Changes In Purchasing Behavior Research Articles

Utilizing Data Mining Techniques to Analysis Changes in Purchase Behavior of Batik’s Customers

Sales transaction data contains rich information potentially used to support company competitiveness. However, interpreting and utilizing transaction data in developing marketing strategies remains a challenge, even for big companies. Therefore, this research aims to develop marketing strategies using data mining techniques. A medium-sized company focusing on producing and selling traditional motif clothes (batik) will be used as a case study. The negative sales trend is the biggest issue currently faced by the company. Hypothetically, this problem is caused by imported products sold at lower prices or changing consumer behavior after pandemic covid. Currently, the company only implements simple analysis of its transaction data. The analysis of transaction data, conducted through five data mining stages, yielded a shift from purchasing small quantities to larger quantities, increased purchases during the final week of each month, and increased purchases on religious occasions. Furthermore, the analysis revealed that 31.29% of all transactions were attributed to loyal consumers, and 192 customers exhibited in Cluster 1 (high transaction quantities and high transaction values). Further investigation also revealed that customers categorized as loyal customers and Cluster 1 have different behaviors that can be used to develop further customer relationship programs. Future research can be conducted by employing data mining techniques to study the organization's assortment of products. Management discussions reveal that changes in consumer buying behavior extend to the selection of items and batik themes.

The Impact of (COVID)-19 on Beverage Purchasing Behaviors in Korea.

Objective: In this study, we examined changes in purchase behavior of alcoholic beverages (ie, soju, beer, wine, traditional Korean liquor, and liquor) and non-alcoholic beverages (ie, fruit and vegetable juices, coffee, tea, bottled water, milk, yogurt, and plant-based milk) before and after the COVID-19 pandemic. Methods: Monthly beverage expenditure data, based on Korean household demographic information, was used for 3 years and 6 months. The 2-part model was used for analysis. To examine the effect of COVID-19, beverage expenditure was analyzed after dividing it into short-term and long-term effects. Results: Our results show that the probability of purchasing alcoholic beverages increased owing to the long-term effect of the COVID-19 pandemic. The amounts of beer, wine, and traditional Korean liquor purchased increased in the long-term. The purchase of sweet drinks decreased (ie, fruit and vegetable juices and yogurt) in the long-term because of the effect of the pandemic. On the other hand, tea, water, and plant-based milk expenditures increased. Conclusion: This beverage consumption pattern reflects both unhealthy (ie, an increase in alcoholic beverage purchases) and healthy drinking behaviors (ie, a decrease in sweet beverage purchases and an increase in tea, water, and plant-based milk purchases).

The Effects of the COVID-19 Pandemic on the Mass Market Retailing of Wine in Italy.

The purpose of this study was to provide a detailed framework of wine purchases in supermarkets during the COVID-19 pandemic. The unexpected diffusion of the virus and the restrictions imposed in Italy to prevent its spread have significantly affected the food purchasing habits of consumers. By analyzing the scanner data of the wine sales in the Italian mass market retail channel, this study was intended to show whether and how the dynamics triggered by the pandemic have modified the overall value and type of wine purchases, focusing on prices, formats, and promotional sales. In particular, this study explores sales in two separate periods, namely March–April (the “lockdown”, with general compulsory closing and severe restrictions) and June–July 2020 (the “post-lockdown”, in which some limitations were no longer effective). The analysis of wine sales during lockdown and post-lockdown and the study of the variations compared to the sales of the previous years showed some significant changes in purchase behavior. The results could provide managers, researchers, and policy makers with extensive insights into the purchasing patterns of consumers during this unprecedented time and reveal trends that may characterize the structure of the future wine demand.

Effect of UK plain tobacco packaging and minimum pack size legislation on tobacco and nicotine product switching behaviour

The introduction of plain tobacco packaging and minimum pack size legislation in the United Kingdom between May 2016 and May 2017 was accompanied by substantial changes in tobacco product diversity and pricing. This study investigates the extent to which these changes were associated with consumer switching between tobacco product types and price segments, and from tobacco to non-tobacco nicotine products. Longitudinal study (changing trends in product and price choices) and survey (reasons for consumer choices). Great Britain PARTICIPANTS: We used 11 695 British households from Kantar Worldpanel who purchased tobacco and non-tobacco nicotine products from March 2011 to December 2017. Product choice was defined using household's monthly purchases of tobacco (cigarettes, roll-your-own (RYO) tobacco, cigar/cigarillo and pipe tobacco) and non-tobacco nicotine products (e-cigarettes and nicotine replacement therapy), while price was defined using price paid by pack size and by price quartiles. Our switching analysis considered three switching alternatives: switching to a different tobacco product or to a combination of tobacco products, switching to any non-nicotine tobacco product, and switching out of our dataset. We explored changes in price quartile purchasing behaviour using binary variables for whether a household purchased or not from each price quartile monthly. Finally, self-declared consumer's choice was assessed through survey responses. The introduction of plain packaging and minimum pack sizes coincided with major switching to purchasing of pack sizes of 20 cigarettes or 30g or larger RYO tobacco (>99% of purchases in December 2017) and a migration towards lower-price cigarettes, as for cigarettes, around 80% of purchases were in the lowest price quartiles at the end of the study period compared to about 50% at the start of the study period. During the first 6months of implementation there was also a marked increase in the likelihood that cigarette smokers would switch to non-tobacco nicotine (OR 1.74, 95% CI: 1.18 to 2.57), predominantly e-cigarettes, compared with the period before May 2016. Survey results suggest that price was the main driver of changes in purchasing behaviour. Implementation of plain packaging and minimum pack size legislation in the UK appears to have been associated with tobacco users switching to lower price tobacco products and to e-cigarettes.

