Model Of Buying Behavior Research Articles

Predictive Buyer Behavior Model as Customer Retention Optimization Strategy in E-commerce

Predictive Buyer Behavior Model as Customer Retention Optimization Strategy in E-commerce

Unveiling Gold Investment Preferences: A Comprehensive Analysis of Factors Shaping Intention to Invest in Gold Installment Plans

This study investigates the determinants influencing Indonesian consumers’ intention to invest in gold installments, examining the intricate dynamics shaped by economic recovery and post-COVID-19 behavioral shifts. Grounded in Kotler and Armstrong’s Model of Buyer Behavior, the research employs Structural Equation Modeling Partial Least Square (SEM-PLS) to test hypotheses derived from an extensive survey. Key findings reveal that price, promotion, and return significantly impact consumer attitudes, subsequently influencing the intention to invest in gold installments. However, security, risk, and ease of mechanism did not emerge as significant determinants. The study’s robust framework is statistically validated through R-squared values, indicating its explanatory power. While contributing valuable insights, the research acknowledges limitations such as a focused demographic and cross-sectional design, suggesting avenues for future research to diversify samples and adopt longitudinal approaches. Qualitative methods and exploration of cultural and regional variations within Indonesia are recommended for a more nuanced understanding. This study provides strategic insights for stakeholders in the gold investment market, emphasizing the need for considerations in pricing, promotion, and perceived returns to align with evolving consumer attitudes.

Understanding Consumer Behavior in the Organic Food Market: Perceptions, Preferences and Purchase Factors

In light of the increasing consumer interest in health-conscious choices, particularly organic food products, this study aims to investigate the perceptions, preferences, and motivations that drive Indian consumers to purchase organic food items. Primary data was obtained from a sample of 120 consumers visiting organic stores for understanding the consumer perceptions, preferences and buying motives for organic food products in Bangalore city of Karnataka State. Factor analysis and cross tabulation are employed for analysing the data. The findings of the study indicated that consumers predominantly perceive organic food as healthy yet expensive. Core product factors influencing purchase of organic products include healthiness and quality, while augmentation factors include preservative-free, nutritional properties and certification. Branded organic stores are preferred place of purchase while social media and influencers are primary information sources. Purchase frequencies vary, from daily for fruits and vegetables to occasional for juices. Food safety ranks highest followed by influential and personal factors are major purchase drivers for organic food products. The study findings led to the development of consumer buying behaviour model for organic food products that majorly lay emphasis on personal, psychological and social factors considered during purchase of these products.

Military tourism cultural heritage site experiencescape effects on authenticity, memorability, and revisit intention: learning from Taiwanese military dependents’ villages

Diseño/metodología/enfoqueEsta investigación llevó a cabo dos estudios mediante un muestreo mixto de bola de nieve y muestreo intencionado para la encuesta por cuestionario. A partir de los 397 cuestionarios válidos retenidos en el Estudio 1, se desarrolló y validó el experiencescape del patrimonio cultural; en el Estudio 2, se recogieron 393 cuestionarios válidos y se realizó un modelado de ecuaciones estructurales para probar las hipótesis que se desarrollaron a partir del modelo estímulo-organismo-respuesta y la teoría del comportamiento del comprador.ObjetivoLa normalización de la prevención de la enfermedad COVID-19 ha supuesto una gran oportunidad para la transformación y mejora de los productos culturales y turísticos de Taiwán. Para explorar el atractivo de las aldeas de los familiares de militares en Taiwan, conocidos como juancun, se realizaron dos estudios para probar las relaciones de trayectoria del experiencescape del juancun, la autenticidad, la memorabilidad y la intención de volver a visitarlo.ResultadosSe revela que el experiencescape del patrimonio cultural de la aldea militar incluye factores naturales y culturales, sociales, sensoriales y funcionales, y que el experiencescape afecta positivamente a la autenticidad; la “autenticidad existencial-memorabilidad” media en la relación del experiencescape y la intención de volver a visitarlo, mientras que el comportamiento de cocreación tiene los efectos moderadores positivos en la relación del experiencescape y la autenticidad.Originalidad/valorLa investigación desarrolló una escala de experiencescape para el patrimonio cultural del sitio y describió las implicaciones gerenciales para las organizaciones de gestión de destinos en relación con el desarrollo de productos y el diseño de servicios.

