IDEAS home Printed from https://ideas.repec.org/a/eee/joreco/v17y2010i5p415-429.html
   My bibliography  Save this article

Towards a hierarchical theory of shopping motivation

Author

Listed:
  • Wagner, Tillmann
  • Rudolph, Thomas

Abstract

Shopping motivation is one of the key concepts in research on consumer shopping behavior and continues to be vividly discussed. Providing a revised theoretical perspective on this issue, the authors propose three hierarchical levels including purpose-specific, activity-specific, and demand-specific shopping motivation. A hierarchical model of shopping motivation is developed based on the theoretical properties introduced by corresponding research in the areas of social and organizational psychology and tested by means of a cross-contextual survey design. Evidence for the mediating nature of the established framework is provided and the findings reveal the dynamics of how purpose-specific shopping motivation predicts activity-specific motivation, which, in turn, determines demand-specific motivation. The moderating impact of the shopping context is tested, demonstrating in which way the relationship between activity and demand-specific motivation is more idiosyncratic in nature than the interrelation of purpose and activity-specific motivation. The utility of the study for future research and its managerial implications are discussed.

Suggested Citation

  • Wagner, Tillmann & Rudolph, Thomas, 2010. "Towards a hierarchical theory of shopping motivation," Journal of Retailing and Consumer Services, Elsevier, vol. 17(5), pages 415-429.
    • Handle: RePEc:eee:joreco:v:17:y:2010:i:5:p:415-429
    DOI: 10.1016/j.jretconser.2010.04.003
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0969698910000482
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jretconser.2010.04.003?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 search for a different version of it.

