O efeito moderador da motiva????o do consumo hed??nico e/ou utilit??rio no comportamento de compra por impulso no varejo

Detalhes bibliográficos
Autor(a) principal: Pugas, Maur??cio Alves Rodrigues
Data de Publicação: 2019
Tipo de documento: Tese
Idioma: por
Título da fonte: Biblioteca Digital de Teses e Dissertações da Uninove
Texto Completo: http://bibliotecatede.uninove.br/handle/tede/2089
Resumo: The origin of this work was the result of a research carried out in Italy in 2017, in which the researchers Silvia Bellini, Maria Grazia Cardinali and Benedetta Grandi studied the determinant aspects of impulse buying in a supermarket retail chain, by the relation of independent variables and mediators. The main objective of this dissertation was to evaluate the moderating effect of the Hedonic and Utilitarian Purchase Motivation on the Impulsive Purchase Behavior, allowing this researcher to create a new model that considers this moderation among the variables of Impulsive Purchase Behavior. The data were collected through the application of a questionnaire in two distinct environments (shoes and clothing stores and supermarkets), and in two moments (before the client enter the store and after the purchase is completed), in a sample of 501 respondents. For the measurement of the variables for estimation of the constructs from the proposed model, we used scales previously tested and validated. Variables frequency analyzes were performed considering the two moments of approach, followed by the presentation of the results of the multivariate analyzes, with the obtaining of adequate results in the initial tests, without evidence of multicollinearity in the independent variables of the model. Then, the proposed model was tested through structural equations models (SEM), taking into account the convergent validity, discriminant analysis, the general indicators of the model, and the path analysis and the hypothesis test. The main objective was assigned, mainly by the analysis of the final mediated model, since the results indicated that, to a great extent, the Impulse Purchase Behavior is affected by the Consumer Purchase Motivation. In general, hedonic motivations minimize the effect of the protection strategies that consumers adopt in order to control their impulsivity during purchases. We believe that this study leaves relevant contributions to theory and managers, as well as limitations and suggestions for further studies. This dissertation also presents considerations, emphasizing the importance of this study, which did not have the intention to finish such a broad theme, but to make a contribution to the campus of knowledge.
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spelling Lopes, Evandro LuizLopes, Evandro LuizUrdan, Andr?? TorresMazieri, Marcos Rog??rioRossi, George BedinelliCremonezi, Graziela Oste Grazianohttp://lattes.cnpq.br/1253742451345244Pugas, Maur??cio Alves Rodrigues2019-08-16T20:58:49Z2019-06-27Pugas, Maur??cio Alves Rodrigues. O efeito moderador da motiva????o do consumo hed??nico e/ou utilit??rio no comportamento de compra por impulso no varejo. 2019. 108 f. Tese( Programa de P??s-Gradua????o em Administra????o) - Universidade Nove de Julho, S??o Paulo.http://bibliotecatede.uninove.br/handle/tede/2089The origin of this work was the result of a research carried out in Italy in 2017, in which the researchers Silvia Bellini, Maria Grazia Cardinali and Benedetta Grandi studied the determinant aspects of impulse buying in a supermarket retail chain, by the relation of independent variables and mediators. The main objective of this dissertation was to evaluate the moderating effect of the Hedonic and Utilitarian Purchase Motivation on the Impulsive Purchase Behavior, allowing this researcher to create a new model that considers this