Agent-based simulation model of panic buying behavior in urban public crisis events: A social network perspective

With the rapid growth of urban economies, accelerated urbanization has resulted in increasing urban public crisis events. The panic buying behavior of the public triggered by these events can seriously endanger social stability and the safety of the urban environment. Therefore, this study aims to explore the evolution of public panic buying behavior in complex urban systems with the intervention of multiple social actors. Based on information filtered from actual cases, this paper identifies 15 stakeholders associated with panic buying in complex urban systems. The complex urban network between the stakeholders is formalized using social network analysis (SNA). To more accurately reflect the evolutionary process of panic buying behavior, this paper proposes an agent-based model (ABM) that simulates five different behavioral states of public and the transition of states to explore the evolutionary process of panic buying behavior under other behavioral decisions of the government and the social media. The model explanation follows the ODD (Overview, Design concepts, Details) protocol. The findings suggest that, prioritizing limited government resources to enhance supply monitoring and responsive attitudes to the public can positively influence public panic buying behavior. At the same time, the social media's willingness to assume its social responsibility and improve information disclosure can further reduce the negative social impact of panic buying.

An Multi-agent-based Model for Consumer Panic Buying Behavior

With the increase of natural disasters and man-made threats, panic buying phenomenon is also on the rise, causing serious impacts on social stability, economic order, business management and consumer psychology. In this study, multi-agent-based simulation (MABS) approach is used to construct a consumer panic buying behavior model to capture the dynamics of consumer behavior and demand volatility, and to quantitatively analyze the characteristics of consumer panic buying behavior in different supply level.

Pengukuran Faktor-Faktor yang Memengaruhi Wanita Membeli Pangan Organik (Healthy- Diet) Berbasis Teori Perilaku Terencana

This study aims to conduct a multivariate test of the dependent variable on women’s behaviour of buying healthy-diet which are influenced by three independent variables, namely attitude, knowledge, and subjective norm. The research object as the sample is women costumers in Klaten who buy Srinuk organic rice and organic food around 100 respondents with purposive sampling. The data analysis in this study is in the form of respondent description tests, validity and reliability tests of items, and variable regression tests which are useful for providing an image of perception in the society’s mind regarding the proof of buying behaviour model for organic food. Quantitative test multivariate used AMOS Software. The test results found that the attitude CR 5.457 prob 0.03 and knowledge variables 5.457 prob 0.03 proof which influenced buying behaviour, while one subjective norm variable CR 3.150 and prob 0.646 had no significant effect. From the research findings of the model evidence, a strategy is needed for stakeholders to develop marketing strategies towards the competitive advantage of organic food towards the increase of public consumption with more favourable products and market developments. At a later stage, it is possible to conduct experimental research.

