独创性
认知
心理学
脉冲(物理)
营销
实证研究
广告
刺激(心理学)
消费者行为
结构方程建模
业务
认知心理学
社会心理学
计算机科学
创造力
数学
统计
物理
量子力学
神经科学
机器学习
作者
Dongmei Cao,Michelle Meadows,Forest Ma
出处
期刊:European Journal of Marketing
[Emerald (MCB UP)]
日期:2023-12-26
标识
DOI:10.1108/ejm-01-2022-0046
摘要
Purpose Despite the extensive stimulus–organism–response (SOR) literature, little attention has been paid to the role of marketing activity as a key environmental stimulus, and there is a dearth of research examining the interplay between emotions and cognition on consumer behaviour, as well as the sequential effects of emotions on cognition. To address these gaps, this study aims to develop a revised SOR model by incorporating Kahneman’s fast and slow thinking theory to investigate the impulse buying of affordable luxury fashion (ALF). Design/methodology/approach The authors use outlet stores at Bicester village (BV) in England as the research context for ALF shopping. Partial least squares structural equation modelling was used to analyse a survey sample of 633 consumers with a BV shopping experience. Findings The authors find that impulse buying of ALF arises from the interplay of emotional and cognitive factors, as well as a sequential and dual process involving in-store stimuli affecting on-site emotion and in-store browsing. Research limitations/implications This study reveals that brand connection has a significant and negative influence on the relationship between on-site emotion and in-store browsing, advancing the SOR paradigm and reflecting the interactive effect of human emotion and reasoning on the impulse buying of ALF items. Practical implications Insights into consumers’ impulse buying offer practical implications for luxury brand management, specifically for ALF outlet retailers and store managers. Originality/value The results suggest a robust sequential effect of on-site emotion towards in-store browsing on impulse buying, providing updated empirical support for Kahneman’s theory of System 1 and System 2 thinking.
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