تعداد نشریات | 161 |
تعداد شمارهها | 6,532 |
تعداد مقالات | 70,503 |
تعداد مشاهده مقاله | 124,120,649 |
تعداد دریافت فایل اصل مقاله | 97,227,695 |
فهم تجربۀ خرید احساسی کالای بادوام: مطالعۀ پدیدارشناختی در خرید لوازم خانگی جهیزیه | ||
مدیریت بازرگانی | ||
مقاله 6، دوره 10، شماره 2، 1397، صفحه 325-348 اصل مقاله (440.94 K) | ||
نوع مقاله: مقاله علمی پژوهشی | ||
شناسه دیجیتال (DOI): 10.22059/jibm.2017.241967.2758 | ||
نویسندگان | ||
مریم خلیلی مقدم1؛ مرتضی سلطانی* 2؛ حمید رضا یزدانی3؛ حسین خنیفر4 | ||
1دانشجوی دکتری مدیریت بازرگانی، پردیس فارابی دانشگاه تهران، ، ایران | ||
2ستادیار دانشکدة مدیریت و حسابداری، پردیس فارابی دانشگاه تهران، ، ایران | ||
3استادیار دانشکدة مدیریت و حسابداری، پردیس فارابی دانشگاه تهران، قم، ایران | ||
4استاد دانشکدة مدیریت و حسابداری، پردیس فارابی دانشگاه تهران، قم، ایران | ||
چکیده | ||
پژوهش حاضر سعی در فهم تجربۀ خرید احساسی در کالای بادوام دارد و این امر بین خریداران جهیزیه که خرید احساسی را تجربه کردهاند، بررسی شده است. در این پژوهش بنا بر نیاز به استفاده از تجربیات زیستۀ افراد درگیر در موضوع تحقیق، از روش تحقیق کیفی و از رویکرد پدیدارشناسی توصیفی استفاده شد. بهدلیل نظاممند بودن روش کولایزی برای تحلیل دادهها نیز از این روش استفاده شد. با استفاده از روش نمونهگیری هدفمند تا رسیدن به اشباع با 14 نفر مصاحبههای کامل انجام شد. اعتبار نتایج بهدستآمده با استفاده از درپرانتزگذاریِ دانش قبلی محقق، مراجعۀ مجدد به شرکتکنندگان و جلب توافق ایشان حاصل شد. در انتها چهار دسته تم حاصل شدند که با کنار هم گذاشتن آنها میتوان فرایند «شناخت، احساس، ارزیابی و تصمیمگیری» را مشاهده کرد. یافتههای تحقیق در شناخت و درک بهتر رفتار مصرفکننده و پیشبینی رفتار مربوط به خرید ایشان مؤثر است. بهکارگیری صحیح یافتهها نیز افزایش رضایت مشتری و پیرو آن افزایش فروش را در پی خواهد داشت. | ||
کلیدواژهها | ||
بازاریابی احساسی؛ پدیدارشناسی؛ تجربۀ خرید؛ خرید احساسی؛ رفتار مصرفکننده | ||
مراجع | ||
اسماعیلزاده، ع.؛ امرایی، ح.؛ قلیپور، س.؛ مقدم، آ. (1396). تأثیر جو و طراحی چیدمان فروشگاههای اینترنتی بر رفتار خرید آنی آنلاین مشتریان. فصلنامۀ علمی ـ پژوهشی مدیریت بازرگانی، 9(2)، 232-213. بخشیزاده، ک.؛ خلیلی رودی، م.؛ رضائیان اکبرزاده، س. (1395). تأثیر درگیری ذهنی و ویژگیهای شخصیتی افراد بر خرید آنی پوشاک. فصلنامۀ علمی ـ پژوهشی مدیریت بازرگانی، 8(1)، حقیقی، م.؛ روشندل اربطانی، ط.؛ روستا، ا.؛ صالحی، ع. (1396). ارائۀ الگوی کاربردی برای بازاریابی چندحسی در برندسازی مقصد گردشگری. فصلنامۀ علمی ـ پژوهشی مدیریت بازرگانی، 9(1)، 82-63. عابدی، ح.؛ قلیچ خانی، م. ح. (1395). تأثیر بازاریابی تجربی، تصویر مقصد و تصویر شرکت بر رضایتمندی مشتریان هتلها (مطالعۀ موردی: هتلهای چهار و پنج ستارۀ پارسیان تهران). فصلنامۀ علمی ـ پژوهشی مدیریت بازرگانی،8(1)، 204-183. معینی، ح.؛ جامیپور، م.؛ ابراهیمی دلاور، ف. (1396). تأثیر قابلیتهای تجارت اجتماعی بر نگرش مشتریان به خرید به واسطۀ اعتماد (مطالعۀ موردی: کاربران اینستاگرام). فصلنامۀ علمی ـ پژوهشی مدیریت بازرگانی،9(1)، 192- 173. References Abedi, H., & Ghelich Khani, M. (2016). The Effect of Experiential Marketing, Destination Image and Corporate Image on Guests' Satisfaction in Hotels (Case Study: 4 and 5 star Tehran Parsian Hotels). Journal of Business Management, 8(1), 183-204. (in Persian) Ajzen, I. (1985). From intentions to actions: A theory of planned behavior. In J. Kuhl & J. Beckman (Eds.). Action-control: From cognition to behavior, 11-39, Heidelberg: Springer. Arieti, S. (1974). American handbook of psychiatry. New York: Basic Books. Arnould, E. J., & Thompson, C. J. (2005). Consumer Culture Theory (CCT): Twenty Years of Research. Journal of Consumer Research, 31(4), 868-882. Ashworth, P., & Chung, M. C. (2006). Phenomenology and Psychological Science Historical and Philosophical Perspectives. Springer Science. Askegaard, S., & Linnet, J. (2011). Towards an epistemology of consumer culture theory: phenomenology