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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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Ver Donck, Niki, Geert Vander Stichele, and Isabelle Huys. "Improving Patient Preference Elicitation by Applying Concepts From the Consumer Research Field: Narrative Literature Review." Interactive Journal of Medical Research 9, no. 1 (March 31, 2020): e13684. http://dx.doi.org/10.2196/13684.
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Background Although preference research finds its origins in consumer research, preference elicitation methods have increasingly attracted attention in different decision-making contexts in health care. Simulating real-life decision making is believed to be important during consumer preference elicitation. Objective The aims of this study were to compare the process of decision making between patients and consumers and to identify methods from the consumer research field that could be applied in patient preference elicitation. Methods A narrative literature review was performed to identify preference elicitation concepts from a consumer context that could offer improvements in health care. Results The process of decision making between patients and consumers was highly comparable. The following five concepts from the consumer research field that could effectively simulate a real-life decision-making process for applications in health care were identified: simulating alternatives, self-reflection, feedback-driven exploration, separated (adaptive) dual response, and arranging profiles in blocks. Conclusions Owing to similarities in the decision-making process, patients could be considered as a subgroup of consumers, suggesting that preference elicitation concepts from the consumer field may be relevant in health care. Five concepts that help to simulate real-life decision making have the potential to improve patient preference elicitation. However, the extent to which real decision-making contexts can be mimicked in health care remains unknown.
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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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Loper, Taran, and Victoria L. Cri enden. "Energy Security: Shaping the Consumer Decision Making Process in Emerging Economies." Organizations and Markets in Emerging Economies 8, no. 1 (May 31, 2017): 8–32. http://dx.doi.org/10.15388/omee.2017.8.1.14194.
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Energy security is a universal concern among all countries, with all nations struggling for a sustainable solution. Solar technologies are a particularly beneficial utility for emerging economies due to both geography and affordability. Solar Photovoltaics (PV) is one of the highest potential growth markets in emerging economies due to the ability for small-scale systems to be placed on residential rooftops. Distribution of PV to individual homeowners is a new buying and selling process for what has traditionally been a business-to-business marketplace. Because the consumer market is at an infant stage in emerging economies, the messages that PV companies send to consumers will ultimately shape consumer perception about renewable energy. Through content analysis of websites from 12 companies in two of the BRICS markets, this research explores the similarities and differences with regard to consumer-facing messages among companies of various sizes in the two markets.
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Rodrigues, Paula, and Ana Pinto Borges. "Corporate social responsibility and its impact in consumer decision-making." Social Responsibility Journal 11, no. 4 (October 5, 2015): 690–701. http://dx.doi.org/10.1108/srj-02-2014-0026.
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Purpose – This study aims to explore the relationship between the consumer perceptions of corporate social responsibility (CSR) and the buying behaviour in the brand clothing Salsa. This paper intends to analyse if the consumer knows about the meaning of social responsibility in the economic, social and environmental contexts. Design/methodology/approach – This paper used a survey to assess the perception of the consumer of the social responsibility practices of the Salsa brand. The questionnaires were administered to consumers in the north of Portugal. The survey questions were tested through an exploratory factor analysis. A least squares estimation was performed to test the hypotheses. Findings – The consumers revealed that they have four dimensions of perceptions of CSR: ecological reasons, no discrimination reasons, recycling reasons and communication reasons. The results suggest that the consumers consider that there are four aspects of CSR: economic, social, ecological and recycling. When it was verified that the personal concerns, regarding environment and recycling, play an important role in consumer decision, the seven stages of the consumer decision process developed by Blackwell et al. (2006) were evaluated. In this sense, it was observed that the knowledge of social responsibility practices and the dimensions of perceptions of CSR revealed by the consumers influence the purchase of the company’s products. Originality/value – This paper obtained an interesting result in the sense that the consumers distinguish the environmental aspects on ecological and recycling. It is also observed that this distinction, allied to the knowledge of social responsibility practices carried out by the company, leads to the affirmation that the final disinvestment stage of the consumer decision process plays an important role in consumer decision.
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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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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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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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Caldwell, Leigh. "Making Conjoint Behavioural." International Journal of Market Research 57, no. 3 (May 2015): 495–502. http://dx.doi.org/10.2501/ijmr-2015-039.
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Traditional choice-based conjoint methods are based on an unrealistically rational model of consumer decision-making. These methods work accurately only if we assume that consumers can process all the information given to them, weigh it up and make a calculated, accurate decision. Modern discoveries in behavioural economics make it clear that these assumptions are incorrect. To accurately understand consumers’ decisions and preferences, conjoint methods must be updated to include behavioural understanding. This paper presents five ways in which this can be done: rank-finding conjoint, goal-attribute conjoint, intangible-attribute conjoint, algorithmic conjoint and contextual conjoint. Each of these extensions to the standard conjoint method can explore a specific aspect of the decision-maker's psychology, and together they result in a much deeper and more accurate reading of consumer behaviour and desires.
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Varkaris, Eleftherios, and Barbara Neuhofer. "The influence of social media on the consumers’ hotel decision journey." Journal of Hospitality and Tourism Technology 8, no. 1 (March 13, 2017): 101–18. http://dx.doi.org/10.1108/jhtt-09-2016-0058.
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Purpose The purpose of this study is to explore “how social media influence the way consumers search, evaluate and select a hotel within the ‘evaluation stage’ of the wider hotel decision-making process”. Design/methodology/approach An exploratory qualitative research has been carried out, conducting 12 individual face-to-face, semi-structured, in-depth interviews with social media users, followed by a qualitative thematic analysis. Findings Social media transform the consumers’ hotel decision journey by influencing the way consumers search, decide and book hotels. The findings reveal the determinants shaping this process, by shedding light on the perceived value of using social media, consumers’ information search behaviour “then and now”, the advantages and disadvantages of social media use for decision-making, their trustworthiness and the factors that influence the consumers’ hotel decision-journey. The findings are conceptualised in an integrated theoretical model, entitled “hotel consumer decision-journey through social media”. Research limitations/implications The study’s scope for qualitative in-depth insights into the “hotel consumer decision-journey through social media” asked for a compromise on a larger sample size and in turn the transferability of the theoretical model beyond service, hospitality and tourism consumer decision-making contexts. Practical implications This paper provides strategic implications for hospitality marketing and management for a better understanding of the influence of social media on the hotel customer decision journey. The study shows that a variety of social media with associated content sources and levels add to the complexity of hotel-related information search and decision behaviour. The developed framework not only helps hotel professionals understand consumers’ different levels (e.g. type of content, content source, content level) through which social media might influence decision-making. Various real-life scenarios presented also help practitioners understand the fine nuances of how consumers are influenced by social media and how this causes them to iteratively change their minds and make a final decision towards the rejection or selection of a hotel. Originality/value Consumers use social media for a wide spectrum of scenarios in tourism and hospitality, while the influence of social media on the consumers’ hotel decision-making process remains little understood. This study makes a theoretical contribution in that it addresses these existing gaps and bridges consumer behaviour and social media literature in the hotel context to shed light on the “hotel consumer decision journey through social media”. The core contribution is an integrated theoretical model and real-life scenarios that depict the impact of social media on the hotel decision-making.
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Anninou, Ioanna, and Gordon R. Foxall. "Consumer decision-making for functional foods: insights from a qualitative study." Journal of Consumer Marketing 34, no. 7 (November 13, 2017): 552–65. http://dx.doi.org/10.1108/jcm-05-2016-1821.
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Purpose This study aims to examine functional foods, a relatively recent development in the food industry, from the perspective of consumer decision-making. It deals specifically with consumers’ attitudinal dispositions towards such products and seeks an overall comprehension of the elements of decision-making factors that precede their purchase. Design/methodology/approach This exploratory work methodologically uses several elements of a grounded theoretical approach, in-depth interviews with consumers (and food industry experts) and, more importantly, the constant comparative method of analysis. Findings The analysis indicates that three levels of decision-making processing form consumers’ final functional food choices in either affirmative or negative ways. At the abstract level, consumers position functional foods within their food system. A “benefit negotiation” process acts as the central route of decision-making. Finally, during the “appraising” stage, a representation of each functional food is built. This representation should not be perceived as a rigid one as it can be influenced by personal characteristics, marketing activities and, more importantly, monetary considerations. Originality/value The paper proposes a decision-making framework that takes choice issues into consideration. It builds on (connecting and challenging) some of the existing consumer literature on functional foods. The findings indicate the dynamic nature of consumers’ decision-making which is shaped by motivational and other personal factors. The study identifies the concept of perceived efficacy of such foods, a concept discussed widely in previous literature, as a subordinate aspect when compared to consumers’ consumption motivation, perceived importance and perceptions of pricing. The paper discusses the implications for theory, research and practice.
