Retailers increasingly are connecting with consumers using social media. This two-way, networked communication method facilitates word-of-mouth that may ultimately impact retailer loyalty. The purpose of this study was to examine motivations of consumers’ purchase intention from apparel Facebook retailers, and the relationship between purchase intention and loyalty. Consumer motivations were examined in terms of the utilitarian values of cost, convenience, and information and the hedonic values of experiential shopping, bargain perception, sociability, and curiosity. The relationship of purchase intention and loyalty also was investigated. The instrument was developed from existing scales drawn from literature. A consumer panel (N = 250) of Facebook users that connect to apparel retailers was used to collect data through an online Qualtrics survey. Statistical analysis included descriptive statistics of frequency and crosstab distributions, factor analysis, and regression analysis. Factor analysis resulted in four dimensions including convenience, information, experience, and bargains. All motivators were found to be significantly related to both purchase intention and loyalty for this consumer group. The variable with the strongest relationship to both purchase intention and loyalty was experience. Additionally, a strong relationship was found between purchase intention and loyalty. Lastly, practical business implications are reviewed, in addition to limitations of the study.

¡§Brand¡¨ is not only the most valuable asset, but also a powerful marketing tool for the enterprises. As progressing of marketing management, co-branding strategy which combines two brand partners can bring profits and sustainable competitive advantages to the corporate enterprises. Between-partner congruity (BPC) has been identified as an influential factor in the success of a co-branding strategy, and there are two mainstreams of research in co-branding strategy exist: (1) linear relationship between BPC and co-brand evaluation or (2) reverse-U curve relationship between BPC and co-brand evaluation. Based on such inconsistent findings, this study explores how hedonic shopping motivation and ad focus affect consumers¡¦ evaluation toward the co-branded product through different levels of BPC. The present study employs an experimental design to investigate the effects of BPC (high vs. moderate vs. low), ad focus(product vs. brand), and hedonic shopping motivation (high vs. low) on consumers¡¦ evaluation of co-branded product. A 3x2x2 factorial design is conducted. Six different scenarios are established through virtual co-branded cell phone advertisement. Median split is used to distinguish consumers into high and low hedonic shopping motivation. Consumers¡¦ evaluation is measured by purchase intention, attitude toward the co-branded product, and perceived quality. The results indicated that when the ad focus is product, there is a linear relationship between BPC and consumers¡¦ evaluation. However, when the ad focus is brand, the aforementioned relationship becomes weaker. The linear relationship is robust for those consumers with low hedonic shopping motivation. On the other hand, when the ad focus is brand, moderate BPC would lead to higher purchase intention and quality perception for consumers with high hedonic shopping motivation. Based on the above findings, influences of ad focus should be considered when different levels of BPC are determined. Marketers should choose the right focus for higher evaluation toward co-branded products.

為瞭解寂寞的消費者在消費動機上的呈現，且不同寂寞消費動機與消費行為間的對應關係，以及探討消費行為是否能夠持續有效地改善消費者因寂寞程度所造成的負面感受，本研究目的有三：一、深入探究消費者因應寂寞感的消費動機；二、瞭解不同消費動機與各類消費行為的對應關係；三、寂寞消費者藉由消費行為而產生的情緒是否能夠有效的持續。 本研究先以深入訪談的方式，探究消費者在面對寂寞時的消費動機，以及其消費行為；之後透過問卷調查以量化資料分析寂寞消費動機之類型，並瞭解消費者的消費動機與消費類型之關係，且比較消費者在逛街當下與結束消費後回到家一陣子的消費情緒差異。在深入訪談方面，透過人際網絡轉介合適的受訪者，計進行六次深入訪談，每次訪談時間約為一至一小時半。在問卷調查方面，分別進行兩種施測方式，其中一部分針對正在逛街的消費者進行施測，以得知消費當下的情緒；另一部分則請消費者帶回家填答並郵寄給研究者，以得到消費者在結束消費回到家一陣子後的情緒。共計回收有效樣本數為550份。 研究結果發現：消費者因應寂寞所產生的消費動機確如深入訪談所得之寂寞消費動機類型，包括：一、為了能夠增加人際互動的「追求人際接觸動機」，二、為了能夠完全沈浸在活動中，獲得自我某種特定感受的「追求個人感受動機」，三、為了能夠改變或是離開平日一成不變的人、事、物之「逃離人際環境動機」，四、為了暫時遺忘或是躲避自己內心煩惱、不愉快的「逃離個人心境動機」。此結果除證實過去學者所指出的追求人際接觸動機、追求個人感受動機外，另外，亦驗證由深入訪談所發現逃離面中的逃離人際環境動機與逃離個人心境動機，且高度寂寞感的消費者在逃離個人心境的消費動機明顯較低度寂寞感者更強，在追求人際接觸動機方面則較低度寂寞感者為弱；在消費行為與消費動機兩者關係方面，消費者每月去KTV、PUB、看電影、逛街等娛樂性的支出，受到追求人際接觸動機以及逃離個人心境動機的影響，選購服飾、飾品等置裝性支出則受到四類型消費動機的影響，而在與朋友一起用餐的聚餐性花費則是受到追求人際接觸動機的影響；在時間類別方面的消費中，消費者平日出門逛街的頻率則受到追求個人感受動機與逃離個人心境所驅策，而平日出門花費的時間則受到追求人際接觸動機的影響。最後，本研究發現消費行為無法持續有效的改善高度寂寞消費者的情緒，亦即在不同消費間隔時間下，低度寂寞的消費者，其正在逛街與回到家一陣子後的正向或是負向情緒沒有明顯的差異；然而高度寂寞的消費者，不但整體正向情緒、負向情緒都較低度寂寞的消費者不佳，且高度寂寞的消費者在回到家一陣子後的情緒相較在逛街當下更明顯地低落許多。 