Araştırma Makalesi
BibTex RIS Kaynak Göster

A study of the factors influencing customers’ impulse buying behavior in restaurants

Yıl 2018, Cilt: 6 Sayı: 1, 47 - 67, 20.07.2018
https://doi.org/10.30519/ahtr.421377

Öz



Nowadays, while facing the intense competition in restaurant business,
in order to increase sales revenue and customers’ average check, understanding
how to encourage customers’ impulse buying behavior is very important.
Therefore, to figure out the influential factors of customers’ impulse buying
(ordering) behavior is imperative to restaurant operation and management.
Does the dining environment of restaurant
have any effect on impulse ordering
behavior? Is reference group a factor in impulse ordering behavior? Whether customers’ personality traits play a
role in their impulse ordering
behavior? These questions are important but remain understanding in existing literature.
Therefore, this study examines the relationship of these factors and impulse buying behavior by taking quantitative
approach. The findings correspond to those of the research in impulse buying
behavior. It was suggested that “impulse buying
behavior” could be a research topic worth of being explored in hospitality
industry, and significant managerial and theoretical implications were proposed.



Kaynakça

  • Arndt, J. (1967). Role of product-related conversation in the diffusion of a new product Journal of Marketing Research, 4, 291-295.
  • Babin, J. B., & Darden, W. R. (1995). Consumer self-regulation in a retail environment, Journal of Retailing, 71, 47-70.
  • Babina, B. J., & Attaway, J. S. (2000). Atmospheric affect as a tool for creating value and gaining share of customer, Journal of Business Research, 49(2), 91-99.
  • Baker, J. (1987). The role of the environment in marketing services: The consumer perspective. In J. A. Czepeil, C. A. Congram, & J. Shanahan (eds.) The services challenge: Integrating for competitive advantage (pp.79–84). Chicago: American Marketing Association.
  • Baker, J., Grewal, D., & Levy, M. (1992). An experimental approach to making retail store environmental decisions. Journal of Retailing, 68(4), 445-460.
  • Baker, J., Grewal, D., & Parasuraman, A. (1994). The Influence of store environment on quality influences and store image. Journal of the Academy of Marketing Science, 22(4), 328-339.
  • Baker, J., Parasuraman, A., Grewal, D., & Voss, G. B. (2002). The influence of multiple store environment cues on perceived merchandise value and patronage intentions. Journal of Marketing, 66(2), 120-141.
  • Baker, J., Parasuraman, A., Grewal, D., & Voss, G. B. (2002, April). The influence of multiple store environment cues on perceived merchandise Value and patronage intentions. Journal of Marketing, 66, 120–141.
  • Bearden, W. O., & Woodside, A. G. (1978). Normative and attitudinal control as moderating influences on marijuana use. Journal of Health and Social Behavior, 19(2), 199-204.
  • Beatty, S. E., & Ferrell, M. E. (1998). Impulse buying: Modeling its precursors. Journal of Retailing, 74(2), 169-191.
  • Belk, R. W. (1974). An exploratory assessment of situational effects in buyer behavior. Journal of Marketing Research, 11(2), 156-163.
  • Bitner, M. J. (1992). Servicescapes: The impact of physical surroundings on customers and employees. Journal of Marketing, 56(2), 57-71.
  • Chang C. C. (1998). The influence of consumers' buying impulsiveness and contextual factors on variety seeking behavior (National Science Council, NSC87-2416-H002-013). Taipei: Department of Business Administration, National Taiwan University.
  • Chaudhuri, A., & Holbrook, M. B. (2001). The chain of effects from brand trust and brand affect to brand performance: The role of brand loyalty. Journal of Marketing, 65(2), 81-93.
  • Chen, M. H. (2001). The characteristics and influences of impulsive buying behavior. Journal of Takming College, 17(1), 59-74.
  • Dholakia, U. M. (2000). Temptation and resistance: An integrated model of consumption impulse formation and enactment. Psychology and Marketing, 17(11), 955-982.
