The Effects of Store Image and Price Discount on Consumers’ Impulse Buying

Kim Young Mi; 김영미; Lee Hyoung Ju; 이형주

doi:10.21074/kjlcap.2014.15.2.255

ISSN : 1229-8778

Article Contents

Prev Next

e-Submission

Vol.15 No.2

Citation
Share

The Effects of Store Image and Price Discount on Consumers’ Impulse Buying

Young Mi Kim
Hyoung Ju Lee

The Korean Journal of Consumer and Advertising Psychology / The Korean Journal of Consumer and Advertising Psychology, (P)1229-8778;

2014, v.15 no.2, pp.255-277

https://doi.org/10.21074/kjlcap.2014.15.2.255

Kim, Y. M., & Lee, H. J. (2014). The Effects of Store Image and Price Discount on Consumers’ Impulse Buying. The Korean Journal of Consumer and Advertising Psychology, 15(2), 255-277, https://doi.org/10.21074/kjlcap.2014.15.2.255

copy

Abstract

In the precious metals．gem industries, consumers who visit the store experience various types of emotions during the shopping by environmental factors. These experiences play a role to convert the consumer’s intention of purchase into a purchase activity, or to delay the purchase. Especially, any positive emotional experience can stimulate a consumer’s intention of impulse buying, which in turn will lead to impulse buying, and these consumers will become a customer of high fidelity of these stores. In this study, I have compared and analyzed the positive and negative emotions depending on the customer, based on the image-controlling effect of a store and price discount in precious metals．gem industries. The effects of these emotional reactions on the intention of impulse buying were examined then.

keywords: tore image, price discount, emotional reaction, impulse buying

Reference

강봉희 (2001). 충동구매에서 소비자 심리적 특성의 조절적 역할, 충북대학교 대학원, 박사학위논문.

김영미 (2008). 고객의 성격특성별 감성적 반응이 충동구매 의도에 미치는 영향: 보석산업에서 점포이미지의 조절효과를 중심으로, 경기대학교 서비스경영전문대학원, 박사 학위논문.

문희강, 윤남희 (2009). 패션상품 충동구매 후긍정적 감정 형성에 관한 연구, 소비자학연구, 20(2), 203-218.

박은주, 강은미 (2000). 의류점포 내 상황요인과 제품의 소비가치가 충동구매에 미치는영향, 한국의류학회지, 24(6), 873-883.

박은주, 강은미 (2002). 의류제품의 충동구매행동과 의류점포 서비스 품질, 의복평가기준 및 위험지각의 관계, 마케팅과학연구, 9, 153-173.

박은주, J. C. Forney (2004). 한국과 미국 대학생의 충동구매행동과 신용카드사용에 대한 비교 연구, 한국의류학회지, 28(12), 1571-1582.

사카이 나오키 (2003). 감성마케팅. 잠든 시장을 깨운다, 정보공학연구소 편역, 정보공학.

설상철, 권승오 (2002). 대학가 상권의 점포이미지 결정요소에 관한 연구, 산업경제연구, 15(6), 197-212

성영신, 박은아 (1995). 광고에 대한 감정의 유형화: 유발된 감정과 느낀 감정, 광고학연구, 6(2), 7-49.

10.

신은정, 양 윤 (2009). 시장효율성, 가격정보이용가능성, 속성간 상관 및 제품유형에따른 소비자 추론, 한국심리학회지: 소비자. 광고, 10(1), 101-129.

11.

엄태희 (2003). 온라인 충동구매성향에 영향을미치는 요인에 관한 연구, 충남대 대학원, 석사 학위논문.

12.

유연재 (2013). 가격할인과 보너스팩 판촉에대한 소비자 지각과 주관적 가치의 차이, 한국 심리학회지: 소비자. 광고, 14(2), 295-320.

13.

유창조 (1996). 쇼핑행위의 경험적 측면: 쇼핑시 느끼는 기분이나 감정이 매장태도와구매 의사에 미치는 영향에 관한 연구, 소비자학연구, 7(1), 51-73.

14.

유창조, 권익현 (1997). 레저 시설 내에서의 소비자 감정적 반응에 대한 실증연구: 스키리조트를 중심으로, 소비자학연구. 8(1), 59-78.

15.

