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Apparel product attributes, web browsing, and e-impulse buying on shopping websites

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  • Park, Eun Joo
  • Kim, Eun Young
  • Funches, Venessa Martin
  • Foxx, William
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    Abstract

    This study explores the relationship among product attributes, web browsing, and impulse buying for apparel products in the Internet context. University students completed a total of 356 usable questionnaires. Data analysis was conducted using confirmatory factor analysis and structural equation modeling via LISREL 8.8. Findings confirm that apparel product attributes consist of three factors: variety of selection, price, and sensory attributes. The study confirms that two types of web browsing occur: utilitarian and hedonic. In an estimated structural model, the variety of selection has a positive effect on utilitarian web browsing, whereas price has a positive effect on hedonic web browsing. Additionally, utilitarian web browsing has a negative effect on impulse buying, whereas hedonic web browsing has a positive effect on impulse buying for apparel on shopping websites. In particular, the factors of variety of selection and sensory attributes have direct effects on e-impulse buying for apparel. Managerial implications for more effectively managing the process of securing online customers through the use of utilitarian and hedonic product information concludes the article.

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    File URL: http://www.sciencedirect.com/science/article/pii/S0148296311000762
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    Bibliographic Info

    Article provided by Elsevier in its journal Journal of Business Research.

    Volume (Year): 65 (2012)
    Issue (Month): 11 ()
    Pages: 1583-1589

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    Handle: RePEc:eee:jbrese:v:65:y:2012:i:11:p:1583-1589

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    Web page: http://www.elsevier.com/locate/jbusres

    Related research

    Keywords: Apparel attributes; E-impulse buying; Selection; Web browsing;

    References

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    1. Janiszewski, Chris, 1998. " The Influence of Display Characteristics on Visual Exploratory Search Behavior," Journal of Consumer Research, University of Chicago Press, vol. 25(3), pages 290-301, December.
    2. Jones, Michael A. & Reynolds, Kristy E. & Weun, Seungoog & Beatty, Sharon E., 2003. "The product-specific nature of impulse buying tendency," Journal of Business Research, Elsevier, vol. 56(7), pages 505-511, July.
    3. Harper A. Roehm Jr. & Michelle L. Roehm, 2005. "Revisiting the Effect of Positive Mood on Variety Seeking," Journal of Consumer Research, University of Chicago Press, vol. 32(2), pages 330-336, 09.
    4. Peter E Earl & Jason Potts, 2000. "Latent demand and the browsing shopper," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 21(3-4), pages 111-122.
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    6. Sharma, Piyush & Sivakumaran, Bharadhwaj & Marshall, Roger, 2010. "Impulse buying and variety seeking: A trait-correlates perspective," Journal of Business Research, Elsevier, vol. 63(3), pages 276-283, March.
    7. John G. Lynch , Jr. & Dan Ariely, 2000. "Wine Online: Search Costs Affect Competition on Price, Quality, and Distribution," Marketing Science, INFORMS, vol. 19(1), pages 83-103, April.
    8. Rook, Dennis W & Fisher, Robert J, 1995. " Normative Influences on Impulsive Buying Behavior," Journal of Consumer Research, University of Chicago Press, vol. 22(3), pages 305-13, December.
    9. Overby, Jeffrey W. & Lee, Eun-Ju, 2006. "The effects of utilitarian and hedonic online shopping value on consumer preference and intentions," Journal of Business Research, Elsevier, vol. 59(10-11), pages 1160-1166, October.
    10. Odekerken-Schröder, Gaby & Wetzels, Martin, 2003. "Trade-offs in Online Purchase Decisions:: Two Empirical Studies in Europe," European Management Journal, Elsevier, vol. 21(6), pages 731-739, December.
    11. Babin, Barry J & Darden, William R & Griffin, Mitch, 1994. " Work and/or Fun: Measuring Hedonic and Utilitarian Shopping Value," Journal of Consumer Research, University of Chicago Press, vol. 20(4), pages 644-56, March.
    12. Smith, Donnavieve N. & Sivakumar, K., 2004. "Flow and Internet shopping behavior: A conceptual model and research propositions," Journal of Business Research, Elsevier, vol. 57(10), pages 1199-1208, October.
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