Future Purchase Research Articles

Understanding the consumer purchase behaviour towards green electronic products: using insight from the theory of planned behaviour

PurposeThis research investigation aims to explore the factors that affect purchasing behaviour among consumers in India in the context of green electronic products with the aid of the extended theory of planned behaviour (TPB) by incorporating two additional constructs, namely environmental concern and ethical obligation.Design/methodology/approachThe current research adopted a quantitative methodology, utilising a survey (questionnaire) to gather data from respondents residing in Delhi-NCR, India. A convenience sampling technique was used to select these respondents. Both online and offline modes were used to collect the data. Moreover, to evaluate the theoretical foundation of the investigation, the researchers employed PLS-SEM (partial least square structural equation modelling) on 346 useable samples.FindingsThe outcome reveals that attitude, subjective norm and perceived behaviour control (PBC) are significant predictors, supplementary constructs such as environmental concern are not significant predictors, whereas ethical obligation is a substantial predictor of purchase intention. Consumer purchase behaviour, in turn, is influenced by consumer purchase intention.Practical implicationsThe outcome of this research could help the country’s legislators formulate policies and programs related to current environmental problems faced by our planet. Marketers could understand the factors that drive consumers' purchasing behaviour towards green electronic products and design effective marketing strategies accordingly. Thus, by enhancing the company’s green image, marketers of green products may potentially increase future purchases, all of which contribute to solving worldwide environmental problems.Originality/valueThis research confirms the usefulness of TPB in understanding Indian consumers' purchasing intention and behaviour towards green electronic products. It further extends the TPB by showing that new components, environmental concerns and ethical obligations influence Indian consumers' purchasing intentions and behaviour. Moreover, prior studies mostly used both additional constructs for green products. Current research used specific types of green products, i.e. green electronic products, as very few studies are available on these products that apply TPB, which makes this study novel. In contrast to previous research that primarily examined purchase intention, this study takes a further step by investigating the connection between intentions and consumers' purchase behaviour. It establishes intention as a precursor to behaviour, specifically towards green electronic products. Additionally, this study introduces new constructs and explores the Indian context, significantly contributing to the existing literature.

Beyond COVID-19 business transformational opportunities: Develop e-satisfaction for predicting repeat purchase behavior based on “goodwill e-trust” ; Case of South Korean SMEs

The increasing prevalence of e-commerce has transformed online shopping into one of the most favored methods for consumers. This study investigates the factors influencing initial e-trust formation toward e-commerce adoption, focusing on information quality, web interface, and company reputation. It aims to assess how e-trust affects customer satisfaction and the sustained use of e-commerce, and explores the moderating role of perceived privacy concerns. Utilizing a randomized distribution of questionnaires among 236 participants, and employing a seven-point Likert scale, the study gathered data both online and offline.Statistical analyses using SPSS AMOS confirmed the acceptance of all proposed hypotheses. The findings reveal that e-trust, grounded in goodwill-trust theory, significantly influences trust and satisfaction, thereby enhancing future purchase intentions and positively affecting online shopping behavior. The study demonstrates that understanding and addressing the antecedents of e-trust is crucial for fostering consumer satisfaction and promoting continued e-commerce adoption.Notably, Post-COVID-19 consumers showed a decrease in privacy concerns compared to Pre-COVID-19, indicating reduced fear and apprehension associated with online shopping. This reduction in privacy concerns is linked to an increased likelihood of repurchase behavior. Theoretical implications suggest that the research provides valuable insights for small and medium-sized enterprises (SMEs), helping them enhance customer trust and satisfaction, thus gaining a competitive edge over larger e-commerce firms. The findings underscore the long-term impact of e-trust on consumer adoption in the globalized e-commerce landscape.

