Disentangle contextual and permanent individual motivations

an application to shopping behavior

Ganael Bascoul, Julien Schmitt, Dina Rasolofoarison

Research output: Contribution to conferenceAbstract

Abstract

Past studies resulted in conflicting definitions of consumer motivation. Motivations are seen either as the consumer? s characteristics that shape her general behavior (motivational trait), or as contextual variables representing the reason why the individual is behaving specific to today?s context (motivational state). The objective of this research is to understand the impact of each on consumer behavior. Applied to shopping motivations, our study shows a strong interaction between motivational trait and state: motivational traits influence behavior only when associated with a recreational motivational state. In a functional motivational state, individuals prevent their personal characteristics from being fully expressed.
Original languageEnglish
Publication statusPublished - May 2008
Event37th European Marketing Academy conference - Brighton, United Kingdom
Duration: 27 May 200830 May 2008

Conference

Conference37th European Marketing Academy conference
Abbreviated titleEMAC 2008
CountryUnited Kingdom
CityBrighton
Period27/05/0830/05/08

Fingerprint

Shopping behavior
Consumer behaviour
Shopping motivations
Interaction
Personal characteristics

Keywords

  • shopping motives
  • functional and hedonicshoppers
  • motivational traits and states

Cite this

Bascoul, G., Schmitt, J., & Rasolofoarison, D. (2008). Disentangle contextual and permanent individual motivations: an application to shopping behavior. Abstract from 37th European Marketing Academy conference, Brighton, United Kingdom.
Bascoul, Ganael ; Schmitt, Julien ; Rasolofoarison, Dina. / Disentangle contextual and permanent individual motivations : an application to shopping behavior. Abstract from 37th European Marketing Academy conference, Brighton, United Kingdom.
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abstract = "Past studies resulted in conflicting definitions of consumer motivation. Motivations are seen either as the consumer? s characteristics that shape her general behavior (motivational trait), or as contextual variables representing the reason why the individual is behaving specific to today?s context (motivational state). The objective of this research is to understand the impact of each on consumer behavior. Applied to shopping motivations, our study shows a strong interaction between motivational trait and state: motivational traits influence behavior only when associated with a recreational motivational state. In a functional motivational state, individuals prevent their personal characteristics from being fully expressed.",
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author = "Ganael Bascoul and Julien Schmitt and Dina Rasolofoarison",
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note = "37th European Marketing Academy conference, EMAC 2008 ; Conference date: 27-05-2008 Through 30-05-2008",

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Bascoul, G, Schmitt, J & Rasolofoarison, D 2008, 'Disentangle contextual and permanent individual motivations: an application to shopping behavior' 37th European Marketing Academy conference, Brighton, United Kingdom, 27/05/08 - 30/05/08, .

Disentangle contextual and permanent individual motivations : an application to shopping behavior. / Bascoul, Ganael; Schmitt, Julien; Rasolofoarison, Dina.

2008. Abstract from 37th European Marketing Academy conference, Brighton, United Kingdom.

Research output: Contribution to conferenceAbstract

TY - CONF

T1 - Disentangle contextual and permanent individual motivations

T2 - an application to shopping behavior

AU - Bascoul, Ganael

AU - Schmitt, Julien

AU - Rasolofoarison, Dina

PY - 2008/5

Y1 - 2008/5

N2 - Past studies resulted in conflicting definitions of consumer motivation. Motivations are seen either as the consumer? s characteristics that shape her general behavior (motivational trait), or as contextual variables representing the reason why the individual is behaving specific to today?s context (motivational state). The objective of this research is to understand the impact of each on consumer behavior. Applied to shopping motivations, our study shows a strong interaction between motivational trait and state: motivational traits influence behavior only when associated with a recreational motivational state. In a functional motivational state, individuals prevent their personal characteristics from being fully expressed.

AB - Past studies resulted in conflicting definitions of consumer motivation. Motivations are seen either as the consumer? s characteristics that shape her general behavior (motivational trait), or as contextual variables representing the reason why the individual is behaving specific to today?s context (motivational state). The objective of this research is to understand the impact of each on consumer behavior. Applied to shopping motivations, our study shows a strong interaction between motivational trait and state: motivational traits influence behavior only when associated with a recreational motivational state. In a functional motivational state, individuals prevent their personal characteristics from being fully expressed.

KW - shopping motives

KW - functional and hedonicshoppers

KW - motivational traits and states

M3 - Abstract

ER -

Bascoul G, Schmitt J, Rasolofoarison D. Disentangle contextual and permanent individual motivations: an application to shopping behavior. 2008. Abstract from 37th European Marketing Academy conference, Brighton, United Kingdom.