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Journal articles on the topic 'Consumer buyer behaviour'
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Kanagal, Nagasimha Balakrishna. "An Extended Model of Behavioural Process in Consumer Decision Making." International Journal of Marketing Studies 8, no. 4 (July 27, 2016): 87. http://dx.doi.org/10.5539/ijms.v8n4p87.
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<p>The stimulus response model of consumer behaviour is useful to understand the buying behaviour of individual consumers in the context of individuals buying consumer products. An extended stimulus-response model of behavioural processes in consumer decision making is proposed that serves to integrate the influences and interlinkages of buyer psychology, various buyer characteristics, and the impact of the buyer decision process on consumer decision making. The model proposes that the behavioural process of consumer decision making be as a result of the interaction of three aspects of individual buyer behaviour: communication sensitivity; enculturated individuality; and rational / economic decision making. The paper addresses the flip side of the consumer decision making process in terms of the five stages of decision making from need recognition to post-purchase satisfaction. An aggregate level framework of behavioural process in consumer decision making has been provided, that could lead to a richer analysis of micro level factors and relationships influencing consumer decision behaviour.</p>
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Wilson, Dominic F. "Why divide consumer and organizational buyer behaviour?" European Journal of Marketing 34, no. 7 (August 2000): 780–96. http://dx.doi.org/10.1108/03090560010331207.
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Al‐Fattal, Anas, and Rami M. Ayoubi. "Understanding consumer buyer behaviour in the EFL market." Education, Business and Society: Contemporary Middle Eastern Issues 5, no. 4 (November 2, 2012): 237–53. http://dx.doi.org/10.1108/17537981211284425.
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Jose, Julie. "Impact of Technology on Consumer Behaviour." IRA-International Journal of Management & Social Sciences (ISSN 2455-2267) 6, no. 2 (March 9, 2017): 264. http://dx.doi.org/10.21013/jmss.v6.n2.p10.
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<div><p><em>With the emergence of technological development, companies have to change its outlook towards consumers. We can’t compare the situation today with 10 or 15 years back. Connecting consumer is now easier than before. With the invent of more devices like iPod, tablets etc. helped both the seller and the buyer to make their goals come true very soon. With the arrival of new devices the old one becomes obsolete and people have to adjust with new one created some burden on the users. Still these devices improved the standard of living of the people to a great extend.</em></p></div>
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Menon, Balakrishnan. "Structured Equation Modelling on Consumer Purchase Behaviour of Passenger Cars." Vision: The Journal of Business Perspective 22, no. 2 (April 19, 2018): 144–52. http://dx.doi.org/10.1177/0972262918767040.
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With increased globalization, many prominent leaders in car manufacturing industry across the world have built their manufacturing units in India, through the application of direct investment collaboration route with Indian companies, by using the liberalized foreign direct investment (FDI) policy of the Indian Government. With multiple selective choices to consumers, the car segments have undergone a metamorphosis in India. With many makes, brands and models, customers have many choices currently. The predominant purpose of this article is to conceptualize and design a purchase decision model, which would strongly provide an orientation of determinants, which influenced the consumer buyer behaviour of passenger car owners. The study results conclusively validated that eight major variables strongly influenced the consumer purchase behaviour of car owners. The major findings of the study would facilitate practical application, specifically, in the highly segmented passenger car markets in India.
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Misra, Mansi, Gagan Katiyar, and A. K. Dey. "Consumer perception and buyer behaviour for purchase of residential apartments in NCR." International Journal of Indian Culture and Business Management 6, no. 1 (2013): 56. http://dx.doi.org/10.1504/ijicbm.2013.050714.
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Cypryjański, Jacek, and Aleksandra Grzesiuk. "The Role of Signals in Online Auction Purchase Decisions." Folia Oeconomica Stetinensia 15, no. 1 (June 1, 2015): 53–68. http://dx.doi.org/10.1515/foli-2015-0019.
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Abstract There is a growing interest in behavioural economics contradicting the empirical prediction of rational choice theory once applied to online auctions. The issue is of particular relevance due to the large use of online auctions and the anticipated growth in the future. Online auctions combine the conventional auction model with information technology. However, information asymmetry within such auctions causes risks and uncertainties that influence consumer purchase intentions. The research investigates online consumers’ behaviour. The Authors suggest that due to the high perceived risk of the online buying process consumers are prompted to use cues of seller’ reputation. In a series of six experiments conducted via the auction site Allegro.pl in Poland a number of signals from auction web pages has been manipulated to influence purchase intention. The results suggest that several signals can be used to stimulate online customers’ behaviour. The results of these experiments indicate that buyers are more susceptible to the influence of “visual” signals than signals that require greater involvement of the buyer (to read information). The conducted experiments contribute to a more comprehensive understanding of online auction users’ behaviour. And finally it provides some managerial implications to increase online auction effectiveness from the seller’s perspective.
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Nagy, May, Dag Bennett, and Charles Graham. "Why include the BOP in your international marketing strategy." International Marketing Review 37, no. 1 (November 13, 2019): 76–97. http://dx.doi.org/10.1108/imr-03-2019-0097.
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Purpose The purpose of this paper is to test the premise that brand growth can come from targeting the poorest consumers at the bottom of the economic pyramid (BOP). This study is the first that uses quantitative marketplace data covering BOP consumer purchase records. Design/methodology/approach The study uses newly available panel data from Egypt covering 15 months and 35 categories of frequently bought consumer goods. Brand penetration rates for socio-demographic tiers are established to explore brand purchasing. The metrics are: penetration, the number of buyers a brand has; and loyalty as measured by purchase frequency and share of category requirements. Findings Buyer behaviour patterns for the poorest consumers do not differ much from those in advanced economies; all brand performance metrics vary according to brand penetration – a double jeopardy effect, and the biggest brands are those that target the whole market, including the base. Research limitations/implications Data are from one country only and while the results confirm that patterns of brand buying in this BOP segment are like those in other markets, more research needs to be done to confirm the finding. Practical implications The biggest brands are those with the most customers, even if those customers are poor and do not buy very often. Growth can therefore be based on marketing interventions that appeal to the largest possible customer base. Social implications There are 2bn BOP consumers worldwide. This research shows that they may already be marginal members of modern economies and consumer culture. Originality/value This paper extends previous research on brand buying behaviour for the first time to the vast base of poor consumers who make up around half of the world’s population. This research shows that strategic approaches that emphasise increasing penetration are most likely to result in brand growth.
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Kumar, Arvind. "Economically Poor Buyer: A Systematic Review of Consumer Behaviour Research Confronting to FMCGs." International Journal of Business Innovation and Research 1, no. 1 (2020): 1. http://dx.doi.org/10.1504/ijbir.2020.10033523.
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Sankar, Mahalakshmi. "The Big Indian Dream Package and IIT JEE." Emerging Economies Cases Journal 3, no. 1 (June 2021): 7–15. http://dx.doi.org/10.1177/25166042211020588.
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This case study describes the macro-environmental factors responsible for the growth of coaching classes in India with particular reference to IIT JEE preparation. The case chronicles the explosive growth in the coaching classes industry fuelled by big dollar packages promised to IIT graduates. Consumer behaviour related to selecting a coaching class is analysed with particular reference to dissonance-reducing buyer behaviour that parents strive to achieve. The role of advertising appeals and sales promotion through admission and scholarship examinations in influencing consumer behaviour can be debated and analysed. The case study opens up a discussion on the effect of National Education Policy 2020 on the industry.
