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Pelletier, Mark J., and Joel E. Collier. "Experiential Purchase Quality." Journal of Service Research 21, no. 4 (April 24, 2018): 456–73. http://dx.doi.org/10.1177/1094670518770042.
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Experiential purchases, such as movies, theme parks, and vacations, represent a unique, and exceedingly popular, type of marketing behavior. Despite the increasing popularity of purchased experiences, the question of what makes one experiential purchase superior to another remains elusive. Using a multimethod, grounded theory approach, the authors perform two qualitative studies that reveal high-quality experiential purchases are composed of five dimensions: uniqueness, fun, escapism, servicescape quality, and social congruence. Next, an empirical model of experiential purchase quality (EPQ) and its outcome variables is tested in two different settings. The results find support for the EPQ conceptualization and uncover that a high-quality experiential purchase can positively influence braggart word of mouth, nostalgia, and self-connectedness to the experience while also lowering price consciousness perceptions to repeat the experience. A comparison of short and long experiences found that customers put a heavier weighting on concepts such as escapism and social congruence in shorter experiences where longer experiences had a heavier emphasis on the servicescape and perceptions of fun. From a managerial perspective, our results highlight that a one-size-fits all approach in experiential management is problematic. Managers need to understand that customers have different evaluative criteria depending on the length of an experiential purchase.
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Rhee, Ha-Lim, and Kyu-Hye Lee. "Enhancing the Sneakers Shopping Experience through Virtual Fitting Using Augmented Reality." Sustainability 13, no. 11 (June 3, 2021): 6336. http://dx.doi.org/10.3390/su13116336.
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The fashion industry is undergoing a digital transformation due to the emergence of new shopping channels and external factors such as the COVID-19 pandemic. This study examined the relationship between virtual fitting (VF) experience satisfaction, brand advocacy, mobile purchase intention, and offline purchase intention from an omnichannel perspective to understand how VF based on augmented reality (AR) impacts the customer purchase journey. The study also investigated the moderating effect of a customer’s product involvement, which is a personal characteristic. The results reveal that high satisfaction with the VF experience had a positive effect only on mobile purchase intentions. Brand advocacy formed after the VF experience had a positive effect on both mobile and offline purchase intentions and showed a mediating effect in the relationship between VF experience satisfaction and purchase intention. The moderating effect of product involvement was also confirmed. Moreover, a significantly negative influence of VF experience satisfaction on offline purchase intention was detected for customers who were more involved in sneakers products. These results indicate that VF, which is used as a tool in shopping apps, can achieve customer satisfaction and drive mobile purchases, thus leading to offline purchases based on brand advocacy.
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Takaya, Rowlan. "Antecedents Analysis of Purchase Intention." Business and Entrepreneurial Review 16, no. 1 (July 23, 2019): 1. http://dx.doi.org/10.25105/ber.v16i1.4906.
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The advancement of technology has resulted in the creation of a new form of shopping transactions. This technology is used by residents to shop online. Thus, customers’ involvements in online purchasing have become an important trend. The objective of this research was to identify the determinants of customer purchases online. This study used a surveymethod using questionnaires and the target is an online customer in Central Jakarta.This research used simple regression to determine the effect of purchace intention to factors that influence it. Data questionnaire distributed directly to the respondents who never buy online shopping. Findings revealed that impulse purchase intention, quality orientation, brand orientation, online trust and prior online purchase experience were positively related to the customer online purchase intention.
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BESSOUH, NADIRA, AHMED MIR, and ALI IZNASNI. "A TEST OF THE RELATIONSHIP BETWEEN BUYING IMPULSIVENESS AND IMPULSE PURCHASES." International Journal for Innovation Education and Research 3, no. 5 (May 31, 2015): 73–81. http://dx.doi.org/10.31686/ijier.vol3.iss5.361.
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This research work aims to show the contribution of individual factors, specifically the buying impulsiveness, to making an impulse purchase. For this purpose, Rook and Fisher’s scale (1995) is proposed to measure the level of impulsive purchase in Algerian buyers. Following an empirical study done on 385 impulse purchasers, it was possible to see that consumers are more impulsive when they experience high levels of impulsivity. These results would help managers attract customers and lower their guards, as a result of several stimuli, to push them make emotional and functional impulse purchases.
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Hung, Chao-Chih, Min-Jiun Su, and Wen-Long Zhuang. "3D Experiential Marketing in International Industrial Fair." Journal of Economics and Behavioral Studies 8, no. 1(J) (April 5, 2016): 69–78. http://dx.doi.org/10.22610/jebs.v8i1(j).1207.
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This study explores the effect of buyers’ 3D experiences on their purchase intention, as well as the moderating effect of exhibitors’ corporate image on the above relationship. This study uses the purposive sampling method to survey buyers of the famous International Woodworking Machine Fair in China. Analytical results from 91 visitors are summarized as: the higher the international mechanical fair buyers’ feel experience, think experience and act experience, then the higher their purchase intention; buyers’ relate experience has a negative prediction effect on purchase intention; exhibitors’ corporate image has a moderating effect on the relationship between buyers’ feel experiences and purchase intention; exhibitors’ corporate image has a moderating effect on the relationship between buyers’ relate experience and purchase intention.
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Miller, Chadwick J., Adriana Samper, Naomi Mandel, Daniel C. Brannon, Jim Salas, and Martha Troncoza. "Activity apprehension in experiential purchases." Journal of Services Marketing 35, no. 4 (January 22, 2021): 516–34. http://dx.doi.org/10.1108/jsm-09-2020-0391.
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Purpose The purpose of this paper is to examine how the number of activities within a multi-activity experience influences consumer preferences before and after consumption. Design/methodology/approach The hypotheses are tested using four experiments and a secondary data set from a river cruise firm that includes first-time river cruise purchases by consumers from this firm between January 2011 and December 2015 (n = 337,457). Findings Consumers prefer experiences with fewer (vs more) activities before consumption – a phenomenon, this paper calls “activity apprehension” – but prefer experiences with more (vs fewer) activities after consumption. A mediation analysis indicates that this phenomenon occurs because the highly perishable nature of activities makes consumers uncertain about their ability to use all the activities within the experience (usage uncertainty). Practical implications Evaluations of a multi-activity experience depend on both the number of activities and on whether the consumer is at the pre- or post-consumption stage of the customer journey. As such, firms looking to sell multi-activity experiences should design and promote these experiences in a way that minimizes activity apprehension. Originality/value This study is the first to demonstrate that consumer perceptions of an optimal experience depend on both the number of included activities and on the stage of the customer journey (i.e. pre- or post-purchase). It further contributes to the consumer experience literature by examining an unexplored activity characteristic, perishability, in shaping experiential purchase decisions. Finally, it demonstrates a new way in which experiential purchases differ from tangible product purchases.
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Mahapatra, Sabita, and Saumya Sharma. "My experience of laptop purchase." Emerald Emerging Markets Case Studies 6, no. 2 (May 15, 2016): 1–13. http://dx.doi.org/10.1108/eemcs-04-2015-0060.