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Gupta, Vikas. "The influencing role of social media in the consumer’s hotel decision-making process." Worldwide Hospitality and Tourism Themes 11, no. 4 (August 12, 2019): 378–91. http://dx.doi.org/10.1108/whatt-04-2019-0019.
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Purpose This study aims to evaluate the role of social media on the hotel decision-making process of consumers during the evaluation stage of searching, identifying the alternatives and selecting a hotel in India. It will help the stakeholders in the hotel industry of India to make the social media platform more efficient for consumers by providing inputs on the factors consumers consider while making online hotel purchase. Design/methodology/approach This study involves an exploratory qualitative approach which includes 32 face-to-face, semi-structured, in-depth individual interviews with the social media platform users. The selection of interviewees for this study has been done on the basis of a non-random purposive sampling approach. Findings The findings reveal that social media plays an important role in affecting the way consumers search, decide and book hotels. It also suggests that social media helps consumers in collecting information about products and services, assessing alternatives and making their choices. It confirms that while negative facets exist, the positive benefits outweigh the negative aspects of using social media when selecting a hotel. The results also reveal the impact of circumstantial influence related to social media on hotel selection, on the basis of content source and the level of trust and accuracy in the content. Practical implications This study has some strategic implications for hospitality marketing and management related to a better understanding of the influence of social media on the hotel customer decision-making process. The study shows that a variety of social media with associated content sources and levels add to the complexity of hotel-related information search and decision behaviour. Originality/value The study makes a contribution by addressing the existing gaps and bridging the arena of consumer behaviour and social media literature in a hotel context and sheds light on how consumer decisions while selecting a hotel are influenced through social media. The core contribution is the generation of factors through in-depth interviews which are based on real-life scenarios relating to the influence of social media on hotel decision-making.
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Bhimasta, Raden Agoeng, and Budi Suprapto. "Exploring Consumer Decision-making Processes Regarding the Adoption of Mobile Payments: A Qualitative Study." GATR Journal of Management and Marketing Review 2, no. 3 (June 28, 2017): 108–15. http://dx.doi.org/10.35609/jmmr.2017.2.3(16).
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Objective - The main objective of this study is to gain deeper understanding on the decision-making process of how and why consumers are adopting mobile payment in Indonesia. Methodology/Technique - The study was a qualitative study that included an experiment to the research design. A total of six young people were voluntarily participated in the study. Our finding provides explanation of salient factors that might drive or hinder the adoption in five different stages of innovation-diffusion process. Findings – Overall, our finding indicated that the attractiveness of rewards was an intriguing factor that greatly influences consumer decision whether to use mobile payment or not. Novelty - The uniqueness of our study lies on the use of innovative approaches to address the mobile payment adoption issues from different perspective than prior literatures. Type of Paper - Empirical Keywords: Consumers' Decision-Making; Financial Technology; Innovation-Decision Process; Mobile Payment Adoption; Technology Adoption. JEL Classification: M15, M31.
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Block, Lauren G., Punam A. Keller, Beth Vallen, Sara Williamson, Mia M. Birau, Amir Grinstein, Kelly L. Haws, et al. "The Squander Sequence: Understanding Food Waste at Each Stage of the Consumer Decision-Making Process." Journal of Public Policy & Marketing 35, no. 2 (September 2016): 292–304. http://dx.doi.org/10.1509/jppm.15.132.
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Nash, Jill. "Exploring how social media platforms influence fashion consumer decisions in the UK retail sector." Journal of Fashion Marketing and Management: An International Journal 23, no. 1 (March 11, 2019): 82–103. http://dx.doi.org/10.1108/jfmm-01-2018-0012.
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PurposeThe purpose of this paper is to explore the levels social media (SM) platforms are influencing consumer decision-making process for Generation X and Y consumers in the retail fashion environment.Design/methodology/approachThis study adopts an interpretive, exploratory approach, applying a qualitative design. The research involved eight in-depth interviews and two focus groups in order to gain in-depth insights of two generational cohorts opinions, arguments, motivations and ideas.FindingsThe findings revealed that consumers use a variety of internal and external motivations that influence their behaviours and perceptions of high-street fashion retailers, and these factors are aided and facilitated by the use of SM. However, the research also revealed that SM is not the only source that motivates their consumer decision-making process, and with the proliferation of active users on SM, these platforms are (and will continue to have) an ever more increasing impact on consumer decision-makings. Participants were found to actively use SM to gain inspiration and information regarding high-street fashion retailers, however their final intentions to purchase were not as highly influenced by the content produced as previously expected.Research limitations/implicationsPrior to consumers’ making any decisions they are impacted by various stimuli, however, with the proliferation of active users on SM, the influence these platforms unconsciously have on consumer behaviour is vast. Therefore, suggesting that consumers are not as predictable as traditional consumer decision-making process (CDMP) theory postulates. Although thought processes do appear to exist, consumers now demonstrate a much more complex process, which create multiple layers of motivations where internal and external factors overlap.Practical implicationsThe findings of this study present valuable implications for high-street fashion marketers and are anticipated to enhance and deepen fashion marketers understanding of CDMP when using SM. Thus, they must strive to understand and provide relevant content to consumers’, not only for Generation Y but also Generation X, responding to quickly changing consumer demands and expectations with both of these cohorts. Overall, these findings propose that high-street fashion retailers on SM must understand the complexity of internal and external factors motivating consumers to interact with retailers online and off, and therefore, generating added value for their consumers. This is useful within marketing practises.Social implicationsThis paper gives some clarity and insight into the motivations of consumers in the fashion retail environment, from a digital influential perspective.Originality/valueThe findings concluded that SM has created a consumer that can be impacted at any stage of the decision process and has added to the research regarding unplanned consumer behaviour. Participants behaviours were stimuli-driven and user-controlled. Therefore, this had a larger impact on inspiration as opposed to modifying their behaviours to align exactly with trends or products.
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Proskurnina, Nadiia. "Purchasing decisions making in the context of digital transformation of retail." Economics of Development 18, no. 4 (January 29, 2020): 11–18. http://dx.doi.org/10.21511/ed.18(4).2019.02.
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The paper analyzes the impact of retail transformation on the consumers’ expectations and behavior in the electronic environment and identifies the main directions of digitalization of the marketing activities of domestic retail enterprises at each stage of the purchasing decision-making process. It also systematizes the consumer expectations in the context of the digital transformation of retail, which made it possible to establish the importance of managing customer acquisition for retailers and demonstrated how technology changes the way customers purchase. The results of an online study of the impact of marketing efforts in retail outlets to highlight digital transformation tools at every stage of consumer decision-making by consumers are presented and the main directions of digitalization of marketing activities of domestic retail enterprises are summarized. The legitimacy of taking consumer expectations into account when determining the impact on the business model of retailers, returning it to the plane of mobility, digitalizing the purchase process, and the integration of digital and physical trading, has been proven. It is suggested to consider the main areas of digital transformation as digital interaction with customers, innovation in the development of products and services, distribution channels, marketing and sales; digital implementation, risk optimization, strengthening corporate control, intelligent information management and customer service, managing customer and contact center experience, customer relationship management. This made it possible to specify promising areas of digital transformation in the retail industry, in particular, optimizing human resources, creating new ways of cooperation, attracting labor and assistance (flexible work, social cooperation, corporate cooperation, integrated communications), as well as employee training for the retail industry.
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Nurhayati, Ai, Aditya Gautama, and Muchammad Naseer. "Decision making model design for antivirus software selection using Factor Analysis and Analytical Hierarchy Process." MATEC Web of Conferences 154 (2018): 03006. http://dx.doi.org/10.1051/matecconf/201815403006.
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Virus spread increase significantly through the internet in 2017. One of the protection method is using antivirus software. The wide variety of antivirus software in the market tends to creating confusion among consumer. Selecting the right antivirus according to their needs has become difficult. This is the reason we conduct our research. We formulate a decision making model for antivirus software consumer. The model is constructed by using factor analysis and AHP method. First we spread questionnaires to consumer, then from those questionnaires we identified 16 variables that needs to be considered on selecting antivirus software. This 16 variables then divided into 5 factors by using factor analysis method in SPSS software. These five factors are security, performance, internal, time and capacity. To rank those factors we spread questionnaires to 6 IT expert then the data is analyzed using AHP method. The result is that performance factors gained the highest rank from all of the other factors. Thus, consumer can select antivirus software by judging the variables in the performance factors. Those variables are software loading speed, user friendly, no excessive memory use, thorough scanning, and scanning virus fast and accurately.
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Benkirane, Romain, Sébastien Thomassey, Ludovic Koehl, and Anne Perwuelz. "A consumer-based textile quality scoring model using multi-criteria decision making." Journal of Engineered Fibers and Fabrics 14 (January 2019): 155892501985477. http://dx.doi.org/10.1177/1558925019854773.
