Augmented reality (AR) applications add a new dimension to the consumer experience by overlaying the consumer’s face or surroundings with virtual products. The aim of this study was to examine three ...underlying processes (spatial presence, perceived personalization, and perceived intrusiveness) that could explain the persuasiveness of AR apps. In two experiments, we compared an AR app to a non-AR app. Study 1 used an app that augmented the user’s face with virtual products (make-up), while Study 2 used an app that showed virtual products within one’s surroundings (furniture). The results showed that spatial presence and perceived personalization can explain positive persuasive responses towards AR apps. For the app that augmented the user’s face with virtual products, perceived personalization enhanced purchase intentions, while perceived intrusiveness had negative persuasive consequences. For the app that showed virtual products in one’s surroundings, spatial presence enhanced purchase intentions, and no negative persuasive consequences were found.
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GEOZS, IJS, IMTLJ, KILJ, KISLJ, NLZOH, NUK, OILJ, PNG, SAZU, SBCE, SBJE, UILJ, UL, UM, UPCLJ, UPUK, ZAGLJ, ZRSKP
Abstract
This study investigates the relationship between impulse buying and product shortages in the context of television home shopping. Home shopping networks adopt promotional tactics to pitch ...sales and even encourage consumers' impulse buying. Marketing and sales management often assume that home shoppers' impulse buying will increase sales and profits, not considering the possibility that a significant number of impulse purchases could be canceled or returned. In general, product shortages driven by consumers' impulse buying may create a phantom stockout condition whereas non‐impulsive consumers are deprived of purchasing opportunities while products are in the process of being canceled or returned. This is the first large‐scale empirical study that addresses the relationship between impulse buying and product shortages in a network retail context. Based on actual transaction data, a novel research plan is developed to measure the impact of consumers' impulse buying on the retailer's revenue and product shortages. The findings indicate that impulse buying may cause product shortages directly. We conduct a post hoc analysis to investigate the differences in the impact of impulse buying between newly introduced and existing products and between hedonic and utilitarian products. Based on the empirical findings, we provide managerial implications for home shopping network retailers.
Highlights
Understanding the impact of impulse buying and product shortages in the context of television home shopping networks.
Consumer impulse buying could lead to product shortages due to the scarcity effect, a cognitive bias that entices consumers to compete under time pressure.
Consumer impulse buying intensity and the expected lost sales are empirically measured by taking advantage of large‐scale transaction data.
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FZAB, GIS, IJS, KILJ, NLZOH, NUK, OILJ, SAZU, SBCE, SBMB, UL, UM, UPUK
473.
Switching cost and store choice Richards, Timothy J.; Liaukonytė, Jura
American journal of agricultural economics,
January 2023, 2023-01-00, 20230101, Volume:
105, Issue:
1
Journal Article
Peer reviewed
Open access
Switching costs are generally regarded as anticompetitive as firms can raise prices to “locked‐in” consumers, at least up to the cost of switching to a lower‐priced alternative. However, there is ...some evidence, both theoretical and empirical, that tends to show the opposite. Namely, suppliers, anticipating the pool of rents potentially available, compete aggressively to acquire non‐switching consumers. Moreover, fixed shopping costs and uncertain prices imply that there is a “real option” value embedded in consumers’ shopping behavior, and which must be priced in and compensated if consumers are to switch stores. We argue that retail prices are lower when retailers use programs designed to increase customer retention, or “stickiness.” We test our theory using a panel of household‐level, store‐choice data. Contrary to the conventional wisdom, we find that loyalty is pro‐competitive and leads to lower prices than would otherwise be the case. We also find that approximately 50% of the cumulative loyalty effect is attributable to the existence of a real option due to price uncertainty and that switching costs are substantial and comprise around 12% of the average cost of a basket of groceries.
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BFBNIB, FZAB, GIS, IJS, IZUM, KILJ, NLZOH, NUK, OILJ, PILJ, SAZU, SBCE, SBMB, UL, UM, UPUK
•Information, service, and argument quality predict customer satisfaction.•Source expertise is an information, service, and argument quality antecedent.•Trustworthiness mediates source expertise’s ...effects on the 3 quality types.•Media richness is an information, service, and argument quality antecedent.•Social presence mediates media richness’s effects on the 3 quality types.