本研究在對寂寞消費動機的類型上，首先指出寂寞消費動機包括「追求–逃離」、「人際–個人」兩大寂寞消費動機元素，共可分為四類消費動機，可作為日後研究寂寞感學者之參考；且在消費類別的分類上亦發現與各類寂寞消費動機之關連性，並依此對廠商提出實務上的建議，最後，本研究指出消費行為無法持續有效的改善消費者因寂寞程度所帶來的負面影響，作為消費者選擇因應寂寞感之行動參考。 / The purpose of this study is to realize the diversity of lonely consumers’ shopping motivations and the relationships between their lonely shopping motivations and shopping behaviors. This study also aims to discuss whether negative emotions of lonely consumers can be effectively changed by their shopping behaviors. Hence, this study has three goals: first, to explore in depth the shopping motivations of lonely consumers; second, to identify the relationships between different shopping motivation types and shopping behaviors; and third, to know the difference of the consumers’ shopping emotions in different time points, i.e. during and after their shopping behaviors. The research process of this study is composed of two steps, each employing a different research method. The first step uses in depth interviews to investigate consumers’ shopping motivations when feeling lonely. These in depth interviews were held with six compatible consumers introduced through friends. The second step uses questionnaires to analyze the types of lonely shopping motivations and to discover the relationships between shopping motivations and shopping behaviors. This step utilizes a sample of 550 consumers. All of respondents were reported in two different contexts. Around three fifth of the respondents (331) filled out on the spot during respondents’ shopping process in order to assess his/her emotion at the moment; 219 respondents were asked to bring back the questionnaire and complete at home after shopping so as to determine their post-shopping emotion after a period of time. Results of the sample of 550 consumers show that consumers have four types of lonely shopping motivations, which are the same as the results of the in depth interviews. These motivations include seeking interpersonal contacts, seeking personal feelings, escaping interpersonal environments, and escaping personal moods: the motivation of seeking interpersonal contacts means that consumers want to be in contact with people via interpersonal activities, the motivation of seeking personal feelings refers to consumers wanting to find some specific feelings by involving themselves into activities, the motivation of escaping interpersonal environments indicate that consumers want to change their daily routines, and the motivation of escaping personal moods suggests that consumers want to forget their troubles or the bad moods. Moreover, this study discovers a new set of motivations besides the seeking motivations already pointed out by the academics—the escaping motivations. Consumers with high degree of loneliness are stronger in the motivation of escaping personal moods and weaker in the motivation of seeking interpersonal contacts than consumers with low degree of loneliness. Results also reveal the relationships between lonely shopping motivations and shopping behaviors: the monthly costs of discretion activities such as going to KTVs, pubs, movies, etc. are affected by the motivations of seeking interpersonal contacts and escaping personal moods, whereas the monthly costs for clothing are affected by four kinds of lonely shopping motivations, and the monthly costs of dining with friends are affected by the motivation of seeking interpersonal contacts. Other than costs, the frequency of shopping is affected by motivations of seeking personal feelings and escaping personal moods; the average spending time on the street is also affected by the motivation of seeking interpersonal contacts. Furthermore, comparison of consumer emotions during and after shopping reveals that positive shopping emotions are stronger during shopping than when at home after shopping, but negative shopping emotions are the same for both groups. If consumers have a high degree of loneliness, emotions during shopping are worse than those at home after shopping. However, there is no significant difference for consumers with a low degree of loneliness in their emotions during shopping and at home after shopping. This reveals that shopping behaviors cannot sustainably improve the emotions of consumers with high degrees of loneliness. To sum up the result of this study, when consumers feel lonely they have four types of shopping motivations, including seeking and escaping. This result can be an important framework for the future researches. Moreover, businesses can take the relationships between lonely shopping motivations and shopping behaviors into consideration when designing marketing plans. Finally, consumers should know that the shopping behaviors cannot sustainably ameliorate the negative effects of loneliness.

