O efeito moderador da motiva????o do consumo hed??nico e/ou utilit??rio no comportamento de compra por impulso no varejo
Autor(a) principal: | |
---|---|
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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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: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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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info:eu-repo/semantics/doctoralThesis |
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publishedVersion |
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. |
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http://bibliotecatede.uninove.br/handle/tede/2089 |
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por |
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por |
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UNINOVE |
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