Contribution to Industrial Buyer Behavior Model: An Empirical Research

Today’s businesses experience many uncertainties in their internal operations and environments. Manufacturing flexibility is an excellent response to these uncertainties. Volume, modification, mix, and expansion flexibilities are the manufacturing flexibilities that businesses look for when they select their suppliers. In parallel, these flexibilities are often used as a supplier selection criterion in the literature. The supplier selection decision is a strategic issue for today’s businesses as a typical company is highly dependent on its suppliers to procure raw materials and parts. Sound supplier selection decision leads to competitive advantage because it is related to a positive relationship between buyer and supplier and reciprocal improvement of performance and trust between both parties. However, a literature review for this study showed a need for more empirical work on the relationship among types of flexibilities, supplier selection, performance improvement, long-term relationships, and trust. In order to fill the gap in this area, data was collected from 148 automotive companies operating in Turkey. For the data collection, the automotive industry was chosen as it is subjected to more uncertainties due to its connections to many other industries. The data were then analyzed using the structural equation model. The results showed a significant positive relationship between types of manufacturing flexibility and supplier selection. Also, positive relationships were found among supplier selection, performance, long-term relationships, and trust. Mediation and indirect effect analysis were also conducted. Long-term relationships and performance fully mediated the relationship between supplier selection and trust. An indirect relationship between supplier selection and trust was also found. The study results are expected to contribute to Sheth’s buyer-behavior model by introducing manufacturing flexibility, long-term relationship, performance, and trust to the model. Also, the study’s findings assist executives in making more informed decisions concerning supplier selection, depending on the level and types of flexibility they demand from their suppliers, performance, long-term relationships, and trust.

Is The Theory of Planned Behavior Relevant to Measures Factors That Influence Women In Klaten District to Buy Srinuk Organic Food Brand?

This study aims to conduct a multivariate test of the dependent variable on women’s behaviour of buying organic food which are influenced by three independent variables, namely perceived behavioral control, knowledge, and subjective norm. The research object as the sample is women costumers in Delanggu, Wonosari and Polanharjo District Klaten Indonesia who buy Srinuk organic rice and organic food brand around 100 respondents with purposive sampling. The data analysis in this study is in the form of respondent description tests, validity and reliability tests of items, and variable regression tests which are useful for providing an image of perception in the society’s mind regarding the proof of buying behaviour model for organic food. Multivariate quantitative test used AMOS Software. The test results found that the perceived behavior control and subjective norm variables influence buying behaviour, while one variable, namely knowledge has no significant effect. From the research findings of the model evidence, a strategy is needed for stakeholders to develop marketing strategies towards the competitive advantage of organic food towards the increase of public consumption with more favourable products and market developments. At a later stage, it is possible to conduct experimental research.

Beneficiated Coal Buying Process: Investigating Industrial Buying Behavior Models

This research paper examines the buying process of beneficiated coal within coal-consuming industries, while considering different models of industrial buying behavior. Beneficiated coal refers to coal that has undergone a purification process to improve its quality and reduce impurities, making it suitable for industrial applications. The primary objective of this paper is to investigate and compare various models of industrial buying behavior in the specific context of the beneficiated coal market. This paper aims to provide valuable insights for coal suppliers and buyers to enhance their decision-making processes. The study focuses on the different stages involved in the buying process of beneficiated coal. Additionally, it explores the internal and external factors that influence industrial buyers when procuring beneficiated coal. The research analyzes each stage of the buying process, including problem recognition, information search, alternative evaluation, purchasing decision, and post-purchase evaluation. It also examines the internal and external factors influencing industrial buyers in their procurement of beneficiated coal, such as organizational considerations, market dynamics, and individual preferences. Furthermore, this research paper presents a comparative analysis of various models of industrial buying behavior, such as the Webster and Wind model and the Sheth model. The aim is to assess the applicability and effectiveness of these models in explaining the intricacies of the buying process within industries. By gaining a deeper understanding of the buying process and influential factors, coal suppliers and buyers can refine their marketing strategies, optimize their operations, and foster mutually beneficial relationships within the beneficiated coal market.

MARKETING APPROACH TO THE ASSESSMENT OF MOTOR TRANSPORT SERVICE COMPETITIVENESS

This article considers the method of creating a model of the dependence of motor transport service competitiveness on the motivating factors of marketing and their components. This model is suggested to determine the impact of marketing factors on the competitiveness of road transport services and to make management decisions based on it to increase the demand for services in accordance with consumer demands.
 Building a model of competitiveness of motor transport services is carried out in four stages:
 
 critical analysis of methods for establishing the existing competitiveness dependencies on various factors;
 substantiation of the motivating factors of marketing and their components that affect the competitiveness of motor transport services;
 assessment of their influence strength;
 calculation of the indicator of competitiveness of motor transport services depending on the different values of motivating factors and their components.
 