The evolution of mobile telephony and social media platforms gave birth to different new concepts of electronic commerce (e-commerce), such as mobile commerce (m-commerce) and social commerce (s-commerce). In 2014 a new concept called mobile social commerce (mscommerce) was introduced. This concept occurs when e-commerce activities are performed on social media platforms using mobile devices. Many researchers did look into e-commerce and its different concepts, but not so many did look into ms-commerce, especially when it comes to exploring the consumers’ perception of this concept and their shopping motivation. The aim of this study is to explore the relation between ms-commerce and the Swedish consumers in order to find out what is the consumers’ perception of ms-commerce in Sweden, and how ms-commerce affects consumers’ shopping motivation. To do this a qualitative approach is used where interviews with 9 people using ms-commerce platforms to buy products were conducted. The research is based on the extended unified theory of acceptance and use of technology model (UTAUT2). The findings of this study indicate that consumers perceive ms-commerce in Sweden as a very useful and entertaining technology that has economic benefits for the consumers, but they also perceive it to have privacy issues and to be lacking trustworthiness. Furthermore, the findings strongly suggest that ms-commerce comments on products available on ms-commerce platforms have a direct influence on consumers’ shopping motivation, the live chat feature available on ms-commerce platforms is a very good tool that has a positive influence on consumers shopping motivation, and targeted advertisement in ms-commerce has no influence on consumers’ shopping motivation.

Submitted by Silvia Marcomini (silvia.marcomini92@gmail.com) on 2017-01-02T17:04:57Z No. of bitstreams: 1 Silvia Marcomini - Master's thesis.pdf: 1575837 bytes, checksum: 65fcc8bc9b5ee94136369fc95e8d707b (MD5) / Approved for entry into archive by Janete de Oliveira Feitosa (janete.feitosa@fgv.br) on 2017-01-04T13:07:05Z (GMT) No. of bitstreams: 1 Silvia Marcomini - Master's thesis.pdf: 1575837 bytes, checksum: 65fcc8bc9b5ee94136369fc95e8d707b (MD5) / Made available in DSpace on 2017-01-17T13:31:05Z (GMT). No. of bitstreams: 1 Silvia Marcomini - Master's thesis.pdf: 1575837 bytes, checksum: 65fcc8bc9b5ee94136369fc95e8d707b (MD5) Previous issue date: 2016-12-16 / The literature shows that shopping environment has an impact on various consumer behaviors, and that favourable environmental cues are associated with higher customer’ quality perception and willingness to pay. I investigated and found that this is true only when consumers are in a positive mood. When they are in a negative mood, consumers infer higher quality from a discount-looking shop. A between-design experimental survey has been conducted to analyze the impact of shopping environment, mood and shopping motivation on customers’ perception of quality and willingness to pay. Two mood conditions (positive/negative) have been created and induced to respondents at the beginning of the survey, along with two shopping environment conditions (upscale-looking/discount-looking) based on design, scent and sales personnel factors. Results show that shopping environment does not impact significantly the dependent variables but it interacts significantly with mood to determine quality perception; shopping motivation impacts significantly both quality perception and willingness to pay. / A literatura existente mostra que o ambiente do local onde se realizam compras impactua o comportamento do consumidor e que certos elementos favoráveis presentes neste local, estão associados a uma maior perceção de qualidade e uma maior disposição para comprar por parte dos consumidores. A autora investigou e descobriu que esta afirmação apenas se confirma quando os consumidores estão com bom-humor. Se em contrapartida, os consumidores estiverem com mau-humor, são os próprios que inferem uma maior qualidade aos produtos que sejam comprados numa loja de descontos. Realizou-se um questionário experimental para analisar o impacto do ambiente do local de compras, humor e motivação na perceção de qualidade e na disposição para comprar dos consumidores. Duas condições de humor (positivas / negativas) foram criadas e induzidas aos inquiridos no início do questionário, juntamente com duas condições de ambiente de compras (de alto nível / com desconto) baseadas em fatores como o design do espaço, o aroma e os empregados do local. Os resultados mostram que o ambiente do local de compras não afeta significativamente as variáveis dependentes, mas interage significativamente com o humor para determinar a perceção de qualidade dos produtos por parte dos consumidores. Por outro lado, a motivação para comprar afeta claramente tanto a perceção quanto a disposição para comprar.

