Shopping Motives Constructionist Perspective



Shopping Motives Constructionist Perspective


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Some twenty years ago the Journal of Marketing published an article by Edward Tauber entitled ‘Why do people Shop? This article is an updated replication of Tauber's study but was conducted under an explicitly different set of metatheoretical assumptions from those implicit in Tauber's 1972 piece. Tauber's basic findings are corroborated but significantly developed in this replication, which is grounded on constructionist rather than positivistic assumptions. Accordingly, motives are defined not as internalised states but as descriptive or ascriptive accounts of some contextualised act, expressed in terms of prefigurative or practical logical force. Three key findings distinguish this article from the earlier one. First, people account for their shopping behaviour in terms of logical force. Shopping trips are made both as a result of prefigurative causes and for practical reasons. Second, motives for shopping are not personal attributes or general orientations. People account for their shopping behaviour in a number of ways which are incompatible with the notion of a general orientation towards shopping. Finally, motives for shopping are contextualised. People contextualise the shopping experience before offering motivational accounts. Since shopping is contextualised in different ways shopping motives are also contextualised. The context markers which are cited most often are life-script, life-style, episode (product class), relationships, gender and location. Motives can therefore be thought of as structured in some way around the realities of lived experience, rather than being abstract internalised potentialities.


This emotional reaction may be influenced by the individual's personality, the amount of stimulus screening, and both shopper's mood and mood inducing capabilities of the shopping experience. Belk (1975) suggested that situational variables were as important as individual consumer characteristics in explaining consumer behavior. He suggested that physical and social surroundings such as location, decor, noise, aromas, lighting intensity, physical layout, and other persons present may affect a consumer's purchasing behavior. Kotler (1973), author of one of the first articles appearing in the retail literature on environmental impacts of store interiors, suggests that a store's atmosphere creates a retail image in the shopper's mind. If the image is positive, it will incline the consumer to shop in the store. He gave a number of anecdotal examples of the type of atmospheres specific types of retailers had created. A few years later, Markin et al. Neither of these reports, however, related how various physical features could serve as effective stimuli for a shopper.


Russell and Mehrabian (1976) believe that emotional states resulting from exposure to retail atmospherics should be analyzed. Instead of only describing environmental factors, researchers should focus on the following emotional states of retail shoppers: pleasure-displeasure, degree of arousal (feelings of alertness and excitement), and dominance-submission. When this theory was tested in a quasi-field setting, two of the three dimensions did have a positive effect on predispositions to buy. Store environments that induced pleasure or good feelings did lead to potentially greater impulsive shopping behavior. Also, increased levels of arousal, feelings of alertness and excitement, led to a greater desire to linger in a store and interact with store personnel. The dominance dimension did not have an impact on interest in the store or buying from that store (Donovan and Rossiter 1982). Other researchers found that actual shopping behavior was affected by mood. When using the PAD scale to measure mood Sherman and Smith (1986) found in a survey of shoppers that a more positive mood resulted in purchasing more items and spending more money in a store.


However, the foregoing researchers did not enumerate the store characteristics that led to these positive emotional feelings. The possible negative behaviors that arise from this arousal also need to be considered. Personality, however, may be an intervening variable in the emotional response. High stimulus need, high sensation seekers are more environmentally sensitive than low sensation seekers. Shopping behavior, number of stores shopped, duration of shopping trip, and frequency of shopping trips are also related to these personality variables (Grossbart et al. The researchers point out that these findings were based on macro-environments--shopping centers; however, they believed they may also be relevant for micro-environments--stores as well. Another personality variable may be the level of stimulus screening. The more people screen out the environment, the lower their environmental load and arousal level. People who do little screening out of stimuli will have longer lasting arousal reactions to unusual or different environments. People who are more active screeners will have lower arousal levels and shorter arousal periods. Because nonscreeners have such strong reactions to their environment, they are much more likely to seek pleasing high arousal environments and avoid displeasing surroundings.



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