and the context of context. Marketing Theory, 11(4), 381-404. Avnet, T., Tuan Pham, M., Stephen, A., & Stephen, A. T. (2012). Consumers' Trust in Feelings as Information. Journal of Consumer Research, 39(4), 720-735. Bagozzi, R. P., Gopinath, M., & Nyer, P. U. (1999). The role of emotions in marketing. Academy of Marketing Science, 27(2), 184-206. Bakhshizade, K., Khalili Roudi, M., & Rezaiean Akbarzadeh, S. (2016). Impact of personality traits and product involvement on clothing impulsive buying. Journal of Business Management, 8(1), 29-46. (in Persian) Banerjee, D. (2011). Emotional Marketing- A Strategic way to Brand Recall and Extension. Quest International Journal of Management and Research, 2(1), 21-31. Barrett, L. F. (2006). Solving the Emotion Paradox: Categorization and the Experience of Emotion. Personality and Social Psychology Review, 10(1),20–46. Batra, R., Ahuvia, A., & Bagozzi, R. P. (2012). Brand Love. Journal of Marketing, 76(2), 1–16. Bearden, W. O., & Etzel, M. J. (1982). Reference group influence on product and brand purchase decisions. Journal of Consumer Research, 9(2), 183-194. Bell , H. A. (2011). A Contemporary Framework for Emotions in Consumer Decision-Making: Moving Beyond Traditional Models. International Journal of Business & Social Science, 2(17), 12-16. Bindu, M. H., Gupta, P., & Tiwary, U. (2007). Cognitive Model - Based Emotion Recognition From Facial Expressions For Live Human Computer Interaction. IEEE Symposium on Computational Intelligence in Image and Signal Processing (pp. 351 - 356). IEEE. Blijlevens, J., Creusen, M. E., & Schoormans, J. P. (2009). How consumers perceive product appearance; the identification of three product appearance attributes. International journal of design, 3(3), 27-35. Chakrabarti, A., & Gupta, A. (2007). Design for Emotions. International Conference on Engineering Design (ICED07). paris, France. Chang, H., & Pham, M. P. (2013). Affect as a Decision-Making System of the Present. Journal of Consumer Research, 40(1), 42-63. Chaudhuri, A. (2006). Emotion and Reason in Consumer Behavior. Oxford: Elsevier Butterworth-Heinemann. Consoli, D. (2010). A New Concept of Marketing: The Emotional Marketing. BRAND. Broad Research in Accounting, Negotiation, and Distribution, 1(1), 52-59. Cornelius, R. R. (2000). Theoretical approaches to emotion. Proceedings of the ISCA Workshop on Speech and Emotion, (pp. 3-10). Northern Ireland. Creswell, J. W. (2003). Research Design: Qualitative, Quantitative, and Mixed Methods Approaches (2nd ed.). Thousand Oaks, CA: SAGE Publications. Donovan, R. J., & Rossiter, J. R. (1982). Store Atmosphere: An Environmental Psychology Approach. Journal of Retailing, 58(1), 34-57. Dormann, C. (2003). Affective experiences in the Home: measuring emotion. paper presented at the Home-Oriented Informatics and Telematics Conference 2003. Ekman, P. (2003). Emotions Revealed: Recognizing Faces and Feelings to Improve Communication and Emotional Life. NY: Times Books. Esmaeelzadeh, A., Amraee, H., Gholipoor, S., & Moghadam, A. (2017). The Effect of the Atmosphere and Store Layout and Web Design, Online Impulse Buying Behavior of Customers. Journal of Business Management, 9(2), 213-232. (in Persian) Fromme, D. K., & O'Brien, C. S. (1982). A dimensional approach to the circular ordering of the emotions. Motivation and Emotion, 6(4), 337-363. Gearing, R. E. (2004). Bracketing in research: A typology. Qualitative Health Research, 14(10), 1429-1452. Gountas, J., & Gountas, S. (2007). Personality orientations, emotional states, customer satisfaction, and intention to repurchase. Journal of Business Research, 60(1), 72-75. Haghighi, M., Roshandel