Today, brick-and-mortar retailers are facing changes, as we are moving away from a service economy towards an experience economy. These changes reshape customers´ preferences. Reatilers have shown an inability to adapt to these changes, indicating that there is a need for further insights on the subject. To address this lack of knowledge, this thesis aimed at investigating the customer experience in brick-and-mortar fashion retailers in order to obtain knowledge about how experiential offerings create perceived value and customer satisfaction, which ultimately leads to store attractiveness.  This study focused on investigating the customer experience holistically, by using the "Experience Economy 4E construct" together with three dimensions of perceived experiential value as a theoretical framework. The application of this holistic approach to the customer experience has until now been relatively unexplored, which justify the purpose of this thesis.  This qualitative study was conducted by using six semi-structured interviews. Furthermore, the emprical data collection was analysed using a thematic analysis. This generated valuable insights to which aspects were considered to create positive as well as negative feelings, which consequently affect customer satisfaction and store attractiveness.  The result showed that experiential offerings from brick-and-mortar fashion retailers create perceived experiential value, which in turn leads to customer satisfaction and store attractiveness. Furthermore, the result indicated that educational experiences, esthetic experiences and social interactions are the primary value-creating sources.

I skuggan av den ökande svenska elektroniska detaljhandeln står en fysisk butikshandel inom mode på sin bristningsgräns. När allt fler konsumenter väljer att konsumera mode genom den digitala världen så kan det få förödande konsekvenser för den fysiska modebutikshandeln. Som ett samlingsbegrepp kring den trend där butiksägare inte längre klarar av att finansiera sina butiker har ordet ‘butiksdöd’ använts. Pandemin Covid-19 har snabbspolat detta fenomen, men studiens respondenter menar att det inte finns en butiksdöd utan att det är den fysiska modebutikshandeln som håller på att moderniseras. Uppsatsen studerar butiksdöden ur ett svenskt modebutiksperspektiv och utforskar hur svenska fysiska modebutiker kartlägger olika värden för att skapa konkurrenskraft. Studien grundas i teorier som tydligt relaterar till konceptutveckling av fysiska modebutiker. Den första teorin är Customer value proposition för att sedan integrera nästkommande teori om utilitaristiska och hedoniska handelsmotivationer. Tredje teorin utgår från kundupplevelse baserat på purpose, priorities och pursuits. Tidigare forskning riktar fokus på hur den fysiska handeln överlag kan applicera CVP, utilitarism och hedonism för att skapa mervärde för modebutiken. Forskningen brister däremot i hur valda teorier i kombination med kundupplevelsen ser ut i svensk butikskontext från ett managementperspektiv, vilket denna studie belyst. Analysresultatet är baserat på ett urval av svenska klädvarumärken som bedriver fysiska butik. En kvalitativ studie har utförts med företagsägare, ledningspersonal samt butiksägare vars svar analyserats för att få svar på uppsatsens syfte. Den insamlade datan från intervjuerna presenteras med utgångspunkt hur respondenterna ser på modeindustrin i dagsläget, men även hur den kommer att utvecklas framöver. Analysresultatet presenterar stegvis en modell utefter nämnda teorier kring hur en modebutik kan omdefiniera eller förstärka konceptets värdegrund, i syfte att skapa hållbar konkurrenskraft. Två grupper baserat på butikskoncept utformades utifrån analysresultatet, varav den ena behållit konkurrenskraft och andra upplevt sämre konkurrenskraft. Grupperna har blivit tilldelade namn som representerar butikens position, De moderna och De traditionella. Resultatet redogör därefter vad som kan tänkas ligga till grund för upptäckten. I uppsatsens diskussion presenteras resultatet från analysen samt aktiviteter som modebutiker inom fysisk modebutikshandel kan tillämpa för att förstärka sin konkurrenskraft gentemot e-handeln. Slutatsen påvisar att många respondenter påverkats av butiksdöden. De moderna som ej upplever butiksdöden arbetar frekvent med aktiviteter och upplevelser medan De traditionella arbetar utefter att minska kundens uppoffring genom effektivisering av inköp. Butiker som blivit påverkade bör därmed prioritera om butikens erbjudande och granska vad som lämpas bäst efter konceptets värdegrund. Studien hoppas att bidra med kunskap till fysiska modebutiksaktörer för att konkurrenskraft gentemot elektroniska detaljhandeln. / E-commerce is continuing the path of exponential growth, however it also entails consequences in the retail market. When customers prioritize e-commerce rather than fashion retail shopping, an increasing number of brick-and-mortar stores are closing. The global pandemic Covid-19 has effectively speeded up the pace regarding the phenomenon, though some believe it’s a hoax. This study aims to bring the truth of this phenomenon to light from a swedish