher the possibility of them doing impulse buying (IB) at Uniqlo fashion retail in Karawang. The implications of this research can provide insight for fashion retail managers to better understand consumer behavior in the context of impulse buying (IB) and consider appropriate marketing strategies to increase sales.

Pengaruh Sales Promotion, Shopping Lifestyle, dan Hedonic Shopping Motivation terhadap Keputusan Impulsive Buying pada konsumen Shopee di Sidoarjo

This research aims to determine the influence of sales promotion, shopping lifestyle, and hedonic shopping motivation on impulsive buying decisions among Shopee consumers in Sidoarjo. This research uses quantitative methods. The number of samples in this research was 100 respondents. Samples were taken using a non-probability sampling technique with a purposive sampling method. Data analysis in this study used multiple linear regression. The results of this research show that simultaneously and partially the sales promotion, shopping lifestyle and hedonic shopping motivation variables have a significant effect on impulsive buying among Shopee consumers in Sidoarjo.

GREEN IMPACT: EXPLORING THE MOTIVATIONS BEHIND SUSTAINABLE FASHION SHOPPING AND CONSUMPTION TOWARD GREEN APPAREL IN INDONESIA

This research adopts shopping motivation theory (utilitarian and hedonic) as a framework. The aim of this research is to investigate the impact of shopping motivation on consumers’ purchase intentions in the context of environmentally friendly clothing. Data were collected through a questionnaire survey of 185 respondents in Indonesia and analyzed using the SmartPLS v.4.0.0 tool with the SEM (Structural Equation Modeling) analysis. This research shows that utilitarian and hedonic motivations have a positive and significant effect on green purchase intention. Availability of information and special offers also have a positive and significant effect on utilitarian motivation, trends, adventure, and authority, and status. These findings will help managers and practitioners to promote sustainable consumption through environmentally friendly clothing. This can encourage cleaner production and sustainable consumption practices that benefit both the planet and people.

Pengaruh Gaya Hidup dan Motivasi Belanja Hedonis Terhadap Minat Beli Pengguna Aplikasi Shopee di Kota Banjarmasin

This study aims to examine the influence of lifestyle and hedonic shopping motivation on the buying interest of Shopee application users in Banjarmasin City.The research method used is quantitative method. The number of samples used by 106 respondents was taken by purposive sampling. Data collection using online questionnaires. Data analysis methods use descriptive statistics, instrumental testing, multiple linear analysis and hypothesis testing. This test uses the help of SPSS 26 statistical software.The results of this study show that lifestyle variables (X1) have a significant positive influence on buying interest variables. The hedonic shopping motivation variable (X2) has a positive influence on the buying interest variable. Based on simultaneous testing, lifestyle variables (X1) and hedonic shopping motivation variables (X2) on the buying interest of shopee application users together have a significant influence.

The Influence of Hedonic Shopping Motivation, Shopping Lifestyle, Fashion Involvement and Shopaholic Behavior on Impulse Buying (PT. Matahari Department Store Magelang)

The Influence of Hedonic Shopping Motivation, Shopping Lifestyle, Fashion Involvement and Shopaholic Behavior on Impulse Buying (PT. Matahari Department Store Magelang)

Leveraging consumer chronic time pressure and time management to improve retail venue outcomes

PurposeConsumer choices are influenced by available resources, and time is increasingly recognised as a valuable and scarce resource. This study aims to assess the effect of chronic time pressure (CTP) on the desire to stay in retail venues (DTS), considering the mediating role of utilitarian and hedonic shopping motivations and the moderating role of time management (TM); and examine the role of DTS in enhancing the shopping outcomes of satisfaction, patronage intentions and positive word-of-mouth (WOM).Design/methodology/approachTwo survey-based studies were conducted, employing structural equation modelling (SEM) and Hayes’ PROCESS Model No. 1 to test the proposed model.FindingsThe findings indicate that CTP does not have a direct impact on shopping utilitarian motivations or DTS. However, it has a direct effect on hedonic motivations that mediate the path from CTP to DTS. In addition, TM positively moderates both paths from CTP and hedonic motivations to DTS. Finally, the results demonstrate that reinforcing shopper DTS leads to increased satisfaction, patronage intentions and positive WOM.Research limitations/implicationsBased on the findings, theoretical contributions and actionable managerial implications regarding how to leverage CTP and TM to enhance shopper engagement and retail venue outcomes are discussed.Originality/valueWhile prior research has often focused on situational time pressure, this study concentrates on CTP and examines the impact of perceived time constraints and feeling rushed on utilitarian and hedonic shopping motivations and DTS. Moreover, the study tests the moderating role of TM and provides evidence that DTS leads to other desirable shopping outcomes.

