Buying Decision Research Articles

Impact of Visual and Verbal Elements of Eco-Friendly Packaging on Consumer Buying Behavior

Designing an eco-friendly offering for the market needs a thorough understanding of the nature of eco-friendly consumers. However, organizations are merely concerned about the impact of eco-friendly packaging on purchasing behavior of the consumer without considering the main elements demanded by consumers in detail. Hence, organizations spend many resources on ecofriendly packaging without emphasizing the effect of packaging elements on consumer buying decisions that ultimately yield low profits with foreseeable environmental threats. The absence of concrete results published in this regard, especially concerning the Sri Lankan context accelerates this negative impact. Therefore, the present research examines the effect of visual and verbal elements of eco-friendly packaging on consumer buying behavior with special reference to dairy products while considering visual and verbal as the main packaging elements and dairy products as the main product category. Data were collected by distributing a pre-tested structured questionnaire among the consumers (n = 104) shopping at Cargills Food city outlet, Galgamuwa. Wilcoxon Signed-Rank test results revealed that, visual elements: shape (p = 0.001; t = 5.029), material (p = 0.001; t = 7.412), size (p = 0.001; t = 5.029) and graphics on the package (p = 0.064; t = -1.849) showed a significant impact on buying behavior while, color (p = 0.706; t = -0.377) proved insignificant. Moreover, verbal elements including product (p = 0.000; t = 7.771)) and nutritional (p = 0.001; t = 7.454) facts showed a highly significant impact on purchasing dairy products with eco-friendly packaging. The Chisquare test revealed a highly significant relationship between purchasing environmentally-friendly packages with educational level (p = 0.015; x² = 12.339) and a marginally significant relationship with the occupation of consumers (p = 0.064; x² = 8.900). Findings of this research direct marketers, and product designers, in particular, to manufacture packages incorporating consumer-preferred visual and verbal elements of packaging to attract consumers towards eco-friendly packed dairy products in particular.

Examining the effect of halal perceived value and perceived risk on purchase intention: A mediating role of halal trust

Marketers in the rising halal Muslim consumerism must understand their clients’ behavior patterns to compete successfully. The purpose of this paper is to analyze the impact of halal perceived value, halal trust, and halal perceived risk on halal purchase intention among Muslim customers in Indonesia. Survey data analysis of 253 Muslim halal consumers was evaluated using structural equation modeling to scrutinize the empirical model fit. The results confirm that halal perceived value, perceived risk, and trust predict a significant amount of halal purchase intention. The study’s outcome also confirms that halal trust is a mediating variable through which halal perceived value and halal perceived risk affect halal purchase intention. This study contributes valuable insights into existing concepts of consumer halal trust influencing buying decisions and purchase intentions of halal products. This paper provides a practical foundation for managers to develop suitable halal marketing strategies that focus on creating value and reducing the risk perception to promote trust in consuming halal food products.

Pengaruh Citra Merek dan Promosi Terhadap Keputusan Pembelian Sepeda Motor Yamaha di Mayjend Sungkono Surabaya

The goal of this study was to examine the influence of brand image and promotion on the purchase decisions of Yamaha motorcycles at Mayjend Sungkono Surabaya. Surabaya residents who own or ride Yamaha motorcycles are the target audience for this study. This study employs a non-probability sampling method with a purposive sampling technique, in which the researcher selects research samples based on predetermined characteristics and characteristics. A total of 65 people were included in the study. PLS is the data analysis method employed. Purchase decisions are influenced by brand image and promotions, which have been found to have a positive and significant impact on them in previous studies.
 Keywords: Brand Image; Promotion; Buying decision.

Which Generation is more Environmental Consciousness? A comparative study of Generation Z & Millennial to predict effect of Digital Ads on Green Buying Decisions

Which Generation is more Environmental Consciousness? A comparative study of Generation Z & Millennial to predict effect of Digital Ads on Green Buying Decisions

Product as a service (PaaS) for traditional product companies: an automotive lease practice evaluation

