Application of stimulus &amp; response model to impulse buying behavior of Algerian consumers

Graa, Amel; Dani-elKebir, Maachou

doi:10.5937/sjm1201053g

Cited by 38 publications

(36 citation statements)

References 32 publications

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“…All analysis results of the influence path for both teen and adult groups are shown in the Table 3 as follows: The analysis results show that the age variable only moderates the relationship between retail attributes and utilitarian shopping motivation. Stimuli Organism Response (S-O-R) development model by Mehrabian-Russell (1974) [2] based on this study is presented in the Figure 4 (Adapted from [18]): SOR Model of Mehrabian-Russel (1974) [2] had been developed from the result of this study and it could explain that environmental stimuli affected a person's emotions which would get a response in the form of either approachavoidance behavior. Approach behavior is the behavior toward various environmental stimuli and emotional state of a person.…”

Section: Resultsmentioning

confidence: 99%

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Retail Attribute’s Effect on Shopping Motivation and Customer Loyalty: Age as a Moderating Variable

Yuniarinto¹,

Thoyib²,

Solimun³

et al. 2017

SJBM

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The study was based on the Stimulus Organism Response (SOR) theory stated by Mehrabian-Russel which aimedto analyze the effect of retail attribute on utilitarian, hedonic shopping motivation and customer loyalty. This study also aimed to test the age as the moderation variable effect of the retail attribute on the utilitarian, hedonic shopping motivation and customer loyalty. The respondents of study were 150 people. Sampling was done by convenience sampling. Collecting data used personal questionnaire through face to face interviews. Questionnaires were distributed to customers who visited the shopping mall. Data were analyzed by Partial Least Square (PLS). The results showed that the retail attributes had positive and significant effects on the utilitarian, hedonic shopping motivation, and customer loyalty. The age was the moderating variable effect of the retail attribute on utilitarian shopping motivation. The practical implications of this research was to develop segmentation, customization and innovation of retail attributes as an important strategy to overcome the differences in store attribute effects on the values of shopping and customer loyalty.

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Section: Resultsmentioning

confidence: 99%

“…Avoidance behavior is a behavior away from environmental stimuli and emotional state of a person. Mehrabian-Russel model is presented in the Figure 1 [18]. Avoidance behavior is the behavior of a person to leave a shopping place as a response to perceived unmet desires.…”

Section: Mehrabian -Russell Modelmentioning

confidence: 99%

Retail Attribute’s Effect on Shopping Motivation and Customer Loyalty: Age as a Moderating Variable

Yuniarinto¹,

Thoyib²,

Solimun³

et al. 2017

SJBM

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“…[2324] In our study, most of the pharmacists stated that they play music in their pharmacy too. There are studies showing that background music contributes to the customers’ buying behavior in a positive way.…”

Section: Discussionmentioning

confidence: 96%

Turkish community pharmacists′ self-report of their pharmacies′ physical atmosphere

2012

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Objective:There is a great recognition that store interiors and exteriors can be designed to create feelings in potential customers which can have an important reinforcing effect on purchase. In this study it is mainly aimed to explore the behaviors of the community pharmacists related to their store's physical environment. Also we aimed to determine whether any difference exist between behaviors of pharmacists serving in high and low socio-economic regions.Methods:A total of 200 pharmacists that work socio-economically different regions were randomly selected from 1424 pharmacists registered in Ankara Chamber of Pharmacists. A uniform questionnaire was applied to the pharmacists by using a face-to-face interview technique.Findings:There are differences in terms of behavior between the pharmacists serving in high and low socio-economic regions within the context of putting importance to their stores’ atmosphere. More pharmacists attach importance to the physical sight of their pharmacy serving in high socio-economic regions (90%) vs. pharmacists in low socio-economic regions (70%). Also pharmacists in high socio-economic regions indicated higher importance level of selection of the decoration equipments (84%) than pharmacists serving in high socio-economic regions (60%).Conclusion:Our study suggests that some pharmacists pay more attention to interior atmospheric elements and others do not. There is a difference in terms of attaching importance to some store atmospheric elements (i.e. physical site, decoration equipment, it's color, wall color, etc.) serving in high versus low socio-economic regions in this context.

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“…Klaus and Maklan (2012) regarded customer relationship management as a commercial model and strategic application; a business actively deepened the relationship with customers to master the customer information and formulate distinct strategic application with such information to satisfy different customer demands. Graa and Dani-el Kebir (2012) mentioned that customer relationship management needed to understand customer demands, provide personalized services, satisfy customer demands, and create favorable value and interactive relationship. A business has to stress on the customer interaction and service, constantly enhance the customer service quality with various innovative products and services for the customer relationship management.…”

Section: Customer Relationship Managementmentioning

confidence: 99%

“…The relationship and the effects therefore are discussed in this study. Graa and Dani-el Kebir (2012) regarded marketing strategy management as the marketing logic for institutional organizations achieving the marketing plans, including specific strategies towards target markets, orientation, marketing mix, and marketing expenditure level. Marketing strategies should be able to point out the target market segmentation, which appears distinctly on demands & desire, responses to marketing, and presents distinct profitability.…”

Section: Introductionmentioning

confidence: 99%

A Relationship Study on Marketing Strategy Management towards Customer Relationship Management and Perceived Value

Yang

2015

Acta Oeconomica

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With the promotion of economic liberalization and internationalization, consumer demands have become complex and diversifi ed. Businesses have to actively promote themselves and bring forth new marketing tactics to attract buying and cope with fi erce competition so as to enhance the global competitiveness and implement the idea of sustainable operation. This study aims to investigate the relationship between marketing strategy management, customer relationship management, and perceived value.Aiming at Suzhou Industrial Park, the executives and employees of the manufacturers are distributed 500 copies of questionnaire for this study, and 367 valid copies are retrieved, with the retrieval rate 73%. The research results show the signifi cant correlations between 1. marketing strategy management and customer relationship management, 2. customer relationship management and perceived value, and 3. marketing strategy management and perceived value. Aiming at above results, suggestions are proposed to create better organizational performance for a business.

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Application of stimulus & response model to impulse buying behavior of Algerian consumers

Cited by 38 publications

References 32 publications

Retail Attribute’s Effect on Shopping Motivation and Customer Loyalty: Age as a Moderating Variable

Retail Attribute’s Effect on Shopping Motivation and Customer Loyalty: Age as a Moderating Variable

Turkish community pharmacists′ self-report of their pharmacies′ physical atmosphere

A Relationship Study on Marketing Strategy Management towards Customer Relationship Management and Perceived Value

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