The theory of repurchase decision-making (TRD): Identifying the critical factors in the post-purchase decision-making process

A theory particularly designed to explain re-buying decision formation is lacking. This research developed and tested a theory of repurchase decision-making (TRD) that more comprehensively explains individuals’ post-purchase decision-making processes. Two studies were conducted in a full-service restaurant setting for the development of this theory. Specifically, important factors generating the repurchasing intention were identified through an exploratory qualitative approach in Study 1. In this qualitative approach, a new set of belief items and salient referents in a re-buying decision-making process were also identified. The proposed model merging the model of goal-directed behavior (MGB) with identified factors and belief constructs from Study 1 were tested in the second study. Our results demonstrated that incremental amounts of total variance in the re-buying decision were explained by the TRD. Newly integrated constructs in combination with the original variables in the MGB were found to play a critical role in the re-buying decision-making process. The implications of this study are presented and discussed.     

Overseas travelers’ decision formation for airport-shopping behavior

In this study, we investigated international travelers’ decision-making process for airport shopping by considering the moderating impact of the perceived disadvantages of airport-shopping behavior. The model of goal-directed behavior, including volitional/non-volitional, motivational, and affective components of decision-making, was employed to create an accurate prediction of intention. Findings from the structural equation modeling indicated that significant amounts of variance in intention were accounted for by the proposed model, and the mediating impact of the motivational component was detected in the proposed theoretical framework. In addition, the results from the invariance tests revealed that perceived disadvantages of airport shopping acted as a significant moderator in determining intention. Our results imply that these perceived disadvantages can be a threat to airport operations and retailing.     

Heritage tourism: A question of age

This research analyzes the demographic characteristics and motivations of the senior and non-senior market segments in selecting a heritage site. By studying how these two groups of individuals select heritage sites, planners will be better able to comprehend what these individuals expect from their visit. A survey consisting of a historic preservationist scale, benefits sought scale, services sought scale, historic site preference scale, and demographic information was mailed to a systematic random sample of 700 travelers requesting tourism information about Virginia. The findings show that many similarities exist between the senior and non-senior market. However, the senior market is more likely to visit a historic site that is less convenient to reach, has fewer facilities, and is more authentic and less developed; while the non-seniors are motivated more by opportunity to escape work overloads.     

Word-of-mouth,buying, and sacrifice intentions for eco-cruises: Exploring the function of norm activation and value-attitude-behavior

Our theoretical framework was designed to explain passengers' decision-making process for environmentally responsible cruise products. Specifically, the goals of this study were to investigate passengers' decision formation by employing the Norm Activation Model (NAM), to extend it by integrating the value-attitude-behavior cognitive hierarchy, emotional process, and normative procedure, and to test the moderating impact of non-green alternatives' attractiveness in a cruise context. The measurement quality was found to be adequate. The prediction power of the proposed framework was superior to the original NAM. Findings from the structural model revealed that the hypothesized associations relating study variables within our proposed theoretical framework were generally supported; personal norm acted as significant mediators; and the role of personal norm and social norm in building intentions was salient. Additionally, the hypothesized moderating impact of alternatives' attractiveness in determining intentions was supported.     

Bike-traveling as a growing phenomenon: Role of attributes,value, satisfaction,desire, and gender in developing loyalty

This research was designed to investigate the role of bike-tourism attributes, perceived value, satisfaction, desire, and gender in bicyclers' loyalty generation process. We employed a survey methodology. Using the data collected from members of bicycle clubs in China, we conducted a structural analysis and test for metric invariance. Results showed that our theoretical model explained a sufficient amount of the variance in loyalty; the hypothesized relationships in our research framework were generally supported; and cognitive, evaluative, and motivational processes were significant mediators. Moreover, the proposed moderating impact of gender was partially supported. Overall, our empirical findings make a significant contribution to advancing our knowledge of how product attributes, value, satisfaction, and desire are related and how these relationships are affected by gender in the formation of bicycle travelers' loyalty.     

