Consumer Purchase Decision Process Research Articles

An integrated analysis of consumer purchase decision-making on second-hand trading platforms: evidence from china

ABSTRACT In the context of circular economy and sustainable development, second-hand trading platforms are in the preliminary stages of development, revealing the consumer behavior of second-hand trading platform consumers has become a challenging topic. Previous studies have often used technology acceptance models to analyze consumers’ acceptance of electronic commerce platform technologies. However, these studies have not analyzed consumer purchase decision-making well, lacked affective explanations of the logic of consumer decisions, and lacked discussions of multiple stakeholders. Therefore, this study proposes a comprehensive framework model for consumer decision making on second-hand trading platforms. We analyzed consumer purchase decision process, identified three key dimensions eight factors. Through a combination of the ABC attitude model and the technology acceptance model, we sorted out a hypothetical model consisting of cognitive, affective, and behavioral. Then, we validated and analyzed the empirical results in China using the partial least squares structural equation technique. The findings underscore the significant impact of product and platform dimensions on consumer sentiment and behavior. Theoretically, this study advances the understanding of consumer decision-making in the context of second-hand platforms, particularly within the framework of the circular economy. Practically, it offers actionable insights for merchants and platform operators to enhance user experience and service quality, thereby supporting the sustainable growth of e-commerce.

THE ROLE OF LOCATION MEDIATION ON PURCHASE INTEREST TOWARDS CONSUMER PURCHASE DECISION IN RETAIL INDUSTRY

Not all purchase interest will lead to a purchasing decision, one of the keys to success in the retail industry is through the role of location (captive market). This study aimed to explore the role of location (captive market) in mediating the linkage between purchase interest and purchase decision of minimarket consumers in Kediri City. The current study uses quantitative methods by collecting data accidentally through surveys of Indomaret and Alfamart minimarkets consumers in Kediri City. Using Hair et al.'s theory, the sample was determined to be 150 respondents. All data obtained were analyzed using path analysis via the SPSS and AMOS applications. The study results indicate that the role of location (captive market) is able to mediate the linkage between purchase interest and consumer purchase decision. Partially, purchase interest and location have a positive and significant impact on consumer purchase decision. Thus, these results enhance the understanding that location (captive market) plays an important role for purchase interest in the consumer purchase decision process, particularly in the context of the retail industry.

Impact of Social Media on Purchase Decisions: A Case Study of Pokhara Valley

Background: In the modern digital landscape, the consumer purchase decision process has been transformed by the influence of social media. This evolution has also led to a paradigm shift in marketing strategies. Objectives: This research aimed to assess the impact of social media influencers on purchase decisions with special reference to Pokhara Valley. Methods: This study was conducted in the Pokhara Valley of Nepal, involving 250 respondents. The research utilized a quantitative approach with a descriptive research design. Primary data was collected through a self-administered survey questionnaire. Data analysis involved descriptive statistics and Partial Least Squares Structural Equation Modelling (PLS-SEM) to examine the impact of independent variables on the dependent variable. The study took place in 2023, spanning three months from January to April. Results: The results revealed that online communities have a positive and significant impact on purchase decisions (β = 0.202, p = 0.006). Similarly, perceived usefulness (β = 0.172, p = 0.019), ratings and reviews (β = 0.234, p = 0.002), and trust (β = 0.140, p = 0.035) significantly influence purchase decisions in a positive manner. However, recommendations and referrals do not have a significant impact on purchase decisions. Conclusion: This study concluded that individuals who actively participate in online communities, perceive social media as useful for product information and purchasing, rely on ratings and reviews, and place trust in the platform are more likely to make purchase decisions based on their online experiences. Understanding these factors and their implications can guide businesses and marketers in tailoring their strategies to effectively engage with consumers and drive purchasing behaviour.