Unveiling promotion-induced variety-seeking: the roles of various types of promotional rewards and shopping motivations

PurposeThe study aimed to explore the differential impact of various types of sales promotion on consumers' variety-seeking behaviour and the roles of utilitarian and hedonic shopping motivations in promotion-induced variety-seeking. The study further assessed the moderation impact of risk-taking tendencies and deal proneness in the promotion-induced variety-seeking buying episodes.Design/methodology/approachBased on the temporality of gratification of promotional rewards (immediate/delayed) and the type of promotional rewards (monetary/non-monetary), we classified consumer sales promotions into four types (MI: Monetary/Immediate; NMI: Non-monetary/Immediate; MD: Monetary/Delayed and NMD: Non-monetary/Delayed). We conducted survey research across four major metro cities in India. We collected data from the buyers of two supermarket chains in four major metro cities of India and analyzed the data using SEM techniques.FindingsThe study’s findings revealed that only MI and NMI sales promotions lead to variety-seeking buying, whereas MD and NMD do not influence variety-seeking. The study further revealed that MI, NMI and NMD influence hedonic shopping motivations and play a role in variety-seeking buying episodes. NMD does not influence utilitarian shopping motivation or play a role in inducing variety-seeking buying behaviour.Originality/valueThe study is one of the very few studies that explored the differential impact of various types of sales promotions on variety-seeking buying behaviour. The study’s findings enable the retailer to devise promotional strategies to induce variety-seeking among the shoppers. Further, the findings of the instrumentality of CSP in inducing HSM may help the retailer create a promotional environment and induce the shopper (in a good mood) to buy more, thus improving store performance.

Pengaruh Hedonic Shopping Motives, Sales Promotion, Fashion Involvement terhadap Impulse Buying Shopee

Purpose: Consumer impulse buying has received considerable attention in consumer research. This phenomenon is interesting because it is not only driven by various internal psychological factors but also influenced by external stimuli related to the market. This study aims to determine whether there is an influence between Hedonic Shopping Motives, Sales Promotion, and Fashion Involvement on Impulse Buying of a Pradita University student class of 2020 – 2023 Business Management Study Program, Retail Management, and Accounting, who use Shopee e-commerce. Method: A quantitative survey method was used. The sampling technique used the nonprobability sampling method and purposive sampling, with a total sample of 140 people. Data collection techniques using online questionnaires. Primary and secondary data were used in this study. The analytical tool used in this study was multiple regression using SPSS 26. Results: The results of this research show that Sales Promotion and Fashion Involvement have no effect on impulse buying on the Shopee application, while Hedonic Shopping Motives have a significant positive effect on Impulse Buying among the Pradita University student class 2020 – 2023 Business Management, Retail Management, and Accounting Study Programs that use Shopee e-commerce. Limitation: The limited scope of research focuses only on Pradita University students from 2020 to 2023. Contribution: Fashion involvement has no influence on impulse buying among Pradita University students’ class 2020 – 2023 Business Management, Retail Management, and Accounting Study Programs that use the Shopee application.

The Power of Hedonic Motivation and Discounts through Releasing Impulse Buying in Indonesia

This study investigates the effects of hedonic shopping motivation, price discounts, and shopping lifestyle on impulse buying at TikTok Shops among consumers in Sidoarjo. Using a quantitative explanatory approach, data were collected from 160 respondents through online questionnaires and analyzed with SPSS 22. The results reveal that all three factors significantly increase impulse buying behavior. These findings suggest that marketers on social commerce platforms like TikTok Shop can enhance impulse purchases by appealing to hedonic motivations, offering price discounts, and catering to various shopping lifestyles. Highlights: 1. Key Drivers: Hedonic motivation, price discounts, and shopping lifestyle drive impulse buying.2. Data Analysis: SPSS 22 analysis of 160 respondents confirms significant variable impact.3. Marketing Insight: Social commerce can boost impulse buys with targeted discounts and motivations. Keywords: Hedonic Shopping, Price Discounts, Shopping Lifestyle, Impulse Buying, TikTok Shop

Hedonic Shopping Motives of Shopee Generation Z Concumers towards Impulse Purchases of Skincare Products

Hedonic Shopping Motives of Shopee Generation Z Concumers towards Impulse Purchases of Skincare Products

Hearing what you pay improves transaction satisfaction? Unveiling the dual process influence of auditory feedback

AbstractRetailers in certain regions, such as China, have recently implemented auditory feedback in cash registers to promptly announce consumer mobile payment status, but it presents a dual effect on consumers' transaction experiences. On one hand, auditory feedback enhances consumers' sense of control over the payment, leading to increased transaction satisfaction. On the other hand, it also intensifies consumers' pain of payment, resulting in decreased transaction satisfaction. Nevertheless, our study reveals an overall positive effect of auditory feedback on transaction satisfaction. We examined the moderating role of shopping motivation (functional vs. hedonic) and found that auditory feedback can enhance transaction satisfaction for consumers with functional shopping motivation and decrease it for consumers with hedonic shopping motivation. We also explored the moderating role of quick response (QR) code payments (dependent payment vs. autonomous payment) and observed a positive effect of auditory feedback on transaction satisfaction for dependent payment but not for autonomous payment. These findings contribute to the broader research on mobile payments and retailers aiming to enhance consumers' transaction experience.