  • Donovan, R. J., & Rossiter, J. R. (1982). Store atmosphere: An environmental psychology approach. Journal of Retailing, 58(1), 34-57.
  • Donovan, R. J., Rossiter, J. R., Marcoolyn, G., & Nesdale, A. (1994). Store atmosphere and purchasing behavior. Journal of Retailing, 70 (3), 283-294.
  • Engel, J. F., Balackwell, R. D., & Miniard, P. W. (1995). Consumer Behavior, 8th ed.. Chicago: The Dryden Press.
  • Granbois, D. H. (1968). Improving the study of customer in-store behavior. Journal of Marketing, 32(4), 28-33.
  • Hul, M. L., Dube, L., & Chebat, J-C. (1997). The impact of music on consumers' reactions to waiting for services. Journal of Business Research, 73 (1), 87-104.
  • Iyer, E. S. (1989). Unplanned purchasing: Knowledge of shopping environment and time pressure. Journal of Retailing, 65(1), 40-57.
  • Kotler, P. (2003). Marketing management. Upper Saddle River: Prentice Hall.
  • Kotler, P., Armstrong, G., Saunders, J., & Wong, V. (1999). Principles of marketing (2nd European Edition). Prentice Hall.
  • Laesser, C., & Dolnicar, S. (2012). Impulse purchasing in tourism- learnings from a study in a matured market. Anatolia- An International Journal of Tourism and Hospitality Research, 23(2), 268-286.
  • Liaw, G. F., Tsai, S. L., & Lee, L. H. (2007). The influence of multiple store environment cues on consumers' behavior: An empirical study of clothing retail stores. Journal of the Hwa Gang Textile, 14(1), 41-57.
  • Mano, H. (1999). The influence of pre-existing negative affect on store purchase intentions, Journal of Retailing, 75(2), 149-172.
  • Martin, C. L. (1996). Customer-to-customer relationships: Satisfaction with other customers' public behavior. Journal of Consumer Affairs, 30(1), 146-169.
  • McCracken, G. (1989). Who is the celebrity endorser? Cultural foundations of the endorsement process. Journal of Consumer Research, 16(3), 310-321.
  • McCrae, R. R., & Costa, P. T. (1987). Validation of the five-factor model of personality across instruments and observers. Journal of Personality and Social Psychology, 52(1), 81-90.
  • McCrae, R. R., & Costa, P. T. (1986). Personality, coping and coping effectiveness in an adult sample. Journal of Personality, 54(2), 385-404.
  • Miao, L., & Mattila, A.S. (2013). Impulse buying in restaurant food consumption. Journal of Foodservice Business Research, 16, 448-467.
  • Milliman, R. E. (1982). Using background music to affect the behavior of supermarket shoppers. Journal of Marketing, 46(2), 86-91.
  • Mowen, J., & Minor, M. (1998). Consumer behavior. (5th ed.) New Jersey: Prentice-Hall, Neyer, F. J., & Voigt, D. (2004). Personality and social network effects on romantic relationships: a dyadic approach. European Journal of Personality, 18(4), 279-299.
  • Nunnally, J. C. (1978). Psychometric theory. N. Y.: McGraw-Hill Companies.
  • Rook, D. W. (1987). The buying impulse. Journal of Consumer Research, 14(2), 189-199.
  • Rook, D. W., & Fisher R. J. (1995). Normative influences on impulsive buying behavior. Journal of Consumer Research, 22(3), 305-313.
  • Stern, H. (1962). The significance of impulse buying today. Journal of Marketing, 26(2), 59-62.
  • Weinberg, P., & Gottwald, W. (1982). Impulsive consumer buying as a result of emotions. Journal of Business Research, 10(1), 43-57.
  • Wu, C. H. J., Lin, Y. L, & Wu, C. Y. (2003). An empirical study of the relationship between physical surrounding, employee performance cues and consumer's response. Journal of Tourism Studies, 9(1), 61-77.
  • Yalch, R. F., & Spangenberg, E. R. (2000). The effects of music in a retail setting on real and perceived shopping times. Journal of Business Research, 49(2), 139-147.
  • Yoo, C., Park, J., & Maclnnis, D. J. (1998). Effects of store characteristics and in-store emotional experiences on store attitude. Journal of Business Research, 42(3), 253-263.
Yıl 2018, Cilt: 6 Sayı: 1, 47 - 67, 20.07.2018
https://doi.org/10.30519/ahtr.421377