The Influence of Social Media Endorsement on Customer Purchase Decision

Celebrity social media endorsement has become a popular marketing strategy over the last decade. However, it is not always effective in the consumer purchase decision process. Sometimes, it brings adverse effects to the brand and product due to the wrong selection of celebrity figures. and for MSME who have limited capital, it is very important to effectively choose celebrities on social media for endorsement so that marketing strategies carried out result in consumer purchase decisions. Therefore, this research aimed to investigate three variables that related to celebrity social media endorsement but had the most significant influence on purchase decisions. Among others: expertise, trustworthiness, and attractiveness so it can be used by marketers or MSME as an insight. This research used a quantitative method to collect the data; there were 205 respondents as a sample. The data will be analyzed with inner and outer models and calculated with PLS statistics. The findings revealed that all variables, including expertise, trustworthiness, and attractiveness, have a positive influence on purchase decisions. However, it is only trustworthiness and attractiveness that have significant influence, with the p-values of trustworthiness (0.042 0.050) and a coefficient obtained of 0.175, which means they have a positive and significant influence also p-values of attractiveness (0.000 0.050) with a coefficient obtained of 0,647, which means a positive and significant influence and expertise had an insignificant influence on purchase decisions with p-values (0.843 > 0.050) and a coefficient of 0.014, which means it had a positive and insignificant influence on purchase decisions. This research has come to the conclusion that MSME may consider applying celebrity social media endorsements to their campaigns, but they must take into account the variables that have a significant influence on the purchase decision. Particularly attractiveness, which had the most significant influence.

Factors Influencing the Consumer Purchase Decision Process for Packaged Rice Products in the Yogyakarta Special Region, Indonesia: Implementation of the Concept of Sustainable Development

Abstract Rice is a strategic commodity in the Yogyakarta Special Region because it is a staple food product. The Government of the Yogyakarta Special Region has committed to realizing food security by implementing the SDGs (Sustainable Development Goals) with the aim of ending hunger and increasing food access. Food security of a region is seen from availability, accessibility, security and sustainability. Purchasing decisions are influenced by external and internal factors that continue to change along with changing conditions so that safe and sustainable food supply is needed. The objective of this study is to determine the factors that influence the consumer purchasing decision process for packaged rice in the Yogyakarta Special Region. The method used to analyze the consumer purchasing decision process for packaged rice products in the Yogyakarta Special Region was likert scale assessment followed by factor analysis. The consumer purchasing decision process for packaged rice went through five stages, which were the introduction of needs, information collection, evaluation of alternatives, purchase decisions, and post-purchase. Based on the results of factor analysis, obtained four new factors which influence the decision to purchase packaged rice. The first factor is the service and accessibility factor. The second factor is the price factor and product attributes. The third factor is the internal factors of consumers and products. The fourth factor is the product promotion.

Tactics for Influencing the Consumer Purchase Decision Process Using Instagram Stories

The purpose of this study is to put forth tactics to influence the consumer purchase decision process by using Instagram Stories tools. The tactics are handled with successful examples from around the world. Analysis of the examples reveal that many powerful tools of Instagram Stories such as different camera modes, face filters, stickers, live video, “see more” links, shopping stickers, hashtags, etc. can be used to accomplish business goals like driving online and in-store sales, promoting apps, raising brand awareness, generating leads, gathering follower feedback, and retaining customers by influencing consumers at every stage of the purchase decision process.

Managing the Impact of Fitting Room Traffic on Retail Sales: Using Labor to Reduce Phantom Stockouts

Problem definition: Brick-and-mortar (B&M) retailers must enhance the customer in-store experience to better compete with online retailers. Fitting rooms in B&M stores play a critical role in the customer experience as a venue to experience products and examine alternatives. High traffic in fitting rooms, however, obstructs the customer’s ability to choose a product. In this paper, we (1) examine the impact of fitting room traffic on store performance using archival data, (2) identify phantom stockouts as a plausible mechanism for this impact, and (3) provide a potential solution and quantify the magnitude of its impact using two field experiments. Academic/practical relevance: The consumer purchase decision process framework has been widely used in disciplines such as marketing and information systems. We consider the impact of high traffic in fitting rooms on customer’s purchase decision process. We show that high traffic in fitting rooms affects store sales negatively as it can obstruct customers’ ability to perform information search, evaluation of alternatives, or both. Methodology: We use archival data analysis, a field study, and a field experiment to demonstrate our findings. Results: We demonstrate an inverted-U relationship between fitting room traffic and sales using archival data analysis. Our field study reveals that high traffic in fitting rooms exacerbates phantom stockouts, which could contribute to the decline in sales. Finally, through field experiments at two retailers, we show that a timely backend recovery operation through a dedicated fitting room associate reduces phantom stockouts and increases sales by 22.4%–22.7%. Managerial implications: First, contrary to conventional wisdom that traffic drives sales, we identify that fitting room traffic beyond a certain point can hurt store sales. Second, we find a large magnitude of phantom stockouts in fitting rooms. Finally, we show that dedicated fitting room labor can significantly boost store sales by alleviating phantom stockouts. Our proposed solution was adopted by both retail organizations that we worked with.

