publication . Article . Other literature type . 2011

Application of the Stimulus-Organism-Response model to the retail environment: the role of hedonic motivation in impulse buying behavior

Chang, Hyo-Jung; Eckman, Molly; Yan, Ruoh-Nan;
  • Published: 01 Jul 2011 Journal: The International Review of Retail, Distribution and Consumer Research, volume 21, pages 233-249 (issn: 0959-3969, eissn: 1466-4402, Copyright policy)
  • Publisher: Informa UK Limited
The study examined direct and indirect effects of retail environmental characteristics on impulse buying behavior. Guided by the Stimulus-Organism-Response (S-O-R) model and impulse buying literature, the study investigated whether and how three characteristics (i.e. ambient, design, and social) of the retail environment influenced consumers' positive emotional responses which, in turn, affected impulse buying behavior. Whether and how individual factors (i.e. hedonic motivation) moderated the relationship between these characteristics and consumers' positive emotional responses were also examined. Survey data were collected using a store intercept method from 2...
free text keywords: Marketing, Economics and Econometrics, Business and International Management
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