Intraconsumer Price Discrimination with Credit Refund Policies

Consumers often receive a full or partial refund for product returns or service cancellations. Much of the existing literature studies cash refunds, where consumers get the money back minus a fee upon a product return or service cancellation. However, not all refunds are issued in cash. Sometimes consumers receive credit that can be used for future purchases, oftentimes with an expiration term after which the credit is forfeited. We study the optimal design of credit refund policies. Different from models that consider cash refunds, we explicitly model repeated interactions between the seller and consumers over time. We assume that consumers’ valuation for the product/service varies over time and that there is an exogenous probability for product returns. Several interesting results emerge. First, a credit refund policy facilitates intraconsumer price discrimination for a single type of consumers with stochastic valuation. Second, an optimal policy often involves an intermediate credit expiration term, under which a consumer with a high product valuation always makes a purchase, whereas a consumer with a low product valuation may be induced to make a purchase as the credit approaches expiration, leading to a demand induction effect. Finally, a credit refund policy can be more profitable than a cash refund policy and can lead to a win-win outcome for both the firm and consumers under certain conditions. We also consider several extensions to check the robustness of our findings. This paper was accepted by Jeannette Song, operations management. Funding: Y. Liu was substantially supported by a grant from the Research Grants Council of the Hong Kong Special Administrative Region, China (Project No. PolyU15502420). Y. Liu was also supported by a grant from NSFC [72293564/72293560]. Supplemental Material: The data and online appendices are available at https://doi.org/10.1287/mnsc.2020.03042 .

Analysis of Consumer Behavior in Repeat Purchases of a Product

This study analyzes consumer behavior in repeat purchases of a product, specifically focusing on the case of Light Speed Reborn football and futsal shoes, a locally produced brand in Indonesia. In today's competitive industrial environment, companies strive to cultivate loyal customers, as this loyalty provides a strategic advantage in ensuring future product purchases. The observed phenomenon in this study highlights the repetitive buying behavior of consumers towards Light Speed Reborn shoes, despite only minimal changes in the product's color or design. In Samarinda, these shoes consistently sell out, with many football and futsal players purchasing the same model in different colors. This study employs a qualitative descriptive approach to explore the underlying reasons for this repetitive purchasing behavior, aiming to understand the factors that drive consumer loyalty towards this specific product. Findings indicate that factors such as customer satisfaction, product quality, affordability, comfort, trends, environmental influence, and the strong brand image contribute significantly to the consumers' repeat purchases. The results suggest that brand loyalty and perceived value play crucial roles in fostering repeat purchases of Light Speed Reborn shoes in the Indonesian market.

Navigating barriers to organic food purchase intention: a mixed method longitudinal approach in emerging market

PurposeThis study investigates barriers to consumers’ organic food purchasing. It identifies the factors and the extent to which they influence their purchase behaviours and future purchase intentions (i.e. continuance purchase intentions).Design/methodology/approachIt combines qualitative and quantitative methods across two phases. Longitudinal research was carried out in two phases. It involved a thematic analysis and a covariance-based structural equation modelling approach. During Phase-1 and Phase-2, responses were collected from 376 and 351 respondents, respectively.FindingsPhase 1 found the value barrier was significantly affecting the consumers’ purchase intention, while Phase 2 identified the impacts from both image and value barriers on purchase intentions. Notably, purchase intention affected continuance intention in both phases, while ethnocentrism showed no influence.Originality/valueUsing the innovation resistance theory, this study sheds light on the factors that prevent purchase intention. It offers valuable insights for policymakers and for the marketers of organic foods. This contribution implies that value and usage barriers were affecting the consumers’ purchase intentions in the short as well as in the long term. In sum, it suggests that consumers were not purchasing organic food as they felt it was either overpriced, not available in the market or because they were sceptical about its organic labelling.

Predictive models of intent to repurchase based on customer data

As the business environment becomes ever more complex, predicting future buying patterns has become increasingly important. Moreover, there has been growth in the number of consumers focusing on health and self-care given rapid societal and economic changes. This shift is leading to heightened interest in athleisure wear and an increase in sales volume in this domain. It is accordingly necessary for companies in this field to establish marketing strategies based on predicting consumers’ future purchases to maintain continuous growth and competitiveness. This paper surveyed 400 consumers who purchased athleisure wear and established a predictive model for consumer buying behavior using Multivariate Discriminant Analysis. This paper found that a brand's authenticity and the purchaser’s involvement in sports were significant factors prediction customers’ repurchase behavior. Companies should accordingly engage in authentic business practices and consider clothing designs and marketing strategies that can connect consumers' daily lives with their sports activities.

