2019年11月22日
Effects of consumers’ construal levels on post-impulse purchase emotions
Marketing Intelligence & Planning
- ,
- ,
- ,
- 巻
- 38
- 号
- 3
- 開始ページ
- 269
- 終了ページ
- 282
- 記述言語
- 掲載種別
- 研究論文(学術雑誌)
- DOI
- 10.1108/mip-01-2019-0022
- 出版者・発行元
- Emerald
<sec>
<title content-type="abstract-subheading">Purpose</title>
The purpose of this paper is to examine how abstract vs concrete mindsets impact consumers’ post-purchase affective states. Drawing on construal level theory, the study examines when consumers experience “pleasure” or “guilt” after impulse buying.
</sec>
<sec>
<title content-type="abstract-subheading">Design/methodology/approach</title>
The basic premises of this research was tested using multiple studies. Study 1 was conducted in the field, the second study engaged an online survey, while the third study used a laboratory experiment.
</sec>
<sec>
<title content-type="abstract-subheading">Findings</title>
After impulse buying, consumers with abstract mindsets reported strong feelings of pleasure, whereas those with concrete mindsets experienced profound guilt.
</sec>
<sec>
<title content-type="abstract-subheading">Research limitations/implications</title>
Research on affective responses (i.e. pleasure and guilt) following impulse purchase is limited. However, the present study helps understand an important research question: when do consumers feel pleasure (or guilt) after impulse buying?
</sec>
<sec>
<title content-type="abstract-subheading">Practical implications</title>
Marketers can frame messages that align with abstract mindsets to enhance pleasure and reduce guilt after impulse buying.
</sec>
<sec>
<title content-type="abstract-subheading">Social implications</title>
Policymakers can persuade consumers to refrain from making impulsive decisions through communication that reminds them of past impulse purchase behaviour, by triggering a concrete mindset.
</sec>
<sec>
<title content-type="abstract-subheading">Originality/value</title>
This research extends the literature on post-purchase effects by demonstrating that consumers’ mindsets determine the intensity of their affective state after impulse buying.
</sec>
<title content-type="abstract-subheading">Purpose</title>
The purpose of this paper is to examine how abstract vs concrete mindsets impact consumers’ post-purchase affective states. Drawing on construal level theory, the study examines when consumers experience “pleasure” or “guilt” after impulse buying.
</sec>
<sec>
<title content-type="abstract-subheading">Design/methodology/approach</title>
The basic premises of this research was tested using multiple studies. Study 1 was conducted in the field, the second study engaged an online survey, while the third study used a laboratory experiment.
</sec>
<sec>
<title content-type="abstract-subheading">Findings</title>
After impulse buying, consumers with abstract mindsets reported strong feelings of pleasure, whereas those with concrete mindsets experienced profound guilt.
</sec>
<sec>
<title content-type="abstract-subheading">Research limitations/implications</title>
Research on affective responses (i.e. pleasure and guilt) following impulse purchase is limited. However, the present study helps understand an important research question: when do consumers feel pleasure (or guilt) after impulse buying?
</sec>
<sec>
<title content-type="abstract-subheading">Practical implications</title>
Marketers can frame messages that align with abstract mindsets to enhance pleasure and reduce guilt after impulse buying.
</sec>
<sec>
<title content-type="abstract-subheading">Social implications</title>
Policymakers can persuade consumers to refrain from making impulsive decisions through communication that reminds them of past impulse purchase behaviour, by triggering a concrete mindset.
</sec>
<sec>
<title content-type="abstract-subheading">Originality/value</title>
This research extends the literature on post-purchase effects by demonstrating that consumers’ mindsets determine the intensity of their affective state after impulse buying.
</sec>
- リンク情報
- ID情報
-
- DOI : 10.1108/mip-01-2019-0022
- ISSN : 0263-4503