moderation among the variables of Impulsive Purchase Behavior. The data were collected through the application of a questionnaire in two distinct environments (shoes and clothing stores and supermarkets), and in two moments (before the client enter the store and after the purchase is completed), in a sample of 501 respondents. For the measurement of the variables for estimation of the constructs from the proposed model, we used scales previously tested and validated. Variables frequency analyzes were performed considering the two moments of approach, followed by the presentation of the results of the multivariate analyzes, with the obtaining of adequate results in the initial tests, without evidence of multicollinearity in the independent variables of the model. Then, the proposed model was tested through structural equations models (SEM), taking into account the convergent validity, discriminant analysis, the general indicators of the model, and the path analysis and the hypothesis test. The main objective was assigned, mainly by the analysis of the final mediated model, since the results indicated that, to a great extent, the Impulse Purchase Behavior is affected by the Consumer Purchase Motivation. In general, hedonic motivations minimize the effect of the protection strategies that consumers adopt in order to control their impulsivity during purchases. We believe that this study leaves relevant contributions to theory and managers, as well as limitations and suggestions for further studies. This dissertation also presents considerations, emphasizing the importance of this study, which did not have the intention to finish such a broad theme, but to make a contribution to the campus of knowledge.A origem deste trabalho foi decorrente de uma pesquisa realizada na It??lia, em 2017, na qual as pesquisadoras Silvia Bellini, Maria Grazia Cardinali e Benedetta Grandi exploraram os aspectos determinantes da Compra por Impulso numa rede de varejo supermercadista, pela rela????o de vari??veis independentes e mediadoras. Identificando uma nova abordagem de investiga????o oriunda da pesquisa, esta tese objetivou avaliar o efeito moderador da Motiva????o da Compra Hed??nica e Utilit??ria no comportamento de Compra por Impulso, propiciando a cria????o de um novo modelo que considere esta modera????o entre as vari??veis do comportamento de Compra por Impulso. Os dados foram coletados por meio da aplica????o de um question??rio estruturado para dois ambientes distintos (Rede de Lojas de Cal??ados e Confec????es e Redes de Supermercados) e para aplica????o em dois momentos (antes de o cliente entrar na loja e depois de conclu??da a compra, ao sair da loja), numa amostra de 501 respondentes. Para mensura????o das vari??veis para estima????o dos construtos do modelo proposto, utilizaram-se escalas previamente testadas e validadas. Foram realizadas as an??lises das frequ??ncias das vari??veis, considerando-se os dois momentos de abordagem, seguidas da apresenta????o dos resultados das an??lises multivariadas, os quais foram considerados adequados nos testes iniciais, sem ind??cios de multicolinearidade nas vari??veis independentes do modelo. Em seguida procedeu-se ?? avalia????o do modelo proposto, por meio da modela????o de equa????es estruturais, considerando-se as an??lises da validade convergente, discriminante e os indicadores gerais do modelo, culminando com a an??lise de caminhos e o teste das hip??teses. Acredita-se que o objetivo geral desta tese tenha sido atindigido, principalmente pela an??lise do modelo mediado final, na qual os resultados indicaram que, em grande parte, o comportamento de Compra por Impulso ?? afetado pela Motiva????o de Compra do consumidor. No geral, motiva????es hed??nicas minimizam o efeito das estrat??gias de prote????o que o consumdor