    References listed on IDEAS

    as
    1. Leonard Lee & Dan Ariely, 2006. "Shopping Goals, Goal Concreteness, and Conditional Promotions," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 33(1), pages 60-70, June.
    2. Babin, Barry J & Darden, William R & Griffin, Mitch, 1994. "Work and/or Fun: Measuring Hedonic and Utilitarian Shopping Value," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 20(4), pages 644-656, March.
    3. Gilles Laurent & Pierre Chandon & Brian Wansink, 2000. "A Benefit Congruency Framework of Sales Promotion Effectiveness," Post-Print hal-00458440, HAL.
    4. Otnes, Cele & Lowrey, Tina M & Kim, Young Chan, 1993. "Gift Selection for Easy and Difficult Recipients: A Social Roles Interpretation," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 20(2), pages 229-244, September.
    5. Pieters, R., 1993. "A control view on the behaviour of consumers : Turning the triangle," Other publications TiSEM 1634edaf-7165-4f85-9bf9-e, Tilburg University, School of Economics and Management.
    6. Janiszewski, Chris & Meyvis, Tom, 2001. "Effects of Brand Logo Complexity, Repetition, and Spacing on Processing Fluency and Judgment," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 28(1), pages 18-32, June.
    7. Jan-Benedict E M Steenkamp & Rajeev Batra & Dana L Alden, 2003. "How perceived brand globalness creates brand value," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 34(1), pages 53-65, January.
    8. Caroline Goukens & Siegfried Dewitte & Mario Pandelaere & Luk Warlop, 2007. "Wanting a Bit(e) of Everything: Extending the Valuation Effect to Variety Seeking," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 34(3), pages 386-394, June.
    9. Reynolds, Kristy E. & Ganesh, Jaishankar & Luckett, Michael, 2002. "Traditional malls vs. factory outlets: comparing shopper typologies and implications for retail strategy," Journal of Business Research, Elsevier, vol. 55(9), pages 687-696, September.
    10. Laroche, Michel & Saad, Gad & Kim, Chankon & Browne, Elizabeth, 2000. "A Cross-Cultural Study of In-Store Information Search Strategies for a Christmas Gift," Journal of Business Research, Elsevier, vol. 49(2), pages 113-126, August.
    11. Jacoby, Jacob & Szybillo, George J & Berning, Carol Kohn, 1976. "Time and Consumer Behavior: An Interdisciplinary Overview," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 2(4), pages 320-339, March.
    12. Pieters, R. & Baumgartner, H. & Allen, D., 1995. "A means-end chain approach to consumers' goal structures," Other publications TiSEM 7d190b0e-3495-4c5f-8de3-a, Tilburg University, School of Economics and Management.
    13. Cox, Anthony D. & Cox, Dena & Anderson, Ronald D., 2005. "Reassessing the pleasures of store shopping," Journal of Business Research, Elsevier, vol. 58(3), pages 250-259, March.
    14. Sherry, John Jr. & McGrath, Mary Ann & Levy, Sidney J., 1993. "The dark side of the gift," Journal of Business Research, Elsevier, vol. 28(3), pages 225-244, November.
    15. Darden, William R. & Dorsch, Michael J., 1990. "An action strategy approach to examining shopping behavior," Journal of Business Research, Elsevier, vol. 21(3), pages 289-308, November.
    16. Darden, William R. & Babin, Barry J., 1994. "Exploring the concept of affective quality: Expanding the concept of retail personality," Journal of Business Research, Elsevier, vol. 29(2), pages 101-109, February.
    17. LAURENT, Gilles & CHANDON, Pierre & WANSINK, Brian, 2000. "A benefit congruency framework of sales promotion effectiveness," HEC Research Papers Series 698, HEC Paris.
    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. Shi, Kunbo & De Vos, Jonas & Cheng, Long & Yang, Yongchun & Witlox, Frank, 2021. "The influence of the built environment on online purchases of intangible services: Examining the mediating role of online purchase attitudes," Transport Policy, Elsevier, vol. 114(C), pages 116-126.
    2. Scarpi, Daniele & Pizzi, Gabriele & Visentin, Marco, 2014. "Shopping for fun or shopping to buy: Is it different online and offline?," Journal of Retailing and Consumer Services, Elsevier, vol. 21(3), pages 258-267.
    3. Goldsmith, Ronald, 2016. "The Big Five, happiness, and shopping," Journal of Retailing and Consumer Services, Elsevier, vol. 31(C), pages 52-61.