Self-indulgence and purchasing behavior toward fast moving consumer goods (FMCG) during the inflation time

Inflation is no longer a new thing to Vietnam. Vietnam was in the top ten countries in the world which had the highest inflation rate in 2011 and the threat of inflation always exists till now. Vietnamese consumers, as a result, prepared themselves to cope with the tough economic time. This study’s aim is to study the attitude and behavior of Vietnamese consumers when buying FMCG categories during the inflation time. The research classifies whether Vietnamese consumers have any change in purchase behavior during inflation versus a normal economic situation and their future purchase intention in correlation with their perception towards future macro economics’ context. The study includes the research on several aspects such as the consumers’ attitude towards economy status, needs of self-indulgence, and the change in consumers’ FMCG spending during inflation time as well as their concerns about their future FMCG purchase.

No Longer Riding Dirty: The Effect of Electric Vehicle Subsidies on Automobile Markets

Global efforts to stymie greenhouse gas emissions have been diverse and multifaceted; with limiting carbon emissions from internal combustion automobiles being implicated as a key tactic. In this work, we examine one approach taken by governments to steer consumers away from traditional vehicles and accelerate the diffusion of green technologies: subsidizing the purchase of electric automobiles. While many subsidies have accelerated the diffusion of EVs, the source of the change in purchase behavior remains unknown. On the one hand, as policymakers hope, such subsidies might be cannibalizing established fossil-fuel vehicle markets, i.e. cannibalization. On the other hand, new markets might be emerging as a result of purchases made by customers who otherwise would not have purchased a vehicle, i.e. market expansion. Leveraging the phased rollout of an electric vehicle subsidy in China, we find that subsidies strongly encourage EV purchase, but yield no notable effect on traditional vehicle purchasing. This suggests a market expansion effect and undermines the efficacy of subsidies in slowing traditional vehicle sales; indicating that while subsidies can accelerate the diffusion and adoption of de novo technologies, the abandonment of outmoded technologies is not guaranteed. Further, we find these effects are moderated by non-pecuniary motivations, viz. air pollution. Theoretical and practical implications are discussed within.

App Adoption: The Effect on Purchasing of Customers Who Have Used a Mobile Website Previously

A key question for retailers who already offer a mobile website is, whether they should add an app as an additional purchase channel. We address this issue by exploring whether consumers' app adoption stimulates additional purchases and how this change in purchase behavior differs across customers with different levels of spending share for different product categories and customer loyalty. By using transactional data from a Chinese online retailer, we show that app adopters have higher purchase incidence, buy more frequently, and spend more in each order than non-adopters. We also find that app adoption has a stronger positive effect on the order size of customers who have a lower spending share of high-price products and customers who are less loyal to the focal retailer. Hereby, we contribute to multichannel and mobile marketing literature by empirically examining the effects of adding a similar (mobile) purchase channel to an already established (mobile) purchase channel. Managerially, our results suggest that apps are worth investing in despite their similarity to mobile websites and can induce non-loyal customers to purchase more and thus potentially foster these customers' loyalty.

What drives the choice of poultry market channel and the change of purchase behavior due to highly pathogenic avian influenza outbreaks?

In Indonesia, market channels play an important role in food security in poultry meats. This review explains Indonesian consumers' choice of market channels to purchase poultry, and consumer concern of food scares and food safety in their consumption due to highly pathology avian influenza (HPAI) outbreak. The survey was conducted for the traditional and the modern channels and involves a sample of 1096 respondents in the Greater Jakarta Area. The logistic regression analysis reports the model proved that the substantial findings in the choice for the modern poultry market channel are the price/quality relationship, the safety feature, and the level of consumer trust. Some variables explaining the change in purchase behavior due to HPAI outbreaks are similar to the results of the choice of market channel. This study shows that the developed assessment can be used by the government to make the poultry supply more safe.