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Subject area Marketing/Consumer behaviour. Study level/applicability The case can be used for the postgraduate students and executives in a first-year Marketing Management class for an introductory session on understanding consumer decision in a business-to-consumer context. The case can be also used in a second-year elective course on Consumer Behaviour for the topic on consumer decision-making journey and managing customer experience through service excellence. This case would be most befitting to be used for the first introductory session of 75 minutes to give an overview on consumer behaviour. Case overview The dismal failure of Natasha’s desktop while preparing an important presentation due for submission compels Natasha (the protagonist) to make up her mind to buy a laptop. After consulting her friends and relatives, followed with intense search from different retail stores, Natasha finally decides to buy a Sony laptop from a multi-brand retail outlet with a price discount and freebies. Finally, when Natasha settled down to work on her new laptop on her pending presentation, she confronts some problem. Unable to identify the problem, she contacted the store sales representative to resolve the problem. However, the representative’s ineffectiveness in addressing the problem and promptly delivering the service leaves Natasha in a state of uncertainty and confusion. She seemed to be in a fix and undecided, wondering whether she should immediately rush to the repair centre with her desktop to fix the problem for the time being or she should leave the laptop and wait till the problem gets resolved. Expected learning outcomes The case aims to provide interesting inputs on various phases of consumer decision-making journey and appropriate marketing strategy for each phase. The objective is to make students appreciate how poor after-sales service results in post-purchase dissonance and conflict in the consumer's mind. The case provides an opportunity for students to come up with possible solutions to resolve the post-purchase dissonance and conflict and share their views or ideas of how a seller can create a lasting impression in the mind of the buyer. Supplementary materials Teaching notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes. Subject code CSS 8: Marketing
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Bhatnagar, Apoorva, Sidhi Verma, Vinod K. Singh, and Aparajita Dasgupta. "Openness to Experience and Green Purchase Behavior: A Multiple Mediation Analysis." Management and Economics Research Journal 6, no. 3 (August 21, 2020): 1–9. http://dx.doi.org/10.18639/merj.2020.9900018.
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The aim of this study was to examine if there is an effect of openness to experience on green purchase behavior. Furthermore, the study also aimed to analyze if the attitude toward advertisement and green product knowledge mediates the relationship between openness to experience and green purchase behavior. The data for this study were collected in front of malls and departmental stores of Delhi-NCR (National Capital Region) with the help of survey method. The population consists of both the purchasers and non-purchasers of green products. Two hundred and fifty people participated in the study, out of which 200 questionnaires were used for data analysis after cleaning the data. To test the hypotheses, hierarchical multiple regression was conducted using model 4 of Process Macro. The findings of this study indicate that openness to experience strongly predicts green purchase behavior but no mediation effect of green product knowledge and attitude toward advertisements are seen. This study finds its importance in the fact that there has been a rise in the environmental concerns which may induce consumers to indulge into green purchase behavior. This study is one of the first, at least to the authors’ knowledge, to empirically examine and confirm the effect of openness to experience on green purchase behavior as well as check the mediation effect of green product knowledge and attitude toward advertisement.
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Haenlein, Michael, and Andreas M. Kaplan. "Flagship Brand Stores within Virtual Worlds: The Impact of Virtual Store Exposure on Real-Life Attitude toward the Brand and Purchase Intent." Recherche et Applications en Marketing (English Edition) 24, no. 3 (September 2009): 57–79. http://dx.doi.org/10.1177/205157070902400303.
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Virtual hyperrealities, also referred to as virtual social worlds, have experienced increasing managerial interest in recent years. Although they have also received some attention in the academic literature, the extent to which corporate presences within such environments can influence attitude toward the brand and purchase intent in real life remains unclear. Based on a survey conducted among 580 Second Life residents, we show that exposure to flagship brand stores within virtual worlds positively influences attitude toward the associated brand and real life purchase intent. We furthermore show that a user's purchase experience (shopping frequency, purchase frequency, spending per purchase) and the gratification derived from the use of their purchases have a significant moderating effect on these relationships. Our results are of managerial and theoretical importance as they provide empirical evidence for spill-over effects between virtual worlds and real life and help to develop recommendations on optimal store design within virtual social worlds.
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Blasco-Arcas, Lorena, Blanca Hernandez-Ortega, and Julio Jimenez-Martinez. "The online purchase as a context for co-creating experiences. Drivers of and consequences for customer behavior." Internet Research 24, no. 3 (May 27, 2014): 393–412. http://dx.doi.org/10.1108/intr-02-2013-0023.
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Purpose – The purpose of this paper is to elaborate on the concept of engagement platforms and the theories of co-creation of value to analyze the purchase as a context for customers to co-create their own experiences. Specifically, the paper proposes that including online cues related to Customer to customer (C2C) interactions and coproduction in the engagement platform determines customer co-creation experiences. Moreover, the paper tests for the relationship between the co-creation experience and customer's purchase intentions. Design/methodology/approach – An online platform was designed and a purchase situation was simulated, in which the participants were asked to buy a pair of sneakers. To make the experience more realistic, participants could navigate and undertake activities related to the available cues, thus obtaining a direct experience of the possibilities of the platform. Structural equation modeling analyses were used to test the hypothesized relationships. Findings – The results confirm the importance of including cues related to C2C interactions and coproduction in order to increase co-creation experience possibilities for the customer during the online purchase. Moreover, if customers perceive that they are co-creating the experience, their purchase intentions increase. Practical implications – This paper addresses the importance of virtual engagement platforms as touch points for interaction and the importance of their characteristics for facilitating co-creation. These platforms provide customers with cues that promote their participation, the establishment of collaborative relationships and the co-creation of the purchase experience. Originality/value – There is a growing interest in understanding how customers interact with firms to co-create experiences and in the influence of IT-related service in this process. Nevertheless, to date, the online purchase experience as a co-creation context has not been fully investigated.
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Kusuma, Irma Dwi, Tri Kartika Pertiwi, and Akhmad Fauzi. "Analysis of Product Knowledge and Shopping Experience on Intention to Buy an Oppo Smartphone at Shopee with Perceptions of Risk." IJEBD (International Journal of Entrepreneurship and Business Development) 4, no. 4 (July 31, 2021): 566–79. http://dx.doi.org/10.29138/ijebd.v4i4.1466.
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SMARTPHONE is considered a device that helps in everyday life, especially during the Covid-19 pandemic. One of the smartphones that have the largest market share in Indonesia is Oppo, but amid the sharp increase in smartphone online sales, Oppo's online sales are not showing an increase. Even though currently, there are various types of online shopping destinations, one of which is the marketplace, which provides shopping convenience and complete information about products. This is expected to form a good shopping experience and product knowledge to reduce consumer risk perceptions about creating online purchase intentions, so the purpose of this study is to analyze the effect of product knowledge and shopping experience on purchase intention with risk perception as an intervening variable. This research is quantitative. Respondents are residents of Surabaya who have made purchases at Shopee. The sample used was 110 people. The withdrawal used the snowball sampling technique. The research instrument was a questionnaire, then the data obtained were processed by PLS-SEM. The results show that product knowledge contributes to purchase intention. The shopping experience does not contribute to purchase intentions. Product knowledge and shopping experience contribute to risk perception. Meanwhile, the indirect relationship shows that risk perception is proven to mediate the relationship between product knowledge and shopping experience variables with purchase intention.
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Ding, Shuiping, Jie Lin, and Zhenyu Zhang. "Influences of Reference Group on Users’ Purchase Intentions in Network Communities: From the Perspective of Trial Purchase and Upgrade Purchase." Sustainability 12, no. 24 (December 18, 2020): 10619. http://dx.doi.org/10.3390/su122410619.
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Reference group is an important factor influencing users’ purchase in the network communities. The reference group’s influences involve informative influence and normative influence, and users’ purchases are divided into the trial purchase and upgrade purchase. In different purchases, users have different product information, consumer experience, and purchase attitudes, making different responses to the reference group. Thus, a research model of reference groups’ influences on users’ purchase intentions from the perspective of trial purchase and upgrade purchase is constructed. The model and hypotheses are tested by analyzing 349 valid questionnaires. The results indicate that both informative and normative influences have significant positive effects on users’ trial purchase intentions. Informative influence has a significant positive effect on users’ upgrade intentions, while the normative influence on users’ upgrade purchase intentions is not significant. Both informative influence and normative influence have significant positive effects on trust in the product. Trust in the product has a significant positive effect on trial purchase intentions, but its effect on upgrade purchase intentions is not significant. Purchase involvement positively regulates the relationship between informative influence and trial purchase intentions and negatively regulates the relationship between informative influence and upgrade purchase intentions. The results further enrich the theoretical system of users’ purchase behaviors in a virtual environment. The research can also have important implications for network communities wishing to improve online marketing.
