Relevant bibliographies by topics / Consumer buying decision process

Contents

  1. Journal articles
  2. Dissertations / Theses
  3. Books
  4. Book chapters
  5. Conference papers
  6. Reports

Academic literature on the topic 'Consumer buying decision process'

Author: Grafiati
Published: 4 June 2021
Last updated: 14 February 2022

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Journal articles on the topic "Consumer buying decision process"

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Stankevich, Alina. "Explaining the Consumer Decision-Making Process: Critical Literature Review." JOURNAL OF INTERNATIONAL BUSINESS RESEARCH AND MARKETING 2, no. 6 (2017): 7–14. http://dx.doi.org/10.18775/jibrm.1849-8558.2015.26.3001.

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In the last years, research investigating consumer behaviour and how their decision-making process has advanced and has become an important topic in the marketing society and literature. To advance the research further, this paper presents an extensive literature review of academic publications in the area of buying decision-making process in marketing and its status. Furthermore, the paper presents latest trends and themes that emerge there. Based on 24 journal articles, reports and marketing books, the core models and theories in this area were evaluated and discussed. Moreover, a framework of “moments that matter” in consumer decision-making process and factors that influence them was elaborated for a possibility to influence consumer behaviour in favour of company’s offers. Furthermore, recommendations for marketers were suggested for deeper understanding the consumer behaviour and their buying strategies to empower marketing campaigns and be a success in the market. The paper also suggests several directions for future research related to buying behaviour.
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Omar, Amira M., and Nermine Atteya. "The Impact of Digital Marketing on Consumer Buying Decision Process in the Egyptian Market." International Journal of Business and Management 15, no. 7 (June 8, 2020): 120. http://dx.doi.org/10.5539/ijbm.v15n7p120.

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This research examines digital marketing channels (E-mail Marketing, Mobile Marketing, and Retargeting) for marketers. It analyzes the effect of these channels on the consumer buying decision process in the Egyptian market. The author researched an online questionnaire. The questionnaires were administered based on a simple sampling method and obtained in the Egyptian market. 285 questionnaires were distributed, and 213 available samples were collected, except incomplete questionnaires, resulted in a response rate of 74.7% to all those who chose to participate. Findings indicate that e-mail has a profoundly positive influence on consumer buying decisions in two phases (post-purchase) and information research). In the purchase, the decision phase has a negative effect on customer decisions. The mobile, as a digital marketing channel, has a negative impact on consumer decisions through all the stages of the consumer buying decision process in the Egyptian market. Also, re-targeting has a high effect on consumer decisions in the evaluation stage; then, information research needs recognition, purchase decision, and post-purchase. Targeting is the most influential variable in the consumer buying decision process. We can notice that the most significant effect on the consumer decision is in the evaluation stage, and this can be due to that the re-targeting channel directed to the consumer who has already been searching for the product.
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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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Chhabra, Disha. "Factors Affecting Consumer Buying Behaviour and Decision Making Process towards FMCG Products." Journal of Advances and Scholarly Researches in Allied Education 15, no. 6 (July 5, 2018): 131–39. http://dx.doi.org/10.29070/15/57735.

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Aarti, Dr. "Consumers Decision Making Process and Buying Behaviour towards Mobile Handsets." International Journal for Research in Applied Science and Engineering Technology 9, no. VI (July 15, 2021): 712–18. http://dx.doi.org/10.22214/ijraset.2021.36433.

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– The purpose of this paper is to investigate the decision making process adopted by consumers while buying the mobile handsets and to study the consumer buying behaviour towards mobile handsets. Design/methodology/approach –Consumer behaviour is observed and analyzed with the help of descriptive analysis. The effect of internal factors has been seen on this decision making process. For this purpose MANOVA analysis has been put to use. Wilk’s lambda has been considered as an analysis factor. Findings – Consumers’ buying behaviour depends upon their purpose behind buying a mobile phone. Choice of their phones differs on the basis of various functions they performed on phone; they focus on buying the phone they are familiar with and which fulfills their purpose. Research limitations/implications – Even though the world as a whole is rapidly adopting smart phones, there is a high degree of variation in how they have been adopted in different parts of the world. Practical implications – In the present competitive world, growth of smart phones is a truly global story; there are lots of important factors which create differences in how technology has evolved in different countries. Originality/value – This paper contributes to the knowledge of the marketers about mobile handsets in several ways. It would also be helpful for the marketers to know the actual decision making process followed by them while buying a new mobile handset, which will help them in formulating their strategies to attract the customers.
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SOKHATSKA, Olena, and SIDDHARTH SIDDHARTH. "THE IMPACT OF SOCIAL MEDIA MARKETING ON CONSUMER BUYING BEHAVIOUR: THEORETICAL ASPECT." Vol 18, No 2 (2019), Vol 18, No 2 (2019) (2019): 285–97. http://dx.doi.org/10.35774/jee2019.02.285.

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This research studies the impact of social media marketing on consumer buying behaviour. The aim of this research is to explore how social interactive tools have an influence on buying decision process and how others’ productrelated opinions collected from social and digital environment are influential on buying decisions in different markets. This project sought to assess the impact of social media on the decision making process among the consumers. The study’s general objective was to establish the impact of social media on consumer’s decision making process among the consumers across different level of the society. The study was guided by the following specific objectives: to find out how social media influences the pre-purchase stage in buyer’s decision process, to determine how social media influences the purchase stage in buyer’s decision process, and to determine how social media influences the post purchase stage in buyer’s decision process. The study aims at integration of social media marketing communication tools and consistency in the message communicated via social media tools. In addition, it aims to have conclusive recommendations for further study which should include involvement in marketing research with a core purpose of delivering per consumer needs, as well as gaining an understanding of trending social media activities so as to meet demands of changing technological world.
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Lobachevska, Ganna, and Claus-Heinrich Daub. "The role of Corporate Social Responsibility in the decision-making process of consumers in Ukraine." Innovative Marketing 17, no. 1 (March 1, 2021): 78–93. http://dx.doi.org/10.21511/im.17(1).2021.07.

