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Martindale, Addie, and Ellen McKinney. "Sew or purchase? Home sewer consumer decision process." Journal of Fashion Marketing and Management: An International Journal 22, no. 2 (May 14, 2018): 176–88. http://dx.doi.org/10.1108/jfmm-07-2017-0066.
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Purpose The purpose of this paper is to explore garment consumption decision processes of female consumers when they have the option to sew or purchase their clothing. Design/methodology/approach This research study presents a segment of the findings from a larger qualitative grounded theory study on women who choose to sew clothing for themselves (Martindale, 2017). This research analyzed the interview data pertaining to the unique sew or purchase decision-making process in which these consumers undertake as well as the related control over ready-to-wear consumption that sewing provides them. Findings The ability to sew resulted in a unique consumer decision-making process in regard to the clothing purchases due to the control it provided them over their ready-to-wear consumption. The women developed factors that they used to make the decision to sew or purchase. Over all the ability to sew provided them the option to sew or purchase clothing, allowing the women more control over their clothing selection specifically in regard to the garments body fit. Research limitations/implications This study was limited to English-speaking women living in the North America. The qualitative data collected are specific to this sample which cannot be generalized to all female home sewers. Research involving a larger population of women from a larger geographic area is needed. Practical implications The newly developed sew or purchase model provides an understanding of the control that having the option to sew or purchase provides female consumers. The findings offer apparel industry professionals a new perspective on ready-to-wear consumer dissatisfaction. The investment that is made when a garment is sewn instead of purchased has the potential to increase wardrobe sustainability as the consumer experiences more attachment to the clothing they have made. The model serves a starting point for further exploration into other craft-related consumer decision behaviors. Originality/value Purchasing decisions of this nature have yet to be considered in published research. Exploring these women’s decisions who operate outside of typical consumer culture and developing a model for this consumer behavior explains a phenomenon not yet addressed by existing consumer consumption research.
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M, SAKTHIVEL MURUGAN, and SHANTHI R M. "Issues relating to purchase and post purchase behaviour." Journal of Management and Science 1, no. 3 (December 30, 2012): 226–28. http://dx.doi.org/10.26524/jms.2012.27.
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Consumer is the king and it is the consumer who determines what a business is. The wealth of products and services produced in a country make our economy strong. Almost all the products have a number of alternative supplies and the consumer should make a decision to buy products of a particular brand. Consumers make two types of purchases. Trial purchase and repeat purchases. If a consumer is induced to purchase for the first time, a smaller quantity than usual and with certain degree of hesitancy, it is termed as a product trial. In any event, the trial is the base of purchase behavior where intention is to evaluate a product through trial. On the other hand repeat purchase indicates the commitment on the part of the consumer towards the product, company and others. The purchase process marks the recognition of actual purchasing environment and its effect on the process. This is the stage where mental evaluation is translated into purchase activity at the point of purchase. The act of purchase can be affected by many factors. Time, mood, shopping experience, sales persons effectiveness, etc. But the consumer satisfaction is determined by the person’s overall feeling toward the product after purchase. Satisfaction is often determined by the degree to which a product’s performance is consistent with the consumer’s prior expectations of how well it will function. Product may be introduced by consumers into secondary markets during a process of lateral cycling. The purchase and post purchase are the last two stages of consumer decision making.While the purchase stage is more crucial from the manufacturers or marketer’s perspective, the post purchase behavior indicates the ultimate satisfaction perceived by consumers and has implications for marketers as a determinant of future purchase decisions.
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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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Choudhury, Nanda, Srabanti Mukherjee, and Biplab Datta. "Constrained purchase decision-making process at the base of the pyramid." Journal of Consumer Marketing 36, no. 1 (January 14, 2019): 178–88. http://dx.doi.org/10.1108/jcm-01-2017-2065.
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Purpose The purpose of this paper is to examine the factors affecting decision-making at the BoP and propose a framework of the consumer decision-making process at the base of the pyramid (BoP). Design/methodology/approach The qualitative research design was adopted to collect primary data. Data collected through the in-depth semi-structured interviews of the 48 BoP consumers in Kolkata and Kharagpur (India) were subjected to grounded theory analysis for theory development. Findings This study reveals that consumer vulnerability affects the decision-making process and the transaction cost at BoP level. It was observed that the consumers at the BoP make constrained choices due to their vulnerability and try to minimise transaction cost while selecting the retails. The constrained retail choice leads to a limited selection of products and brands. Originality/value This study, for the first time, has investigated the decision-making process for BoP consumers in detail. As a pioneering attempt, it sheds light on some new factors including consumer vulnerability and transaction cost that have an impact on the consumer decision-making process.
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Gajashree, S., and J. Anand. "A Study on the Impact of Social Media on Consumer Buying Behaviour of Mobile Phones in Chennai." Shanlax International Journal of Management 8, no. 3 (January 1, 2021): 54–59. http://dx.doi.org/10.34293/management.v8i3.3574.
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This paper aims to investigate the impact of social media on consumer buying behavior. The primary purpose of this research is to identify the effect of social media on consumer buying decisions. Social Media have given many opportunities to consumers in adapting to different aspects of life. Facebook, Twitter and Instagram have played significant roles in expanding consumer’s online purchases. This paper aims to know which consumers are mostly influenced by the online purchase of mobile through social media and the kinds of social media that are employed mainly by consumers in Chennai. The research carried out primary research methods and questionnaire to investigate the impact of social media sites on the user’s changing behavior who aim to purchase online. The target of the research is to elucidate why, when, and the way social media has impacted on the consumer decision process. The theoretical framework rests on the literature of the consumer decision-making process, social media, and previous studies relating to social media marketing. The quantitative research method is tailored to the aim of this research. The empirical data was gathered by sending out an opinion poll to individuals. The study explains how individuals are attending processing and selecting the knowledge on social media before a sale. The findings indicate that individuals pursue an active role in information search on social media comparing to mass media. Yet, information exposure is selective and subjective during knowledge search. Results show that social media usage influences consumer satisfaction within the stages of data search and alternative evaluation, with happiness getting amplified. The consumer moves along the method towards the ultimate purchase decision and post-purchase evaluation.
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Shen, Yongchao, Wei Shan, and Jing Luan. "Influence of aggregated ratings on purchase decisions: an event-related potential study." European Journal of Marketing 52, no. 1/2 (February 12, 2018): 147–58. http://dx.doi.org/10.1108/ejm-12-2016-0871.
