Preview

Impulsive Buying Behavior

Powerful Essays
Open Document
Open Document
7908 Words
Grammar
Grammar
Plagiarism
Plagiarism
Writing
Writing
Score
Score
Impulsive Buying Behavior
The Impact of Celebrity Endorsement on Impulsive Buying Behavior in the E-Business.
Vrije Universiteit van Amsterdam, Karen Bies (1927361)

Table of Contents

Chapter 1 Introduction .................................................................................................................... 3 1.2 Problem Statement ........................................................................................................ 7 1.2.1 Sub-questions .................................................................................................................. 7 1.2.2 First draft of Conceptual Model ...................................................................................... 7 1.3 Relevance ....................................................................................................................... 8 1.3.1 Scientific Relevance ......................................................................................................... 8 1.3.2 Managerial Relevance ..................................................................................................... 9 1.4 Limitations .............................................................................................................................. 9 1.5 Structure ............................................................................................................................... 10 Chapter 2: Theoretical Framework ............................................................................................... 11 2.1 Impulsive buying behavior ................................................................................................... 11 2.2 The antecedents of online impulsive buying behavior ........................................................ 14 2.2.1 The Mediating role of Perceived Enjoyment................................................................. 17 2.2.2 The role of Perceived Usefulness



References: Agrawal, Jagdish; Kamakura, Wagner A. (1995), The Economic Worth of Celebrity Endorsers: An Event Study Analysis, Journal of Marketing, Vol. 59, iss. 3 Burroughs, J Erdogan, B.Z., Baker M.J., Tagg S., (2001) “Selecting Celebrity Endorsers: The practitioner’s perspective”, Journal of Advertising Research Kahle, L Kamins, Michael A. (1990), An Investigation into the “Match-up” Hypothesis in Celebrity Advertising: When Beauty May be Only Skin Deep, Journal of Advertising, Vol. 19, iss. 1 Kamins, M Kamins M. A., Gupta K., (1994)"Congruence between Spokesperson and Product Types: A Matchup Hypothesis Perspective." Psychology & Marketing Keller, K.L Lee, J., Thorson, E. (2008) “ The Impact of Celebrity Product Incongruence on the Effectiveness of Product Endorsement” Journal of Adverstising Research Lin, C., Chuang, S Luo, X. (2005) “How does shopping with others influence impulsive purchasing? “ Journal of consumer psychology. Vol. 15(4) Madhavaram, S Ohanian, R. (1991), The Impact of Celebrity Spokespersons‟ Perceived Image on Consumers‟ Intention to Purchase, Journal of Advertising Research, Vol. 31, iss. 1 Ohanian, R Parboteeah, D, V. Valacich,J.S., Wells, J. D. (2009) “The influence of Website Characteristics on a Consumer’s Urge to Buy Impulsively”. Informations Systems Research. Vol. 20 No.1 Petty, Richard E., Cacioppo John T., Schumann D., (1983) Rook, D. W. (1987), "The Buying Impulse", Journal of Consumer Research, Vol.14, September, pp. 189199. Rook, D.W., Hoch, S. J. (1985), “Consuming Impulses’. Advances in Consumer Research. Vol: 12 Rook, D

You May Also Find These Documents Helpful

  • Powerful Essays

    Cronley, M. L., Kardes, F. R., Goddard, P. & Houghton, D. C. 1999. Endorsing products for money: The role of the correspondence bias in celebrity advertising, Advances in Consumer Research, 26: 627– 631…

    • 7714 Words
    • 31 Pages
    Powerful Essays
  • Good Essays

    ¡§The Effects of Corporate Images Built Through Celebrity Advertising on Consumers ' Attitudes¡¨, K.Y. Ho, W. Kwan,…

    • 483 Words
    • 2 Pages
    Good Essays
  • Good Essays

    Celebrity marketing is quickly becoming one of the most popular forms of advertising. Per recent data 20% of all television commercials have a famous person in them. And about 10% of all the money spent on any form of television advertisement use a celebrity to endorse the brand and product (Advertising Age 1987; Sherman 1985). Research has demonstrated that celebrities make advertising products more plausible (Kamins et al. 1989). They also help the consumer with product recall (Friedman and Friedman 1979). Additionally, celebrities aid the identification with the brand (Petty, Cacioppo, and Schumann 1983). The use of celebrities is intended to instill a positive view in the consumer’s mind in regards of the brand (Kamins et al. 1989), this helps bring life into a product and give it it’s very own personality (McCracken, 1989). Since here are more and more brands investing highly in these celebrity endorsements the question that now must be asked is if it is worth it and persuades consumer purchase intention.…

    • 454 Words
    • 2 Pages
    Good Essays
  • Best Essays

    According to Agrawal and Kamakura (1995), it is estimated that approximately 20% of all advertisements use some form of celebrity endorsement to inform and persuade. In addition, a recent estimate has indicated that approximately 25 percent of all American commercials employ the use of celebrity endorsers (Shimp, 2000). In 2001, IEG Endorsement Insider, an advertising trade publication, estimated that celebrities directly received more than $800 million in 2001 (Agrawal & Kamakura,1995).…

    • 4963 Words
    • 20 Pages
    Best Essays
  • Powerful Essays

    Frieden, Jon B. (1984), “Advertising Spokesperson Effects: An Examination of Endorser Type and Gender on Two Audiences,”…

    • 8674 Words
    • 46 Pages
    Powerful Essays
  • Better Essays

    Cited: Anita Elberse, J. V. (July 2011). the economic value of celebrity endorsements. Journal of Advertising Research .…

    • 1785 Words
    • 8 Pages
    Better Essays
  • Powerful Essays

    McCracken, Grant (1989), “Who Is the Celebrity Endorser? Cultural Foundations of the Endorsement Process,” Journal of Consumer Research, 16 (December): 310-321.…