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This paper aims to investigate the impact of Corporate Social Responsibility (CSR) of Fast Moving Consumer Goods (FMCG) companies on consumer buying behavior in the Ukrainian market. The qualitative data for this study were collected with the help of semi-structured interviews conducted with a total of 10 respondents, including 5 Ukrainian consumers (with different levels of responsible consumption adoption) and 5 CSR experts from FMCG companies located in Ukraine (both local and global; with CSR adoption level varying from low to well-developed). The data obtained for this study revealed that the level of consumer awareness about CSR in Ukraine is still low. However, the level of awareness and the actual consumption of responsible products are constantly growing. The results also show that Ukrainian consumers who already have some level of awareness about CSR perceive CSR communication as more credible when it does not originate from the company directly or is endorsed by a third party. At the same time, interviewed experts stated that to raise awareness among the wider population, FMCG companies have to communicate their CSR achievements directly and massively. Ukrainian consumers are mostly impacted by the product-related CSR type, such as bio-ingredients and sustainable packaging. Price premium for responsible products is the key factor that causes the “intention-behavior gap” in Ukraine.Practitioners from the FMCG industry in Ukraine may use the information provided by this study to shape their CSR strategies, which will allow them to cater to societal demands and, as a result, impact consumer buying behavior.
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Rahayu, Gita, Dewi Kurniati, and Anita Suharyani. "The Influence of Psychological Factors on The Buying Decision Process of Tropicana Slim Sweetener Products." SOCA: Jurnal Sosial, Ekonomi Pertanian 14, no. 2 (May 31, 2020): 253. http://dx.doi.org/10.24843/soca.2020.v14.i02.p06.

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This research aimed to determine the influence of psychological factors on buying decisions of Tropicana Slim Sweetener products. This research was conducted in Pontianak, West Kalimantan Province. The psychological factors of consumers in making the buying decision process consisted of motivation, perception, learning, beliefs and attitudes. The population used in this research was consumers of Tropicana Slim Sweetener. The sample used was 150 people, using purposive sampling. The research was conducted in June to July 2018. The research data were obtained by the analysis method using Structural Equation Modeling (SEM). The results showed that psychological factors had a positive influence on consumer buying decisions, with the most influenced indicators were convince in the product, belief in the product, product brand, knowledge of the product, the feelings towards the product and product reliability.
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Fatmawati, Nurul, and Euis Soliha. "Kualitas Produk, Citra Merek dan Persepsi Harga Terhadap Proses Keputusan Pembelian Konsumen Sepeda Motor Matic “Honda”." Jurnal Manajemen Teori dan Terapan | Journal of Theory and Applied Management 10, no. 1 (July 21, 2017): 1. http://dx.doi.org/10.20473/jmtt.v10i1.5134.

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The purpose of this study was to analyze the effect of product quality, brand image and perception of the price of the consumer buying decision process matic Honda motorcycles. The population in this study were matic Honda motorcycle users. The samples in this study using purposive sampling, which means that sample based on specific criteria, namely: those who are older and those who use and have matic Honda motorcycles. The analytical tool used is multiple linear regression analysis. The results of the analysis can be concluded that: product quality, positive influence on consumer buying decision process matic Honda motorcycles. Brand image positive influence on consumer buying decision process matic Honda motorcycles. Perception price positive influence on consumer buying decision process matic Honda motorcycles.
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Kurniawati, Masmira, Sri Hartini, and Lilik Rudianto. "Corporate Social Responsibility: Analisis Variabel Anteseden dan Konsekuensi." Jurnal Manajemen dan Bisnis Indonesia 1, no. 2 (February 1, 2014): 214–28. http://dx.doi.org/10.31843/jmbi.v1i2.19.

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This study is exploratory in nature and tries to explain buying consumer behavior of environmental friendly product. Specifically, this study focuses on the antecedents and consequences of corporate social responsibility (CSR) strategy and its impact on marketing outcome using qualitative method. Information on identification of consumer’s buying decision process of green marketing products, types of CSR, and marketing outcomes based on customer’s perspectives are gathered through in-depth interview. Nine propositions in relation to the antecedents and consequences of corporate social responsibility strategy from customer perspectives proposed from this study are: (1) consumer perception of CSR activity objectives influences consumer evaluation on CSR activity; (2) consumer evaluation on CSR activity influences consumer buying decision; (3) CSR activity influences customer value; (4) CSR activity creates consumer skepticism toward company; (5) product-related CSR activity which directly impact on consumer will increase consumer attitude toward product; (6) CSR activity influences consumer perception on company’s and product’s image and increase company as well as brand reputation; (7) consumer judgment on CSR activity influences consumer loyalty; (8) consumer characteristics strengthen the impact of CSR toward consumer buying decision; (9) consumer culture of collectivism influences their attitude toward CSR activity and buying decision of environmental friendly product. Keywords: corporate social responsibility, green marketing, marketing outcome, qualitative method
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Dissertations / Theses on the topic "Consumer buying decision process"

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Hellgren, Johanna, and Daniel Sinander. "One rapidly growing market of Sweden: organic food : A qualitative study portraying some consumers’ decision to purchase organic food." Thesis, Högskolan Dalarna, Företagsekonomi, 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:du-20656.

