Compulsive consumption behaviours: investigating relationships among binge eating,compulsive clothing buying and fashion orientation

Compulsive buying and binge eating are examples of compulsive consumption behaviours, and for individuals with these behavioural tendencies, appearance and appearance‐related products seem to be of paramount importance. The purpose of this research was to determine if bulimic behaviours, fashion interest and the importance of being well dressed had a causal relationship with compulsive clothing buying. Subjects completed a compulsive clothing buying scale, the binging/control subscale of the Bulimia Test‐Revised and a fashion orientation scale. A path analysis indicated that binging behaviours and fashion interest significantly predicted compulsive clothing buying, while binging behaviours were not significantly related to fashion interest or the importance of being well dressed. Such findings may suggest that female consumers compulsively buy clothing for different reasons and/or motivations.     

Visual attention,buying impulsiveness,and consumer behavior

Buying impulsiveness is frequently triggered by point-of-sale information. In order to impact consumer behavior, this information must be visually noticed. In this study, researchers propose that consumers’ level of buying impulsiveness impacts their visual attention to point-of-sale information (i.e., signs, displays). Specifically, individuals scoring high on the buying impulsiveness scale (BIS) fixate less on point-of-sale information. This was tested in two experiments where participants’ task was to rate their purchase likelihood for ornamental plants. Both experiments demonstrate that consumers with high BIS fixate less on in-store signs but more on displays than low BIS consumers. High BIS participants’ visual attention to informational signs positively impacts their purchasing behavior while their visual attention to the displays does not. Theoretical contributions to consumer behavior literature and implications for retail marketing efforts are discussed.     

Consumer habit forming,information acquisition,and buying behavior

Based on the three stages of consumer decision making proposed by Howard, this study analyzes the influences of consumer habit formation on information acquisition, stored information, and buying behavior. Using a sample of women having or expecting their first child, their habit formation with regard to three baby-related products is assessed. The data confirm most of the hypotheses derived from the theoretical model. Implications for marketing are discussed.     

Judgmental heuristics in overseas vendor search and evaluation: A proposed model of importer buying behavior

This article identifies the implicit importer buying behavior model that is suggested by import decision studies and reviews contextual factors that distinguish international sourcing from its domestic counterpart. We then discuss the major shortcomings of the implicit model, namely, the failure to take into account the cognitive processes that influence vendor search and evaluation patterns. Drawing on the cognitive psychology and artificial intelligence literatures, this paper proposes an alternative model of importer buying behavior that explicitly accounts for the use of cognitive heuristics and presents a series of testable research propositions. Theoretical and managerial implications are also discussed.     

Consumer affinity for foreign countries: Construct development,buying behavior consequences and animosity contrasts

PurposeOur purpose is to extend affinity theory in construct domain, scale development, model testing and by discerning affinity and animosity.Design/methodology/approachWe carry out exploratory and empirical research in order to explore the domain and to test the factor structure and the hypotheses through confirmatory analysis.FindingsWe find (1) four target country affinity dimensions, (2) consumer affinity impacts micro country image, buying intentions and actual product ownership, and (3) affinity and animosity are distinct constructs with partly shared and partly unique dimensions.Originality/valueThe study is the first to empirically test the four dimensions, the first to establish a positive relationship with actual product ownership and micro country image, and the first to contrast the role of the dimensions in affinity and animosity.     

Exploring the relationships among liminal transitions,symbolic consumption,and the extended self

Integrating Belk's (1988) notion of the “extended self” with van Gennep's (1960) framework of “liminal transitions,” a model of symbolic consumption activities and psychological phenomena that occur during major life transitions is developed. In an initial investigation, the transition from high school to college is used to explore the nature of the liminal experience, the role that symbolic consumption assumes in the process, and the effects of both on consumers' psychological states. The results suggest that certain negative psychological consequences are indicative of existence in a liminal state. Further, consumers in transition appear to rely on possessions that symbolize the past, as well as those that represent the new role, to help facilitate a major life transition. Directions for future research are offered. © 1997 John Wiley & Sons, Inc.     

The impact of the introduction and use of an informational website on offline customer buying behavior

Do customers increase or decrease their spending in response to the introduction of an informational website? To answer this question, this study considers the effects of the introduction and use of an informational website by a large national retailer on offline customer buying behavior. More specifically, we study a website's effects on the number of shopping trips and the amount spent per category per shopping trip. The model is calibrated through the estimation of a Poisson model (shopping trips) and a type-II tobit model (the amount spent per category per shopping trip), with effect parameters that vary across customers. For the focal retailer, an informational website creates more bad than good news; most website visitors engage in fewer shopping trips and spend less in all product categories. The authors also compare the characteristics of shoppers who exhibit negative website effects with those few shoppers who show positive effects and thus derive key implications for research and practice.     

Structural relationships among organisation service orientation,employee service performance,and consumer identification

Numerous studies have examined relationship behaviour linking enterprises and consumers from the enterprise perspective rather than the consumer perspective, including consumer approval and relationship maintenance. To redress this imbalance, this study investigates three issues linking the enterprise and consumer perspectives. The first issue involves analysing the influence on the consumers that arises from integrated internal and external environmental resources using service orientation business strategies. The second issue involves exploring the foundations of the relationship factors based on consumer identification that serves to establish consumer relationships. The third issue involves discussing consumer and staff evaluations and experiences of the service. The following opinions can be induced based on the analytical results. Both internal and external environmental characteristics positively affect the service orientation of business. Service orientation positively impacts consumer perceptions of employee service performance. Consumer perceptions of employee service performance have positively impacted consumer identification.     