The effects of perceived service quality on repurchase intentions and subjective well-being of Chinese tourists: The mediating role of relationship quality

The current study provides and tests an integrated model that examines two relationship quality constructs (overall customer satisfaction, customer-company identification) as mediating variables between Chinese tourists' lodging service quality perceptions and two outcomes (repurchase intentions, subjective well-being). The results of a study with domestic Chinese hotel guests (n = 451) provide support for the proposed model. Specifically, the results indicate that overall customer satisfaction fully mediates the relationship between perceived service quality and repurchase intentions and subjective well-being, respectively. Customer-company identification partially mediates the relationship between perceived service quality and repurchase intentions and subjective wellbeing, respectively. We provide empirical validation that customers do, indeed, identify with hospitality providers, and this, in-turn, provides positive consequences for both the service provider (i.e., repurchase intentions) and the customer (i.e., subjective well-being). Managerial implications are provided, limitations noted, and future research directions suggested.     

Antecedents of loyalty toward rural hospitality enterprises: The moderating effect of the customer's previous experience

This paper aims to identify the consumer behavior variables and the moderating effect of customers’ previous experience that generate greater customer loyalty toward rural hospitality enterprises. A model is proposed that encompasses the moderating effect of customer experience on the relationships between: the functional and affective perceived value of the firm's offer; the firm's reputation; and customer satisfaction – and the effect of these variables on loyalty-driven behaviors (recommendation and repurchase intentions). The work finds that functional and affective perceived value influence reputation and satisfaction, and that this effect is moderated by the customer's experience. When they have prior experience of the firm, affective perceived value takes precedence over functional perceived value. However, functional perceived value constitutes the most valued element when customers are using the services of the firm for the first time. Reputation and satisfaction are also found to contribute to the generation of better recommendation and repurchase intentions.     

Investigating customer loyalty formation for wellness spa: Individualism vs. collectivism

Visitor retention is undeniably a major issue for every destination marketer. This study was an attempt to develop an international tourists’ loyalty framework for wellness spa tourism destination by considering quality and value of spa tourism in Thailand, affect, satisfaction, desire, and culture. Our proposed framework and hypothesized relationships were evaluated by using a structural analysis. A field survey was used. Results indicated that our conceptual model included a satisfactory fit to the data. Quality and value were found to have a critical role, and other study constructs were identified to act as direct/indirect driving forces of loyalty intentions. In addition, mediating role of affect, satisfaction, and desire was found. Moreover, moderating impact of culture (individualism vs. collectivism) on the loyalty formation was identified. Overall, our theoretical framework was demonstrated to be capable of explicating wellness spa tourists’ destination loyalty formation. Implications for destination marketers in Thailand are discussed.     

Analysis of Structural Equation Model for the Student Pleasure Travel Market: Motivation,Involvement, Satisfaction,and Destination Loyalty

Greater understanding of the model that plays a role in attracting certain visitor segments thus allows travel businesses to develop marketing strategies. This research analyzes an empirical model including push motivations, pull motivations, cognitive involvement, affective involvement, satisfaction, and loyalty to students' top domestic and international destinations. Results suggest push motivations are a good predictor of pull motivations, which in turn are considered a good predictor of cognitive involvement. Cognitive involvement is a good predictor of both affective involvement and satisfaction. Affective involvement is a good predictor of satisfaction. This study also confirms the significant association of satisfaction with destination loyalty. Hence, the proposed model provides a good quality of theoretical framework to positively predict travel demand toward domestic and international destinations.     

Business Traveler Satisfaction with Hotel Service Encounters

Abstract

This study examines customer satisfaction with a series of hotel services. Five service encounters were examined in a sample of business travelers (n = 140) who had stayed in Hong Kong hotels. Overall satisfaction and repurchase intention were differentially impacted by the various service encounters. Business center encounters had the greatest effect on business traveler satisfaction, followed by check-out and check-in encounters. Interestingly, room and restaurant encounters had the least impact on satisfaction. The delivery of good core services alone cannot guarantee customer satisfaction. Hotels must also pay attention to peripheral service delivery, because these encounters help to shape the customer's overall level of satisfaction and repurchase intention.     

