Buyer Perceptions Research Articles

AHP방법론을 활용한 미술품 판매경로의 선택요인에 대한 중요도 연구 : 미술작가의 관점으로

This study analyzes the determinants and importance of art distribution channel selection from the perspective of artists as suppliers in the Korean art market. While previous studies have focused on consumers, the factors that influence artists' choice of sales channels have been overlooked, and it is difficult to draw general conclusions due to the individual circumstances of artists and the complex preferences of the market. To address this gap in the literature, this study utilizes a comprehensive approach by surveying 16 art professionals and practicing artists with an average of more than 15 years of experience. These experts were consulted using two methods: the Delphi technique and the hierarchical analysis method (AHP). Through these methods, a total of 22 determinants were derived and synthesized from previous studies. The study's primary findings indicated that aesthetic perfection of the artwork (0.1241), buyer's perception of artistic value (0.1123), and market reliability (0.0796) were significant factors in selecting an art sales channel from the perspective of the artist. Conversely, the convenience of the distribution process and the speed of sale were deemed relatively less important. This study aims to address limitations of existing consumer-centered research and explore the balance between supply, intermediate, and demand in the art market. It focuses on the perspective of suppliers and employs analytic hierarchy process methodology in art market research, addressing the dominance of qualitative research in the field. The study offers insights into the artist's perspective and policy implications for fostering a robust art market. It also serves as a unconditional framework for future research on art sales channels from the perspective of suppliers.

Customer Perception Towards Pharmaceuticals' Private Labels in Malaysia: Extending DOI Integrated Framework

In recent years, Malaysia's pharmaceutical sector has experienced substantial changes, most notably the emergence of a thriving private label market in response to shifting users’ preferences and market dynamics. Product labels, which are alternatively referred to as store brands or own labels, pertain to items produced or procured by a retailer for sale under its own brand. Private labels provide consumers with cost-effective alternatives to branded pharmaceuticals, while still offering the assurance of comparable efficacy and quality. Despite the increasing use of private labels in the pharmaceutical business, there is still a lack of understanding about customer perception towards these products in Malaysia. This concept paper aims to address the research gap in Malaysia by thoroughly investigating the factors that influence the adoption of private label pharmaceutical products. This research uses an integrated conceptual framework from buyer perception models and innovation adoption theories to explain the complex relationships between information, relative advantage, compatibility, risk and complexity, and intentions to adopt in retail pharmacy brands. By taking a holistic approach, we want to gain a deep understanding of consumer perception of pharmaceutical private labels across disciplines. The study strives to accomplish these goals by building a complete knowledge of the determinants that effect buyers’ conduct with regard to pharmaceutical private labels in Malaysia. Furthermore, it intends to provide pharmaceutical industry stakeholders with knowledge that can be utilized to formulate efficacious marketing approaches and strengthen consumer confidence in private label products.

Comparative Analysis of Tiktok Marketing based on Buyer and Seller Perceptions

The purpose of this study was to examine the perceptions of buyers and sellers in Bandung regarding the use of TikTok for marketing. This study used a quantitative approach with descriptive methodology, involving 100 buyers and 100 sellers as respondents. The questionnaire was used as a research instrument and accidental sampling technique. The findings of this study: 1. Sellers showed high enthusiasm for five of the six dimensions of benefits obtained from using TikTok marketing. 2. Sellers showed more enthusiasm than buyers for context, communication, collaboration, and connection. 3. Sellers’ perceptions of the benefits of TikTok marketing surpassed buyers. 4. In social media marketing, sellers showed a much higher level of enthusiasm than buyers. 5. Of the six dimensions of social media marketing content, sellers outperformed buyers. 6. The seller's perception of the dimensions that must be evaluated from TikTok's marketing content is superior to the Buyer's perception.

Awareness and Perception of Gold Ornament Buyers in Bangalore- A Mixed Method Approach

Awareness and Perception of Gold Ornament Buyers in Bangalore- A Mixed Method Approach

Actions speak louder than words: The adaptive use of behavioral repair strategies on trust recovery

While trust is the cornerstone of marketing exchange relationships, even the best salespeople can damage a buyer's trust. Drawing on the relational selling literature, we hypothesize how a salesperson's repair strategies (words and actions) shape a buyer's perceptions of fairness after the buyer's trust has been damaged. We contend that behavioral repair strategies will be more effective than verbal repair strategies in increasing relational fairness, providing a reliable signal of whether the salesperson can be trusted again. We also argue that the efficacy of various behavioral repair strategies depends on the buyer's perceptions of the salesperson's level of culpability for damaging the buyer's trust. These behavioral repair strategies have positive relational implications for how the buyer perceives both the salesperson and the selling firm. A field survey results with 204 professional buyers and an experiment with 308 professional buyers provide evidence for our theory-based assertions.

