Comportamento de compra por impulso: proposta de um modelo de mensura????o relacional

Detalhes bibliográficos
Autor(a) principal: Cunha, Roberto de Araujo Nascimento
Data de Publicação: 2012
Tipo de documento: Tese
Idioma: por
Título da fonte: Biblioteca Digital de Teses e Dissertações da Uninove
Texto Completo: http://bibliotecatede.uninove.br/tede/handle/tede/708
Resumo: Impulse buying is characterized as a sudden, energetic and hedonistically complex act. The acquisition of a new product provides to the consumer an hedonic satisfaction that is contrary to rational thinking. Consuming is related not only with the objects that are acquired but also with the interaction with other consumers. In light of that, the focus of this study is to explore how the desire (urgency) influences the trend of impulse buying and also how consumer profile, store environment and self-control strategies influence the desire to buy. A survey was carried out with 1.231 consumers, in early 2012. The target group was restricted to consumers of both genders who had bought clothing and accessories for their own use in the three previous months. Through statistical analyses, Exploratory Factor Analysis (EFA), Confirmatory Factor Analysis (CFA), analyzed with Structural Equation Modeling (SEM) estimated by Partial Least Squares (PLS) using Smart PLS software, we could understand the relationships between desire and impulse buying tendency. The results suggest that desire to buy explains 39.8% of impulse buying tendency. This remained true when types of consumers and product relevance were considered. The consumer profile (represented by normative aspects and happiness) influenced positively and self-control strategies (represented by consequence and financial impact aspects) influenced negatively the desire to buy. The store environment aspects did not influence the desire to buy. These results contribute to the understanding of the impulse buying phenomenon, because it shows that for certain products and consumer profiles, purchase is a hedonistic act. In these cases, the decision is being driven not by tangible attributes and benefits of the product and store environment, but by a need to be socially accepted. Limitations of this study and suggestions for future studies are also discussed.
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spelling Silva, Dirceu daCPF:87300176887http://lattes.cnpq.br/9583759917108842Steiner Neto, Pedro Jos??STEINER NETO, P. J.Rossi, George Bedinellihttp://lattes.cnpq.br/6837228828495794Moretti, S??rgio Luiz AmaralCPF:00000000000http://lattes.cnpq.br/1686957518540720Lopes, Evandro LuizCPF:10294482806http://lattes.cnpq.br/0631574435962669CPF:77755979504http://lattes.cnpq.br/7557360033469109Cunha, Roberto de Araujo Nascimento2015-04-08T15:35:14Z2013-06-292012-12-11CUNHA, Roberto de Araujo Nascimento. Comportamento de compra por impulso: proposta de um modelo de mensura????o relacional. 2012. 220 f. Tese (Doutorado em Administra????o) - Universidade Nove de Julho, S??o Paulo, 2012.http://bibliotecatede.uninove.br/tede/handle/tede/708Impulse buying is characterized as a sudden, energetic and hedonistically complex act. The acquisition of a new product provides to the consumer an hedonic satisfaction that is contrary to rational thinking. Consuming is related not only with the objects that are acquired but also with the interaction with other consumers. In light of that, the focus of this study is to explore how the desire (urgency) influences the trend of impulse buying and also how consumer profile, store environment and self-control strategies influence the desire to buy. A survey was carried out with 1.231 consumers, in early 2012. The target group was restricted to consumers of both genders who had bought clothing and accessories for their own use in the three previous months. Through statistical analyses, Exploratory Factor Analysis (EFA), Confirmatory Factor Analysis (CFA), analyzed with Structural Equation Modeling (SEM) estimated by Partial Least Squares (PLS) using Smart PLS software, we could understand the relationships between desire and impulse buying tendency. The results suggest that desire to buy explains 39.8% of impulse buying tendency. This remained true when types of consumers and product relevance were considered. The consumer profile (represented by normative aspects and happiness) influenced positively and self-control strategies (represented by consequence and financial impact aspects) influenced negatively the desire to buy. The store environment aspects did not influence the desire to buy. These results contribute to the understanding of the impulse buying phenomenon, because it shows that for certain products and consumer profiles, purchase is a hedonistic act. In these cases, the decision is being driven not by tangible attributes and benefits of the product and