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Said, Raihan Muslim Fajri, and Citra Kusuma Dewi. "Risks, Experience, Ease of Purchase Terhadap Purchase Intention Makanan Sehat dengan Moderator Fear Of COVID-19." Jurnal Manajemen 12, no. 1 (May 27, 2022): 56–75. http://dx.doi.org/10.30656/jm.v12i1.4360.
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This research is motivated by the COVID-19 pandemic, that has made Indonesians pay more attention to their health so they don't get infected with the virus. Efforts are made by consuming healthy foods. The increasing consumption of healthy food causes various kinds of problems ranging from risks that consumers must bear, unpleasant shopping experiences, to obstacles for consumers when obtaining healthy food. The purpose of this study was to examine the effect of Overall risk, Purchase experience, and Ease of purchase on Purchase intention, as well as examine how high the Moderation of Fear of COVID-19 is on the relationship between Ease of purchase and Purchase intention of Healthy Food.
This type of research is included in quantitative and causal. The analysis used is descriptive analysis usingStructural Equation Model-Partial Least Square (SEM-PLS). Technique. The sampling used is non-probability sampling with purposive sampling type. Then the number of samples in this study were 385 respondents in the Jabodetabek and Bandung City communities who had consumed healthy food.
The results of this research using SEM-PLS are all independent variables consisting of Overall risk, Purchase experience, and Ease of purchase have a positive and significant influence on the dependent variable, namely Purchase intention. In addition, the moderator of the Fear of COVID-19 study did not moderate the relationship between Ease of purchase and Purchase intention. Keywords : Overall risk, Purchase experience, Ease of purchase, Purchase intention, Fear of COVID-19
Keyword: Risk; Experience; Ease; Intention; COVID-19
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Zanjani, Shabnam H. A., George R. Milne, and Elizabeth G. Miller. "Procrastinators’ online experience and purchase behavior." Journal of the Academy of Marketing Science 44, no. 5 (August 12, 2015): 568–85. http://dx.doi.org/10.1007/s11747-015-0458-1.
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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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Yin, Jiwang, and Xiaodong Qiu. "AI Technology and Online Purchase Intention: Structural Equation Model Based on Perceived Value." Sustainability 13, no. 10 (May 18, 2021): 5671. http://dx.doi.org/10.3390/su13105671.
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(1) Background: AI technology has been deeply applied to online shopping platforms to provide more accurate and personalized services for consumers. It is of great significance to study the different functional experiences of AI for consumers to improve the current application status of AI technology. (2) Method: Based on the “SOR” model, this study divides the AI technology experienced by the consumers of online shopping platforms into three dimensions: accuracy, insight, and interaction experience. The perceived value is taken as the mediating variable from the prospect of perceived utility value and perceived hedonic value. This article uses empirical research methods to analyze the effect of the three dimensions of online shopping AI experience to research the internal influence mechanism of consumers’ purchase intention. (3) Results: 1. The accuracy, insight, and interaction experience of AI marketing technology each have a significant positive impact on consumers’ perceived utility value and hedonic value; 2. Both the perceived utility value and perceived hedonic value obtained by an AI technology experience can promote the formation of consumers’ purchase intention; 3. The perceived hedonic value was better than perceived utility value at promoting the consumers’ purchase intention.
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Tatavarthy, Aruna Divya, and Kanchan Mukherjee. "Payment methods and their effect on durable goods replacement." Journal of Consumer Marketing 36, no. 4 (June 10, 2019): 484–93. http://dx.doi.org/10.1108/jcm-11-2017-2435.
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Purpose Unlike point of purchase behavior, not much is known about how payment method impacts post-purchase behavior, especially for durable goods where user experience can last over long periods. The purpose of this paper is to link two strands of literature for the first time by uncovering systematic linkages between the payment method (upfront cash vs loan) used for purchase of durable goods and the replacement timings for the same. Design/methodology/approach The authors predict that cash purchases are more likely to have shorter replacement horizons compared to loan purchases and propose a psychological mechanism that accounts for the same. Their arguments are based on how the strength of coupling, which is the degree of psychological association between payment and consumption, depends on the payment method and differentially influences the consumption experience and consequently leads to different replacement horizons. They conduct a field study to test their predictions and find support for their model. Findings The authors find that individuals who financed their durable goods purchases using loan, expressed their intentions to replace the goods after longer period than those who financed their durable goods with cash down payment. As loan installments remind people of painful thoughts of payment, they tend to reduce the dissonance by positively evaluating both retrospective and anticipated usage experiences. This dissonance reduction mechanism eventually leads to reduced willingness to let go of the durable. Practical implications Marketers are faced with a tradeoff between increasing purchase likelihood versus ensuring long-term post-purchase satisfaction. In this paper, the authors uncover the psychological mechanisms that can explain how payment method chosen to pay for a durable can have direct effect on post-purchase consumption experiences and subsequently in the replacement intentions. This finding is crucial for marketers who are interested in planning the product line launches and other post-purchase engagement strategies such as buy-back scheme and upgrades. Social implications Understanding the psychological mechanisms that explain individual’s likelihood to replace their durable goods allows policymakers to design appropriate interventions to induce more sustainable and efficient use of durable goods in the market. While on one hand, marketers might be interested in increasing sales of their product line by inducing faster replacement of older product versions, environmentalists nudge towards the opposite. This paper provides a possible way to achieve the dual objectives. Originality/value While past research on downstream effects of payment methods on behavioral outcomes focused only on consumables, the authors focus on durable goods. Further, they identify the effect of payment method on both psychological and behavioral outcomes.
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Suh, Bo Won, Anita Eves, and Margaret Lumbers. "Developing a Model of Organic Food Choice Behavior." Social Behavior and Personality: an international journal 43, no. 2 (March 21, 2015): 217–30. http://dx.doi.org/10.2224/sbp.2015.43.2.217.
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We investigated the purchase intentions of consumers with respect to organic food and identified the determinants of the relationship between intended and realized purchase behavior. We conducted 2 surveys with South Korean consumers and developed a new organic food choice behavior model that reflects the relationship determinants. The factors affecting intention to purchase were evaluated using a survey based on the theory of planned behavior. Realized purchases were established through follow-up interviews with a subset (n = 20) of the participants who had completed the original survey. The key influences on intention to purchase were, in descending order, consumer past experience, attitude, the subjective norm, trust, and perceived behavioral control. The determinants of actual purchase behavior were unexpected circumstances, living circumstances, and price.
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Munkácsi, Noémi. "The Role of Knowledge-based Consumption in the Consumers’ Purchase Decisions of Heating Products." Periodica Polytechnica Social and Management Sciences 26, no. 2 (August 6, 2018): 137–48. http://dx.doi.org/10.3311/ppso.11778.
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The increasing role of the Internet enables the spread of knowledge-based consumption; consumers are turning to their social environment to exchange information and experiences with products either through personal contacts or by contacting others on the Internet. Several former studies analyzed the influencing role of experience-based communication on a variety of products but in the case of heating appliances the scientific literature is lacking. The goal of the study is to reveal the influence of experience in the various stages of the purchase process and to identify the credible information sources that consumers consult while making a decision. A two-step exploratory research was conducted in 2013 with homeowners in Hungary on the residential heat market. Consumers were found be active decision-makers and deliberately planned the purchase of heating products. The influencing role of experience prevails not only in the consumers’ personal experience but also in the experience of other users they interact with and in the experience of professionals they consult. Personal experience starts at the early age as respondents’ recall childhood memories with heating, which influences the consumers’ expectations in the early stage of the purchase process. The experience of other users prevails along the whole purchase process through credible sources and the experience of professionals influences mainly the information search and validation phase of the purchase process. Consumers consult other users (strong and weak social sources) personally or via online sources by the final decision rather than turning to the installer.