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In the clothing industry, the understanding of the quality is a major issue to well meet the customer needs. The dilemma that faces manufacturers is to find the balance between good quality and “overquality,” what the quality criteria are, and how to target requirements specifications. The aim of this study was to propose a multi-attribute ranking method of products. Ranking is based on an overall quality score. The quality score, here called consumer-based quality, is computed via the combination of textile testing and consumer perception to deterioration. Such a perception has been surveyed, and damage that can lead to end of life has been investigated. Collected data have been translated into a consumer sensitivity using multi-criteria decision making and fuzzy techniques. The fuzzy analytic hierarchy process has been used. Five damage categories have been weighted. A selection of appropriate tests according to standards has been completed to test the product resistance to the damage. The tests results have been computed with the consumer sensitivity to obtain the consumer-based quality score. Finally, the ranking method is applied on T-shirts, and a single score ranking is made possible and objectively depict perceived quality.
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Perry, Patsy, and Margarita Kyriakaki. "The decision-making process of luxury fashion retail buyers in Greece." Journal of Fashion Marketing and Management 18, no. 1 (March 4, 2014): 85–106. http://dx.doi.org/10.1108/jfmm-06-2012-0030.
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Purpose – The purpose of this paper is to explore the decision-making process used by luxury fashion retail buyers in Greece in order to assess the applicability of Sheth's (1981) model to the selection of brands and collections by retail buyers in luxury fashion resellers. Design/methodology/approach – The study takes an interpretive approach, utilising participant observation and semi-structured interviews with retail buyers in five luxury fashion reseller companies in Greece, which boasts the world's highest proportion of luxury fashion consumers. Qualitative data were analysed thematically according to the theoretical constructs in Sheth's (1981) model of merchandise buyer behaviour. Findings – Brand reputation, quality, appropriateness for the market and exclusive distribution were the most important criteria for supplier selection. For evaluating merchandise, the most important criteria were design, style, fashionability and quality. The most relevant influencer of decision making in supplier selection was the competitive structure in terms of the power balance between retailer and brand. For merchandise selection, the most relevant influencing factors were retailer size, management mentality, product positioning and type of decision (re-buy or new task). Research limitations/implications – Due to the exploratory nature of the study and its focus on the context of a particular geographical marketplace, the findings may not be generalised to other countries. Originality/value – This paper provides an insight into the decision-making practice of retail buyers in Greek luxury fashion retailers, where the buying task involves balancing the retailer's commercial interests with a more cultural role in terms of shaping fashion trends and generating PR and publicity for the retailer. The task is further complicated by the power imbalance between retailer and brand, enabling brands to impose limitations on the buyer's decision. Additionally, the combined influence of shortening product life cycles, increasing product variety and the emergence of a new and younger luxury fashion consumer requires a shift from intuitive to scientific, data-driven decision making.
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Gunawan, Ayumi Fitriani, and Wahyu Budi Priatna. "TINGKAT KEPUASAN KONSUMEN TERHADAP RESTORAN HAPPY COW STEAK BOGOR JAWA BARAT." Forum Agribisnis 5, no. 2 (July 18, 2017): 139–58. http://dx.doi.org/10.29244/fagb.5.2.139-158.
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Happy Cow Steak is a restaurant in Bogor which offers western menu with steak as its main product. The aim of this research was to find out the characteristic of Happy Cow Steak’s consumers, buying decision process, and consumer satisfaction. There were 90 respondents participating in this reserach. The methods used in this study were descriptive analysis, Importance Performance Analysis (IPA), and Customer Satisfaction Index (CSI). The research showed that the majority of consumers who visited Happy Cow Steak Restaurant were women, 21-30 years old, income between Rp 500.000 to Rp 1.499.999 per month, bachelors and senior high school, graduate students, not married, and lived in Bogor. There were five stages which the happy cow steak consumers had in their buying decision making process, i.e. need recognition, information search, alternative evaluation, purchase decision, and post-purchase behavior. Importance Performance Analysis (IPA) showed that the steak cutlery availability, restaurant cleanness, and restaurant comfort were the priority to be improved to meet customer satisfaction. Based on Customer Satisfaction Index (CSI) test, consumer satisfaction level of Happy Cow Steak Restaurant was 71, 94 percent implying that the customers were satisfied.
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Gómez-Suárez, Mónica, Myriam Quinones, and Maria Jesús Yagúe. "Store brand evaluative process in an international context." International Journal of Retail & Distribution Management 44, no. 7 (July 11, 2016): 754–71. http://dx.doi.org/10.1108/ijrdm-11-2015-0168.
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Purpose – The purpose of this paper is to analyse the relationships between the different phases of the store brand (SB) evaluative process (i.e. attitude, preference and purchase intention) in an international context and to investigate how each of them is influenced by selected perceptual characteristics of consumers, psychographic consumer traits and product evaluative criteria. Design/methodology/approach – The data were obtained from a survey of 1,118 shoppers from six different countries. Consecutive chained multiple and logistic regression models that incorporated the main antecedents into each stage were applied. Findings – The main results are as follows: first, quality inferences based on brand image and reputation have a significant positive effect on SB attitude; second, shoppers’ propensity to explore and their risk perceptions are antecedents of SB preference rather than SB attitude; and finally, impulsiveness has a significant positive impact on SB purchase intention. Practical implications – The results can assist retailers in developing strategies according to the specific phase of their customers’ evaluative process: promoting expert recommendations and opinion-leader testimonials in the attitude formation stage, investing in innovation in the preference formation stage and improving the overall shopping experience in the purchase intention stage. Originality/value – This paper extends research on the consumer decision-making process by empirically demonstrating that SB preference is a mediating variable between SB attitude and SB purchase intention. From a practical perspective, this work involves an extensive empirical study that aggregates data from shoppers across six Western countries. This multinational sample offers a high degree of external validity and generalisation of the results obtained.
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Zeng, Tian, and Fabien Durif. "The Influence of Consumers’ Perceived Risks towards Eco-Design Packaging upon the Purchasing Decision Process: An Exploratory Study." Sustainability 11, no. 21 (November 3, 2019): 6131. http://dx.doi.org/10.3390/su11216131.
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Drawing on the means–end chain method, this exploratory study attempts to provide a better understanding of consumers’ perceived risks towards eco-design packaging and its effects on consumers’ purchasing decisions. This study makes divers contributions in terms of theory, methodology, and policy making. Firstly, this study provides better comprehension for the concept of “eco-design packaging” by combining an industrial perspective (i.e., a life-cycle assessment: LCA) with a consumer perspective (i.e., consumer perceptions). The findings reveal the gap between consumers’ perceptions and the LCA results towards eco-design packaging. Secondly, this study offers an alternative perspective on consumers’ reactions towards eco-design packaging through exploring the “risks” instead of “benefits” examined to inspire package innovation. This study identified five perceived risks (functional, physical, financial, life-standard, and socio-environmental risks). Thirdly, this study illustrates the benefit of using the means–end chain analysis (MEC) framework to explore consumers’ reactions and purchasing behaviors towards sustainable products. Lastly, this study offers several actionable suggestions to managers, packaging designers, and policy makers.
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Ruthllianie, Johanna, and Diah Ayu Candraningrum. "Studi tentang Motivasi ARMY Jakarta dalam Membeli Merchandise Idola (Studi Kasus Kaos Uniqlo X BT21)." Prologia 4, no. 1 (February 26, 2020): 128. http://dx.doi.org/10.24912/pr.v4i1.6449.
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This research attempts to adopt the individual motivation behind the decision in purchasing an idol merchandise. In addition the resources focused on the concept of consumer motivation and the consumer decision making process. The concept of motivation includes sources of motivation, divided into motivational intrinsic and motivation extrinsic. While the consumer decision-making process is divided into five steps which are recognized the need, looking for information, evaluation of decision, buying decision, and the consumer behavior after purchasing. The researcher uses a case study of the shirt Uniqlo X BT21 with qualitative method. The results of the research which is the consumer motivation lead to purchasing a Uniqlo X BT21 shirt. Parasocial interaction in fact can influence consumers to purchase merchandise. The more closely the relation between society can lead to higher motivation to purchase the needs. The collaboration between Uniqlo and BTS succeeds in attracting the fans. The results of collaboration between brand and public figures now is a strategy for creating promotional products. Entrepreneurs, who also use this strategy need to see the opportunity by using this phenomenon. Penelitian ini mengangkat tentang motivasi individu dalam keputusan pembelian merchandise idola. Konsep yang digunakan yaitu motivasi dan keputusan pembelian. Konsep motivasi meliputi sumber motivasi, yaitu melalui motivasi intrinsik dan motivasi ekstrinsik. Sedangkan untuk keputusan pembelian melalui lima tahapan yaitu, mengenali kebutuhan, pencarian informasi, evaluasi alternatif, keputusan pembelian dan perilaku pasca pembelian. Penelitian ini menggunakan studi kasus terhadap kaos Uniqlo X BT21 dengan metodologi kualitatif. Hasil penelitian ini yaitu motivasi yang menyebabkan pembelian kaos Uniqlo X BT21. Interaksi parasosial terbukti mampu untuk mempengaruhi pembelian merchandise. Semakin lekat sebuah hubungan parasosial, maka akan semakin tinggi motivasi minat beli. Kolaborasi yang diadakan Uniqlo dengan BTS dapat dikatakan berhasil menarik minat penggemar. Sehingga kolaborasi merek dan public figure kini merupakan sebuah strategi yang dapat dilakukan untuk mempromosikan produk. Pebisnis perlu melihat peluang yang hadir dalam fenomena tersebut.
