From Browsing to Buying and Beyond: The Needs-Adaptive Shopper Journey Model
From Browsing to Buying and Beyond: The Needs-Adaptive Shopper Journey Model
复制标题
从浏览到购买及其他：适应需求的购物者旅程模型
DOI：
10.1086/698414
复制
发表时间：
2018
影响因子：
2.6
通讯作者：
Claire I Tsai
中科院分区：
文献类型：
--
作者：
Leonard Lee;J. Inman;Jennifer J. Argo;T. Böttger;U. Dholakia;Timothy J. Gilbride;K. Ittersum;B. Kahn;B. Kahn;A. Kalra;D. Lehmann;L. McAlister;Venkatesh Shankar;Claire I Tsai
我们提出了一个基于理论的购物者旅程模型，结合消费者和市场研究的丰富文献，并考虑到不断发展的零售格局，其特征是重大的知识、生活方式、技术和结构变化。以消费者福祉为核心，以购物者的需求和动机为重点，我们的需求适应购物者旅程模型与现有模型相补充和对比。此外，我们确定了12个购物者旅程原型，代表消费者通常遵循的路径——这些原型说明了我们模型的工作原理和应用程序。我们讨论了这些原型的本质，它们之间的关系，以及消费者在这些购物旅程中可能经历的心理状态。我们还提出了探索性的实证研究，评估了原型的组成状态，并将原型映射到购物动机的维度上。最后，我们列出了一个研究议程，以帮助增加对不断发展的零售环境中购物者行为的理解。
We propose a theory-based model of the shopper journey, incorporating the rich literature in consumer and marketing research and taking into account the evolving retailing landscape characterized by significant knowledge, lifestyle, technological, and structural changes. With consumer well-being at its core and shopper needs and motivations as the focus, our needs-adaptive shopper journey model complements and contrasts with existing models. In addition, we identify 12 shopper journey archetypes representing the paths that consumers commonly follow—archetypes that illustrate the workings and applications of our model. We discuss the nature of these archetypes, their relationships with one another, and the psychological states that consumers may experience on these shopper journeys. We also present exploratory empirical studies assessing the component states in the archetypes and mapping the archetypes onto dimensions of shopping motivations. Finally, we lay out a research agenda to help increase understanding of shopper behavior in the evolving retailing landscape.
影响因子：
12.9
作者：
Lemon, Katherine N.;Verhoef, Peter C.
通讯作者：
Verhoef, Peter C.
影响因子：
10
作者：
Verhoef, Peter C.;Kannan, P. K.;Inman, J. Jeffrey
通讯作者：
Inman, J. Jeffrey