Hedonic and Utilitarian Motivations in Predicting the Buy Intention of Technological Products: A Study in Developing and Emerging Countries

Jorge Cruz-Cárdenas; Ekaterina Zabelina; Olga Deyneka; Carlos Ramos-Galarza

doi:10.1007/978-3-030-80829-7_107

Hedonic and Utilitarian Motivations in Predicting the Buy Intention of Technological Products: A Study in Developing and Emerging Countries

Jorge Cruz-Cárdenas^*
, Ekaterina Zabelina
, Olga Deyneka
, Carlos Ramos-Galarza

^*Corresponding author for this work

Health

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › peer-review

1 Scopus citations

Abstract

An area of great interest for business is establishing the factors that determine consumer intentions to purchase new technological products. The present study seeks to contribute to this field of research by establishing how the consumer’s hedonic and utilitarian motivations help explain their purchase intentions. The present study consisted of a survey completed by 725 people in Ecuador (a developing country) and 376 in Russia (an emerging country). The data obtained were analyzed with a multiple regression, with the purchase intentions of five technological products being the variable to be predicted and the two motivations for the use of technologies as the predictor variables. Various demographic variables were introduced as control variables. The results obtained point to a secondary role for demographic variables. On the other hand, and in a consistent manner, hedonic and utilitarian motivations were significant predictors positively associated with purchase intentions in both countries.

Original language	English
Title of host publication	Advances in Industrial Design - Proceedings of the AHFE 2021 Virtual Conferences on Design for Inclusion, Affective and Pleasurable Design, Interdisciplinary Practice in Industrial Design, Kansei Engineering, and Human Factors for Apparel and Textile Engineering, 2021
Editors	Cliff Sungsoo Shin, Giuseppe Di Bucchianico, Shuichi Fukuda, Yong-Gyun Ghim, Gianni Montagna, Cristina Carvalho
Publisher	Springer Science and Business Media Deutschland GmbH
Pages	878-884
Number of pages	7
ISBN (Print)	9783030808280
DOIs	https://doi.org/10.1007/978-3-030-80829-7_107
State	Published - 2021
Event	AHFE International Conferences on Design for Inclusion, Interdisciplinary Practice in Industrial Design, Affective and Pleasurable Design, Kansei Engineering, and Human Factors for Apparel and Textile Engineering, 2021 - Virtual, Online Duration: 25 Jul 2021 → 29 Jul 2021

Publication series

Name	Lecture Notes in Networks and Systems
Volume	260
ISSN (Print)	2367-3370
ISSN (Electronic)	2367-3389

Conference

Conference	AHFE International Conferences on Design for Inclusion, Interdisciplinary Practice in Industrial Design, Affective and Pleasurable Design, Kansei Engineering, and Human Factors for Apparel and Textile Engineering, 2021
City	Virtual, Online
Period	25/07/21 → 29/07/21

Bibliographical note

Publisher Copyright:
© 2021, The Author(s), under exclusive license to Springer Nature Switzerland AG.

Keywords

Buy intention
Consumer behavior
Hedonic motivation
Technology
Utilitarian motivation

Access to Document

10.1007/978-3-030-80829-7_107

Cite this

Cruz-Cárdenas, J., Zabelina, E., Deyneka, O., & Ramos-Galarza, C. (2021). Hedonic and Utilitarian Motivations in Predicting the Buy Intention of Technological Products: A Study in Developing and Emerging Countries. In C. S. Shin, G. Di Bucchianico, S. Fukuda, Y.-G. Ghim, G. Montagna, & C. Carvalho (Eds.), Advances in Industrial Design - Proceedings of the AHFE 2021 Virtual Conferences on Design for Inclusion, Affective and Pleasurable Design, Interdisciplinary Practice in Industrial Design, Kansei Engineering, and Human Factors for Apparel and Textile Engineering, 2021 (pp. 878-884). (Lecture Notes in Networks and Systems; Vol. 260). Springer Science and Business Media Deutschland GmbH. https://doi.org/10.1007/978-3-030-80829-7_107

Cruz-Cárdenas, Jorge ; Zabelina, Ekaterina ; Deyneka, Olga et al. / Hedonic and Utilitarian Motivations in Predicting the Buy Intention of Technological Products : A Study in Developing and Emerging Countries. Advances in Industrial Design - Proceedings of the AHFE 2021 Virtual Conferences on Design for Inclusion, Affective and Pleasurable Design, Interdisciplinary Practice in Industrial Design, Kansei Engineering, and Human Factors for Apparel and Textile Engineering, 2021. editor / Cliff Sungsoo Shin ; Giuseppe Di Bucchianico ; Shuichi Fukuda ; Yong-Gyun Ghim ; Gianni Montagna ; Cristina Carvalho. Springer Science and Business Media Deutschland GmbH, 2021. pp. 878-884 (Lecture Notes in Networks and Systems).