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Balaeva, O. N., and M. K. Obushcharova. "Purchase Decision Model in the Context of Choosing a Master’s Program." University Management: Practice and Analysis 24, no. 4 (2020): 116–29. http://dx.doi.org/10.15826/umpa.2020.04.039.
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Models of making a purchase decision, traditionally used in marketing, can also be applied to the choice of applicants (buyers) of an educational program. Decision-making process on choosing a master’s program differs from the one of admission to a bachelor’s degree, and thus demands a special study. It is necessary to «tune» the communication and marketing tools for each stage passed by a student in the decision-making process. However, the existing research lacks a systematic approach to considering the stages of making a purchase decision as far as a master’s program choice is concerned. This paper presents a master’s program purchase decision model, which reflects the dynamics and time frames of the decision-making process passing various stages from the first to the fourth year of the bachelor’s degree. The empirical basis of the study is the data of a 2019 survey of HSE one-to-four-year undergraduates specializing in different spheres. To construct the model based on the study of factors and sources of information influencing the students’ choice, there were identified the time intervals of the main stages (understanding the problem, searching for information, and alternatives evaluation) of the students’ purchasing decision process. The proposed model will allow master’s programs to improve their communication strategies, considering the characteristics of various stages, which should provide a systematic influence over a potential consumer within the decision-making process when choosing a master’s program.
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Walley, Keith, Li Cheng, and Tiantian Liu. "Antecedent Factors Impacting Country of Origin (COO): An Investigation into Food Provenance in China." Transnational Marketing Journal 7, no. 1 (May 27, 2019): 29–58. http://dx.doi.org/10.33182/tmj.v7i1.752.
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This paper reports a study that sought to investigate the antecedent factors influencing consumer COO perceptions. A review of the literature revealed that most previous studies consider these factors independently, however, it is now widely accepted that consumer decision making does not involve the consideration of variables one-at-a-time but rather as a small group of factors often referred to as the evoked set. This study, therefore, set out to fill a gap in the knowledge regarding the factors influencing consumer COO when considered collectively. A model of the antecedent factors impacting COO was developed from the literature and a three stage methodology involving both qualitative and quantitative techniques was then used to test the model. The findings not only confirm COO as an important factor in the decision making process of Chinese consumers when purchasing food products but go on to suggest that the role played by the antecedent factors of COO is much more complex than the existing literature might suggest. The main limitations of the study related to the work being conducted in just one country (China) and the inherent issues associated with research that is based on sampling. Despite the limitations, the paper makes an original contribution to knowledge regarding antecedent factors impacting COO and presents a number of implications for both practicing marketing managers and academic theorists.
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Grabicki, Fabian, and Roland Menges. "Consumer Responsibility and the Transformation Process of the Electricity Market: Insights From Behavioral Decision ResearchDate submitted: October 27, 2017Revised version accepted after double blind review: November 11, 2018." management revue 30, no. 2-3 (2019): 312–30. http://dx.doi.org/10.5771/0935-9915-2019-2-3-312.
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Since the 1990s, consumer research has looked for causes that could explain the absence of switching behavior of electricity consumers in liberalized electricity markets. Recent decision theory findings suggest that this absence of switching behavior is due to the so-called status quo bias. The status quo bias reflects the tendency of individuals to prefer the actual situation disproportionately (Samuelson & Zeckhauser, 1988). Using the insights of this particular bias, an economic experiment was designed to empirically test the influence of the status quo bias. In a choice-based conjoint analysis, subjects were repeatedly offered different variations of electricity contracts. 300 subjects were randomly assigned to either the control or the experimental group in four different treatments. In each of a total 15 decision-making situations, one electricity contract had to be chosen from the five different electricity contracts available. The only variation between the control and the experimental groups was that, in each decision situation of the three different status quo treatments, always one of the five electricity contracts was preselected by default. In accordance with a specific decision-making rule, this was always either the most renewable, the most local or the most expensive electricity contract. The results show significant differences between the control and the experimental group with respect to the part-worth utilities and the relative importance of the attributes. In contrast to the expectations of the model of rational choice, the type of framing of the choice task, whether an electricity contract was preselected by default as a status quo or not, seemed to influence the decision behavior of the subjects. The results are criticized as to whether competition in the liberalized electricity market is a suitable instrument to promote climate and infrastructure projects in the long term by the individual choice of electricity consumers, or whether political measures that are brought about by a collective decision should be preferred.
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Ardley, Barry, Jialin Hardwick, Lauriane Delarue, and Nick Taylor. "Mobile Phone Purchasing and Brand Presence on Facebook." International Journal of Online Marketing 6, no. 2 (April 2016): 18–33. http://dx.doi.org/10.4018/ijom.2016040102.
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Focusing on the mobile phones sector, this study explores how the social networking site ‘Facebook' is used by consumers in their purchasing. Although there is extensive work on the influences on the buying decision process relevant to mobile phone purchasing, it is mainly set outside of a social media context. This paper assists in filling a gap in contemporary research, revealing the presence of different behavioural segments on Facebook. The authors analyse the consumer decision sequence in response to the notion of ‘brand presence', manifested through online advertising, fan and group pages. The approach is interpretative. The study is based on young professional user's experiences, collected through semi-structured individual and focus group interviews. The findings show that Facebook fan pages are shown to have a degree of influence, particularly in the early stages of buying behaviour. In this context, five novel behavioural segments of consumer interactions with Smartphone brands on Facebook have been identified by the research. These are the Avoider, the Suspicious, the Passive, the Receptive, and the Active. Future research of cross comparative studies could be taken on the issues the authors examine and consider them in relation to not only Facebook, but additionally, to other social network sites. Companies could utilise the findings in the future development of social media strategy. The research highlights the socially networked and collective nature of much activity on Facebook, which impacts on the consumer decision-making process for mobile phones.
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Kriswandi, Daniel Anton, and Maria -. "Consumer Perception And Desire To Buy Pure Milk During The Covid-19 Pandemic." JURNAL MANAJEMEN AGRIBISNIS (Journal Of Agribusiness Management) 9, no. 01 (June 12, 2021): 249. http://dx.doi.org/10.24843/jma.2021.v09.i01.p03.
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During the current Covid-19 pandemic, many people increase their immune system by consuming whole milk. This study aims to identify consumer characteristics, analyze the influence of lifestyle, price, place, promotion, product quality on the desire to buy whole milk pillow packaging during the Covid-19 pandemic and identify the purchasing decision making process. This research was conducted in July-September 2020 in Salatiga City. This type of research is descriptive quantitative. The sampling method used in this study was purposive sampling. The sample collected by 60 respondents was with the criteria of consumers who had consumed more than once and the age of respondents more than 16 years. The analysis method used is multiple regression analysis techniques. The results showed that: the characteristics of the respondents were the most 41 people (68.3%) is female, 24 people (40%) 21-30 years of age, based on the employment of 25 people (41.7%) is a student, monthly income of Rp.500,001–Rp.2,000,000 with a total of 30 people (50%), buying whole milk more than 3 times as many as 47 people (78.3%), and as many as 31 people (51.7%) milk product information from a friend. Lifestyle (X1), place (X3), promotion (X4) has a significant effect on the desire to buy, while the price (X2) and product quality (X5) have no significant effect on the desire to buy. When making a purchase of whole milk CV pillow packaging. National Mind, problem recognition is the most important component (weight 6.25) that consumers consider in making decisions. While the least consideration done by consumers is the alternative evaluation stage (4.65) because consumers are already convinced that when consuming cv whole milk. The National Mind can meet the needs desired by consumers.
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Kim, Soyoung, and Boyoung Kim. "A Decision-Making Model for Adopting Al-Generated News Articles: Preliminary Results." Sustainability 12, no. 18 (September 9, 2020): 7418. http://dx.doi.org/10.3390/su12187418.