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In recent years there has been a significantly rising trend amongst consumers for health and environmental issues, which has resulted in greater attention for and sales of organic food. Organic food production strives to use natural resources, such as land, energy and water in a sustainable way and the products does not contain artificial fertilizers or chemical pesticides. However, organic food products are also often more expensive and less available in comparison to conventional food products. Despite this, interest for and sales of organic food products have increased around the globe, and in Sweden particularly, the increase in sales has grown largely from an international perspective. This thesis is of qualitative character and is focused on studying some consumers from the Swedish market of organic food. The purpose of this thesis is to contribute with a better understanding on the buying decision process regarding organic food purchase. To achieve this, the authors have studied some consumers that purchase organic food and have searched for patterns that could be identified in the decision process. The consumer buying decision process model has been used for portrayal of the chosen consumers’ decision to purchase organic food products. Interviews with six Swedish consumers were conducted, whereas each respondent continuously purchase organic food products. Results show that the purchase of organic food products begins with discovering an unsatisfied need state, which the consumers of this study desired to change with the purchase of organic food products. This study show how six consumers reason when passing through the stages of the buying decision process, in order to satisfy their desired need state. The authors found that the respondents feel satisfied with purchasing organic food products, which lead them in to continuously buying these products. Altogether, the findings contribute with knowledge that can come to be helpful when wanting to understand more about the consumer decision to purchase organic food.
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Behrami, Erduan, and Vladimir Deric. "E-consumption : Website features' influence on the purchasing decision." Thesis, Högskolan Kristianstad, Sektionen för hälsa och samhälle, 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:hkr:diva-15112.

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During the past two decades, as internet has spread across the world, bringing people and businesses closer, e-commerce has been on a rapid expansion. To be a part of the expanding market, businesses have put a lot of effort to understand consumer behavior online, and to adapt. E-commerce differs drastically from traditional stores in the way that consumers are able to browse commercial web shops in search for the desired product, without outside influence. To understand how customers behave when purchasing a product, the Dewey model, customer buying process, is used. This process consists of five steps, which are: need recognition, information retrieval, information evaluation, buying decision and evaluation. However, within e-commerce, the web shops are the only platform where the business have the opportunity to affect the customers, as there are no salespersons to affect customers’ decisions as in traditional stores. As the web shop is platform for communication within e-commerce, it increases the importance for businesses to understand how their visitors react to features on their web shops. Visual features of websites, such as color and layout, can be crucial when a potential customer makes a purchase. The purpose of this study is to see how several visual features affect the purchasing behavior throughout Dewey’s model, customer buying process.The findings and analysis shows that some features are valued higher from each other, some are dependent on each other, and some are being taken for granted. First impression, product information and purchase methods, are among the crucial moments throughout the buying process. Our test conducted shows that the different features have different impact throughout the buying process.
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Netrdová, Blanka. "Spotřební chování domácností." Master's thesis, Vysoká škola ekonomická v Praze, 2013. http://www.nusl.cz/ntk/nusl-194046.

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The thesis is focused on the consumer behavior of the households in the period from 2003 to 2013. The theoretical part is divided into two parts, household consumption from the perspective of marketing, and from the perspective of economics. In the marketing section explains the concepts of consumer, household, consumer credit, consumer behavior, consumer predisposition and the buying decision process. In the section dedicated to economics concepts are explained, the budget line consumption, preferences, and surplus consumer's optimum. In the methodological part of the work describes the secondary sources from which I draw the data in the practical part. Listed here are provided for the investigated questions. The practical part includes information about the average income per person per year, the average expenditure per person per year, and also about the structure of consumption. I'm watching whether consumer behavior affect different criteria, for example, the age of the person at the head of the household, the size of the municipality in which the person lives in the household, the head of the household or education of the person at the head of the household. In conclusion is a summary of the collected data.
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Mirbashiri, Clara, and Linnea Möller. "The Power of Signs : How Recommendation Signs Affect Consumer Behavior at Supermarkets." Thesis, Linköpings universitet, Företagsekonomi, 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-172271.

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Background/Problematization: Many purchase decisions are made in-store and one wayof influencing the decision making process is through signs. Signs are said to drawattention to the product on which they are placed and result in increased sales. Sale signsare widely used to influence purchase decisions, but are there other types of signs that canimpact the purchase decision? Recommendations have also shown to affect consumer’spurchase decisions. However, most of the research within the subject have been done on thepower of social influences from friends and family, e.g. strong-tie relationships. Howrecommendations from experts (e.g. weak-tie relationships) can influence purchases is lessresearched, especially which type of recommendation sign have the most effect. Purpose: The purpose is to examine and map how different types of signs on shelvesrelated to staff recommendations for specific products affect their sales. Method: The scientific approach of the study is deductive and the corresponding researchmethod is a quantitative study with an experimental design and a descriptive focus. Anexperiment was executed in a supermarket on 28 products to test stimuli with differentlevels of information concerning staff recommendations with the use of signs. Result/Conclusion: The result showed only one stimuli to have significantly increasedsales. The stimuli consisted of adding a name of a specific staff member to therecommendation sign. The increase in sales might however have been caused by otherfactors than the applied sign as the outbreak of Covid-19 resulted in changed consumerbehavior at the time of the experiment. The results showed that no significant differences insales could be seen according to the number of alternatives each product had. This mighthowever be a result of the tampered data caused by the changed consumer behavior.
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Calderón, Rojas Sebastián Raúl. "Conocimiento de la marca país como herramienta en la decisión de viajar a un país de la región sudamericana en personas de 25 a 40 años de edad del NSE B de Lima Moderna." Universidad Peruana de Ciencias Aplicadas (UPC), 2018. http://hdl.handle.net/10757/626007.