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Trinh, Giang, John Dawes, and Larry Lockshin. "Do product variants appeal to different segments of buyers within a category?" Journal of Product & Brand Management 18, no. 2 (April 17, 2009): 95–105. http://dx.doi.org/10.1108/10610420910948997.
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PurposeThis study responds to the call of Fader and Hardie for more research on buyer behaviour toward stock keeping units (SKU). This paper aims to examine whether different SKU‐based product variants appeal to buyers with different demographic characteristics.Design/methodology/approachThis study examines the product variants (such as size, formulation, type) of a range of brands in six consumer goods categories. The authors calculate and compare the market share of each variant within each demographic group. If a variant has a higher market share within a specific demographic group than the overall average, this indicates segmentation at the product variant level.FindingsThe findings show that there are many differences in the market shares of product variants among different demographic groups of buyers. The largest differences are found extensively within the age and employment status variables.Originality/valueFunctionally different product variants tend to draw different demographic‐based segments of buyers, which has not been previously shown.
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Tichindelean, Mihai. "The Influence of Marketing Communication on the Consumer’s Buyer Behavior – A Relationship Marketing Approach." Studies in Business and Economics 10, no. 1 (April 1, 2015): 140–45. http://dx.doi.org/10.1515/sbe-2015-0013.
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Abstract The purpose of the paper is to identify the nature of the influence of a company’s marketing communication of the actual consumer behaviour. To achieve this purpose, the paper is structures in two parts; firstly, the recent literature regarding relationship marketing paradigm is reviewed and the value chain concept is presented. The second part contains a survey-based research which uses book-store customers as target unit. Sales promotion and advertising are used as input variables in identifying the variation in the client’s buying behaviour. Client behaviour was measured through three variables: monetary value spent by the clients within their last purchasing experience, buying frequency of the clients, and their buying intention.
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Iwu, Chux, Olumide Jaiyeoba, Sebopiwa Thamage, and Frederick Opeda. "Impact of retail branding on consumer buyer behaviour : a case of retail outlets in Botswana." African Journal of Business and Economic Research 12, no. 1 (April 30, 2017): 141–61. http://dx.doi.org/10.31920/1750-4562/2017/v12n1a6.
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Yeboah, Abraham, Vida Owusu-Prempeh, and Samuel Adjei. "Perceived Risk Influence on Brand Made in Ghana Consumer Decision Making towards Non-Perishable Products Category." International Journal of Business and Management 13, no. 5 (April 18, 2018): 137. http://dx.doi.org/10.5539/ijbm.v13n5p137.
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The main purpose of this research study is to explore perceived risk influence on brand made in Ghana consumer decision making towards non-perishable products category. The study is particularly positioned to advance knowledge in the theories of buyer behaviour pertaining to the purchase consumer decision model (EKB model – Engel, Kollet, Blackwell). The key variables investigated include performance risk, financial risk, physical risk, and social risk. A sample of 206 respondents was employed using convenient selection method. A self-completed 5 point Likert structured questionnaire survey was the data collection instrument used. The data collected were computed and analysed by linear regression to determine significant influence of the variables involved in this study. Overall results of the perceived risk variables showed that only performance risk was found significant influence on brand made in Ghana consumer decision making towards non-perishable products category. Among the variables that are rejected with no significant influence on brand made in Ghana decisions includes financial risk, physical risk, and social risk. It is recommended that manufacturers and policy makers develop more pragmatic and practical integrated approach supported by policy document in order to sensitise minds of consumers towards brand made in Ghana.
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Abdullah, Nuraisyah Chua, Ramzyzan Ramly, and Muhammad Izwan Ikhsan. "Attitudes of Sub-Sale Home Buyers and Vendors in the 21st Century: Legal implications." Asian Journal of Quality of Life 3, no. 13 (August 25, 2018): 1–7. http://dx.doi.org/10.21834/ajqol.v3i13.156.
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This article analyses the legal implications of sub-sale house buyers and sellers' attitudes as illustrated in judicial cases from Malaysia, Australia and the United States. The cases demonstrate that purchasers still sleep on their legal duty to conduct a pre-purchase inspection. On the other hand, vendors often conceal the defects in the property and refuse to rectify the defects. This article recommends that consumer education is vital to protect the rights of purchasers and to uplift the vendors' ethical values of in a sale and purchase of the sub-sale house. It is also suggested that the jurisdiction of the Tribunal for Consumer Claims or the Tribunal for Homebuyer Claims be considered to be expanded to hear disputes arising from the purchase of houses from the sub-sale market.Keywords: fraud; inspection; home buyer; vendor.eISSN 2398-4279 © 2018. The Authors. Published for AMER ABRA cE-Bs by e-International Publishing House, Ltd., UK. This is an open access article under the CC BY-NC-ND license (http://creativecommons.org/licenses/by-nc-nd/4.0/). Peer–review under responsibility of AMER (Association of Malaysian Environment-Behaviour Researchers), ABRA (Association of Behavioural Researchers on Asians) and cE-Bs (Centre for Environment-Behaviour Studies), Faculty of Architecture, Planning & Surveying, Universiti Teknologi MARA, Malaysia. DOI: https://doi.org/10.21834/ajqol.v3i13.156
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Zhu, Bing, Suwanna Kowatthanakul, and Punnaluck Satanasavapak. "Generation Y consumer online repurchase intention in Bangkok." International Journal of Retail & Distribution Management 48, no. 1 (September 13, 2019): 53–69. http://dx.doi.org/10.1108/ijrdm-04-2018-0071.
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Purpose The rapid growth of e-commerce has encouraged online retailers to adapt to the purchase behaviour of Generation Y consumers. For this purchase, the purpose of this paper is to investigate Generation Y online consumer repurchase intention in Thai context based on Stimuli-Organism-Response (SOR) model. Design/methodology/approach Data were used to test the hypotheses that Generation Y consumer online response is influenced by online environment cues and organism. In total, 401 questionnaires were collected in Bangkok through judgemental sampling and convenient sampling. SPSS 24 was used to analyse Generation Y consumers’ demographic information and reliability test. Amos 24 was utilized to examine measurement model and structural equation model. Findings The findings finally revealed that website security presents the strongest influence on Generation Y consumers trust. Also, online promotion possesses the weakest association with Generation Y consumers trust. More importantly, Generation Y consumer online repurchase intention is positively influenced by the degree of trust they have towards websites. The implications of the findings for marketers are discussed. Research limitations/implications The empirical data are limited to generate findings from a limited number of Generation Y consumers in Bangkok only. Also, the study limits itself to explore only inter-relationship in the scope of SOR. Practical implications It is suggested that in order to draw attention from and retain Generation Y consumers, online retailers should aim at strengthening trust-building in the online buyer–seller context as well as a dynamic promotional campaign. Moreover, a constellation of relevant marketing strategies is recommended. Originality/value Since there is a lack of implementation of SOR model based on the Thai context, this paper fills the gap by illustrating how SOR works in Thailand with updating findings.
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Novianti, Ayi Indah, and Lindawati Kartika. "PENGARUH GREEN MARKETING KEBIJAKAN KANTONG PLASTIK BERBAYAR TERHADAP GREEN BEHAVIOUR MASYARAKAT KOTA BOGOR." Jurnal Riset Manajemen dan Bisnis (JRMB) Fakultas Ekonomi UNIAT 2, no. 1 (February 15, 2017): 81–94. http://dx.doi.org/10.36226/jrmb.v2i1.32.
