• Fashion & Textile Research Journal
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• v.13 no.4
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• pp.511-522
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• 2011

This study analyzed the effects of internet fashion consumer's impulse buying tendency on positive and negative purchasing behaviors. A survey was conducted from October 1 to December 15 in 2010, and 407 responses from internet fashion consumers who made impulse purchases on the internet at least once for the last 6 months were used in the data analysis. As a result, the impulse buying tendency of internet fashion consumers was classified into pure impulse buying, reminder impulse buying, suggestion impulse buying, and stimulus impulse buying. The positive purchasing behaviors such as repurchase intention and purchase satisfaction were influenced by the impulse buying tendency. The all factors of impulse buying tendency had an effect on repurchase intention, while purchase satisfaction was influenced by the reminder impulse buying, suggestion impulse buying, and stimulus impulse buying. The negative purchasing behaviors were classified into delay in decision making and switching intention of purchase. The delay in decision making was influenced by the stimulus impulse buying, suggestion impulse buying, and reminder impulse buying. Also, the reminder impulse buying, suggestion impulse buying and pure impulse buying had an effect on switching intention of purchase. In addition, there were significant differences in the impulse buying tendency and delay in decision making between male and female internet fashion consumers.

• Journal of Information Technology Applications and Management
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• v.21 no.2
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• pp.15-29
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• 2014

This study analyzes the influence factors of IPTV users on the purchase of paid contents. This study carries out a web-log analysis of the actual users of the service provided by the domestic IPTV providers and classifies the influence factors on the purchase of paid contents largely into VOC, switching barriers, and content consumption pattern to conduct an empirical analysis. As analysis procedure, first, this study analyzes the preceding researches related to the core influence factors and content-purchasing patterns, and second, conducts a basic statistics analysis of the distribution of basic characteristics of the logs used, as presented in the above. Third, this study carries out a multiple regression analysis as an estimating equation of the number of purchasing the paid content depending on switching barriers of IPTV service, VOC, and content consumption pattern. As a statistical package, Stata version 11.2 was used. Through the empirical analysis, this study found that of the service use logs, VOC and content consumption pattern had a multi-dimensional impact on the purchase of premium contents. On the other hand, this study also found that the impact of switching barriers such as combination state with other products and current status of holding a point did not have a significant impact on the purchase of paid contents.

• Journal of Distribution Science
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• v.16 no.2
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• pp.25-33
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• 2018

Purpose - This study focused on the effect of counter-factual thinking on post-purchase behavior producing consumer regret at HMR selection and purchase. We have analyzed the factors that HMR production and distribution businesses should consider because distribution and marketing strategy reflecting consumers' demand. Research design, data, and methodology - For the purpose of carrying out this research, we conducted a direst structured questionnaire to students at 'J' college. A total of 237 valid questionnaires were collected for students and their parents at 'J' university. For the hypothesis test, exploratory factor analysis, t-test, regression and structure equation path analysis were performed. Results - The consumers who often resented HMR purchase did counter-factual thinking on post-purchase behavior were likely to do switching purchases. Counter-factual thinking on post-purchase behavior had a negative influence upon consumer's satisfaction with HMR safety and marketing characteristics. Conclusions - Consumers who had been satisfied to a certain degree might have cognitive dissonance of minor mistakes of HMR product were likely to have downward counter-factual thinking through contrast effects. Therefore, HMR producer and distribution businesses that had production, distribution and marketing strategy to satisfy consumers by raw material, freshness and safety were likely to switch to another product at one time mistake of selection, purchase and use.

