Longitudinal analysis versus cross-sectional analysis in assessing the factors influencing shoppers’ impulse purchase behavior – Do the store ambience and salesperson interactions really matter?

Katakam, Bharath Shashanka; Bhukya, Ramulu; Bellamkonda, Raja Shekhar; Nagaraj, Samala

doi:10.1016/j.jretconser.2021.102586

Cited by 19 publications

(15 citation statements)

References 111 publications

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“…Our findings confirmed that streamer enablers, namely, streamer trustworthiness (H3), streamer expertise (H4), and streamer responsiveness (H5), had significant positive effects on consumers’ perceived information usefulness and arousal. These findings are compatible with previous studies [ 73 , 79 , 85 ]. Government officials who endorse credibility pay more attention to product quality to prevent damage to the government’s image.…”

Section: Discussionsupporting

confidence: 94%

“…Consumers can get relaxation and pleasure while obtaining product information [ 11 , 84 ]. Katakam et al [ 85 ] believe that the demeanor, language, and skills of the salesperson play an important role in consumers’ handling of product information. Salespersons who use flattery selling tactics and matching incidental similarities are more likely to interact with shoppers.…”

Section: Research Model and Hypothesesmentioning

confidence: 99%

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Unprofessional or Admirable? Determinants of Purchasing Behavior in Government Officials’ Livestreamed Shopping

Guo

Sun

2022

IJERPH

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As a new form of poverty governance, government officials’ livestreaming e-commerce of agricultural and sideline products has been booming since the outbreak of the coronavirus disease (COVID-19) in 2019. However, exploring the determinants of consumer purchase intentions in the context of government officials’ livestreaming is still limited. Drawing on the stimulus–organism–response (S–O–R) framework, this study develops a research model to examine the effect of platform factor (information quality), user factor (bullet screen mutuality), and streamer factors (streamer trustworthiness, streamer expertise, and streamer responsiveness) on perceived information usefulness and arousal, which in turn affect purchase intention. This study also integrates impulsiveness as a moderator. We use structural equation modeling to analyze 430 samples. Our results show that perceived information usefulness and arousal have a significant positive influence on purchase intention. Moreover, impulsiveness moderates the relationship between perceived information usefulness and purchase intention and between arousal and purchase intention. Livestreaming features and streamer characteristics can activate these two mechanisms. This study provides theoretical contributions to livestreaming and the S–O–R literature, as well as practical insights into livestreaming government officials.

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Section: Discussionsupporting

confidence: 94%

Section: Research Model and Hypothesesmentioning

confidence: 99%

Unprofessional or Admirable? Determinants of Purchasing Behavior in Government Officials’ Livestreamed Shopping

Guo

Sun

2022

IJERPH

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“…Many scholars and practitioners have recently focused their attention on impulsive shopping behavior, which is sometimes referred to as “impulse shopping” ( Aragoncillo and Orus, 2018 ; Kumar et al, 2020 ). Two-thirds of supermarket sales are accounted for by this category ( Amos et al, 2014 ; Katakam et al, 2021 ). According to a recent study, an impulsive purchase may be classified into two thematic contexts: online and offline stores ( Amos et al, 2014 ; Kimiagari and Malafe, 2021 ).…”

Section: Introductionmentioning

confidence: 99%

Impact of online convenience on generation Z online impulsive buying behavior: The moderating role of social media celebrity

Hou

Ali

2022

Front. Psychol.

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This research aims to determine which dimensions of online convenience influence generation z consumers’ cognitive and affective attitudes and online impulsive buying behavior. The moderating effect of social media celebrity is also investigated to examine the attitude-behavior gap. A total of 348 responses from Chinese users who followed digital celebrities were received using purposive sampling. Data analysis and hypothesis testing were carried out using SmartPLS, version 3 (partial least squares). The results indicated that relationship convenience, possession convenience, post possession conveniences, transaction convenience, and evaluation convenience have a crucial impact on cognitive and affective attitudes. Similarly, cognitive and affective attitudes are significant and positive predictors of generation z consumers’ online impulsive buying behavior. Moreover, empirical results supported the moderating role of social media celebrities that aid marketers in selecting a product endorser. The implications for marketers and policymakers are discussed based on the above research findings. Moreover, future research directions are suggested.

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“…The presence of companions can prompt impulse consumption ( Yim et al, 2014 ), and thus travel companions may prompt tourists to try unfamiliar or risky cuisines. Moreover, previous studies have identified that higher exposure to social stimulus in the marketing environment leads to an increase in the likelihood of impulse consumption ( Clauzel et al, 2019 ; Chen et al, 2021 ; Katakam et al, 2021 ). Bevelander et al (2011) uncover that the peers induced willingness to try unfamiliar cuisines.…”

Section: Study 2: Hypothesis Development and Empirical Testingmentioning

confidence: 99%

National Culture and Culinary Exploration: Japan Evidence of Heterogenous Moderating Roles of Social Facilitation

et al. 2021

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This article explores the role of national culture in the culinary consumption behavior of international tourists and the moderating influence of different types of travel companions. Study 1 adopted a text-mining, topical modeling approach to process useful reviews (n = 7,803) posted at TripAdvisor by users from 86 countries. Study 2 develops and tests a conceptual model of the relationships between national culture and culinary choices including culinary types and range of culinary choices, based on a secondary dataset of large-scale surveys from the tourism authority of the destination containing 9,141 responses by tourists from over 60 countries or regions. The results reveal that both Uncertainty Avoidance and Individualism-Collectivism have significant effects on tourist food consumption categories and the range of culinary choices. The study also evaluated the role of the moderating effect of travel companions, and results supported the significant relationship on the range of culinary choices when the tourists were accompanied by different types of travel companions.

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Longitudinal analysis versus cross-sectional analysis in assessing the factors influencing shoppers’ impulse purchase behavior – Do the store ambience and salesperson interactions really matter?

Cited by 19 publications

References 111 publications

Unprofessional or Admirable? Determinants of Purchasing Behavior in Government Officials’ Livestreamed Shopping

Unprofessional or Admirable? Determinants of Purchasing Behavior in Government Officials’ Livestreamed Shopping

Impact of online convenience on generation Z online impulsive buying behavior: The moderating role of social media celebrity

National Culture and Culinary Exploration: Japan Evidence of Heterogenous Moderating Roles of Social Facilitation

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