Live-stream shopping has witnessed a leap in development since the coronavirus disease 2019 outbreak. However, research exploring the determinants of live-stream customer satisfaction remains limited. The current study integrated the information systems success model, argument quality, media richness theory, and the source credibility model to investigate the indicators of customer satisfaction with live-stream shopping. Structural equation modeling and AMOS24 were employed to analyze data collected from 237 Chinese consumers. The results indicate that consumers’ satisfaction with live-stream shopping was determined by the quality of information, services, and arguments. Both source expertise and media richness were significant antecedents of information, service, and argument quality. In addition, social presence mediated the relationships of media richness with information, service, and argument quality. Finally, the mediating roles of trustworthiness in the relationships of source expertise with information, service, and argument quality were confirmed.
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GEOZS, IJS, IMTLJ, KILJ, KISLJ, NLZOH, NUK, OILJ, PNG, SAZU, SBCE, SBJE, UILJ, UL, UM, UPCLJ, UPUK, ZAGLJ, ZRSKP
The proliferation of e-shopping has implications for shopping travel and commercial land use. Using data collected from adult internet users in Nanjing, China in 2015, this study develops trivariate ...probit models to explore the influence of spatial attributes on shopping channel choices at the pre-purchase and purchase stages in the shopping process for both search goods (books) and experience goods (clothing). We find that those who live and work in suburban areas are more likely than others to shop at traditional stores to conduct pre-purchase and purchase activities for books and clothing, likely because of the slow diffusion of e-shopping in these areas. On the other hand, travel time to stores is positively associated with online shopping for books but not for clothing, and onerous travel modes are associated with pre-purchase activities on the internet. Thus, shopping accessibility negatively affects e-shopping. However, its effects vary by shopping stage and product type.
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GEOZS, IJS, IMTLJ, KILJ, KISLJ, NLZOH, NUK, OILJ, PNG, SAZU, SBCE, SBJE, UL, UM, UPCLJ, UPUK, ZRSKP
PurposeThe purpose of this paper is to identify the design elements of environmental features that affect consumer experience in shopping malls and develop a comprehensive understanding of the ...relationship between architectural design and consumer experience.Design/methodology/approachThrough the systematic literature review, 13 design elements were obtained and then verified through interviews of 30 professional designers. The obtained elements were made into a questionnaire to collect data across China from 1,016 consumers of different groups. Data were analyzed using cluster analysis, principal component analysis and difference analysis.FindingsThe results show that design elements that influence consumer experience in shopping malls are a four-dimensional construct: visual atmosphere, physical environment comfort, space structure and business planning, among which space structure and business planning play a larger role in the consumer experience. In addition, the perception differences of consumers for those elements are significant due to the individual differences.Originality/valueThis paper comprehensively investigates the architectural design elements affecting consumer experience in the Chinese mall context. Moreover, it provides unique insights about the relationship between architectural design and consumer experience by exploring the categories, weights and perception differences of those elements.
Impulse purchases play a vital role in the sales revenue of shopping malls. This study utilized the Stimulus-Organism-Response framework to explore how shopping mall atmosphere stimulates consumer ...emotions, thereby impacting impulse purchase behavior. Structural equation modeling was employed for data analysis. The findings revealed that both positive and negative emotions can act as mediators in the process of forming impulse purchase behavior, albeit with distinct and sometimes antagonistic effects. This phenomenon is attributed to the differential impact of the service atmosphere on stimulating consumer emotions. Additionally, the study identified that only positive emotions can serve as mediators between spatial atmosphere and impulse purchases. In essence, stimuli in the shopping environment can influence consumer emotional responses, thereby prompting impulse purchase behavior.