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El presente trabajo tuvo como objetivo principal: Identificar la relación entre la información que una marca país comunica como herramienta que fomenta en la decisión de viajar a un país de la región sudamericana del público objetivo. La metodología de estudio fue de carácter mixto: cualitativo mediante el empleo de entrevistas a un grupo de personas del público objetivo y expertos; y cuantitativo por medio de encuestas aplicadas a una muestra significativa. Los resultados principales mostraron que las personas utilizan con mayor frecuencia el medio online para la búsqueda de información y mencionaron también que sí han visto alguna vez alguna publicidad de alguna de las marcas país evaluadas en el presente estudio por medios masivos o alternativos. Mediante las percepciones que tienen sobre los países lograron identificar ciertos elementos de la comunicación del destino; sin embargo, no conocían alguna campaña o esfuerzo promocional a profundidad o la presencia que ha tenido el país como imagen en distintas actividades. A pesar de eso, un 76% de la muestra identificó que una marca país sí puede ejercer una influencia en la decisión de viaje a uno de los países sudamericanos estudiados. Esto significa que, mediante una estrategia y campaña de promoción adecuada, se pueden finalmente alcanzar los resultados positivos que una marca país tiene como objetivo: el generar una mayor atractividad hacia el destino, sea para la generación de mayores divisas por medio de actividades como el turismo, por los negocios dentro del territorio o las inversiones posibles luego de haber visto al país como un lugar apto.
The following thesis’ objective was to: identify the relationship between the information that a country brand communicates as a tool of influence in the decision to travel to a country in the South American region in people from the target. The methodology of the study was mixed: qualitative through the use of interviews with a group of people from the target audience and experts in the field; and quantitative according to a survey applied to a given sample according to the population. The main results showed that people use most often online media for finding information and even mentioned in certain cases that they have seen any advertising of any of the country brands evaluated in this study by massive or alternative media. In addition, by perceptions the target was able to identify certain elements of the communication of the destination; however, they did not know any campaign or promotional effort at depth or the presence that has had the country as image in different activities. Despite that, 76% of the sample identified a brand country as an influence in the decision to travel to one of the South American countries studied. This means that, through a strategy and appropriate promotional campaign, the positive results can be achieved by a country brand: generating a greater attractiveness to the destination, whether for the generation of major currencies by means of activities like tourism, businesses within the territory or investments possible after seeing the country as a place.
Tesis
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Szelesová, Anita. "Kupní rozhodovací proces na trhu mobilních telefonů." Master's thesis, Vysoká škola ekonomická v Praze, 2016. http://www.nusl.cz/ntk/nusl-264180.

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The goal of the master's thesis is to analyse the buying decision process in the market of mobile phones and determine the phases of the buying decision process focusing on individuals in the Czech and Slovak markets. In the theoretical part the thesis focuses on different views on the buying decision process and presenting the factors that affect the process of decision making. In the practical part the greatest attention is dedicated to the research of the consumer buying decision process in the market of mobile phones based on data from MML - TGI and a questionnaire survey. The analysis realized on the basis of Microsoft Excel tables and charts. In the conclusion of the thesis the obtained results are summarized with focus on the phases of the buying decision process and its factors in the market of mobile phones and marketing suggestions.
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Ximenes, Loreta Maria Cunha. "A influÃncia da marca na decisÃo de compra de clientes de baixa renda." Universidade Federal do CearÃ, 2008. http://www.teses.ufc.br/tde_busca/arquivo.php?codArquivo=15650.

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Neste trabalho, à apresentada uma investigaÃÃo sobre a influÃncia da marca no processo de decisÃo de compra do consumidor de baixa renda da cidade de Fortaleza. Para tanto, foi desenvolvida uma pesquisa quantitativa, com 291 pessoas em 27 bairros do MunicÃpio. Nesta investigaÃÃo, fez-se uso de um questionÃrio estruturado, aplicado por meio de entrevista direta e domiciliar. A base teÃrica explorou a temÃtica do comportamento do consumidor, especificamente seu processo de decisÃo de compra, bem como a marca e o mercado de baixa renda. Em sÃntese, as conclusÃes extraÃdas deste trabalho mostram que, como era de se esperar, o preÃo à o elemento que, na maioria das vezes, mais influencia a decisÃo de compra desse consumidor, contudo, para alguns produtos, como alimentos e de higiene pessoal, a marca prevalece na escolha, embora isto implique pagar preÃo mais caro. Este estudo fornece informaÃÃes que podem auxiliar as empresas no desenvolvimento de estratÃgias mercadolÃgicas, objetivando atingir a satisfaÃÃo das necessidades desse mercado especifico de forma mais eficaz. Nas conclusÃes e consideraÃÃes finais, sugerem-se propostas para trabalhos futuros, com novas abordagens das teorias discutidas e outros mercados.
In this paper, an investigation is presented on the brand influence in the process of consumer buying decision low-income city of Fortaleza. Thus, it was developed a quantitative survey with 291 people in 27 districts of the municipality. In this investigation was made using a structured questionnaire, applied through direct interview and home. The theoretical basis explored the theme of consumer behavior, specifically their purchase decision process as well as the make and bearish market income. In summary, the conclusions drawn from this study show that, as might be wait, the price is the element that most of the time, most influences the buying decision that consumer, however, for some products such as food and personal hygiene, brand prevails in choice, although this involves paying higher price. This study provides information that can assist companies in developing strategies marketing, aiming to achieve the satisfaction of the needs of this specific market more effectively. The conclusions and final considerations are suggested proposals for future work with new approaches to other markets and discussed theories.
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Sjöblom, Stefan, Helene Kaspersson, and Jennie Spångberg. "Mycket snack, lite verkstad : En studie om varför konsumenten inte köper ekologiska livsmedel." Thesis, Mälardalen University, School of Sustainable Development of Society and Technology, 2008. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-4708.

