HEDONIC AND UTILITARIAN SHOPPING VALUES: ANTECEDENTS AND RELATIONSHIP WITH RETAIL OUTCOMES
Autor(a) principal: | |
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Data de Publicação: | 2012 |
Outros Autores: | |
Tipo de documento: | Artigo |
Idioma: | por |
Título da fonte: | REAd (Porto Alegre. Online) |
Texto Completo: | https://seer.ufrgs.br/index.php/read/article/view/38459 |
Resumo: | Induced by the recent debate regarding the influence that the store environment can have on consumers and by the massive amount of resources that retailers have spent in order to create satisfied consumers, this study proposes a new model in which the relationship between store environment variables (physical environment, organization, assortment, and salesman service) and retail outcomes variables (satisfaction, repurchase intention, and word-of-mouth) is mediated by hedonic andutilitarian shopping values. To test the theoretical model, data were collected from the 399 respondents who purchased appliances at a store located in the city of São Paulo, Brazil. The results indicated that among the environmental variables of the store, only the assistance of salesman has positively influenced the values of hedonic and utilitarian shopping. Hedonic shopping value influenced positively all the retail outcomes variables while utilitarian shopping value did not influence any of them. The results suggest that in this particular case, hedonic shopping value was much more important than utilitarian shopping value to determine purchase satisfaction, repurchase intention, and intention of word-of-mouth. The results also suggest the greater importance of salesman service in situations that the store environment is not especially attractive or different. |
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HEDONIC AND UTILITARIAN SHOPPING VALUES: ANTECEDENTS AND RELATIONSHIP WITH RETAIL OUTCOMESVALORES DE COMPRA HEDÔNICO E UTILITÁRIO: OS ANTECEDENTES E AS RELAÇÕES COM OS RESULTADOS DO VAREJOValor de compra hedônicovalor de compra utilitárioambiente físico de lojasatisfaçãoboca a bocaintenção de recompra.Hedonic shopping valueutilitarian shopping valuestore physical environmentsatisfactionword-of-mouthrepurchase intention.Induced by the recent debate regarding the influence that the store environment can have on consumers and by the massive amount of resources that retailers have spent in order to create satisfied consumers, this study proposes a new model in which the relationship between store environment variables (physical environment, organization, assortment, and salesman service) and retail outcomes variables (satisfaction, repurchase intention, and word-of-mouth) is mediated by hedonic andutilitarian shopping values. To test the theoretical model, data were collected from the 399 respondents who purchased appliances at a store located in the city of São Paulo, Brazil. The results indicated that among the environmental variables of the store, only the assistance of salesman has positively influenced the values of hedonic and utilitarian shopping. Hedonic shopping value influenced positively all the retail outcomes variables while utilitarian shopping value did not influence any of them. The results suggest that in this particular case, hedonic shopping value was much more important than utilitarian shopping value to determine purchase satisfaction, repurchase intention, and intention of word-of-mouth. The results also suggest the greater importance of salesman service in situations that the store environment is not especially attractive or different.Motivado pelo crescente debate sobre a influência que o ambiente de uma loja pode exercer nos consumidores e pela enorme quantidade de recursos que os varejistas devotam para criar clientes satisfeitos e leais, este artigo propõe um novo modelo em que a relação entre as variáveis ambientais da loja (ambiente físico, organização, sortimento e atendimento dos vendedores) e as variáveis de resultado do varejo (satisfação com a compra, intenção de recompra e intenção de boca a boca) é intermediada pelos valores de compra hedônico e utilitário. Para testar o modelo teórico, foram realizadas 399 entrevistas com pessoas que adquiriram eletrodomésticos em lojas de uma rede de varejo na cidade de São Paulo, Brasil. Os resultados indicaram que, dentre as variáveis ambientais da loja, apenas o atendimento dos vendedores influenciou positivamente os valores de compra hedônico e utilitário. Por sua vez, o valor de compra hedônico influenciou positivamente todas as variáveis de resultado do varejo enquanto que o valor de compra utilitário não influenciou nenhuma da variáveis de resultado do varejo. Os resultados sugerem que, neste caso, o valor hedônico foi muito maisimportante que o valor utilitário para a satisfação com a compra, a intenção de voltar à loja e a intenção de engajar-se em boca a boca positivo. Os resultados também sugerem a grande importância do atendimento dos vendedores em situações de varejo em que o ambiente da loja não se revela particularmente atraente ou diferenciado.Universidade Federal do Rio Grande do Sul2012-04-01info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionscientific articleAvaliado pelos paresartigo científicoapplication/pdfhttps://seer.ufrgs.br/index.php/read/article/view/38459Electronic Review of Administration; Vol. 18 No. 1 (2012): Edição 71 - jan/abr 2012; 130-160Revista Electrónica de Administración; Vol. 18 Núm. 1 (2012): Edição 71 - jan/abr 2012; 130-160Revista Eletrônica de Administração; v. 18 n. 1 (2012): Edição 71 - jan/abr 2012; 130-1601413-23111980-4164reponame:REAd (Porto Alegre. Online)instname:Universidade Federal do Rio Grande do Sul (UFRGS)instacron:UFRGSporhttps://seer.ufrgs.br/index.php/read/article/view/38459/24712da Costa Hernandez, José MauroMarques Teixeira, Joãoinfo:eu-repo/semantics/openAccess2013-04-05T15:08:13Zoai:seer.ufrgs.br:article/38459Revistahttp://seer.ufrgs.br/index.php/read/indexPUBhttps://seer.ufrgs.br/read/oaiea_read@ufrgs.br1413-23111413-2311opendoar:2013-04-05T15:08:13REAd (Porto Alegre. Online) - Universidade Federal do Rio Grande do Sul (UFRGS)false |
