Abstract
Our study of unplanned behaviour theory examines the effect of the booth recommender system (BRS) on the goals of exhibition attendees. Previous studies have overlooked the importance of the unplanned behavioural effectiveness of information technology (IT) devices for understanding motivation and delivering unexpected outcomes at exhibitions. In this paper, we distinguish several goal frames, including hedonic, gain, and normative goals, which contribute to the relationship between BRS use and unplanned boot visits. BRS use directly influences revisit intentions to an exhibition and contributes to unplanned booth visits. BRS use in an exhibition can contribute to attendees’ impulsive behaviour and can induce them to return to an exhibition. The results and implications are discussed.
This is a preview of subscription content, log in via an institution to check access.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
References
Anderson, J. C., & Gerbing, D. W. (1992). “Assumptions and Comparative Strengths of the Two-step Approach,” Sociological Methods & Research (20:3), pp. 321-333.
Beatty, S. E., & Ferrell, M. E. (1998). “Impulse Buying: Modelling its Precursors”. Journal of Retailing, 74(2), pp. 169-191.
Bressolles, G., Durrieu, F., & Giraud, M. (2007). “The Impact of Electronic Service Quality’s Dimensions on Customer Satisfaction and Buying Impulse,” Journal of Customer Behaviour (6:1), pp. 37-56.
Chen, G., & Mathieu, J. E. (2008). “Goal Orientation Dispositions and Performance Trajectories: The Roles of Supplementary and Complementary Situational Inducements,” Organizational Behavior and Human Decision Process (106), pp. 21-38.
Clee, M. A., & Wicklund, R. A. (1980). “Consumer Behavior and Psychological Reactance,” Journal of Consumer Research (6:4), pp. 389-405.
Davis, F. D. (1989). “Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology,” MIS Quarterly (13:3), pp. 319-342.
Harmancioglu, N., Finney, R. Z., & Joseph, M. (2009).“Impulse Purchases of New Products: An Empirical Analysis,” Journal of Product and Brand Management (18:1), pp. 27-37.
Heijden, H. (2004). “User Acceptance of Hedonic Information Systems,” MIS Quarterly, (28:4) pp. 695-704.
Hong, S., & Tam, K. Y. (2006). “Understanding the Adoption of Multipurpose Information Appliances: the Case of Mobile Data Services,” Information Systems Research (17:2), 162-179.
Hostler, E. R., Yoon, V.Y., Guo, Z., Guimaraes, T., & Forgionne, G. (2011). “Assessing the Impact of Recommender Agents on On-line Consumer Unplanned Purchase Behavior”, Information & Management (48), pp. 336-3443.
Huerta, E., Glandon, T. & Petrides, Y. (2012). “Framing, Decision-Aid Systems, and Culture: Exploring Influences on Fraud Investigations,” International Journal of Accounting Information Systems, Forthcoming.
Hwang, Y. H. (2011). “A Theory of Unplanned Travel Decisions: Implications for modeling on the go Travelers”, Information Technology & Tourism (12), pp.283 ~ 296.
Hwang, Y. H., & Fesenmaier, D. R. (2011). “Unplanned Tourist attraction Visits by Travellers,” Tourism Geographies (13:3), pp. 398-416.
Kim, B., & Han, I. (2011). “The Role of Utilitarian and Hedonic Values and their Antecedents in a Mobile Data Service Environment,” Expert Systems with Applications (38) pp. 2311-2318.
Kolm, S-C. (1994). “Rational Normative Economics vs ‘Social Welfare’ and ‘Social Choice’,” European Economic Review (38:3-4), pp. 721-730.
Lee, G., & Lee, W. J. (2009). “Psychological Reactance to Online Recommendation Services,” Information & Management (46), pp. 448-452.
Lindenberg, S. (2001). “Social Rationality versus Rational Egoism,” In J. Turner Ed., Handbook of sociological theory, New York: Kluwer Academic/Plenum, pp. 635–668.
Lindenberg, S., & Steg, L. (2007). “Normative, Gain and Hedonic Goal Frames Guiding Environmental Behavior,” Journal of Social Issues (63:1) pp. 117-137.
March, R., & Woodside, A. G. (2005). “Testing Theory of Planned Versus Realized Tourism Behavior”, Annals of Tourism Research (32:4), pp. 905-924.
Mandl, M., Felfernig, A., Teppan, E., & Schubert, M. (2011). Consumer Decision Making in Knowledge-based Recommendation,” Journal of Intelligent Information Systems (37) pp. 1-22.
Parboteeah, D. V., Valacich, J. S., & Wells, J. D. (2009). “The Influence of Website Characteristics on a Consumer’s Urge to Buy Impulsively,” Information Systems Research (20:1) pp. 60-78.
Park, J., & Lennon, S. J. (2006). “Psychological and Environmental Antecedents of Impulse Buying Tendency in the Multichannel Shopping Context,” Journal of Consumer Marketing (23:2) pp. 56-66.
Pollay, R. W. (1968). “Customer Impulse Purchasing Behavior: A Reexamination,” Journal of Marketing Research (5) pp. 323-325.
Severt, D., Wang, Y., Chen, P. J., & Breiter, D. (2007). “Examining the Motivation, Perceived Performance, and Behavioral Intentions of Convention Attendees: Evidence from a Regional Conference”, Tourism Management (28), pp. 399-408.
Sun, H., & Zhang, P. (2006). “Causal Relationships between Perceived Enjoyment and Perceived Ease of Use: An Alternative Approach,” Journal of the Association for Information Systems (7:9), pp. 618-645.
Acknowledgments
This work was supported by the Knowledge service Ubiquitous Sensing Network (USN) Industrial Strategic technology development program, 10035426, Personalization marketer for an intelligent exhibit marketing funded by the Ministry of Knowledge Economy (MKE, Korea).
Author information
Authors and Affiliations
Corresponding author
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2013 Springer-Verlag Berlin Heidelberg
About this paper
Cite this paper
Chung, N., Koo, C., Kim, J.K. (2013). Unplanned Behaviour of Exhibition Attendees and the Booth Recommender System: The Goal Framing Theory Perspective. In: Cantoni, L., Xiang, Z. (eds) Information and Communication Technologies in Tourism 2013. Springer, Berlin, Heidelberg. https://doi.org/10.1007/978-3-642-36309-2_39
Download citation
DOI: https://doi.org/10.1007/978-3-642-36309-2_39
Published:
Publisher Name: Springer, Berlin, Heidelberg
Print ISBN: 978-3-642-36308-5
Online ISBN: 978-3-642-36309-2
eBook Packages: Business and EconomicsBusiness and Management (R0)