IDEAS home Printed from https://ideas.repec.org/a/eee/joreco/v59y2021ics0969698920314053.html
   My bibliography  Save this article

Unplanned purchase of new products

Author

Listed:
  • Kato, Ryo
  • Hoshino, Takahiro

Abstract

Manufacturers are eager to recoup the investment on developing new products by promoting the unplanned first purchase and by encouraging the succeeding repurchases. However, studies are yet to investigate the relationship between unplanned purchases and the repurchase for new product. The results are consistent with our expectations, which is based on regulatory focus theory, indicating that if the first purchase of a new product is unplanned, the succeeding repurchases tend to increase compared to a planned trial purchase. We also found this propensity is more prominent for customers who have higher loyalty to the same or similar category product.

Suggested Citation

  • Kato, Ryo & Hoshino, Takahiro, 2021. "Unplanned purchase of new products," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
    • Handle: RePEc:eee:joreco:v:59:y:2021:i:c:s0969698920314053
    DOI: 10.1016/j.jretconser.2020.102397
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0969698920314053
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jretconser.2020.102397?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to look for a different version below or search for a different version of it.

    Other versions of this item:

    References listed on IDEAS

    as
    1. Wood, Michael, 1998. "Socio-economic status, delay of gratification, and impulse buying," Journal of Economic Psychology, Elsevier, vol. 19(3), pages 295-320, June.
    2. Maria J. Louro & Rik Pieters & Marcel Zeelenberg, 2005. "Negative Returns on Positive Emotions: The Influence of Pride and Self-Regulatory Goals on Repurchase Decisions," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 31(4), pages 833-840, March.
    3. Hoch, Stephen J & Loewenstein, George F, 1991. "Time-Inconsistent Preferences and Consumer Self-Control," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 17(4), pages 492-507, March.
    4. Trichy V. Krishnan & Dipak C. Jain, 2006. "Optimal Dynamic Advertising Policy for New Products," Management Science, INFORMS, vol. 52(12), pages 1957-1969, December.
    5. Crowe, Ellen & Higgins, E. Tory, 1997. "Regulatory Focus and Strategic Inclinations: Promotion and Prevention in Decision-Making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 69(2), pages 117-132, February.
    6. Marx, Paul & Mau, Gunnar & Frentz, Florentine & Schramm-Klein, Hanna, 2020. "Understanding Planning for Unplanned Purchases: Antecedents and Exploitation of In-Store Slack," Journal of Marketing Behavior, now publishers, vol. 4(2-4), pages 203-211, December.
    7. Dittmar, Helga & Drury, John, 2000. "Self-image - is it in the bag? A qualitative comparison between "ordinary" and "excessive" consumers," Journal of Economic Psychology, Elsevier, vol. 21(2), pages 109-142, April.
    8. Brunsø, Karen & Fjord, Thomas Ahle & Grunert, Klaus G., 2002. "Consumers' food choice and quality perception," MAPP Working Papers 77, University of Aarhus, Aarhus School of Business, The MAPP Centre.
    9. Paul Geroski & Steve Machin & John Van Reenen, 1993. "The Profitability of Innovating Firms," RAND Journal of Economics, The RAND Corporation, vol. 24(2), pages 198-211, Summer.
    10. Eugene W. Anderson & Mary W. Sullivan, 1993. "The Antecedents and Consequences of Customer Satisfaction for Firms," Marketing Science, INFORMS, vol. 12(2), pages 125-143.
    11. Louro, M.J.S. & Pieters, R. & Zeelenberg, M., 2005. "Negative returns on positive emotions : The influence of pride and self-regulatory goals on repurchase decisions," Other publications TiSEM 014beb9b-0df4-47a7-8c79-1, Tilburg University, School of Economics and Management.
    12. Arts, Joep W.C. & Frambach, Ruud T. & Bijmolt, Tammo H.A., 2011. "Generalizations on consumer innovation adoption: A meta-analysis on drivers of intention and behavior," International Journal of Research in Marketing, Elsevier, vol. 28(2), pages 134-144.
    13. Randolph E. Bucklin & James M. Lattin, 1991. "A Two-State Model of Purchase Incidence and Brand Choice," Marketing Science, INFORMS, vol. 10(1), pages 24-39.
    14. Bellini, Silvia & Cardinali, Maria Grazia & Grandi, Benedetta, 2017. "A structural equation model of impulse buying behaviour in grocery retailing," Journal of Retailing and Consumer Services, Elsevier, vol. 36(C), pages 164-171.
