Seeking something different? A model of schema typicality, consumer affect, purchase intentions and perceived shopping value

Babin, Barry J.; Babin, Laurie A.

doi:10.1016/s0148-2963(99)00095-8

Cited by 207 publications

(158 citation statements)

References 35 publications

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“…Second, predicating upon the theory of social sharing, this study was amongst the first to show empirically that openly expressed emotions significantly and directly precede negative O-WOM. By demonstrating that both positive and negative affect play a substantial role in the distribution of negative O-WOM our research extends prior research proposing negative emotion as primary WOM determinant (Babin & Babin, 2001;Machleit & Eroglu, 2000;Soscia, 2007 …”

Section: Theoretical Implicationssupporting

confidence: 82%

“…This step was assumed important as prior literature has shown that emotion may also lead directly to behavioral intentions (Babin & Babin, 2001;Machleit & Eroglu, 2000). An alternative model …”

Section: Post-hoc Analysismentioning

confidence: 99%

“…In particular this study sheds light on the relative influence of both negative and positive emotion as direct determinant of negative O-WOM. As such it intends to contribute to the debate in the literature whether the ventilation of unpleasurable experiences online is primarily driven by negative emotion (Babin & Babin, 2001;East, Hammond, & Wright, 2007;Machleit & Eroglu, 2000;Nyer & Gopinath, 2005), or is determined by a mixture of negative and positive emotion (cf., Nyer, 1997;Westbrook, 1987).…”

Section: Introductionmentioning

confidence: 99%

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Negative online word-of-mouth: Behavioral indicator or emotional release?

Verhagen

Nauta

Feldberg

2013

Computers in Human Behavior

177

125

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The influence of negative online word-of-mouth on the behavior of those receiving it has been addressed extensively in the academic literature. Remarkably, the question whether negative online word-of-mouth should also be seen as a behavioral indicator of its sender remains unaddressed. Answering this question is relevant as it provides companies with insight into the need to engage in interaction with those who negatively express themselves online or whether these expressions should be seen as temporary emotional releases without any future conduct. To fill the existing research gap, this research paper proposes and empirically tests a sender-oriented model, investigating the influence of emotions, negative online word-of-mouth on repatronage and switching behavior. As disclosing negative feedback online may also reflect the sender's motivation to inform the consumer community or to provide constructive feedback to the company responsible for the dissatisfying consumption, community usefulness and company usefulness are included as behavioral moderators. The results of an empirical survey conducted amongst real senders of negative information confirm that negative online word-of-mouth is directly driven by positive and negative emotions and is strongly predictive for the sender's future conduct. The motivation to help other consumers was demonstrated to function as behavioral moderator. The paper concludes with theoretical and managerial implications, and suggests avenues for further research.

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Section: Theoretical Implicationssupporting

confidence: 82%

Section: Post-hoc Analysismentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

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Negative online word-of-mouth: Behavioral indicator or emotional release?

Verhagen

Nauta

Feldberg

2013

Computers in Human Behavior

177

125

View full text Add to dashboard Cite

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“…Numerous studies have revealed that shoppers who perceive higher quality from utilitarian aspect of shopping are more likely to show repatronage behavioral intention (Babin & Babin, 2001;Jones, Reynolds & Arnold, 2006;Stoel, Wickliffe & Lee, 2004). Hedonic experiences, which known to be more pleasurable to anticipate, have seen more readily to be accessed and salient in the memory when predict future consumption experience (Shiv & Huber, 2000).…”

Section: Utilitarian and Hedonic Shopping Orientationsmentioning

confidence: 99%

Moderating Effect of Gender in Repatronage Behavioral Intention: The Role of Personal Characteristics

Wong¹,

Osman²,

Said³

et al. 2013

ASS

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The agendas of consumer-centric marketing and remarkable revolution of gender in consumption have prolonged the reformation in marketing module as to entice the repatronage shoppers. The focuses of this study were to examine the repatronage behavioral intention from the personal characteristic perspective and to identify the gender-invariant of the causal relationships. Specifically, this study aimed to investigate the relationships between personal characteristics (need for activity, impulsiveness, shopping confidence, interpersonal influence susceptibility, utilitarian and hedonic shopping orientations) and repatronage behavioral intention as well as to assess the moderation effects of gender on the relationships. Reasoned Action Approach was employed as the theoretical basis of the study. The responses from 569 apparel adult shoppers were used for data analysis. Personal characteristics were found significantly associated with the repatronage behavioral intention. There was a moderation effect of gender ascertained in the identified relationships. The present study discerned some important implications for the marketing practitioners to gain insight into the characteristics of their targeted shoppers as to customize and position their product offerings accordingly.

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“…In a similar vein, Brakus et al (2009) demonstrate that positive consumer emotions influence their repeat patronage. Babin and Babin (2001) show that positive emotions are associated with enhanced patronage intentions and shopping value. In further support, Soscia repurchase intentions.…”

Section: Luxury Consumer Pleasure (Lcp) and Repurchase Intention (Ri)mentioning

confidence: 92%

Sustainable Luxury Fashion Consumption and the Moderating Role of Guilt

Ki¹,

Kim²

2016

Fashion, Industry and Education

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This study explores whether consumers' sustainable luxury purchase (SLP), which refers to luxury consumers' conscientious purchase behavior of "buying luxury for its timeless style and durable quality that leads to extended product usage and less waste," leads to luxury consumer pleasure (LCP). Furthermore, the current study examines whether LCP leads to positive post-purchase behavior reflected by sustainable divestment intention (SDI) and repurchase intention (RI). In addition, by building on Coping Theory, we explore whether luxury consumer guilt (LCG) positively moderates the relationship between LCP and SDI. Our empirical findings of the SEM analysis based on 452 valid responses demonstrate the significant relationships between SLP and LCP, between LCP and SDI, and between LCP and RI. This implies the importance of SLP in creating a favorable consumer response, which further leads to consumers' intentions to make a sustainable divestment and to repurchase luxury.Furthermore, the critical moderating role LCG plays in the relationship between LCP and SDI was supported, stressing the importance of guilt as a trigger of consumers' sustainable divestment behavior.

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Seeking something different? A model of schema typicality, consumer affect, purchase intentions and perceived shopping value

Cited by 207 publications

References 35 publications

Negative online word-of-mouth: Behavioral indicator or emotional release?

Negative online word-of-mouth: Behavioral indicator or emotional release?

Moderating Effect of Gender in Repatronage Behavioral Intention: The Role of Personal Characteristics

Sustainable Luxury Fashion Consumption and the Moderating Role of Guilt

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