Influence of hedonic and utilitarian motivations on retailer loyalty and purchase intention: a facebook perspective

Anderson, Kelley Cours; Knight, Dee K.; Pookulangara, Sanjukta; Josiam, Bharath M.

doi:10.1016/j.jretconser.2014.05.007

Cited by 194 publications

(153 citation statements)

References 32 publications

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“…As in the case of related constructs such as perceived service quality and satisfaction, perceived value is known to predict customer attitudes and loyalty (Anderson et al, 2014). Following Sweeney and Soutar (2001), functional value can be defined as the utility derived from the service's perceived quality and expected performance; and price value can be defined as the utility derived from the service by reducing its perceived shortterm and long-term costs.…”

Section: The Base Model: Value Attitude Wommentioning

confidence: 99%

The impact of service bundles on the mechanism through which functional value and price value affect WOM intent

Ranaweera

Karjaluoto

2017

JOSM

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Purpose The purpose of this paper is to contribute toward the current limited understanding of service bundles by investigating how purchasers of combined product-service bundles (bundle customers) differ from those purchasing a product and associated service separately (non-bundle customers). Design/methodology/approach The hypothesized effects were tested on a representative sample of mobile phone subscribers in Finland, through a multi-group moderated analysis using variance-based structural equation modeling. Findings While functional value had a stronger effect on attitude for bundle customers, price value is a stronger determinant of attitude for non-bundle customers. There was no difference between the groups in terms of how attitude determines the word-of-mouth (WOM) intent. The total influence of functional value on positive WOM intent was stronger for bundle customers vs non-bundle customers; in contrast, the total influence of price value on positive WOM was weaker for the bundle customers. Research limitations/implications Two interrelated frameworks, prospect theory and mental accounting theory, are used to analyze customer response to service bundles. The results demonstrate that bundles play a powerful role in determining engagement behaviors critical to firms. Purchasing a service bundle vs a non-bundle influences how price value and functional value determine attitude and WOM intent in fundamentally different ways. Practical implications In devising communication strategies to maximize positive WOM, managers need to emphasize functional benefits for bundle purchasers and price benefits for non-bundle customers. The results also demonstrate that it is more important for firms to track perceived value, as value and not attitude differentiates WOM generation in the two groups. Originality/value This is the first study to demonstrate how bundle and non-bundle customers determine value, and how functional value and price value determine WOM generation and attitude toward service provider in fundamentally different ways. The comparison of the bundle group where the firm acts as the main resource integrator to a non-bundle group where the customer is the main resource integrator in creating value helps demonstrate the need for firms to treat the two groups in distinct ways.

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Section: The Base Model: Value Attitude Wommentioning

confidence: 99%

The impact of service bundles on the mechanism through which functional value and price value affect WOM intent

Ranaweera

Karjaluoto

2017

JOSM

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“…Although past research have examined hedonic shopping (e.g., Anderson et al, 2014;BäckströmK, 2011;Carpenter and Moore, 2009) and shopping associated with the consumption of personally meaningful and socially expressive products, there is sparse research on self-expressiveness in shopping. Specifically, we have a limited understanding on how self-expressiveness in shopping influence consumers' overall life satisfaction.…”

Section: Introductionmentioning

confidence: 99%

Self-expressiveness in shopping

Sirgy

Lee

et al. 2016

Journal of Retailing and Consumer Services

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Keywords:Self-expressiveness in shopping Perceived impact of shopping on overall life satisfaction Life satisfaction a b s t r a c t Some people experience self-expressiveness in shopping. Self-expressiveness in shopping is defined as the degree to which consumers they think shopping activity is an important part of their self-concept. This paper reports on the testing of a model dealing with antecedents and consequences of self-expressiveness in shopping. Based on eudaimonistic identity theory, we hypothesized that feeling of self-expressiveness in shopping is influenced by consumers' flow experiences in shopping activities, self-realization potential through shopping, and effort expended through shopping. We also hypothesize that self-expressiveness in shopping increases overall life satisfaction, mediated by perceived impact of shopping on life satisfaction. The model was tested using a panel of 5440 shoppers. The results provide good support for the model. Managerial implications are discussed in addition to avenues for future research.

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“…We subsequently test and compare this exploratory factor structure over the course of four distinct product categories and two shopper types, segmented by general hedonic-utilitarian shopping value perceptions. literature is focused on (a) consumer attitudes toward shopping as related to a specific event (e.g., Arnold and Reynolds, 2003), (b) consumer attitudes toward the product as related to dimension typology (e.g., Park and Moon, 2003), (c) the perceived value of the shopping experience (e.g., Babin et al, 1994), (d) the influence of atmosphere and environment on shoppers by dimension type (Babin and Attaway, 2000;Collier and Barnes, 2015;Rayburn and Voss, 2013), and (e) technology moderators of the hedonic-utilitarian value continuum, including the influences of online shopping and social media (e.g., Anderson et al, 2014;Bridges and Florsheim, 2008;Sarcar, 2011).…”

Section: Introductionmentioning

confidence: 99%