Use of consumer insights to inform behavior change interventions aimed at illegal pet turtle trade in China.

Illegal poaching and overexploitation for the international pet trade are among the greatest threats to freshwater turtles in Southeast Asia. Expanding consumer research in China is crucial to filling knowledge gaps about the scale and structure of illegal trade and developing audience-targeted and relevant interventions that may reduce demand for illegal turtles as pets. We applied mixed methods to provide a detailed understanding of the consumer side of the illegal pet turtle trade in China. We conducted 30 interviews with key stakeholders and online surveys (n=2456) of turtle keepers via community forums. From these, we identified 3 core consumer groups based on their prior turtle-keeping experience, species exposure, and potential for future purchases. We conducted a thematic qualitative analysis of concepts related to the capability, opportunity, motivation, and behavior (COM-B) model to determine the factors influencing the illegal pet turtle trade and to identify barriers to illegal purchases. Specifically, we identified purchasers' capabilities, opportunities, and motivations in the context of legality, enforcement risk, captive breeding, and impacts on wild population. We developed consumer journey maps (i.e., visual representations of customer's experiences throughout their buying journey) for core consumer groups. These maps illustrate the sequential behaviors and processes that consumers undertake when purchasing turtles, from initial exposure to sourcing, keeping, and providing a new home. Key factors influencing illegal purchases included convenient purchase channels, misguided cognition and motivations for pet keeping, and weak law enforcement. Effective interventions included messages focusing on shifting cognition and beliefs, increasing legal risk perception, and emphasizing stringent law enforcement, primarily delivered through online channels. Our results underscore the necessity for adaptable, audience-tailored interventions to reduce consumer demand for illegal wildlife products. The mixed-methods approach, combining quantitative and qualitative data, provided a comprehensive understanding of the target behavior and can inform the development of effective intervention strategies.

Similar accuracy and patient experience with different one-step ovulation predictor kits

To examine the accuracy of five different at home ovulation predictor kits (OPKs), and to understand patient experience with the use of those kits. Prospective cohort study. Single academic fertility practice. Patients with regular menses undergoing monitored natural cycle frozen embryo transfer, timed intercourse, and intrauterine insemination cycles involving daily blood luteinizing hormone (LH) level monitoring between 2022 and 2024. Use of five commercially available OPKs for the first five days of blood LH monitoring with a daily experience survey. The primary outcome was accuracy of the ovulation predictor kits defined as concordance between test result (positive or negative) and blood LH level (above or below 25mIU/ml). Secondary outcomes included positive predictive value, negative predictive value, sensitivity, and specificity of OPK surge detection. We also examined patient report regarding clarity of kit instructions, confidence in kit results, and likelihood of future purchase and use. 23 patients completed 97 total days of ovulation predictor kit testing and 13 patients had a documented blood LH surge during their testing. OPK surge detection accuracy when compared to blood LH surge was similar across the five kits (Easy@Home 95.88%, Wondfo 94.85%, Pregmate 96.90%, Clearblue 91.75%, Clinical Guard 91.75%, p-value 0.06). Sensitivity was slightly better for Easy@ Home (75.00%), Wondfo (69.23%) and Pregmate (76.92%) than for Clearblue (61.54%) and Clinical Guard (38.46%). There were no clinically significant differences between the five OPKs regarding positive predictive value, negative predictive value, or specificity of surge detection. Participant experience was qualitatively similar across all five OPKs with exception of slightly fewer patients reporting that they were likely to purchase and use Clinical Guard again in the future. All five tested at home one step OPKs were highly accurate and performed similarly regarding patient experience despite variation in price.