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Sammanfattning

Seminariedatum: 2009-01-08

Lärosäte: Mälardalens Högskola, Västerås

Nivå: Kandidatuppsats i Företagsekonomi, 15 hp

Titel: ”Mycket snack, lite verkstad – En studie om varför konsumenten inte köper ekologiska livsmedel”

Författare: Helene Kaspersson 850325                 Jennie Spångberg 860813                 Stefan Sjöblom 871231

Handledare: Claes Jonsson

Problemformulering: Varför köper inte konsumenten ekologiska livsmedel?

Syfte: Vi har för avsikt att beskriva hur konsumenten påverkas av individuella influenser och gruppinfluenser till att inte köpa ekologiska livsmedel. I en förlängning skall denna uppsats kunna vara till hjälp i processen att öka försäljningen av ekologiska livsmedel.

Metod: För att kunna ge en generell bild av beteendet utförs en kvantitativ undersökning i form av en enkätundersökning.

Teoretiskt perspektiv: Studien har köpbeslutsprocessen som utgångspunkt med fokus i hur konsumenten påverkas av individuella influenser och gruppinfluenser.

Slutsats: Vi har kommit fram till slutsatserna att kunden agerar utifrån ett vanebaserat beteende vid köp av livsmedel. Det finns en stereotyp som symboliserar den ekologiska konsumenten. Kunden påverkas av sin referensgrupp till att inte vilja sticka ut.

Nyckelord: Konsumentbeteende, Köpbeslutsprocessen, Influenser, Ekologiska livsmedel


Abstract

Seminar date: 2009-01-08

University: Mälardalens Högskola, Västerås

Level: Bachelor thesis in Business administration, 15 credits

Title: ”Mycket snack, lite verkstad – En studie om varför konsumenten inte köper ekologiska livsmedel”

Authors: Helene Kaspersson 850325             Jennie Spångberg 860813             Stefan Sjöblom 871231Tutor: Claes Jonsson

Problem formulation: Why does not the consumer buy organic food?

Purpose: Our purpose is to describe how the consumer is affected by individual influences and group influences not to buy organic food. Our study shall later on be helpful in the process of increasing the sales of organic food.

Method: To be able to create a general view of the behavior, we use a quantitative approach with an inquiry.

Theoretical perspective: The theoretical framework consists of the buying decision-making process with focus on how individual influences and group influences affect the customer.

Conclusions: We have reached the conclusions that the customer is affected by his/her habits when it comes to the buying decision of food. The “organic food customer” is associated with a stereotype. The customer is affected by its reference group not to be different.

Key words: Consumer behavior, Buying decision-making process, Influences, Organic food

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Pondro, Izabelle, Isabell Olofsson, and Donjeta Bibaj. "Sociala medier och köpbeslut : en studie inriktad på sociala mediers inflytande på konsumentensköpbeslut." Thesis, Högskolan i Borås, Akademin för textil, teknik och ekonomi, 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:hb:diva-23452.

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Denna uppsats handlar om hur sociala medier påverkar svenska konsumenters köpbeslut. Nya tjänster inom sociala medier såsom Facebook, Snapchat och Instagram har fått en ökad popularitet blandmänniskor. En intensiv teknikutveckling har bidragit till att konsumenter genomför sina inköp på en mängd olika sätt. Uppsatsens syfte var att undersöka hur sociala medier påverkar konsumenternas köpbeslut i relation till hur konsumenter använder sig av sociala medier vid inköp av konfektionsvaror. Den metodansats som valts att användas är en kvantitativ metod bestående av en enkätundersökning. Ett urval gjordes där enbart kvinnor i åldrarna 20-50 studerats. Slutligen redovisas resultatet av undersökningen. Resultatet har kodats via SPSS för att förtydliga sambanden mellan variablerna. Teorikapitlet strävar efter att ge en bild av den generella påverkan som kan uppstå hos konsumenternas köpresa. Till följd presenteras den huvudsakliga teorin, Instagram , köpprocessen online och e-WOM, som ligger till grund för undersökningen. Slutgiltligen redovisas studiens undersökningsmodell och hur de olika teoretiska delarna hör ihop. Två hypoteser har även tagits fram för att testas om ett samband finns mellan dem. Resultatet av undersökningen visar att det tillkommer fler alternativ för inköp av konfektionsvaror online, där konsumenter värderar tillgänglighet, pris, bekvämlighet och informationssökning vid genomförandet av köpet. Respondenterna i undersökningen visar att dessa funktioner påverkar deras köpbeslut och att det är behov som är den viktigaste delen av köpprocessen på Instagram. Dessutom indikerar studiens resultat att konsumenters tendens till impulsköp har utvecklats med hjälp av sociala medier, såsom Instagram. En slutsats dras, som visar att konsumenters aktivt deltagande för underhållning på Instagram leder till att de exponeras för reklam och rabatter som ökar deras köplust och eventuella köpbeslut.
This essay is about how social media affects Swedish consumers purchasing decisions. New social media services such as Facebook, Snapchat and Instagram have gained a growing popularity among people. Intensive technology development has helped consumers to make their purchases in a variety of ways. The purpose of this thesis was to investigate how social media affects consumers purchasing decisions in relation to how consumers use social media when purchasing clothing products. The method approach chosen to be used is a quantitative method consisting of a survey. A selection was made where only women in the ages 20-50 have been studied. Finally, the results of the survey are reported. The result has been coded thru SPSS to clarify the relationships between the variables. The theory chapter seeks to provide a picture of the general impact that can occur in the consumers buying journey. As a result, the main theory, Instagram, the online buying process and e-WOM, which form the basis of the survey, are presented. Finally, the study's research model and how the different theoretical parts are connected are presented. Two hypotheses have also been developed to test whether a relationship exists between them. The results of the survey show that there are more options for purchasing ready-to-wear clothing online, where the consumers value availability, prices, convenience and information research when making the purchase. The respondents in the survey show that these features influence their purchasing decisions and that needs are the most important part of the buying process on Instagram. In addition, the study’s findings indicate that consumers' tendency toward impulse purchases has evolved using social media, such as Instagram. A conclusion is drawn, which shows that consumers active participation for entertainment on Instagram leads to them being exposed to advertisements and discounts that increase their buying desire and possible purchasing decisions.
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Lulek, Alexandra, and Marcus Wehinger. "Why consumers engage in eWOM : motivation to conduct research online and post online reviews." Thesis, Högskolan i Borås, Akademin för textil, teknik och ekonomi, 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:hb:diva-971.