The Antecedents and Consequences of Travelers' Need for Uniqueness: An Empirical Study of Restaurant Experiences

Dining out at a restaurant is one of the most important parts of travelers' tourism experience. The purpose of this research was to examine the antecedents and consequences of travelers' need for uniqueness (CNFU) in their restaurant experiences. Based on a literature review, three theoretical antecedents (perceived firm innovativeness (PFI), perceived firm uniqueness, and brand prestige) and three theoretical consequences (utilitarian value, hedonic value, and behavioral intentions) were proposed. During this process, it was theorized that consumers' uniqueness-seeking behaviors can be strengthened and/or weakened by three psychological moderators: attention to social comparison information (ATSCI), face consciousness, and materialism. By integrating the theoretical arguments, a structural model was proposed. The proposed model was tested using data collected from 379 travelers who had dined out at a luxury restaurant in the past three months. According to the data analysis results, PFI, perceived firm uniqueness, and brand prestige were all confirmed to be important factors in enhancing CNFU. Furthermore, it was determined that CNFU bears a positive impact on behavioral intentions, an impact that is mediated by perceived value. Lastly, the moderating roles of ATSCI and materialism were found to be significant. In the latter part of this research, managerial implications derived from the data analysis results are discussed.     

Impact of hotel-restaurant image and quality of physical-environment,service, and food on satisfaction and intention

This study developed a theoretical framework in which overall image, image congruence, and quality of physical environment, service, and food affect guests’ satisfaction and intentions to revisit a luxury hotel restaurant and visit other restaurants of the same hotel by considering the influence of conspicuousness as a moderator. The measurement model assessment revealed that all items included an acceptable level of measurement quality. Results of the structural analysis indicated that the research variables were in general significantly associated; quality dimensions and satisfaction had a mediating role; and the impact of satisfaction and overall image on decision formation was greater than that of other variables. Moreover, the structural invariance model assessment indicated that conspicuousness acted as a significant moderator. Overall, our proposed theoretical framework was found to include a sufficient power in predicting patrons’ intentions for luxury hotel restaurant products. Using this quantitative approach, our research objectives were wholly achieved.     

A Model of Patrons’ Impulsive Ordering Behaviors in Luxury Restaurants

Impulsive ordering behavior is an issue of great importance for revenue maximization in the luxury restaurant industry. This research aimed to develop and test a model of patrons' impulsive ordering behaviors in the luxury restaurant context. The existing literature supported that two theoretical antecedents stimulate patrons' impulsive ordering behaviors: (1) menu browsing time and (2) patron trust in the restaurant. Based on a literature review, it was hypothesized that 10 theoretical antecedents positively influence menu browsing time and trust. During the model development process, it was suggested that patrons' hedonism could play a moderating role in the relationship between atmosphere and menu browsing time. Consequently, 13 theoretical hypotheses were proposed, resulting in a structural model. The model was tested using empirical data collected from 379 luxury restaurant patrons. Based on the results of data analysis, all of the hypotheses were supported. The theoretical/empirical interpretations of these findings are discussed.     

Emerging youth tourism: fostering young travelers’ conservation intentions

Greening is one of the most important issues faced by the tourism industry today. Nevertheless, theoretical and empirical research on young travelers’ sustainable behaviors is scarce. This study developed a conceptual framework involving biospheric value, environmental concern, environmental awareness, ascribed responsibility, and moral norm in order to better explain young travelers’ pro-environmental decision-making process. A total of seven hypotheses were proposed and tested using structural equation modeling. Results revealed that the postulated theoretical model satisfactorily accounted for three dimensions of young tourists’ environmentally responsible intentions; the study variables are all significantly related; and the mediating impact of moral norm and environmental concern was evident. Moreover, the prominent role of moral norm in forming intentions was noteworthy. Our findings from the invariance test further indicated that environmental awareness and ascribed responsibility acted as moderators. The implications of these results are discussed.     

Understanding customer behavior in name-brand Korean coffee shops: The role of self-congruity and functional congruity

During the past decade, an increasing number of coffee-shop customers in Korea prefer to patronize name-brand coffee shops. This study applied image congruity theory to explain the Korean preference phenomena. The authors investigated the impacts of image congruities (self-congruity and functional congruity) on customer attitude and repurchase intention, and identified the moderating effect of prior visit experience. The survey sample is 401 customers who visited the 13 name-brand coffee shops in the city of Seoul's Myeong-dong commercial district. Structural Equation Modeling was used to test the validity of the conceptual model. The results revealed that both self-congruity and functional congruity are the antecedents of customer attitude and repurchase intention. Furthermore, functional congruity has more impact on customer attitude among experienced customers than among those with less visit experience. The marketers of name-brand coffee shops in Korea are advised to design the strategies of brand positioning and marketing segmentation from a new angle. Further studies can be further conducted among customers in boarder geographical areas, including small cities and rural areas in Korea.     