Öz

Kaynakça

  • Arndt, J. (1967). Role of product-related conversation in the diffusion of a new product Journal of Marketing Research, 4, 291-295.
  • Babin, J. B., & Darden, W. R. (1995). Consumer self-regulation in a retail environment, Journal of Retailing, 71, 47-70.
  • Babina, B. J., & Attaway, J. S. (2000). Atmospheric affect as a tool for creating value and gaining share of customer, Journal of Business Research, 49(2), 91-99.
  • Baker, J. (1987). The role of the environment in marketing services: The consumer perspective. In J. A. Czepeil, C. A. Congram, & J. Shanahan (eds.) The services challenge: Integrating for competitive advantage (pp.79–84). Chicago: American Marketing Association.
  • Baker, J., Grewal, D., & Levy, M. (1992). An experimental approach to making retail store environmental decisions. Journal of Retailing, 68(4), 445-460.
  • Baker, J., Grewal, D., & Parasuraman, A. (1994). The Influence of store environment on quality influences and store image. Journal of the Academy of Marketing Science, 22(4), 328-339.
  • Baker, J., Parasuraman, A., Grewal, D., & Voss, G. B. (2002). The influence of multiple store environment cues on perceived merchandise value and patronage intentions. Journal of Marketing, 66(2), 120-141.
  • Baker, J., Parasuraman, A., Grewal, D., & Voss, G. B. (2002, April). The influence of multiple store environment cues on perceived merchandise Value and patronage intentions. Journal of Marketing, 66, 120–141.
  • Bearden, W. O., & Woodside, A. G. (1978). Normative and attitudinal control as moderating influences on marijuana use. Journal of Health and Social Behavior, 19(2), 199-204.
  • Beatty, S. E., & Ferrell, M. E. (1998). Impulse buying: Modeling its precursors. Journal of Retailing, 74(2), 169-191.
  • Belk, R. W. (1974). An exploratory assessment of situational effects in buyer behavior. Journal of Marketing Research, 11(2), 156-163.
  • Bitner, M. J. (1992). Servicescapes: The impact of physical surroundings on customers and employees. Journal of Marketing, 56(2), 57-71.
  • Chang C. C. (1998). The influence of consumers' buying impulsiveness and contextual factors on variety seeking behavior (National Science Council, NSC87-2416-H002-013). Taipei: Department of Business Administration, National Taiwan University.
  • Chaudhuri, A., & Holbrook, M. B. (2001). The chain of effects from brand trust and brand affect to brand performance: The role of brand loyalty. Journal of Marketing, 65(2), 81-93.
  • Chen, M. H. (2001). The characteristics and influences of impulsive buying behavior. Journal of Takming College, 17(1), 59-74.
  • Dholakia, U. M. (2000). Temptation and resistance: An integrated model of consumption impulse formation and enactment. Psychology and Marketing, 17(11), 955-982.
  • Donovan, R. J., & Rossiter, J. R. (1982). Store atmosphere: An environmental psychology approach. Journal of Retailing, 58(1), 34-57.
  • Donovan, R. J., Rossiter, J. R., Marcoolyn, G., & Nesdale, A. (1994). Store atmosphere and purchasing behavior. Journal of Retailing, 70 (3), 283-294.
  • Engel, J. F., Balackwell, R. D., & Miniard, P. W. (1995). Consumer Behavior, 8th ed.. Chicago: The Dryden Press.
  • Granbois, D. H. (1968). Improving the study of customer in-store behavior. Journal of Marketing, 32(4), 28-33.
  • Hul, M. L., Dube, L., & Chebat, J-C. (1997). The impact of music on consumers' reactions to waiting for services. Journal of Business Research, 73 (1), 87-104.
  • Iyer, E. S. (1989). Unplanned purchasing: Knowledge of shopping environment and time pressure. Journal of Retailing, 65(1), 40-57.
