Cross-cultural studies have shown few investigations of utilitarian versus hedonistic shopping motives in non-western contexts. This study explores shopping motivations in two Eastern cultures – Thailand and China. Based on the literature, it is hypothesized that Chinese shoppers will be more utilitarian, while Thai shoppers will be more hedonistic. The research findings support the hypotheses,...

The purpose of this research is to provide managers of shopping websites information regarding consumer purchasing decisions based on the Consumer Styles Inventory (CSI). According to the CSI, one can capture what decision-making styles online shoppers use. Furthermore, this research also discusses the gender differences among online shoppers. Exploratory factor analysis (EFA) was used to under...

The purpose of this study was to observe and analyze the consumer behaviors and commentary of the Black Friday customer. An observational instrument documented consumer in-line behavior while waiting for the stores to open, store entry behavior, and individual behavior. Findings show that the majority of the shoppers demonstrated calmness, courteousness, and happiness during the shopping experi...

This paper analyzes competitive pricing policies by multiproduct firms facing heterogeneous buying patterns. We show that cross-subsidization arises when firms have comparative advantages on different products but are equally efficient overall: Firms earn a profit from multi-stop shoppers by charging positive margins on their strong products but, as price competition for one-stop shoppers drive...

The Pareto Principle, known as the 80/20 rule, predicts that most sales generate from a minority of buyers. Further, consumer theory stipulates certain shoppers have preference to consume experience versus tangible goods. Some people value consumption due lifestyle and innate factors. Following cluster analysis approach, this paper collected survey data 700 consumers (adults belonged panel) exa...

Using the regulatory-focus theory (i.e. promotion- and prevention-focused concepts), research investigates shoppers' positive/negative coping behaviours segmentation linked to COVID-19. Supported by an online survey with 213 shoppers conducted after first national lockdown (March 2020), factor analysis identified a set of four shopping factors meaningful profile shoppers’ segmentation. Positive...

Most online shops today organise their product catalogue in a feature-oriented way. This can cause problems for shoppers who have only limited knowledge of product features. An alternative is to organizing product information in a needs-oriented way. Here possible ways of using the product build the focus of attention. In this study we compared reported preference of catalogue access of non-exp...

The authors investigate the moderating effects of ambient odors on shoppers’ emotions, perceptions of the retail environment, and perceptions of product quality under various levels of retail density. The context for the experiment is a real-life field location—in a community shopping mall. The pleasing ambient scents are hypothesized to positively moderate shoppers’ perceptions of their enviro...