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Purpose In an online shopping environment, individual reviews and aggregated ratings are important anchors for consumers’ purchasing decisions. However, few studies have considered the influence of aggregated ratings on consumer decision-making, especially at the neural level. This study aims to bridge this gap by investigating the consumer decision-making mechanism based on aggregated ratings to uncover the underlying neural basis and psychological processing. Design/methodology/approach An event-related potential experiment was designed to acquire consumers’ electrophysiological records and behavioral data during their decision-making processes based on aggregated ratings. The authors speculate that during this process, review valence categorization (RVC) processing occurs, which is indicated by late positive potential (LPP) components. Findings Results show that LPP components were elicited successfully, and perceptual review valence can modulate its amplitudes (one-star [negative] and five-star [positive] ratings evoke larger LPP amplitudes than three-star [neutral] ratings). The electroencephalogram data indicate that consumer decision-making processes based on aggregated ratings include an RVC process, and behavioral data show that easier review valence perception makes the purchase decision-making easier. Originality/value This study enriches the extant literature on the impact of aggregated ratings on consumer decision-making. It helps understand how aggregated ratings affect consumers’ online shopping decisions, having significant management implications. Moreover, it shows that LPP components can be potentially used by researchers and companies to evaluate and analyze consumer emotion and categorization processing, serving as an important objective physiological indicator of consumer behavior.
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Srisusilawati, Popon, Zea Fauziah, and Ratih Tresnati. "CONSUMER ENCOUREGEMENT AND RESPONSES TO THE PURCHASE DECISION A SHARIA INSURANCE POLICY." Laa Maisyir : Jurnal Ekonomi Islam 7, no. 2 (October 6, 2020): 156. http://dx.doi.org/10.24252/lamaisyir.v7i2.14170.
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Consumer behavior in the buying process begins with the purchase interest, so that it will affect consumers who will continue to change. The purpose of this study is to analyze the motivation and consumer perceptions of the prudential insurance policy purchase decision. This type of research is quantitative verification. The research method used is descriptive survey. The results of this study reveal that consumers' motivation and perceptions are in the sufficient category in influencing the decision to purchase a Sharia prudential insurance policy. Partially the motivations and perceptions of consumers each oppose the decision to purchase an Islamic insurance policy. Positively on the decision to purchase prudential sharia insurance policies.
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Solomon, Michael R. "The Missing Link: Surrogate Consumers in the Marketing Chain." Journal of Marketing 50, no. 4 (October 1986): 208–18. http://dx.doi.org/10.1177/002224298605000406.
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Though consumers commonly are assumed to be actively involved in important purchase decisions, the author proposes that consumers in fact often relinquish control to external experts, or surrogates, in such situations. As a result, the purchase decision is often a joint process over which the end consumer does not necessarily retain primary control. The author conceptualizes the surrogate function as an interface between the flow of market channels and the sequence of stages involved in consumer decision making. The roles played by surrogates at these stages are explored and ramifications for marketing theory, consumer research, and managerial practice are discussed.
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Ozcan, Sami Ozan. "Consumer purchase decision process on the internet marketing." Journal of Internet Applications and Management 1, no. 2 (2010): 29–39. http://dx.doi.org/10.5505/iuyd.2010.58066.
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Nakhata, Chinintorn, and Hsiao-Ching Kuo. "Non-price cues utilization during social coupon purchasing-decision." Journal of Product & Brand Management 23, no. 6 (September 9, 2014): 439–51. http://dx.doi.org/10.1108/jpbm-06-2014-0631.
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Purpose – This paper aims to examine how two non-price cues – consumer rating and number of purchased social coupons (SCs) – serve as risk-relievers for high and low variety-seekers and subsequently impact their purchase decision for SCs offered by unfamiliar brands. Design/methodology/approach – Participants recruited from Amazon Mechanical Turk online panels participated in three scenario-based experiments. Findings – Low (vs high) variety-seekers perceive greater risk and indicate lower likelihood of purchasing SCs offered by unfamiliar brands. Both high and low variety-seekers utilize the two non-priced cues – consumer rating and number of purchased SCs – as risk-relievers sequentially. That is, consumer rating constantly has a substantial impact on purchase likelihood for such SCs, whereas number of purchased SCs is influential only when consumer rating becomes ambiguous. Specifically, low (vs high) variety-seekers have a greater tendency to rely on number of purchased SCs in addition to consumer rating as a risk-reliever. Originality/value – This paper examines cue utilization process in the SC context and suggests that high and low variety-seekers respond to the two non-price cues differently and sequentially. This provides theoretical insights on consumers’ cue utilization process and managerial insights regarding how managers could strategically handle the cues on SC provider websites. Further, this paper identifies situations where high variety-seekers may not prefer unfamiliar experiences and low variety-seekers may become more likely to embrace unfamiliar experiences.
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Shumei, Anna. "CONSUMER CHOICE BEHAVIORAL ASPECTS IN CONDITIONS OF UNCERTAINTY." Scientific Notes of Ostroh Academy National University, "Economics" Series 1, no. 18(46) (September 24, 2020): 4–9. http://dx.doi.org/10.25264/2311-5149-2020-18(46)-4-9.
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We studied the category of «uncertainty» in the context of consumer choice of individual. It was determined that that the quality and quantity of information that consumers received and processed during decision-making played the most important role, affecting the degree of uncertainty. At the same time the quality of information plays a more important role than the quantity of information. We analyzed every stage of the individual decisions making process on the acquisition of goods and the role of uncertainty on each stage. We considered the decision-making process in conditions of uncertainty in everyday (routine) and special purchases, separated all stages of these types of purchases and defined values of uncertainty influence on all types of purchases. It was determined that an individual can get into conditions of uncertainty in two types of purchases: everyday purchase, when the decision is used quickly, automatically and uncontrollably, and special (not everyday purchases), when the individual uses specific processes to make a decision, which requires additional attention and effort. Practical situations when the consumer can get into conditions of uncertainty were considered. We analyzed alternative variants of using the consumer choice and investigated the continuum of consumer behavior. We determined the conditions, when consumer behavior could correspond to «routine behavior», «limited problem solving» or « problem solving» in the continuum of consumer behavior. The modern six-stage model of the decision-making process сщтішіеі the quality of character for environmentally conscious consumers and the impact of uncertainty at each stage of decision-making in these models, especially at the stage of use and utilization, were analyzed. We identified that the study of the degree of uncertainty about the final result of decision-making is an unsolved problem in modern science and outlined the prospects of the behavioral aspects of consumer choice study in conditions of uncertainty.
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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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Ahmad, Fayez, and Francisco Guzmán. "Consumer skepticism about online reviews and their decision-making process: the role of review self-efficacy and regulatory focus." Journal of Consumer Marketing 38, no. 5 (August 11, 2021): 587–600. http://dx.doi.org/10.1108/jcm-09-2020-4119.