CHANGES OF FOOD PURCHASING HABITS

Nowadays it is not only macro economical factors, such as the economic crisis, that effect the changes in the food purchasing behavior in a settlement, but also micro economical factors, like the appearance of a new food retail chain in the same settlement or the opening of another food retail unit of a chain already having units in that settlement. My objective was the analysis of the changes in food purchasing habits of the last decade, from the point of view of supply, in all the settlements of the aggregation of Szolnok city and in settlements with a significant population, and provided with food retail chains, in the Szolnok agglomeration. As a method of my research, I chose deep interview. I have carried out more than fifty deep interviews with food retail shop managers/ deputy managers and with Szolnok being the headquarters of Coop Szolnok Zrt, with the Chairman and General Director of the company, with the Marketing Manager and with two store managers. In order to process the deep interviews, I used the wordclouds method. The questions of the deep interview included the characteristics of the changes in purchasing behavior (timing, length of shopping, basket value, frequency, content and number) in general and also in particular regarding the shop of those questioned. Customer segments were mentioned according to their different purchasing habits, out of which a proportion has lost its importance. It is a general observation – with respect to the exceptions – that due to the daily operative tasks, decision-makers know only the purchasing habits of their own customers, having less view over the changes in purchasing habits characteristic for the settlement as a whole. Regarding the satisfied and loyal customer, all of the respondents could much easier draw a distinction between features from the point of view of the store of his own and those in general. Regarding store choice, I especially attached great importance to the factors influencing daily and big shopping at a different degree. To get to know the opinions of those questioned, I also enquired about the criteria influencing store choice, such as price, own-label products and Hungarian ownership. The deep interviews showed the grave effect of the „law of gravitation”, since not only the purchasing habits of those living in Szolnok, but also of those in the agglomeration changed as a result of the opening of a new or another hypermarket, supermarket or discount store. It is obvious that the development of the infrastructure has a greater effect that the natural changes in demand and complex premises have a better chance to win the competition in the area than scattered sites do. Negative attitudes towards chains are insisted on, but they are overwritten by convenience and a presumed lower price. The results of the organizational deep interviews served as a basis to compare them with the results of the representative customer questioning (with a questionnaire) and those of the deep interviews.

A Distance-Based Approach for Mining Changes in Purchase Behavior in Retail Sale

The research paper proposes the relevance of a distance-based approach for change mining and suggests a technique for distance-based change mining. Change mining gives an insight to the retailers on the changing purchase behavior of the shoppers. The research makes an attempt to account for the distance between the attribute-values within a feature of the customerprofile while measuring the similarity between two patterns.

The Impact of Survey Participation on Subsequent Customer Behavior: An Empirical Investigation

Recent research studies have shown that, in the aggregate, survey participation is associated with increased purchase behaviors. Whereas selective customer response could be responsible for some of this correlation, we conclude that survey participation does cause changes in purchase behavior. On the basis of this conclusion, we investigate the possible differential impact of participating in a firm-sponsored satisfaction survey on (1) services purchases, (2) responsiveness to promotions, (3) interpurchase time, and (4) spending, across customers. We develop a joint model of these four customer behaviors and explicitly examine the role of customer characteristics and store-specific variables in moderating the effects of survey participation. We also study how these effects change over time. The data used for the analysis come from a longitudinal field study of customer satisfaction conducted by a U.S. automotive services firm. It contains two groups of customers. One group was administered a customer satisfaction survey and the other was not. Our results reveal a substantial positive relationship between satisfaction survey participation and all the customer behaviors studied. Assuming a causal relationship, we also find the effects of satisfaction survey participation to vary across customers and stores, and over time.

Animosity on the Home Front: The Intifada in Israel and Its Impact on Consumer Behavior

International animosity significantly affects the purchase of foreign products. However, domestic conflicts are also rampant in many countries, giving rise to similar issues. October 2000 marked the beginning of the second Arab Intifada (uprising) in Israel. In contrast to the first Intifada of the late 1980s and early 1990s, this time, Israeli Arabs joined the Palestinians in violent demonstrations in Israeli locations with large Arab concentrations. This research studies Jewish Israelis’ reactions to Arab Israelis in the context of purchases and consumption of products and services produced or marketed by Arab Israelis. It examines animosity, its antecedents, and its consumption consequences within the large Jewish majority of the population in Israel. The authors find that dogmatism, nationalism, and internationalism affect animosity, which in turn predicts willingness to buy and actual changes in purchase behavior for goods and services produced or marketed by Israeli Arabs. In contrast to previous research, animosity also predicts product judgments.

Structural Information Factors which Stimulate the use of Nutrition Information: A Field Experiment

Four structural information factors were tested in an in-store experiment. Nutrition information was presented on point-of-purchase signs and changes in brand sales were monitored. The sales data reveal that changes in purchase behavior are a function of two structural properties of the information, its presentation format and the extent of variation in brand ratings on a sign.