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title = "Hedonic and Utilitarian Motivations in Predicting the Buy Intention of Technological Products: A Study in Developing and Emerging Countries",

abstract = "An area of great interest for business is establishing the factors that determine consumer intentions to purchase new technological products. The present study seeks to contribute to this field of research by establishing how the consumer{\textquoteright}s hedonic and utilitarian motivations help explain their purchase intentions. The present study consisted of a survey completed by 725 people in Ecuador (a developing country) and 376 in Russia (an emerging country). The data obtained were analyzed with a multiple regression, with the purchase intentions of five technological products being the variable to be predicted and the two motivations for the use of technologies as the predictor variables. Various demographic variables were introduced as control variables. The results obtained point to a secondary role for demographic variables. On the other hand, and in a consistent manner, hedonic and utilitarian motivations were significant predictors positively associated with purchase intentions in both countries.",

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Cruz-Cárdenas, J, Zabelina, E, Deyneka, O & Ramos-Galarza, C 2021, Hedonic and Utilitarian Motivations in Predicting the Buy Intention of Technological Products: A Study in Developing and Emerging Countries. in CS Shin, G Di Bucchianico, S Fukuda, Y-G Ghim, G Montagna & C Carvalho (eds), Advances in Industrial Design - Proceedings of the AHFE 2021 Virtual Conferences on Design for Inclusion, Affective and Pleasurable Design, Interdisciplinary Practice in Industrial Design, Kansei Engineering, and Human Factors for Apparel and Textile Engineering, 2021. Lecture Notes in Networks and Systems, vol. 260, Springer Science and Business Media Deutschland GmbH, pp. 878-884, AHFE International Conferences on Design for Inclusion, Interdisciplinary Practice in Industrial Design, Affective and Pleasurable Design, Kansei Engineering, and Human Factors for Apparel and Textile Engineering, 2021, Virtual, Online, 25/07/21. https://doi.org/10.1007/978-3-030-80829-7_107

Hedonic and Utilitarian Motivations in Predicting the Buy Intention of Technological Products: A Study in Developing and Emerging Countries. / Cruz-Cárdenas, Jorge; Zabelina, Ekaterina; Deyneka, Olga et al.
Advances in Industrial Design - Proceedings of the AHFE 2021 Virtual Conferences on Design for Inclusion, Affective and Pleasurable Design, Interdisciplinary Practice in Industrial Design, Kansei Engineering, and Human Factors for Apparel and Textile Engineering, 2021. ed. / Cliff Sungsoo Shin; Giuseppe Di Bucchianico; Shuichi Fukuda; Yong-Gyun Ghim; Gianni Montagna; Cristina Carvalho. Springer Science and Business Media Deutschland GmbH, 2021. p. 878-884 (Lecture Notes in Networks and Systems; Vol. 260).

Research output: Chapter in Book/Report/Conference proceeding › Conference contribution › peer-review

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Cruz-Cárdenas J, Zabelina E, Deyneka O, Ramos-Galarza C. Hedonic and Utilitarian Motivations in Predicting the Buy Intention of Technological Products: A Study in Developing and Emerging Countries. In Shin CS, Di Bucchianico G, Fukuda S, Ghim YG, Montagna G, Carvalho C, editors, Advances in Industrial Design - Proceedings of the AHFE 2021 Virtual Conferences on Design for Inclusion, Affective and Pleasurable Design, Interdisciplinary Practice in Industrial Design, Kansei Engineering, and Human Factors for Apparel and Textile Engineering, 2021. Springer Science and Business Media Deutschland GmbH. 2021. p. 878-884. (Lecture Notes in Networks and Systems). doi: 10.1007/978-3-030-80829-7_107

Hedonic and Utilitarian Motivations in Predicting the Buy Intention of Technological Products: A Study in Developing and Emerging Countries

Abstract

Publication series

Conference

Bibliographical note

Keywords

Access to Document

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