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Purpose Despite skepticism, consumers rely on online reviews for their purchase decisions. However, academics mostly argue that skepticism has an inverse relationship with consumer decision-making. This study aims to investigate the relationship among skepticism, reliance and consumer purchase decisions in an online review context. It also investigates the moderating role of review self-efficacy and regulatory focus in the relationship between skepticism and reliance on online reviews. Design/methodology/approach A survey with a nationally representative sample and two experimental studies are conducted. Findings Skepticism negatively affects consumers’ reliance on online reviews and reliance on online reviews mediates the relationship between skepticism and review-based purchase decisions. High review self-efficacy participants tend to rely more on online reviews than low review self-efficacy participants. Promotion-focused people rely more on online reviews than prevention-focused people, despite similar levels of skepticism. Research limitations/implications The findings contribute to the skepticism, self-efficacy and regulatory focus literature. The general framework of the relationship among skepticism, reliance and purchase decision is also applicable in an online review context. Originality/value The results provide evidence of a stronger reliance on online reviews of high review self-efficacy and promotion-oriented consumers compared to low review self-efficacy and prevention-oriented consumers.
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Njomo, Louis Mosake. "Consumer Behaviour in Subsistence Marketplaces in Cameroon, An Exploratory Study of the Village of Batoke in Limbe Sub-Division, South West Region." International Journal of Economics and Financial Research, no. 58 (August 5, 2019): 184–95. http://dx.doi.org/10.32861/ijefr.58.184.195.
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Interest in the world’s four billion subsistence consumers is growing. Not only are the world’s poor an important market in their own right, but some two billion subsistence consumers are transiting from rural subsistence to urban consumer lifestyles in the span of a generation. Subsistence consumers make purchase and consumption decisions within complex, interconnected social environments that represent dramatic departures from the contexts of prior research. The author conducted semi-structured depth interviews with 54 subsistence consumers in the important subsistence marketplace of Batoke village, exploring consumer decision-making and its influences during five stages in the consumer decision process. The findings provide new insights into the subsistence consumer decision process and its individual, social, and situational influences for food and consumer packaged goods categories. The author suggests topics for future research.
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Tri Utami, Anggi, and Jeanne Ellyawati. "Peran Citra Merek, Celebrity Endorser, Kualitas Produk Dalam Keputusan Pembelian." Jurnal Ilmiah Manajemen dan Bisnis 22, no. 1 (April 30, 2021): 140–50. http://dx.doi.org/10.30596/jimb.v22i1.6200.
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Nowadays, almost everyone uses smartphones in their daily activities. This is an opportunity for the smartphone industry to produce good products and create consumer attractiveness so that consumers want to buy them. This study aims to determine the role of brand image, product quality, and celebrity endorser in purchase decisions. Data collection was gathered online via google form using a structured questionnaire. A total of 200 samples were recruited using a purposive sampling method. The sample used as respondents are consumers who have purchased a Vivo brand smartphone during last year. This study uses the SmartPLS statistical tool to process data. The results showed that brand image and product quality had a significant positive effect on purchase decisions. Meanwhile, celebrity endorser has no effect on the purchase decision.
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Henriques, Inês, and Ana Margarida Barreto. "The Impact of the purchase channel on unplanned purchases." Media & Jornalismo 19, no. 34 (June 28, 2019): 249–68. http://dx.doi.org/10.14195/2183-5462_34_18.
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This exploratory research aimed to observe if the purchase channel used (online versus physical store) could influence the number and the type of unplanned purchases in a supermarket purchase situation. 64 participants were asked to simulate a supermarket purchase using a shopping list and a predefined budget. Participants were divided into two conditions: online shopping and physical store shopping simulation.Findings show that consumers purchase more unplanned items (and spent more money on unplanned purchases) when they buy in physical stores, as well as items on promotion. They also tend to spend more time in the decision-making process when compared to participants shopping online. In addition, online consumers spend more money on items that were on their shopping list.Our findings are important to the literature, demonstrating that consumer reactions towards shopping differ according to the channel. Advertisers and web designers can also benefit from these findings by making better decisions regarding online advertising, specifically in the retail domain. Suggestions for future research are provided in the end.
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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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Grebitus, Carola, Gregory Colson, and Luisa Menapace. "A Comparison of Hypothetical Survey Rankings with Consumer Shopping Behavior." Journal of Agricultural and Applied Economics 44, no. 1 (February 2012): 35–47. http://dx.doi.org/10.1017/s1074070800000158.
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Hypothetical surveys are commonly used to elicit consumer behavior to guide product development, marketing, and labeling strategies. However, despite the prevalence of surveys in consumer food studies, previous work has not assessed the relationship between hypothetical responses and actual consumer behavior in real-world purchase situations. We explore whether attributes cited by consumers in surveys as being important to them when making decisions indeed factor into their product decision process in real-world markets. Evidence from a point of sale study of 702 pork purchasers indicates that there is a strong correspondence between hypothetical survey ratings and actual shopping behavior.
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Ranganathan, C. "The Role of Extrinsic Cues in Consumer Decision Process in Online Shopping Environments." Journal of Electronic Commerce in Organizations 10, no. 1 (January 2012): 52–71. http://dx.doi.org/10.4018/jeco.2012010104.
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Online merchants must learn how to compensate for the absence of a physical environment by using distinct cues in the form of site features, functionalities, and utilities to enhance online purchase intentions in the minds of consumers. Drawing on the cue-utilization research in marketing, the author extends the notion of extrinsic cues to online consumer decisions. In this research, the author explores the existence, relative importance, and salience of extrinsic cues in online consumer decision processes. Using a sample of 205 online shoppers, the author finds that web interface cues, transaction cues, and vendor image cues are important predictors of online purchase intentions. This paper also examines the individual effects of specific cues to assess the relative importance of these cues. The findings indicate that security-related cues have relatively higher positive association compared with other cues. Though nice site layout and design emerge as significant cues, information content and vendor image have greater positive association with online purchase intentions.
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Yüksel, Hale Fulya, and Ekran Akar. "Tactics for Influencing the Consumer Purchase Decision Process Using Instagram Stories." International Journal of Customer Relationship Marketing and Management 12, no. 1 (January 2021): 84–101. http://dx.doi.org/10.4018/ijcrmm.2021010105.
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The purpose of this study is to put forth tactics to influence the consumer purchase decision process by using Instagram Stories tools. The tactics are handled with successful examples from around the world. Analysis of the examples reveal that many powerful tools of Instagram Stories such as different camera modes, face filters, stickers, live video, “see more” links, shopping stickers, hashtags, etc. can be used to accomplish business goals like driving online and in-store sales, promoting apps, raising brand awareness, generating leads, gathering follower feedback, and retaining customers by influencing consumers at every stage of the purchase decision process.