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Maitlo, Muhammad Zahid, Neelam Jugwani, and Rehman Gul Gilal. "The Model of Customer Experience and Purchase Intention in Online Environment." Sukkur IBA Journal of Management and Business 4, no. 1 (April 25, 2017): 1. http://dx.doi.org/10.30537/sijmb.v4i1.101.
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The online purchase intention is very critical and fascinating in today’s e-environment. It has direct involvement in customer decision making in terms of purchase. Thus, corporations use various marketing tools to seize customer attention for product purchase decision. This study provides the model of customer experience and purchase intention in e-environment. A total of 326 internet users were requested to provide the data through distributed questionnaire using non-probability e-convenience sampling technique. Further, Analysis of Moment Structure was employed and Structural Equation Model was used to measure the model of customer experience and online purchase intention with customer experience sub-dimension i.e. online hedonic elements, online aesthetics and online functional elements. The result of the study clearly indicates that customer with tremendous experience tends to purchase frequently in an online environment. In other words, customer online experience is directly proportional to purchase intention. Hence, increase in online customer experience will increase purchase intention.
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Yang, Chien-Wen, Fang-Ni Chu, Wan-I. Chen, and Ming-Chi Chen. "Willingness to Purchase a House during Economic Lost Decades in Japanese Urban Housing Market." International Real Estate Review 1, no. 1 (June 30, 1998): 333–70. http://dx.doi.org/10.53383/100346.
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The willingness to purchase a house is closely related to previous experiences with housing market changes. This paper establishes the variable effects of willingness to purchase a house based on experience to analyze how experience with the Lost Decade (1991 to 2001) in Japan has influenced its housing market. This study finds that when the regional house-price levels are less deviated from those of Tokyo, willingness to purchase a house is relatively higher, which inhibits the growth of rent prices. Grouping data into urban and non-urban areas shows that the negative impact of willingness to purchase a house is higher in non-urban areas. This indicates an urban–rural gap in the country and house prices in the urban areas can self-adjust so that willingness to purchase a house does not reflect significantly on the rental market. Experience with the cumulative house prices of each prefecture from 1985 to 2015 relative to the Tokyo standard is calculated for deviation to determine whether the cumulative experience of long-term past losses could be used to analyze divergence in the regional housing markets.
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Lee, Inyup, Dong-Kyu Kim, Jaehyun Ha, and Chulhwan Choi. "Raffle marketing: Focusing on purchase orientation, conspicuous consumption, postpurchase satisfaction, and repurchase intention." Social Behavior and Personality: an international journal 50, no. 10 (October 5, 2022): 1–12. http://dx.doi.org/10.2224/sbp.11892.
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As a marketing strategy to stimulate consumers' spending desires, limitededition products are now being sold through raffles. Using data obtained from 365 consumers who had previously purchased sports shoes, the results revealed differences between consumers who had participated in raffles and those who had not in terms of their purchase experience, propensity toward conspicuous consumption, and intention to repurchase. Propensity toward both purchases made for entertainment and impulsive purchasing were statistically higher in the group who had participated in raffles. Regarding conspicuous consumption propensity, the group who had participated in raffles showed a stronger tendency to buy famous brands, seek others' recognition, and pursue fashion trends. Although the difference in postpurchase intention between the two groups was not statistically significant, those who had participated in raffles showed stronger repurchase intentions. The results indicate that the sales method for limited-edition products can affect the purchase propensity of consumers and their postpurchase behavior.
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Woo, Gum Ju, and Jae-Kyoon Jun. "How to create a profitable boothscape?" International Journal of Contemporary Hospitality Management 29, no. 3 (March 20, 2017): 966–85. http://dx.doi.org/10.1108/ijchm-12-2015-0712.
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Purpose This study aims to propose an extended framework to design a profitable exhibition booth environment (i.e. boothscape) that fosters attendees’ at-show experience and after-show purchase intention. Design/methodology/approach Survey-based data were collected from attendees who visited one of the five major exhibitions at leading convention and exhibition cities in Korea. Structural equation modeling was used to examine which features of boothscape are more influential in improving attendees’ at-show experience and after-show purchase intention. Findings Empirical results revealed that booth design, product variety and assortment and entertainment exert a significant impact on attendees’ emotional and cognitive experiences at an exhibition. On the other hand, booth personnel exclusively influence attendees’ cognitive experience. A better chance of after-show purchase incident can be obtained by reinforcing both emotional and cognitive experiences. Research limitations/implications Although emotional and cognitive experiences are two of the most compelling types of at-show experience, future studies can consider mediating roles of other experiences to better understand the complex mechanism of attendees’ at-show experience. Moreover, it is worthy to examine the moderating effects of attendees’ characteristics, as Bitner (1992) argued that individuals have different perceptions of the surrounding environment based on personal and situation variables. Originality/value This study provides empirical evidence on the under-explored research area of boothscape. Researchers and exhibitors can learn that both context and content of boothscape should be taken into consideration to create a more holistic at-show experience. In return, attendees can have long-lasting memories of exhibitors and products for future purchase. This new insight can serve as inspiration for researchers and exhibitors to shift paradigms from service- to experience-oriented to improve long-term exhibition performances.
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Lee, Chi-Hsun, and Jyh Jeng Wu. "Consumer online flow experience." Industrial Management & Data Systems 117, no. 10 (December 4, 2017): 2452–67. http://dx.doi.org/10.1108/imds-11-2016-0500.
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Purpose The purpose of this paper is to investigate the consumer experience of flow in an online consumer shopping environment and use online consumer participants to examine how consumer pursuit of shopping value links in turn affects their satisfaction and unplanned purchase behavior. Design/methodology/approach The research model was tested using the data collected from 363 valid questionnaires. Structural equation modeling was employed to verify and validate the research model. Findings The results of this study show that perceived control of flow and concentration will positively affect consumer utilitarian value, while concentration and cognitive enjoyment will positively affect hedonic value. Further, the effect of utilitarian value on satisfaction is greater than that of hedonic value. Finally, hedonic value positively affects unplanned buying behavior. This research results may serve as a reference for online store operators. Research limitations/implications This study used cross-sectional data for its cause and effect analysis. Long-term conclusions based on this study are not possible. Future scholars may consider using a longitudinal approach. Practical implications The results of this study clearly demonstrate that e-commerce operators must construct environments that create flow experiences for shoppers by increasing their perceived control, concentration, and cognitive enjoyment. Doing so will create both utilitarian and hedonic values, making consumers feel satisfied with their shopping experience and leading them to make purchases not originally planned in their shopping list. Originality/value This study’s major contribution is its successful linkage of the dimensions of flow experience to purchase values. Moreover, it confirms that when online shoppers have an unselfconscious flow experience, they will experience both utilitarian and hedonic values, thus increasing their satisfaction.
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Kim, Juran, and Seungmook Kang. "INFLUENCES OF VR EXPERIENCE ON PURCHASE INTENTION." Global Fashion Management Conference 2018 (July 30, 2018): 215. http://dx.doi.org/10.15444/gmc2018.02.08.01.
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Mann, Bikran Jit Singh, and Rashmi. "Predicting Repeat Purchase Behaviour: An Indian Experience." Asia Pacific Business Review 6, no. 4 (October 2010): 64–73. http://dx.doi.org/10.1177/097324701000600407.
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Wu, Banggang, Xiaoyu Deng, and Xuebin Cui. "Cash on delivery or online payment: mobile channel, order size and payment methods." Journal of Contemporary Marketing Science 3, no. 2 (May 26, 2020): 225–42. http://dx.doi.org/10.1108/jcmars-12-2019-0048.