Are negative and positive reviews regarding apparel fit influential?

PurposeThe purpose of the current study is to explore how valenced fit reviews affect the consumer decision-making process during online apparel shopping.Design/methodology/approachA single factor (valence of fit review) within-subject experimental design was employed to examine how the valenced fit review (negative vs positive) affects the consumer online purchase decision process. A mock website was created to simulate the online shopping environment through four steps for developing a stimulus website for the main study. The data were analyzed using repeated multivariate analysis of variance and structural equation modeling.FindingsA total of 418 female consumers completed an online self-administrated survey. Results showed that positive fit review was more compelling than negative fit review for female consumers when they like the apparel product. Two aspects of information credibility (review and site credibility) and confidence in purchase decision evoked by both fit reviews and overall product information were significant determinants of the consumer purchase decision process in increasing consumers’ future purchase intentions through attitude to the online retailer.Originality/valueThe current study was an attempt to fill the gap in knowledge regarding the crucial role of fit reviews in apparel product purchase decisions in an online context. This study confirmed the type of fit reviews that would be influential on female consumers’ online purchase decision-making process for apparel products when they liked the apparel product, supporting positive confirmation bias from the information processing point of view. This study contributed to the importance of the two concepts (i.e. credibility and confidence in the purchase decision) in online information processing and purchase decision-making process.

Economical user-generated content (UGC) marketing for online stores based on a fine-grained joint model of the consumer purchase decision process

User-generated content (UGC) is influential in reducing customer perceived risk and determining online store sales. E-sellers spend huge costs and efforts to improve UGC for it serves as a convenient and persuasive alternative for marketing and advertising purposes. Considering that consumers may set lower and/or upper limits (i.e., psychological thresholds) in which the good is expected to be, and purchase decisions are considered as a multi-stage decision process, yet models in previous research cannot uncover this decision-making process. Therefore, exploring the impact of UGC at each decision-making stage and detecting the psychological thresholds on various aspects of UGC (i.e., the fine-grained effects of UGC) contribute to optimizing the UGC with the best cost to boost sales. To this end, a fine-grained joint two-stage decision model, zero-inflated negative binomial regression (ZINB-P) model is proposed to support economical UGC marketing. Specifically, we compile a factors system composed of various types of aggregate-level statistics of UGC, which can impact risk perception. Afterward, change point analysis is used to find multi-level consumer psychological thresholds on UGC factors and consumers’ risk perception model is constructed to measure purchasing probabilities in the first decision-making stage. On the basis of consumers’ risk perception model, the ZINB-P model is built to fully capture the fine-grained effects of UGC factors on each stage of the consumer purchase decision. It integrates two stages of consumer decision: the consumer risk perception and non-compensatory choice in the first stage, and the second compensatory stage. A genetic algorithm is constructed to jointly estimate the parameters in ZINB-P model. Finally, an experiment on a kind of fresh produce from Taobao.com evidences the precision of our model. We demonstrate how our model can provide with economical UGC marketing strategies using a decision support table, in which some scenarios are identified. E-sellers can use this table to find the scenarios they are located in and identify the critical UGC factors that impede the sales in each scenario, and thus economical UGC marketing strategies can be obtained by improving these critical UGC factors.

Green Marketing Practices: Its Antecedents and Impact on Quality in Indian Food Processing Industry

Green marketing initiatives focus on the values and efforts that various companies incorporate into their marketing portfolio. This study analyses the green marketing process and practices prevalent in the food industry of India. Green marketing, along with greening the product and the firm by converting the 4Ps (price, product, promotion and place) of marketing into 4Ps of green marketing, involves a careful understanding of consumer preferences and purchase decision process. An in-depth review of the recent literature indicates that most of the aspects of green marketing align synergistically with the framework in the developed nations and, though it may appear to lag behind momentarily, it is catching-up quickly among Asian countries, including India. With the conscious-consumer at the helm, green marketing is increasingly viewed as a relevant marketing strategy in India towards sustainable development of the food industry. A questionnaire-based survey method was used for the data collection from food companies in India. The data were analyzed using exploratory factor analysis and confirmatory factor analysis was also performed. It was found after analysis that the green marketing practices were positively associated with the product quality. It was also found that the green marketing practices have a positive significant impact on the environmental preservation. Hence, it can be suggested that green marketing practices lead to environmental preservation. In the long-term, both the consumers and the food processing industry stand to benefit greatly from such green marketing initiatives and awareness but the policies and strategies need to be formulated and implemented accordingly.

