Effects of Visible and Invisible Factors and Buying Impulse Intention upon Store Loyalty: Focused on Physical Evidence and Word-of-Mouth of Discount Store

Yang,, H. , Ahn,, H. , & Lee,, Y. (2013). Effects of Visible and Invisible Factors and Buying Impulse Intention upon Store Loyalty: Focused on Physical Evidence and Word-of-Mouth of Discount Store. The Journal of Distribution Science, 11(11), 57-61, https://doi.org/https://doi.org/10.13106/jds.2013.vol11.no11.57.

copy

Downloaded
Viewed

PDF Download

Abstract

Purpose - This study aimed to understand the influence of visible factors directly shown to and experienced by consumers such as physical evidence, and invisible factors obtained through acquaintances or other experienced consumers such as word-of-mouth, in the discount stores' marketing communication on impulse buying intention and store loyalty. Research Design, Data, and Methodology - This study examined the effect of factors in discount stores' marketing communication, for instance, physical evidence, word-of-mouth, and buying impulse intention. The questionnaire survey resulted in 68 completed questionnaires. Results - Physical evidence and word-of-mouth have a statistically significant positive effect on store loyalty. The results of regression analysis regarding whether visible or invisible factors have more impact showed that word-of-mouth has a statistically significant positive effect on store loyalty. With regard to impulse buying intention, only word-of-mouth was statistically significant. Conclusion These results suggested that visible and invisible factors that appeal to customers are very important. In particular, the results suggested that stores should create invisible factors (e.g., positive word-of-mouth) for their customers.

keywords: Word-Of-Mouth, Discount Store, Impulse Buying Intention, Store Loyalty

Reference

Aaker, D. A., & Myers, J. G. (1982). Advertising Management. Englewood Cliffs, NJ: Prenctice-Hall.

Assael, H. (1992). Consumer Behavior and Marketing Action (5th ed.). NY: South Western College Publishing.

Baron, R. M., & Kenny, D. A. (1986). The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology, 51, 1173-1182.

Beatty, S. E., & Elizabeth Ferrell, M. (1998). Impulse buying: Modeling its Precursors. Journal of Retailing, 74(2), 169-191.

Bitner, M. J. (1992). Servicescapes-The Impact of Physical Surroundings on Customers and Employees. Journal of Marketing, 56, 57-71.

Borgida, E., & Nisbett, R. E. (1977). The differential impact of abstract vs. concrete information on decisions. Journal of Applied Social Psychology, 7, 258-271.

David, T. R. V. (1984). The Influence of the Physical Environment on Offices. Academy of Management Review, 9(2), 271-283.

Dick, A. S., & Basu, K. (1994). Consumer Loyalty: Toward on Integrated Conceptual Framework. Journal of Academy Marketing Science, 22, 99-113.

Eggert, A., Henseler, J., & Hollmann, S. (2012). Who Owns the Customer? Disentangling Customer Loyalty in Indirect Distribution Channels. Journal of Supply Chain Management, 48(2), 75-92.

10.

Evenden, J. L. (1999). Varieties of Impulsivity. Psychopharmacology, 146, 348-361.

11.

Kim, Jeong-In, Lee, Jae-Hak, & Han, Kyu-Baek (2007). A Empirical Study on Preference Property for the Private Brand(PB) of Large Discount Stores in Gyeonggi-Do. Journal of Distribution Science, 5(2), 101-117.

12.

Kim, Young-hwan, & Kim, Pan-Jin (2008). An Study on Purchasing Activity of Private Brand Clothing in Large Discount Store. Journal of Distribution Science, 6(1), 117-128.

13.

Konecnik, M., & Gartner, W. C. (2007). Customer-based brand equity for a destination. Annals of Tourism Research, 32(2), 400-421.

14.

Kotler, P. (2000). Marketing management: Analysis, planning, implementation and control (10th ed.). New Jesey: Prentice-Hall.

15.

Logue, A. W. (1988). Research on Self-Control: and integrated framework. Behavioral Brain Science, 11, 665-709.

16.

Ministry of Knowledge Economy (2012). Sales Trends of Major distributor. Seoul Korea: Ministry of Knowledge Economy

17.

Nunnally, J. C. (1978). Introduction to Psychological Measurement. New York: McGraw-Hill.

18.

Oliver, R. L. (2006). The impact of involvement on satisfaction for new, nontraditional, credence-based service offering. Journal of Services Marketing, 20(7), 439-452.

19.

Oliver, R. L., & Swan, J. E. (1989). Equity and Disconfirmation Perceptions as Influences on Merchant and Product Satisfaction. Journal of Consumer Research, 16(12), 372-383.

20.

Rock, D. W. (1987). The Buying Impulse. Journal of Consumer Research, 14, 189-199.

21.

So, Jang-Hoon, & Hwang, Hee-Joong (2012). A Study on the Locational Decision Factors of Discount Stores: The Case of Cheonan. Journal of Distribution Science, 10(5), 37-44.

22.

Song, Mu-Yeung, & Yang, Hoe-Chang (2012). The Effect of Marketing Communication and Store Loyalty in Traditional Market: Focusing on Shopping Value and Shopping Experience by Traditional Market. Journal of Distribution Science, 10(11), 71-77.

23.

Sung, Young-Shin, Lee, Yeung-Chun, Choi, Hyun-Duk, Kim, Ji-Youn, & Min, Seung-Kee (2012). The Effects of Benefit Experience of Products Before Purchasing and Primed Impulse/Self-control on Buying Decision. Korean Journal of Consumer and Advertising Psychology, 13(1), 1-23.

24.

Zeithaml, V. A., Berry, L. L., & Parasuraman, A. (1996). The Behavioral Consequences of Service Quality. Journal of Marketing, 60(April), 31-46.

바로가기메뉴

Article Contents

Vol.11 No.11

Effects of Visible and Invisible Factors and Buying Impulse Intention upon Store Loyalty: Focused on Physical Evidence and Word-of-Mouth of Discount Store

Abstract

Reference

The Journal of Distribution Science