The influence of impulse buying toward consumer loyalty in online shopping: a regulatory focus theory perspective

Lin, Chii-Jeng; Chen, Chien-Wen; Wang, Shujin; Lin, Chiu-Ching

doi:10.1007/s12652-018-0935-8

Cited by 35 publications

(41 citation statements)

References 77 publications

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“…Products are the material basis for the survival and development of enterprises [1,2]. With the increasing market competition, only by launching products that meet users' requirements can enterprises increase user satisfaction, stimulate their purchase desire, and boost sales [3,4]. In this case, developing an appropriate method to rank products that reflect user satisfaction is critical.…”

Section: Introductionmentioning

confidence: 99%

Personalized Product Evaluation Based on GRA-TOPSIS and Kansei Engineering

Quan

Wei

et al. 2019

Symmetry

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With the improvement of human living standards, users’ requirements have changed from function to emotion. Helping users pick out the most suitable product based on their subjective requirements is of great importance for enterprises. This paper proposes a Kansei engineering-based grey relational analysis and techniques for order preference by similarity to ideal solution (KE-GAR-TOPSIS) method to make a subjective user personalized ranking of alternative products. The KE-GRA-TOPSIS method integrates five methods, including Kansei Engineering (KE), analytic hierarchy process (AHP), entropy, game theory, and grey relational analysis-TOPSIS (GRA-TOPSIS). First, an evaluation system is established by KE and AHP. Second, we define a matrix variate—Kansei decision matrix (KDM)—to describe the satisfaction of user requirements. Third, the AHP is used to obtain subjective weight. Next, the entropy method is employed to obtain objective weights by taking the KDM as input. Then the two types of weights are optimized using game theory to obtain the comprehensive weights. Finally, the GRA-TOPSIS method takes the comprehensive weights and the KMD as inputs to rank alternatives. A comparison of the KE-GRA-TOPSIS, KE-TOPSIS, KE-GRA, GRA-TOPSIS, and TOPSIS is conducted to illustrate the unique merits of the KE-GRA-TOPSIS method in Kansei evaluation. Finally, taking the electric drill as an example, we describe the process of the proposed method in detail, which achieves a symmetry between the objectivity of products and subjectivity of users.

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Section: Introductionmentioning

confidence: 99%

Personalized Product Evaluation Based on GRA-TOPSIS and Kansei Engineering

Quan

Wei

et al. 2019

Symmetry

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“…Following the validation and reliability verification, we applied bootstrapping analysis with 5000 re-samples to the whole sample to examine the structural validity of the model (hypotheses testing). As our study is based on a strong theoretical foundation of the S-O-R framework, high factor loadings, and involves a fairly high sample size (n= 446), Smart PLS is an appropriate statistical analysis tool [53,86]. The results of the structural path analysis are presented in Table 4 and Figure 2.…”

Section: Analysis Of Structural Modelmentioning

confidence: 99%

“…Therefore, the online apparel website managers could offer additional shopping functions and reduce barriers to impulse buying; this can encourage impulsive consumers could to spend more money and time on apparel products. For example, the apparel product recommendation system should be incorporated with the online shopping websites to assist consumers in finding suitable clothing that facilitates their impulsive buying behavior [86].…”

Section: Practical Contributionsmentioning

confidence: 99%

Exploring consumers’ impulse buying behavior on online apparel websites: An empirical investigation on consumer perceptions

Lee

Chen

Huang

et al. 2021

IJECS

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In the information age, more and more people are buying products on the Internet. Impulsive buying within the online shopping research is gradually receiving more attention, as it contributes significantly to online retail profit. This study proposed a research model based on the Stimulus Organism Response (S-O-R) framework to finding the antecedents of consumer reaction and behavior, specifically to distinguish task-relevant stimuli (price attribute and convenience; i.e. TR cues) and mood-relevant stimuli (visual appeal, social influence, vendor creativity; i.e. MR cues), perceived usefulness and perceived enjoyment to explore which factors affect online impulse buying behavior. Data from 446 customers who bought apparel products online were collected to evaluate the research model.The results indicate that convenience, visual appeal, social influence, and the vendor's creativity have a positive impact on perceived usefulness; price attribute, visual appeal, social influence, and the vendor's creativity have a positive impact on perceived enjoyment. The results also indicate that convenience and social influence are the two strongest predictors of perceived usefulness and perceived enjoyment respectively. Also, it was observed that impulse buying tendency and perceived enjoyment both significantly affect consumers' urge to buy impulsively, whereas perceived usefulness indirectly influences consumers' urge to buy impulsively through perceived enjoyment.

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“…In the context of existing findings connecting regulatory focus with impulse buying [8,30,31], the current studies extend and elaborate this research. Correlations between chronic measures of regulatory focus and trait impulse buying proclivities were replicated, but the experimental approach shows that effects on actual money spent are contingent on activation of a fitting situational regulatory focus.…”

Section: Plos Onementioning

confidence: 54%

“…His findings indicate that a chronic promotion focus is indeed associated with more impulsiveness and hedonic shopping values, factors which increase the likelihood of impulse buying, whereas a chronic prevention focus instead predicts lower impulsiveness, more utilitarian shopping values and greater store loyalty, factors that should lessen impulse buying [3]. These relationships between trait regulatory focus and impulse buying have been replicated in an online shopping context [31]. In addition, there is evidence that consumers are more motivated to impulse buy when the brand reflects their ideal self-image [32].…”

Section: Introductionmentioning

confidence: 92%

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The influence of impulse buying toward consumer loyalty in online shopping: a regulatory focus theory perspective

Cited by 35 publications

References 77 publications

Personalized Product Evaluation Based on GRA-TOPSIS and Kansei Engineering

Personalized Product Evaluation Based on GRA-TOPSIS and Kansei Engineering

Exploring consumers’ impulse buying behavior on online apparel websites: An empirical investigation on consumer perceptions

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