Consumer Privacy Expectations and the Impact on Buying Intentions

Based on past research and attitudinal theories, this study intends to investigate the effect of attitudes about data privacy protection and disclosure and the perception of corporate data privacy performance on future purchase intention. Additionally, it seeks to understand the relationship between purchase behavior intensity, personal data privacy concerns and privacy expectations (attitude). A total of 271 usable surveys were gathered from United States consumers and analyzed by two multiple linear regression models and correlation analysis. The results show that attitude (data privacy protection and disclosure responsibility) and perceptions about corporate data privacy performance predict purchase intention. Furthermore, past purchase behavior intensity and personal data privacy concerns influence corporate data privacy responsibility attitudes. This study extends the current data privacy literature by understanding how data privacy expectations (attitude) and data privacy performance perceptions impact purchase intent and are influenced by personal data privacy concerns and purchase behavior.

Avoiding Imprudent Commitments to Fast Dispatch: The Influence of Platform-Issued Quick-Seller Certificates on Postpurchase Behavior

ABSTRACT This study investigates the impact of platform-issued “quick-seller” certificates (indicating sellers with faster dispatch than others) on buyers’ postpurchase behavior. Drawing upon the theoretical lens of psychological contract violation (PCV), we hypothesize the effects of quick-seller certificates on order cancelations, as well as the subsequent impacts of cancelations associated with the quick-seller certificates on buyers’ future purchase frequency and search behavior. Using a comprehensive transaction dataset, the study reveals that quick-seller certificates increase the likelihood of cancelation of an order. Furthermore, we also find that an order cancelation from a certified quick seller results in decreased purchase frequency and a higher incidence of product comparisons through search engines.

Legal Risks in Future Housing Purchase and Sale Contracts: A Case Research in Vietnam

A future housing purchase contract stipulates a predetermined sale price between a home buyer and seller, with the transaction set for a future date. This type of contract offers sellers the advantage of price security and continued property use until the sale, mitigating risks associated with market fluctuations and buyer scarcity. Nevertheless, these contracts also present several challenges, particularly the need for clear, transparent terms and careful legal risk management to safeguard the interests of all parties involved. This article uses the method pf analyzing the written law, the method of analyzing the situation trough the researching on secondary sources to analyze anticipated legal challenges in future housing purchase contracts and reviews relevant Vietnamese legal frameworks. It proposes essential contract terms and preventive measures aimed at minimizing risks and protecting the rights of the parties, focusing particularly on the buyer. These insights are intended to guide stakeholders in crafting more secure and equitable future housing purchase agreements.

A Good Signal: How Firms Can Utilize Country of Origin as a Strategic Analytical Tool

Abundant consumer data has made decision-making more complicated, rather than simple, for marketers. This raises an important question about which variables in the data contain reliable information for retailers to predict future consumer purchase value (CPV) to guide strategic decisions. The authors address this question by exploring the variables “distinctive choice of brand country of origin” (DBCOO) and “country of origin diversity” (COO diversity) as analytical tools to extract insights from consumer purchase data. Building on signaling theory, the authors theorize and empirically test that DBCOO and COO diversity in a consumer's purchase history can signal, and therefore help predict, CPV. Moreover, the authors explore high-involvement product categories and purchase frequency as boundary conditions to develop a comprehensive framework of COO signals as strategic analytical tools. They find that DBCOO in a consumer's purchase history indeed increases CPV and that this relationship is enhanced for high-involvement product categories but moderated curvilinearly by purchase frequency. Moreover, they find that the COO diversity–CPV link is positive but interacts negatively with both moderators. This allows retailers to successfully distinguish high- from low-CPV consumers and thus enables them to manage the marketing mix and resources more effectively.

Schadenfreude and Sympathy: Observer Reactions to Malicious Joy During Social Media Service Recovery

