An Expanded Conceptualization and a New Measure of Compulsive Buying

Drawing on the theoretical foundation of obsessive‐compulsive spectrum disorder, this article develops an expanded conceptualization and new measure of consumers’ proclivity to buy compulsively. Compulsive buying is defined as a consumer’s tendency to be preoccupied with buying that is revealed through repetitive buying and a lack of impulse control over buying. This measure includes dimensions of both obsessive‐compulsive and impulse‐control disorders. By measuring income‐dependent items or consequences of compulsive buying separately from the compulsive‐buying scale, we develop a measure that has a strong theoretical foundation, well‐documented psychometric properties, and an ability to be applied to general consumer populations

When a Promotion is Denied: The Effects of Decision Stage on Perceptions of Promotion and Price Fairness

Marketers frequently use promotions to enhance sales and increase consumers\u27 perceptions of value. However, most promotions usually come with restrictions, such as time expiration, quantity or product model restriction, etc. In the present research, the effect of the stage in the purchase process when the consumer finds out about the restriction is investigated. The findings indicate that the later in the purchase process the consumer discovers the restriction, the greater is the perception that the effort invested into the purchase is wasted, consequently resulting in lower promotion and price fairness. This effect is mediated through the feeling of entitlement to the promotional price and the inferred negative retailer\u27s motive for the promotion. Theoretical and managerial implications are also discussed

When a Promotion is Denied: The Effects of Decision Stage on Perceptions of Promotion and Price Fairness

Marketers frequently use promotions to enhance sales and increase consumers\u27 perceptions of value. However, most promotions usually come with restrictions, such as time expiration, quantity or product model restriction, etc. In the present research, the effect of the stage in the purchase process when the consumer finds out about the restriction is investigated. The findings indicate that the later in the purchase process the consumer discovers the restriction, the greater is the perception that the effort invested into the purchase is wasted, consequently resulting in lower promotion and price fairness. This effect is mediated through the feeling of entitlement to the promotional price and the inferred negative retailer\u27s motive for the promotion. Theoretical and managerial implications are also discussed

The determinants of consumers’ online shopping cart abandonment.

Abstract Despite placing items in virtual shopping carts, online shoppers frequently abandon them -an issue that perplexes online retailers and has yet to be explained by scholars. Here, we identify key drivers to online cart abandonment and suggest cognitive and behavioral reasons for this non-buyer behavior. We show that the factors influencing consumer online search, consideration, and evaluation play a larger role in cart abandonment than factors at the purchase decision stage. In particular, many customers use online carts for entertainment or as a shopping research and organizational tool, which may induce them to buy at a later session or via another channel. Our framework extends theories of online buyer and non-buyer behavior while revealing new inhibitors to buying in the Internet era. The findings offer scholars a broad explanation of consumer motivations for cart abandonment. For retailers, the authors provide suggestions to improve purchase conversion rates and multi-channel management. Keywords Online shopping cart abandonment . Online buyer behavior theory . E-tail . E-commerce To more fully understand buyer behavior, it is crucial to also examine consumer "non-buying" behavior. Nonbuying behavior is especially apparent in an online retailing context, where many shoppers place items in their virtual shopping carts yet do not complete the purchase-thereby abandoning their cart. Known as virtual or online shopping cart abandonment, we define this behavior as consumers' placement of item(s) in their online shopping cart without making a purchase of any item(s) during that online shopping session. Industry studies report that 88% of online shoppers have abandoned their electronic cart in the pas

National Culture Dimensions and Consumer Digital Piracy: A European Perspective

Digital piracy as a ubiquitous phenomenon affects a number of stakeholders, such as consumers, enterprises, and governments. Considering its global nature, it has been of particular interest to consumer researchers. Hence, a large body of digital piracy literature sheds light on the demand side and illuminates various predictors of digital piracy behavior (Harris & Daunt, 2011). Despite these efforts, very little attention has been devoted to applying international perspective in investigating digital piracy across different countries (Ki, Chang, & Khang, 2006). This study aims to fill this void by examining the digital piracy behavior in three EU countries. In addition, it examines individual-level cultural variables and non-cultural variables as antecedents to digital piracy behavior

Cross-cultural Adaptation, Validation and Reliability of the Brazilian Version of the Richmond Compulsive Buying Scale

Objective: To present the process of transcultural adaptation of the Richmond Compulsive Buying Scale to Brazilian Portuguese. Methods: For the semantic adaptation step, the scale was translated to Portuguese and then back-translated to English by two professional translators and one psychologist, without any communication between them. The scale was then applied to 20 participants from the general population for language adjustments. For the construct validation step, an exploratory factor analysis was performed, using the scree plot test, principal component analysis for factor extraction, and Varimax rotation. For convergent validity, the correlation matrix was analyzed through Pearson’s coefficient. Results: The scale showed easy applicability, satisfactory internal consistency (Cronbach’s alpha=.87), and a high correlation with other rating scales for compulsive buying disorder, indicating that it is suitable to be used in the assessment and diagnosis of compulsive buying disorder, as it presents psychometric validity. Conclusion: The Brazilian Portuguese version of the Richmond Compulsive Buying Scale has good validity and reliability

Cross-cultural Adaptation, Validation and Reliability of the Brazilian Version of the Richmond Compulsive Buying Scale

Objective: To present the process of transcultural adaptation of the Richmond Compulsive Buying Scale to Brazilian Portuguese. Methods: For the semantic adaptation step, the scale was translated to Portuguese and then back-translated to English by two professional translators and one psychologist, without any communication between them. The scale was then applied to 20 participants from the general population for language adjustments. For the construct validation step, an exploratory factor analysis was performed, using the scree plot test, principal component analysis for factor extraction, and Varimax rotation. For convergent validity, the correlation matrix was analyzed through Pearson’s coefficient. Results: The scale showed easy applicability, satisfactory internal consistency (Cronbach’s alpha=.87), and a high correlation with other rating scales for compulsive buying disorder, indicating that it is suitable to be used in the assessment and diagnosis of compulsive buying disorder, as it presents psychometric validity. Conclusion: The Brazilian Portuguese version of the Richmond Compulsive Buying Scale has good validity and reliability