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Paid plastic bags policy issued by The Ministry of Environmental and Forestry to reduce plastic waste problem and promote green behaviour lifestyle. In order to change consumer behaviour when using plastic bags, government need to look over the marketing of paid plastic bags policy. The objective of this study are to identify customer respons about using their own bags, customer perceptions of green marketing and green behaviour, analyze green marketing of paid plastic bags policy influence towards green behavior.Primary data are obtained by questionnaire method and the secondary data are obtained from Department of Industry and Trade. The data have been analyzed using structural equation model and descriptive analysis. The result of this study shows after the policy applied, more customers are willing to carry their own shopping bag and reduce using plastic bags. The price of plastic bags are still considered too cheap and should be increased. Green marketing process that has significance influence towarads green behavior are know your customer, empowering customer and reassure the buyer.
Keywords: green marketing, green behavior
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Horvath, Jakub, Beata Gavurova, Radovan Bacik, and Richard Fedorko. "Identification of Uncertainty Factors in the Consumer Behaviour of the New Generation of Customers at the E-commerce Level." Journal of Tourism and Services 12, no. 22 (June 30, 2021): 168–83. http://dx.doi.org/10.29036/jots.v12i22.263.
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Even though two decades have passed since the introduction of e-commerce in the B2C model, the uncertainty posed by the online environment makes many consumers reluctant to engage in online commerce. The buyer's behaviour is inherently uncertain, given that the buyer's decisions have consequences that cannot be fully predicted. In the relationship between the buyer and the seller, the perceived uncertainty is defined as the extent to which the buyer cannot accurately predict the outcome of the transaction due to factors related to the seller and the product. This paper deals with the uncertainty of the new generation of customers in the process of electronic commerce. Based on the analysis of previous research in the field of perception of and understanding of uncertainty in online transactions, the aim of this paper is to identify the sources of perceived uncertainty of Generation Y when shopping online. Research in this area was carried out using the method of the main components, based on which five factors related to uncertainty and concerns in the process of electronic commerce were extracted. The paper identifies the main factors of uncertainty perceived by customers and also verifies the correlation between these factors and the intention of the Millennials to buy. The subject matter is relevant and applicable both to the area of products but also to the area of services in the field of tourism and hospitality.
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Kunc, Martin. "Market analytics of the rice wine market in Japan: an exploratory study." International Journal of Wine Business Research 31, no. 3 (August 19, 2019): 473–91. http://dx.doi.org/10.1108/ijwbr-09-2018-0046.
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Purpose The purpose of this paper is to analyse consumer buying behaviour in the Japanese rice wine, also known as sake market. Design/methodology/approach The study applies a novel qualitative and quantitative analytical methodology to an off-license channel in Japan. The methodology involves the use of anchoring-and-adjustment theory and simulation to a large set of point of sale data. The selection of the brands used for the study are more than 230 brands and more than 150 sake breweries. Findings Age and gender are important factors determining recurrent patterns of purchasing behaviour. Small size packaging, e.g. one cup, has the highest volume in sales, for example, convenience shopping, but it depends on exogenous factors, e.g. summer season or festive events. Research limitations/implications Limitations are related with the lack of specific personal data from consumers that impedes to test behavioural attitudes driving loyalty to brands. Anchoring-and-adjustment theory can be a valid approach to evaluate large longitudinal data sets of purchasing behaviour. Practical implications Results indicate that fragmented markets tend to over-expand the assortment affecting volume stability. However, this dynamics is difficult to avoid when all participants are engaged in this behaviour and the market is strongly segmented by age and gender. Originality/value The paper contributes to the body of knowledge of buyer behaviour in relation to purchasing and consumption for other types of wine. It is the first application in alcoholic beverages of anchor-and-adjustment theory.
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Perry, Patsy, and Margarita Kyriakaki. "The decision-making process of luxury fashion retail buyers in Greece." Journal of Fashion Marketing and Management 18, no. 1 (March 4, 2014): 85–106. http://dx.doi.org/10.1108/jfmm-06-2012-0030.
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Purpose – The purpose of this paper is to explore the decision-making process used by luxury fashion retail buyers in Greece in order to assess the applicability of Sheth's (1981) model to the selection of brands and collections by retail buyers in luxury fashion resellers. Design/methodology/approach – The study takes an interpretive approach, utilising participant observation and semi-structured interviews with retail buyers in five luxury fashion reseller companies in Greece, which boasts the world's highest proportion of luxury fashion consumers. Qualitative data were analysed thematically according to the theoretical constructs in Sheth's (1981) model of merchandise buyer behaviour. Findings – Brand reputation, quality, appropriateness for the market and exclusive distribution were the most important criteria for supplier selection. For evaluating merchandise, the most important criteria were design, style, fashionability and quality. The most relevant influencer of decision making in supplier selection was the competitive structure in terms of the power balance between retailer and brand. For merchandise selection, the most relevant influencing factors were retailer size, management mentality, product positioning and type of decision (re-buy or new task). Research limitations/implications – Due to the exploratory nature of the study and its focus on the context of a particular geographical marketplace, the findings may not be generalised to other countries. Originality/value – This paper provides an insight into the decision-making practice of retail buyers in Greek luxury fashion retailers, where the buying task involves balancing the retailer's commercial interests with a more cultural role in terms of shaping fashion trends and generating PR and publicity for the retailer. The task is further complicated by the power imbalance between retailer and brand, enabling brands to impose limitations on the buyer's decision. Additionally, the combined influence of shortening product life cycles, increasing product variety and the emergence of a new and younger luxury fashion consumer requires a shift from intuitive to scientific, data-driven decision making.
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Mahapatra, Sabita, and Saumya Sharma. "My experience of laptop purchase." Emerald Emerging Markets Case Studies 6, no. 2 (May 15, 2016): 1–13. http://dx.doi.org/10.1108/eemcs-04-2015-0060.
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Subject area Marketing/Consumer behaviour. Study level/applicability The case can be used for the postgraduate students and executives in a first-year Marketing Management class for an introductory session on understanding consumer decision in a business-to-consumer context. The case can be also used in a second-year elective course on Consumer Behaviour for the topic on consumer decision-making journey and managing customer experience through service excellence. This case would be most befitting to be used for the first introductory session of 75 minutes to give an overview on consumer behaviour. Case overview The dismal failure of Natasha’s desktop while preparing an important presentation due for submission compels Natasha (the protagonist) to make up her mind to buy a laptop. After consulting her friends and relatives, followed with intense search from different retail stores, Natasha finally decides to buy a Sony laptop from a multi-brand retail outlet with a price discount and freebies. Finally, when Natasha settled down to work on her new laptop on her pending presentation, she confronts some problem. Unable to identify the problem, she contacted the store sales representative to resolve the problem. However, the representative’s ineffectiveness in addressing the problem and promptly delivering the service leaves Natasha in a state of uncertainty and confusion. She seemed to be in a fix and undecided, wondering whether she should immediately rush to the repair centre with her desktop to fix the problem for the time being or she should leave the laptop and wait till the problem gets resolved. Expected learning outcomes The case aims to provide interesting inputs on various phases of consumer decision-making journey and appropriate marketing strategy for each phase. The objective is to make students appreciate how poor after-sales service results in post-purchase dissonance and conflict in the consumer's mind. The case provides an opportunity for students to come up with possible solutions to resolve the post-purchase dissonance and conflict and share their views or ideas of how a seller can create a lasting impression in the mind of the buyer. Supplementary materials Teaching notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes. Subject code CSS 8: Marketing
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Valdez-Juárez, Luis Enrique, Dolores Gallardo-Vázquez, and Elva Alicia Ramos-Escobar. "Online Buyers and Open Innovation: Security, Experience, and Satisfaction." Journal of Open Innovation: Technology, Market, and Complexity 7, no. 1 (January 18, 2021): 37. http://dx.doi.org/10.3390/joitmc7010037.