    4. Padmavathy, Chandrasekaran & Swapana, Murali & Paul, Justin, 2019. "Online second-hand shopping motivation – Conceptualization, scale development, and validation," Journal of Retailing and Consumer Services, Elsevier, vol. 51(C), pages 19-32.
    5. Evans, Freya & Grimmer, Louise & Grimmer, Martin, 2022. "Consumer orientations of secondhand fashion shoppers: The role of shopping frequency and store type," Journal of Retailing and Consumer Services, Elsevier, vol. 67(C).
    6. Maggioni, Isabella & Sands, Sean & Kachouie, Reza & Tsarenko, Yelena, 2019. "Shopping for well-being: The role of consumer decision-making styles," Journal of Business Research, Elsevier, vol. 105(C), pages 21-32.
    7. Jain, Geetika & Kamble, Sachin S. & Ndubisi, Nelson Oly & Shrivastava, Archana & Belhadi, Amine & Venkatesh, Mani, 2022. "Antecedents of Blockchain-Enabled E-commerce Platforms (BEEP) adoption by customers – A study of second-hand small and medium apparel retailers," Journal of Business Research, Elsevier, vol. 149(C), pages 576-588.
    8. Sands, Sean & Oppewal, Harmen & Beverland, Michael, 2015. "How in-store educational and entertaining events influence shopper satisfaction," Journal of Retailing and Consumer Services, Elsevier, vol. 23(C), pages 9-20.
    9. Harris, Patricia & Dall’Olmo Riley, Francesca & Hand, Chris, 2018. "Understanding multichannel shopper journey configuration: An application of goal theory," Journal of Retailing and Consumer Services, Elsevier, vol. 44(C), pages 108-117.
    10. Sebald, Anna Kathrin & Jacob, Frank, 2020. "What help do you need for your fashion shopping? A typology of curated fashion shoppers based on shopping motivations," European Management Journal, Elsevier, vol. 38(2), pages 319-334.
    11. Canova, Luciano & Nicolini, Marcella, 2019. "Online price search across desktop and mobile devices: Evidence on cyberslacking and weather effects," Journal of Retailing and Consumer Services, Elsevier, vol. 47(C), pages 32-39.
    12. Salonen, Ville & Munnukka, Juha & Karjaluoto, Heikki, 2020. "The role of fundamental motivations in willingness-to-pay online," Journal of Retailing and Consumer Services, Elsevier, vol. 52(C).
    13. Kumar, Avinash & Chakraborty, Shibashish & Bala, Pradip Kumar, 2023. "Text mining approach to explore determinants of grocery mobile app satisfaction using online customer reviews," Journal of Retailing and Consumer Services, Elsevier, vol. 73(C).
    14. Mora, José-Domingo & González, Eva M., 2016. "Do companions really enhance shopping? Assessing social lift over forms of shopper value in Mexico," Journal of Retailing and Consumer Services, Elsevier, vol. 28(C), pages 228-239.
    15. Szocs, Courtney & Kim, Yeseul & Lim, Mikyoung & Mera, Christian Arroyo & Biswas, Dipayan, 2023. "The store of the future: Engaging customers through sensory elements, personalized atmospherics, and interpersonal interaction," Journal of Retailing, Elsevier, vol. 99(4), pages 605-620.
    16. Sebald, Anna Kathrin & Jacob, Frank, 2018. "Help welcome or not: Understanding consumer shopping motivation in curated fashion retailing," Journal of Retailing and Consumer Services, Elsevier, vol. 40(C), pages 188-203.
    17. Wagner, Gerhard & Schramm-Klein, Hanna & Steinmann, Sascha, 2017. "Consumers' attitudes and intentions toward Internet-enabled TV shopping," Journal of Retailing and Consumer Services, Elsevier, vol. 34(C), pages 278-286.
    18. Esbjerg, Lars & Jensen, Birger Boutrup & Bech-Larsen, Tino & de Barcellos, Marcia Dutra & Boztug, Yasemin & Grunert, Klaus G., 2012. "An integrative conceptual framework for analyzing customer satisfaction with shopping trip experiences in grocery retailing," Journal of Retailing and Consumer Services, Elsevier, vol. 19(4), pages 445-456.
    19. Park, Inyoung & Lee, Jieon & Lee, Daeho & Lee, Changjun & Chung, Won Young, 2022. "Changes in consumption patterns during the COVID-19 pandemic: Analyzing the revenge spending motivations of different emotional groups," Journal of Retailing and Consumer Services, Elsevier, vol. 65(C).
    20. Rezaei, Sajad, 2015. "Segmenting consumer decision-making styles (CDMS) toward marketing practice: A partial least squares (PLS) path modeling approach," Journal of Retailing and Consumer Services, Elsevier, vol. 22(C), pages 1-15.