정명선, 김재숙 (1999). 쇼핑동기에 따른 점포내 소비자 감정이 의류제품 쇼핑행동에미치는 영향, 한국의류학회지, 83, 314-325.

16.

조선희 (1996). 의류점포 분위기에 따른 소비자정서반응이 쇼핑가치에 미치는 매개효과, 계명대학교 대학원, 박사학위논문.

17.

(재)월곡주얼리산업진흥재단 (2012). KOREA JEWELRY MARKET RESEARCH 2012, WJRC ANNUAL REPORT 2012, ISSN 2233-4939, 11.41.55.56.65.66.93

18.

최선형 (2004). 패션 마케팅과 감성, 생활과학연구논집, 24(1).

19.

황선진, 백소라 (2009). 인터넷 공동구매시 충동구매성향과 가격, 희소성 메시지가 의류제품에 대한 호의도와 구매의도에 미치는 영향, 한국의류학회지, 33(10), 통권192, 1519-1529.

20.

황진숙, 신영필 (2001). 남자대학생의 점포이미지 선호가 의류제품 충동구매에 미치는영향 연구, 복식, 51(3), 51-58.

21.

Baron, R. M. & D. A. Kenny (1996). The moderator-mediator variable distinction in social psychological research: Conceptual, strategic and statistical considerations, Journal of Personality and Social Psychology, 51(6), 1173-1182.

22.

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

23.

Bellenger, D. N., D. H. Robertson & E. C. Hirschman (1978). Impulse buying varies by product, Journal of Advertising Research, 18(6), 15-18.

24.

Berkowitz, Eric N. & John R. Walton (1980). Contextual Influences on Consumer Price Responses: An Experimental Analysis, Journal of marketing research, 17(3), 349-358.

25.

Burt Steve & Carralero-Encinas Jose (2000). The role of store image in retail internationalisation, International marketing review, 17(4), 433-453.

26.

Churchill, G. A. & C. Surprenant (1982). An investigation into the determinants of the consumer satisfaction, Journal of Marketing Research, 19, 491-504.

27.

Cobb, C. J. & W. D. Hoyer (1986). Planned verses impulse purchase behavior, Journal of Retailing, 62(4), 38-51.

28.

D'antonis, J. S. & H. L. Shenson (1973). Impulse buying revisited: A behavioral typology, Journal of Retailing, 49(spring), 63-76.

29.

Ditchter, E. (1985). What's and image, Journal of Consumer Marketing, 2(Winter), 75-81.

30.

Donovan, Robert J. & John R. Rossiter (1982). Store Atmosphere: An Environmental Psychology Approach and Utilitarian Sources of Consumer Attitudes, Journal of Retailing, 58, 34-57.

31.

Donnovan, J. R. & R. J. Rossiter (1982). Store atmosphere: An environmental psychology approach, Journal of Retailing, 58(Spring), 34-57.

32.

Doly, P. & Fenwick (1974). How store image affects shopping habit in grocery chains, Journal of Retailing, 50(4), 31-47.

33.

Elliott, R. (1994). Addictive Consumption: Function and Fragmentation in Postmodernity, Journal of Consumer Policy, 17(1), 159-179.

34.

Engel, J. F., R. D. Blackwell & P. W. Miniard (1982). Consumer Behavior, The Dryden Press. 8th ed, p.154.

35.

Gardner, P. M. (1985). Does attitude toward the ad affect brand attitude under a brand evaluation set?, Journal of Marketing Research, 22, 192-198.

36.

Gardner, M. P. & D. W. Rook (1988). Effects of Impulse Purchases on Consumers' Affective States, Advances in Consumer Research, 15, 127-130.

37.

Grewal, Dhruv, Marmorstein Howard & Sharma (1996). Communicating Price Information through Semantic Cues: The Moderating Effects of Situation and Discount Size, Journal of Consumer Research, 23, 148-155.

38.

Hoch, S. J. & G. F. Lowenstein (1991). Time-inconsistent preference and consumer self-control, Journal of Consumer Research, 17, 492-507.

39.

Holbrook, B. M. & R. Batra (1987). Assessing the role of emotions as mediators of consumer reaponses to advertising, Journal of Consumer Research, 14, 404-420.

40.

James, D. L., R. M. Durand & R. A. Dreves (1976). The use of a multi-attribute attitude model in a store image study, Journal of Retailing, 52(Summer), 23-32.

41.