 As a result of the first stage, it was found that the impact of marketing incentive factors on the competitiveness of road transport services has not been studied yet.
 In the second stage of the study, based on the existing model of consumer buying behavior, the motivating factors of marketing were identified: service, price, distribution methods, process, staff, material environment and various types of their demonstration; they were given a point assessment.
 To determine the impact strength of these factors on competitiveness, the method of hierarchy’s analysis was used, the obtained result was a quantitative assessment of each factor impact on the competitiveness of road transport services.
 At the last stage, the possibility of using the proposed method to assess the impact of these factors on the competitiveness of road transport services was tested.
 It is suggested to use the given methodical approach to estimate the competitiveness of motor transport services for defining the ways of demand increase in services and the meeting of consumer demand in qualitative and competitive services.

Identifying emergence process of group panic buying behavior under the COVID-19 pandemic

The sudden COVID-19 caused frequent incidents of large-scale material panic buying, resulting in imbalance in supply and demand of goods and threatening social stability. It is of great significance to analyze the formation of group panic buying and help alleviate such action. This paper takes the panic buying phenomenon as the research target, quantifies the internal and external factors affecting individual buying behavior, restores the selection process of individual buying behavior, and constructs the emergence model of group panic buying behavior by using the idea of cluster dynamics. Through simulations, we find that: (1) The epidemic information intensity has a significant impact on the emergence of group rush buying behavior. (2) Government intervention plays a significant role in reducing the scale of group rush buying. Besides, the effects of intervention reach the best before people who do not participate in rush buying disappear. In addition, we also discuss the impact, limitations and future research directions.

The Key Role of Consumers’ Involvement: The Case of Organic Food Consumption

This paper aims to provide a better understanding of conditions that influence the gap between positive attitude and intention towards organic food products and actual behaviour regarding these products. Thus, we propose an extended version of the Theory of Planned Behaviour (TPB) to explain parts of this gap and we highlight the crucial role played by consumers’ involvement as a moderator. A structural equation modelling was performed, and the sta-tistical analysis of a sample of 1327 French consumers supports our organic food products buying behaviour model. The results showed that the difference between the means of actual behaviour was highly different between low- and high-involvement consumers. More specifically, high-involvement consumers express more positive attitudes towards buying organic food products, perceive higher subjective norms and behavioural control, they have higher behavioural intention, and buy organic food products more frequently. Additionally, the results indicated that, com-pared to low-involvement consumers, high-involvement consumers regard organic food products as more attractive, healthier, tastier, and with higher value. We proposed some marketing strategies to help managers to better promote the organic food products market and, in turn, increase their revenues. For example, marketers therefore have a vested interest in increasing consumer involvement, and, among other things, they can do so by educating them (i.e., high-lighting the benefits of consuming organic foods). Moreover, since high-involvement customers have positive atti-tude-intention and behaviour, they can be allies for marketers through their influence (social norms). Thus, we suggest the use of digital influencers to endorse organic food.

Model Driven Causal Factors of Panic Buying and Their Implications for Prevention: A Systematic Review

Panic buying is a commonly observed response to disasters, and has been widely observed during the COVID-19 pandemic. However, little is known about the variables influencing this behavior. This review summarizes the existing research in this field and examines its implications for the prevention and control of panic buying. Methodology: All papers published prior to or during the pandemic, providing an empirically tested model of panic buying behavior (Group A) or a theoretical model supported by literature (Group B), were retrieved through a literature search. For papers in Group A, specific risk or protective factors were extracted and tabulated. Overlaps between Group A and Group B models were identified. Study results were analyzed to identify potential strategies which could limit panic buying behavior. Results: It was found that a wide variety of primary (crisis/disease-related), secondary (psychological, informational and sociopolitical), and tertiary (supply chain-related) factors were significantly associated with panic buying, while a single variable–reflective functioning was identified as protective. Conclusions: These results provide valuable leads for strategies aimed at preventing or reducing panic buying, particularly in countries still affected by the pandemic. It is hoped that these findings will be useful from both health administration and academic perspectives.

