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題名：提醒式衝動購買決策--特性及促銷、產品與人格因子的影響
書刊名：交大管理學報
作者：廖淑伶／沈永正 引用關係／朱家賢
作者(外文)：Liao, Shu-ling／Shen, Yung-cheng／Chu, Chia-hsien
出版日期：2008
卷期：28:2
頁次：頁131-162
主題關鍵詞：衝動性購買；購買決策過程；促銷策略；產品價值；消費者人格特性；Impulse buying；Decision making process；Promotional strategy；Product value appeals；Consumer traits
原始連結：連回原系統網址new window
相關次數：
  • 被引用次數被引用次數:期刊(8) 博士論文(1) 專書(0) 專書論文(0)
  • 排除自我引用排除自我引用:8
  • 共同引用共同引用:0
  • 點閱點閱:173
衝動性購買行為於過去文獻雖多有探討卻未盡全貌。本研究針對「提醒式衝動購買行為」進行研究，並以二個研究探討此類行為特性。研究一以消費者購買決策過程所涉及之前因、過程、後果變數釐清「提醒式」與「純粹性」衝動購買行為本質差異。結果顯示，「提醒式」與「純粹性」衝動購買在消費者購買動機、產品價值尋求、資訊搜尋、決策評估面向、預期後悔與自我生氣反應確有顯著差異。研究二提出一個包含促銷情境因素、產品價值觀點以及消費者人格特性之整合性架構，進一步檢視消費者「提醒式」衝動購買行為。結果顯示，「促銷策略」對於「提醒式」衝動購買的主效果，以及搭配「產品價值訴求」的交互作用均為顯著。
The present study investigates factors of marketing communications and consumer characteristics that influence reminder impulse buying behavior. Study 1 applies the APC (antecedent, process, and consequence) approach to investigate essential differences between the reminder impulse buying and the pure impulse buying. The empirical results reveal that reminder impulse buying is broadly different from pure impulse buying in rational motivations, utilitarian goals, information searching and decision evaluations. Study 2 further examines the influences of promotion strategies on reminder impulse buying with product value appeals and consumer traits as moderating factors. The results suggest that the influences of promotion strategies and its interaction effects with product value appeals on reminder impulse buying are both significant.
期刊論文
1.Frijda, Nico H.、Kuipers, Peter、Ter Schure, Elisabeth(1989)。Relations among emotion, appraisal, and emotional action readiness。Journal of Personality and Social Psychology，57(2)，212-228。  new window
2.Chandon, Pierre、Wansink, Brian、Laurent, Gilles(2000)。A Benefit congruency framework of sales promotion effectiveness。Journal of Marketing，64(4)，65-81。  new window
3.Ratchford, Brian T.(1987)。New Insights About the FCB Grid。Journal of Advertising Research，27(4)，24-38。  new window
4.Rook, Dennis W.、Fisher, Robert J.(1995)。Normative Influences on Impulsive Buying Behavior。Journal of Consumer Research，22(3)，305-313。  new window
5.Bayley, G.、Nancarrow, C.(1998)。Impulse purchasing: A qualitative exploration of the phenomenon。Qualitative Market Research: An International Journal，1(2)，99-114。  new window
6.Seipel, Carl(1971)。Premiums-Forgotten by Theory。Journalof Marketing，35(2)，26-34。  new window
7.Dholakia, Utpal M.(2000)。Temptation and resistance: An integrated model of consumption impulse formation and enactment。Psychology & Marketing，17(11)，955-982。  new window
8.Shiv, B.、Fedorikhin, A.(1999)。Heart and Mind in Conflict: Interplay of Affect and Cognition in Consumer Decision Making。Journal of Consumer Research，26(3)，278-282。  new window
9.Abratt, R.、Goodey, Stephen Donald(1990)。Unplanned buying and in-store stimuli in supermarkets。Managerial and Decision Economics，11(2)，111-121。  new window
10.Cobb-Walgren, Cathy J.、Hoyer, Wayne D.(1986)。Planned versus impulse purchase behavior。Journal of Retailing，62(4)，384-409。  new window
11.Diittmar, Helga、Beattie, Jane、Friese, Susanne(1995)。Gender identity and material symbols: Objects and decision considerations in impulse purchases。Journal of Economic Psychology，16(3)，491-511。  new window
12.Gardner, Meryl Paula、Rook, Dennis W.(1988)。Effects of Impulse Purchases on Consumers' Affective States。Advances in Consumer Research，15(1)，127-130。  new window
13.Hirschman, Elizabeth C.、Holbrook, Morris B.(1982)。Hedonic Consumption: Emerging Concepts, Methods and Propositions。Journal of Marketing，46(3)，92-101。  new window
