If-then plans help regulate automatic peer influence on impulse buying

This study aims to take a dual-process perspective and argues that peer influence on increasing impulse buying may also operate automatically. If-then plans, which can automate action control, may, thus, help regulate peer influence. This research extends existing literature explicating the deliberate influence of social norms. Study 1 (N = 120) obtained causal evidence that forming an implementation intention (i.e. an if-then plan designed to automate action control) reduces peer impact on impulse buying in a laboratory experiment with young adults (students) selecting food items. Study 2 (N = 686) obtained correlational evidence for the role of norms, automaticity and implementation intentions in impulse buying using a large sample of high-school adolescents working on a vignette about clothes-shopping. If-then plans reduced impulse purchases in the laboratory (Study 1). Both reported deliberation on peer norms and the reported automaticity of shopping with peers predicted impulse buying but an implementation intention to be thriftily reduced these links (Study 2). This research highlights the role of automatic social processes in problematic consumer behaviour. Promising field studies and neuropsychological experiments are discussed. Young consumers can gain control over automatic peer influence by using if-then plans, thereby reducing impulse buying. This research helps understand new precursors of impulse buying in understudied European samples of young consumers

Dynamic effect of flow on impulsive consumption: evidence from Southeast Asian Live streaming platforms

The impulsive live streaming consumption intentions of the Southeast Asian market are examined in this study. Online live streaming transactions, a new form of social media, are becoming popular due to their real-time communication and innovative business concept. Though little attention has been dedicated to it, a theoretical knowledge of Live Streaming Transaction (LST) is crucial given its broad application and unique features. The analysis of 8613 respondents from Southeast Asia in this study, based on flow, temperament, and personality theories, offers fresh perspectives on the mediating role of flow and the moderating effect of temperament in a cross-national setting. Cluster sampling was used to construct a mixed-method conditional indirect effects model. Since introverted temperament types look for voices that echo within them, our findings revealed that LSTs are more intriguing to this market segment. Theoretical and practical elements, as well as implications for future directions, are presented

An Integrative Study on Impulse buying

Researches of impulse buying have received wide and considerable interests during the past decades. However, these studies tend to differ heavily from each other in term of their research backgrounds, applied theories, methodologies, sample characteristics and practice focus. Researches of impulse buying are often replete with fragmented theoretical arguments and contradictory findings. Especially, there are conceptual disarrays among different impulse buying concepts and mixed empirical findings among trait predictors of impulse buying tendency and behaviour. Therefore, with such notice, this thesis tries to provide an integrative effort, through three pieces of studies, to synergise fragmentary findings in this field. Thus, it updates and complements contemporary knowledge of impulse buying. Specifically, the first piece of work, chapter two, provides a systematic review of previous conceptual frameworks of impulse buying. Kinds of literature are appraised with standard review criteria. The consistency and inter-links of their findings are assessed and a new conceptual framework is designed to synergise these findings. As a result, the new framework, on the one hand, provides a comprehensive account of impulse buying forms in line with Stern’s (1962) impulse mix; on the other hand, it indicates the unique psychological and behavioural processes that consumers may experience under each form. Thus, to that end, chapter two provides a comprehensive view on impulse buying concepts, not only on its conceptual components but also shows how these components can engage, both internally and externally, to impulse buying at a given buying stage. The second piece of work, chapter three, offers a meta-analysis of trait predictors of impulse buying tendency and behaviour. A total of 119 effects from 39 primary studies are coded in line with Mowen’s 3M model (Mowen, 2000). The results suggest six of seven trait predictors of impulse buying tendency at the elemental level, two at the compound level and situational level. At the surface level, both cognitive and affective impulse buying tendencies are found positively and significantly predict actual impulse buying. Especially, the meta-analysis provides the average effect size of these predictors and justifies their reliability among different cultural, gender, and sample and measurements. Thus, it provides empirical evidence to justify and understand previously mixed findings in this field of research. Moreover, the third piece of work, chapter four further considers the evolutionary basis of impulse buying. 11 covariance matrixes captured from a sample of 6,224 participants are used in a meta-analytical Structure Equation Modelling. The results suggest there is a significant and positive association between an individual’s desire for social effectiveness and his/her impulse buying tendency, mediated by inclinations of shopping rewards. Hence, impulse buying might play a pivotal role for individuals to acquire socially desired resources and achieve socially favoured status. Thus, the study provides the evolutionary rationale that why impulse buying, when widely labelled as disorder behaviours, has been such a popular phenomenon and inherited across regions, ages, genders and generations (Bratko et al., 2013). At last, limitations, direction for future studies and managerial implications are given in the final chapter, chapter five.

Customer Relationship Management : Concept, Strategy, and Tools -3/E

Customer relationship management (CRM) as a strategy and as a technology has gone through an amazing evolutionary journey. After the initial technological approaches, this process has matured considerably – both from a conceptual and from an applications point of view. Of course this evolution continues, especially in the light of the digital transformation. Today, CRM refers to a strategy, a set of tactics, and a technology that has become indispensable in the modern economy. Based on both authors’ rich academic and managerial experience, this book gives a unified treatment of the strategic and tactical aspects of customer relationship management as we know it today. It stresses developing an understanding of economic customer value as the guiding concept for marketing decisions. The goal of this book is to be a comprehensive and up-to-date learning companion for advanced undergraduate students, master students, and executives who want a detailed and conceptually sound insight into the field of CRM