The impact of individual differences in weather sensitivity on weather-related purchase intentions

Sangkil Moon, Jae Hwan Kwon, Sang Uk Jung, Young Han Bae

Research output: Contribution to journalArticle

Abstract

Marketing scholars have demonstrated the impacts of weather on consumer behavior at the aggregate level; however, they have not fully analyzed how individual differences in weather sensitivity (WS) play a role in consumers’ purchase decisions. Therefore, we examine how individual differences in WS influence weather-related purchases (e.g., flood insurance, buying hot coffee on a cold, rainy day). Specifically, we find that consumers who are high in WS tend to respond to such weather-related purchases more positively. Furthermore, we identify prosocial behavior as a factor that positively impacts these purchases, given that people who are high in prosocial behavior tend to be more responsive to the general environment, including the weather. We also indicate hedonic consumption as another positive factor, in that hedonic consumption can stimulate a positive weather effect (e.g., I want to enjoy shopping today because the weather is so nice). Using successive preliminary and main surveys, we test these hypotheses and confirm the results empirically. From a managerial perspective, marketers can develop differential marketing segmentation strategies between more and less weather-sensitive consumers by using our findings.

Original languageEnglish (US)
Pages (from-to)104-117
Number of pages14
JournalInternational Journal of Market Research
Volume60
Issue number1
DOIs
StatePublished - Jan 1 2018

Fingerprint

Purchase intention
Individual differences
Weather
Purchase
Marketing
Factors
Hedonic consumption
Prosocial behavior
Shopping
Hypothesis test
Purchase decision
Insurance
Consumer behaviour
Coffee
Marketers
Segmentation

All Science Journal Classification (ASJC) codes

  • Business and International Management
  • Economics and Econometrics
  • Marketing

Cite this

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The impact of individual differences in weather sensitivity on weather-related purchase intentions. / Moon, Sangkil; Kwon, Jae Hwan; Jung, Sang Uk; Bae, Young Han.

In: International Journal of Market Research, Vol. 60, No. 1, 01.01.2018, p. 104-117.

Research output: Contribution to journalArticle

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