14.Hoch, Stephen J.、Loewenstein, George F.(1991)。Time-inconsistent Preferences and Consumer Self-control。Journal of Consumer Research，17(4)，492-507。  new window
15.Piron, F.(1991)。Defining Impulse Purchasing。Advances in Consumer Research，18(1)，509-514。  new window
16.Puri, Radhika(1996)。Measuring and modifying consumer impulsiveness: a cost-benefit accessibility framework。Journal of Consumer Psychology，5(2)，87-113。  new window
17.Rook, Dennis W.、Hoch, Stephen J.(1985)。Consuming Impulses。Advances in Consumer Research，12(1)，23-27。  new window
18.Steenkamp, Jan-Benedict E. M.、Baumgartner, Hans、van der Wulp, Elise(1996)。The Relationships among Arousal Potential, Arousal and Stimulus Evaluation, and the Moderating Role of Need for Stimulation。Journal of Research in Marketing，13(4)，319-329。  new window
19.Stern, Hawkins(1962)。The Significance of Impulse Buying Today。Journal of Marketing，26(2)，59-62。  new window
20.Wood, Michael(1998)。Socio-economic Status, Delay of Gratification, and Impulse Buying。Journal of Economic Psychology，19(3)，295-320。  new window
21.Mano, Haim、Oliver, Richard L.(1993)。Assessing the Dimensionality and Structure of the Consumption Experience: Evaluation, Feeling, and Satisfaction。Journal of Consumer Research，20(3)，451-466。  new window
22.Keaveney, Susan M.、Hunt, Kenneth A.(1992)。Conceptualization and Operationalization of Retail Store Image: A Case of Rival Middle-Level Theories。Journal of the Academy Marketing Science，20(2)，165-176。  new window
23.Batra, Rajeev、Ahtola, Olli T.(1991)。Measuring the Hedonic and Utilitarian Sources of Consumer Attitudes。Marketing Letters，2(2)，159-170。  new window
24.Rook, Dennis W.(1987)。The Buying Impulse。Journal of Consumer Research，14(2)，189-199。  new window
25.Roseman, I. J.、Antoniou, A. A.、Jose, P. E.(1996)。Appraisal Determinants of Emotions: Constructing a More Accurate and Comprehensive Theory。Cognition and Emotion，10(3)，241-277。  new window
26.Henry, P.(2002)。Systematic Variation in Purchase Orientations across Social Classes。Journal of Consumer Marketing，19(5)，424-438。  new window
學位論文
1.徐心怡(2000)。消費者促銷知覺價值與促銷偏好程度之研究--產品類別干擾效果之探討(碩士論文)。元智大學。  延伸查詢new window
圖書
1.Solomon, Michael R.(2002)。Consumer Behavior: Buying, Having, and Being。Upper Saddle River, New Jersey：Prentice Hall International。  new window
2.Engel, J. F.、Kollat, D. T.、Blackwell, R. D.(1982)。Consumer Behavior。N.Y：Chicago：Holt, Rinehart Winston：Dryden Press：Dryden Press。  new window
3.Peter, J. P.、Olson, J. C.(1999)。Consumer behavior and marketing strategy。Boston：McGraw-Hill。  new window
4.Hoyer, W. D.、Macinnis, D. J.(2001)。Consumer Behavior。Boston：Houghton Mifflin Company。  new window
5.Assael, Henry(1998)。Consumer Behavior and Marketing Action。Cincinnati, Ohio：South-Western College Publishing。  new window
6.Howard, John A.、Sheth, Jagdish N.(1969)。The Theory of Buyer Behavior。John Wiley & Sons, Inc.。  new window
7.Kelly, George A.(1955)。The Psychology of personal constructs。W. W. Norton。  new window
8.Kotler, Philip(1997)。Marketing Management: Analysis, Planning, Implementation, and Control。Prentice-Hall。  new window
9.Quelch, John A.(1989)。Sales Promotion Management。Englewood Cliffs, New Jersey：Prentice-Hall, Inc.。  new window
10.Schiffman, Leon G.、Kanuk, Leslie Lazar、Wisenblit, J.(2000)。Consumer Behavior。Prentice-Hall。  new window
11.今川淳、森住昌弘、多田正仁、砂子一雄、鄭秀美(1987)。理性消費；感性消費--你是那一種消費者？。臺北：業強。  延伸查詢new window
12.Cavanagh, M. E.(1982)。The Counseling Experience: A Theoretical and Practice Approach。The Counseling Experience: A Theoretical and Practice Approach。Prospect Heights, IL。  new window
 
 
 
 
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