fashion retail perspective. The study of fashion retail stores includes efforts taken to maintain competitive advantage. This is accomplished through established theories which have an indirect impact on retail fashion stores ability to maintain competitive advantage. These theories are Customer value proposition, hedonic and utilitarian shopping motivations and customer experience based on 3Ps, which includes purpose, priorities and pursuits. Previous research shows how these theories can be applied in retail stores, however none of them use an approach of a management perspective, which this study aims to do. The method that is used in this study is based on a qualitative research method, using semi-structured interviews. The semi-structured interviews were held individually with thoroughly chosen candidates with competences in the field, such as business owners and managers of a fashion retail store. Throughout the chapter regarding the results, a model is introduced step by step which purpose is to bring additional knowledge to retailers, in hopes that it will increase their competitive advantage. Additionally, two camps were introduced. One who had maintained its competitive advantage and the other who has been affected by the phenomenon and lost its competitive advantage. In the discussion, the results are presented and activities as well as physical experiences retailers can implement are suggested. In conclusion, it is clear that there are two sides. One side has been affected by the phenomenon and lost its competitive advantage, and the other side who has maintained its competitive advantage thanks to activities, retail experiences and a loyal community. Those retailers who were affected the most should therefore redefine their business as to whether they should go online or redesign their retail store concept, in order to achieve sustained competitive advantage. The study aims to contribute with knowledge retailers can use in order to strengthen or redefine their competitive advantage against e-commerce.

Le rôle de l’attraction des éléments extérieurs du point de vente physique demeure une problématique complexe pour les commerçants. De plus, l’expérience en point de vente physique est en pleine évolution, due en partie à une présence accrue des nouvelles technologies. Cette thèse répond à la problématique suivante : comment la vitrine du point de vente influence-t-elle l’expérience de magasinage anticipée ? Nous nous focalisons sur l’influence de la technologie interactive et du niveau de représentation (construal level) en vitrine sur la perception de l’atmosphère, les réponses attentionnelles, les réponses affectives, la valeur de magasinage anticipée et les intentions comportementales. Nous testons les effets modérateurs de la motivation de magasinage et de la tendance exploratoire du consommateur. Nous adoptons une approche hypothético-déductive et nous procédons à deux expérimentations afin de répondre à notre problématique.Les résultats de la première expérimentation in situ (n=251) révèlent un effet stimulant et hédonique de l’utilisation de la technologie interactive en vitrine. La deuxième expérimentation, en laboratoire (n=144), a mobilisé une méthode d’eye-tracking pour collecter les données sur l’influence du niveau de représentation des éléments en vitrine. Les résultats montrent une influence significative du niveau de représentation sur l’atmosphère globale perçue et sur les intentions comportementales. Les résultats des cartes de chaleur montrent que la motivation de magasinage utilitaire renforce l’attention visuelle sur les produits en vitrine. Aucun effet modérateur de la tendance exploratoire n’a été détecté dans les deux expérimentations. / One of the relevant issues for retailers in this dissertation is the role of marketing mix elements outside the physical store in attracting customers. Another relevant issue is the evolution of the physical retailing experience which is partly due to the ever increasing presence of new retail technology. The aim of this dissertation is to answer the following question: how do store windows influence anticipated shopping experience? We focus on the influence of interactive technology and construal level in store windows on perceived global atmosphere, visual attention, affective response, anticipated shopping value and patronage intentions. Shopping motivation and exploratory buying behavior tendency were tested for moderating effects. Two experiments were conducted for this doctoral research. The results from the in situ field experiment (n=251) reveal a hedonic and arousing effect from usage of the interactive window display. The second experiment on store window construal level (n=144) was conducted using eyeLtracking equipment in a controlled laboratory setting. The results show a significant influence of store window construal level on perceived global atmosphere and on patronage intentions. The results from the heat map analysis show that utilitarian shopping motivation reinforces visual attention to products in the window display. No moderating effect was found in either study for exploratory buying behavior tendency.