Constructing generational identity through counterfeit luxury consumption

PurposeThis paper aims to theorize counterfeit luxury consumption among millennials from a generational identity perspective.Design/methodology/approachThe paper proposes and tests a model of counterfeit buying behavior using an online survey of 467 millennial respondents. The study uses multi-item measures from the extant literature and uses the structural equation modeling technique to test the proposed hypotheses.FindingsThe findings reveal when millennials have a self-defining relationship with their generation, they tend to internalize the generational norm pertaining to counterfeit luxury consumption. Millennials’ counterfeit related values: market mavenism, postmodernism, schadenfreude and public self-consciousness contribute to their generational identity. Moreover, market mavenism, cool consumption and public self-consciousness establish counterfeit luxury consumption as a generational norm.Practical implicationsThe findings of this paper suggest that the expertise and influence of market mavens can be used to deter counterfeit consumption. Moreover, luxury brands must communicate a cool image to offset the rebellious image of counterfeits. Further, from a standardization versus adaption standpoint, the generational perspective allows for the standardization of anti-counterfeiting campaigns.Originality/valueThe paper makes a novel contribution to the counterfeiting literature by demonstrating that millennials pursue counterfeit luxury brands when they pledge cognitive allegiance to their generation. The paper, thus, extends the identity perspective of counterfeit luxury consumption to group contexts. The authors also test and validate the role of descriptive norms in group contexts by introducing the construct generational norm to counterfeiting literature.

Propagation Model of Panic Buying Under the Sudden Epidemic.

The sudden outbreak of COVID-19 at the end of 2019 has had a huge impact on people's lives all over the world, and the overwhelmingly negative information about the epidemic has made people panic for the future. This kind of panic spreads and develops through online social networks, and further spreads to the offline environment, which triggers panic buying behavior and has a serious impact on social stability. In order to quantitatively study this behavior, a two-layer propagation model of panic buying behavior under the sudden epidemic is constructed. The model first analyzes the formation process of individual panic from a micro perspective, and then combines the Susceptible-Infected-Recovered (SIR) Model to simulate the spread of group behavior. Then, through simulation experiments, the main factors affecting the spread of panic buying behavior are discussed. The experimental results show that: (1) the dissipating speed of individual panics is related to the number of interactions and there is a threshold. When the number of individuals involved in interacting is equal to this threshold, the panic of the group dissipates the fastest, while the dissipation speed is slower when it is far from the threshold; (2) The reasonable external information release time will affect the occurrence of the second panic buying, meaning providing information about the availability of supplies when an escalation of epidemic is announced will help prevent a second panic buying. In addition, when the first panic buying is about to end, if the scale of the second panic buying is to be suppressed, it is better to release positive information after the end of the first panic buying, rather than ahead of the end; and (3) Higher conformity among people escalates panic, resulting in panic buying. Finally, two cases are used to verify the effectiveness and feasibility of the proposed model.

Buying behaviour model of early adopting organizations of radical software innovations

PurposeThis paper aims to investigate the dynamics of the organizational buying process of radical software innovations. Acquisition of technology innovations by early adopting organizations has been studied previously with scant attention being given to the actual buying process and the risk mitigation mechanism. This paper addresses these gaps in the literature and this paper finds evidence to support that the organizational buying process of radical software innovations is different from the general models of organizational buying.Design/methodology/approachMethods from the grounded theory approach were used to conduct 20 in-depth interviews with senior industry practitioners. Purposive sampling was used to identify the participants.FindingsA theoretical model of the organizational buying process of radical software innovations emerged with themes and concepts that explain the dynamics of the buying and adoption processes. The paper challenges the fundamental tenet of organizational buying that needs recognition triggers the buying process. An interesting nuance was found that risk is mitigated within the buying action itself.Practical implicationsAn understanding of the buyer behaviour process will help marketers of radical software innovations to formulate the appropriate marketing response. Sales personnel can attune their customer interactions when helping customers to acquire a radical software innovation. Firms that want to be early adopters and innovate can tune their buying process in line with the findings.Originality/valueThis paper develops a typological buying model. It unravels the dynamics of the adoption process by discussing how early adopting organizations buy radical software innovations. New concepts with rich explanatory powers are discussed.

