Affecting of Nature of Purchase and Purchase Utility on Purchase Intention According to Retailtainment

• 영문명: 리테일테인먼트에 따라 구매특성과 구매효용이 구매의도에 미치는 영향*
• 발행기관: 한국유통과학회
• 저자명: 오현석(Hyun-Seok Oh) 전홍식(Hongsik J. Cheon)
• 간행물 정보: 『International Forum on Distribution Convergence (IFDC)』한국유통과학회 2019년 국제신년포럼 발표집, 73~88쪽, 전체 16쪽
• 주제분류: 경제경영 > 경제학
• 파일형태: PDF
• 발행일자: 2019.01.07

영문 초록

Purpose - The development of technologies lead the volume of sale on online market increase but an off-line shopping center is still a core component in the omni-channel strategy. It is generally thought that high-level retailtainment on brick and mortar store affects purchase intentions positively, but some previous studies dispute that and have reported that retailtainment does not affect purchase intentions. So we have studied the additional factors effect - the nature of purchase and utility - with retailtainment. Research design, data, and methodology - There are 8 treatment groups which were assigned by the method of retailtainment (high vs. low), nature of purchase (essential vs. non-essential), and utility (acquisition vs. transaction). A total of 240 subjects (office workers = 163, 68%; undergraduates = 77, 32%; average age = 30s; female =39%) were divided into groups and exposed to one of the eight scenarios. Participant’s purchase intention was the dependent, and ANOVA and L-matrix were used to analyze for main and interactive effects between factors. Results - First, the main effect and interactive effect between retailtainment and the nature of purchase are significant. We also found that the contrast between essential and non-essential at low-level retailtainment is higher than that of high-level retailtainment. Second, in the case of retailtainment and utility, transaction utility under high-level retailtainment affects purchase intentions positively. Third, between the nature of the purchase and utility, the main effect of the nature of purchase and the interactive effect is significant, but the main effect of utility is not significant. In the case of non-essential goods, the purchase intention was high when transaction utility was provided but in the case of essential goods, acquisition utility increased purchase intentions. Finally, when transaction utility is given, purchase intentions of essential goods increase under low retailtainment, and the purchase intentions of non-essential goods increase under high retailtainment. Conclusions - When customers buy essential goods, discounts decrease purchase intentions. During the season for bargain sales, purchase intentions increase when retailtainment of essential goods is low, and retailtainment of non-essential goods is high.

목차

1. 서론

2. 선행연구

3. 방법론

4. 연구결과

5. 결론 및 시사점

References

키워드

Retailtainment Nature of Purchase Purchase Utility Role of Discount Boomerang Effect