The duality of decisions and the case for impulsiveness metrics

Arens, Zachary G.; Rust, Roland T.

doi:10.1007/s11747-011-0256-3

Cited by 20 publications

(15 citation statements)

References 45 publications

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“…As highlighted above, this was congruent with the measurement scales adopted by Arens and Rust (2012) in their study. Table 4 lists the Cronbach Alpha's obtained in this study relative to those captured in the Arens and Rust (2012) study.…”

Section: Research Instrument and Measurement Scalessupporting

confidence: 87%

“…Almost three decades later, this was described by Rook and Gardner (1993) as a rapid subjective decision-making process, whereby the consumer immediately requires possession of the product. The latest and most comprehensive definition describes impulse buying as a 'transient' reaction to the exposure of products and advertising (Arens & Rust, 2012). Thus, the fundamental definition has not fundamentally waivered from the core notion of satisfying a need or want 'on the spot'.…”

Section: Conceptualisation and Measurement Of Impulse Buyingmentioning

confidence: 99%

“…Similarly, Arens and Rust (2012) contend that the core elements of impulse buying are that the decision-making process is unreflective i.e., there is no engaging in evaluation and there is a lack of consideration for consequences. Likewise, according to Kuikka and Laukkanen (2012), the impulse to purchase emanates from hedonic value and is therefore a complex subconscious urge or reaction that is difficult to track and understand as consumers are not necessarily making consistent decisions.…”

Section: Conceptualisation and Measurement Of Impulse Buyingmentioning

confidence: 99%

“…The questionnaire was designed in accordance with that used by Arens and Rust (2012). The measurement scales were adapted and used to capture the pivotal constructs in this study i.e., spontaneous response and brand loyalty.…”

Section: Research Instrument and Measurement Scalesmentioning

confidence: 99%

“…In the first section, consumers rated the impulsiveness of their decision-making process using the product-specific impulsiveness scale (Arens & Rust, 2012;Jones et al, 2003;Rook & Fisher, 1995). In the second section, respondents rated their brand loyalty using the loyalty intent scale (Zeithaml, Berry, & Parasuraman, 1996).…”

Section: Research Instrument and Measurement Scalesmentioning

confidence: 99%

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Chocolate, Colour and Consideration: An Exploratory Study of Consumer Response to Packaging Variation in the South African Confectionery Sector

Beneke¹,

Floyd²,

Rono³

et al. 2015

IJMS

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Color has become increasingly influential as marketers seek to unlock the potential this factor has on behavioural decisions, in part due to colour being the first product attribute a consumer's brain registers when looking at a product. However, minimal academic research has been undertaken to investigate this function in an emerging market context. This exploratory study sets out to examine how thecolourof packaging of chocolate products affects consumers' purchase intent, both in terms of spontaneous response and brand loyalty. A consumer survey was conducted through a mall-intercept approach using a sample of 161 respondents. The Friedman and Mann Whitney U tests were conducted in order to compute the data generated within this study. The research concludes that colour holds the potential to influence a consumer's purchase behaviour of chocolate, with purple far more influential than orange, for example. Moreover, this effect was found to be consistent across low and high income groups. The results underscore the importance of colour and suggest marketers and retailers would be well advised to consider the associations between packaging colour and consumer response.

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Section: Research Instrument and Measurement Scalessupporting

confidence: 87%

Section: Conceptualisation and Measurement Of Impulse Buyingmentioning

confidence: 99%

Section: Conceptualisation and Measurement Of Impulse Buyingmentioning

confidence: 99%

Section: Research Instrument and Measurement Scalesmentioning

confidence: 99%

Section: Research Instrument and Measurement Scalesmentioning

confidence: 99%

See 3 more Smart Citations

Chocolate, Colour and Consideration: An Exploratory Study of Consumer Response to Packaging Variation in the South African Confectionery Sector

Beneke¹,

Floyd²,

Rono³

et al. 2015

IJMS

View full text Add to dashboard Cite

show abstract

Determinants and Outcomes of Online Brand Tribalism: Exploring Communities of Massively Multiplayer Online Role Playing Games (MMORPGs)

Badrinarayanan¹,

Sierra²,

Taute

2014

Psychol. Mark.

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Online consumption communities, involving millions of online consumers, have been created around massively multiplayer online role playing games (MMORPGs). Within these communities, players who share interest in MMORPGs convene, interact, and collaborate with fellow players and achieve game‐related outcomes. As these online social networks have been noted to augment, and perhaps supplant person‐to‐person interaction, this study focuses on the drivers of inherent interpersonal relationships, the nature of the constructed society, and resulting consumer initiatives to sustain and nurture the organization. Specifically, this research suggests that MMORPG communities transcend more facile forms of online or brand communities and demonstrate characteristics that can most aptly be construed as brand tribalism in the anthropological sense. Here, the challenge and telepresence innate in playing MMORPGs, cognitive and affective involvement associated with MMORPGs, and commitment to MMORPGs are modeled as antecedents of brand tribalism or a sense of the relationship with the brand and MMORPG community. Consequently, intent to purchase MMORPG‐related virtual products, recruitment of other MMORPG players, and word of mouth are identified as consequences of this unique consumer–brand relationship. Further analysis reveals the negatively charged emotional measure (i.e., defense of the tribe) within the tribalism instrument explains more variance in the outcome variables than the positively charged emotional measures (i.e., lineage, social, sense of community). Implications and future research directions are offered.

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A review of research on neuromarketing using content analysis: key approaches and new avenues

Robaina‐Calderín

Santana

2021

Cogn Neurodyn

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The duality of decisions and the case for impulsiveness metrics

Cited by 20 publications

References 45 publications

Chocolate, Colour and Consideration: An Exploratory Study of Consumer Response to Packaging Variation in the South African Confectionery Sector

Chocolate, Colour and Consideration: An Exploratory Study of Consumer Response to Packaging Variation in the South African Confectionery Sector

Determinants and Outcomes of Online Brand Tribalism: Exploring Communities of Massively Multiplayer Online Role Playing Games (MMORPGs)

A review of research on neuromarketing using content analysis: key approaches and new avenues

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