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This study was conducted to present a consumer acceptance model for artificial intelligence (AI)-generated news articles in review of the most significant factors in the context of accepting AI-generated news articles. To this end, a survey was conducted regarding five key factors among individuals handling news production at media organizations who were familiar with AI-related news: benefits of technology utilization, recognized values, media reliability, content quality, and information perception. These factors were classified into 19 specific evaluation items in order to determine relative importance. According to the results of pairwise comparison analysis among elements through the analytic hierarchy process, hereunder referred to as AHP (analytic hierarchy process), it turned out that the importance of media reliability and content levels was relatively high, while the importance of recognized values and information perception was relatively low. It also turned out that among 19 specific items, the importance of institutional reliability, which was a subordinate item under media reliability, was of utmost value. Even if news articles were based on AI technology, their readers were more likely to be affected by reliability, which is a major attribute of journalism, than technical factors.
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Li, Ran, and Tao Sun. "Assessing Factors for Designing a Successful B2C E-Commerce Website Using Fuzzy AHP and TOPSIS-Grey Methodology." Symmetry 12, no. 3 (March 2, 2020): 363. http://dx.doi.org/10.3390/sym12030363.
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The recent hype in online purchasing has skyrocketed the importance of the electronic commerce (e-commerce) industry. One of the core segments of this industry is business-to-consumer (B2C) where businesses use their websites to sell products and services directly to consumers. Thus, it must be taken care of that B2C websites are designed in a way which can build a trustworthy and long-term relationship between businesses and consumers. Thus, this study assesses and prioritizes factors for designing a successful B2C e-commerce website. The study employs multi-criteria decision making (MCDM), and to minimize any ambiguity and greyness in the decision-making, it integrates fuzzy and grey respectively with the Analytical Hierarchy Process (AHP) and Technique for Order of Preference by Similarity to Ideal Solution (TOPSIS) to form FAHP and TOPSIS-Grey. Initially, the study conducts a thorough literature survey to screen important factors reported in past studies. Five main factors and nineteen sub-factors were selected for further prioritization. Later, FAHP prioritized factors based on their importance. Finally, based on the FAHP results, TOPSIS-Grey ranked five alternatives (e-commerce websites). FAHP revealed “service quality” as the most successful website designing factor, while TOPSIS-Grey reported “Website-3” as the most successful website, having incorporated the factors required to design a successful website.
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Chaudhary, Monica, Suhail M. Ghouse, and Omar Durrah. "Young Arab consumers: an analysis of family buying process in Oman." Young Consumers 19, no. 1 (April 16, 2018): 1–18. http://dx.doi.org/10.1108/yc-07-2017-00720.
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Purpose Young children, often called as teenagers (13-14 years) and tweenaged (8-12 years), are the new potential game changers for the big corporate. This paper aims to analyze Arab children’s influence for various products and services and across different buying process stages. The primary survey was conducted to capture a child’s role in family decision-making by analyzing their consumer socialization, influencing strategies and their influence across various products and buying stages. Design/methodology/approach Based on the review and the research gap, a bilingual questionnaire in English and Arabic language was developed. The research study was organized in three stages. It commenced with a pilot study conducted with ten school students in the age group of 8-10 years. The second stage involved contact with the schools by telephone to brief them on the purpose of the study and to request the participation of their students. The last stage was based on the survey conducted in the time period of September-November 2016-17. Findings Almost 25 per cent of the children surveyed prefer to buy stationary and books after discussing with their parents. On the other hand, food/beverage is one particular item where children go ahead and buy theses item themselves even without discussing with their parents (42.50 per cent of the total respondents). As per children’s perception, they are most influential in the final decision stage (mean = 1.84 and SD = 0.499), followed by search and evaluation stage (mean = 1.80 and SD = 0.441) and start stage (mean = 1.79 and SD = 0.488). Research limitations/implications Further research is needed in Arab countries, especially with parents of different social status, as their shopping behaviour is expected to differ. Also, as this analysis is based on child’s perception, parents’ views must also be analyzed for better results. Practical implications The is the first-of-its-kind research in the Gulf region. This empirical research highlights the need for global marketers to understand the distinct features and identity of a young Arab consumer. Despite Oman being a very traditional culture which emphasizes on conformity to group norms and social acceptance and hence confirms to collectivistic culture, where kids are supposed to be obedient, there is this new wave of super energetic, more informed young kids who take their own consumer decisions. Originality/value After going through the extensive literature review of different countries/cultures, there has been very clear understanding that despite being an important family member, almost no research has been focussed on kids in gulf nations.
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Santosa, Eric. "Factors Affecting Choice in A Multi-Stage Model: The Influence of Saliency and Similarity on Retrieval Set and the Implication of Context Effect on Consideration Set." Gadjah Mada International Journal of Business 11, no. 3 (September 14, 2009): 361. http://dx.doi.org/10.22146/gamaijb.5518.
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While it is considered a new paradigm in consumer research, the multi-stage model of consumer decision-making remains unclear as to whether brands are easily retrieved. Likewise, the process of consideration, after particular brands are successfully retrieved, is still in question. This study purports to investigate the effects of saliency and similarity on the ease of retrieval. In addition, referring to some studies of context effect, the effects of attraction, compromise, and assimilation are examined to observe whether they contribute to consideration. A within-subject design is employed in this study. Previously, three preliminary studies are arranged to determine the dominants, new entrants, attributes, and other criteria nominated in the experimental study. The results turn out to be supporting the hypotheses.
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Demiris, G. "Consumer Health Informatics: Past, Present, and Future of a Rapidly Evolving Domain." Yearbook of Medical Informatics 25, S 01 (August 2016): S42—S47. http://dx.doi.org/10.15265/iys-2016-s005.
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Summary Objectives: Consumer Health Informatics (CHI) is a rapidly growing domain within the field of biomedical and health informatics. The objective of this paper is to reflect on the past twenty five years and showcase informatics concepts and applications that led to new models of care and patient empowerment, and to predict future trends and challenges for the next 25 years. Methods: We discuss concepts and systems based on a review and analysis of published literature in the consumer health informatics domain in the last 25 years. Results: The field was introduced with the vision that one day patients will be in charge of their own health care using informatics tools and systems. Scientific literature in the field originally focused on ways to assess the quality and validity of available printed health information, only to grow significantly to cover diverse areas such as online communities, social media, and shared decision-making. Concepts such as home telehealth, mHealth, and the quantified-self movement, tools to address transparency of health care organizations, and personal health records and portals provided significant milestones in the field. Conclusion: Consumers are able to actively participate in the decision-making process and to engage in health care processes and decisions. However, challenges such as health literacy and the digital divide have hindered us from maximizing the potential of CHI tools with a significant portion of underserved populations unable to access and utilize them. At the same time, at a global scale consumer tools can increase access to care for underserved populations in developing countries. The field continues to grow and emerging movements such as precision medicine and the sharing economy will introduce new opportunities and challenges.
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Frimpon, Michael F., and Ebenezer Adaku. "A comparison of high-speed internet service in Ghana: an analytical hierarchy approach." Information Technology & People 31, no. 1 (February 5, 2018): 181–98. http://dx.doi.org/10.1108/itp-06-2016-0143.
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Purpose The rising proportion of internet users in Sub-Saharan Africa and the lack of analytical techniques, as decision support systems, in choosing among alternative internet service providers (ISPs) by consumers underpin this study. The purpose of this paper is to propose an approach for evaluating high-speed internet service offered by ISPs in a sub-Saharan African country. Design/methodology/approach Using a sample size of 150, pairwise comparisons of two ISPs along five criteria of cost, usability, support, reliability and speed were performed by ten person groups of university students working in various organizations in Ghana and undertaking an online Six Sigma Course. Geometric means were employed to aggregate the scores in 15 groups, and these scores were then normalized and used as input into an analytical hierarchy process grid. Findings The results show that consumers of internet services highly emphasize the cost attribute of internet provision in their decision making. On the other hand, it was realized that consumers least emphasize the support provided by ISPs in their decision making among alternative ISPs. Originality/value This study has sought to provide an analytical framework for assessing the quality of service provided by alternative ISPs in a developing economy’s context. The evaluating criteria in this framework also reveal the key consumer requirements in internet service provision in a developing economy’s environment. This, to a large extent, will inform the marketing strategies of existing ISPs in Ghana as well as prospective ones intending to enter the Ghanaian market. Besides, the National Communication Authority, a regulator of communication services provision in Ghana, will be informed about the performances of the ISPs along five performance criteria. This is expected to aid in their regulatory functions.