CREATIVE TOURISM AND DESTINATION MARKETING AS A SAFEGUARD OF THE CULTURAL HERITAGE OF REGIONS: THE CASE OF SABUGUEIRO VILLAGE

This study entails a reflection on sustainability and specific tourism contexts (i.e. creative tourism). It focusses mainly on local communities' determiners in the consumer's purchase decision process in creative tourism. This research has as main goal to understand the determiners in the process of the consumer decision in creative tourism contexts, as well as to verify the growing importance of sustainability. A survey was conducted alongside tourists in Portugal (i.e. Sabugueiro village). Twelve qualitative interviews were carried out in Sabugueiro village, as well as direct observation. Besides, an online questionnaire with the intention of collecting the tourist vision about Sabugueiro village was carried out, resulting in forty-one valid answers. Results demonstrated the importance of tourism to Sabugueiro, genuine opinion from the interviwees about negative impacts of turism and about the brand that represents the village. Territorial marketing is a fundamental tool in the promotion of places, one that must be present in the strategies of local government representatives, helping and promoting a sustainable economic and social development of the regions. In addition, the study revealed the view of the tourist about satisfaction with the trip and their sense of responsibility as a tourist for the good development of tourism. It was possible to understand the perception of tourists in Sabugueiro and assess the experience of visitors and the theoretical and practical contributions to local development and public marketing. Implications for future research are also presented.

INFOMERCIAL REKLAMLARIN (TANITICI REKLAMLARIN) SATIN ALMAYI ETKİLEYEN FAKTÖRLER AÇISINDAN DEĞERLENDİRİLMESİ

Bu çalışma, tüketicilerin infomercial reklamlara yönelik tutumlarını ve tutumun satın alma kararı üzerindeki etkisini belirlemek amacıyla yapılmıştır. Infomercial reklam, doğrudan tepki televizyon pazarlamasında kullanılan bir yöntem olarak karşımıza çıkmaktadır. Bu nedenle literatür taramasında önce doğrudan pazarlamadan, daha sonra infomercial reklamdan söz edilmiştir. 
 Çalışma kapsamında infomercial reklama yönelik tutumu etkilediği düşünülen; infomercial reklama yönelik algı, infomercial reklamdan satın alan kişinin özellikleri ve infomercial reklam içeriği ile tutumdan etkilendiği düşünülen satın alma kararından oluşan bir model oluşturulmuş ve aralarındaki ilişkiler araştırılmıştır
 Araştırma yönetimi olarak hem kalitatif hem de kantitatif araştırma türleri kullanılmış, kalitatif kısım için odak grup çalışmalarından, kantitatif kısım içinse anketlerden yararlanılmıştır. Araştırma sonucunda ortaya konulan bulguların ve modelin doğrudan pazarlama, doğrudan tepki pazarlaması ve infomercial reklam yazınına katkıda bulunması hedeflenmektedir.

Analisis Pengaruh Brand Name, Service Quality, dan Promotion Terhadap Keputusan Pembelian Konsumen Pada Miniso Tunjungan Plaza Surabaya

ABSTRACTMiddle-class consumers need products of good quality, competitive prices and lifestyle. One of the factors that influence consumer behavior in purchasing is lifestyle. Companies must understand the consumer purchase decision process especially in terms of brand name, service quality and promotion. This research is limited to Miniso outlet in Tunjungan Plaza Surabaya. Research respondents are limited to visitors of Miniso Tunjungan Plaza Suraaya in the 17-35 year age range. The type of this research is quantitative descriptive research and instrument used in the form of questionnaire. Data analysis technique used quantitative descriptive data analysis. The validity of data is obtained through validity and reliability. Based on the analysis of the influence of brand name, service quality and promotion of customer purchasing decisions at Miniso Tunjungan Plaza Surabaya from April to May 2018 the result is Brand Name (X1) has a positive influence on Customer Purchase Decision (Y). Service Quality (X2) has a positive influence on Customer Purchase Decision (Y). Thus, the increase or decrease in customer purchasing decisions can be explained directly by service quality. Promotion (X3) has a positive influence on Customer Purchase Decision (Y).