Arbatani, T., Roosta, A., & salehi, a. (2017). A Model for Multi-sensory Marketing in Tourism Destination Branding. Journal of Business Management, 9(1), 63-82. (in Persian) Hansen, F., Christensen, S. R., & Lundsteen, S. (2006). Measuring Emotions In A Marketing Context. Innovative Marketing, 2(2), 68-75. Hatch, M. J. (2006). Organization Theory: Modern, Symbolic, and Postmodern Perspectives (2nd ed.). Oxford University Press. Havlena, W. J., & Holbrook, M. B. (1986). The varieties of consumption experience: comparing two typologies of emotion in consumer behaviour. Journal of Consumer Research, 13(3),394-404. Hergenhahn, B., & Henley, T. (2013). An Introduction to the History of Psychology (7th ed.). Wadsworth Publishing. Hoon Ang, S., & Meng Leong, S. (1997). The mediating influence of pleasure and arousal on layout and signage effects, Comparing more and less customized retail service. Journal of Retailing and Consumer Services, 1(1), 13-24. Hosany, S., Ekinci, Y., & Gilbert, D. (2005). Describing And Measuring Emotional Responses Towards Tourist Destinations. ANZMAC 2005 Conference: Tourism Marketing. Kalat, J. W., & Shiota, M. N. (2007). Emotion: Classification of Emotions. Thomson Wadsworth: Canada. Kim, K.-H. (2012). Emotion and Strategic Decision-Making Behavior: Developing a Theoretical Model. International Journal of Business and Social Science, 3(1), 105-113. kim, K.-H., Payne, T. G., & Tan, J. A. (2006). An examination of cognition and affect in strategic decision-making. International Journal of Organizational Analysis, 14(4), 277 - 294. Kotler, P., Kartajaya, H., & Setiawan, I. (2010). Marketing 3.0: From products to customers to the human spirit. Hoboken, New Jersey: John Wiley & Sons. Larsen, R. J., & Diener, E. (1992). Promises and problems with the circumplex model of emotion. In M. S. Clark, Review of personality and social psychology: Emotion (Vol. 13, pp. 25-59). Newbury Park, CA: Sage. Lazarus, R. S., & Smith, C. A. (1988). Knowledge and appraisal in the cognition-emotion relationship. Cognition and Emotion, 2(4), 281-300. Lee, G. Y., & Yi, Y. (2008). The Effect of Shopping Emotions and Perceived Risk on Impulsive Buying: The Moderating Role of Buying Impulsiveness Trait. Seoul Journal of Business, 14(2), 68-92. Leone, L., Perugini, M., & Bagozzi, R. (2005). Emotions and decision making: regulatory focus moderates the influence of anticipated emotions on action evaluations. Journal of Cognition and Emotion, 19(8), 1175-1198. Loewenstein, G., & Lerner, J. S. (2003). The Role of Affect in Decision Making. In R. J. Davidson, Handbook of Affective Science (pp. 619-642). New York: Oxford University Press. Machleit, K. A., & Eroglu, S. A. (2000). Describing and Measuring Emotional Response to Shopping Experience. Journal of Business Research, 49(2), 101–111. Majumdar, P. U. (2012). Emotional marketing- Chasing the "Shape of Heart" of your prospective customers. Asia Pacific Journal of Marketing & Management Review, 1(3), 68-73. Mandina, S. P., Ngwenya, T., & Muzadzi, M. (2014). Effectiveness of Emotional Marketing on Brand Loyalty in State Run Universities. European Journal of Business and Management, 6(13), 68-77. March, J. G., & Simon, H. A. (1959). Organizations (2nd. ed.). New York: Wiley. Marshall, C., & Rossman, G. (2006). Designing Qualitative Research (4th ed.). London: Sage Publications. Martin, D. (2010). Uncovering unconscious memories and myths for understanding international tourism behavior. Journal of Business Research, 63(4), 372–383. Merleau-Ponty, M. (1962). Phenomenology of Perception. Routledge. Moeini, H., Jamipour, M., & Ebrahimidelavar, F. (2017). The Effect of Social Commerce