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The purpose of this study was to provide a better understanding why consumers conduct research online and post online reviews. This was achieved by finding relationships between the two phenomena presented above. The study used a cross-sectional design since little was known about the relationships within the chosen research area. Results were measured by quantitative instrument through a self-administered questionnaire divided by each phenomenon. The questionnaire was directed towards Swedish consumers in the buying decision process.Consumers conduct research online with the specific goal for gaining information posted by other consumers, since it has a higher credibility. Helping other consumers and self-expression was reasons found in relation to why consumers post online reviews.Findings strengthen the fact that higher education could be found of relationship to conduct research online; however, not to post online reviews. In comparison to previous studies the study measured online shopping frequency instead of Internet experience. It was found that consumers who conducted online shopping were in relation with previous presented theories.
Syftet med denna studie var att skapa en bättre förståelse till varför konsumenter publicerar och konsumerar onlinerecensioner. Genom att applicera en tvärsnittsdesign kunde syftet uppnås då relationer identifierades. För att möjliggöra mätning av resultatet applicerades ett kvantitativt instrument genom en självadministrerad enkät vilken var uppdelad efter respektive fenomen.Onlinerecensioner används för det specifika målet att samla större mängder information innan köpbeslut. De onlinerecensioner som används främst är de skapade av andra konsumenter då de anses vara av högre trovärdighet än information skapat av företag. Att hjälpa andra konsumenter och självförbättring är vad resultatet påvisar vara anledning till att konsumenter publicerar onlinerecensioner.Vidare stärkte resultatet en relation där konsumenter med högre utbildning tenderar att konsumera onlinerecensioner men inte till att publicera dessa. Konsumenternas köpfrekvens applicerades istället för att mäta graden erfarenhet av Internet, vilket gjorts i tidigare studier.
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Books on the topic "Consumer buying decision process"

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Naumov, Vladimir. Consumer behavior. ru: INFRA-M Academic Publishing LLC., 2020. http://dx.doi.org/10.12737/1014653.

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The book describes the basic issues concerning consumer behavior on the basis of the simulation of the decision-making process on buying behavior of customers in the sales area of the store and shopping Internet sites. The classification of models of consumer behavior, based on research in the area of economic, social and psychological theories and empirical evidence regarding decision-making by consumers when purchasing the goods, including online stores. Methods of qualitative and quantitative research of consumer behavior, fundamentals of statistical processing of empirical data. Attention is paid to the processes of consumers ' perception of brands (brands) and advertising messages, the basic rules for the display of goods (merchandising) and its impact on consumer decision, recommendations on the use of psychology of consumer behavior in personal sales. Presents an integrated model of consumer behavior in the Internet environment, the process of perception of the visitor of the company, the factors influencing consumer choice of goods online. Is intended for preparation of bachelors in directions of preparation 38.03.02 "Management", 38.03.06 "trading business" and can be used for training of bachelors in direction of training 43.03.01 "Service", and will also be useful for professionals working in the field of marketing, distribution and sales.
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Bunn, Michele D. Organizational buying contexts and the procurement process. Cambridge, Mass: Marketing Science Institute, 1993.

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Teare, Richard. A study of the consumer decision process for hospitality services. [London]: City University Business School, 1989.

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General Consumer Council for Northern Ireland. Improving the house buying process: Recommendations of the General Consumer Council for Northern Ireland. Belfast: General Consumer Council for Northern Ireland, 2000.

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Smith, Jacqueline. The importance of brand equity as a measure in the decision making process of the consumer, with reference to the cosmetic industry. London: LCPDT, 1998.

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McManus, Kevin J. The consumer's edge: What the automotive dealer doesn't want you to know! : an easy to understand reference guide designed to take you through all the steps of the car or light truck buying & leasing process. [Honolulu, Hawaii (2357 S. Beretania St., Suite A-268, Honolulu, 96726-1499): Akamai Professional Shoppers], 1995.