Complex social dynamics occur when complaints are voiced on firms’ social media channels. In combination, a complainer criticizes a firm, which may be responded to uncivilly by different online personas (i.e., internet trolls or loyal customers), with virtually present observers watching how a firm responds. This research examines customer-to-customer (C2C) uncivil commentary from troll and loyal customer personas perceived by observers to elicit schadenfreude (malicious joy due to another's adverse event). Three studies show how C2C schadenfreude targeting a complainer elicits sympathy from observers, which influences observers’ future purchase intent. Study 1's online content analysis using field data shows the frequency of C2C schadenfreude during social media service recovery. Study 2 uncovers moderated mediation of C2C schadenfreude–sympathy–purchase intent, with loyal customer persona comments producing more observer sympathy than troll persona comments. Study 3 finds the harmful effect of observer sympathy on purchase intent varies based on how or if a firm addresses the C2C dialogue. This research uses a novel cognition (perceived schadenfreude from another's comment), examines a lesser-studied emotion in marketing (sympathy), and is the first marketing-related work to incorporate backlash theory from organizational management to exemplify how loyal customer comments produce a backlash effect in observers.

Consumer response to product discontinuations

ABSTRACT Product discontinuation has received relatively little attention in the marketing literature and very little is known about consumer responses to product discontinuations. The purpose of this research is to better understand consumer responses to product discontinuations and the impact this response has on consumers’ future intentions. The results from Study 1, indicate that consumer dissatisfaction following a product discontinuation has a negative influence on future purchase intentions and a positive influence on negative word of mouth intentions. The results from Study 2 indicate that the reason for the product discontinuation has a significant influence on consumer future intentions.

Ranking on user–item heterogeneous graph for Ecommerce next basket recommendations

Recommender systems have become an indispensable engine for online applications, which can help users locate the items they need among numerous other candidate items. Despite the success of general models, sequential recommender systems based on sequential patterns have garnered attention, especially in e-commerce, because customers do not necessarily purchase the same items over time. Markov chains and neural networks are the most adopted models in previous studies, but few integrated user sequential order information and user numeric rating feedback. To simultaneously capture the time-aware demands and time-invariant interests of e-commerce customers, this study proposes a unique heterogeneous graph structure to model sequential buying order and rating feedback and develops a query-based recommendation approach to predict future purchase behavior. Experiments on four different datasets show that the approach demonstrates improved performance for different metrics.

Investigating the sustainability of the tourism industry through consumer intention to purchase electric three-wheelers: the case of Sri Lanka

Purpose In the realm of tourism and sustainability, transportation and mobility hold a crucial position. Among the green product categories, three-wheeled electric vehicles have gained significant attention due to their environmental benefits. However, research on consumers’ intentions to purchase these vehicles is limited, particularly in Asian destinations like Sri Lanka. This study aims to bridge this gap by examining the direct and indirect impacts of green brand awareness, green brand associations and green perceived quality of local Sri Lankans’ intention to choose branded electric three-wheelers in future purchase decisions. Design/methodology/approach A questionnaire survey garnered 400 usable responses, and structural equation modeling was used to test hypotheses. Findings The results indicate that green brand awareness, green brand associations and green perceived quality have a direct positive and significant effect on consumers’ intention to choose branded electric three-wheelers in future purchase decisions and green trust. Also, green trust has a positive and significant direct effect on consumers’ intention to choose branded electric three-wheelers in future purchase decisions. Furthermore, the results indicate that only green brand associations and green perceived quality have an indirect positive and significant effect on consumers’ intention to choose branded electric three-wheelers in future purchase decisions through green trust. Originality/value This research contributes to the tourism industry and other sectors involved in sustainability efforts in several ways. First, it emphasizes the importance of fostering positive associations with eco-friendly attributes and perceived product quality to build consumer trust and influence their purchase intentions for green products. Second, the study underscores the relevance of highlighting eco-friendly product attributes to stimulate consumer interest and adoption of green products. Finally, it theoretically underscores the significance of building trust through transparent and credible sustainability initiatives.

Managing risk in commodity processing using formula pricing contracts: An application to ethanol

AbstractAs is the case with many commodity processors, manufacturers of ethanol face considerable margin risk from a wide range of input and output prices and the interrelation of these risks with the technical operational efficiency of the plant. Buyers of ethanol desire greater budget certainty for future ethanol purchases. An approach to pricing that has found considerable use in the livestock, dairy, and milling industries is the use of component‐based formula pricing. This study constructs a Monte Carlo simulation model of a typical South Dakota ethanol plant that uses a formula contract to fix components of the ethanol price. The simulation results indicate that the contract has considerable margin risk management benefits for the ethanol producer. The buyer also achieves marginal risk management benefits but with greater budget certainty as the components are fixed. Additional observations of interest to the industry are drawn from the sensitivity results of the simulations. [EconLit Citations: Q13, G17].