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The topic of consumer behavior in a social context is important due to its influence on the behaviors and attitudes of individuals. New online business models are adopting open innovation practices focused on improving their sales channels through their technological capacity. In this paper, we analyze the purchase intentions in a business context to identify consumer needs through the proper purchase decision process. We must also observe the internal and external factors that influence consumer behavior. More exactly, electronic commerce is facing challenges and opportunities manifested by online consumers, such as design, security, trust, risk, uncertainty, and satisfaction with online purchases. Many external factors (economic, political, social, environmental, and health) influence buyers’ intentions and behaviors. The objectives of this study are to (1) determine the influence of the security level of websites on purchasing behaviors (socially responsible and panic buyers), (2) determine the effect of website security on consumer satisfaction, (3) determine the effect of buyers (socially responsible and panic buyers) on the level of satisfaction, and (4) examine if the buyer experience has a moderating effect between the variables (socially responsible and panic buyers) and the dependent variable (customer satisfaction). We focus on a sample of 663 socially responsible online buyers and panic buyers from the Sonora, Baja California, and Sinaloa regions in Mexico. Data were collected from the months of April to August 2020, and an online questionnaire was used address to each of the residents of these regions aged between 20 and 55 and who were economically active. The data were analyzed using the structural equation model–partial least squares (SEM-PLS) model based on variance. The findings show that website security has significant positive effects on socially responsible buyers, panic buyers, and the level of customer satisfaction. Socially responsible buyers also have positive effects on customer satisfaction. However, the relationship between panic buyers and customer satisfaction is not supported. Related to a moderation analysis, that the buyer experience has a significant effect on the relationship between socially responsible online buyers and the level of satisfaction. Conversely, we find empirical evidence of the buyer experience having no significant effect between panic buyers and customer satisfaction. Our findings contribute to the development of various theories: the theory of behavioral reasoning (BRT), social identity theory (SIT), and the technological adaptation model (TAM). From an academic point of view, the findings are positive and encouraging, contributing to the literature on the e-commerce, behaviors, and attitudes of purchase intentions of individuals. Our work is incorporated into the existing literature on purchase intention and virtual business models, whose characteristics need to continue to be outlined, constituting a popular business model in recent years.
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Reardon, James, Donata Vianelli, and Chip Miller. "The effect of COO on retail buyers’ propensity to trial new products." International Marketing Review 34, no. 2 (April 10, 2017): 311–29. http://dx.doi.org/10.1108/imr-03-2015-0080.
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Purpose The purpose of this paper is to theorize country-of-origin (COO) to be important to retail buyers in making purchase decisions. However, this question has not been addressed in the literature and leaves a critical gap in determining how COO ultimately affects consumer purchase options. Design/methodology/approach Retail buyer behavior is empirically tested with both premium and value brands from Italy. A sample retail buyers was taken from a LexisNexis database and provided 205 completed surveys. Construct scales were taken from existing literature and tested using composite reliability. SEM was used to analyze the data. Findings Results showed that retail buyers are affected by COO; that low involvement purchases are not differentially affected compared to high involvement; product typicality enhances likelihood of purchase and this typicality is more important for high involvement goods. Practical implications Retail buyers are affected by COO and will make product choices for their stores accordingly. Companies should be aware of this and take it into consideration to strengthen their acceptance by retail buyers. Trade organizations within countries may consider advertising approaches to distinguish themselves and stimulate positive COO among retail buyers. Originality/value This is the first time that retail buyer behavior has been studied with regard to COO effects using consumer models. Results showed that use of these models is more appropriate than only using industrial buying models. Retail buyers are found to indeed be affected by COO, which in turn influence buying choices for consumers and offerings from retailers.
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Jain, Shailesh, and Aradhana Vikas Gandhi. "Impact of artificial intelligence on impulse buying behaviour of Indian shoppers in fashion retail outlets." International Journal of Innovation Science 13, no. 2 (January 22, 2021): 193–204. http://dx.doi.org/10.1108/ijis-10-2020-0181.
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Purpose This paper aims to understand the impact of modern technologies such as artificial intelligence on impulse buying behaviour of Indian shoppers specifically in fashion retail outlets. Design/methodology/approach The empirical study on the effect of artificial intelligence on impulse purchase decisions was conducted through an e-survey of the Indian shoppers. The data collected was analysed using factor analysis and multiple regression analysis. Findings The impact of modern technologies which are used by the retailers to enhance sale and consumer engagement was studied. The relationship between use of artificial intelligence parameters such as the purchase duration, recommended products, product information and human interaction and its impact on Impulse Purchase was studied and the results revealed that all these factors except product information had a significant impact on the impulse purchase decision of the buyer. Practical implications This study will be useful to the fashion retailers to gauge the effect of incorporating artificial intelligence and its impact on driving sales by attracting shoppers to their outlets. Originality/value This study specifically focusses on the impact of modern technologies on impulse purchase of Indian shoppers in fashion retail outlets. Other research works have focussed on impact of visual merchandising, store layouts, store environment and promotional activities on impulse purchases. This is one of the few studies which deals with the impact of artificial intelligence on impulse buying behaviour of Indian shoppers specifically in the fashion retail segment.
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Wei, Kangning, Yuzhu Li, Yong Zha, and Jing Ma. "Trust, risk and transaction intention in consumer-to-consumer e-marketplaces." Industrial Management & Data Systems 119, no. 2 (March 11, 2019): 331–50. http://dx.doi.org/10.1108/imds-10-2017-0489.
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Purpose The purpose of this paper is to compare the relative impacts of trust and risk on individual’s transaction intention in consumer-to-consumer (C2C) e-marketplaces from both the buyers’ and the sellers’ perspectives. Design/methodology/approach Two surveys were used to collect data regarding buyers’ and sellers’ perceptions and transaction intentions at a typical C2C e-marketplace. Partial least squares was used to analyze the data. A complementary qualitative study was conducted to triangulate the results from the quantitative study. Findings Institution-based trust (IBT) exerts a stronger influence on transaction intentions for buyers than for sellers. Sellers perceive a stronger impact of trust in intermediary (TII) than buyers on transaction intentions. The impacts of perceived risk in transactions are not different between buyers and sellers. Furthermore, IBT mediates the impacts of TII and perceived risk on transaction intentions for buyers. Research limitations/implications The results indicate that the impacts of trust and risk on transaction intention in e-marketplaces do differ between buyers and sellers. This suggests a need to further investigate the buyer–seller difference in online transactions. Practical implications Intermediaries need to focus on different types of trust-building mechanisms when attracting buyers and sellers to make transactions in the e-marketplace. Originality/value C2C e-marketplaces cannot survive without participation from both buyers and sellers. Most prior research is conducted from the buyers’ perspective. This research sets a starting point for future research to further explore the differences between buyers’ and sellers’ behavior in C2C e-commerce environments.