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Hanaysha, Jalal Rajeh, Mohammed Emad Al Shaikh, and Haitham M. Alzoubi. "Importance of Marketing Mix Elements in Determining Consumer Purchase Decision in the Retail Market." International Journal of Service Science, Management, Engineering, and Technology 12, no. 6 (November 2021): 56–72. http://dx.doi.org/10.4018/ijssmet.2021110104.
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This research aimed to identify the linkages between marketing mix elements and the purchase decision process among consumers in the Malaysian retail industry. To fulfill this objective, the present study followed a quantitative survey for gathering the data from the consumers of department stores at the East Coast region in Malaysia. All of the obtained data were inserted and coded using SPSS and then analysed by AMOS 18. The findings indicated that the impact of advertising on the consumers' purchase decision is positive and statistically significant. Besides that, the findings demonstrated that distribution intensity has a negative effect on purchase decision, whereas price plays a key important role in affecting purchase decisions process of the consumers. Lastly, the findings of this paper verified that store image and store location have significant positive linkages with purchase decision. These outcomes enhance our understanding on the role of marketing mix elements in determining a consumer's purchase decision, particularly in the retail context.
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Ependi, Heru, and Reza Widhar Pahlevi. "KEPUTUSAN PEMBELIAN MAHASISWA PADA PRODUK ONLINE SHOP SHOPEE DAN FAKTOR PENENTUNYA." Journal Competency of Business 5, no. 1 (July 17, 2021): 118–34. http://dx.doi.org/10.47200/jcob.v5i1.879.
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The purpose of this study is to find out what factors determine online consumer purchasing decisions at Shopee and how the online consumer purchasing decisions process at Shopee. The research approach used is a qualitative descriptive approach. Research related to consumer online purchasing decision factors at Shopee, the object to be studied is consumers who use the Shopee application. In social situations or research objects, the object of this research is the students of the Faculty of Economics, Cokroaminoto University, Yogyakarta, who actively use the Shopee application as a place to shop online, and who are considered to meet or know the research criteria. Based on the results of the discussion that the promotions implemented in the Shopee e-commerce store, such as the application of discount promotions, free shipping promotions, prices, product quality and trust given by the Shopee company, affect consumers' online purchasing decisions at Shopee and then the online consumer decision process. preceded by, problem recognition, information search, evaluation of alternatives, purchase decisions, post-purchase behavior, influenced by many factors. These factors can be internal factors, namely consumer psychology, and external factors, which consist of the socio-cultural environment of the community, marketing stimuli, and vendor control systems which include time efficiency in seeking competitive prices and good quality.
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Akpoyomare, Oghojafor Ben, Ladipo Patrick Kunle Adeosun, and Rahim Ajao Ganiyu. "The Influence of Product Attributes on Consumer Purchase Decision in the Nigerian Food and Beverages Industry: A Study of Lagos Metropolis." American Journal of Business and Management 2, no. 1 (May 30, 2013): 196. http://dx.doi.org/10.11634/216796061706211.
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This study investigates the influence of product attributes on consumer purchase decision in Nigerian food and beverages industry: A study of Lagos Metropolis. Descriptive research method was used to survey 400 customers of the selected two companies in food and beverages industry. Data were collected through questionnaire administered. Descriptive statistic and Pearson correlation coefficient was used as a method of data analysis. The result of the analysis reveals a positive correlation between product attribute and consumer purchase decision. Indeed, consumer purchase decision can be viewed as a process in which consumers evaluate alternative products on the strength of various attributes and on the basis of which marketers differentiate and set their brand apart from competition.
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Zheng, Weijun, and Leigh Jin. "A Consumer Decision-Making Model in M-Commerce." Information Resources Management Journal 29, no. 2 (April 2016): 37–58. http://dx.doi.org/10.4018/irmj.2016040103.
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The objective of this paper is to understand the importance of mobile reputation systems in mobile users' app discovery and purchase satisfaction. A theoretical framework describing the mediating effects of reputation systems on mobile app users' purchase satisfaction is developed and empirically tested with mobile app users. The findings of this study suggest that mobile reputation systems embedded in application stores play important mediating roles in mobile app purchase decision-making process and ultimately purchase satisfaction.
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Mukherjee, Abhisek. "Knowledge and Choice based Decision Trees for Manufactures." Global Journal of Enterprise Information System 8, no. 4 (April 14, 2017): 36. http://dx.doi.org/10.18311/gjeis/2016/15771.
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With recent advances in data-driven analytics, and the resultant improved capabilities in working with huge datasets, strategic planning has become more complex for business units, and subsequently for the retail domain. The purpose of this study is to understand and define the hierarchy of decisions that leads to the purchase of consumer packaged goods. Consumers are driven by a much complex decision making process inside a store that finally leads to the purchase of a product. In this paper we are trying to emphasize on the consumer decision process and how it could be utilized by the retailers as well as the manufacturer to meet the needs of the customers. In a way it will help to make more successful sales conversion which in turn helps the manufactures of different products. The focus here is to capture the decision pyramid by using core statistical techniques.
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Buehler, Pascal, and Peter Maas. "Consumer empowerment in insurance." International Journal of Bank Marketing 36, no. 6 (September 3, 2018): 1073–97. http://dx.doi.org/10.1108/ijbm-12-2016-0182.
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Purpose The purpose of this paper is to enhance the understanding of consumer empowerment in the relationship between consumers and service providers. It draws on self-efficacy theory to conceptualize consumer empowerment and explain the impact on perceived performance risk in insurance decision making. Design/methodology/approach This study employs data collected from an online survey involving 487 consumers in Switzerland, who recently decided on an insurance service. A structural equation model quantifies both the psychological effects on consumers’ perception of insurance services and behavioral effects on their decision-making process. Findings Perceived consumer empowerment is conceptualized by perceived self-efficacy and perceived controllability. Both have a significant impact on perceived performance risk, while the former is partially mediated by the preference to delegate the decision to a surrogate. Moreover, customers’ involvement in the purchase process moderates both the direct and indirect effect of perceived self-efficacy on perceived performance risk. Research limitations/implications The results are based on consumers’ perceptions from a single country. Furthermore, consumers’ perceptions were surveyed with a time lag after the decision-making process. To increase rigor, perceptions should be collected during decision making. Practical implications Results show that consumer empowerment can be employed as a risk reduction strategy. Consumers with self-efficacy and controllability beliefs perceive significantly less performance risk; however, practitioners should consider that consumers are also motivated to make decisions independently rather than delegating their decisions. Furthermore, consumer empowerment depends on consumer will. For largely indifferent consumers, empowerment does not affect risk or decision delegation preference. Originality/value The study is among the few empirical works to examine the effects of consumer empowerment on the consumer-service provider relationship on an individual level. Furthermore, applying consumer empowerment in relationship marketing implies a shift in research focus to the question of how consumers construe decision-making situations rather than objectively measuring the state of consumer relationship.