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Blokdyk, Gerardus. Buying Decision Process a Complete Guide - 2020 Edition. Emereo Pty Limited, 2020.

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Webster, Frederick A. Websters Marketing Bibliography: The Consumer Buyer Decision Making Process. Webster & Assoc, 1986.

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Mort, Terry. Systematic Selling: How to Influence the Buying Decision Process/Audio Cassette. Newman Communications, 1986.

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Bernoese, Karlherine R. How to Become a Better Consumer Seven Steps in the Buying Process. Displays for Schools, Incorporated, 1988.

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Book chapters on the topic "Consumer buying decision process"

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Kaur, Harleen, and Chandan Deep Singh. "Adolescents’ Role in Buying Decision Making." In Adolescents, Family and Consumer Behaviour, 44–65. New York, NY : Routledge, 2019 | Series: Routledge focus on business & management: Routledge, 2019. http://dx.doi.org/10.4324/9780367810276-2.

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Razali, Sazalinsyah, and Mashanum Osman. "Framework for Agent-Based Buying Decision Process." In Agent Computing and Multi-Agent Systems, 748–53. Berlin, Heidelberg: Springer Berlin Heidelberg, 2006. http://dx.doi.org/10.1007/11802372_89.

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Rana, Arunima. "Online Impulse Buying: An Investigation into Consumer Decision Making." In International Series on Computer Entertainment and Media Technology, 101–28. Cham: Springer International Publishing, 2018. http://dx.doi.org/10.1007/978-3-319-76430-6_5.

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Horner, Susan, and Swarbrooke John. "Models of the purchase decision-making process." In Consumer Behaviour in Tourism, 111–27. Fourth edition. | Abingdon, Oxon; New York, NY: Routledge, 2021. | First and second editions entered under: Swarbrooke, John.: Routledge, 2020. http://dx.doi.org/10.4324/9781003046721-8.

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Sadikoglu, Gunay, and Tulen Saner. "Fuzzy Logic Based Modelling of Decision Buying Process." In 13th International Conference on Theory and Application of Fuzzy Systems and Soft Computing — ICAFS-2018, 185–94. Cham: Springer International Publishing, 2018. http://dx.doi.org/10.1007/978-3-030-04164-9_26.

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Quigley, Charles J., and Frank G. Bingham. "A Model of the Buying Center Decision Making Process." In Proceedings of the 1989 Academy of Marketing Science (AMS) Annual Conference, 371–76. Cham: Springer International Publishing, 2015. http://dx.doi.org/10.1007/978-3-319-17055-8_76.

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Sadikoglu, Gunay, and Khatira J. Dovlatova. "Investigation of Preference Knowledge of Decision Maker on Consumer Buying Behaviour." In Advances in Intelligent Systems and Computing, 613–20. Cham: Springer International Publishing, 2019. http://dx.doi.org/10.1007/978-3-030-35249-3_78.

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Jastrzebska, Agnieszka, and Wladyslaw Homenda. "Modeling Consumer Decision Making Process with Triangular Norms." In Computer Information Systems and Industrial Management, 382–94. Berlin, Heidelberg: Springer Berlin Heidelberg, 2012. http://dx.doi.org/10.1007/978-3-642-33260-9_33.

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Moskowitz, Howard R. "The Use and Caveats of Qualitative Research in the Decision-Making Process." In Viewpoints and Controversies in Sensory Science and Consumer Product Testing, 255–66. Trumbull, Connecticut, USA: Food & Nutrition Press, Inc., 2008. http://dx.doi.org/10.1002/9780470385128.ch15.

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Soliman, Karim, Shaofeng Liu, and Dongping Song. "The Network Perspective of Supply Chain Risks to Support Group Decision Making in Fast Moving Consumer Goods in Middle East Region." In Group Decision and Negotiation. A Process-Oriented View, 254–61. Cham: Springer International Publishing, 2014. http://dx.doi.org/10.1007/978-3-319-07179-4_29.

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Conference papers on the topic "Consumer buying decision process"

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Gonchigjav, Boldbaatar. "NEUROMARKETING STUDY ON MONGOLIAN CONSUMERS’ BUYING DECISION PROCESS." In Bridging Asia and the World: Global Platform for Interface between Marketing and Management. Global Alliance of Marketing & Management Associations, 2016. http://dx.doi.org/10.15444/gmc2016.04.08.01.

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Batraga, Anda. "CONSUMER BEHAVIOUR IN BUYING DECISION-MAKING PROCESS IN NON-PRESCRIPTION DRUG MARKET." In 5th SGEM International Multidisciplinary Scientific Conferences on SOCIAL SCIENCES and ARTS SGEM2018. STEF92 Technology, 2018. http://dx.doi.org/10.5593/sgemsocial2018/1.5/s05.025.

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Kriaučiūnaitė-Lazauskienė, Gintarė, and Rima Žitkienė. "An effect of symbols on consumer behaviour: the theoretical insights." In Contemporary Issues in Business, Management and Economics Engineering. Vilnius Gediminas Technical University, 2019. http://dx.doi.org/10.3846/cibmee.2019.015.

