Business Commons^™

Shopping Context And The Impulsive And Compulsive Buyer, Richard L. Flight, Jarrod Scherle

Atlantic Marketing Journal

Impulsive and compulsive buying are behaviors with unique antecedents and consequences. Each has been studied at length but not in the duel context of offline and online retail environments. This current research examines the interaction of shopping context (online or offline) in relation to impulsive and compulsive buying behaviors. We find evidence that compulsive buying tendency is positively associated with online shopping, while impulse buying tendency is positively associated with offline shopping. The implications of this research suggest that purchasing as a result of compulsive and impulsive buying tendencies vary as a result of the shopping context which includes physical …

Non-Verbal Customer-To-Customer Interaction In Retail Setting: An Investigation Of Indirect Effects Of Perceived Customer Similarity On Important Marketing Outcomes, Nusser Raajpoot, Anita Jackson, Jean Lefebvre

Atlantic Marketing Journal

Abstract

The purpose of this paper is to empirically examine the causal effects of similarity among customers in retail mall settings on four outcome variables: intent to stay, satisfaction, word-of-mouth generation and repurchase intention. Using structural equation modeling, we tested both direct and mediated effects. Results indicate significant direct influence in the direct model and significant indirect influence in the mediated model. The study suggests that similarity with other customers has a significant influence on outcome variables. Therefore, mall managers should measure and monitor consumers’ perceptions of similarity and enhance these similarities whenever appropriate and feasible. To our knowledge, this …