PurposeThe purpose of this paper is to explore the impacts of several consumer characteristics (fashion leadership, impulse buying, bargain shopping), web site attitude, and visit frequency on intention to purchase from a private sale site.Design/methodology/approachData were collected from 164 female respondents who were members of at least one private sale site. The sample was selected mainly by using a snowball sampling technique which relied on chain referrals to recruit eligible participants. Factor analysis results suggested that fashion leadership consisted of two dimensions: fashion opinion leadership and fashion innovativeness. Regression analysis was conducted to determine how strongly purchase intention for private sale sites was predicted by fashion opinion leadership, fashion innovativeness, impulse buying, bargain shopping, web site attitude, and visit frequency.FindingsRegression results showed that ease of use was the only dimension of web site attitude that significantly predicted purchase intention. Impulse buying and bargain shopping also significantly influenced purchase intention. Implications for future research and limitations were also discussed.Originality/valueAs private sale sites continue to grow in popularity, insight into the psychology and behaviors of shoppers at these sites has become more important. There has been, however, no published research that examines what motivates consumers to purchase from private sale sites.

With the increasing popularity of private sale sites, it has become more important to understand those shoppers regularly visiting these sites. To date, no published studies have reported on shoppers of private sale sites. The current study was designed to divide shoppers of private sale sites into distinct fashion consumer groups based on their levels of fashion leadership, and to examine their differences in shopping behaviours. Data were collected from a convenience sample of 164 women aged 18 and older who were members of at least one private sale site. The respondents were recruited mainly using a snowball sampling technique, which relied on chain referrals to identify eligible participants. Factor analysis results suggested that fashion leadership consisted of two dimensions: fashion opinion leadership and fashion innovativeness. The respondents were divided into four groups, named fashion followers, fashion opinion leaders, fashion innovators and innovative communicators, based on their scores on the two dimensions of fashion leadership. In order to compare characteristics of the four groups, a series of anova were conducted and significant group differences were found in hedonic shopping, site visit frequency, and purchase intention. The significantly higher levels of visit frequency and purchase intention for innovative communicators indicate that this group represents a valuable market segment for online private sale companies to target. Implications for future research and limitations were also discussed.

PurposeThe purpose of this paper is to determine the influence of mobile design features on consumers' mobile app stickiness intentions, as mediated by users' emotional response (pleasure, arousal and dominance).Design/methodology/approachUsing the stimulus–organism–response model, this study employed conditional process modelling to investigate the influence of three categories of mobile design features on users' stickiness intentions. The emotional responses of pleasure–arousal–dominance were investigated for their mediating effect. The participants included women aged 18–36.FindingsDesign features provided consumer-led interactions’ influence on emotional responses of pleasure, arousal and dominance. Mobile design features were not a significant predictor of stickiness intentions. Arousal was a significant mediator of mobile design features on stickiness intentions, whereas dominance had no mediating effects.Originality/valueThis paper extends the growing research on mobile applications by investigating design features using Magrath and McCormick's (2013) mobile marketing design framework. This paper also adds to the body of knowledge on stickiness within a mobile context.

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