Forecasting international tourism trends to 2010

Modifications of earlier versions of forecasting models make it possible to trace the effects of changes in income and prices emanating from each individual country considered in this paper. At the theoretical level, it examines the assumptions underlying partial demand models and points out the implications of these assumptions in the context of those relating to international tourism. The new model is used to generate forecasts of tourism imports and exports for 20 countries for the period up to 2010. It allows a more realistic simulation of the impact of political events such as the introduction of the Euro and of changes in framework conditions.     

How do tourists' attribution of destination social responsibility motives impact trust and intention to visit? The moderating role of destination reputation

Through the lenses of attribution theory, signal theory, and social exchange theory, this study proposed and tested a conceptual model that investigates how tourists' attribution of destination social responsibility (DSR) motives impact destination trust and intention to visit a destination. The moderating effects of destination reputation (good vs. average) were particularly examined in the proposed model. The results of three experimental studies revealed that the impact of DSR motive attributions on destination trust and intention to visit vary under different conditions of destination reputation. In particular, when a destination has a good reputation, the positive impact of intrinsic DSR motive attribution tends to be stronger than that of extrinsic DSR motive attribution. However, when a destination's reputation is average, the impact of the two types of DSR motive attributions become insignificant. The findings of this study provide theoretical and practical implications for destination marketing and DSR campaigns.     

In-Flight Service Performance and Passenger Loyalty: A Cross-National (China/Korea) Study of Travelers Using Low-Cost Carriers

While a moderate amount of empirical research has been conducted on passenger loyalty in the low-cost airline industry, there has been no research on the impacts of in-flight core- and encounter-service performance, perceived value, satisfaction, trust, or cultural influences on passenger loyalty. This study looked at these impacts in cross-national field research involving China and Korea. A survey was conducted on international flights between Busan and Qingdao. A total of 346 cases were used in data analysis. Results of the structural model showed that the proposed theoretical relationships were all significant; in-flight encounter-service performance was prominent, and value, satisfaction, and trust had a significant mediating impact. In addition, findings from the metric invariance revealed that the strength of the relationships, particularly among service performances, value, and satisfaction in the proposed model, significantly differed across Chinese and Korean passenger groups. The authors highlight key practical and research implications.     

Triggers of Patrons’ Repeat Purchase for Hotel Restaurant Products

This study was designed to investigate the formation of patrons’ repurchase intentions of a luxury hotel restaurant product by considering the impact of image congruence, quality, and satisfaction. This research also examined if such decision formation differs between first-timers and repeaters and tested the direction of causality between quality and satisfaction. Results indicate that our model sufficiently accounted for the prominent relationships among image congruence, satisfaction, and repurchase intention. Overall, our empirical findings provide both industry practitioners and researchers with a deeper understanding of patrons’ decision-making process for repurchasing the luxury hotel restaurant product.     

Exploring asymmetric effects of attribute performance on customer satisfaction using association rule method

Identifying primary service attributes that generate customer satisfaction (CS) is critical to organizational success. The Kano model demonstrates an asymmetric relationship between attribute performance and CS. However, extant regression-based approaches for classifying Kano's quality attributes have theoretical limitations, such as multicollinearity problems, resulting in spurious inferences. The association rule (AR) method is widely used in data mining to explore the associations or correlations among variables because it does not require the typical assumptions associated with regression analyses. The framework developed in this study incorporates the AR method to classify Kano's quality attributes. The effectiveness of the proposed method was demonstrated using a case study of a restaurant chain. The proposed method is more practical for classifying Kano's quality attributes because it shortens the time required for data collection. Moreover, the proposed method reduces computational complexity. Validity test results indicate that the proposed method markedly outperforms some regression-based approaches.