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Tian, Min, Bo Pu, Yini Chen, and Zhian Zhu. "Consumer’s Waste Classification Intention in China: An Extended Theory of Planned Behavior Model." Sustainability 11, no. 24 (December 7, 2019): 6999. http://dx.doi.org/10.3390/su11246999.
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Although there have been a variety of studies on waste classification management, there are few studies on how governments can effectively publicize waste classification knowledge in order to enhance citizen participation. Government publicity may be the key to the effective implementation of waste classification management in China. The purpose of this study is to examine the effects of government publicity, consumer attitudes, subjective norms, perceived behavioral control and consumer knowledge on consumers’ willingness to classify waste in the process of waste management in China. The methodology used for the study included data collected from a survey conducted among citizens from four cities in China, the extended theory of planned behavior model and a moderating effect analyses using the statistical software Amos17.0 and SPSS 22.0, utilizing structural equation modeling, hierarchical regression, and the interpretation of the results. The results show that government publicity has a significant positive impact on consumer attitudes, subjective norms, and perceived behavioral control. The positive effect of consumer attitudes and perceived behavioral control on waste classification intentions are significant. Consumer knowledge plays a significant role in moderating the effect of perceived behavioral control on waste classification intentions. The findings of this study are of great significance to government and public decision-making. The results strongly suggest that the government should vigorously publicize the knowledge of waste classification at the initial stage of implementation of waste classification. Furthermore, a detailed distinction between types of consumers and the role of personal values in the implementation of waste classification is considered as a direction of future research.
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Gaur, Jighyasu, Mehdi Amini, Pratyush Banerjee, and Ritu Gupta. "Drivers of consumer purchase intentions for remanufactured products." Qualitative Market Research: An International Journal 18, no. 1 (January 12, 2015): 30–47. http://dx.doi.org/10.1108/qmr-01-2014-0001.
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Purpose – The purpose of this study is to understand whether being relocated to a society where remanufactured products are promoted can change consumers’ perception towards them. Also, the authors wish to identify major underlying factors for remanufactured product purchase intentions. There is strong evidence in the literature that factors such as societal norms, price, age, income, education level, and availability can have significant influence on the behavioral intentions of consumers. Design/methodology/approach – The nature of the study is to draw an embedded theory from data itself. To explore the research questions in this study, a grounded theory was used. The authors use a theoretical sampling technique and interviewed 45 India-born consumers residing in the USA for at least a period of more than six months. Findings – The results indicate that the level of environmental consciousness, individual values, post-use perceptions, nature of purchase and socio-cultural norms are the major drivers of consumer purchase intentions. Sub-categories of these five drivers are personal and contextual factors. Personal factors include personal attitudes and beliefs, individual personality and environmental consciousness. Contextual factors are societal norms, price, promotion/advertisement, service quality and brand image. Social implications – Use of remanufactured products is one of the ways to achieve sustainability. It is not only an environmentally friendly but also cost-effective approach. Given the major drivers identified through this study, firms can focus some on these drivers to improve their carbon footprint and bottom line. Originality/value – This study is first to consider the decision-making process of consumer purchase of remanufactured products. In this regard, our study offers some understanding of the entire process through an action diagram.
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Moiduddin, Khaja, Syed Hammad Mian, Usama Umer, Hisham Alkhalefah, and Abdul Sayeed. "Fuzzy Multicriteria Decision Mapping to Evaluate Implant Design for Maxillofacial Reconstruction." Mathematics 8, no. 12 (November 26, 2020): 2121. http://dx.doi.org/10.3390/math8122121.
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Technological advancements in healthcare influence medical practitioners as much as they impact the routine lives of the patients. The mandible reconstruction, which constitutes an important branch in facioplasty, has been a challenging task for medical professionals. As part of scientific innovation, tailor-made implants are valuable for sustaining and regenerating facial anatomy, as well as preserving the natural appearance. The challenge of choosing an acceptable implant design is a tedious process due to the growing number of designs with conspicuous effectiveness. The design should be agreeable, easy-to-design, sustainable, cost-effective, and undemanding for manufacturing. The optimal implant design can efficiently and effectively recover the structure and morphology of the flawed region. Evidently, among the many variants, the choice of appropriate design is one of the prevalent implant design problems and is still under consideration in most studies. This work is focused on the multiattribute decision-making (MCDM) approach to choosing the most effective implant design. The prevalence of subjectivity in decision-making and the presence of inconsistency from multiple sources emphasize the strategies that must take ambiguity and vagueness into account. An integrated MCDM methodology, assimilating two modern and popular techniques is adopted in this work. The preferred approach implements the Fuzzy Analytical Hierarchy Process based on the trapezoidal fuzzy number to extract the criteria weights in decision mapping and the Technique for Order of Preference by Similarity to Ideal Solution and VIKOR to assess design choices. A two-stage mechanism is the cornerstone of the established methodology. The first stage analyses the criteria from the point of view of the designer, the context of fabrication, and consumer experience. The second stage identifies the most viable and feasible design. The procedure applied in this analysis can be considered to choose the optimal implant design and to decide on areas of improvement that ensure greater patient experience.
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Clauzel, Amélie, Nathalie Guichard, and Coralie Damay. "Exploring emotional traces in families’ recollection of experiences." Qualitative Market Research: An International Journal 23, no. 1 (January 30, 2020): 21–45. http://dx.doi.org/10.1108/qmr-07-2018-0076.
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Purpose From experiences recollections, this study aims to explore the place of emotions in the souvenir’s step of the family consumption process of luxury hotels stays. Design/methodology/approach To explore the emotional dimension, this exploratory research is based on a triple qualitative approach (software, manual and a psychology-based approach). In total, 1,055 e-reviews, following a family stay in four- and five-star hotels, were collected. Findings The findings highlight an omnipresent emotional dimension in the recollections of experiences of consumers who have travelled with their families. These emotional traces differ according to the hotel’s positioning. Overall, positive emotions are much more prominent in the most luxurious hotels, while negative emotions are more related to the four-star hotels. Moreover, the four-star hotels reviews mainly associate emotions with the tangible aspects of the offer. Those in five-star hotels are more structured through intangible aspects. Research limitations/implications The study of family decision-making dynamic, with a focus on the role of each family member, is a first perspective. That of experiences recollections apart from the digital approach is also to be considered. Practical implications On the one hand, the objective is to extend the literature about the role of emotions in a service consumption process, and especially in a family context, trying to understand the post-purchase step of these customers. On the other hand, it is interesting for hotel managers to identify to which aspects of the offer (e.g. comfort, room, catering, decoration) the emotional traces that have remained in the customers’ memory are associated. Originality/value This study considers the family unit in a new way, that of its emotional memories’ traces of luxury hotels experiences. The post-consumer stage of the purchase process based on many spontaneous online reviews analysis is investigated.
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Lobo, Antonio, Denny Meyer, and Yayoi Chester. "Evaluating consumer response associated with sponsorship of major sporting events in Australia." Sport, Business and Management: An International Journal 4, no. 1 (March 4, 2014): 52–70. http://dx.doi.org/10.1108/sbm-05-2011-0043.
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Purpose – The purpose of this paper is to investigate the key determinants of positive consumer behaviour associated with sports sponsorship. Using the consumer decision-making process and classical conditioning principles as an underpinning framework, it examines consumer perceptions of a sponsor, sponsored property and sponsorship activity relative to their intention of purchasing a sponsor's product or service. The purchase intention of consumers is analysed as an outcome of five significant constructs: event factors, sponsor factors, sponsorship factors, a pre-purchase response and the transfer of image values. Design/methodology/approach – Data were collected from approximately 700 respondents using a validated survey instrument. Factor analysis and confirmatory factor analysis were used to analyse survey data. The conceptual model and hypotheses were tested using structural equation modelling. Findings – The findings revealed that personal beliefs of consumers, sponsor-event fit and image transfer have a strong bearing on their post-event response, which further leads to a strong image transfer value. This is central to predicting a consumer's intention to purchase. Research limitations/implications – Both sponsors and sponsored properties must invest resources towards market research to facilitate the development and adherence of appropriate fit and congruence objectives. Most importantly, a holistic, consumer-centric approach to sponsorship examination offers marketers a guide to effective sponsorship planning and execution and a sound return for their investment. Originality/value – Despite its potential importance hardly any research has previously been conducted in relation to the return on investment associated with sponsorship of major sporting events in Australia.
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Lee, Jin-Myong, and Hyo-Jung Kim. "Determinants of adoption and continuance intentions toward Internet-only banks." International Journal of Bank Marketing 38, no. 4 (February 10, 2020): 843–65. http://dx.doi.org/10.1108/ijbm-07-2019-0269.