    • 1064 Words
    • 5 Pages
    Powerful Essays
  • Best Essays

    Dennis W. Rook. (1997). The Buying Impulse. The Journal of Consumer Research, Vol. 14, No. 2, 189-199, The University of Chicago Press, http://www.jstor.org/stable/2489410…

    • 1765 Words
    • 8 Pages
    Best Essays
  • Satisfactory Essays

    An impulse purchase or impulse buying is an unplanned or otherwise spontaneous purchase. Impulse items can be anything, a new product, samples or well-established products at surprising low prices. Parboteeah (2005; based on Piron, 1991:512) stated that impulse purchasing is unplanned, the result of an exposure to a stimulus, and is decided on-the-spot. Impulse buyers begin browsing without having an intention to purchase a certain item or visiting a certain store. As consumers browse, they are exposed to the…

    • 4866 Words
    • 20 Pages
    Satisfactory Essays
  • Best Essays

    McCracken's (1989) defines a celebrity as, "any person who enjoys a public recognition and who utilises this recognition on behalf of any consumer product by coming along with it in an advert.” As per (Friedman and Friedman, 1979), a celebrity is an individual who is a ‘Globally famous and renowned icon’ among populace in cosmopolitan societies. He can be an entertainer to the public, a movie superstar, a television actor or a sportsman, etc owning special entertaining qualities respectively. Friedman and Friedman also found empirical evidences that, in advertising and promotion of products which are high in psychological and/or social risk, use of celebrity endorser can lead to an authentic believability and a more favourable assessment of the product and the advertisement, which can significantly lead to a more positive purchase intention by the customer. (Cool Avenues, 2005). Various studies suggests that the overall cost of attracting new customers in the market is much higher as compared to retaining existing ones, thus companies must both seek to develop an effective and efficient communication with their existing consumers along with attracting potential customers utilizing its marketing mix. As an outcome…

    • 2559 Words
    • 11 Pages
    Best Essays
  • Powerful Essays

    Impulse Buying Behavior

    • 2200 Words
    • 9 Pages

    Globally research today is the belle of the ball, vying with advertising for marketer’s attention, time and money. We need better understanding of what consumer actually consume rather than what they claim they consume (Tellis 2010). Impulse buying is a fun, puzzle and a research question in today’s marketing world. The same is under the study of psychologists, consumer behavior researchers, economist, fashion designers, outlet decorators and advertisers.…

    • 2200 Words
    • 9 Pages
    Powerful Essays
  • Powerful Essays

    impulse sales of items such as candy and magazines (Mogelonsky, 1998). Paco Underhill, author of Why We Buy: The Science of Shopping (1999), affirms that many purchases are being made on the premises of stores themselves as cus-tomers give in to their impulses. Furthermore, technologies such as television shopping channels and the Internet expand consumers’ impulse…

    • 1350 Words
    • 6 Pages
    Powerful Essays
  • Better Essays

    Advertising Company

    • 1226 Words
    • 5 Pages

    One of the popular trends of advertising is using the celebrity to endorse a particular product. According to Yeshin (2006) an estimated 30 percent of the all the advertising campaigns use a celebrity to sell their product. The principle aim in celebrity endorsement is making an advert in which a celebrity support a product, and these famous or popular people influence the people that product is excellent and that the consumer should buy it (Muller, 2011). The advertisements are shot in a manner where it convinces the buyer to follow the celebrity and buy the product.…

    • 1226 Words
    • 5 Pages
    Better Essays
  • Good Essays

    Consumer Impulsive Purchase

    • 2537 Words
    • 11 Pages

    There are many researches have examined the impulsive purchase. Extensive research on impulsive purchase began in the early 1950s and pursued to study consumers’ purchase decision that are made after consumers enter a retailing environment (Rook 1987). The DuPont Consumer Buying Habits Studies (1948-1965) and studies sponsored by the Point-of-Purchase Advertising Institute (e.g. Patterson 1963) boosted the research of impulsive purchase during this period. Subsequently, numerous studies investigated unplanned buying from the angle of consumer behavior, psychological approach, economic models and social constructionist. This research stream will focus on the development of impulsive purchase’s definition, cause of the phenomenon, and theories on impulsive purchase. The frame of the research stream is shown in Fig 1.…

    • 2537 Words
    • 11 Pages
    Good Essays
  • Powerful Essays

    Celebrity endorsement in mass media advertising has become a very beneficial phenomenon for many countries and has significantly increased in the past decade, and should be the main principle of brand communications since it is the key to marketing success. Any product that is displayed in a television commercial or magazine advertisement by a corporation that uses a celebrity or well known public figure to give a testimonial or information about the product, is practicing celebrity endorsement. Although commonly thought of starting in the United States, celebrity endorsement began in India during the ‘80s but has since been adopted by countries in Asia, Europe, and almost worldwide. Modern mass media (especially that of tabloids) has increased exposure of celebrities to the point that it is unavoidable to not be exposed to a celebrity face. The primary principle that celebrity endorsement works off of is the public recognition of the celebrity endorser as an admirable or desirable cultural force. It is not uncommon to view commercials from the past 10 years and see popular icons like Britney Spears endorsing a particular soft drink like Pepsi or Michael Jordan endorsing Nike as the number one brand for anyone that has even the slightest liking to sports. These celebrities among many others, are used to promote products, services, and ideas (Kambitsis et al., 2002). A reason for the increase in the usage of celebrity endorsing on various levels of mass media is almost exclusively due to the fact that this strategy results in more positive advertisement and product ratings (Dean and Biswas, 2001), as well as…

    • 1870 Words
    • 8 Pages
    Powerful Essays