    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. Atulkar, Sunil & Kesari, Bikrant, 2017. "Satisfaction, loyalty and repatronage intentions: Role of hedonic shopping values," Journal of Retailing and Consumer Services, Elsevier, vol. 39(C), pages 23-34.
    2. Kwangyong Kim & Hyun-jun Choi & Sunghyup Sean Hyun, 2020. "Coffee House Consumers’ Value Perception and Its Consequences: Multi-Dimensional Approach," Sustainability, MDPI, vol. 12(4), pages 1-9, February.
    3. Harris, Patricia & Dall’Olmo Riley, Francesca & Hand, Chris, 2018. "Understanding multichannel shopper journey configuration: An application of goal theory," Journal of Retailing and Consumer Services, Elsevier, vol. 44(C), pages 108-117.
    4. Doucé, Lieve & Willems, Kim & Chaudhuri, Arjun, 2022. "Bargain effectiveness in differentiated store environments: The role of store affect, processing fluency, and store familiarity," Journal of Retailing and Consumer Services, Elsevier, vol. 69(C).
    5. Kesari, Bikrant & Atulkar, Sunil, 2016. "Satisfaction of mall shoppers: A study on perceived utilitarian and hedonic shopping values," Journal of Retailing and Consumer Services, Elsevier, vol. 31(C), pages 22-31.
    6. Khajehzadeh, Saman & Oppewal, Harmen & Tojib, Dewi, 2014. "Consumer responses to mobile coupons: The roles of shopping motivation and regulatory fit," Journal of Business Research, Elsevier, vol. 67(11), pages 2447-2455.
    7. Murray, Scott D. & Jin, Hyun Seung & Martin, Brett A.S., 2022. "The role of shopping orientation in variety-seeking behaviour," Journal of Business Research, Elsevier, vol. 145(C), pages 188-197.
    8. Aydinli, Aylin & Lamey, Lien & Millet, Kobe & ter Braak, Anne & Vuegen, Maya, 2021. "How Do Customers Alter Their Basket Composition When They Perceive the Retail Store to Be Crowded? An Empirical Study," Journal of Retailing, Elsevier, vol. 97(2), pages 207-216.
    9. Christine Gonzalez & Élodie Huré & Karine Picot-Coupey, 2013. "Mobile application value for consumers," Economics Working Paper Archive (University of Rennes & University of Caen) 201340, Center for Research in Economics and Management (CREM), University of Rennes, University of Caen and CNRS.
    10. MULLICK Naushadul Haque, 2013. "Enhancing The Image & Brand Equity Of A Shopping Mall," Studies in Business and Economics, Lucian Blaga University of Sibiu, Faculty of Economic Sciences, vol. 8(3), pages 72-81, Decembre.
    11. Martos-Partal, Mercedes & González-Benito, Óscar, 2013. "Studying motivations of store-loyal buyers across alternative measures of behavioural loyalty," European Management Journal, Elsevier, vol. 31(4), pages 348-358.
    12. Bhat Ishfaq Hussain & Singh Sapna, 2018. "Examining the moderating effect of shopping value on private-label and loyalty in Indian grocery stores," Management & Marketing, Sciendo, vol. 13(1), pages 748-760, March.
    13. Vanhamme, Joëlle & de Bont, Cees J.P.M., 2008. "“Surprise Gift” Purchases: Customer Insights from the Small Electrical Appliances Market," Journal of Retailing, Elsevier, vol. 84(3), pages 354-369.
    14. Jérôme Lacoeuilhe & Selima Ben & Hager Turki & Samy Belaïd, 2017. "Are consumers leaning towards hedonic, symbolic or functional attributes ? Brand benefits scale development and validation in emerging markets: case of Tunisia [Des consommateurs hédonistes, symbol," Post-Print hal-01768093, HAL.
    15. Haans, A.J. & Gijsbrechts, E., 2011. "One-deal-fits-all? : On category sales promotion effectiveness in smaller versus larger supermarkets," Other publications TiSEM 2c1a69db-bdfa-4988-a84c-4, Tilburg University, School of Economics and Management.
    16. Konuş, Umut & Verhoef, Peter C. & Neslin, Scott A., 2008. "Multichannel Shopper Segments and Their Covariates," Journal of Retailing, Elsevier, vol. 84(4), pages 398-413.
    17. Jamal, Ahmad & Peattie, Sue & Peattie, Ken, 2012. "Ethnic minority consumers' responses to sales promotions in the packaged food market," Journal of Retailing and Consumer Services, Elsevier, vol. 19(1), pages 98-108.
    18. Flavián, Carlos & Gurrea, Raquel & Orús, Carlos, 2020. "Combining channels to make smart purchases: The role of webrooming and showrooming," Journal of Retailing and Consumer Services, Elsevier, vol. 52(C).
    19. Heitz-Spahn, Sandrine, 2013. "Cross-channel free-riding consumer behavior in a multichannel environment: An investigation of shopping motives, sociodemographics and product categories," Journal of Retailing and Consumer Services, Elsevier, vol. 20(6), pages 570-578.
    20. Lloyd, Alison E. & Yip, Leslie S.C. & Luk, Sherriff T.K., 2011. "An examination of the differences in retail service evaluation between domestic and tourist shoppers in Hong Kong," Tourism Management, Elsevier, vol. 32(3), pages 520-533.

    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:17:y:2010:i:5:p:415-429. 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.