dc.title.none.fl_str_mv |
HEDONIC AND UTILITARIAN SHOPPING VALUES: ANTECEDENTS AND RELATIONSHIP WITH RETAIL OUTCOMES VALORES DE COMPRA HEDÔNICO E UTILITÁRIO: OS ANTECEDENTES E AS RELAÇÕES COM OS RESULTADOS DO VAREJO |
title |
HEDONIC AND UTILITARIAN SHOPPING VALUES: ANTECEDENTS AND RELATIONSHIP WITH RETAIL OUTCOMES |
spellingShingle |
HEDONIC AND UTILITARIAN SHOPPING VALUES: ANTECEDENTS AND RELATIONSHIP WITH RETAIL OUTCOMES da Costa Hernandez, José Mauro Valor de compra hedônico valor de compra utilitário ambiente físico de loja satisfação boca a boca intenção de recompra. Hedonic shopping value utilitarian shopping value store physical environment satisfaction word-of-mouth repurchase intention. |
title_short |
HEDONIC AND UTILITARIAN SHOPPING VALUES: ANTECEDENTS AND RELATIONSHIP WITH RETAIL OUTCOMES |
title_full |
HEDONIC AND UTILITARIAN SHOPPING VALUES: ANTECEDENTS AND RELATIONSHIP WITH RETAIL OUTCOMES |
title_fullStr |
HEDONIC AND UTILITARIAN SHOPPING VALUES: ANTECEDENTS AND RELATIONSHIP WITH RETAIL OUTCOMES |
title_full_unstemmed |
HEDONIC AND UTILITARIAN SHOPPING VALUES: ANTECEDENTS AND RELATIONSHIP WITH RETAIL OUTCOMES |
title_sort |
HEDONIC AND UTILITARIAN SHOPPING VALUES: ANTECEDENTS AND RELATIONSHIP WITH RETAIL OUTCOMES |
author |
da Costa Hernandez, José Mauro |
author_facet |
da Costa Hernandez, José Mauro Marques Teixeira, João |
author_role |
author |
author2 |
Marques Teixeira, João |
author2_role |
author |
dc.contributor.author.fl_str_mv |
da Costa Hernandez, José Mauro Marques Teixeira, João |
dc.subject.por.fl_str_mv |
Valor de compra hedônico valor de compra utilitário ambiente físico de loja satisfação boca a boca intenção de recompra. Hedonic shopping value utilitarian shopping value store physical environment satisfaction word-of-mouth repurchase intention. |
topic |
Valor de compra hedônico valor de compra utilitário ambiente físico de loja satisfação boca a boca intenção de recompra. Hedonic shopping value utilitarian shopping value store physical environment satisfaction word-of-mouth repurchase intention. |
description |
Induced by the recent debate regarding the influence that the store environment can have on consumers and by the massive amount of resources that retailers have spent in order to create satisfied consumers, this study proposes a new model in which the relationship between store environment variables (physical environment, organization, assortment, and salesman service) and retail outcomes variables (satisfaction, repurchase intention, and word-of-mouth) is mediated by hedonic andutilitarian shopping values. To test the theoretical model, data were collected from the 399 respondents who purchased appliances at a store located in the city of São Paulo, Brazil. The results indicated that among the environmental variables of the store, only the assistance of salesman has positively influenced the values of hedonic and utilitarian shopping. Hedonic shopping value influenced positively all the retail outcomes variables while utilitarian shopping value did not influence any of them. The results suggest that in this particular case, hedonic shopping value was much more important than utilitarian shopping value to determine purchase satisfaction, repurchase intention, and intention of word-of-mouth. The results also suggest the greater importance of salesman service in situations that the store environment is not especially attractive or different. |
publishDate |
2012 |
dc.date.none.fl_str_mv |
2012-04-01 |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/article info:eu-repo/semantics/publishedVersion scientific article Avaliado pelos pares artigo científico |
format |
article |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
https://seer.ufrgs.br/index.php/read/article/view/38459 |
url |
https://seer.ufrgs.br/index.php/read/article/view/38459 |
dc.language.iso.fl_str_mv |
por |
language |
por |
dc.relation.none.fl_str_mv |
https://seer.ufrgs.br/index.php/read/article/view/38459/24712 |
dc.rights.driver.fl_str_mv |
info:eu-repo/semantics/openAccess |
eu_rights_str_mv |
openAccess |
dc.format.none.fl_str_mv |
application/pdf |
dc.publisher.none.fl_str_mv |
Universidade Federal do Rio Grande do Sul |
publisher.none.fl_str_mv |
Universidade Federal do Rio Grande do Sul |
dc.source.none.fl_str_mv |
Electronic Review of Administration; Vol. 18 No. 1 (2012): Edição 71 - jan/abr 2012; 130-160 Revista Electrónica de Administración; Vol. 18 Núm. 1 (2012): Edição 71 - jan/abr 2012; 130-160 Revista Eletrônica de Administração; v. 18 n. 1 (2012): Edição 71 - jan/abr 2012; 130-160 1413-2311 1980-4164 reponame:REAd (Porto Alegre. Online) instname:Universidade Federal do Rio Grande do Sul (UFRGS) instacron:UFRGS |
instname_str |
Universidade Federal do Rio Grande do Sul (UFRGS) |
instacron_str |
UFRGS |
institution |
UFRGS |
reponame_str |
REAd (Porto Alegre. Online) |
collection |
REAd (Porto Alegre. Online) |
repository.name.fl_str_mv |
REAd (Porto Alegre. Online) - Universidade Federal do Rio Grande do Sul (UFRGS) |
repository.mail.fl_str_mv |
ea_read@ufrgs.br |
_version_ |
1799766201939787776 |