PurposeProduct as a service (PaaS) is a method of business innovation for traditional product companies to make their offerings more attractive, move up the value chain and find more customers. However, the customer acceptance of PaaS depends on the market in which it operates. The purpose of this study is to understand, through an automotive lease PaaS evaluation and from an outside-in user perspective, the effects of the main intrinsic and extrinsic factors of a product, its design and brand, on the lease versus buy decision of automobiles by consumers in an emerging market, to help companies transition to a PaaS business model.Design/methodology/approachA survey of actual car owners and lease car users was conducted. Confirmatory factor analysis was used to test the measurement model, followed by logistic regression for statistical modeling. As a practice evaluation of an existing PaaS example, this study further explored the expectations and experience of automotive lease users to link practical insights to analytical results and help businesses make a successful transition to PaaS.FindingsThe results of the study showed the effect of the brand as significant in lease versus buy decisions. Brand loyalty is more important when leasing than when buying a car. However, brand awareness/association is less important for leasing than buying. There was no significant difference in consumer expectations of product design in automotive lease PaaS. Customers who buy and lease cars have the same expectations of the overall product in terms of its key design attributes.Originality/valueThe literature on PaaS has mostly focused on strategies, frameworks and guidelines for implementation and empirical studies are limited. Comparative analyses between PaaS and traditional ownership models are also limited. It is unclear how consumers’ expectations differ between PaaS and traditional ownership models, especially in emerging markets, because PaaS’s success depends on the market in which it operates. This study addresses this gap in the literature.

Pengaruh Kualitas Pelayanan, Membership, Dan Harga Terhadap Keputusan Pembeli Pada Vape Move Ngawi

This study aims to examine and determine the effect of partially or simultaneously service quality, membership, and price on buyer decisions on Vape Move Ngawi. This research is an explanatory research using a quantitative approach. The samples taken in this study were 100 consumers as regular customers who bought products on Vape Move Ngawi. This research uses purposive sampling method. That is the sampling technique by setting special characteristics or special conditions with the aim of being able to answer the research statement. The data collection method used is a questionnaire distributed to 100 consumers as regular customers. The data analysis technique used classical assumption test, multiple linear regression analysis, coefficient of determination analysis, and hypothesis testing using t test and F test with the help of IBM SPSS Statistics 25 program. The results showed that (1) service quality, membership, and price were overall partial significant effect on the decision of product buyers on Vape Move Ngawi. (2) Simultaneously shows that service quality, membership, and price have a significant effect on buyer decisions on Vape Move Ngawi.

Celebrity vs. Product: A Neuroscientific Approach to the Distractors in Food Advertising for Sustainable Marketing

Celebrity endorsement is nowadays a frequently used technique in marketing and advertising. On the one hand, celebrities have the ability to attract attention towards the advertising while on the other hand, their behavior is imitated by consumers, having a greater impact on buying decisions. One of the main challenges in advertising endorsed by celebrities is the overshadowing effect, by which consumers tend to watch the celebrity and not necessarily the advertised product. In three eye tracking experiments, we investigated the attention of consumers towards advertising with celebrities. The results showed that the celebrity was the eye-catcher of the advertising, being the first and longest object watched, but at the same time the product or the logo was also watched. The results also showed that the number of objects in advertising influenced the attention of the consumer. Across the three studies, we manipulated the number of objects and the results showed that in the case of information overload, the participants tended to watch the most familiar elements, which in our case were the celebrities. Therefore, the design and the number of objects in advertising endorsed by celebrities are also important in having a significant impact on the consumer.

Fast-Track Product Evaluation From Text Reviews in M-Commerce

The popularity of mobile commerce has offered many new challenges for investigating public sentiments. With an uncountable number of stores and products available on the marketplace, customers heavily relied on the comments or reviews posted by others to support their buying decisions. For the online retailer's side, these text reviews are valuable resources to understand the latest customer expectations and devise a better product plan for launching suitable products to customers. Sentiment analysis is then developed for the evaluation of a significant amount of text data by searching the sentiment words. Nevertheless, different writers may have different perceptions on the sentiment words, and hence, this inconsistency would be amplified. In this connection, a novel approach to obtain public sentiment by combining the topic modeling, fuzzy set, and multi-criteria decision-making approaches is proposed. The uncertainty of different perceptions on the sentiment words is remedied by fuzzy-set.