Navigating the digital marketplace: perception, risks and webrooming intention

PurposeThe purpose of this study was to validate the factors influencing perception of digital buyers (PDB), risk factors of digital buying (RFDB) and webrooming intention (WI) and also to examine the mediating role of WI between PDB and RFDB.Design/methodology/approachThe antecedents of variables were validated using exploratory data analysis. The association between PDB and RFDB was established using structural equation modelling. Furthermore, the mediating role of WI is examined using the Sobel test.FindingsThe antecedents of PDB (digitization practice, credence preference, brand awareness and consciousness, product features, utilitarian behaviour, price and discount factors), RFDB (performance risk, socio-psychological risk, financial risk, aesthetic risk, time and return risk and perceived quality risk) and WI (perceived ease of online search, usefulness of online search, need for touch, socialization and webrooming attitude) were identified. PDB significantly and positively influences RFDB. There is a direct relationship between PDB and WI. WI and RFDB are positively correlated. WI partially mediates between PDB and RFDB.Practical implicationsThe research outcome helps the multi-channel retailers to identify the digital platforms to find greater opportunity for customer engagement.Originality/valueThe study augments the body of literature on WI by exploring the interplay of PDB, RFDB and WI, which will help retail personnel to strategize operational practices.

Perception of Sex Buyers by Young Spaniards

The aim of this research is to broaden the knowledge on the social perception of people who pay for commercial sex. An online questionnaire was distributed to 3126 young people in Spain. Respondents did not have a common perception about people who pay for sex, although several considered that a rich-buyer is associated with “partner”, “money”, “education” and “Spanish”; a risky-buyer meets the variables of “satisfying their domination needs”, “reaffirm masculinity”, “is violent” and “do not want to use preservative”; a low-status buyer has “limited money”, “is an immigrant” and “has a low level of education”; an insecure-buyer presents variables indicating that he is “insecure with the opposite sex” and “dissatisfied with their partner”; and a single-buyer “has no couple” and “is single”. These perceptions help to improve awareness campaigns against human trafficking and sexual exploitation and increase the visibility of the responsible parties who pay and encourage these crimes.

ВПЛИВ МЕРЧАНДАЙЗИНГУ НА ПОВЕДІНКУ ПОКУПЦІВ

The purpose of the article is to investigate modern methods and tools of merchandising, as well as to determine the effectiveness of their influence on buyers. The article examines the role and significance of merchandising as an effective and necessary tool of marketing communications at points of sale. Considered how merchandising affects the behavior, psychological state, emotions, perception and satisfaction of buyers. Peculiarities, goals and tasks, objects, subjects, elements and forms of merchandising were studied. Merchandising has been found to influence consumer behavior, emotions, perceptions, and satisfaction levels using various techniques and tools such as colors, shapes, sizes, contrasts, symmetry, proportions, rhythm, harmony, and various social influences and interactions between people. Merchandising must also take into account cultural characteristics and differences that influence consumer behavior and choice. Examples of the use of modern effective merchandising techniques by the domestic trade network aimed at attracting buyers and stimulating them to spontaneous and additional purchases are given. It was determined that an individual approach to design, the use of different styles of store equipment, the creation of an atmosphere that corresponds to the theme, history, culture or aesthetics of the store promotes the interest of buyers, turns the usual process of purchasing goods into an exciting experience, family leisure or a themed trip. The modern trends and prospects of merchandising in the conditions when there are more and more stores and the preferences of buyers are changing more and more quickly have been determined. It is noted that in merchandising it is necessary to use new technologies, such as virtual reality, augmented reality, artificial intelligence, big data, mobile applications, QR codes, RFID tags, NFC chips, electronic price tags, interactive displays, touch screens, voice assistants, recognition of faces, gestures, emotions, etc. Recommendations on the use of modern effective methods and tools of merchandising at the points of sale have been developed.