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Behe, Bridget K., Benjamin Campbell, Jennifer Dennis, Charles Hall, Roberto Lopez, and Chengyan Yue. "Gardening Consumer Segments Vary in Ecopractices." HortScience 45, no. 10 (October 2010): 1475–79. http://dx.doi.org/10.21273/hortsci.45.10.1475.
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Savvy marketers rely on the principles of customer segmentation and product targeting to more efficiently allocate scarce resources and effectively reach groups of consumers with similar likes, preferences, or demands. Our objective was to identify and profile consumer segments with regard to their gardening purchases to determine whether there were differences in their ecofriendly attitudes and behaviors such as recycling. Our underlying hypothesis was that different types of gardeners may exhibit more environmentally friendly behavior, predisposing them to be more receptive to product innovations specifically designed to be ecofriendly. Researchers collected plant purchases, recycling attitudes and behaviors, and preferences for ecofriendly containers from 763 consumers in Indiana, Michigan, Minnesota, and Texas. A cluster analysis based on plant purchases yielded three consumer segments: low use, woody plant buyers, and herbaceous plant buyers. There were some differences with regard to recycling behaviors among consumers in the three groups, including recycling aluminum drinking cans, newspapers, magazines, use of energy-saving bulbs, and composting yard waste. Generally, herbaceous plant buyers were most ecofriendly followed by woody plant buyers and low use. Given these differences, there appears to be some merit in the future to segment consumers by plant purchases versus others to target specific types of ecofriendly products to them.
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Géci, Andrej, Ľudmila Nagyová, Stanislav Mokrý, and Jana Rybanská. "Investigation of consumer behaviour at selected market commodity." Potravinarstvo Slovak Journal of Food Sciences 13, no. 1 (December 28, 2019): 925–32. http://dx.doi.org/10.5219/1230.
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Consumer behavior is an unexplored area of life for all buyers and sellers alike. Knowledge of consumer behavior brings better market orientation and more consistent establishment of individual products in consumers' shopping baskets. In examining this behavior, the authors of the paper focus on questions such as why, how, where, when, and how much consumers are willing and able to buy at a particular market price. The behavior in question is influenced by several factors (cultural, social, psychological and personality) that influence the final consumer decisions. The main objective of the present document is to evaluate consumer behavior, their purchasing preferences and also to make decisions when buying a particular food product – tea. The primary data were obtained through a questionnaire survey carried out on a sample of 640 respondents. The questionnaire was divided into two basic parts - the demographic part and the part dealing with consumer behavior at the selected market commodity. In the questionnaire processing the respondents were filtered based on their answers. The research has shown that more than 78% of respondents consume tea while women consume it more (50%). Flavor (56.3%) proved to be the most important factor in the selection of a particular tea. Almost half of the respondents reported consuming cut tea (46.5%). In the present document, assumptions were formulated which serve for a deeper analysis of the issue. The relevance of the formulated assumptions was verified by the XLSTAT statistical software. Data were evaluated by qualitative statistics – Chi-square test of good compliance, Fisher's exact test, Mann Whitney test and Friedman test.
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Yan, Bo, Yan-Ru Chen, Xiao-Tai Zhou, and Jing Fang. "Consumer behavior in the omni-channel supply chain under social networking services." Industrial Management & Data Systems 119, no. 8 (September 9, 2019): 1785–801. http://dx.doi.org/10.1108/imds-03-2019-0111.
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Purpose The purpose of this paper is to analyze how social networking services (SNSs) affect consumers’ behaviors on the omni-channel supply chain by using a reverse research method. Design/methodology/approach Initially, a questionnaire was administered to obtain data on the relationship between the perception factors of channels and consumer behavior. Subsequently, a structural equation model was constructed, and consumer behavior were determined in the omni-channel supply chain. Finally, the importance of various factors that affected consumer behavior in the omni-channel supply chain under SNSs was determined. Findings Conclusions affirm that a positive effect on consumer channel behaviors occurs when buyers obtain information from social network platforms. However, regardless of online, offline, or mobile terminal, shortcomings are indicated in consumers’ lack of feedback on purchased goods and the bias of feedback. Originality/value The study explored ways to efficiently apply SNSs in building the omni-channel supply chain. Meanwhile, corresponding suggestions were provided such that companies will know about consumer needs.
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Lialiuk, Alla. "Модель купівельної поведінки покупця як передумова маркетингової стратегії формування споживчої лояльності." Economic journal of Lesia Ukrainka Eastern European National University 12, no. 4 (2017): 67–72. http://dx.doi.org/10.29038/2411-4014-2017-04-67-72.
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Das, Saumendra, and Padhy P K. "Demographic behavior of consumer towards selected brands of toothpaste." Journal of Management and Science 6, no. 1 (June 30, 2017): 44–55. http://dx.doi.org/10.26524/jms.2016.6.
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Consumer decision-making process varies with the type of buying decision.There are great differences between buying a toothpaste brand, a tennis racket, a personal computer and a new car. Complex and expensive purchases are likely to involve more buyer deliberation and more participation. Usually evaluating consumer behavior goes afar from advertising and marketing concepts to connect consumers and to understand their behaviors,motivations and sincere needs. Further consumer behavior is individually influenced by physical and social environment where one has to assume his or her perception on product,brand, service, or company. However, they may purchase any products as a result of their moods and ambiance. Most of the time consumer feels secure when the products are satisfying their needs surround to society and environment that one lives and communicates easily with its demographic factors. In this particular study, the main purpose is to understand the demographic behavior of consumer towards selected brands of toothpaste. Here the researcher randomly selected 485 respondents from Berhampur city of Odisha state and adopted descriptive research design. The study provides the association between the buying behaviors of consumers towards selected brands of toothpaste with respect to their demographic factors. Further, the data has been analyzed by one way ANOVAs and results interpreted.
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Kuberska, Dominika, and Karolina Suchta. "Zachowania nabywców na rynku certyfikowanej żywności dla niemowląt i małych dzieci." Zeszyty Naukowe SGGW - Ekonomika i Organizacja Gospodarki Żywnościowej, no. 114 (June 30, 2016): 81–93. http://dx.doi.org/10.22630/eiogz.2016.114.22.
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The aim of the study was to unveil the specifics of consumer behavior on the certified baby food market, in particular with regard to their determinants. A questionnaire was used as a tool to conduct this study. A unique nature of the relationship between the buyer and the consumer on the market (a mother and a child) could have influenced the results obtained. Price is not the key determinant of behavior of buyers on the market. In addition, there is no correlation between the net income per capita and household expenditure on certified baby food.
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Suh, Taewon, and Ik‐Whan G. Kwon. "Globalization and reluctant buyers." International Marketing Review 19, no. 6 (December 1, 2002): 663–80. http://dx.doi.org/10.1108/02651330210451962.
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This study attempted to empirically test a debatable hypothesis that globalization entails homogenization in consumers’ mind and behavior. Using samples from two countries (USA, n = 120 and Korea, n= 128), this study explored a path model centered on consumers’ reluctance to purchase foreign goods. The findings indicated that, in the US sample only, consumer ethnocentrism plays a mediating role between global openness and the reluctance to buy, although it is on the decrease with the increasing level of global openness. Consumer ethnocentrism is still an important factor in determining the magnitude of reluctance to buy a foreign product in both samples, while product judgment also plays an important role, but only in a certain cultural context (i.e. the USA). It is concluded, therefore, that consumers in a different culture, who are different in their attitudes and perceptions, tastes and preferences, and values, are still different even after being exposed to the massive wave of globalization.