• Asia pacific journal of information systems
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• v.16 no.3
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• pp.67-93
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• 2006

Some consumers prefer online and others prefer offline. What makes them prefer online or offline? There has been a lack of theoretical development to adequately explain consumers' channel switching behavior between traditional physical stores and new virtual stores. Through consumers' purchase decision processes, this study examined the reasons why consumers changed channels depending on purchase process stages. Consumer's purchase decision process could be divided into three stages: pre-purchase stage, purchase stage, and post-purchase stage. We used the intention of channel selection as a surrogate dependent variable of channel selection. And some constructs, that is, channel function, channel benefits, customer relationship benefits, and perceived behavioral control, were selected as independent variables. In buying look-and-feel products, it was identified that consumers preferred virtual stores to physical stores at pre-purchase stage. To put it concretely, all constructs except channel benefits were more influenced to consumers at virtual stores. This result implied that information searching function, which is a main function at pre-purchase stage, was better supported by virtual stores than physical stores. In purchase stage, consumers preferred physical stores to virtual stores. Specially, all constructs influenced much more to consumers at physical stores. This result implied that although escrow service and trusted third parties were introduced, consumers felt that financial risk, performance risk, social risk, etc. still remained highly online. Finally, consumers did not prefer any channel at post-purchase stage. But three independent variables, i.e. channel function, channel benefits, and customer relationship benefits, were significantly preferred at physical stores rather than virtual stores at post-purchase stage. So we concluded that physical stores were a little more preferred to virtual stores at post-purchase stage. Through this study, it was identified that most consumers might switch channels according to purchase process stages. So, first of all, sales representatives should decide that what benefits should be given them through virtual stores at the pre-purchase stage and through physical stores at the purchase and post-purchase stages, and then devise collaborative channel strategies.

• Journal of Information Technology Services
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• v.21 no.4
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• pp.1-26
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• 2022

Recently, the number of cases of purchasing food online has been increased, especially in the open market. Therefore, we examined the characteristics of status quo bias and switching costs in the open market. Also, in this study, the causal relationship between the characteristics of status quo bias and switching costs, switching costs and switching intention in the open market was investigated. The analysis result consists of four parts as follows. First, in the open market, rational decision making, which belongs to the characteristics of status quo bias, was found to have a positive (+) effect on time switching cost among switching costs, but did not have a positive (+) effect on economic and psychological switching cost. Second, cognitive misperceptions was consistent with the assumption that it have a positive (+) effect on all of the economic, time, and psychological switching cost, which are switching costs in the open market. Third, psychological commitment was found to have a positive (+) effect on economic and time switching cost among switching costs, but did not have a positive (+) effect on psychological switching cost. Fourth, psychological switching cost, which belongs to switching costs in the open market, was found to have a negative (-) effect like the hypothesis set in switching intention. However, it was found that economic and time switching cost did not have a negative (-) effect on switching intention. This study subdivided the switching costs into three dimensions and compared the degree of influence on the switching intention, and the degree of influence was different for each dimension. Therefore, it was found that when switching from the existing open market to the new open market, it is not possible to simply judge that the switching costs directly has a negative (-) effect on the switching intention or does not.

• Journal of Intelligence and Information Systems
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• v.29 no.1
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• pp.289-305
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• 2023

The rapid increase in the use of mobile devices is changing consumers' online shopping behavior. However, the difference in the effect on the conversion rate according to the time when consumers switch from a small screen to a large screen has not been sufficiently studied. In addition, the differences in the effect of device conversion on purchase performance according to the characteristics of each country's infrastructure have not been sufficiently studied. Against this background, this study aims to analyze whether the timing of switching from mobile devices to PC devices and the country's mobile Internet penetration rate are moderating the positive effect of device switching on purchase performance. For empirical analysis, Google Merchandise Store data was collected and 101,466 data from 130 countries were analyzed with a multilevel model. As a result of the analysis, consumers' device switching (i.e., mobile to PC) had a positive effect when it occurred in the middle of the consumer journey. However, it was analyzed that when device switching occurred at the later stage of the consumer journey, it had a negative effect on purchase performance. In addition, it was analyzed that the higher the mobile Internet penetration rate, the weaker the positive effect of consumer device conversion on purchase performance.