Capabilities on Customers' Attitude to Ward Buying by the Mediator Role of Trust (Case Study: Instagram Users). Journal of Business Management, 9(1), 173-192. (in Persian) Moisander, J., Peñaloza, L., & Valtonen, A. (2009). rom CCT to CCC: Building consumer culture community. In J. Sherry, & E. Fischer, Explorations in Consumer Cultural Theory (pp. 7-33). London: Routledge. Moustakas, C. (1994). Phenomenological Research Methods. SAGE. Negi, P., Chaurasia, A., & Nautiyal, H. (2012). Emotional marketing provide win win situation to business. Asian Journal of Research in Marketing, 1(5), 49-54. Ortony, A., & Turner, T. J. (1990). What’s basic about basic emotions? Psychological Review, 97(3), 315-331. Peter, P. J., & Olson, J. C. (2010). Consumer behavior and marketing strategy (9th ed.). New York: McGraw-Hill Irwin. Pham, M. T., & Avnet, T. (2009). Contingent Reliance on the Affect Heuristic as a Function of Regulatory Focus. Organizational Behavior and Human Decision Processes, 108(2), 267-278. Plutchik, R. (1989). Measuring emotions and their derivatives. In R. Plutchik, & H. Kellerman, Emotion: Theory, research and experience (Vol. 4, pp. 1-35). Rahmanian Koshkaki , E. (2014). "The role of product and brand emotion in purchase behavior, a study in Iranian home appliance context. Journal of Asia Business Studies, 8(3), 233 - 248. Robinette, S., Brand, C., Lenz, V., & Hall Jr, D. (2000). Emotion Marketing: The Hallmark Way of Winning Customers for Life. Kansas: McGraw-Hill Education. Romani, S., Grappi, S., & Bagozzi, R. P. (2016). The bittersweet experience of being envied in a consumption context. European Journal of Marketing, 50 (7/8), 1239-1262. Russell, J. A. (1980). A circumplex model of affect. Journal of personality and social psychology, 39(6), 1161–78. Schiffman, G. L., & Kanuk, L. L. (2007). Consumer Behavior (9th ed.). N. J.: Prentice Hall, Upper Saddle River. Seidman, I. (2006). Interviewing as Qualitative Research: A Guide for Researchers in Education and the Social Sciences (3rd ed.). Teachers College Press. Sharma, A. (2012). To Develop A Model of Emotional Marketing -with throwing lights on Nav Ras positioning. Journal of Exclusive Management Science, 1(8), 1-8. Shosha, G. A. (2012). Employment of Colaizzi's strategy in descriptive phenomenology a reflection of a researcher. European Scientific Journal, 8(27), 31-43. Simon, H. A. (1969). The Science of Artificial. Cambridge, Massachusetts: The MIT Press. Speziale, H., & Carpenter, D. (2007). Qualitative Research in Nursing: Advancing the Humanistic Imperative. Philadelphia. Lippincott: Williams and Wilkins. Spiegelberg, E. (1994). The Phenomenological Movement: A Historical Introduction (3rd ed.). Springer. Streubert, M. J., & Carpenter, D. R. (1999). Qualitative researches in nursing, Advancing the Humanistic Imperative. Philadelphia: Lippincott. Tendai, M., & Crispen, C. (2009). In-store shopping environment and impulsive buying. African Journal of Marketing Management, 1(4), 102-108. Tufford, L., & Newman, P. (2012). Bracketing in Qualitative Research. Qualitative Social Work, 11(1), 80-86. Van Manen, M. (1990). From meaning to method. Qualitative Health Research, 7(3), 345-369. Watson, D., & Tellegen, A. (1985). Toward a Consensual Structure of Mood. Psychological Bulletin, 98(2), 219-235. Zammuner, V. L. (1998). Concepts of Emotion: "Emotionness", and Dimensional Ratings of Italian Emotion Words. In Cognition and Emotion (Vol. 12 (2), pp. 243-272). Zarantonello, L., Romani, S., Grappi, S., & Bagozzi, R. P. (2016). Brand hate. Journal of Product & Brand Management, 25(1), 11–25.
| ||
آمار تعداد مشاهده مقاله: 2,083 تعداد دریافت فایل اصل مقاله: 1,961 |