Analyzing The Influence of Social Media and Offline Factors on Consumer Behaviour: A Study of the Low-Cost Airlines

This study delves into the ramifications of social media and real-life interactions on the purchasing behaviors and recommendation tendencies of consumers utilizing budget airline services. Employing the Theory of Reasoned Action, the research explores how offline social dynamics (like interpersonal relationships and external influences) influence customer attitudes towards online purchases. It suggests that these factors amplify intentions for repeat online purchases and positive word-of-mouth communication, both conventional and electronic, within the realm of budget services. Through structural equation modeling, the study evaluates a conceptual model using a cohort of Internet users who have engaged with budget airline services. Results indicate that interpersonal offline influences, such as those from friends, relatives, and family, significantly influence intentions for repeat online purchases and traditional word-of-mouth but not electronic word-of-mouth. Conversely, external offline influences, like media or expert opinions, only impact consumer intentions to recommend future purchases through social networking travel sites, without affecting intentions for repeat online purchases or traditional word-of-mouth communication. Additionally, the study underscores the impact of Consumer-to-Consumer (C2C) information exchanges on attitude, subsequently shaping intentions for repeating purchases and both forms of word-of-mouth communication.

Gen Z and Their Sustainable Shopping Behavior in the Second-Hand Clothing Segment: Case Study of the Slovak Republic

The fashion industry is an integral part of people’s lives with different purchasing behaviors depending on age and education. In this paper, we focused on the perception of online shopping for second-hand clothes and shoes among Generation Z. This group has a lot of experience in using technology, so online shopping is a suitable way to buy second-hand clothes. The article aims to analyze the online shopping behavior of Gen Z, focusing on benefits, obstacles, environmental awareness, and preferred shopping platforms. We studied consumer preferences in shopping for second-hand clothes based on a sample consisting of 340 respondents representing Generation Z through an online Google Forms questionnaire published from November to January. The results show that price is the biggest advantage of shopping for second-hand clothes. Moreover, we found that the environmental aspect plays a significant role for all consumers, regardless of the online experience of shopping for second-hand clothes and shoes. The correspondence maps demonstrate that consumers with shopping experience planning a future purchase of second-hand clothing are aware of the environmental impact of purchasing clothing together with potential buyers of second-hand clothing, unlike consumers without any interest in purchasing second-hand clothing. These consumers and potential buyers of second-hand clothing consider environmental protection and high-quality, diverse (unique) clothing to be key benefits, in contrast to a smaller selection and used clothing. These conclusions provide a theoretical basis for understanding the sustainability and shopping requirements of the selected group.

Research on Establishing Inbound Strategies for Supermarkets Based on Time Series and Multi-Objective Planning Models

This paper focuses on the pricing and replenishment decision problems for vegetable products in supermarkets. Pricing and replenishment decisions need to study the interconnections between categories and individual products, so as to make reasonable sales combinations; it also needs to study the correlation between sales volume and time, and predict the future purchase price and sales volume, through visual analysis and correlation analysis, multiple regression model, reveals the interconnections between categories and individual products, and combines the correlation between sales volume and time to predict the future price and sales volume, and developed a profit-maximizing replenishment pricing strategy. For each vegetable category, a multi-objective planning mathematical model was developed using multiple regression and time series models to determine the optimal total daily replenishment and time-of-day pricing strategies. At the individual item level, the entropy weight TOPSIS model was used to comprehensively evaluate and rank the individual items, and the top 33 individual items were selected as the target for stocking, and a multi-objective model was further established to develop the replenishment quantity and pricing strategy for July 1, 2023 for individual items. By focusing on verifying the impact of market price trends, this paper conducts a time series forecasting analysis by analyzing the relevant sales data of a large superstore in order to comprehensively optimize the superstore's vegetable selling strategy.