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Purpose – this article aims to analyse and integrate the limitations of consumer’s decision-making and difficulties for symbolic consumption in relation to symbolic branding. It highlights the symbolic impact to goods, which influenced by advertising and 21st century consumer’s behaviour propagates hedonistic values. Research methodology – the analysis of theoretical scientific literature, comparative study of conceptions. Findings – support the idea that consumers may modify their principles about the symbolic brand depending on both their self-brand relation as well as the effect of social (both live and virtual) influence. Research limitations – it is necessary to acknowledge that the current research is limited by broad scope consumer behaviour theories and methods (we in passing analysed empirical proves). Practical implications – authors suggest that the emergence of brand subculture on consumer behaviour gives the possibility of adjusting specific marketing strategies and presents the shortcomings of current research by pointing out the trends for future empirical studies. Originality/Value – It also highlights that the consumers’ search of symbolism and meaning in brands correlated with their consumer buying decision models, and we claim it could be related to utility theory. The main aim of this article is to analyse the field of symbols in advertising – in terms of their impact on the consumption process.
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Xiuting, Wang, and Du Haibo. "Analysis of buying decision making process on Chinese clothing for Ethiopian young consumers." In 2011 6th International Conference on Product Innovation Management (ICPIM). IEEE, 2011. http://dx.doi.org/10.1109/icpim.2011.5983773.

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Zhao, Yuan, and Deborah Thurston. "Incorporating Heterogeneous Customer Preferences With Dirichlet Process Mixture Model for Product Positioning in Environmentally Conscious Design." In ASME 2012 International Design Engineering Technical Conferences and Computers and Information in Engineering Conference. American Society of Mechanical Engineers, 2012. http://dx.doi.org/10.1115/detc2012-71161.

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Increased environmental protection legislation forces manufacturers to employ environmentally conscious design and manufacturing methods. In addition, customer preferences for energy efficient and environmentally sustainable products influence manufacturers design strategies. In order to influence customer buying behaviors for environmentally friendly products, manufacturers need to understand customer preferences first. Manufacturers can make optimal design decisions based on inference on customers’ decision making models. It is recognized that consumers are heterogeneous in their response to different attributes for any given type of product or service. In this paper, we proposed a framework for incorporating heterogeneous customer preferences with Dirichlet Process mixture model for product positioning in environmentally conscious design. The uncertainty about the functional form of the customer preference distribution can be expressed by using a nonparametric prior, in which the number of clusters grows without bound as the amount of data grows. An automobile design case study is used here to demonstrate the proposed approach.
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Chiarello, Filippo, Andrea Bonaccorsi, Gualtiero Fantoni, Giacomo Ossola, Andrea Cimino, and Felice Dell'Orletta. "Technical Sentiment Analysis: Measuring Advantages and Drawbacks of New Products Using Social Media." In CARMA 2018 - 2nd International Conference on Advanced Research Methods and Analytics. Valencia: Universitat Politècnica València, 2018. http://dx.doi.org/10.4995/carma2018.2018.8336.

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In recent years, social media have become ubiquitous and important for social networking and content sharing. Moreover, the content generated by these websites remains largely untapped. Some researchers proved that social media have been a valuable source to predict the future outcomes of some events such as box-office movie revenues or political elections. Social media are also used by companies to measure the sentiment of customers about their brand and products. This work proposes a new social media based model to measure how users perceive new products from a technical point of view. This model relies on the analysis of advantages and drawbacks of products, which are both important aspects evaluated by consumers during the buying decision process. This model is based on a lexicon developed in a related work (Chiarello et. al, 2017) to analyse patents and detect advantages and drawbacks connected to a certain technology. The results show that when a product has a certain technological complexity and fuels a more technical debate, advantages and drawbacks analysis is more efficient than sentiment analysis in producing technical-functional judgements.
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Nugroho, Michael Adhi, and Rudy Harjanto. "Consumer Tribalism in Buying Decision Role." In Ninth International Conference on Entrepreneurship and Business Management (ICEBM 2020). Paris, France: Atlantis Press, 2021. http://dx.doi.org/10.2991/aebmr.k.210507.078.

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Bustami, Taufik, M. Risal, and Muhammad Aqsa. "Plus Marketing Mix Model and Buying Decision Of Consumer Loyalty." In Proceedings of the 2nd International Conference of Business, Accounting and Economics, ICBAE 2020, 5 - 6 August 2020, Purwokerto, Indonesia. EAI, 2020. http://dx.doi.org/10.4108/eai.5-8-2020.2301162.

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Hamid, Andi Nasrawati, Muhammad Jufri, and Adryan Yudhistira Purwanto. "The Analysis of Consumer Decision in Buying Poor Rural Products." In 3rd International Conference on Education, Science, and Technology (ICEST 2019). Paris, France: Atlantis Press, 2020. http://dx.doi.org/10.2991/assehr.k.201027.017.

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Dulam, Rithika, Kazuo Furuta, and Taro Kanno. "Quantitative Decision-making Model for Consumer Panic Buying in Disaster Scenarios." In Proceedings of the 29th European Safety and Reliability Conference (ESREL). Singapore: Research Publishing Services, 2020. http://dx.doi.org/10.3850/978-981-14-8593-0_5763-cd.

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Reports on the topic "Consumer buying decision process"

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Martindale, Addie, and Ellen McKinney. Make or Buy? The development of a Consumer Decision Process Model for home sewers. Ames: Iowa State University, Digital Repository, 2017. http://dx.doi.org/10.31274/itaa_proceedings-180814-381.

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Taylor, Margaret, and K. Sydney Fujita. Consumer Behavior and the Plug-In Electric Vehicle Purchase Decision Process: A Research Synthesis. Office of Scientific and Technical Information (OSTI), January 2018. http://dx.doi.org/10.2172/1425436.

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