Exploring changes in organizational purchasing behaviors brought about by COVID-19 as a catalyst for new directions in sales research

The COVID-19 pandemic’s disruption and ultimate lasting impact on the business world is unprecedented. While there has been much discussion about the specific impact that COVID-19 has had on salespeople and sales organizations as a whole, very little academic investigation has been focused on the impact of the pandemic in terms of the ‘other side’ of the buyer-salesperson dyad–namely, B2B buyers. This research aims to fill this void by providing initial insights into the changes that have emerged post COVID-19 in B2B buyer decision-making. Using qualitative interviews and an exploratory survey (with the goal of generalizing the initial findings across industries and contexts), our findings suggest that significant changes have emerged in the areas of (1) the organizational buying process, (2) how buyers source information, and (3) how buyers and salespeople interact. We expand on these core themes via a list of more detailed subthemes. The results serve as a catalyst for new and relevant avenues for sales related research regarding B2B in the new normal. Consequently, extensive future research directions are proposed.

Religiosity, Social and Psychological Factors on Purchase Decisions and Consumer Loyalty

This study aimed to determine and analyse the factors of religiosity, psychological factors on purchasing decisions, and loyalty. The method used in this study is a quantitative research method in the form of a cross-section. The population in this study are Marketplace users who live in Makassar and have purchased Muslim clothing products, especially in the Shopee application. This study uses a sampling technique with purposive sampling, part of a non-probability sampling technique. The sample obtained from the calculation results amounted to 100 respondents who were deemed sufficient to represent the population. The data analysis technique used in this research is the Structural Equation Model (SEM). The results showed that religiosity and psychological factors directly had a positive and significant effect on purchasing decisions. Meanwhile, social factors have a positive and insignificant impact on buying decisions. Religiosity, Social Factors and Psychological Factors have a positive and significant effect on loyalty. Purchase Decision has a positive and significant impact on Loyalty. Religiosity Social Factors and Psychological Factors through Purchase Decisions have a positive and significant effect on Loyalty. The results of this study can also be used for marketing in motivating consumers to make purchasing decisions. This indicator is the strongest indicator of consumer psychology in deciding the purchase of Muslim clothing and always considers increasing customer loyalty based on religiosity so that customers are committed to continuing to be loyal in purchasing Muslim clothing. And can be a reference for further researchers to develop research instruments used in this study.

Traditional Marketing Mix as a Tools to Improve Consumer Buying Decision


 
 
 
 Everyone knows that living in this world we as a human individual have needs. According to (Grawe,2007, p.169) “The goal a person forms during his or her life ultimately serve the satisfaction of basic needs”. Currently in Indonesia, there are many companies and business that allows people to earn money. One of the various industries that produces a lot of earnings is the food and beverage service industry. Food and beverage services can be defined as the process of preparing and serving food and beverage to the customers. Additionally, currently a particular F&B service is on the rise in Indonesia, Coffeeshops, the number of coffeeshops in Indonesia has kept on growing and it can notably be seen by looking at various coffeeshops located everywhere in the past few years. A coffeeshop named Yakun Kaya Toast however, does belong to the coffeeshop industry but does not “really” belong in this category. Yakun Kaya Toast’s history was that in the year 1926 a young boy named Loi Ah Koon set sail from Hainan Island to Singapore, knowing nobody there he naturally joined a Hainanese community there he then was introduced to work as an assistant in a Hainanese coffee stall. This study aims to analyze how marketing mix can help customer purchasing decision in , the Yakun Kaya Toast located in Jl. Iskandar Muda No.109, Sei Sikambing D, Kec. Medan Petisah, Kota Medan, Sumatera Utara 20111.The sample used in this study is 110 respondents. For processing and analyzing data in this study, namely by using AMOS version 22.0 as software for data processing. This study has four hypotheses and all of them have significant results
 
 
 
 
 

PENGARUH CITRA MEREK DAN LOKASI DALAM MENENTUKAN KEPUTUSAN PEMBELIAN PADA TOKO HW BAKERY SITUBONDO DENGAN KEPERCAYAAN KONSUMEN SEBAGAI VARIABEL INTERVENING

HW bakery Situbondo shop is a business engaged in the food business. Until now, HW bakery Situbondo continues to grow. The purpose of this study was to analyze and test the effect of Brand Image and Location in determining Purchase Decisions at the HW Bakery Situbondo Store with Consumer Trust as an Intervening Variable. This research is an explanatory research. The population in this study was HW Bakery Situbondo. The sampling technique was determined by quata sampling. Data analysis and hypothesis testing in this study used the Structural Equation Model - Partial Least Square (PLS-SEM).
 The results of the direct influence hypothesis test using the Smart PLS 3.0 application, show that Brand Image has a significant effect on consumer trust, Location has a significant effect on consumer trust, Brand Image has a negative but not significant effect on purchasing decisions Location has a significant effect on purchasing decisions, consumer trust has a significant effect on Buyer's decision. The results of the indirect effect hypothesis test show that the Brand Image variable has a significant effect on Purchase Decisions through Consumer Trust, Location has a significant effect on Purchase Decisions through Consumer Trust,