pode adotar no sentido de contrair sua impulsividade no momento de compras. Acredita-se que s??o vis??veis as contribui????es deste estudo ?? teoria, aos gestores e, ainda, as limita????es e sugest??es para estudos adicionais. Esta tese ainda apresenta, em seu ??ltimo cap??tulo, as considera????es finais, ressaltando a import??ncia deste estudo acad??mico, o qual n??o teve a pretens??o de esgotar uma tem??tica t??o ampla, mas, sim, fazer uma contribui????o para o campus do saber.Submitted by Nadir Basilio (nadirsb@uninove.br) on 2019-08-16T20:58:49Z No. of bitstreams: 1 Maur??cio Alves Rodrigues Pugas.pdf: 3373009 bytes, checksum: ea719ba3ae848120d79672c1d4793f51 (MD5)Made available in DSpace on 2019-08-16T20:58:49Z (GMT). No. of bitstreams: 1 Maur??cio Alves Rodrigues Pugas.pdf: 3373009 bytes, checksum: ea719ba3ae848120d79672c1d4793f51 (MD5) Previous issue date: 2019-06-27application/pdfporUniversidade Nove de JulhoPrograma de P??s-Gradua????o em Administra????oUNINOVEBrasilAdministra????ocompra por impulsomotiva????o de compra hed??nicamotiva????o de compra utilit??riaincentivo ?? compraimpulsive purchasehedonic purchase motivationutilitarian purchase mincentive to purchaseCIENCIAS SOCIAIS APLICADAS::ADMINISTRACAOO efeito moderador da motiva????o do consumo hed??nico e/ou utilit??rio no comportamento de compra por impulso no varejoThe moderating effect of motivation for hedonic and / or utility consumption in the purchase behavior in retailinfo:eu-repo/semantics/publishedVersioninfo:eu-repo/semantics/doctoralThesis8024035432632778221600info:eu-repo/semantics/openAccessreponame:Biblioteca Digital de Teses e Dissertações da Uninoveinstname:Universidade Nove de Julho (UNINOVE)instacron:UNINOVEORIGINALMaur??cio Alves Rodrigues Pugas.pdfMaur??cio Alves Rodrigues Pugas.pdfapplication/pdf3373009http://localhost:8080/tede/bitstream/tede/2089/2/Maur%C3%ADcio+Alves+Rodrigues+Pugas.pdfea719ba3ae848120d79672c1d4793f51MD52LICENSElicense.txtlicense.txttext/plain; charset=utf-82165http://localhost:8080/tede/bitstream/tede/2089/1/license.txtbd3efa91386c1718a7f26a329fdcb468MD51tede/20892019-08-16 17:58:49.656oai:localhost:tede/2089Tk9UQTogQ09MT1FVRSBBUVVJIEEgU1VBIFBSPz9QUklBIExJQ0VOPz9BCkVzdGEgbGljZW4/P2EgZGUgZXhlbXBsbyA/PyBmb3JuZWNpZGEgYXBlbmFzIHBhcmEgZmlucyBpbmZvcm1hdGl2b3MuCgpMSUNFTj8/QSBERSBESVNUUklCVUk/Pz8/TyBOPz9PLUVYQ0xVU0lWQQoKQ29tIGEgYXByZXNlbnRhPz8/P28gZGVzdGEgbGljZW4/P2EsIHZvYz8/IChvIGF1dG9yIChlcykgb3UgbyB0aXR1bGFyIGRvcyBkaXJlaXRvcyBkZSBhdXRvcikgY29uY2VkZSA/PyBVbml2ZXJzaWRhZGUgClhYWCAoU2lnbGEgZGEgVW5pdmVyc2lkYWRlKSBvIGRpcmVpdG8gbj8/by1leGNsdXNpdm8gZGUgcmVwcm9kdXppciwgIHRyYWR1emlyIChjb25mb3JtZSBkZWZpbmlkbyBhYmFpeG8pLCBlL291IApkaXN0cmlidWlyIGEgc3VhIHRlc2Ugb3UgZGlzc2VydGE/Pz8/byAoaW5jbHVpbmRvIG8gcmVzdW1vKSBwb3IgdG9kbyBvIG11bmRvIG5vIGZvcm1hdG8gaW1wcmVzc28gZSBlbGV0cj8/bmljbyBlIAplbSBxdWFscXVlciBtZWlvLCBpbmNsdWluZG8gb3MgZm9ybWF0b3MgPz91ZGlvIG91IHY/P2Rlby4KClZvYz8/IGNvbmNvcmRhIHF1ZSBhIFNpZ2xhIGRlIFVuaXZlcnNpZGFkZSBwb2RlLCBzZW0gYWx0ZXJhciBvIGNvbnRlPz9kbywgdHJhbnNwb3IgYSBzdWEgdGVzZSBvdSBkaXNzZXJ0YT8/Pz9vIApwYXJhIHF1YWxxdWVyIG1laW8gb3UgZm9ybWF0byBwYXJhIGZpbnMgZGUgcHJlc2VydmE/Pz8/by4KClZvYz8/IHRhbWI/P20gY29uY29yZGEgcXVlIGEgU2lnbGEgZGUgVW5pdmVyc2lkYWRlIHBvZGUgbWFudGVyIG1haXMgZGUgdW1hIGM/P3BpYSBhIHN1YSB0ZXNlIG91IApkaXNzZXJ0YT8/Pz9vIHBhcmEgZmlucyBkZSBzZWd1cmFuPz9hLCBiYWNrLXVwIGUgcHJlc2VydmE/Pz8/by4KClZvYz8/IGRlY2xhcmEgcXVlIGEgc3VhIHRlc2Ugb3UgZGlzc2VydGE/Pz8/byA/PyBvcmlnaW5hbCBlIHF1ZSB2b2M/PyB0ZW0gbyBwb2RlciBkZSBjb25jZWRlciBvcyBkaXJlaXRvcyBjb250aWRvcyAKbmVzdGEgbGljZW4/P2EuIFZvYz8/IHRhbWI/P20gZGVjbGFyYSBxdWUgbyBkZXA/P3NpdG8gZGEgc3VhIHRlc2Ugb3UgZGlzc2VydGE/Pz8/byBuPz9vLCBxdWUgc2VqYSBkZSBzZXUgCmNvbmhlY2ltZW50bywgaW5mcmluZ2UgZGlyZWl0b3MgYXV0b3JhaXMgZGUgbmluZ3U/P20uCgpDYXNvIGEgc3VhIHRlc2Ugb3UgZGlzc2VydGE/Pz8/byBjb250ZW5oYSBtYXRlcmlhbCBxdWUgdm9jPz8gbj8/byBwb3NzdWkgYSB0aXR1bGFyaWRhZGUgZG9zIGRpcmVpdG9zIGF1dG9yYWlzLCB2b2M/PyAKZGVjbGFyYSBxdWUgb2J0ZXZlIGEgcGVybWlzcz8/byBpcnJlc3RyaXRhIGRvIGRldGVudG9yIGRvcyBkaXJlaXRvcyBhdXRvcmFpcyBwYXJhIGNvbmNlZGVyID8/IFNpZ2xhIGRlIFVuaXZlcnNpZGFkZSAKb3MgZGlyZWl0b3MgYXByZXNlbnRhZG9zIG5lc3RhIGxpY2VuPz9hLCBlIHF1ZSBlc3NlIG1hdGVyaWFsIGRlIHByb3ByaWVkYWRlIGRlIHRlcmNlaXJvcyBlc3Q/PyBjbGFyYW1lbnRlIAppZGVudGlmaWNhZG8gZSByZWNvbmhlY2lkbyBubyB0ZXh0byBvdSBubyBjb250ZT8/ZG8gZGEgdGVzZSBvdSBkaXNzZXJ0YT8/Pz9vIG9yYSBkZXBvc2l0YWRhLgoKQ0FTTyBBIFRFU0UgT1UgRElTU0VSVEE/Pz8/TyBPUkEgREVQT1NJVEFEQSBURU5IQSBTSURPIFJFU1VMVEFETyBERSBVTSBQQVRST0M/P05JTyBPVSAKQVBPSU8gREUgVU1BIEFHPz9OQ0lBIERFIEZPTUVOVE8gT1UgT1VUUk8gT1JHQU5JU01PIFFVRSBOPz9PIFNFSkEgQSBTSUdMQSBERSAKVU5JVkVSU0lEQURFLCBWT0M/PyBERUNMQVJBIFFVRSBSRVNQRUlUT1UgVE9ET1MgRSBRVUFJU1FVRVIgRElSRUlUT1MgREUgUkVWSVM/P08gQ09NTyAKVEFNQj8/TSBBUyBERU1BSVMgT0JSSUdBPz8/P0VTIEVYSUdJREFTIFBPUiBDT05UUkFUTyBPVSBBQ09SRE8uCgpBIFNpZ2xhIGRlIFVuaXZlcnNpZGFkZSBzZSBjb21wcm9tZXRlIGEgaWRlbnRpZmljYXIgY2xhcmFtZW50ZSBvIHNldSBub21lIChzKSBvdSBvKHMpIG5vbWUocykgZG8ocykgCmRldGVudG9yKGVzKSBkb3MgZGlyZWl0b3MgYXV0b3JhaXMgZGEgdGVzZSBvdSBkaXNzZXJ0YT8/Pz9vLCBlIG4/P28gZmFyPz8gcXVhbHF1ZXIgYWx0ZXJhPz8/P28sIGFsPz9tIGRhcXVlbGFzIApjb25jZWRpZGFzIHBvciBlc3RhIGxpY2VuPz9hLgo=Biblioteca Digital de Teses e Dissertaçõeshttp://bibliotecatede.uninove.br/PRIhttp://bibliotecatede.uninove.br/oai/requestbibliotecatede@uninove.br||bibliotecatede@uninove.bropendoar:2019-08-16T20:58:49Biblioteca Digital de Teses e Dissertações da Uninove - Universidade Nove de Julho (UNINOVE)false
dc.title.por.fl_str_mv O efeito moderador da motiva????o do consumo hed??nico e/ou utilit??rio no comportamento de compra por impulso no varejo
dc.title.alternative.eng.fl_str_mv The moderating effect of motivation for hedonic and / or utility consumption in the purchase behavior in retail
title O efeito moderador da motiva????o do consumo hed??nico e/ou utilit??rio no comportamento de compra por impulso no varejo
spellingShingle O efeito moderador da motiva????o do consumo hed??nico e/ou utilit??rio no comportamento de compra por impulso no varejo
Pugas, Maur??cio Alves Rodrigues
compra por impulso
motiva????o de compra hed??nica
motiva????o de compra utilit??ria
incentivo ?? compra
impulsive purchase
hedonic purchase motivation
utilitarian purchase m
incentive to purchase
CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO
title_short O efeito moderador da motiva????o do consumo hed??nico e/ou utilit??rio no comportamento de compra por impulso no varejo
title_full O efeito moderador da motiva????o do consumo hed??nico e/ou utilit??rio no comportamento de compra por impulso no varejo
title_fullStr O efeito moderador da motiva????o do consumo hed??nico e/ou utilit??rio no comportamento de compra por impulso no varejo
title_full_unstemmed O efeito moderador da motiva????o do consumo hed??nico e/ou utilit??rio no comportamento de compra por impulso no varejo
title_sort O efeito moderador da motiva????o do consumo hed??nico e/ou utilit??rio no comportamento de compra por impulso no varejo
author Pugas, Maur??cio Alves Rodrigues
author_facet Pugas, Maur??cio Alves Rodrigues
author_role author
dc.contributor.advisor1.fl_str_mv Lopes, Evandro Luiz
dc.contributor.referee1.fl_str_mv Lopes, Evandro Luiz
dc.contributor.referee2.fl_str_mv Urdan, Andr?? Torres
dc.contributor.referee3.fl_str_mv Mazieri, Marcos Rog??rio
dc.contributor.referee4.fl_str_mv Rossi, George Bedinelli
dc.contributor.referee5.fl_str_mv Cremonezi, Graziela Oste Graziano
dc.contributor.authorLattes.fl_str_mv http://lattes.cnpq.br/1253742451345244
dc.contributor.author.fl_str_mv Pugas, Maur??cio Alves Rodrigues
contributor_str_mv Lopes, Evandro Luiz
Lopes, Evandro Luiz
Urdan, Andr?? Torres
Mazieri, Marcos Rog??rio
Rossi, George Bedinelli
Cremonezi, Graziela Oste Graziano
dc.subject.por.fl_str_mv compra por impulso