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PurposeThe existing research does not systematically explore customers' option about different payment methods, nor does it analyze how shopping channels and shopping scale affect customers' option about different payment methods. Furthermore, there is a lack of exploration on what the relationship is, and how they are adjusted by customer purchasing experience. The authors’ research questions are: (1) when using different shopping channels in online retailing, whether customers will choose different types of payment methods? (2) Does the purchase amounts affect customers' choice of different payment methods?Design/methodology/approachThis study takes 60,484 customers from JD.com, one of the largest B2C platforms in China, as the research object and collects the purchase data of these customers from October 01, 2012 to December 31, 2013, and analyzes them through panel data models.FindingsBased on their purchase data, the authors find the main results by using panel data model that (1) the use of mobile channel has a positive effect on cash on delivery (COD), implying that when consumers use mobile to purchase, they have a higher possibility to use COD, (2) the order size has a positive effects on COD, that is to say, when the purchase amount increases, the possibility of using COD also increases. (3) Furthermore, when consumers' purchase experience abound, mobile channel's positive effect on COD will be decreased, but it does not affect the positive effect between order size and COD.Originality/valueFrom the aspects of shopping channels, product attributes and customer purchase experience, it fills the gaps in the research on the preselection of payment methods and makes research of payment methods a complete research system. Secondly, this study adds COD to the options of payment method selection. Finally, the moderating effect of customer shopping experience from a dynamic perspective elaborates that customers can learn from multiple purchases and overcome the shopping risks brought by shopping channels, thereby reducing the probability of choosing a COD method.
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Mortazavi, Marjan, Mohammad Rahim Esfidani, and Ali Shaemi Barzoki. "Influencing VSN users’ purchase intentions." Journal of Research in Interactive Marketing 8, no. 2 (June 3, 2014): 102–23. http://dx.doi.org/10.1108/jrim-08-2013-0057.
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Purpose – The purpose of this paper is to examine the characteristics of virtual social networks (VSNs) and to determine their salient attributes, including those that influence flow experience, trust and electronic word-of-mouth (eWOM) behaviors affecting users’ purchase intentions, and to provide important strategic implications contributing to the Internet marketing literature. Design/methodology/approach – Using a self-administered questionnaire, the data (n = 167) are collected from two Iranian Internet social networking sites, namely, facenama.com and cloob.com . Using LISREL 8.5, hypothesized relationships are examined through structural equation modeling (SEM) analysis. Findings – According to the results of the study, despite all assumptions and studies to the contrary, eWOM behaviors in VSNs are derived from neither users’ flow experience nor their trust in VSNs, but they are mostly caused by VSNs’ attributes, from which four are investigated in this study, namely, communication and social relationships, entertainment, information disclosure and ease of use. Nevertheless, according to the results, VSN attributes also influence trust and flow experience, trust in a VSN environment influences users’ flow experience and eWOM in VSNs has significant impact on users’ purchase intentions. The findings also revealed that the level of education of a user affects how much he trusts the VSN environment. Practical implications – The author examined flow experience, trust, eWOM behavior, purchase intentions and the VSNs’ attributes to verify their relationships, providing a better understanding of an effective indirect marketing in VSNs. The results also have important implications for researchers. Originality/value – While flow experience, trust, word-of-mouth (WOM) behaviors and purchase intentions have been separately studied in Web sites, e-shopping malls and blogs, little research has sought to identify the existence of these elements within VSNs, their correlations with one another and how they are affected by VSNs’ attributes.
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Ling, Ziwen, Christopher R. Cherry, and Yi Wen. "Determining the Factors That Influence Electric Vehicle Adoption: A Stated Preference Survey Study in Beijing, China." Sustainability 13, no. 21 (October 23, 2021): 11719. http://dx.doi.org/10.3390/su132111719.
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The transition from conventional vehicles (CVs) to electric vehicles (EVs) could be promising in tackling environmental challenges in China. Using a sample of 1216 respondents in Beijing, China, our study intends to understand the underlying factors that drive the decision to purchase an EV among potential Chinese vehicle purchasers. We built two choice models to estimate vehicle purchase behavior and fuel choice. We found that males and having higher household income are associated with greater intention to purchase EVs (both plug-in and battery electric vehicles). However, a previous inclination to choose CV negatively impacted willingness to buy EVs. Between specific EV types, we found that Plug-in Hybrid EV (PHEV) purchase was negatively associated with plans to obtain a driver’s license within three years and longer durations of having owned a motorized vehicle first. Yet, the number of electric bicycles in the household was positively associated with PHEV-purchase likelihood. For Battery EVs (BEV), we found that respondents who had previous experience with an EV (either as a driver or passenger) were more likely to purchase a BEV while existing ownership of a driver’s license and a higher purchase budget reduced such possibility. Based on our findings, we recommend authorities continue to, or increasingly, provide direct monetary incentives to purchase EVs, and to provide EV driving and riding experience to customers, especially who are in the middle- and low-income vehicle purchasing groups, to improve the Chinese EV market relative to CVs.
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Gabriella, Sarah, and Kurniawati Kurniawati. "Anteseden Halal Purchase Behavior." Benefit: Jurnal Manajemen dan Bisnis 6, no. 2 (December 13, 2021): 25–48. http://dx.doi.org/10.23917/benefit.v6i2.15492.
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There are several determining factors to analyze this research. Among others are religious factors, attitudes, purchase intentions, personal norms, and halal purchase behavior. Methodology – Using hypothesis testing carried out using the structural equation model (SEM) method with the help of AMOS software. This study used 237 respondents using the purposive random sampling method. The sample used in this study were customers who had purchased halal cosmetic products in the last 6 (six) months. Results - Variables that influence in this research are Personal Norm variable on Attitude, Personal Norm variable on Purchase Intention, Personal Norm variable on Halal Purchasing Behavior, Attitude variable on Purchase Intention, Purchase Intention variable on Halal Purchasing Behavior and the Influence of Religion on Purchase Intention, there is an influence of Personal Norms on Purchase Intention, when mediated by Attitude, there is an effect of Attitude on Halal Buying Behavior when mediated by Purchase Intention. Implications - Users of halal cosmetic products must pay more attention to how to improve religion, personal norms, attitudes, purchase intentions, and halal purchasing behavior in purchasing halal cosmetic products so that consumers feel satisfied after purchasing halal cosmetic products. For further research, you can also add and analyze additional factors that affect the quality of halal products, experience, and image of products.
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Kang, Sung Kwon, Eun Yu, and Jaemin Jung. "Digital Customer Experience of Home Appliance Purchase : Analysis of Online Purchase Journey Process." Information Systems Review 21, no. 1 (February 28, 2019): 61–90. http://dx.doi.org/10.14329/isr.2019.21.1.061.
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Wulandari, Ayu, and Sulis Riptiono. "Pengaruh Celebrity Image Congruence dan Brand Experience Terhadap Purchase Intention Melalui Brand Attitude Sebagai Variabel Intervening." Jurnal Ilmiah Mahasiswa Manajemen, Bisnis dan Akuntansi (JIMMBA) 2, no. 5 (October 21, 2020): 778–87. http://dx.doi.org/10.32639/jimmba.v2i5.611.
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Penelitian ini bertujuan untuk mengetahui pengaruh celebrity image congruence dan brand experience terhadap purchase intention melalui brand attitude sebagai variabel intervening. Populasi penelitian ini yaitu masyarakat di Kabupaten Kebumen yang memiliki aplikasi Shopee. Sampel dalam penelitian ini sebanyak 100 orang. Metode yang digunakan dalam penelitian ini adalah metode kuantitatif. Analisis data mengunakan analisis jalur dengan progam SPSS 21 dan sobel test. Hasil penelitian menunjukkan bahwa variabel celebrity image congruence dan brand experience berpengaruh signifikan terhadap brand attitude. Selanjutnya celebrity image congruence tidak berpengaruh terhadap purchase intention, sedangkan brand experience dan brand attitude berpengaruh signifikan terhadap purchase intention. Serta brand attitude dapat memediasi celebrity image congruence dan purchase intention. Brand attitude dapat memediasi brand experience dan purchase intention
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Govender, Jeevarathnam. "Point-of-purchase displays in the FMCG sector: A retailer perspective." Journal of Governance and Regulation 4, no. 4 (2015): 451–59. http://dx.doi.org/10.22495/jgr_v4_i4_c4_p2.