The Effect of Electronic Word of Mouth, Brand Image, and Brand Trust on Consumer Purchase Decision on Camille Organic Beauty Face Mask

This study aims to determine the effect of electronic word of mouth, brand image, and brand trust on purchasing decisions of consumers of organic face mask Camille beauty in the city of Malang. This type of research is quantitative research. The sampling technique uses purposive sampling. The sample in this study was 166 respondents. The data collection technique used a questionnaire in the form of a google form which was distributed online through social media and analyzed using SPSS version 25. The results showed that electronic word of Mouth had a positive and significant effect on buying decisions. Brand Image has a significant effect on purchasing decisions. Brand Trust has a positive and significant effect on purchasing decisions. electronic word of mouth, brand image, and brand trust simultaneously on purchasing decisions, the three independent variables have the same positive and significant effect on purchasing decisions.

Factors Affecting Buyer Decision on Tourism Business Event

Not a lot of research related to the determinants that influence delegates to participate in an event. This research is related to a number of factors that influence delegates who are tourism business key players when participating in a tourism event as the case is JITM 2019 which held at Yogyakarta. These factos are including accessibility, event organizer, accommodation, venue, and perceived of prices. By observing on 100 respondent who were buyer at the event and by using classical assumption test, it was found that these five factors i.e accessibility, event organizer, accommodation, venue, and perceived of prices were indeed proven to significantly influence the decision to participate in the event. Accomodation is the most influential factor, as for the details discussed in this paper.
 Keywords: participation; business event; decision; MICE.

Market amplification or transformation? The role of industry analysts in spreading WOM in B2B

PurposeThe purpose of this study is to address these questions. Word-of-mouth (WOM) is increasingly important in business-to-business (B2B) decision-making. Yet, research on this topic is rather limited, and often borrows from business-to-consumer (B2C) WOM literature. The question remains as to whether these assumptions realistically occur in B2B WOM. Specifically, this study explores the following questions: What value does B2B WOM have? Why do social media influencers in B2B engage in WOM? What type(s) of social media influencers spread WOM in B2B?Design/methodology/approachTo address these questions, this study adopts a qualitative research strategy. This study focuses on industry analysts in information technology markets who often influence the buying decisions of customers through their expertise and recommendations of technology solutions. Based on interviews with these influencers, this study explicates B2B WOM, an area the authors know much less of in comparison to B2C WOM.FindingsThis study reveals differences in who spreads WOM within B2B, their roles, key features of their content and how they spread WOM. Second, this study demonstrates the types of actors spreading WOM in B2B in relation to the type of WOM and how it actually influences B2B markets.Originality/valueThis study broadens the current definition of WOM and, specifically, showcases WOM not only as amplifying messages but as a means to co-create the market itself with vendors and clients. This research offers several contributions to the B2B WOM literature and influencer practice.

Pengaruh Harga, Produk, Promosi dan Lokasi terhadap Keputusan Pembelian Rumah pada Perumahan Satria Nusantara Kabupaten Konawe (Studi Kasus Pada Perumahan Satria Nusantara Kabupaten Konawe)

This study aims 1) to determine the effect of price on home purchase decisions at Satria Nusantara Housing, Konawe Regency. 2) to determine the effect of the product on the decision to purchase a house at the Satria Nusantara Housing, Konawe Regency. 3) to determine the effect of promotion on home buying decisions at the Satria Nusantara Housing, Konawe Regency. 4) to determine the effect of location on the decision to buy a house at the Satria Nusantara Housing, Konawe Regency. The population used in this study are consumers who buy houses at the Satria Nusantara Housing, Konawe Regency with a total of 67 respondents. The method used in sampling is the Slovin technique formula and the analysis method using multiple linear regression using the SPSS application. The results of this study indicate that the price has a significant effect on the decision to purchase a house at the Satria Nusantara Housing, Konawe Regency. The product has a significant effect on the decision to buy a house at the Satria Nusantara Housing, Konawe Regency. Promotion has a significant effect on home buying decisions at the Satria Nusantara Housing, Konawe Regency. Location has a significant effect on home purchase decisions at the Satria Nusantara Housing, Konawe Regency.