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Mongi, Anastasia I., E. Wantasen, A. H. S. Salendu, and M. Manese. "KARAKTERISTIK KONSUMEN DALAM PEMBELIAN DAGING SAPI DI KOTA MANADO (STUDI KASUS DI TRANSMART CARREFOUR STAR SQUARE MANADO)." ZOOTEC 39, no. 2 (July 23, 2019): 337. http://dx.doi.org/10.35792/zot.39.2.2019.25484.
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CONSUMERS CHARACTERISTICS IN PURCHASING BEEF IN MANADO CITY (Case Study On Transmart Carrefour Star Square Manado).Beef is one of the products farm source of protein easily found in the modern market and traditional markets. Consumer behavior is the study of decision making.Consumer characteristics are part of consumer behavior so companies that sell products need to recognize consumer characteristics and decision models made by consumers and innovate on beef attributes so that they can attract consumers to buy. Respondents in this stady were 100 determined by the probability of sampling non next using descriptive analysis through the questionnaire to know the types of buyers. The results showed that the types of buyers of beef in transmart Carrefour star square manado dominated by consumers women are mostly housewives with average ages of more than 40 years, monthly income on 3 million with the education level medium to collage.Keywords : Beef, consumer characteristics, beef attribute
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Praveena, Angel Christy, and Kumari S. Santhosh. "Changing Access Patterns of Tech Savvy Citizens." Ushus - Journal of Business Management 15, no. 1 (January 1, 2016): 61–84. http://dx.doi.org/10.12725/ujbm.34.4.
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This paper attempts to reveal the impact of modern digital business models on the changing buyer behavior of the tech savvy consumers. An empirical research was undertaken with a sample size of 100 and the responses are analyzed to give an overview on the major factors that influence buyers to shift from traditional or conventional shopping. The study reveals that more and more people prefer online shopping over conventional shopping. Present investigation reveals that consumers have an overall positive image towards digitalization while making a purchase
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HATSKA, Liudmyla. "Research of consumer behavior in environmental marketing." Economics. Finances. Law, no. 10 (October 26, 2020): 5–8. http://dx.doi.org/10.37634/efp.2020.10.1.
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The relevance of the research topic is determined by the prospects of Ukraine's accession to the European Green Course and the resulting need to intensify efforts to form and constantly increase demand for environmental goods and services. A significant role in this issue is given to environmental marketing, namely – the study of consumer behavior of environmental goods and services, environmental market segmentation, selection of target groups and development of marketing strategies for each of them. Much attention is paid to these issues in our work. The article also contains a theoretical analysis of different approaches to the formation of a model of consumer behavior of environmental goods and services. We focused on the peculiarities of the application in environmental marketing of economic, psychological and social approaches to the formation of behavioral patterns of different groups of consumers in relation to the environmental friendliness of goods. We also considered the features of marketing strategies to attract different groups of "green" consumers and the main tools of environmental orientation of the consumption structure. Last one include eco-labeling, eco-branding, consumer information orientation on sustainable products, editing consumer choices and nudge. We made a conclusion that consumers of ecological goods should be considered as a dynamic structure that is constantly changing based on the growing awareness of buyers and their understanding of the problems of sustainable development and requires constant monitoring. In Ukraine, "green buyers" can be an excellent target group of high-value market segment, which is not yet sufficiently developed. The use of environmental marketing tools will help direct consumer demand for sustainable products and stimulate the development of environmental entrepreneurship.
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Br. Sembiring, Yenny Lestari, Berlin Sibarani, and Lince Sihombing. "LANGUAGE CHARACTERISTICS OF BEAUTY PRODUCT ADVERTISEMENTS." LINGUISTIK TERAPAN 17, no. 1 (September 4, 2020): 80. http://dx.doi.org/10.24114/lt.v17i1.19769.
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The objectives of this study are to describe the linguistics characteristics of beauty product advertisements, to investigate the influence of buyer behaviors towards the beauty products advertisements. The data for the study were phrases, and sentences drawn from selected beauty products advertisemets. The linguistics characteristics of language are analysed based on Chaer theory and the influence of the consumer behaviors is based on Rapp and Collins theory. The results showed that (1) Based on the sentence,which is devided into(a) naturalness and unnatural (b) Number of sentence forming clauses (c) active and passive sentence. (2) based on phrase, which is divided into (a) basic phrase and derivative phrase, (b) phrase function,which divided into nominal phrase, verbal phrase, adjective phrase, and prepositional phrase.(3) Based on language functionm which divided into (a) evocative, informative, persuasive and powered language. Based on the result of study, it can be seen that the number of no advertisement factors presentations on on consumer buying behavior was 62,6 %, while the advertising language factors was only 37,4 %. This means that the language of beauty product advertising does not have a strong relationship with consumer buying behavior. The language is only able to trigger consumer to look for more detailed explanation and find more information from more trusted sources. Therefore, the language of advertising has a relationship that is not strong and indirect with buying behavior by consumers. Keywords: Linguistic Characteristics, Consumer Behavior, Beauty Products, Advertisement.
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Sayman, Serdar, and Stephen J. Hoch. "Dynamics of price premiums in loyalty programs." European Journal of Marketing 48, no. 3/4 (April 8, 2014): 617–40. http://dx.doi.org/10.1108/ejm-11-2011-0650.
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Purpose – A loyalty program might influence buyer behavior in several ways. Prior research offers evidence that buyers might increase the frequency of purchases and volume per occasion in a loyalty program; however, the effect on buyers' price tolerance has not been studied before. The aim of this paper is to examine buyers' willingness to pay a price premium for a firm offering a loyalty program reward. Design/methodology/approach – An analytical model of dynamic consumer choice is developed, where one of the two selling firms offers a reward for a certain number of purchases. The maximum price premium that a normatively rational buyer should be willing to pay at each level of accumulated purchases is obtained. A price tolerance in controlled settings is obtained and these are compared with normative solutions. Findings – Analytically, it is shown that the maximum price premium increases as purchases are accumulated; and the exact solutions can be found, given the price distributions and program design parameters. In the empirical studies it is found that individuals' maximum premiums are less than the normative levels. On the other hand, as buyers accumulate purchases from the reward offering firm, and get closer to the reward, maximum premiums paid increase – particularly when the reward is immediate. Originality/value – This paper contributes to the loyalty programs literature by examining the price premium, or switching barrier, aspect of buyer response. Furthermore, the paper not only models and solves the normative strategy, but also obtains actual price tolerance in laboratory settings.
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Aihumenki – Okhai, Ulaikere, Ajike O., and Herbertson E. "CONSUMER SHOPPING BEHAVIOUR AFFECTORS AND PATRONAGE OF SELECTED ONLINE STUDENT’S BUYERS IN LAGOS STATE, NIGERIA." International Journal of Advanced Research in Statistics, Management and Finance 8, no. 1 (January 5, 2021): 76–85. http://dx.doi.org/10.48028/iiprds/ijarsmf.v8.i1.06.