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Intense competition in the (fast-moving consumer goods) FMCG sector has prompted manufacturers and marketers to rely more heavily on point-of-purchase displays, an antecedent manipulation of the retail setting, to stimulate sales. Retailers, on the other hand, have become more discerning about the number and types of displays they will allow in their stores. There has been limited research on point-of-purchase displays in South Africa. This paper therefore examines retailers’ perceptions of point-of-purchase displays. Being an exploratory study, a survey was conducted among 100 supermarket owners and managers using a quantitative approach. It emerged that respondents believed that point-of-purchase displays drive in-store sales and contribute to retailers’ profits, as well as drive impulse purchases. It was found that point of purchase displays create an interactive retail experience, create brand loyalty and alone can drive sales without a price reduction. The results also indicate that point-of-purchase displays lead to clutter in stores and that marketers’ bargaining power influences point of purchase decisions in stores. Of concern was the perception that point-of-purchase displays did not cater for low literacy consumers.
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Bleier, Alexander, Colleen M. Harmeling, and Robert W. Palmatier. "Creating Effective Online Customer Experiences." Journal of Marketing 83, no. 2 (December 4, 2018): 98–119. http://dx.doi.org/10.1177/0022242918809930.
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Creating effective online customer experiences through well-designed product web pages is critical to success in online retailing. How such web pages should look specifically, however, remains unclear. Previous work has only addressed a few online design elements in isolation, without accounting for the potential need to adjust experiences to reflect the characteristics of the products or brands being sold. Across 16 experiments, this research investigates how 13 unique design elements shape four dimensions of the online customer experience (informativeness, entertainment, social presence, and sensory appeal) and thus influence purchase. Product (search vs. experience) and brand (trustworthiness) characteristics exacerbate or mitigate the uncertainty inherent in online shopping, such that they moderate the influence of each experience dimension on purchases. A field experiment that manipulates real product pages on Amazon.com affirms these findings. The results thus provide managers with clear strategic guidance on how to build effective web pages.
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Li, Weiwei, and Yang Yuan. "Purchase experience and involvement for risk perception in online group buying." Nankai Business Review International 9, no. 4 (November 5, 2018): 587–607. http://dx.doi.org/10.1108/nbri-11-2017-0064.
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Purpose The paper aims to explore the factors that influence the risk perception. The moderating roles of purchase experience and purchase involvement are also investigated. Design/methodology/approach The conceptual model is framed into the SOR (stimulus-organism-response) model, which was tested using data collected from the users of a leading group buying platform in China, with the help of LISREL. Findings The result indicates that both vendor- and intermediary-related factors exert negative yet significant influences on perceived risk. The relationships between vendor-related attributes and perceived risk are contingent on purchase involvement. The relationships between intermediary-related attributes and perceived risk are subject to purchase experience. Originality/value This study explores the moderating effects of purchase experience and purchase involvement based on the characteristics of group buying, demonstrating the differences from traditional online shopping.
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Ma, Liang, Xin Zhang, Xiaoyan Ding, and Gaoshan Wang. "How Social Ties Influence Customers’ Involvement and Online Purchase Intentions." Journal of Theoretical and Applied Electronic Commerce Research 16, no. 3 (November 20, 2020): 395–408. http://dx.doi.org/10.3390/jtaer16030025.
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A major challenge confronting online retailers is that of stimulating consumer online purchase intention. Many studies have explored the factors that affect consumer purchase behavior; however, few have described the underlying mechanism that links the online shopping experience to social ties and the effect of their strength on purchase intentions. This study adapted the stimuli–organism–response (S–O–R) model to analyze the effects of the online shopping experience on customer involvement and online purchase intention under conditions of weak and strong social ties. Two quasi-experiments were conducted to test the research model and hypotheses. The results showed that online shopping experience had a positive effect on customer involvement, and this involvement in turn had a positive effect on online purchase intention in the strong-tie group and the weak-tie group. Cognitive and affective involvement played partial mediating roles between the online shopping experience and online purchase intention in the weak-ties group and full mediating roles in the strong-ties group. The effects of online shopping experience on customer involvement and online purchase intention differed between the two tie strength groups. The implications of these findings for researchers and practitioners are discussed.
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Chang, YaPing, XueBing Dong, and Wei Sun. "Influence of Characteristics of the Internet of Things on Consumer Purchase Intention." Social Behavior and Personality: an international journal 42, no. 2 (March 15, 2014): 321–30. http://dx.doi.org/10.2224/sbp.2014.42.2.321.
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We studied the mechanism of the influence of the Internet of Things (IOT) product characteristics on consumer purchase intention. The results of a survey of 360 consumers showed that 6 dimensions of IOT product characteristics influence purchase intention; namely connectivity, interactivity, telepresence, intelligence, convenience, and security. We found that customer experience was the key mediating variable in the relationship between IOT product characteristics and purchase intention. Connectivity, interactivity, telepresence, intelligence, convenience, and security all positively influenced purchase intention via functional experience. Furthermore, connectivity, telepresence, convenience, and security positively influenced purchase intention via emotional experience. Our findings in the study provide some points of reference for improvement of IOT product design.
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Choi, Youngkeun. "The Study of Antecedents of Aesthetic Experience and Consumer Purchase Intention in Social Commerce." International Journal of E-Services and Mobile Applications 11, no. 4 (October 2019): 67–78. http://dx.doi.org/10.4018/ijesma.2019100105.
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The focus of this study is how social commerce engages consumers and encourages them to purchase. By proposing the concepts of aesthetic experience as different ways to provide deep and meaningful consumer engagement, this study develops a model that explores the antecedents of aesthetic experience and its role in explaining a consumer to purchase in social commerce. For this, this study surveys 352 consumers using social commerce in Korea and analyzes the data using AMOS 24. In the results, first, enjoyment, facilitating conditions, and self-efficacy among the all of sub-factors of aesthetic experience increase consumers' aesthetic experience. Second, consumers' aesthetic experience increases their purchase intention. Finally, facilitating conditions and self-efficacy among the antecedents of aesthetic experience increase consumers' purchase intention through their aesthetic experience. The findings contribute to research on social commerce by paying scholarly attention to meaningful engagement characterized by aesthetic experience.
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Santos Corrada, Maria, Jose A. Flecha, and Evelyn Lopez. "The gratifications in the experience of the use of social media and its impact on the purchase and repurchase of products and services." European Business Review 32, no. 2 (January 2, 2020): 297–315. http://dx.doi.org/10.1108/ebr-12-2017-0236.
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Purpose The purpose of this paper is to examine the use of social media and its impact on information search, communication with a company, and purchase and re-purchases of products and services. Using use and gratification theory as a starting point, it also examines the impact of satisfaction of use of social media in the process of purchasing and re-purchasing products and services. Design/methodology/approach An online survey was conducted with 444 participants, and the data were analyzed using the partial least squares structural equation modeling technique to observe the effects between the variables of social media use, search information, communication with the company, purchase, re-purchase and satisfaction of use of social media. Findings The results reflect how the use of social media generates significant rewards that significantly impact the search for information and the communication with the company. The data also show how communication with the company has an impact on the purchase and re-purchase of products and services. Finally, it was empirically confirmed that the gratification received by users through social media use impacts satisfaction with social media use. Originality/value The results contribute to how social media impacts alternative evaluations through the gratification of user needs, resulting in motives and behaviors leading to the purchase of goods and services, as established by Use and Gratification Theory. In its contributions to the Academy, Use and Gratification Theory (U&G) explains why individuals use and share information using social media. First, it justifies the purchase and re-purchase of products and services due to user satisfaction according to users’ experience using social media. Second, it presents a vision of how the use of social media is a significantly important result in the gratification of consumer needs.