Incorporating Neuroscience Data into Agent-Based Simulation Models of Buyer Behavior

Purpose: The article aims to analyze the possibility of using various cognitive neuroscience techniques when building the agent model of buyer behavior and propose an experimental procedure for obtaining qualitative data based on the triangulation of methods. Design/Methodology/Approach: The proposed approach combines agent-based simulation with cognitive neuroscience techniques at the stage of designing the characteristics and behavior rules of agents-consumers. Findings: The consumer’s purchasing behavior is determined by the compilation of the influence of environmental factors and marketing stimuli as well as by his personality traits. Due to the necessity to consider all these elements when mapping the consumer-agent characteristics and decision rules, traditional methods of data collection may not be sufficient. In such a situation, cognitive neuroscience techniques can become a source of additional information, allowing to take into account the influence of emotions or cognitive abilities on one’s decisions. To make it possible, it is necessary to conduct experiments with the use of neuroscience research tools (e.g., EEG, GSR, HR etc.) aimed at detecting emotional and cognitive states during exposure to an advertisement of a specific product. The neurophysiological data collected during the experiments allow for a more accurate estimation of the qualitative parameters describing consumer behavior rules. Practical Implications: The proposed concept allows for a more accurate representation of agents-consumers’ features and decision rules. Consequently, the agent-based model more reliably reflects reality, and thus the results obtained during model simulation are more valuable and can be the basis for formulating marketing plans. Originality/Value: The proposed approach enriches the methodology of data collection and estimation of qualitative parameters in building agent models of buyer behavior.

RETRACTED: Stimulus organism response model based analysis on consumers’ online impulse buying behavior

In this paper, the “stimulus-organism-response (S-O-R)” analysis framework of environmental psychology is applied to the research of online consumer behavior, and the mechanism of the effect of information quality factors on impulsive buying behavior is discussed. From the perspective of consumer emotion, the paper analyzes the path and mechanism of impulse buying behavior under the stimulation of richness, vividness and reliability characteristics of website information, and the elicitation of consumer pleasure and arousal emotion. A model of impulse buying behavior in network environment is proposed. The structural equation model is used to analyze 333 questionnaires, and the conclusions are as follows: (1) The richness, vividness and reliability of the information on the website positively affect the mood of pleasure; (2) The pleasurable emotion and arousal emotion positively influence the impulse buying behavior; (3) The richness, vividness and reliability of website information positively affect arousal mood is not significant.

Reinforcement Mechanism Design: With Applications to Dynamic Pricing in Sponsored Search Auctions

In many social systems in which individuals and organizations interact with each other, there can be no easy laws to govern the rules of the environment, and agents' payoffs are often influenced by other agents' actions. We examine such a social system in the setting of sponsored search auctions and tackle the search engine's dynamic pricing problem by combining the tools from both mechanism design and the AI domain. In this setting, the environment not only changes over time, but also behaves strategically. Over repeated interactions with bidders, the search engine can dynamically change the reserve prices and determine the optimal strategy that maximizes the profit. We first train a buyer behavior model, with a real bidding data set from a major search engine, that predicts bids given information disclosed by the search engine and the bidders' performance data from previous rounds. We then formulate the dynamic pricing problem as an MDP and apply a reinforcement-based algorithm that optimizes reserve prices over time. Experiments demonstrate that our model outperforms static optimization strategies including the ones that are currently in use as well as several other dynamic ones.