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The invention of the internet has created a new pattern in the traditional way of shopping. Online shopping is ideal for many people with disabilities and people with hectic schedules, shrinks the distance between producers and consumers. However, the patronage level of online student-buyers has affected by numerous risks leading to a decline in frequency of purchase, customer satisfaction, customer retention, and service quality and customer loyalty. Hence, this study examined the effect of consumer shopping behaviour affectors on the patronage of selected online student-buyers in Lagos state, Nigeria. Cross-sectional survey research design was adopted. The population was 69, 951 online student-buyers. A sample size of 1,177 was determined using Cochran formula. Multistage sampling was adopted. A validated questionnaire was used. Cronbach’s alpha reliability coefficients for the constructs ranged from 0.758 to 0.882. The response rate was 86.2%. Data were analyzed using descriptive and inferential statistics. Findings revealed that consumer shopping behaviour affectors (social factors, personal factors, and customer perceived value, psychological factors and product perception) had a significant effect on frequency of purchase. The study recommends that the management of online stores should improve on consumer shopping behaviour affectors such as social factors and psychological factors that directly affect online student-buyers’ patronage level.
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Hồng, Tô Thị Kim, and Trần Thị Diễm Thúy. "Analysis The Impact Of Buyers’ Demographics To Green Consumption In Hochiminh City." Science & Technology Development Journal - Economics - Law and Management 5, no. 1 (December 18, 2020): first. http://dx.doi.org/10.32508/stdjelm.v5i1.679.
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Nowadays, environmental protection is an urgent problem which raises top concerns. Besides, green consumption is a trend encouraged to be widely implemented in many countries in the world, including Vietnam. However, in the reality of Vietnam, changing green consumer behavior in choosing products has been negligible and insignificant. With a diversified and varied population structure, Ho Chi Minh City is selected to analyze the impacts of demography and other related factors on green consumption behavior in the market. The quantitative research method is mainly used with the analysis of multiple correlation and linear regression. The results retrieved from 312 survey samples show that regarding demography, educational level, and marital status influence green consumption behavior. Besides, the results also show and measure the impacts of other factors, namely attitudes, subjective standards, environmental concerns, unavailability of green products on the green consumption behavior of consumers in Ho Chi Minh city. With the aim at promoting green consumer behavior in Ho Chi Minh City, there is a need for a change requiring the cooperation of all the Government, Enterprises, and consumers in stepping up propaganda, raising public awareness; simultaneously, orienting economic development activities associated with sustainable environmental protection.
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Maccarrone-Eaglen, Agata, and Peter Schofield. "Compulsive buying among young adults: a behavioural segmentation." Young Consumers 21, no. 1 (December 19, 2019): 57–76. http://dx.doi.org/10.1108/yc-02-2019-0958.
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Purpose The purpose of this study is to re-examine the characteristics of compulsive buying behaviour (CBB) based on a new improved screener. The study analyses young compulsive buyer attitudes, decision-making, product preferences, the impact of credit card use and post-purchase perspectives in relation to CBB severity. Design/methodology/approach The study takes a quantitative approach to the analysis of compulsive behaviour among young consumers, using data from a questionnaire survey and a large sample. A wide range of statistical procedures and structural equation modelling are used in the analysis. Findings The segmentation of compulsive buyers, on the basis of disorder severity, provides important insights into the asymmetrical between-group variation in anxiety levels, product preferences, feelings, attitudes and credit card impact and the within-group variability in daily compulsivity patterns and associated shopping behaviour. Research limitations/implications Although the overall used sample size is large, the subdivision of compulsive consumers into mild and severe categories resulted in a relatively small group of severely compulsive buyers; hence, further research is recommended to corroborate the findings from this study. In addition, this research does not address the disorder’s temporal dimension; therefore, future longitudinal studies should be undertaken to analyse the progression and characteristics of the disorder over time. Practical implications The significant differences between mild compulsive buyers and severely compulsive buyers make a significant contribution to counselling practitioners because of the different levels of support that should be offered in relation to the severity of the condition. Originality/value The study compares non-compulsive behaviour with occasionally compulsive, mildly compulsive and severely compulsive consumers using an improved screening tool. It identifies critical criteria that distinguish between mild and severe forms of the disorder, which have hitherto been neglected, yet represent key diagnostic and predictive factors, which can inform both early intervention and our understanding of CBB and its complexity.
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Nurudin, Nurudin. "Analysis of the Effect of Visual Merchandising, Store Atmosphere and Sales Promotion on Impulse Buying Behavior." Journal of Digital Marketing and Halal Industry 2, no. 2 (October 30, 2020): 167. http://dx.doi.org/10.21580/jdmhi.2020.2.2.6283.
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<p>Consumer behavior undergoes a very dynamic and significant development, which is caused by various factors. Consumer behavior is related to the factors behind the interest and decision to buy. This study aims to determine the effect of visual merchandising, store atmosphere, and sales promotion on impulse buying behavior. The method used in this research is quantitative. The sample used is supermarket consumers in Demak. The sampling technique used purposive sampling. The data analysis technique used multiple linear regression. The results showed that visual merchandising had a significant effect on impulsive buying behavior, store atmosphere has a considerable impact on impulsive buying behavior, and sales promotion significantly affected impulsive buying behavior. Therefore, in the future, if you want to optimize buyer interest, these three factors need to be considered.</p>
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Grębowiec, Mariusz. "BUYERS’ BEHAVIOR ON THE MARKET OF ORGANIC PRODUCTS." Annals of the Polish Association of Agricultural and Agribusiness Economists XX, no. 2 (May 7, 2018): 59–64. http://dx.doi.org/10.5604/01.3001.0011.8116.
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The main purpose of running a business is to maintain a certain level of sales for offered products or services. Succeeding in sales is the result of locating buyers of the company’s target products and reaching them with the offer. This study presents the results of research, the main purpose of which was to identify the factors that shape consumer behavior on the market of organic products. The research was carried out using a questionnaire using the Internet. The survey was attended by 205 respondents selected in a targeted manner from the inhabitants of the Warsaw agglomeration who were the purchasers of ecological products. The largest barriers that prevent the purchase of these products by consumers are also presented.
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Eze, Uchenna Cyril, and Nelson Oly Ndubisi. "Green Buyer Behavior: Evidence from Asia Consumers." Journal of Asian and African Studies 48, no. 4 (August 2013): 413–26. http://dx.doi.org/10.1177/0021909613493602.
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Reddy, M. Sreedhar, and Prof Dr.G.V.Chalam. "A Comprehensive Study of Online Internet Buyers Trust, Trustworthiness and Purchasing behavior in Indian Perspective." INTERNATIONAL JOURNAL OF MANAGEMENT & INFORMATION TECHNOLOGY 3, no. 3 (May 31, 2013): 97–102. http://dx.doi.org/10.24297/ijmit.v3i3.1727.
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Electronic commerce does not only give the consumer a broader selection of business and items but it also gives information concerned companies, various products and also competitors. These consumers can then compare these to each other and find the best deals. Good quality web sites also offer useful information to the consumer. A salesperson in a store would not necessarily have access to these kinds of lists so the information he would give would only be facts about different products instead of real customers reviews. Consumers often can interact with the merchants site to create exactly .The web really enables the whole business process to be much more efficient and the consumers will get exactly what they want. This study aims to fill this void by exploring the attributes of trust, trustworthiness and purchasing behavior can be developed in online transaction. The anticipated research results thus seize the probable to make a significant role to the internet based marketing and customer overall satisfaction.