    15. Rook, Dennis W, 1987. "The Buying Impulse," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 14(2), pages 189-199, September.
    16. Das, Gopal, 2014. "Linkages of retailer awareness, retailer association, retailer perceived quality and retailer loyalty with purchase intention: A study of Indian food retail brands," Journal of Retailing and Consumer Services, Elsevier, vol. 21(3), pages 284-292.
    17. Wagner, Gerhard & Schramm-Klein, Hanna & Steinmann, Sascha, 2020. "Online retailing across e-channels and e-channel touchpoints: Empirical studies of consumer behavior in the multichannel e-commerce environment," Journal of Business Research, Elsevier, vol. 107(C), pages 256-270.
    18. Hartline, Michael D. & Jones, Keith C., 1996. "Employee performance cues in a hotel service environment: Influence on perceived service quality, value, and word-of-mouth intentions," Journal of Business Research, Elsevier, vol. 35(3), pages 207-215, March.
    19. Johnson, Michael D, 1989. "The Differential Processing of Product Category and Noncomparable Choice Alternatives," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 16(3), pages 300-309, December.
    20. Gregan-Paxton, Jennifer & John, Deborah Roedder, 1997. "Consumer Learning by Analogy: A Model of Internal Knowledge Transfer," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 24(3), pages 266-284, December.
    21. Peck, Joann & Childers, Terry L., 2006. "If I touch it I have to have it: Individual and environmental influences on impulse purchasing," Journal of Business Research, Elsevier, vol. 59(6), pages 765-769, June.
    22. Ozer, Leyla & Gultekin, Beyza, 2015. "Pre- and post-purchase stage in impulse buying: The role of mood and satisfaction," Journal of Retailing and Consumer Services, Elsevier, vol. 22(C), pages 71-76.
    23. Hirschman, Elizabeth C, 1980. "Innovativeness, Novelty Seeking, and Consumer Creativity," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 7(3), pages 283-295, December.
    24. Aaker, Jennifer L & Lee, Angela Y, 2001. ""I" Seek Pleasures and "We" Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 28(1), pages 33-49, June.
    25. Arnold, Mark J. & Reynolds, Kristy E., 2009. "Affect and Retail Shopping Behavior: Understanding the Role of Mood Regulation and Regulatory Focus," Journal of Retailing, Elsevier, vol. 85(3), pages 308-320.
    26. Liu, Fu & Zhu, Zhenzhong & Chen, Haipeng (Allan) & Li, Xingbo, 2020. "Beauty in the eyes of its beholders: Effects of design novelty on consumer preference," Journal of Retailing and Consumer Services, Elsevier, vol. 53(C).
    27. Tran, Trang P. & Guzmán, Francisco & Paswan, Audhesh K. & Blankson, Charles, 2020. "National versus private brand: A regulatory focus perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 57(C).
    28. Parthasarathy Krishnamurthy & Sonja Prokopec, 2010. "Resisting That Triple-Chocolate Cake: Mental Budgets and Self-Control," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(1), pages 68-79, June.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Li, Xi & Dahana, Wirawan Dony & Ye, Qiongwei & Peng, Luluo & Zhou, Jiaying, 2021. "How does shopping duration evolve and influence buying behavior? The role of marketing and shopping environment," Journal of Retailing and Consumer Services, Elsevier, vol. 62(C).
    2. Nigam, Achint & Dewani, Prem & Behl, Abhishek & Pereira, Vijay, 2022. "Consumer’s response to conditional promotions in retailing: An empirical inquiry," Journal of Business Research, Elsevier, vol. 144(C), pages 751-763.
    3. Bhukya, Ramulu & Paul, Justin, 2023. "Social influence research in consumer behavior: What we learned and what we need to learn? – A hybrid systematic literature review," Journal of Business Research, Elsevier, vol. 162(C).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Parsad, Chandan & Prashar, Sanjeev & Vijay, T. Sai & Kumar, Mukesh, 2021. "Do promotion and prevention focus influence impulse buying: The role of mood regulation, shopping values, and impulse buying tendency," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
    2. Chandan Parsad & Sanjeev Prashar & Vijay Sai Tata, 2017. "Understanding nature of store ambiance and individual impulse buying tendency on impulsive purchasing behaviour: an emerging market perspective," DECISION: Official Journal of the Indian Institute of Management Calcutta, Springer;Indian Institute of Management Calcutta, vol. 44(4), pages 297-311, December.