Ethical beliefs and behavior among managers: A cross-cultural perspective

This study examines the ethical beliefs and behavior of a sample of Israeli managers (n=97) and comparable data from the United States. Israeli managers rated themselves both highly ethical and more ethical than their peers. These results are similar to those found for the U.S., and indicate that the best predictor of respondents' ethical behavior is their beliefs and perceptions concerning their peers' behavior. In addition, this study examines the managers' predisposition to promote social responsibility by joining social networks of managers and other business people, established for that purpose. Seventy-eight percent are of the opinion that networks for the promotion of social responsibility in business are needed and 57% are ready to join them.Dove Izraeli is Associate Professor of Marketing Management and Social Responsibility at the Faculty of Management, Tel-Aviv University. He published nine books and numerous articles. He was a Visiting Professor at U. C. Berkeley and N. Y. U., and chaired the International Conference on Marketing for Developing Countries. His research interests include marketing channels, sales management macromarketing and business ethics.     

关于政府干预、法律环境与盈余质量的关系探讨

本文使用1997-2006年期间3149家上市公司的数据,检验了政府干预、法律环境和上市公司应计质量之间的关系,结果发现:在法律环境好的地区,政府减少对上市公司的干预行为,能够有效地提高上市公司的应计质量.减少政府干预行为,才能根本上提高我国上市公司的应计质量;而且,减少政府的干预能在一定程度上改善法律环境,提高法律的执行效率.     

投资者行为与股市异象研究评述

长期以来,新古典金融理论一直忽视投资者行为这个要素,将人设定为理性人,并将投资者决策视为纯理性的决策.行为金融学的研究则试图将心理学与金融学结合起来,通过研究投资者决策过程采揭示股市异象的动因.本文试图梳理行为金融学关于股市异象的相关研究,并对投资者行为的主要模型进行了比较和总结,最后对我国投资者行为与股市异象研究的现状进行了评述,借此对行为金融学未来的发展进行了展望.     

A structural equation model of impulse buying behaviour in grocery retailing

PurposeEnvironmental changes, specifically the economic crisis and the growing penetration of digital technologies, have produced significant changes in shopping habits designed to create new paradigms for impulse buying behaviour. A new scenario seems to be opening up where customers enter the store much more prepared than in the past searching for products they had planned to buy. The purpose of this paper is to explore the determinants of impulse buying in a context of more planning and preparation for shopping.Design /methodology/approachThe data were obtained using a structured questionnaire from 316 respondents interviewed instore thanks to the cooperation of a leading Italian retail chain. We conducted a two-stage approach mall-intercept survey method to collect data. Firstly, we interviewed customers before entering the store, enquiring them about the pre-shopping preparation and shopping enjoyment tendency. Secondly, we interviewed the same customers at the end of their shopping trips, asking them to indicate which purchases were unplanned. Then, shoppers answered to questions regarding their general tendency to engage in impulse buying, the urges experienced to make impulse purchases, the level of positive and negative affect experienced during the shopping trip.FindingsIn the structural model tested with LISREL 8, we found that pre-shopping tendency influences directly impulse buying: confirming our hypotheses, a higher pre-shopping preparation lead to lower levels of impulse buying. Results also showed that the personality variables (shopping enjoyment tendency and impulse buying tendency) influenced impulse buying through positive affect and urge to purchase. Our research did not find support for the relationship between negative affect and urge. Finally, higher levels of urge to buy impulsively lead to higher levels of impulse buyingOriginality/valueFrom the review of past and recent literature, we have not found a model that considers the influence of pre-shopping tendency on impulse buying behaviour. This paper addresses this major gap in extant literature by including pre-shopping tendency among the individual characteristics (impulse buying tendency and shopping enjoyment tendency) taken into consideration by past contributions.     

An examination of the relationships among market orientation,innovation resources,reputational resources,and company performance in the transitional economy of Slovenia

We investigated relationships among market orientation, innovation and reputational resources, and their impact on market performance and financial performance within the transitional economy of Slovenia. Market orientation related positively to market and financial performance of firms indirectly through innovation and reputational resources. Reputational resources associated positively with loyalty, market share, and sales volume, innovation resources associated positively with market share, and sales volume indirectly through customer loyalty. Selected marketing resources related positively to financial performance indirectly through customer loyalty, market share, and sales volume. The implications of these findings for theory and practice are considered. Copyright © 2007 ASAC. Published by John Wiley & Sons, Ltd.     

开展家人式服务 培养忠诚顾客

北京翠微大厦自开业起就将家人式服务和培育翠微服务品牌作为服务的起点,研究制定发展措施,通过开展家人式服务为消费者营造温馨如家,亲和如家,体贴如家,方便如家,大家似小家的购物氛围,实现服务的规范化,标准化和程序化。     

Social interaction effects in the framing of buying decisions

The reported study is a response to the Kahneman and Tversky (1984; 1988) proposal that systematic examination of alternative framings of decisions offers a useful reflective device that can help decision makers assess the values that should be attached to the primary and secondary consequences of their choices. We investigate the effect of social interaction as a mediator of responses to the theater ticket problems of Tversky and Kahneman (1981). The hypothesis is supported that attending the theater with a friend (social interaction) versus alone reduced the effect of the lost ticket versus the loss of a $10 bill on willingness to spend a second $10 to see the play. A further hypothesis, that social interaction results in a positive main effect on attending the theater after the ticket ($10 bill) loss receives limited support. The results support the views of Payne (1982), Schoemaker (1982), and Bettman, Johnson, and Payne (1991) that context effects influence a decision maker's judgment and, hence, the outcome of the decision process. © 1994 John Wiley & Sons, Inc.