The role of anticipated emotion, desire, and intention in the relationship between image and shopping center visits

International Journal of Retail & Distribution Management (Impact Factor: 0.54). 10/2006; 34(10):709-721. DOI: 10.1108/09590550610691310


Purpose – The purpose of this paper is to identify variables that intervene in the relationship between shopping center image and frequency of visits to that shopping center. Variables investigated as intervening are desires, intentions, and positive anticipated emotions. Design/methodology/approach – The method uses a two wave mail survey. One wave gathers intentions and variables antecedent to intentions while a second wave gathers behavioral data. Findings – Findings suggest that desire (i.e. motivation), intention, and positive anticipated emotions intervene between shopping center image and frequency of shopping center visits. Positive anticipated emotions are not emotions felt while shopping but are the expected emotional consequences of achieving a goal, in this case visiting a shopping center. Visiting a shopping center might be a goal in itself or it could be the means to goal attainment (e.g. shopping to get a product). Research limitations/implications – A limitation of the study is that results are aggregated across types of shopping centers and across respondent classifications. Practical implications – Results provide evidence that desire, intention, and positive anticipated emotions intervene between shopping center image and frequency of visits to the shopping center. Implications for shopping center managers are guidance for allocating resources towards increasing desire, intention, and positive anticipated emotions. Originality/value – The value of this study is investigation of the process by which shopping center image impacts the frequency of visits to a shopping center. Focusing on this process should allow shopping center managers to more efficiently allocate resources. The value of this study is offering resource allocation guidance to shopping center managers.

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    • "Shoppers' behaviors were related to the image of a shopping center. A model between the shopping center's image and shopping center visits with the relationship with anticipated emotion, desire, and intention of the shoppers to the shopping center was developed [12]. In his model, the shopping center image will induce the anticipated emotions of shoppers and induce the desire to visit the shopping center. "
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    ABSTRACT: Graphical abstract Abstract In the highly competitive retail industry, an understanding on the perceptions of shoppers is important in attracting and retaining loyal customers. This study compares the shoppers' perceptions on various image dimensions using KSL City and Plaza Pelangi in Johor Bahru, Malaysia as case studies. Plaza Pelangi is more established but faces high vacancy rate and competition from KSL City. The latter is relatively new and needs to capture the shoppers market from Plaza Pelangi. A total 200 questionnaires were distributed using random sampling. Wilcoxon Signed Ranks Test, Paired-Samples T Test, Chi Square Test, One Way ANOVA were used. There was no significant difference between the overall preferences towards both shopping centers. However, there were significant differences according to demographic groups (race, age and marital status). Majority of the image dimension attributes were rated higher in KSL City compared to Plaza Pelangi. KSL City needs to improve the ease in locating merchandise and appoint higher quality tenants. KSL should strive for more inclusive shopper demographic groups. Plaza Pelangi needs to improve its physical dimension in terms of layout and facility dimension by undergoing upgrading works. Plaza Pelangi also needs to recruit more food and beverage outlets as well as entertainment outlets.
    04/2015; 73(5):3-2015. DOI:10.11113/jt.v73.4320
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    • "In the MGB, desire to engage in an action represents the most critical factor explaining intention/behavior (Hunter, 2006; Perugini and Bagozzi, 2001). That is, the core element that Perugini and Bagozzi (2001) tried to capture in the MGB was the intensity of desire. "
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    ABSTRACT: Since rapidly growing numbers of customers prefer environmentally responsible products, efforts to “green” hotel operations are becoming increasingly important. The study reported here was designed to investigate guests’ intention formation when selecting an environmentally responsible hotel. The intention was to extend the Model of Goal-directed Behavior (MGB) by integrating several essential variables (environmental awareness, perceived effectiveness, and eco-friendly behavior and reputation) in explicating customers’ eco-friendly behavior. Findings from the measurement model indicated that study variables included a satisfactory level of reliability and validity. Results from the structural modeling revealed that the proposed theoretical framework had a strong ability to anticipate intention; incorporated constructs that played a vital role in hotel guests’ decision formation; and identified attitudes and desires that acted as mediators. The role of established variables in the original MGB was redefined. Our model had superior prediction power over the MGB, accounting for guests’ environmentally friendly buying behavior accurately.
    International Journal of Hospitality Management 02/2015; 45:22-33. DOI:10.1016/j.ijhm.2014.11.004 · 1.94 Impact Factor
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    • "Bisherige Studien zu Shopping Centern oder Einzelhandelsgeschäften zeigten unter anderem die Bedeutung von Ankermietern [Hauptmieter eines Shopping Centers, die als so genannter Magnet dazu dienen, die erforderliche Kundenfrequenz anzuziehen (Dorhofer, 2008)] für das Image von Shopping Centern (Finn & Louviere, 1996) oder den Einfluss von antizipierten Emotionen, Wünschen und Absichten (Hunter, 2006) in Bezug auf das Image eines Shopping Centers auf. "
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    ABSTRACT: Viele Menschen suchen in ihrer Freizeit gerne Shopping Center auf. Ziel dieser Arbeit ist es einen Einblick in Shopping Center als physische Umwelt und deren Einfluss auf das Erleben und Verhalten der Besuchenden zu gewinnen. Speziell soll der Einfluss von umweltpsychologischen Aspekten, d.h. der vier Merkmale Lesbarkeit, Kohärenz, Komplexität und Mystery, auf das Erleben der Shopping Center Besuchenden, erfasst mittels des Mehrabian-Russel-Modells, und deren Verhalten in Bezug auf das Shopping Center betrachtet werden. Es wurden zwei Feldbefragungen (N = 513) in drei Shopping Centern der Metropolregion Rhein-Ruhr durchgeführt, um die Zusammenhänge zwischen umweltpsychologischen Größen, einer ästhetischen Bewertung der Shopping Center und emotionalen Zuständen, Annäherungs- und Vermeidungsverhalten und ungeplanten Konsum zu untersuchen. Es zeigte sich, dass die drei Merkmale Kohärenz, Lesbarkeit und Mystery Auswirkungen auf den emotionalen Zustand Gefallen haben. Wird dieser Zustand angesprochen, wirkt sich dies positiv auf den Wunsch zu bleiben und die Wiederkommensabsicht sowie indirekt auf den ungeplanten Konsum aus. Theoretische und praktische Implikationen für die weitere Forschung und die Gestaltung von Shopping Centern werden diskutiert.
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