The main aim of this diploma thesis is to analyse the state of remuneration of employees, the way of their motivation and suggest a possible change of the system based on the found results. The aim of the first, theoretical part is the synthesis of professional publications, the output of which will be a literary overview. The comprehensive view of the issue is set and there are analysed the most important theoretical findings relating to the medium-sized business, motivation, motivation theory, motivation and remuneration, remuneration management and its objectives, rewards and work performance, the structure and form of wages, evaluation of work, the most common forms of wages, employee benefits, MS as an instrument for motivation and remuneration. The course of the research is presented in the practical part and it is carried out in the XY health insurance company. At first, this organization is briefly described and then a self-directed research is conducted through a questionnaire survey of counter staff, client centre managers and project managers / shoppers, the current state of employee remuneration and motivation is analysed.Subsequently, an analysis of the effect of the IMS reward compared with the adoption of IMS and motivation for improvement of client center managers and counter-staff is performed. Thus the data obtained from the questionnaire survey with the data provided by the company on IMS remuneration are compared. Finally, the acquired data are evaluated, suggested recommendations for improvement of the situation and a summary of the work is drawn up.

本研究由科技接受度模型為出發點，探討台灣50歲以上國民對於網路購物平台的使用習慣及態度，加入不同的外部因素分析，包含人群接觸偏好、自我實踐、認知有用、認知易用、購物動機、知覺風險及關係品質，目的在於了解不同的外部因素對此一族群最後是否會回到同一個購物平台購買商品之影響，意即對網路購物平台產生忠誠度，並且加入寂寞感作為使用者態度與忠誠度之間的調節變數。採用問卷調查法隨機抽樣，同時發放紙本及網路問卷，有效回收173份，網路回收效果較佳，佔有效問卷的84%。 透過研究結果得知，自我實踐與人群接觸偏好皆對於科技接受模型當中的認知有用有直接的影響，顯示出50歲以上的國民在使用網路時，會受到過去的購物經驗（與人購買商品）的影響，不過對於新科技保持積極學習心態的個體會有意願嘗試使用網路購物。而當個體感受到網路購物是省時或是省錢的（認知有用）、認為操作是簡單明瞭的（認知易用）都會提高消費者使用網路購物的意願。 此外，消費者對於在網路購物平台上付費是否安全以及付費之後是否真的能拿到符合期待的商品有疑慮時，會降低網路購物的意願，因此網路購物平台業者要重視並且消弭這樣的知覺風險，這同時也將會提升消費者在網路購物的動機；如同實體商店，消費者也重視與網路購物平台業者之間的關係，也就是說，當有網路購物平台業者提供的客服是良善的，在購物前、中、後都重視消費者的感受、照顧消費者，建立一個良好的顧客關係，不僅提升消費者使用網路購物平台的意願，更能夠加深消費者對該網路購物平台的忠誠度。 然而，在調節項寂寞感的作用之下，並無明顯的調節效果，本研究建議後續相關研究者可以針對此項因素的影響力進行質化研究，例如深度訪談法。實務貢獻提供網路購物平台業者對於50歲以上國民的行銷策略上，除了以折扣優惠吸引此一族群的消費者之外，也應重視消費者心理層面上的感受、並且提供完整的資訊及即時有效的客服幫助消費者解決購物問題，建立消費者在網路購物平台上的專屬資產成本，達到良好的顧客關係循環。 / The purpose of the present study was to examine the influence of various external factors, including preference of human contact, self-actualization, perceived usefulness, perceived ease of use, shopping motivation, perceived risk, relationship quality and loneliness on consumer attitude toward online shopping and customer loyalty to the particular online shopping platform. We studied the relationship among the variations by using paper-based survey and the online survey. Our target participants were the people who over 50 years old in Taiwan. The data supports the following findings: if the consumer who has higher self-actualization would more likely agree that using online shopping platform to buy goods is useful. However, if the consumer has a higher preference for human contact will have a negative impact on perceived usefulness. Besides, to increase consumer's desire to use online shopping, we should notice that decreasing consumer’s perceived risk such as secure payment service and clear return rules and build a reliable customer relationship are crucial. That means, in addition to giving discounts to attract this group of consumers, online shopping platform company should also pay attention to consumer feelings. In the end, limitations and suggestions to future studies were provided.