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CEKLJ, NUK, ODKLJ, UL, UM, UPUK
This paper presents the Smart Grocery Shopping system (GROCAFAST), a system for optimizing the grocery shopping experience and improving efficiency for shoppers. The GROCAFAST system consists of a ...mobile app and a server component. The mobile app allows shoppers to create, manage, and update grocery lists while providing store navigation assistance. The server component processes data, generates optimized route maps, maintains an inventory database, and facilitates the online chat room. Unlike existing grocery shopping systems, GROCAFAST is cost-effective as it does not rely on any extra infrastructure and reduces both shopping time and walking steps. GROCAFAST utilizes Dijkstra’s algorithm to efficiently guide shoppers through the store, minimizing the time needed to visit all aisles containing their desired items. The user-friendly interface and time-saving features make grocery shopping more efficient and enjoyable. The evaluation results demonstrate that GROCAFAST reduces the total shopping time by 67.6% when compared to a traditional approach that mimics the way shoppers visit a grocery store, browse aisles, and select items. It also reduces the walking steps by 59%.
This study aims to understand the impact of the COVID-19 pandemic by comparing the performance of three major supermarkets in South Africa and addressing the following questions. 1) What is the ...impact of a supply chain disruption on the food system? 2) What interventions (short and long-term) are taken by the food supply chain to mitigate disruption? 3) What does the post-pandemic picture look like for the food retail sector? This study adopts a comparative research approach and investigates direct strategies adopted by various food supply chain actors to mitigate the impact of covid-19. This study compares how retailers Checkers, Woolworths, and Pick n Pay have adapted their business models to remain resilient during COVID-19 lockdown. The results show that the food supply chain remained resilient even with demand management challenges at the lockdown. Food supply chain issues came under a spotlight as borders and production plants were shut down or restricted to contain the spread of the virus. This study establishes that the food shortage is primarily caused by panic buying at the beginning of lockdown, causing shock in the supply chain cadence. The other aspect of food security issue is attributed to food availability and socioeconomic problems resulting from loss of income. On sustainability, there are fears that control measures such as packaging (increased use of plastic), cleaning chemicals, waste and sanitisation of space to maintain hygiene as required for covid-19 can undermine the gains towards preserving the environment.
•COVID-19 created massive supply chain disruptions globally particularly in the food supply chain driven by panic buying as various governments implemented lockdown to try and curb the spread of COVID-19.•Most of the supply chains allowed the distribution of essential goods and services which include food supply however the number of people allowed to be in the same place at once were limited.•Supply and distribution of essential services needed innovative ideas to give options of accessing food through online shopping and other digital solutions.•Three South African supermarkets are compared to understand how they responded to the challenges posed by the pandemic so that they continue to service their customers.•The digital services of these supermarkets were limited to the cities thus leaving most of the rural areas suffering from the digital divide, all the 3 compared retailers delivered good financial results although the retailer that first used digital shopping solutions performed better compared to its peers.
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GEOZS, IJS, IMTLJ, KILJ, KISLJ, NLZOH, NUK, OILJ, PNG, SAZU, SBCE, SBJE, UILJ, UL, UM, UPCLJ, UPUK, ZAGLJ, ZRSKP
•This study uses complexity theory and configurational analysis to explain online shopping behavior.•Online shopping experience and online shopping motivations combine to predict high purchase ...intention.•Price sensitivity and promotion sensitivity are the most important motivations.•Personalized e-shopping may be successful even when quality of personalization is low.
The present study aims to examine purchase behavior in personalized online shopping by employing complexity theory, based on customers’ online shopping experience and online shopping motivations. To address its objectives, a conceptual model is proposed along with research propositions. The research propositions are validated through a survey on 401 customers’ experience with online shopping, by using the data analysis tool fsQCA (fuzzy-set Qualitative Comparative Analysis). The results, indicate nine configurations of online shopping experience and online shopping motivations that lead to high purchase intentions. This study takes a step further the literature of online shopping and the theoretical ground of how customers’ online shopping experience combines with their online shopping motivations in order to predict and explain increased intention to purchase. The findings offer implications for both researchers and online retailers, regarding the development of new theories in personalized e-commerce and the provision of personalized services.
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GEOZS, IJS, IMTLJ, KILJ, KISLJ, NUK, OILJ, PNG, SAZU, SBCE, SBJE, UL, UM, UPCLJ, UPUK, ZRSKP
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