search query: @indexterm Experience / total: 231
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| Author: | Guido, G. Capestro, M. Peluso, A. M. |
| Title: | Experimental analysis of consumer stimulation and motivational states in shopping experiences |
| Journal: | International Journal of Market Research
2006 : VOL. 49:3, p.365-386 |
| Index terms: | consumers shopping experience |
| Language: | eng |
| Abstract: | This study investigates the roles of both individual reaction to environmental stimuli and personality characteristics in consumer's pursuit of hedonic and/or utilitarian shopping values. The individual reaction to environmental stimuli is operationalised by two measures: the optimal stimulation level (OSL) and the arousability. The findings from an experimental study indicate that these two constructs are positively correlated with those personality traits mostly associated with the hedonic shopping value. Furthermore, patelic individuals (interested in the shopping activity itself) have higher OSL and arousability than telic individuals, who are interested in shopping outcomes, such as the purchase of specific products. These motivational states, in turn, are differently related to the two shopping values (i.e. hedonic vs. utilitarian). |
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