Kollat, D. T. & R. P. Willett (1967). Consumer impulse punchasing behavior, Journal of Marketing Research, 4(February), 79-83.

42.

Krum J. R. & S. K. Keiser (1976). Regulation of Retail Newspaper Advertising, Journal of marketing, 40(3), 29-34.

43.

Kunkel, J. H. & L. L. Berry (1968). A behavioral conception of retail image, Journal of Marketing, 32, 24-25.

44.

Lindquist, J. D. (1974). Meaning of image: A survey of empirical and hypothetical evidence, Journal of Retailing, 50(Winter), 29-38.

45.

Martineau, P. (1958). The personality of the retail store, Harvard Business Review, 36(January-February), 47-55.

46.

Mazursky, D. & J. Jacoby (1986). Exploring the development of store image, Journal of Retailing, 50(Winter), 62(2), 145-165.

47.

Mehrabian, A. & J. A. Russell (1974). An Approach to Environmental Psychology, Cambridge, MA: MIT Press.

48.

Monroe Kent B. (1973). Buyers' Subjective Perceptions of Price, Journal of marketing research, 10(1), 70-80.

49.

Oliver, L. Richard. (1980). A Cognitive Model of Antecedents and Consquences of Satisfaction Decisions, Journal of Marketing Research, 17, 460-469.

50.

Oliver (1997). Satisfaction: A Behavioral Pespective on Consumer. MaGraw-Hill, International Editions.

51.

Parasuraman, A., Zeithaml, V. A. & L. L. Berry (1994). Reassessment of expectations as a comparison standard in measuring service quality: implications for future research, Journal of Marketing, 58(January), 111-124.

52.

Porter Stephen S. & Claycomb Cindy (1997). The influence of brand recognition on retail store image, The journal of product & brand management, 6(6) 373-387.

53.

Rao, V. (1984). Pricing Research in Marketing:The State of the Art, Business, 57(2), 539-560.

54.

Reynolds K. E. & S. E. Beatty (1999). Customer Benefits and Company Consequences of Customer-Salesperson Relationships in Retailing, Journal of retailing, 75(1), 11-32.

55.

Ridgway, N. M., Bioch, P. H. & J. E. Nelson (1994). A neglected ‘P’: The importance of piace in consumer reponse, working paper.

56.

Roest, H. & R. Pieters (1997). The nomological net of perceived service quality, International Journal of Service Industry Management, 8(4), 336-351.

57.

Rook, D. W. & S. J. Hoch (1985). Consuming impulses, Consumer Research, 12, 23-27.

58.

Rook, D. W. (1987). The buying impulse, Journal of Consumer Research, 14, 147.

59.

Spreng, R. A., S. B. Mackenzie & R. W. Olshvsky (1996). A Reexaminations of the Determinations of Consumer Satisfaction, Journal of Marketing, 60, 15-32.

60.

Stern, H. (1962). The significance of impulse buying today, Journal of Marketing, 11(3), 59-62.

61.

Swinyard, W. R. (1993). The Effects of Mood, Involvement, and Quality of Store Experience on Shopping Intention, Journal of Consumer Research, 20, 271-280.

62.

Thaler Richard (1985). Mental Accounting and Consumer Choice, Marketing science: the marketing journal of TIMS/ORSA, 4(3), 199-214

63.

Weinberg, P. & W. Gottwald (1982). Impulse consumer buying as a result of emotion, Journal of Business Research, 10, 43-57.

64.

Welles, G. (1984). We're in the habit of impulsive buying, USA Today, May 21. 1.

65.

Weun S., M. A. Jones & S. E. Beatty (1998)Development and validation of the Impulse Buying Tendency Scale, Psychological reports 82(3), pt.2, 1123-1133.

66.

Wong Amy (2004). The role of emotional satisfaction in service encounters, Managing service quality, 14(5), 365-376

67.

Youn, S. & R. F. Faber (2000). Impulse buying:Its relation to personality traits and cues, Advances in Consumer Research, 27, 179-185.

68.

Zimmer, M. R. & L. L. Golden (1988). Impressions of retail store: A content analysis of consumer images, Journal of Retailing, 67(Fall), 265-291.

바로가기메뉴

Article Contents

Vol.15 No.2

The Effects of Store Image and Price Discount on Consumers’ Impulse Buying

Abstract

Reference