store environment, but by a need to be socially accepted. Limitations of this study and suggestions for future studies are also discussed.O fen??meno da compra por impulso ?? um ato repentino, en??rgico e hedonicamente complexo que visa a satisfa????o proporcionada pela aquisi????o ou uso de determinado produto, contr??ria ao aspecto racional. Consumir envolve n??o somente agregar objetos, mas tamb??m usar tais objetos como recurso para interagir com outros consumidores. Sob essa ??tica, o objetivo deste estudo ?? explorar como o desejo (prem??ncia) de compra influencia a tend??ncia de impulso. Al??m disso, buscou-se entender a influ??ncia do perfil self do consumidor, do ambiente de compra e da estrat??gia de autocontrole no desejo de compra. Este estudo relata uma pesquisa do tipo survey com metodologia explorat??ria e descritiva, realizada com 1.231 consumidores, no ano de 2012. A amostra restringiu-se a consumidores de ambos os g??neros que haviam comprado roupas e acess??rios para uso pr??prio nos tr??s meses anteriores ao estudo. Por meio de an??lises estat??sticas, An??lise Fatorial Explorat??ria (AFE), An??lise Fatorial Confirmat??ria (AFC) realizada por Modelagem em Equa????es Estruturais (MEE) com estima????o via Partial Least Squares (PLS), pelo software Smart PLS, pode-se compreender as rela????es existentes entre as vari??veis desejo e tend??ncia de impulso de compra. Os resultados mostraram que o desejo de compra explica a tend??ncia de impulso de compra em 39,8% dos casos, sendo v??lido mesmo quando considerados diferentes g??neros de consumidor ou diferentes n??veis de envolvimento dos produtos pesquisados. O perfil self do consumidor (representado por aspectos normativos e felicidade) influenciou positivamente e estrat??gias de autocontrole (representado por aspectos de consequ??ncia e impacto financeiro) influenciaram negativamente o desejo de compra. Os aspectos do ambiente n??o tiveram influ??ncia no desejo de compra. Tais resultados mostram que, para determinados produtos e perfis de consumidores, a decis??o de compra ?? hed??nica e impulsionada n??o por atributos e benef??cios tang??veis do produto e do ambiente de compra, mas por uma necessidade de compra ou como uma forma de serem aceitos socialmente. Limita????es encontradas no estudo e encaminhamento para futuros estudos tamb??m s??o discutidos.Made available in DSpace on 2015-04-08T15:35:14Z (GMT). No. of bitstreams: 1 B_Roberto de Araujo Nascimento Cunha.pdf: 4762337 bytes, checksum: 9474ae23254ad3281dd30871f043aa62 (MD5) Previous issue date: 2012-12-11application/pdfporUniversidade Nove de JulhoPrograma de P??s-Gradua????o em Administra????oUninoveBRAdministra????oComportamento do consumidorcompra por impulsodesejo de compraConsumer behaviorImpulse buyingDesire to BuyCIENCIAS SOCIAIS APLICADAS::ADMINISTRACAOComportamento de compra por impulso: proposta de um modelo de mensura????o relacionalinfo: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:UNINOVEORIGINALB_Roberto de Araujo Nascimento Cunha.pdfapplication/pdf4762337http://localhost:8080/tede/bitstream/tede/708/1/B_Roberto+de+Araujo+Nascimento+Cunha.pdf9474ae23254ad3281dd30871f043aa62MD51tede/7082015-08-04 12:45:01.079oai:localhost:tede/708Biblioteca Digital de Teses e Dissertaçõeshttp://bibliotecatede.uninove.br/PRIhttp://bibliotecatede.uninove.br/oai/requestbibliotecatede@uninove.br||bibliotecatede@uninove.bropendoar:2015-08-04T15:45:01Biblioteca Digital de Teses e Dissertações da Uninove - Universidade Nove de Julho (UNINOVE)false
dc.title.por.fl_str_mv Comportamento de compra por impulso: proposta de um modelo de mensura????o relacional
title Comportamento de compra por impulso: proposta de um modelo de mensura????o relacional
spellingShingle Comportamento de compra por impulso: proposta de um modelo de mensura????o relacional
Cunha, Roberto de Araujo Nascimento
Comportamento do consumidor
compra por impulso
desejo de compra
Consumer behavior
Impulse buying
Desire to Buy
CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO
title_short Comportamento de compra por impulso: proposta de um modelo de mensura????o relacional
title_full Comportamento de compra por impulso: proposta de um modelo de mensura????o relacional
title_fullStr Comportamento de compra por impulso: proposta de um modelo de mensura????o relacional
title_full_unstemmed Comportamento de compra por impulso: proposta de um modelo de mensura????o relacional
title_sort Comportamento de compra por impulso: proposta de um modelo de mensura????o relacional
author Cunha, Roberto de Araujo Nascimento
author_facet Cunha, Roberto de Araujo Nascimento
author_role author
dc.contributor.advisor1.fl_str_mv Silva, Dirceu da
dc.contributor.advisor1ID.fl_str_mv CPF:87300176887
dc.contributor.advisor1Lattes.fl_str_mv http://lattes.cnpq.br/9583759917108842
dc.contributor.referee1.fl_str_mv Steiner Neto, Pedro Jos??