motiva????o de compra hed??nica
motiva????o de compra utilit??ria
incentivo ?? compra
topic compra por impulso
motiva????o de compra hed??nica
motiva????o de compra utilit??ria
incentivo ?? compra
impulsive purchase
hedonic purchase motivation
utilitarian purchase m
incentive to purchase
CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO
dc.subject.eng.fl_str_mv impulsive purchase
hedonic purchase motivation
utilitarian purchase m
incentive to purchase
dc.subject.cnpq.fl_str_mv CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO
description The origin of this work was the result of a research carried out in Italy in 2017, in which the researchers Silvia Bellini, Maria Grazia Cardinali and Benedetta Grandi studied the determinant aspects of impulse buying in a supermarket retail chain, by the relation of independent variables and mediators. The main objective of this dissertation was to evaluate the moderating effect of the Hedonic and Utilitarian Purchase Motivation on the Impulsive Purchase Behavior, allowing this researcher to create a new model that considers this moderation among the variables of Impulsive Purchase Behavior. The data were collected through the application of a questionnaire in two distinct environments (shoes and clothing stores and supermarkets), and in two moments (before the client enter the store and after the purchase is completed), in a sample of 501 respondents. For the measurement of the variables for estimation of the constructs from the proposed model, we used scales previously tested and validated. Variables frequency analyzes were performed considering the two moments of approach, followed by the presentation of the results of the multivariate analyzes, with the obtaining of adequate results in the initial tests, without evidence of multicollinearity in the independent variables of the model. Then, the proposed model was tested through structural equations models (SEM), taking into account the convergent validity, discriminant analysis, the general indicators of the model, and the path analysis and the hypothesis test. The main objective was assigned, mainly by the analysis of the final mediated model, since the results indicated that, to a great extent, the Impulse Purchase Behavior is affected by the Consumer Purchase Motivation. In general, hedonic motivations minimize the effect of the protection strategies that consumers adopt in order to control their impulsivity during purchases. We believe that this study leaves relevant contributions to theory and managers, as well as limitations and suggestions for further studies. This dissertation also presents considerations, emphasizing the importance of this study, which did not have the intention to finish such a broad theme, but to make a contribution to the campus of knowledge.
publishDate 2019
dc.date.accessioned.fl_str_mv 2019-08-16T20:58:49Z
dc.date.issued.fl_str_mv 2019-06-27
dc.type.status.fl_str_mv info:eu-repo/semantics/publishedVersion
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dc.identifier.citation.fl_str_mv Pugas, Maur??cio Alves Rodrigues. O efeito moderador da motiva????o do consumo hed??nico e/ou utilit??rio no comportamento de compra por impulso no varejo. 2019. 108 f. Tese( Programa de P??s-Gradua????o em Administra????o) - Universidade Nove de Julho, S??o Paulo.
dc.identifier.uri.fl_str_mv http://bibliotecatede.uninove.br/handle/tede/2089
identifier_str_mv Pugas, Maur??cio Alves Rodrigues. O efeito moderador da motiva????o do consumo hed??nico e/ou utilit??rio no comportamento de compra por impulso no varejo. 2019. 108 f. Tese( Programa de P??s-Gradua????o em Administra????o) - Universidade Nove de Julho, S??o Paulo.
url http://bibliotecatede.uninove.br/handle/tede/2089
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