The effects of cruise attributes on impulse buying behavior: the mediating role of impulsive buying tendency

IF 3.4 Q2 MANAGEMENT

International Journal of Quality and Service Sciences Pub Date : 2021-08-17 DOI:10.1108/ijqss-09-2020-0141

Jookyung Kwon, Jiseon Ahn

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引用次数: 3

Abstract

Purpose This study aims to examine the effects of cruise attributes on impulse buying of service customers through impulsive buying tendency. Specifically, this study investigates whether service attributes (variety of selection and price) influence the impulsive buying behavior of customers by stimulating their impulsive buying tendency. Design/methodology/approach Partial least squares-structural equation modeling was used to test the hypothesis using a sample of 143 cruise customers. Mediating analysis was conducted to examine whether customer personal traits (impulsivity) mediated the relationship between service attributes and impulsive buying behavior. Findings The findings showed that price attributions had a significant positive direct impact on impulsive buying tendency and behavior, while a variety of selections had a significant direct effect on impulse buying behavior. The results revealed a significant mediating role of impulsive buying tendency in the relationship between price attributions and impulse buying. Originality/value Although studies on the decision-making style of service customers have been widely discussed, a limited number of studies has examined customers’ impulsive buying behavior in the service sector. Considering the importance of impulsive purchasing as a valuable marketing tool, the results of this study can help service providers and researchers enhance their knowledge of the mechanism of impulse buying behavior.

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邮轮属性对冲动购买行为的影响：冲动购买倾向的中介作用

目的本研究旨在透过冲动购买倾向，检视邮轮属性对服务顾客冲动购买的影响。具体而言，本研究考察服务属性(选择的多样性和价格)是否通过刺激消费者的冲动购买倾向来影响消费者的冲动购买行为。设计/方法/方法偏最小二乘-结构方程模型使用143个邮轮客户的样本来检验假设。通过中介分析，检验顾客个人特质(冲动性)是否在服务属性与冲动性购买行为之间起中介作用。结果发现，价格归因对冲动性购买倾向和行为有显著的正向直接影响，而多种选择对冲动性购买行为有显著的直接影响。结果表明，冲动购买倾向在价格归因与冲动购买的关系中起着显著的中介作用。原创性/价值虽然对服务客户决策风格的研究已经被广泛讨论，但有限数量的研究已经检查了服务部门客户的冲动购买行为。考虑到冲动购买作为一种有价值的营销工具的重要性，本研究的结果可以帮助服务提供者和研究者增强他们对冲动购买行为机制的认识。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

International Journal of Quality and Service Sciences MANAGEMENT-

CiteScore

6.00

自引率

7.70%

发文量

期刊介绍： The International Journal of Quality and Service Sciences seeks to explore various aspects of quality and services as closely interrelated phenomena in the context of ongoing transformation processes of organizations and societies. Thus the journals'' scope is not limited to micro perspectives of organizational and management related issues. It seeks further to explore patterns, behaviors, processes, mechanisms, principles and consequences related to quality and services in a broad range of organizational and social/global processes. These processes embrace cultural, economic, social, environmental and even global dimensions in order to better understand the past, to better diagnose the current situations and hence to design better the future. The journal seeks to embrace a holistic view of quality and service sector management and explicitly promotes the emerging field of ‘quality and service sciences’.The journal is an open forum and one of the main channels for communication of multi- and inter- disciplinary research and practices.