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Sinaga, Lidwina RA, and Natasya Intan Pramanda. "Analisis Pengaruh Brand Name, Service Quality, dan Promotion Terhadap Keputusan Pembelian Konsumen Pada Miniso Tunjungan Plaza Surabaya." Jurnal Manajemen Teori dan Terapan | Journal of Theory and Applied Management 11, no. 1 (November 1, 2018): 51. http://dx.doi.org/10.20473/jmtt.v11i1.8530.
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ABSTRACTMiddle-class consumers need products of good quality, competitive prices and lifestyle. One of the factors that influence consumer behavior in purchasing is lifestyle. Companies must understand the consumer purchase decision process especially in terms of brand name, service quality and promotion. This research is limited to Miniso outlet in Tunjungan Plaza Surabaya. Research respondents are limited to visitors of Miniso Tunjungan Plaza Suraaya in the 17-35 year age range. The type of this research is quantitative descriptive research and instrument used in the form of questionnaire. Data analysis technique used quantitative descriptive data analysis. The validity of data is obtained through validity and reliability. Based on the analysis of the influence of brand name, service quality and promotion of customer purchasing decisions at Miniso Tunjungan Plaza Surabaya from April to May 2018 the result is Brand Name (X1) has a positive influence on Customer Purchase Decision (Y). Service Quality (X2) has a positive influence on Customer Purchase Decision (Y). Thus, the increase or decrease in customer purchasing decisions can be explained directly by service quality. Promotion (X3) has a positive influence on Customer Purchase Decision (Y).
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Pólya, Éva, and Kata Földi. "Role of Children in the Case of Parental Food Store Choice." Economica 7, no. 2 (August 6, 2020): 180–87. http://dx.doi.org/10.47282/economica/2014/7/2/4346.
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Family as a primary decision making unit of society have a significant role in purchase decision making processes of individuals. It has a significant role in consumer socialization and in the process how children become consumers. It is a frame, within what children learn to behave as consumers, acquire allcompetencies concerning to purchase and consumption, and hence become competent to other consumers. Change of children’s role within the family is in the air in the last period, and this has an effect on purchase decision making processes within the family maybe on food store choice too.
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Pólya, Éva, and Kata Földi. "Role of Children in the Case of Parental Food Store Choice." Economica 7, no. 2 (August 6, 2020): 180–87. http://dx.doi.org/10.47282/economica/2014/7/2/4346.
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Family as a primary decision making unit of society have a significant role in purchase decision making processes of individuals. It has a significant role in consumer socialization and in the process how children become consumers. It is a frame, within what children learn to behave as consumers, acquire allcompetencies concerning to purchase and consumption, and hence become competent to other consumers. Change of children’s role within the family is in the air in the last period, and this has an effect on purchase decision making processes within the family maybe on food store choice too.
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Koklic, Mateja Kos, and Irena Vida. "Consumer strategic decision making and choice process: prefabricated house purchase." International Journal of Consumer Studies 35, no. 6 (January 4, 2011): 634–43. http://dx.doi.org/10.1111/j.1470-6431.2010.00953.x.
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Purwanti, Nia, Bambang Irawan, and Sriono S. "Eksplorasi Faktor-Faktor Online Marketing Yang Memengaruhi Keputusan Konsumen Dalam Belanja Online Pada Naufal Bag Collection." e-Journal Ekonomi Bisnis dan Akuntansi 4, no. 1 (May 18, 2017): 84. http://dx.doi.org/10.19184/ejeba.v4i1.4597.
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This study aims to explore online marketing factors that influence purchase decisions and analysis of what factors mostdominant influence. This study uses a quantitative approach. The study population is consumers shop Naufal Bag Collectionever shopped online. Research using purposive sampling size of 125 respondents. Methods of data analysis using factoranalysis. The results showed that the discovered five factors: the process of purchase, price cuts, clarity of information, productexcellence and service excellence that is proven to significantly affect consumer decisions. Naufal product excellence BagCollection is the most dominant factor influencing the consumer's decision to shop online.
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Nagyová, Ľudmila, Andrej Géci, and Elena Horská. "Consumer preferences and decision-making determinants for the purchase of sheep's milk and its products." Potravinarstvo Slovak Journal of Food Sciences 14 (August 28, 2020): 673–81. http://dx.doi.org/10.5219/1424.
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When observing consumer behaviour, we find that the consumer carries out the process of purchasing decisions under the influence of several factors. These factors come from the external environment, from its individual characteristics, and also from the specific purchasing situation. The above facts show that consumer preferences and understanding of the behaviour is a very demanding process. This is mainly because consumers may behave differently, i.e. they may have different consumer behaviours that depend on their needs and desires. Therefore, it is necessary to know the factors that influence consumer behavior or the purchasing decision for certain market commodities. The presented research document is focused on the issue of consumer behavior and decision-making in sheep's milk and its products. Sheep's milk has a long tradition and is one of the basic building elements of human food. Consumer behaviour is constantly evolving, their needs and desires are changing as well as factors that influence their shopping behaviour. The main goal of the research is to draw attention to the personality of the consumer, to selected personality characteristics and social factors, and, subsequently, to evaluate their impact on purchasing behaviour and making purchasing decisions on the market of sheep's milk products. Primary data were obtained from a survey conducted on a sample of 796 respondents. Most of the respondents were classified in the sanguine group based on temperament - an emotionally stable extrovert. When buying sheep's milk and its products, they make emotional decisions (57.17%). The most important factor in buying these products was their quality (47.16%). Assumptions were formulated for deeper analysis, which was subsequently verified by the means of a statistical test - Chi-square of the square contingency. The degree of dependence between the examined variables was determined by the means of the Cramer contingency coefficient.
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Ulbinaitė, Aurelija, and Marija Kučinskienė. "INSURANCE SERVICE PURCHASE DECISION-MAKING RATIONALE: EXPERT-BASED EVIDENCE FROM LITHUANIA." Ekonomika 92, no. 2 (January 1, 2013): 137–55. http://dx.doi.org/10.15388/ekon.2013.0.1409.
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Abstract. This paper deals with the examination of the rationale for insurance service purchase decision making with a focus on Lithuania and its possible implications for both Lithuania and other developing insurance markets. This work proposes a model that reflects the several stages of the insurance service purchase decision making process, including the time dimension. This model is constructed on the basis of three hypotheses; these hypotheses are tested based on data collected by means of an insurance expert survey. The results confirm the existence of two stages of insurance service purchase decision making, where one’s intellect and income determine the inclination towards insurance and where the price and quality of an insurance service determine its purchase decision. The research reveals a relatively equivalent impact of both consumers’ intellect and income on their inclination towards insurance in general; however, it strongly indicates the consumers’ strong focus on the price of the service as opposed to its quality when deciding to purchase an insurance service. The research also discloses the higher complexity of the decision making process when purchasing life insurance services as compared to non-life insurance services.Key words: insurance consumer behaviour rationale, insurance service purchase inclination and decision stages, intellect vs. income, price vs. quality, complicated vs. trivial process
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Kim, So Hee, In Ae Park, and Jee-Sun Park. "Factors affecting consumer hesitation in purchase decision process for fashion products." Research Journal of the Costume Culture 24, no. 3 (June 30, 2016): 385–98. http://dx.doi.org/10.7741/rjcc.2016.24.3.385.