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Ferdianto, Raditya, and Hendar. "Role of Perceived Usefulness and Perceived Ease of Use in Increasing Repurchase Intention in the Era of the Covid-19 Pandemic." Research Horizon 2, no. 2 (April 29, 2022): 313–29. http://dx.doi.org/10.54518/rh.2.2.2022.313-329.
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The COVID-19 pandemic has paralyzed many sectors, including e-commerce. Many online businesses have experienced drastic sales declines because of strict social restrictions. For this reason, e-commerce business managers need to take preventive action by further investigating what factors increase consumer purchase intentions in shopping on e-commerce so that companies can continue to survive and be sustainable. This study aims to determine the role of perceived benefits and convenience in increasing repeat purchases and the mediating role of shopping experience in influencing the relationship of benefits and convenience to repurchase online shopping users in Central Java. The sample in this study was 152 mobile shopping users in Central Java. The data collection method in this study used a questionnaire. Data were analyzed using Smart PLS 3.0 software. The results showed a positive and significant effect of perceived usefulness and perceived ease of use on the mobile consumer experience. In contrast, the consumer’s experience in mobile shopping had a positive and significant effect on repurchase intention. Repurchase intention can also be increased through consumers’ mobile experiences stimulated by perceived usefulness and ease of use.
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Rahman, Muhammad Sabbir, and Mahafuz Mannan. "Consumer online purchase behavior of local fashion clothing brands." Journal of Fashion Marketing and Management: An International Journal 22, no. 3 (July 9, 2018): 404–19. http://dx.doi.org/10.1108/jfmm-11-2017-0118.
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Purpose The purpose of this paper is to investigate the influence of information adoption, e-WOM, online brand experience and online brand familiarity on consumer online purchase behavior of local fashion clothing brands. The study also examines the influence of central and peripheral route on the consumer information adoption process. Design/methodology/approach The research design was cross-sectional. A total of 300 respondents from Bangladesh participated in the self-administered survey who have experienced of purchasing local fashion clothing brand online. Only 273 questionnaires were used in final data analysis after discarding incomplete questionnaires. The study applied PLS-SEM to test the proposed model. Findings Central and peripheral route were found to have positive influences on the consumer information adoption process in the context of online purchasing of local fashion clothing brands. Consumer information adoption was found to influence consumer online purchase behavior positively. The information adoption-consumer purchase behavior relationship was found to be partially mediated by e-WOM. Online brand experience was found to influence consumer online purchase behavior positively. The online brand experience-consumer purchase behavior relationship was found to be partially mediated by online brand familiarity. Originality/value So far, no studies have investigated how information adoption, e-WOM, online brand experience and online brand familiarity influence consumer purchase behavior of local fashion clothing brand, in a virtual environment under the perspective of a developing country like Bangladesh. This study is also a pioneer in exploring which dimensions have more leverage on central and peripheral route in information adoption in the context of local fashion clothing brand of Bangladesh.
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Hale, S., and T. Chan. "P061: Post-market surveillance of a serious board game: the GridlockED experience." CJEM 21, S1 (May 2019): S85. http://dx.doi.org/10.1017/cem.2019.252.
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Introduction: In 2016, a team at McMaster began developing GridlockED, an educational (or “serious”) board game designed to teach medical learners about patient flow in the emergency department. As serious board games are a relatively new phenomenon in medical education, there is little data on how marketed games are actually used once received by end-users. In this study our goal was to better understand the demographics and game usage for purchasers of the GridlockED board game, which will inform the further improvement or expansion of the game. Methods: Individuals who expressed interest in purchasing gridlockED via our online storefront were sent an anonymous online survey via Google Form. The survey collected demographic and qualitative data with a focus on the respondent's role in medicine, how they have used GridlockED, who they have played GridlockED with, and what changes or additions to GridlockED they would like to see. We also asked about changes for a potential mass-market version of the game targeted towards non-medical individuals. Individuals who did not purchase the game were asked about their barriers to purchase. We received an exemption for this study from our institutional review board. Results: 42 responses (out of 300 individuals on our mailing list, 14% response rate) were collected. Responding purchasers were from 16 different roles in healthcare and 11 different countries. The top 5 roles were: EM trainee, Community EM MD, Academic EM MD, Physicians from other specialties, and EM program director. The majority of respondents were Canadian (38%), with America (21%), New Zealand (10%), and Turkey (7%) the only other countries to have more than 2 respondents. 50% reported having played the game, with the most common use cases being for fun (76%), for teaching trainees (33%) or training with colleagues (19%). For those who did not purchase, price was the largest barrier (81%). 50% of respondents expressed interest in a disaster scenario expansion pack, with 33% interested in set lesson plans. Conclusion: GridlockED attracted interest from a wide range of medical professionals, both in terms or role and location. Users mainly reported using the game for fun, with fewer users using the game for teaching/training purposes. The main barrier to purchase was the game's price.
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Sarılgan, Ali Emre, Şahap AKAN, Mahmut Bakır, and Havane Süleç. "The impact of advertising creativity on purchase intention in the airline industry: A stimulus-organism-response (S-O-R) perspective." European Journal of Tourism Research 30 (October 20, 2021): 3014. http://dx.doi.org/10.54055/ejtr.v30i.2169.
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This study aims to understand the impact of advertising creativity on purchase intention in the airline industry. To this end, drawing on the Stimulus-Organism-Response (S-O-R) framework, the associations among advertising creativity, attitude toward advertising, flow experience, and purchase intention were investigated. Utilizing a total sample of 174 respondents in Turkey, the partial least squares structural equation modeling (PLS-SEM) approach was adopted to testing the research model. The results suggest that advertising creativity significantly affects purchase intention, attitude toward advertising, and flow experience. On the other hand, flow experience has no significant effect on purchase intention. Furthermore, attitude toward advertising mediates the relationship between advertising creativity and purchase intention.
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Putra, Rahmat Eka, and Muhammad Fariz. "The moderating role of openness to experience: Influence of nostalgia on purchase intention." Jurnal Kajian Manajemen Bisnis 9, no. 2 (December 2, 2020): 67. http://dx.doi.org/10.24036/jkmb.10980300.
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This study proposes and tests an interactional model of purchase intention where openness to experience serves as a core construct between nostalgia and purchase intention. Based on Identity Social Theory and the Big Five Model of personality traits, nostalgia and openness to experience are proposed as contextual and individual variables that are interrelated in this process. The interaction between openness to experience and nostalgia leads to buying intention behavior. In general, this model needs a moderation process where openness to experience is a crucial factor to transform the contextual resource into purchase intention behavior. The hypotheses are examined using structural Equation Modelling, based on data obtained from a self-administered survey of 273 respondents. We discuss the implication, both theoretical and practical in this study.Keywords: Nostlagia, Openness To Experience, purchase Intention, Social Identification Theory.
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Iskandar, Ridwan, and Wishnu Wardhana. "Analisis Faktor-Faktor Meal Experience dalam Menciptakan Perilaku Konsumen Pasca Pembelian di Jubilare Dine and Wine Bandung." Jurnal Kepariwisataan: Destinasi, Hospitalitas dan Perjalanan 1, no. 2 (July 25, 2017): 64–71. http://dx.doi.org/10.34013/jk.v2i1.10.
