冲动性购买影响因素新探与模型构建
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外国经济与管理 2010 年 第 32 卷第 05 期, 页码：56 - 64
摘要
参考文献
摘要
冲动性购买是一种特殊的非理性购买行为,其影响因素一直以来是学者们的研究热点,也是商家关注的重点。本文梳理了较新的冲动性购买影响因素研究文献,从营销刺激、情境及个体特征三个方面对相关研究涉及的影响因素进行了探析,深入探讨了各种因素的作用机制,就商家的相关营销管理实践提出了针对性建议,并在此基础上构建了冲动性购买影响因素模型,期望借此促进有关冲动性购买影响因素的理论研究,并为商家的管理实践提供参考。
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[2]Chebat,J C,and Michon,R.Thei mpact of ambient odors on mall shoppers’emotions,cognition,and spending:Atest of competi-tive causal theories[J].Journal of Business Research,2003,56(7):529-539.
[3]Peck,J,and Childers,T L.To have and to hold:The influence of haptic information on product judgments[J].Journal of Market-ing,2003,67(Apr.):35-48.
[4]McCabe,D B,and Nowlis,MS.The effect of examining actual products or product descriptions on consumer preference[J].Journalof Consumer Psychology,2003,13(4):431-439.
[5]Peck,J,and Childers,T L.If I touchit I have to haveit:Individual and environmental influences oni mpulse purchasing[J].Journalof Business Research,2006,59(6):765-769.
[6]Peck,J,and Wiggins,J.It just feels good:Customers’affective response to touch and its influence on persuasion[J].Journal ofMarketing,2006,70(Oct.):56-69.
[7]Peck,J,and Childers,T L.Individual differences in haptic information processing:The“need for touch”scale[J].Journal of Con-sumer Research,2003,30(12):430-442.
[8]Baumeister,R F.Yieldingtotemptation:Self-control failure,i mpulsive purchasing,and consumer behavior[J].Journal of ConsumerResearch,2002,28(4):670-676.
[9]Vohs,K D,and Faber,RJ.Spent resources:Self-regulatory resource availability affects i mpulse buying[J].Journal of ConsumerResearch,2007,33(4):537-547.
[10]Jones,M A,Reynolds,K E,Weun,S,and Beatty,S E.The product-specific nature of i mpulse buying tendency[J].Journal ofBusiness Research,2003,56(7):505-511.
[11]Sengupta,J,and Zhou,R R.Understandingi mpulsive eaters’choice behaviors:The motivational influences of regulatoryfocus[J].Journal of Marketing Research,2007,44(2):297-308.
[12]Dholakia,U M,Gopinath,M,Bagozzi,R P,and Nataraajan,R.The role of regulatory focus in the experience and self-control ofdesire for temptations[J].Journal of Consumer Psychology,2006,16(2):163-175.
[13]Zhang,Y L,and Shrum,L J.The effect of self-construal on i mpulsive consumption[A].in A Y Lee,and D Soman(Eds.).Ad-vances in consumer research(Vol.35)[C].Duluth,MN:Association for Consumer Research,2008:644-645.
[14]Roberto,L A.Self-discrepancy andi mpulse buying:An exploratory study[J].International Journal of Organization Theory and Be-havior,2008,11(2):240-265.
[15]Avnet,T,and Higgins,E T.Howregulatoryfit affects valuein consumer choices and opinions[J].Journal of Marketing Research,2006,43(1):1-10.
[16]Clore,G L,and Centerbar,D B.Do approach-avoidance actions create attitudes?[J].Association for Psychological Science,2006,17(1):22-29.
[17]Hong,J,and Lee,A Y.Be fit and be strong:Mastering self-regulation through regulatory fit[J].Journal of Consumer Research,2008,34(5):682-695.
[18]Aaker,J L,and Lee,A Y.Understanding regulatory fit[J].Journal of Marketing Research,2006,43(1):15-19.
[19]Lee,A Y,Aaker,J L,and Gardner,WL.The pleasures and pains of distinct self-controls:The role of interdependencein regula-tory focus[J].Journal of Personality and Social Psychology,2000,78(6):1 123-1 134.
[20]Aaker,J L,and Lee,A Y.“I”seek pleasures and“we”avoid pains:The role of self-regulatory goalsininformation processing andpersuasion[J].Journal of Consumer Research,2001,28(6):33-49.
引用本文
熊素红, 景奉杰. 冲动性购买影响因素新探与模型构建[J]. 外国经济与管理, 2010, 32(5): 56–64.
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