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So Hee Kim, 박지선, and In Ae Park. "Factors affecting consumer hesitation in purchase decision process for fashion products." Research Journal of the Costume Culture 24, no. 3 (June 2016): 385–98. http://dx.doi.org/10.29049/rjcc.2016.24.3.385.
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Melicharová, A. "Decision-making process of households on food consumption ." Agricultural Economics (Zemědělská ekonomika) 52, No. 7 (February 17, 2012): 328–34. http://dx.doi.org/10.17221/5030-agricecon.
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Decision-making process of households on food consumption is discussed in the post-Keynesian theory of household choice. Since the core assumption of uncertainty is employed, the set of consumption alternatives is restricted to the subset of the known ones. When searching for these alternatives, the consumer faces the search costs expressed by time of search. The sample of Czech households was investigated to ascertain the volume of the search and 57% of households do not seek for any information that are relevant for decision-making on foodstuff purchase. To overcome this activity, the households more likely rely on prices and the range of goods of the closest sellers to them. Searching for information on product is replaced by reliance on habits and recommendations of the others. On the contrary, the uncertainty of real purchase power is of lower significance in food consumption, because the foodstuffs meet the basic physiological needs and dispose of constrained stability in storage. Thus, households cannot always postpone (or bring forward) their consumption. In order to deal with the lack of money, households from lower income levels reduce their expenditures for foodstuffs more often than those from the higher income levels. Consequently, the relationship between the level of income and needs satiation is outlined.
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Wang, Hong, Baolong Ma, and Rubing Bai. "How Does Green Product Knowledge Effectively Promote Green Purchase Intention?" Sustainability 11, no. 4 (February 24, 2019): 1193. http://dx.doi.org/10.3390/su11041193.
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Knowledge can influence the whole decision-making process of consumers. While green product knowledge is often conceptualized as a direct antecedent of green purchase intention, empirical findings in support of this relationship are inconsistent. Based on 236 samples, this study investigates how green product knowledge promotes consumers’ green purchase intention. Results show that green trust and perceived consumer effectiveness partly mediate the relationship between green product knowledge and green purchase intention. The relationship between green trust and green purchase intention is positively moderated by perceived price. Compared with low perceived price, green trust has a greater effect on green purchase intention in the case of high perceived price. However, the relationship between perceived consumer effectiveness and green purchase intention is not moderated by perceived price. This study provides a new insight into green product knowledge and how to promote green purchase intention, and the findings help government and enterprises to formulate strategies to promote consumers’ green purchase intention.
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Tolar, Martin M., Paul W. B. Hyland, and Charles E. O'Mara. "The Non–durable Consumption Expenditure Decision–making Process: Lessons from the Australian Experience." Vikalpa: The Journal for Decision Makers 23, no. 2 (April 1998): 19–27. http://dx.doi.org/10.1177/0256090919980204.
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In recent years⁄ the Indian economy has undergone a number of reforms, resulting in a more marketoriented economy. These reforms have also seen the emergence of a growing middle class with a high disposable income. This increased prosperity has led to increases in demand for both durable and nondurable consumer items. This paper by Tolar⁄ Hyland, and O'Mara reports upon a study of Australian consumers that is designed to provide manufacturers, retailers, and distributors of nondurable goods and services with an insight into what information influences consumers to purchase these items. In doing so, the paper also reports upon India's developing consumer markets. The results of the survey are then applied to the Indian experience with a view to presenting Indian managers with an insight into what determinants consumers take into consideration when purchasing non-durable goods and services.
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Pastore, Alberto, and Camilla Barbarossa. "Green consumer behaviour: an exploration of values held by "subjectivist" consumers." MERCATI & COMPETITIVITÀ, no. 1 (June 2012): 155–79. http://dx.doi.org/10.3280/mc2012-001010.
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Despite the last decades have seen a progressive increase in environmental consciousness worldwide, market shares of green products are still rather low and a deep understanding of eco-friendly purchasing behaviour seems still a long way off. Adopting the Theory of Planned Behaviour and the Schwartz Value Survey as theoretical framework, the aim of this study is, first, to explore which "positive" values guide environmentally minded consumers towards the purchasing of eco-friendly products. Secondly, to explore which "negative" beliefs prevent these consumers from purchasing green goods and, finally, to deepen which is the role played by such antecedents within the purchase decision process. A better knowledge of green purchase decision process may help firms selling green products to tailor marketing strategies and, thus, reduce the intention-behaviour gap faced by green consumers. Due to a distinct lack of research on this topic, an exploratory, qualitative research was conducted using focus groups and data analysed with Cognitive Maps technique.
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Buena, Maria Corazon A., and Eduardo G. Ong. "CONSUMER TRUST AND COGNITIVE DISSONANCE TOWARDS ONLINE REVIEWS IN SELECTED RESORTS: A PREFERENTIAL MODEL." Journal of Information System and Technology Management 4, no. 15 (December 10, 2019): 27–40. http://dx.doi.org/10.35631/jistm.415003.
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The increasing trends of using online consumer reviews as bases before the actual purchase of a product or service are now substantial in the consumer decision-making process. Consumers nowadays want not only the core products or services, but other offerings as well, and they usually verify these with the online reviews. The resort industry is not exempted from these deviations. This study particularly investigated the determinants of consumer trust in online reviews, the assertions of cognitive dissonance as part of pre-purchase behavior, and their effects on customers’ purchase likelihood. The study sites were selected resorts in Region IV in the Philippines, while the perspective of 500 customers located in the Philippines specifically in Metro Manila, Metro Davao and Metro Cebu were utilized. Initial findings showed that argument quality (.785), source credibility (.812) and perceived quantity of reviews (.785) had greatly influence consumer trust. However, the assertions of pre-purchase cognitive dissonance were not influenced by the determinants. Moreover, results revealed that pre-purchase cognitive dissonance (with a value of -0.084) has a negative impact on the purchase likelihood whereas consumers’ trust (with a value of 0.522) has a positive impact on the purchase likelihood.
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Rokonuzzaman, Md, Atmadeep Mukherjee, Pramod Iyer, and Amaradri Mukherjee. "Relationship between retailers’ return policies and consumer ratings." Journal of Services Marketing 34, no. 5 (April 13, 2020): 621–33. http://dx.doi.org/10.1108/jsm-09-2019-0340.
