Video Game Players’ Purchase Behaviour of Different Types of In-Game Goods

46 Pages Posted: 8 Mar 2020

See all articles by Xiaowei Cai

Xiaowei Cai

Public University of Navarre

Javier Cebollada

Universidad Publica de Navarra; Universidad Publica de Navarra

Monica Cortinas

Universidad Pública de Navarra

Date Written: February 9, 2020

Abstract

This study constructs a theory which explains how video game players purchase different types of in-game goods. Instead of formulating and verifying hypotheses, we conducted an inductive approach through qualitative data analysis using grounded theory. In this study, we classified six types of in-game goods into three categories: functional-based goods, probability-based goods, and ornamental based goods. After acknowledging the heterogeneity of each category of in-game goods, we developed our grounded theory by conducting 21 in-depth interviews. We found that players purchase functional-based goods, probability-based goods, and ornamental based good for different motives and through the different purchase process. While the non-flow experience is the key trigger which leads to purchase functional-based in-game goods, the size of the reference group determined by the exposure inside the game leads to purchase ornamental-based goods. First, purchasing functional-based goods is a strategy of pulling players back to the flow experience. Second, purchasing probability-based goods is a compromise for purchase restrictions. Third, purchasing ornamental goods is a synergism of intrinsic motivations and exposure.

Keywords: In-game goods, grounded theory, purchase behaviour

Suggested Citation

Cai, Xiaowei and Cebollada-Calvo, Jose-Javier and Cortinas, Monica, Video Game Players’ Purchase Behaviour of Different Types of In-Game Goods (February 9, 2020). Available at SSRN: https://ssrn.com/abstract=3535180 or http://dx.doi.org/10.2139/ssrn.3535180

Xiaowei Cai (Contact Author)

Public University of Navarre ( email )

Campus de Arrosadia
Pamplona, Navarra 31006
Spain

Jose-Javier Cebollada-Calvo

Universidad Publica de Navarra ( email )

Campus de Arrosadia s/n
Pamplona, Navarra 31006
Spain

Universidad Publica de Navarra ( email )

Campus de Arrosadia s/n
Pamplona, Navarra 31006
Spain

Monica Cortinas

Universidad Pública de Navarra ( email )

Campus Arrosadía
Pamplona, Navarra 31006
Spain

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