Beyond buying: Motivations behind consumers' online shopping cart use

Close, Angeline G.; Kukar‐Kinney, Monika

doi:10.1016/j.jbusres.2009.01.022

Cited by 233 publications

(181 citation statements)

References 25 publications

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“…The high ranking for suitability showed that even though consumers gave up quality for affordable price, they were concerned with the adequacy between teak pole and the targeted consumption forms. Our findings are consistent with previous results with respect to the competitive price as strong motivation in consumer behaviour (Cameron and Galloway, 2005;Close and Kukar-Kinney, 2010;Ragaert et al, 2004). With regard to timber consumption, the current results tally to a large extent with previous findings by Smorfitt et al (2002) on wood consumption by cabinet-makers in Queensland, Australia.…”

Section: Consumers Segmentation and Profilingsupporting

confidence: 93%

“…Another rationale supporting consumer segmentation is that it might be more profitable to treat certain types of consumers in different ways than to treat all of them uniformly; so that useful segmentations improve business performance (Bock and Uncles, 2002). Consumer are usually characterised based on their socio-demographic profile (Kilchling et al, 2009;Ngapo et al, 2004), their behaviour patterns (Verbeke and Vackier, 2004;Santosa and Guinard, 2011), and their motivations (Cameron and Galloway, 2005;Close and Kukar-Kinney, 2010;Ragaert et al, 2004). It was hypothesised that there are different segments of teak pole consumers which differ in their socio-demographic profile, behaviour patterns, and motivations.…”

Section: Introductionmentioning

confidence: 99%

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Satisfaction across urban consumers of smallholder-produced teak (Tectona grandis L.f.) poles in South Benin

Aoudji

Adégbidi

Ganglo

et al. 2011

Forest Policy and Economics

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The study used the expectancy-disconfirmation framework to investigate the satisfaction among urban consumers of teak pole in South Benin, so as to identify the areas where interventions are needed to secure market opportunity for smallholder forestry. A survey was conducted in five cities; and 223 household-heads were interviewed using systematic sampling, with a random start. Data were collected on socio-demographic characteristics, teak pole consumption forms, behaviour patterns, and motivations. Respondents also rated their expectations and perceptions for a set of nine attributes on a 7 points Likert scale.Hierarchical ascending cluster analysis was performed to identify consumer segments; and satisfaction level was analysed per segment, by determining the gap between expectations and perceptions, for all attributes. Four consumer segments were identified; and sociodemographic profiles differed across those segments. Competitive price was an important purchasing motivation across the identified segments. Consumers were dissatisfied with price, availability, knot frequency, bending, length, hardness, and durability of teak pole. The efforts to meet the consumer expectations should be concentrated on building farmers' capacity in silvicultural management, and ensuring the availability of good planting material. The issue of competitive price might be addressed, through the improvement of the overall efficiency in the value chain.

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Section: Consumers Segmentation and Profilingsupporting

confidence: 93%

Section: Introductionmentioning

confidence: 99%

Satisfaction across urban consumers of smallholder-produced teak (Tectona grandis L.f.) poles in South Benin

Aoudji

Adégbidi

Ganglo

et al. 2011

Forest Policy and Economics

View full text Add to dashboard Cite

show abstract

“…O'Brien (2010) and Mikalef et al (2013) have posited that hedonic and utilitarian motivations impact on customers during their shopping experience. Close and Kukar-Kinney (2010) have reported that the same two motivations, in the form of informative and entertainment values, will act as antecedents of purchase intentions. Similarly, Chiu et al (2012) have studied customers' experiences and posit that both utilitarian and hedonic values positively affect future purchase intentions.…”

Section: The Role Of Emotions On Formulating Shopping Behaviorsmentioning

confidence: 99%

Shiny happy people buying: the role of emotions on personalized e-shopping

et al. 2014

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Personalized services are diffusing rapidly in online shopping communities. However, the current understanding of the influence of personalization is limited. This study extends personalization literature into the area of emotions related to intention to purchase and into the context of online shopping. Responses from 182 online shoppers were used to examine the impact of personalization on customer emotions and intention to purchase. The results show that there is a direct positive association between personalization and purchase intentions. In addition, provision of personalization features in e-shops may evoke positive emotions to online shoppers but does not evoke nor mitigate negative ones. Finally, our study reports that emotions influence online shopping behavior either positively, through the formulation of positive emotions, or negatively, through negative emotions. These findings indicate that positive emotions mediate the relationship between personalization and purchase intentions. Our study concludes with a critical appraisal of our findings and a discussion of prospective theoretical and managerial implications for e-shop practitioners.

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“…Regarding consumers' motivations, competitive price is often such a strong motivation for consumers' purchase behaviour (e.g. Aoudji et al 2011;Cameron and Galloway 2005;Close and Kukar-Kinney 2010;Ragaert et al 2004) that it is not a distinctive pattern of consumers of pineapplebased beverages in southern Benin. The three other motivations -local beverage, therapeutic beverage and natural beverage -present marketing potential for product labelling.…”

Section: Consumption Of Processed Pineapple Productsmentioning

confidence: 99%

“…Consumption patterns refer to various components including consumers' socio-demographic profile (Kilchling, Hansmann, and Seeland 2009;Ngapo, Martin, and Dransfield 2004), their behaviour (Santosa and Guinard 2011;Verbeke and Vackier 2004), and their motivations (Cameron and Galloway 2005;Close and Kukar-Kinney 2010;Ragaert et al 2004). These are useful to understand the overall condition in which the consumption of a good or service occurs.…”

Section: Introductionmentioning

confidence: 99%

Upgrading opportunities in agricultural value chains: Lessons from the analysis of the consumption of processed pineapple products in southern Benin

Aoudji

Avocèvou-Ayisso

Adégbidi

et al. 2017

African Journal of Science, Technology, Innovation and Developm

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among 250 respondents randomly selected in five cities in southern Benin; and data were collected based on structured interviews. Dried pineapple, jam, syrup, juice, and cocktail were the processed pineapple products available on the market. Beverages, especially the juice, were the main processed pineapple products. The motivations driving the purchase of processed pineapple beverages by consumers were: competitive price and interest in local, natural and therapeutic beverages. The results indicate there is a margin for the value chain to upgrade products and services, and increase the price of pineapple-based products while staying competitive. A strong marketing and advertisement campaign is essential to support wider knowledge of processed pineapple products by consumers. Product traceability is a prerequisite for export in regional and international markets. This makes the certification of the value chain a critical issue. A joint action of value chain stakeholders is needed to exploit these opportunities.

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Beyond buying: Motivations behind consumers' online shopping cart use

Cited by 233 publications

References 25 publications

Satisfaction across urban consumers of smallholder-produced teak (Tectona grandis L.f.) poles in South Benin

Satisfaction across urban consumers of smallholder-produced teak (Tectona grandis L.f.) poles in South Benin

Shiny happy people buying: the role of emotions on personalized e-shopping

Upgrading opportunities in agricultural value chains: Lessons from the analysis of the consumption of processed pineapple products in southern Benin

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