The impact of zero moment of truth on consumer buying decision: An exploratory research in Turkey

As a result of technological improvements, consumer purchase decision process deviates from its traditional behaviors. Considering the traditional consumer behavior, process of product purchase decision begins with being exposed to a stimulus, to various phases, finally to decision phase. Technological changes enable consumers to have ready access to available rich information about all types of products immediately after being exposed to a stimulus. At this stage, a new concept Zero Moment of Truth (ZMOT) plays a crucial role that accompanies more information seeking activity prior to going to the store. In this study, theoretical and existing academic literature investigated with a prior similar research conducted in US and Asia to analyze the results across different demographic segments, and to compare ZMOT against other MOTs.

Soccer Fans’ Motivations, Attitudes, and Behavioral Intentions across Ethnicity and Gender Lines: Are Hispanics in the United States More Passionate about Soccer than Caucasians?

Understanding Decision Making of Consumers through Advertising Strategy and Integrated Marketing Dr. Bandar Khalaf Alharthey Abstract Considerable research has been carried out to broaden the understanding on consumer purchase decision making process through advertising strategy and integrated communication. The research has used quantitative research method, and recruited a sample of 200 adults for the collection of data. It has been found in this research that there is a strong positive correlation exists between consumer purchase decision making and advertising and integrated marketing. The research concludes that advertising and integrated marketing are important in development of understanding regarding consumer purchase decision process. Full Text: PDF DOI: 10.15640/jmm.v3n2a5

Perceived deception in online auctions: Antecedents and consequences

Despite the explosive growth of electronic commerce, individuals hesitate to shop online due to acts of deception, a behavior which is especially exaggerated on auction websites. The study explores antecedents of perceived deception from a deceptive impression management (IM) perspective to understand the consumer purchase decision process in online auctions. This study proposes online deceptive IM as the antecedent of perceived deception, and trust and transaction intention as consequences of perceived deception in online auctions. The study discusses the moderating effects of involvement with the online channel in consumer decision making. Possible approaches to addressing online deception are provided.

Phase transition of multi-state diffusion process in networks

The spread of viruses, ideas, technologies or behaviors in networks has been widely studied using mathematical models of contagion [7, 5, 8]. Understanding these dynamical processes is important to control and prevent the spread of diseases, and to maximize the influence of a product in online social networks. One of the most studied contagion models so far is the Susceptible-Infected-Susceptible (SIS) model. In this model, there are k = 2 states and each node in the graph is in one of these two states: Susceptible or Infected. This model describes the spread of contagions like flu (without immunity) or idea. In practice, the SIS model can be quite restrictive since the degrees of interest in a contagion among individuals are different. For example, consider the case in which the diffusion process is designed to describe a product adoption [1, 6]. At some point of time after the product release, some people may have purchased the product while some may have not. For example, the consumer purchase decision process theory [2] suggests that there are five stages until a consumer purchases a product and influences others. The states include produce recognition, information search, alternative evaluation, purchase decision, and post-purchase behavior. This implies that one needs to further divide the susceptible state into several states according to the degree of interest. This is also intuitive because the adoption of a new product may need exposure from more than one customers. In this work, we propose a generalization of the SIS model by allowing the number of states of adoption (or infection) to be more than two (k ≥ 2). In particular, the states can range from 0 to k−1, where the state k−1 is the active state, that the node is infected and can influence other neighboring nodes. Nodes whose state is in 0 to k−2 can be promoted to a higher state if they are exposed to their infected neighbors (whose state is in k−1). We analyze the epidemic threshold dynamics, according to which initial condition leads to or prevents a disease outbreak. However, the traditional branching process approaches (that deal with a single initial spreader) [7] cannot be applied directly to this setup since we allow any fraction of initial infective nodes. Specifically, we use the multidimensional mean-field method to analyze our model and determine the condition of phase transition. We believe that our work is a step towards elucidating the complex interactions between nodes in the epidemic spreading. The key result of our research is that our method pre-