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Purpose Return policies are major risk-allaying cues for customers, yet they are a critical cost/lost-sales for retailers. Despite their importance in the retailing industry, few studies have examined the interplay of return policies with other cues that customers use to make a purchase decision. Toward this end, this study aims to investigate the interaction effects certain salient high-scope and low-scope cues, such as consumer ratings and brand image, and retailers’ return policies have on consumer purchase decisions. Design/methodology/approach Building on literature from signaling theory and cue scope literature (high-scope and low-scope cues), the authors develop a research model that hypothesizes the interrelationships between return policies, price discounts, customer product ratings and brand image. Three experimental studies investigate the potential interplay between return policies (lenient vs stringent), price discounts (low vs high), customer product ratings (low vs high) and brand image (high vs low) on quality certainty perceptions and purchase intentions. The mediating effect of quality certainty perceptions on the interplay of various factors (return policy, price promotions, consumer ratings and brand image) and customer purchase intentions is also investigated. Findings Results indicate that a lenient return policy will have a positive effect when consumers encounter high scope cues that signal undesirable aspects of the product (i.e. low consumer ratings, low brand image). In contrast, when high scope cues signal desirable aspects of the product (i.e. high consumer ratings, high brand image), it attenuates the effects of return policy. The findings suggest that quality certainty acts as a psychological process. Research limitations/implications Service researchers should seek to examine the role of return policies in a more comprehensive manner. Practical implications Return policies are important cues for consumers while making purchase decision. Thus, retailers need to realize that these policies may need to be more dynamic or tiered, rather than one-size-fits-all. Originality/value This study provides a more comprehensive view of how consumers consider multiple cues simultaneously in decision-making. Literature has mainly examined the interactions between different high-scope and low-scope cues, but there has been limited research directed toward the interplay between multiple high-scope cues.
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Budi Puspitasari, Nia, Susatyo Nugroho W P, Deya Nilan Amyhorsea, and Aries Susanty. "Consumer’s Buying Decision-Making Process in E-Commerce." E3S Web of Conferences 31 (2018): 11003. http://dx.doi.org/10.1051/e3sconf/20183111003.
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The e-commerce growth and development in Indonesia is very rapid as well as the internet grows, but it is not well-balanced with the number of online buying transaction which is still relatively low. Even the today’s biggest B2C e-commerce people in Indonesia, Lazada, has continually decreased online purchasing. This research is aimed to describe factors affecting online buying decision- making in the e-commerce Lazada. The type of this research is confirmatory research. The variable used is following conceptual model i.e. Electronic Word of Mouth (EWOM), social identity, risk perception, trust, and purchase intention. The data were obtained through the questionnaire with Likert scale 1-5. There are 104 people researching sample who meets the criteria as Lazada consumer that, at least do a transaction in recent six months. Data analyzing were done using Structural Equation Modelling (SEM) method by Analysis of Moment Structures (AMOS) software. The results showed that the purchase intention has positively related to the purchase decision. Variable EWOM toward trust has positive relation, variable social identity and risk perception have no any significant relation to trust. Variable risk perception toward purchase intention has no significant relation, while the variable trust has significant positive relation to purchase intention.
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Hsieh, Pei-Hsuan, and Fang-Ning Chang. "Online Consumers’ Brain Activities When Purchasing Second-Hand versus New Products That Are Brand-Name or Brand-Less." Information 12, no. 2 (January 26, 2021): 56. http://dx.doi.org/10.3390/info12020056.
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It is now common to apply functional magnetic resonance imaging to explore which areas of the human brain are activated during the decision-making process. In the study of consumer behaviors, product brand has been identified as a major factor affecting consumer purchase decisions. Prior studies indicate that the brand had a significant impact on brain activation. However, it is unsure if consumers’ brain activation is also significant when purchasing brand-name second-hand products (SHPs). Therefore, the purpose of this study is to verify the areas of brain neuron activation in the context of online auctions among consumers whose purchasing decisions are affected by an SHP’s brand. The results show that a brain region (i.e., the medial prefrontal cortex) activates significantly when comparing the purchasing decision-making process between new items and SHPs. The activation of the insula is also found when an SHP purchasing decision is made. In addition, the dorsolateral prefrontal cortex is activated significantly when purchasing brand-name SHPs. However, due to consumers’ preferences for different brands, there is no significant activation in the ventromedial prefrontal cortex.
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Rachmat, R. B. M. Cemal Ecmal. "THE IMPACT OF ONLINE PRODUCT REVIEWS IN VIRTUAL COMMUNITY TOWARDS PURCHASE DECISIONS IN INDONESIAN DENIM INDUSTRY." Advanced International Journal of Business, Entrepreneurship and SMEs 3, no. 9 (September 1, 2021): 47–66. http://dx.doi.org/10.35631/aijbes.39005.
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In this study, the researcher uses a combination of the theory of planned behavior and the model of goal-directed behavior to map what effects online product reviews can have on consumer purchase decisions. The researcher hypothesizes that the two adapted theories contain factors that can positively influence consumer purchase decisions. The researcher uses PLS-SEM and open coding to analyze quantitative and qualitative data. The results showed that ten of the eighteen hypotheses tested were proven to be accepted. Consumers in the denim industry tend to perceive online product reviews as a key aspect of their decision-making process. The results of qualitative data analysis also showed similar results, all respondents indicated the importance of the influence of an online product review on their purchasing decisions. The researcher also discusses the implications of these results for both research and practice.
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Miquel, Salvador, Eva M. Caplliure, and Joaquin Aldas‐Manzano. "The effect of personal involvement on the decision to buy store brands." Journal of Product & Brand Management 11, no. 1 (February 1, 2002): 6–18. http://dx.doi.org/10.1108/10610420210419513.
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Store brands are appearing in an ever‐increasing number of categories and their acceptance by consumers is unquestionable. The purpose of this paper is to model the decision process involved in a purchase which the consumer goes through when choosing store brands over national brands. The model provided allows us to explain why the same consumer may choose a store brand in one product category and not in another. We have taken personal product involvement as the principal point of reference.
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Ribeiro, Rhubens Ewald Moura, Pedro Henrique de Sousa Oliveira, Kaíque Barbosa de Moura, Cecília Rochele Silva de Abreu, Carlos Alberto de Sousa Ribeiro Filho, Luis Fernando Silva Monteiro, and Denise Juliana Bezerra de Pontes Barbosa. "Factors that influence the purchasing behavior of the consumer of natural products." Independent Journal of Management & Production 12, no. 4 (June 1, 2021): 979–96. http://dx.doi.org/10.14807/ijmp.v12i4.1358.