    3. Beyza Gültekin, 2012. "The Influence of Hedonic Motives and Browsing On Impulse Buying," Journal of Economics and Behavioral Studies, AMH International, vol. 4(3), pages 180-189.
    4. Sun, Jin & Keh, Hean Tat & Lee, Angela Y., 2019. "Shaping consumer preference using alignable attributes: The roles of regulatory orientation and construal level," International Journal of Research in Marketing, Elsevier, vol. 36(1), pages 151-168.
    5. Lee, Julie Anne & Kacen, Jacqueline J., 2008. "Cultural influences on consumer satisfaction with impulse and planned purchase decisions," Journal of Business Research, Elsevier, vol. 61(3), pages 265-272, March.
    6. Dhandra, Tavleen Kaur, 2020. "Does self-esteem matter? A framework depicting role of self-esteem between dispositional mindfulness and impulsive buying," Journal of Retailing and Consumer Services, Elsevier, vol. 55(C).
    7. Hyun, Jonghan & Lee, Kiwon & Kim-Vick, Jihyun, 2021. "Consumer responses to trade-offs in eco-friendly clothing: The moderating effects of fashion leadership and regulatory focus," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
    8. Bellini, Silvia & Cardinali, Maria Grazia & Grandi, Benedetta, 2017. "A structural equation model of impulse buying behaviour in grocery retailing," Journal of Retailing and Consumer Services, Elsevier, vol. 36(C), pages 164-171.
    9. Sinha, Piyush Kumar & Mishra, Hari Govind & Kaul, Surabhi & Singh, Sarabjot, 2014. "Buying Impulsive Trait: An effective moderator for shopping emotions and perceived risk," IIMA Working Papers WP2014-03-17, Indian Institute of Management Ahmedabad, Research and Publication Department.
    10. Darrat, Aadel A. & Darrat, Mahmoud A. & Amyx, Douglas, 2016. "How impulse buying influences compulsive buying: The central role of consumer anxiety and escapism," Journal of Retailing and Consumer Services, Elsevier, vol. 31(C), pages 103-108.
    11. Gelbrich, Katja, 2011. "I Have Paid Less Than You! The Emotional and Behavioral Consequences of Advantaged Price Inequality," Journal of Retailing, Elsevier, vol. 87(2), pages 207-224.
    12. Poels, Karolien & Dewitte, Siegfried, 2008. "Hope and self-regulatory goals applied to an advertising context: Promoting prevention stimulates goal-directed behavior," Journal of Business Research, Elsevier, vol. 61(10), pages 1030-1040, October.
    13. Dholakia, Utpal M. & Gopinath, Mahesh & Bagozzi, Richard P., 2005. "The role of desires in sequential impulsive choices," Organizational Behavior and Human Decision Processes, Elsevier, vol. 98(2), pages 179-194, November.
    14. Kacen, Jacqueline J. & Hess, James D. & Walker, Doug, 2012. "Spontaneous selection: The influence of product and retailing factors on consumer impulse purchases," Journal of Retailing and Consumer Services, Elsevier, vol. 19(6), pages 578-588.
    15. Mittal, Sheetal & Chawla, Deepak & Sondhi, Neena, 2016. "Segmentation of impulse buyers in an emerging market – An exploratory study," Journal of Retailing and Consumer Services, Elsevier, vol. 33(C), pages 53-61.
    16. de Kervenoael, Ronan & Aykac, D. Selcen O. & Palmer, Mark, 2009. "Online social capital: Understanding e-impulse buying in practice," Journal of Retailing and Consumer Services, Elsevier, vol. 16(4), pages 320-328.
    17. Elhajjar, Samer, 2023. "Factors influencing buying behavior of Lebanese consumers towards fashion brands during economic crisis: A qualitative study," Journal of Retailing and Consumer Services, Elsevier, vol. 71(C).
    18. Ozer, Leyla & Gultekin, Beyza, 2015. "Pre- and post-purchase stage in impulse buying: The role of mood and satisfaction," Journal of Retailing and Consumer Services, Elsevier, vol. 22(C), pages 71-76.
    19. Islam, Tahir & Pitafi, Abdul Hameed & Arya, Vikas & Wang, Ying & Akhtar, Naeem & Mubarik, Shujaat & Xiaobei, Liang, 2021. "Panic buying in the COVID-19 pandemic: A multi-country examination," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
    20. Pornpitakpan, Chanthika & Han, Jie Hui, 2013. "The effect of culture and salespersons’ retail service quality on impulse buying," Australasian marketing journal, Elsevier, vol. 21(2), pages 85-93.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:joreco:v:59:y:2021:i:c:s0969698920314053. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: https://www.journals.elsevier.com/journal-of-retailing-and-consumer-services .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.