  • Kotler, P. (2003). Marketing management. Upper Saddle River: Prentice Hall.
  • Kotler, P., Armstrong, G., Saunders, J., & Wong, V. (1999). Principles of marketing (2nd European Edition). Prentice Hall.
  • Laesser, C., & Dolnicar, S. (2012). Impulse purchasing in tourism- learnings from a study in a matured market. Anatolia- An International Journal of Tourism and Hospitality Research, 23(2), 268-286.
  • Liaw, G. F., Tsai, S. L., & Lee, L. H. (2007). The influence of multiple store environment cues on consumers' behavior: An empirical study of clothing retail stores. Journal of the Hwa Gang Textile, 14(1), 41-57.
  • Mano, H. (1999). The influence of pre-existing negative affect on store purchase intentions, Journal of Retailing, 75(2), 149-172.
  • Martin, C. L. (1996). Customer-to-customer relationships: Satisfaction with other customers' public behavior. Journal of Consumer Affairs, 30(1), 146-169.
  • McCracken, G. (1989). Who is the celebrity endorser? Cultural foundations of the endorsement process. Journal of Consumer Research, 16(3), 310-321.
  • McCrae, R. R., & Costa, P. T. (1987). Validation of the five-factor model of personality across instruments and observers. Journal of Personality and Social Psychology, 52(1), 81-90.
  • McCrae, R. R., & Costa, P. T. (1986). Personality, coping and coping effectiveness in an adult sample. Journal of Personality, 54(2), 385-404.
  • Miao, L., & Mattila, A.S. (2013). Impulse buying in restaurant food consumption. Journal of Foodservice Business Research, 16, 448-467.
  • Milliman, R. E. (1982). Using background music to affect the behavior of supermarket shoppers. Journal of Marketing, 46(2), 86-91.
  • Mowen, J., & Minor, M. (1998). Consumer behavior. (5th ed.) New Jersey: Prentice-Hall, Neyer, F. J., & Voigt, D. (2004). Personality and social network effects on romantic relationships: a dyadic approach. European Journal of Personality, 18(4), 279-299.
  • Nunnally, J. C. (1978). Psychometric theory. N. Y.: McGraw-Hill Companies.
  • Rook, D. W. (1987). The buying impulse. Journal of Consumer Research, 14(2), 189-199.
  • Rook, D. W., & Fisher R. J. (1995). Normative influences on impulsive buying behavior. Journal of Consumer Research, 22(3), 305-313.
  • Stern, H. (1962). The significance of impulse buying today. Journal of Marketing, 26(2), 59-62.
  • Weinberg, P., & Gottwald, W. (1982). Impulsive consumer buying as a result of emotions. Journal of Business Research, 10(1), 43-57.
  • Wu, C. H. J., Lin, Y. L, & Wu, C. Y. (2003). An empirical study of the relationship between physical surrounding, employee performance cues and consumer's response. Journal of Tourism Studies, 9(1), 61-77.
  • Yalch, R. F., & Spangenberg, E. R. (2000). The effects of music in a retail setting on real and perceived shopping times. Journal of Business Research, 49(2), 139-147.
  • Yoo, C., Park, J., & Maclnnis, D. J. (1998). Effects of store characteristics and in-store emotional experiences on store attitude. Journal of Business Research, 42(3), 253-263.
Toplam 42 adet kaynakça vardır.

Ayrıntılar

Birincil Dil İngilizce
Konular Turizm (Diğer)
Bölüm Araştırma Makalesi
Yazarlar

Ching-shu Su

Pei-hsun Lu Bu kişi benim

Yayımlanma Tarihi 20 Temmuz 2018
Gönderilme Tarihi 6 Mayıs 2018
Yayımlandığı Sayı Yıl 2018 Cilt: 6 Sayı: 1

Kaynak Göster

APA Su, C.-s., & Lu, P.-h. (2018). A study of the factors influencing customers’ impulse buying behavior in restaurants. Advances in Hospitality and Tourism Research (AHTR), 6(1), 47-67. https://doi.org/10.30519/ahtr.421377

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