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The consumption of natural products has become increasingly intense in recent years, arousing the interest of several new entrepreneurs and companies that already operate in the market, whether with the same type of business or not, as within this area other issues are inserted that are of collective interest. The study of consumer behavior comprises the actions of purchase, use and disposal of the purchased product and, also, the processes and decisions that occur before and after these actions. Therefore, the objective of this article is to identify which and how certain factors may influence the behavior of consumers of natural products in their purchase decision process. The methodology used was the bibliographic research analyzing several and relevant references on the theme. The results of this research show that in order to be successful in the field of natural products, it is essential to improve the relationship between organization and consumer and how important it is to know all the aspects that involve their decision and behavior, since the consumer buying behavior of natural products it is not only based on your personality, but also on personal, cultural, emotional, psychological factors and also on environmental issues. The survey also details the importance of consuming natural products for society and the environment, providing a healthier environment for those involved. Thus, the work emphasizes the relevance of knowledge and investment in marketing and research that can help companies to dedicate themselves more to attract consumers not only in their area of activity, but also consumers of other products and / or services, winning and retaining new customers.
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Imiru, Getie Andualem. "The Effect of Packaging Attributes on Consumer Buying Decision Behavior in Major Commercial Cities in Ethiopia." International Journal of Marketing Studies 9, no. 6 (November 28, 2017): 43. http://dx.doi.org/10.5539/ijms.v9n6p43.
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Due to increasing self-service and changing consumers’ lifestyle, the interest in package as a tool of sales promotion and stimulator of impulsive buying behavior is growing increasingly. The objective of this survey was to examine the effect of packaging attributes on consumer buying decision behavior. A total of 384 questionnaires were distributed to standard supermarkets in Addis Ababa and other major cities in Ethiopia. Only 369 questionnaires were returned at the end of the data collection process, which gave the response rate of 96 per cent. However, during the data cleaning only 362 were usable and used for the subsequent statistical analysis. Data collected were analyzed using correlation and regression. Innovation has the strongest effect on cereal food purchase decision (0.392) followed by printed information (0.193), background image (0.168) and font size (0.168). However, there were no significant relationships between packaging color (-0.054) and packaging materials (0.016) in the purchase decision of the cereal packaged food. Ethiopian consumers do not give weight to packaging color and the quality of the packaging material. The findings of this survey will be used to make recommendations to marketers to enhance their level of insight about consumers buying decisions. However, there were no significant relationships between packaging color and packaging materials in the purchase decision of the cereal packaged food.
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Gordon, Deborah, Anna Ford, Natalie Triedman, Kamber Hart, and Roy Perlis. "Health Care Consumer Shopping Behaviors and Sentiment: Qualitative Study." Journal of Participatory Medicine 12, no. 2 (June 16, 2020): e13924. http://dx.doi.org/10.2196/13924.
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Background Although some health care market reforms seek to better engage consumers in purchasing health care services, health consumer behavior remains poorly understood. Objective This study aimed to characterize the behaviors and sentiment of consumers who attempt to shop for health care services. Methods We used a semistructured interview guide based on grounded theory and standard qualitative research methods to examine components of a typical shopping process in a sample size of 54 insured adults. All interviews were systematically coded to capture consumer behaviors, barriers to shopping behavior, and sentiments associated with these experiences. Results Participants most commonly described determining and evaluating options, seeking value, and assessing or evaluating value. In total, 83% (45/54) of participants described engaging in negotiations regarding health care purchasing. The degree of positive sentiment expressed in the interview was positively correlated with identifying and determining the health plan, provider, or treatment options; making the decision to purchase; and evaluating the decision to purchase. Conversely, negative sentiment was correlated with seeking value and making the decision to buy. Conclusions Consumer shopping behaviors are prevalent in health care purchasing and can be mapped to established consumer behavior models.
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Ogorevc, Marko, Kaja Primc, Renata Slabe-Erker, Barbara Kalar, Miha Dominko, Nika Murovec, and Tjaša Bartolj. "Social Feedback Loop in the Organic Food Purchase Decision-Making Process." Sustainability 12, no. 10 (May 20, 2020): 4174. http://dx.doi.org/10.3390/su12104174.
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To ensure the food industry continues to grow, it is vital to properly understand the factors that impact the purchasing of organic food. Research offers ambiguous findings about what drives consumers to decide to purchase food labeled as organic. This study advances the current theories on organic food-purchasing behavior, which overlook the importance of the two-way interaction of social norms and individual behavior, suggesting that the role of social norms may have been simplified. We suggest the causal processes associated with organic food decision-making involve the social feedback loop, a powerful force that takes the current state into the phase of transition. Positive feedback is key to maintaining and developing the sustainable behavior of the society, where an initial change in consumer behavior to purchase organic food is magnified when that change resounds through social norms. This is especially pronounced in Norway and Slovenia, where marketers can make more cost- and time-efficient use of persuasive messages and requests. In addition, we provide a comprehensive delineation of organic food purchase decision-making of close to 14,000 individuals from 15 countries that includes key psychosocial antecedents, along with Schwartz’s values, attitudes, social norms, perceived behavioral control, and intentions. Using a mixed-methods approach (i.e., statistical matching, spatial econometrics, structural equation modeling), the present paper thus intends to add to the understanding of environmentally friendly purchase behavior beyond unidirectional and single-theory relationships.
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Rahmah, Khairunnisa, Ujang Sumarwan, and Mukhammad Najib. "The Effect Of Brand Equity, Marketing Mix, And Lifestyle To Purchase Decision At Maxx Coffee, Bogor." Journal of Consumer Sciences 3, no. 2 (August 31, 2018): 01. http://dx.doi.org/10.29244/jcs.3.2.01-15.
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<em>Coffee becomes one of the important commodities both in terms of consumption and in terms of production. Therefore, the interaction in marketing with the system and its activities should be able to get closer between consumers to products and brand name of the company offered. Nowdays, urban society at this time experiencing lifestyle changes. One of the manifestations of modern lifestyle today is the habit of certain community groups who like to consume coffee in coffee shops. Base on that, the purpose of this research is to identify the characteristics of MAXX Coffee consumer, analyze the influence of brand equity, lifestyle, and marketing mix of MAXX Coffee to consumer purchase decision, and to formulate alternative marketing strategy based on factors influencing marketing mix and brand equity MAXX Coffee. This research using Structural equation Modeling (SEM) with 271 respondent based on convenience sampling method during the reseach time. Based on the results of the research, in order to create strong brand equity, the management of MAXX Coffee Bogor can invest through the improvement of several marketing mix indicators, namely price, people, process, and physical. In the context of MAXX Coffee lifestyle focus to follow the perception of today's consumer lifestyle that wants to improve the prestige and image in the environment around consumers.</em>