Research has found an upward trend in impulse buying in general, and impulse buying is frequently foreseen among mall shoppers. Impulse purchases account for over $4 billion in annual sales in the U.S. (Mogelonsky, 1998). Retailers have found that over 50 percent of mall shoppers purchase on impulse (Nichols et al., 2001). More than one third of all department store purchases were bought on imp...

This paper presents seven alerts that inform organizations and individuals buying software packages. The research is based on our own studies as well as a review of theoretical and empirical studies of modern information systems and the networks associated with these systems. The paper departs from a monolithic view of buying software as an atomic event that is based solely on the software's in...

Several approaches have been proposed for evaluating information in expected utility theory. Among the most popular approaches are the expected utility increase, the selling price and the buying price. While the expected utility increase and the selling price always agree in ranking information alternatives, Hazen and Sounderpandian [11] have demonstrated that the buying price may not always ag...

I ndustrial and institutional marketers have often been urged to base their strategies on careful appraisal of buying behavior within key accounts and in principal market segments. When they search the available literature on buyer behavior, however, they find virtually exclusive emphasis on consumers, not industrial buyers. Research findings and theoretical discussions about consumer behavior ...

This study proposed and tested a model of consumer online buying behavior. The model posits that consumer online buying behavior is affected by demographics, channel knowledge, perceived channel utilities, and shopping orientations. Data were collected by a research company using an online survey of 999 U.S. Internet users, and were cross-validated with other similar national surveys before bei...

Advertising is a form of communication intended to convince an audience (viewers, readers or listeners) to purchase or take some action upon products, information, or services etc. This paper investigates the relationship between independent variables which are environmental response and emotional response with attitudinal and behavioral aspect of consumer buying behavior, by tapping the respon...

Compulsive buying is a form of addictive consumption where consumers purchase goods that they either don’t need or can’t afford. This paper reviews the literature on this problem behavior and summarizes the findings in the following three areas: conceptual definition, reasons “why” consumers engage in this type of addictive consumption, predictors of compulsive shoppers and the correlation with...

Abstract—In this contribution we transfer a customer purchase incidence model for consumer products which is based on Ehrenberg’s repeat-buying theory to Web-based information products. Ehrenberg’s repeat-buying theory successfully describes regularities on a large number of consumer product markets. We show that these regularities exist in electronic markets for information goods too, and that...

In this paper, we present a model for designing buying agents in electronic marketplaces that adapt by adjusting decisions about which sellers to select for business, based on reputation ratings provided by other buying agents in the marketplace (known as indirect reputation information). The focus of our research is a method for effectively representing and employing this indirect reputation i...

Advertising is one of the important marketing strategies and the choice of media is an important aspect of effectiveness of advertising media. The two most popular advertising media, TV and web media are highly effective in creating successful advertisements as they influence the purchase decision of the viewers. Although TV and web are electronic media, they are unique in their features and tr...