dc.contributor.referee1Lattes.fl_str_mv STEINER NETO, P. J.
dc.contributor.referee2.fl_str_mv Rossi, George Bedinelli
dc.contributor.referee2Lattes.fl_str_mv http://lattes.cnpq.br/6837228828495794
dc.contributor.referee3.fl_str_mv Moretti, S??rgio Luiz Amaral
dc.contributor.referee3ID.fl_str_mv CPF:00000000000
dc.contributor.referee3Lattes.fl_str_mv http://lattes.cnpq.br/1686957518540720
dc.contributor.referee4.fl_str_mv Lopes, Evandro Luiz
dc.contributor.referee4ID.fl_str_mv CPF:10294482806
dc.contributor.referee4Lattes.fl_str_mv http://lattes.cnpq.br/0631574435962669
dc.contributor.authorID.fl_str_mv CPF:77755979504
dc.contributor.authorLattes.fl_str_mv http://lattes.cnpq.br/7557360033469109
dc.contributor.author.fl_str_mv Cunha, Roberto de Araujo Nascimento
contributor_str_mv Silva, Dirceu da
Steiner Neto, Pedro Jos??
Rossi, George Bedinelli
Moretti, S??rgio Luiz Amaral
Lopes, Evandro Luiz
dc.subject.por.fl_str_mv Comportamento do consumidor
compra por impulso
desejo de compra
topic Comportamento do consumidor
compra por impulso
desejo de compra
Consumer behavior
Impulse buying
Desire to Buy
CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO
dc.subject.eng.fl_str_mv Consumer behavior
Impulse buying
Desire to Buy
dc.subject.cnpq.fl_str_mv CIENCIAS SOCIAIS APLICADAS::ADMINISTRACAO
description Impulse buying is characterized as a sudden, energetic and hedonistically complex act. The acquisition of a new product provides to the consumer an hedonic satisfaction that is contrary to rational thinking. Consuming is related not only with the objects that are acquired but also with the interaction with other consumers. In light of that, the focus of this study is to explore how the desire (urgency) influences the trend of impulse buying and also how consumer profile, store environment and self-control strategies influence the desire to buy. A survey was carried out with 1.231 consumers, in early 2012. The target group was restricted to consumers of both genders who had bought clothing and accessories for their own use in the three previous months. Through statistical analyses, Exploratory Factor Analysis (EFA), Confirmatory Factor Analysis (CFA), analyzed with Structural Equation Modeling (SEM) estimated by Partial Least Squares (PLS) using Smart PLS software, we could understand the relationships between desire and impulse buying tendency. The results suggest that desire to buy explains 39.8% of impulse buying tendency. This remained true when types of consumers and product relevance were considered. The consumer profile (represented by normative aspects and happiness) influenced positively and self-control strategies (represented by consequence and financial impact aspects) influenced negatively the desire to buy. The store environment aspects did not influence the desire to buy. These results contribute to the understanding of the impulse buying phenomenon, because it shows that for certain products and consumer profiles, purchase is a hedonistic act. In these cases, the decision is being driven not by tangible attributes and benefits of the product and store environment, but by a need to be socially accepted. Limitations of this study and suggestions for future studies are also discussed.
publishDate 2012
dc.date.issued.fl_str_mv 2012-12-11
dc.date.available.fl_str_mv 2013-06-29
dc.date.accessioned.fl_str_mv 2015-04-08T15:35:14Z
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dc.identifier.citation.fl_str_mv CUNHA, Roberto de Araujo Nascimento. Comportamento de compra por impulso: proposta de um modelo de mensura????o relacional. 2012. 220 f. Tese (Doutorado em Administra????o) - Universidade Nove de Julho, S??o Paulo, 2012.
dc.identifier.uri.fl_str_mv http://bibliotecatede.uninove.br/tede/handle/tede/708
identifier_str_mv CUNHA, Roberto de Araujo Nascimento. Comportamento de compra por impulso: proposta de um modelo de mensura????o relacional. 2012. 220 f. Tese (Doutorado em Administra????o) - Universidade Nove de Julho, S??o Paulo, 2012.
url http://bibliotecatede.uninove.br/tede/handle/tede/708
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dc.publisher.initials.fl_str_mv Uninove
dc.publisher.country.fl_str_mv BR
dc.publisher.department.fl_str_mv Administra????o
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