CONSUMER BEHAVIOUR AND ITS INFLUENCE ON CONSUMER RIGHTS VIOLATIONS

Today’s market is characterized by a wide range of goods and services. Furthermore, technologies have been constantly improved, a growing number of new products enter the market, meanwhile, the customers face an increasing difficulty to select the products from the mentioned variety. Some products achieve success and recognition – consumers buy them and make profit to company – while other products are not purchased. As there is a strong competition among companies, it is essential for business to know the consumer behaviour, to analyze why one goods are purchased more than others, what determines the decision of consumer to purchase or not to purchase, and what measures should be undertaken, in order to attract consumer attention on product or service. Seeking to find out the peculiarities of consumer purchasing, research are carried out, behaviour models are developed that help to reveal the main reasons of purchase. The consumer purchase decision process consists of certain stages, where consumer purchase decision is influence by both external (culture, social class, influence groups, family, etc.) and internal (attitude, personal experience, motivation, values, lifestyle, understanding, knowledge and learning, etc.) factors. The entrepreneurs, knowing the peculiarities of consumer purchasing, often take advantage of the superior position and mislead them, provide inaccurate information about goods and services, fail to state the side effects of consumption, etc. The problem, discussed in the article, is whether consumer behaviour influences the violations of their rights, and what consumer violations are possible in consumer decision making stages. The aim of the article – to find out the interaction between consumer behaviour and violations of their rights. The following four objectives were set, in order to achieve the aforementioned aim: to disclose the interaction between business and consumer; to analyze a theoretical model of consumer decision making process and to identify the main fields of violation of consumer rights; to determine the influence of external and internal factors, stimulating the consumers to make a decision to purchase, on violation of consumer rights; to explore the interaction between violations of consumer rights and consumer behaviour. The research revealed the interaction between business and consumer. The business develops goods and services, which meet the needs of consumers, while the consumers purchase them and make profit to company. When business uses the superior position and misleads a purchaser by giving inaccurate information about product, the interaction between business and consumer is violated. The consumer behaviour indirectly influences the violations of their rights, since consumers buy goods and services, following certain consistency. As there is a strong competition in the market and seeking to make a quick profit, the entrepreneurs take advantage of knowledge about stages of consumer decision process and about influence of external and internal factors on purchase. DOI: http://dx.doi.org/10.5755/j01.eis.0.7.5034

The Influence of Celebrity on the Brand-Image and Consumer Purchase Decision Process When Participating in the Product Planning and Development : Based on Cosmetics

엔터테인먼트 산업은 다양한 산업과 마케팅 연계가 가장 활발한 분야이다. 특히 실연자가 광고모델로 특정 제품 및 서비스를 홍보하는 마케팅은 대표적인 사례이기도 하다. 최근의 추세는 실연자가 단순 광고 모델 역할을 넘어서 제품 및 브랜드의 기획, 개발에 참여 하는 사례가 나타나고 있는데, 실연자의 제품 기획, 개발 참여가 해당 브랜드에 대한 이미지와 소비자의 구매 의사에 어떤 영향을 미치는지를 연구해 보고자 한다. 본 연구 결과는 유명 실연자인 고현정이 소속되어 있는 (주)아이오케이컴퍼니에서 고현정과의 협업으로 실제 진행하고 있는 실연자 브랜드 사업 모델을 중심으로 연구하였으며, 해당 결과는 향후 광고주들에게 차별화된 마케팅의 새로운 방안으로 시사점을 제공 할 수 있을 것으로 생각한다.

Consumer purchase decision process on the internet marketing

Son yıllarda İnternet, işletmecilik ve sosyal hayatta radikal değişikliklerin yaşanmasına neden olmuştur. Bugün, artık İnternet pazarlamanın önemli bir iletişim aracıdır. İnternet’in yoğun yaygın olarak kullanılmaya başlanmasının en önemli nedeni kullanım maliyetinin ucuz olmasıdır. Bu nedenle tüketiciler de İnternet’i sıklıkla kullanmaktadır. Dolayısıyla pazarlama açısından da İnternet son derece önemlidir. Bu çalışmada ise İnternet’te pazarlama faaliyetlerinde tüketici satın alma karar süreci değerlendirilmiştir.