Halal Label on Japanese Skincare Product and Its Implication on Indonesian Muslim Consumers’ Buying Decision through Religiosity

This research aims to examine the impact of halal label on buying decision that is mediated by religiosity. Previous studies on these variables did not illustrate consistent findings. Therefore, this research is done to provide more empirical evidence by studying Skin Aqua, a Japanese skincare brand in Indonesia that has recently displayed a halal label on its new packaging. Utilising a survey method, the questionnaires were distributed to 100 respondents selected by using the purposive sampling technique. The path analysis technique was used to examine the hypotheses. The result indicates that halal labels cannot directly bring a significant influence on buying decisions, but religiosity does. Moreover, religiosity may strengthen the impact of halal labels on Indonesian Muslim consumers’ buying decisions, because the effect of Halal Label to Buying Decision is more significant in an indirect manner rather than the direct one.

The Impact of Entertainment on Buyers’ Decisions via Facebook: Jordanian Youth Behavior of E-Fashion Stores Context

This study aims to determine the impact of social media entertainment on buying decisions via the Facebook platform. The research is quasi-experimental and is quantitative and descriptive. The sample size reached 500 active Facebook users from the Jordanian youth, and the snowball sample technique was employed. A questionnaire is the only tool used to collect the primary data and contains closed-ended questions. The Likert five-point scale measures the responses through the partial least squares (PLS) method. It was concluded that there is a positive statistical impact of social media-based entertainment on the buying decisions from e-fashion stores on the Facebook platform, and social media entertainment explains 28% of the variations in the buying decisions from e-fashion stores via Facebook. Social media is an effective and safe solution to cutting high unemployment rates in the Jordanian economy. The e-buying experience depends on entertainment, enjoyment, relaxation, and leisure. It is a radical solution for creating new jobs in the economy and decreasing the poverty rates among poor and unemployed people.

The Influence of the Peer Effect on Farmers’ Agricultural Insurance Decision: Evidence from the Survey Data of the Karst Region in China

Low insurance participation rate and low willingness to insure among farmers have always been major problems in the sustainable development of agricultural insurance in China. This paper attempts to examine the peer effect on farmers’ agricultural insurance buying decisions and explore its mechanism. We have established an IVprobit model, using the survey data of 9452 farmers in the karst regions in China. The empirical results show that: (1) Peer effect has a significant influence on farmers’ participation in agricultural insurance. A 10% increase in farmers’ neighbors’ participation in agricultural insurance increases the likelihood of farmers’ participation by 3.25%. (2) Peer effect promotes farmers’ participation by enhancing farmers’ risk perception and insurance cognition. (3) Peer effect is asymmetrical: male and larger-scale farmers have more significant effects on their peers and probably lead the participation in agricultural insurance. The results of the study have the following policy implications: (1) Increasing policy publicity and enforcing policy advocacy would magnify the positive impact of peer effect. (2) Increasing the participation rate of male and larger-scale farmers by policy interventions, which would give full play and a positive demonstration effect of specific groups. (3) Innovating insurance publicity methods to enhance farmers’ risk awareness and insurance cognition. (4) More concentration should be focused on the primary-level governance in rural China. We should advance the stock of rural social capital on all fronts to leverage the role of peer effect within rural areas.

Pengaruh Pengetahuan Produk, Religiusitas dan Kualitas Produk Terhadap Keputusan Pembelian Produk Makanan Olahan Halal di Kota Bogor

This study aims to determine the effect of product knowledge, religiosity, product quality on the decision to buy halal processed foods. The independent variable in this study are product knowledge, religiosity dan product quality, while dependent variable is buy decision. The research method used is quantitative. The data in this study were collected through questionnaires with google form application which distributed to consumers who had bought dan consumed halal processed foods in Bogor city. Amount of respondents in this study as much as 100 respondents. The data analysis method used is Structural Equation Modeling (SEM) with the approach Partial Least Square (PLS). The results of this study showing variable of product knowledge has a positive but not significant to product knowledge while religiosity and product quality variable have positive and significant to product knowledge.
 Keywords : Halal Processed Foods, Product Knowledge, Religiosity and Product Quality