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Restaurant and cafe industry competition is getting tougher. Implementation of the strategy is not right, causing not guaranteed of loyal consumers. When loyalty is difficult to form, at least marketers should pay attention to post purchase consumer behaviour. Consumers relate to a product, there are important elements involved in this interaction process, namely the consumer experience. Therefore, marketers should be able to pack the elements that can be controlled by the marketer that can create a positive meal experience. The presence of the stimuli provided by the organizer restaurant / cafe to create a memorable meal experience in order to stimulate the post purchase behaviour of consumers, the formulation of the problem and the purpose of this study is: How meal experience gained consumers restaurant / cafe. How consumer behaviour and how the influence of post purchase experience meal consisting of food and drinks, atmosphere, cleanliness, service levels and prices obtained by the consumer in the creation of post purchase consumer behaviour. With 110 respondents, researchers used a non-random sampling technique that is accidental sampling in selecting samples and processed using computer software SPSS 17.00. Based on the results of the correlation matrix between the sub variables meal experience of the post purchase behaviour obtained correlation results sequentially, namely, food and beverages (0.77), atmosphere (0.68), hygiene (0.65), service level (0.72) and the price (0.75). Effect of meal experience of the post purchase behaviour has a very strong relationship, which with a correlation coefficient of 0.764, this shows that the meal experience. is able to make a positive contribution then post-purchase behaviour will tend to be positive anyway.
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Kumar, M. Ashok, M. M.Sumithra, B. B.Buvaneswari, and R. Selvalingeshwaran. "Online Cafeteria E." Journal of Cognitive Human-Computer Interaction 4, no. 1 (2022): 21–28. http://dx.doi.org/10.54216/jchci.040103.
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This is probably one of the most frequent difficulties that a middle-class family experience. As a consequence, ONLINE CAFETERIA E is an online marketplace where individuals can purchase goods at a reduced cost and also save money. Our online shoppers may purchase fresh, high-quality organic foods directly from us. We offer complimentary delivery and accept a range of payment methods. Our major purpose is to supply long-term and fast-delivery products to our consumers. Because of the various perks and benefits, a significant number of individuals are increasingly preferring online shopping over conventional shopping. In recent history, the buyer's decision-making process has evolved dramatically. Before interacting with a salesperson, purchasers undertake comprehensive internet research. Buyers are rapidly making more direct online purchases and via their cell phones, rather than visiting conventional cinder block shops. Doing business has never been simpler or quicker than it is today, owing to the internet. It has prompted a shift in how people do business, with a fast-expanding worldwide trend toward online buying, or ecommerce.
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Israel, Mark. "Services as Experience Goods: An Empirical Examination of Consumer Learning in Automobile Insurance." American Economic Review 95, no. 5 (November 1, 2005): 1444–63. http://dx.doi.org/10.1257/000282805775014335.
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Theoretical work on experience goods sets out three empirical questions. How accurate is information at initial purchase? How rapidly do consumers learn from product experiences? And how much impact does learning have on purchase decisions? I answer these questions for the case of automobile insurance, using a panel of 18,595 consumers from one firm. My principal findings are: patterns of consumer departures following claims point to learning; consumers enter the firm overly optimistic about its quality and are generally disappointed by experience; and the impact of learning is mitigated by the slow arrival of claims and the development of lock-in.
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Jhamb, Deepika, Arun Aggarwal, Amit Mittal, and Justin Paul. "Experience and attitude towards luxury brands consumption in an emerging market." European Business Review 32, no. 5 (June 4, 2020): 909–36. http://dx.doi.org/10.1108/ebr-09-2019-0218.
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Purpose Conventionally, consumers perceive luxury products as a means of displaying their wealth and prosperity. Consumption of luxury products has usually been considered the prerogative of the Western world. Although there are a number of studies capturing the pre-purchase and purchase behaviour of consumers, there is a dearth of quality studies that have been conducted in this field to understand the post-purchase behaviour of consumers towards luxury brands, especially in the context of young shoppers in an emerging market context. Studying the post-purchase behaviour of shoppers is important to understand their experience with the brand. A negative experience could lead to a post-purchase dissonance, which in turn could lead to an unbalanced or distorted attitude towards the brand and other marketing stimuli. Keeping this in consideration, the purpose of this study is to explore the experiences and attitudes of young shoppers in India towards luxury consumption. Design/methodology/approach The study captured responses from young shoppers of Chandigarh and its satellite cities located in the relatively prosperous northwest region of India. The data were collected from 200 participants through a structured questionnaire that was based on an adapted “Attitude towards the concept of luxury” scale by Dubois and Laurent (1994) and “Brand Experience” Scale by Brakus et al. (2009). The structural equation modeling technique was applied to test the proposed model. Findings The empirical results indicate that sensory, intellectual, behavioural and affective experience play a significant role in building the attitude of consumers towards luxury brands. Research limitations/implications The study selected university students from Chandigarh (India) Tricity region as target respondents, which may limit the generalisability of the results to other target respondents in different regions of India or other countries. Practical implications The study is useful for researchers, academicians, marketers and retailers of luxury brands, as it gives fresh insights into understanding the consumer behaviour of a young segment towards the consumption of luxury brands in the post-purchase scenario, especially in the context of an emerging market. Originality/value The uniqueness of the study lies in the fact that it examines the post-purchase behaviour of a segment consisting of young, educated and aspirational individuals in one of the world’s fastest-growing major economies.
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Pu, Xujin, Jingyi Chai, and Rongtao Qi. "Consumers’ Channel Preference for Fresh Foods and Its Determinants during COVID-19—Evidence from China." Healthcare 10, no. 12 (December 19, 2022): 2581. http://dx.doi.org/10.3390/healthcare10122581.
Full textAbstract:
The public has been experiencing unprecedented challenges during the COVID-19 pandemic for the past two years. Government measures, such as improvements in offline markets and the encouragement of contactless e-commerce use, have been taken to abate the spread of infection. This study explored whether public channel preferences for fresh foods have changed and aimed to identify potential determinants. Data from 10,708 consumers were obtained by issuing questionnaires, and the binary logic measurement model was used for the empirical analysis to study the core factors that determine consumers’ choice of online and offline purchase channels for fresh food. The results show that, from the perspective of consumers’ personal behavior, consumers who do not pay attention to online evaluations and consumers who do not buy products based on their purchase experience have increased the frequency of online fresh food purchases during the epidemic. Food safety also significantly affects consumers’ choices of purchase channels. Consumers who believe that online fresh foods are safer prefer to purchase fresh food online. Among the factors affecting the performance of online fresh food, consumers concerned about food safety increased the frequency of online purchases, while consumers concerned about the reputation of the platform decreased the frequency of online purchases. These findings can help online and offline retailers better understand consumer needs and then determine their marketing strategies.
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Nyamhamba, Talent, and Daisy Ifeoma Odunze. "Opinion Leaders versus Interpersonal Forces: Analysis of the Relative Influence on Zimbabwean Farmers Input Purchase Behavior." European Journal of Development Studies 2, no. 5 (December 19, 2022): 94–102. http://dx.doi.org/10.24018/ejdevelop.2022.2.5.176.
Full textAbstract:
This study had the primary aim of analyzing the relative influence of opinion leaders and interpersonal forces on farmers’ input purchases. The interpersonal factors analyzed in the study include age, education, income, years of farming experience, farm size, and family/friends while the opinion sources investigated include input supplier/distributors, extension agents, other farmers, cooperative leaders, and internet search. The study also had the secondary objective of determining the most influencing interpersonal factor and the most influencing opinion source on farmers’ input purchases decision. The study employed the use of the descriptive research design and quantitative research methods in data collection and analysis. Data was collected through a survey of 100 farmers in Bulawayo Metropolitan province of Zimbabwe using the convenience sampling technique. Findings indicate that interpersonal forces have more influence on farmers’ input purchase decisions than opinion leaders. Findings also indicate that farmers’ farming experience is the most influencing interpersonal factor in this study while other farmers’ opinions are the most influencing opinion source. Other farmers’ opinions are also based on their own experience; therefore, experience is the crucial factor influencing input purchase decisions. The implications of this finding on practice are that farmers are inclined to reject new inputs they and other farmers have no experience with and it is therefore recommended that both extension agents and input suppliers develop strong partnerships with farmers to influence the adoption of new inputs.