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PurposeThe purpose of this study is to investigate the determinants of consumers' intention to adopt or continue to use Internet-only banks based on the benefit–risk framework and network externality theory. It also examines the difference in the determinants between pre- and postadoption stages of innovation.Design/methodology/approachThe proposed research model was tested by using online survey data collected from a South Korean sample, which was divided into two subgroups of 321 nonadopters and 351 existing users.FindingsIn both pre- and postadoption stages, the number of services provided and trust had a significant positive impact on consumers' behavioral intentions, while security risks had a negative impact. Critical mass in the preadoption stage and convenience and economic efficiency in the postadoption stage had positive effects on consumer's adoption intention and continuance intention, respectively.Practical implicationsInternet-only banks must reduce the security risks for consumers and increase their trust. In addition, to facilitate the adoption of nonadopters, focus should be on securing a critical mass; on the other hand, to promote the continued use of existing users, the focus should be on enhancing benefits such as convenience and economic efficiency.Originality/valueThe results of this study confirm the influence of network externalities on consumers' adoption and use of financial technology services and show differences in consumer decision-making according to the innovation diffusion process.
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Muliasari, Risa Martha, and Dwi Rachmina. "KEPUTUSAN PEMBELIAN DAN SIKAP KONSUMEN ROTI MEREK SARI ROTI (Studi Kasus pada Mahasiswa S1 Institut Pertanian Bogor)." Forum Agribisnis 5, no. 1 (July 18, 2017): 89–104. http://dx.doi.org/10.29244/fagb.5.1.89-104.
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Sari Roti is a bakery product produced by Nippon Indosari Corpindo. The purposes of this research are to describe characteristics of consumers, analyze the process of consumer’s desicion making and also to analyse the consumer attitudes towards Sari Roti’s product attributes. Methods used include Descriptive Analysis and Fishbein Multi-Attitude Model involving one hundred respondents of BAU’s undergraduate students. The samples are purposively selected on the basis that most of students prefer to eat Sari Roti in the morning or during the break time. Most of the consumers of Sari Roti are women, 18 to 22 years old, where their monthly allowance (IDR 500,000 to 999,999) comes from parents. Descriptive Analysis shows that in general, five stages of purchasing decision were passed. Overall, result of consumers’s attitude towards Sari Roti brand is positive based on Fishbein Multi-attribute Attitude Model. Clarity of expiry date of the product become the most important attribute of consideration. However, attribute of price should be taken into consideration, as it obtained smallest evaluation score and will determine how many purchases are made.
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Förster, Bernadette, Jonas Keller, Heiko A. von der Gracht, and Inga-Lena Darkow. "Delphi-based strategic issue management: crafting consumer goods supply chain strategy." International Journal of Physical Distribution & Logistics Management 44, no. 5 (May 27, 2014): 373–91. http://dx.doi.org/10.1108/ijpdlm-09-2012-0289.
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Purpose – Consumer goods supply chains (SCs) are characterized by continuously changing customer trends. Early detection of these trends is crucial for deriving successful long-term SC strategies. The purpose of this paper is to present a systematic process to support decision makers in assessing future-relevant issues and developing strategies. Design/methodology/approach – In order to contribute to the quality of long-term decision making for SC strategy, we combine strategic issue management (SIM) and corporate foresight methodology. The authors develop a procedure that integrates the Delphi technique and SIM to empirically demonstrate how “Delphi-based SIM” can support SC strategy development. Findings – The paper demonstrates how to craft a strategy for consumer goods SCs supported by Delphi-based SIM. The authors are able to include and evaluate uncertain and ambivalent future developments. Pertinent strategic issues for the consumer goods SC include: consumer demographics, automated ordering, city supply, and concept stores. For the reference company, five different strategic paths were created and evaluated. Practical implications – It is challenging for companies to be well prepared for dynamic business environments and to successfully establish a robust SC strategy. The authors develop a systematic Delphi-based SIM for detecting and evaluating signals and integrating them into SC strategy development. Originality/value – To date, a structured approach to integrate uncertain and ambivalent issues into SC strategy development is missing. With SIM and corporate foresight, the authors provide novel methods for strategy development in the consumer goods SC.
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Lee, Hyunjoo, Misuk Lee, and Sesil Lim. "Do Consumers Care about the Energy Efficiency of Buildings? Understanding Residential Choice Based on Energy Performance Certificates." Sustainability 10, no. 11 (November 20, 2018): 4297. http://dx.doi.org/10.3390/su10114297.
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Disclosing the energy performance information for buildings has been expected to become an important policy for controlling energy demand and reducing CO2 emissions, but its effectiveness remains controversial. This study investigates the effect of energy performance information on consumer residential choice by using a discrete choice experiment in South Korea. The estimation results confirmed that the energy efficiency level of the given housing has a significant effect on consumer residential choice when the related information is actually delivered. Combined with evidence from the simulation study, we suggest that obligating the owners to provide energy performance information to potential buyers/tenants would be necessary for enhancing the use of the information during the consumer decision-making process. Additionally, the simulation result implies that the effectiveness of the policy can be underestimated by the price premium related to energy efficiency. Therefore, we suggest that the government should control the price premium for high-efficiency buildings at the early stage so that the policy related to disclosing the energy performance can be on track.
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Camilleri, Rebecca, and Melvin Mizzi. "The Effects of Scent on Consumer Behaviour in Maltese Mid-Range Restaurants." MCAST Journal of Applied Research & Practice 4, no. 1 (July 1, 2020): 107–19. http://dx.doi.org/10.5604/01.3001.0014.4401.
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The business world is run by marketing communications. Marketeers are interested in the consumer’s decision-making process leading to a potential sale. Marketing can target any of the five senses and this research focuses on the sense of smell and ultimately its effects on the behaviour of consumers. Reference to older methodology is made along the study due to its remaining relevance to this day and age. This study seeks to assess the relationship, if any, between scents and consumer behaviour. More specifically, the objective was to assess if lavender and citrus scents impact a customer’s dining experience in terms of money and length of time spent in mid-range restaurants in Malta. The experiment in this study was conducted in three restaurants. The restaurants were chosen according to specific standards highlighted in the methodology using convenience sampling. Three consecutive Fridays and Saturdays, were allocated to test the identified scents where the start time, end time, number of guests, total experience time and sales per table were noted. Once the experiments were carried out for all three restaurants, two statistical tests were conducted to prove whether the results were statistically significant, thereby providing answers to the research question. The findings from this study suggest that scents did not statistically explain the results of time and money spent in restaurants by consumers. Following this result, a number of alternative factors for the statistical insignificance of scent on consumer behaviour, were suggested.
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Lau, Henry, Dilupa Nakandala, and Paul Kwok Shum. "A business process decision model for fresh-food supplier evaluation." Business Process Management Journal 24, no. 3 (June 4, 2018): 716–44. http://dx.doi.org/10.1108/bpmj-01-2016-0015.
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Purpose Frequent food safety incidents caused widespread consumer concerns. Even though food safety is one of the weakest links in the fresh food supply chain and influences consumer food choice in ways different from the quality dimension, this factor is hardly proposed as one of the key traditional supplier selection criteria (e.g. quality, delivery, and price) in the literature. The purpose of this paper is to develop a business process decision model to assess the non-compensating food safety sub-criteria in order to disqualify fresh food suppliers that cannot reach the minimum threshold for low probable food safety failure. The preferred fresh food suppliers can minimize the risk of food safety failure and the associated huge food safety failure costs spanning from private consumer anguish to social distress that cause unbearable costs of sales loss and damage to brand image in business. Design/methodology/approach This study proposes a novel approach that combines several well-established multi-criteria decision making (MCDM) techniques, including fuzzy AHP (FAHP), TOPSIS, and ELECTRE, and innovatively apply to analyze supplier performance and prioritize potential fresh food suppliers. This hybrid business process model can enforce compliance to all the five non-compensatory sub-criteria of food safety. Since ELECTRE is a non-compensatory MCDM method, it is therefore particularly applicable for disqualifying high risk fresh food suppliers from further full scale supplier performance evaluation by FAHP and TOPSIS. This hybrid business process decision model is able to capitalize on the strengths of these MCDM methods and offset their deficiencies. Findings This study uses data of an international supermarket chain to validate feasibility of the proposed model. Results indicate that this model is able to assess the non-compensating food safety sub-criteria via the ELECTRE method in order to disqualify fresh food suppliers that cannot reach the minimum threshold for low probable food safety failure. Only the preferred suppliers with the required food safety capability can proceed to the second stage of the supplier selection process. Assessment via the TOPSIS method reveals the ranking order of those top performing suppliers according to their relative scores along all the supplier selection criteria. The TOPSIS ranking results with the selection of the suppliers C, E, A, and F are robust and consistent across all the different scenarios. Practical implications Application to the fresh food industry is possible with the aid of the MCDM methods. The contribution to the body of knowledge in this teaching and research field demonstrates the importance of first identifying the order qualifier for disqualifying those suppliers that do not satisfy the food safety requirements via the ELECTRE method. The proposed assessment procedure complies with the regulatory policy on food safety, and would influence public policy in applying the best practice of food safety regulation. Without first qualifying the potential suppliers on the basis of food safety, wrong decision can be made to select those high food risk suppliers that have relatively higher overall scores in other supplier selection criteria. Using the assessment results has positive economic and commercial impact on the purchasing managers to formulate appropriate purchasing and supplier development strategy to enhance supplier’s food safety performance, whilst maximizing the overall supplier portfolio performance. The improved supplier’s food safety performance will certainly benefit the society’s quality of life as well. Originality/value Based on the analytical MCDM methods of FAHP, TOPSIS, and ELECTRE, purchasing managers can operationalize the Hill’s framework of order qualifier and winner that has primarily been used in the literature and manufacturing industry. This study represents the first move to innovatively apply the FAHP, TOPSIS, and ELECTRE methods to operationalize the Hill’s framework of order qualifier and winner that has primarily been used in the literature and manufacturing industry. Application to the fresh food industry to validate the feasibility of the proposed model has been conceived and implemented in this study. Analysis of the data inputs of a supermarket chain via the three MCDM methods generate the results that fulfill the purpose of achieving the research objective of identifying and managing the supplier base that can deliver the best supplier performance, conditional on first passing the fresh food safety test.