• Korean Management Science Review
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• v.29 no.3
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• pp.135-156
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• 2012

Due to the rapid growth of social networking community (SNC), research into SNC user's behavior has recently emerged as an important issue in information systems. An individual makes a decision whether or not to continually use his or her own SNC and to purchase digital items to decorate it. Most previous research has focused on a user's continuance intention and has ignored the importance of purchase intention. This study develops and empirically tests an integrated model designed to predict a user's two types of behavioral intention：continuance intention and purchase intention based on the expectation-confirmation model (ECM) and a dual model of relationship maintenance mechanism.The results indicate that perceived usefulness, satisfaction, personalization, and switching cost have important influences on the formation of SNC continuance intention. The results also show that perceived usefulness and satisfaction does not have any significant impacts on purchase intention, while personalization, learning, attractiveness of alternatives, and continuance intention significantly affect it.

• The Journal of Information Systems
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• v.23 no.4
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• pp.147-168
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• 2014

Consumer's switching behavior from incumbent smartphone to new one can be explained by not merely rational assessment but also affective aspects like aesthetic or pleasure and emotional points like attachment. but, in information system field, researches on affective.emotional factors relatively were insufficient and researches which focus on the perspective of the consumer were more scarcity. consumer's attachment to current smartphone brand and perceived aesthetic on new one would influence rational evaluation to switch or not. Therefore, this study investigates relationship between emotional factors on current smartphone and assessment of new one, in turn, we empirically analyzes purchase intention of the consumer. In order to prove the validity of the hypotheses, this study was applied longitudinal study and then conduct a survey of 212 smartphone users. The analysis results by Partial Least Square (PLS) approach showed that all hypotheses in this study were statistically supported.

• Journal of the Korean Home Economics Association
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• v.41 no.4
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• pp.45-56
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• 2003

The purpose of this study was to segment consumers based on sales promotion orientation and examine the differences between the consumer segments on shopping behaviors and promotion usage behaviors. A total of 462 responses collected from a questionnaire survey to subjects aged over 20s were analyzed. Cluster analysis on sales promotion orientation identified four groups including rational group(21%), active group(28％), insensitive group(22.1%), and interest group(28.9%) of sales promotion. ANOVA revealed significant differences among the four groups on shopping behaviors(information seeking, store visit, and clothing purchase) and promotion usage behaviors(the usage level of sales promotion, impulse buying, brand switching, and store switching). The active and interest groups were more actively seeking information than the other two groups were. The active group was most affected by sales promotion showing the highest impulse buying and brand and store switching behaviors, and the interest group was most active on store visit and clothing purchase. The insensitive group was the least engaged in all the behaviors.

• Journal of Information Technology Applications and Management
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• v.26 no.4
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• pp.51-69
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• 2019

One of the most considerate phenomena of the era of the Fourth Industrial Revolution is the use of digital devices. Digitalization is rapidly advancing through all areas of industry and life. Customer journey with digitalization is looking totally different from previous customer journey. The research targets were users of fashion, automobiles, cosmetics and online shopping malls. We analyzed 300 people for each valid questionnaire. The results of the study are as follows. First, it has been proven that digital experience affects positive (+) impact on purchasing intention and positive (+) impact on recommending intention and negative impact (-) on switching intent and subsequently affects positive impact (+) to purchase and incase of switching intent, negative impact (-) to purchase. Unlike traditional methods such as SPC(Service Profit Chain), the Digital experience to Purchase process Chain (DPC) has been identified to be suitable in the digital age. Second, the digital satisfied group (5 score-very satisfaction) has shown same result as above. However the digital neutral group (even though 4 score- satisfaction in five-point scale), specially in a highly competitive industry, has different from the satisfied group and 3 score-normal is same as dissatisfied group. It means that this group is that If there is a high level of attractiveness of substitute goods, there is a high possibility of switching them. It has supported Jones and Sasser [1995] that there have been two types of loyalty of true long-term loyalty and what we call false loyalty in the highly competitive industry zone which is commoditization or low differentiation, many substitutes, low cost of switching. Identifying true loyalty and false loyalty is crucial to establishing a customer experience strategy. it is necessary to actively utilize long-term digital experiences strategy to increase the total satisfaction of digital experience through all of customer purchasing journey in order to enhance the digital customer experience. It is difficult to see the effect as a one-time event. It should be scaled over the entire customer purchase process over a long period of time, which can positively affect purchase intention, recommendation intention, and conversion intention. This is also why it is difficult for second-runners to overtake first-runners in a short period.