Utilitarian and Hedonic Shopping Motives and Attitude towards Online Shopping of Generation Z in Indonesia

The purpose of this study was to analyze the effect of hedonic and utilitarian shopping motives on generation Z's online repurchase intention. The study also aims at examining the interaction between consumers’ internal factor (that is, shopping motives) and external stimuli (i.e, product type) on online repurchase intention. This research uses a quantitative approach, namely explanatory research. The research was conducted on 143 respondents of generation Z in Indonesia. The data analysis technique used in this study is multiple regression with mediating variables and independent sample t-test. The results showed that: 1) Hedonic and utilitarian shopping motives positively affect online repurchase intention of generation Z, 2) Attitudes towards online shopping partially mediated the influenceof utlilitarian and hedonic shopping motives on online repurchase intention of generation Z, 3) Hedonic shopping motives’ influence on online repurchase intention of generation Z is higher than that of utilitarian motives if the product category is a hedonic product, and 4) Utilitarian shopping motives’ influence on online repurchase intention of generation Z is higher than that of hedonic motives if the product category is a utilitarian. The research provides important implications that consumers (especially Generation Z) have hedonic and utilitarian online shopping motives. Therefore, managers need to provide online shopping experience which can evoke both both hedonic and utilitarian shopping motives.

Analisis Pengaruh Price Discount, Hedonic Shopping Motivation Terhadap Impulse Buying Pada Konsumen Shopee-Id

This research is motivated by the community that is currently dependent on the facilities provided by the internet , with the facilities provided by the internet the community is able to meet everything The desired needs, one of which is online shopping transactions.The purpose of this study was to determine whether there is a significant influence between price discounts and hedonic shopping motivation on impulse purchases in consumers Shoppe_id students FEB PGRI University Semarang class of 2017 /2019. In conducting this research, researchers are guided by previous studies and the research method used is quantitative research with the determination of data sources using non-probability sampling and accidental samling, for the validity of the data researchers took from the Student Administration Bureau which had been processed by researchers using SPSS 26. The results of the analysis in this study stated that the price discount (X1) sig value of 0.035 which means that the price discount have a significant effect on impulse buying (Y), while for hedonic shopping motivation (X2) shows a sig value of 0.000 which means motivasi hedonic shopping has a significant influence on impulse buying (Y).

The Effect of Discount, Promotion, Hedonic Shopping Motivation, Shopping Lifestyle on Impulse Buying on Tiktok Shop Users

The purpose of this study is to determine the effect of discount, promotion, hedonic shopping motivation, shopping lifestyle on impulse buying in Tktok shop users and to determine the most dominant independent variables among variables, namely discount, promotion, hedonic shopping motivation, shopping lifestyle on impulse buying in tiktok shop users This research method uses primary data with the test stages carried out, namely validity test, reliability test, normality test, heteroscedasticity test, multicollinearity test, multiple linear regression, F test, t test and coefficient of determination. Data collection was carried out using a questionnaire instrument with data collected by 161 respondents. The sampling method in this study is non-probability sampling with purposive sampling techniques. The results of this study show that the variables discount, promotion, hedonic shopping motivation, and shopping lifestyle affect impulse buying. The most dominant variable in this study is the shopping lifestyle variable by looking at the value of the shopping lifestyle regression coefficient of 0.751.

Analisis Peran Emosi Positif Pada Perilaku Impulse Buying Generasi Z Banyuwangi

Research aim : This study aims to understand the effects of Islamic promotion, fashion involvement and hedonic shopping motivation on impulse buying by mediating positive emotions in Generation Z Banyuwangi. Design/Methode/Approach : This type of research is explanatory research and a quantitative approach. The sampling technique used the slovin technique, resulting in a total of 400 respondents. The data source utilizes survey data from online questionnaires with a Likert scale of 1-4. The analysis technique includes outer model testing and inner model testing with SmartPLS. Research Finding : The results of this study indicate that Islamic promotion, fashion involvement, hedonic shopping motivation and positive emotions have a positive and significant effect on impulse buying. Meanwhile, Islamic promotion and hedonic shopping motivation have a significant positive effect on impulse buying through positive emotions as mediation. However, the different results of positive emotions cannot mediate between fashion involvement and impulse buying. Theoretical contribution/Originality : Using Islamic promotional variables to implement appropriate marketing according to Islam and positive emotions as mediating variables are expected to have a significant effect both directly and indirectly. Practitionel/Policy implication : The implications of this research for e-commerce users as business actors, the use of Islamic promotions can encourage impulse buying among Generation Z in Banyuwangi Regency so as to increase sales of Muslim fashion products. For generation Z as consumers who shop with hedonic motives, fashion involvement, and positive emotions can trigger impulse buying, so that it has the potential for consumptive behavior. Research limitation : This research focuses on the impulse buying of Banyuwangi Z generation consumers who have shopped through e-commerce.