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Hofacker, Charles F., Edward Carl Malthouse, and Fareena Sultan. "Big Data and consumer behavior: imminent opportunities." Journal of Consumer Marketing 33, no. 2 (March 21, 2016): 89–97. http://dx.doi.org/10.1108/jcm-04-2015-1399.
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Purpose – The purpose of this paper is to assess how the study of consumer behavior can benefit from the presence of Big Data. Design/methodology/approach – This paper offers a conceptual overview of potential opportunities and changes to the study of consumer behavior that Big Data will likely bring. Findings – Big Data have the potential to further our understanding of each stage in the consumer decision-making process. While the field has traditionally moved forward using a priori theory followed by experimentation, it now seems that the nature of the feedback loop between theory and results may shift under the weight of Big Data. Research limitations/implications – A new data culture is now represented in marketing practice. The new group advocates inductive data mining and A/B testing rather than human intuition harnessed for deduction. The group brings with it interest in numerous secondary data sources. However, Big Data may be limited by poor quality, unrepresentativeness and volatility, among other problems. Practical implications – Managers who need to understand consumer behavior will need a workforce with different skill sets than in the past, such as Big Data consumer analytics. Originality/value – To the authors ' knowledge, this is one of the first articles to assess how the study of consumer behavior can evolve in the context of the Big Data revolution.
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Rahman, Md Mostafizur, and Mahmud Uz Zaman. "Evaluating the Financial Performance Through ‘Consumer Centric Decision’ Approach in Pharmaceutical Companies of Bangladesh: a Business Planning Perspective." European Journal of Economics and Business Studies 9, no. 1 (October 6, 2017): 168. http://dx.doi.org/10.26417/ejes.v9i1.p168-183.
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Pharmaceuticals agglomerations consistently use their brand image and versatile product portfolios to consolidate their position in the financial sector, which is evident in their continuous profit making and expansion in market share. This paper explores the short-term and long-term investment attractiveness through ‘consumer centric decision’ approach in two selected pharmaceutical companies, Renata Limited and Orion Pharma Limited, of Bangladesh over the last three years’ period. This research adopts a systematic approach which primarily addresses the various concerns of investors to illustrate the decision-making process of the existing and future investors. Using primarily domestic transaction data, this study explores how the leading pharmaceuticals companies of Bangladesh effectively use the wide array of drug portfolios mix with appropriate branding techniques to increase their financial profit and market share simultaneously. Both SWOT analysis and Porters Five Forces Model explore the business analysis of Renata Limited in compare to Orion Pharma Limited that provides a conclusion regarding investors’ decision to invest in Renata Limited. Considering the financial analysis, Renata’s financial liquidity is not very satisfactory and could have been improved further if management is prudent on financial strategy settings. Findings of the business analysis indicate that Renata Limited would be a good investment choice for existing and prospective shareholders based on its opportunities for long term and short term growth and further expansion in developing the market. The results suggest that even lower liquidity coupled with higher interest borrowings can be balanced by posing positive picture to the public shareholders by returning the positive dividend to them.
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Fadhila, Elma Dian, and Yosini Deliana. "DECISION MAKING TO VISIT KOPI LUWAK AGROTOURISM (Case Study of Kopi Luwak Cikole in Cikole Village, Babakan Village, Lembang District)." Journal of Business on Hospitality and Tourism 5, no. 2 (December 26, 2019): 207. http://dx.doi.org/10.22334/jbhost.v5i2.153.
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The agricultural sector in tourism is often called agrotourism. Kopi Luwak (Civet Coffee) Cikole, located in Kampung Babakan, produces Luwak coffee that applies animal welfare, so that agrotourism is awarded as Animal Wellfare-based agro-tourism. Kopi Luwak Cikole offers educational tours for its visitors. Visitorsto agrotourism are thought to have a specific purpose. Various people who visit Agro Tourism are seen from the characteristics of visitors and visiting decision making. The purpose of this study is to identify the characteristics and consumer decision-making processes of Kopi Luwak Cikole. Data analysis was carried out with descriptive analysis techniques. The results of this study indicate that the characteristics of Kopi Luwak Cikole respondents are mostly resident of Malaysia, male, 36-45 years old, their last education is Bachelor, have occupation as a Private or Government Employee with monthly income ≥ Rp. 5,000,001. The visiting decision at the need recognition stage is the motivation to visit agro tourism. This is because attractive facilities with benefits sought during a visit are adding to the knowledge of cultivation and process of civet coffee. Evaluation phase, consideration for visiting is because of civet coffee education. Furthermore, the decision to visit is carried out in a planned manner which on average is carried out during holidays. The level of satisfaction after post-visit, shows visitors feel satisfied with the facilities in agrotourism.
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Yavor, O. A. "Regularities of family mediation development in foreign countries and in Ukraine." Analytical and Comparative Jurisprudence, no. 1 (July 1, 2021): 47–53. http://dx.doi.org/10.24144/2788-6018.2021.01.9.
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The main task at the present stage is the formation of mediation as a type of professional activity. That is why, the study of the views of domestic and foreign scientists regarding the features of the professional activity of a mediator is an integral part of the qualitative implementation of the institution of mediation in Ukraine as a whole, and provides an opportunity to improve the level of professional training of future mediation specialists in accordance with the requirements of the present.
Due to the tendency to use private legal mechanisms for resolving private disputes in private disputes, we consider it necessary to develop a doctrinal non-jurisdictional way of resolving private disputes, namely mediation. The mediation procedure is an organized procedure with the participation of a mediator, assists the parties in resolving a dispute and making a decision for both parties.
The main difference between family mediation and other types of dispute resolution, in the context of the development of the education system, is its non-directiveness. Mediation only uses the law, in contrast to the traditional methods based on legal regulation. A flexible and democratic way of resolving disputes based on the voluntary participation of the parties creates conditions for the parties to control not only the development and decision-making process, but also the quality of this decision, guaranteeing them complete confidentiality, ensuring the preservation of their reputation and the possibility of constructive interaction in the future.
Now in Ukraine, a stage of formation of a professional community of mediators and a consumer niche is underway, which indicates that Ukrainian mediation is currently at the initial stage of its institutionalization.
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Kolobova, Svetlana. "Determining the market value of high-rise residential buildings based on evaluation of consumer properties." E3S Web of Conferences 33 (2018): 02034. http://dx.doi.org/10.1051/e3sconf/20183302034.
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As you know, high-rise construction is an indicator of the practical implementation of advanced innovative technologies in the construction industry of the country. High-rise building inevitably comes to the big cities, in connection with the shortage and value of land. The life cycle of any construction project, including high-rise buildings consists of chains: of engineering survey - design-construction-operation. In the process of operation of a tall building, decisions about major repairs or reconstruction of a building are made for decision-making on further use. This article describes methods of assessing the consumer quality of high-rise residential buildings and the establishment of prices based on consumer characteristics of a tall residential building. It is proposed to assess the premises under their quality characteristics. The study was conducted to establish the influence of individual, comprehensive and integral indicators of comparable quality for effective quality living spaces. Simultaneously, there was established a relationship of quality with the consumer cost of housing, ultimately with the potential needs of owners, tenants of the home, lessor dwelling, or buyers of residential properties and other participants in the residential real estate market. This relationship further creates consumer requirements to quality standard of premises at a certain stage of socio-economic development.