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Yeo, Sook Fern, Cheng Ling Tan, and Kah Boon Lim. "Effects of Web-Based Shopping on Consumers' Buying Behaviour: A Consumer Perspective." 12th GLOBAL CONFERENCE ON BUSINESS AND SOCIAL SCIENCES 12, no. 1 (October 8, 2021): 59. http://dx.doi.org/10.35609/gcbssproceeding.2021.12(59).
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Online shopping has become a popular trend nowadays because more and more people are buying products online due to the continuous development of technology. People's increasing concerns about online shopping have become the key element for changing their consumer buying behaviour. Due to the current situation of COVID19 and the changes of the era, many people buying products through online shopping. People think that buying products or services through online shopping can bring them convenience. Many companies move their business to online business because online business can help companies earn more sales and promote their products and services online to attract more new customers. Therefore, online shopping has become a popular trend nowadays, and more people are concern about online shopping. This is because consumers might consider the security of the websites, the usefulness, price, service quality of the products or services before they purchase through online shopping. With the rise of e-commerce, the number of online buyers is also increasing along with it. In 2020, the number of online buyers worldwide is expected to be 2.05 billion (Mohsin, 2020). Besides, a report shows the ranking of the mobile shopping apps in Southeast Asia. Lazada apps was the highest ranking in Malaysia, Singapore, Thailand and Philippines in 2019. For Vietnam, Shoppe apps was the highest ranking (Moey, 2019). According to Statista (2020), the report shows that in 2021 and 2022 the number of online shoppers in Malaysia is expected to reach 2.2 million and 2.53 million respectively. So, this research aims to make a clear understanding of consumer buying behaviour towards online shopping. The factors that have been shown in this research are trust, perceived risk, perceived ease of use, service quality and information. This research has discussed the fundamental research and clearly understand consumer buying behaviour and those factors that affect consumer buying behaviour towards online shopping. Keywords: Buying Behaviour, Trust, Perceived Risk, Perceived Ease Of Use, Service Quality
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Pinto de Albuquerque, Edmilson, José Carlos Lázaro da Silva Filho, Josimar Souza Costa, and Sandra Maria Santos. "Sustainability or Health." International Journal for Innovation Education and Research 8, no. 9 (September 10, 2020): 90–107. http://dx.doi.org/10.31686/ijier.vol8.iss9.2599.
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This research investigated environmental awareness aspects and the behaviour involving a search for health in an attempt to find their influence on consumers’ intention to purchase organic food (OF), namely organic fruits and greens (OFGs), in Fortaleza, a Brazilian Northeastern metropolis. The quantitative analysis herein presented is based on a sample survey which involved 200 organic food consumers. To data analysis we use the Structural Equation Modelling (SEM) in the light of the Theory of Planned Behaviour. A general OF buyer sample led to the conclusion that purchase behaviour is influenced by factors related to beliefs concerning the search for health, not to environmental awareness. It also brings to light an important issue regarding the profile of organic food buyers in Brazil revealing the link to health issues which might be explored by marketing actions, they also indicate the need for more discussion with the general public about environmental impacts caused by food production.
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Mou, Jian, Jason Cohen, Yongxiang Dou, and Bo Zhang. "International buyers’ repurchase intentions in a Chinese cross-border e-commerce platform." Internet Research 30, no. 2 (November 1, 2019): 403–37. http://dx.doi.org/10.1108/intr-06-2018-0259.
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Purpose The purpose of this paper is to develop and test a model of the uncertainties and benefits influencing the repurchase intentions of buyers in cross-border e-commerce (CBEC). Design/methodology/approach The authors draw on the valence framework to hypothesize effects of positive valences (utilitarian benefits) along with negative valences (pre- and post-contractual uncertainties) on buyers’ repeat purchase intentions. Data were collected using an online survey from 378 international B2C buyers on a CBEC platform in China. Findings Results explain 51.4 percent of the variance and reveal that overall value, as determined by monetary saving, convenience and product offerings as positive valences, exerts the strongest effect on repeat purchase intention. However, negative valences remain significant, and are particularly salient for female shoppers. Research limitations/implications The authors extend the valence theory into the study of repeat purchase behavior and contribute to much needed literature on why consumers return to repurchase from a CBEC platform. Practical implications Repeat purchase and loyalty of online consumers is essential for success of e-commerce providers. The results help online providers competing in international markets understand how buyers form repurchase intentions based on their evaluations of both value and uncertainty. Originality/value Buyer behavior in CBEC has received relatively less attention than domestic e-commerce. This paper is among the first to examine how both positive and negative valences combine to effect repurchase intention of international buyers in CBEC.
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Liu, Yuping. "The Long-Term Impact of Loyalty Programs on Consumer Purchase Behavior and Loyalty." Journal of Marketing 71, no. 4 (October 2007): 19–35. http://dx.doi.org/10.1509/jmkg.71.4.019.
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Despite the prevalent use of loyalty programs, there is limited evidence on the long-term effects of such programs, and their effectiveness is not well established. The current research examines the long-term impact of a loyalty program on consumers' usage levels and their exclusive loyalty to the firm. Using longitudinal data from a convenience store franchise, the study shows that consumers who were heavy buyers at the beginning of a loyalty program were most likely to claim their qualified rewards, but the program did not prompt them to change their purchase behavior. In contrast, consumers whose initial patronage levels were low or moderate gradually purchased more and became more loyal to the firm. For light buyers, the loyalty program broadened their relationship with the firm into other business areas. The findings suggest a need to consider consumer idiosyncrasies when studying loyalty programs and illustrate consumers' cocreation of value in the marketing process.
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Krishna, Aradhna. "The Effect of Deal Knowledge on Consumer Purchase Behavior." Journal of Marketing Research 31, no. 1 (February 1994): 76–91. http://dx.doi.org/10.1177/002224379403100107.
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Research has shown that there is heterogeneity in consumer knowledge of prices and deals. In addition, it has been found that buyers’ purchase behavior can be influenced not only by the current price of a product, but also by what prices they expect in the future. The author builds a purchase quantity model to contrast normative behavior of consumers who have knowledge of future price deals with that of those who do not. Implications from the model are derived concerning consumer deal response for the consumer's preferred and less preferred brands. These implications show that normative purchase behavior is very different between consumers with and without knowledge of future deals. The model implies that consumers with knowledge of future deals could be more likely to purchase on low-value deals and deals on less preferred brands compared with consumers without knowledge of future deals. Another implication of interest is that the relative quantity purchased by consumers who have deal knowledge compared with those who do not depends on the time pattern of deals. The implications are supported in a laboratory experiment. The author finds that actual behavior varies depending on deal knowledge and is quite consistent with model predictions.
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Duralia, Oana. "Integrated Marketing Communication and Its Impact on Consumer Behavior." Studies in Business and Economics 13, no. 2 (August 1, 2018): 92–102. http://dx.doi.org/10.2478/sbe-2018-0022.
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AbstractIn the current economic context, characterized by extremely fierce competition directed at winning or retaining various consumer segments, as well as by an unprecedented technological boom, the marketers’ effort towards implementing new ways of communicating and bidding remains the only way to business success. Considered to be the most visible part of the marketing activity, integrated marketing communication tends to capture the attention of both providers and buyers especially, who need information from various sources to inform their purchasing decisions. Thus, the present paper aims to highlight the main tools which the specialists use in integrated marketing communication in their attempt to establish a permanent and efficient contact with both potential consumers and with actual consumers, as well as an analysis of secondary data sources regarding the impact false news broadcast through various media channels have on consumer perceptions.