Consumer behavior and perception of rice flour through sensory methods

The objectives were to identify the perception of Brazilian consumers regarding the consumption of rice flour, as well as to generate information that fosters valorization of the rice production chain. A qualitative research was used, totaling 447 responses, characterizing as a convenience research, was applied via Google docs online form. Steps performed were the sensory analysis of word association, presenting an image of rice flour as a stimulus and application of a closed structured questionnaire containing 18 questions, included questions about consumption and trade of rice flour and sociodemographic information. The volunteers participated by associating four words to the consumption of rice flour, accounting for 782 different words or terms. Eight dimensions were classified with categories related to the words with the greatest impact mentioned during the association. The dimension related to food was the most mentioned by the participants, followed by sensory attributes, curiosities, health, nutritional quality, gluten-free, positive feelings and negative feelings. Of the 18 factors explored by the questionnaire, four of them were identified as responsible for explaining 79.67% of the total common variance of the variables: Health, Attributes, Consumption and Marketing. These four factors are sufficient to develop production and marketing strategies in order to favor the consumption of rice flour. Thus, the methods used were consistent in showing the perception of consumers and potential buyers of rice flour and derived products. There is a strong association with celiac disease and gluten-free diets, suggesting that the consumer market is still mostly restricted to these groups.

Buyer perceptions of corporate brand extension attractiveness and fit in B2B services

This study explores buyer perceptions of corporate brand extension attractiveness in B2B services, focusing on influencing roles of corporate image, extension fit, and other sources of extension appeal. Two case companies are explored qualitatively in the facility service and industrial consultancy industries, including 28 semi-structured interviews with buyers of the corporate brand's original services and service extensions. Corporate brand heritage, breadth and extension frequency influenced brand extension attractiveness. Image fit and service fit were identified as dimensions of brand extension fit, while other sources of attractiveness related to service characteristics and the buying context, including buyer-seller relationship strength and the characteristics of the buying process. By exploring buying experience over time, the dynamic natures of brand extension attractiveness and fit are discussed. This study contributes to brand extension research by identifying novel sources of brand extension attractiveness to guide future studies, and by adding new understandings of the benefits and risks of business growth through extending brands in B2B service markets.

An Incentives Planning Framework for Residential Energy Retrofits: A Life Cycle Thinking-Based Analysis under Uncertainty

Building energy retrofits can reduce emissions and increase cost savings. Some retrofits that can deliver higher emissions savings are not popular due to a lack of economic justifications. Financial incentives can be used to change buyer perception around such retrofits. This study proposes a framework to identify the best-performing retrofit strategies for a given building cluster and the optimal incentive amounts to promote the chosen strategies, accounting for uncertainties, stakeholder priorities, and budget constraints. The proposed framework was demonstrated using a case study complemented with policy insights. Life cycle cost savings and capital cost significantly impact retrofit purchase decisions. Case study results showed that retrofitting houses heated with electricity can produce significant cost savings. However, adopting energy-conscious behaviours in houses heated with natural gas and injecting renewable natural gas into the gas supply can produce two times more emissions savings achieved by any retrofit strategy applied to an electrically heated house. This indicates the need for adopting performance-based incentives over the prescriptive approach to reward occupant efforts in addition to asset performance. Despite potential life cycle cost savings, incentives must be complemented with low-interest loans to promote retrofit strategies carrying higher capital costs.

Increasing The Export Performance of Indonesian MSMEs' Leading Products in The Global Market in Supporting The Economy in 2023

This research activity aims to assist home-based businesses in an effort to improve their product marketability in the global market by improving several important things, including: improving raw materials, building distribution channels, managing sales networks, building their own brands for their products, improving the shape and quality of packaging. with good labeling so that the product can be accepted and able to compete abroad in a wider market. Through this study, researchers conducted interviews, and used research instruments to measure 73 business owners. The goal is that it hampers the process of increasing the export of its products to foreign markets, it turns out that with the results of the interviews it can be seen that there are 12 main variables or factors that must be mastered and/or improved. So that home-based business products can have better performance as desired by overseas buyers or consumers. The testing approach in data processing uses the Tau Kendall W Test combined with the Categorical Test, so that the estimation process can be carried out properly. Through the test approach model and interviews that have been conducted on 73 business actors, it can be seen that the 12 variables or factors stated in this research are the main keywords through improving input, process and product improvement outputs. Product changes can help change the buyer's perception that the products they buy are completely safe and comply with safety, health and material requirements, including parts of environmentally friendly materials.

Falling short in 2030: Simulating battery-electric vehicle adoption behaviour in the Netherlands

The widespread adoption of battery electric vehicles (BEVs) is a crucial element in climate policy for the transport sector. To design effective policies to stimulate the uptake of BEVs, it is essential to understand the barriers and drivers that influence consumers' choices for a BEV. To this aim, we present a computational model named CODEC, a hybrid choice model that estimates the future market share of different vehicle types. The model gives insight into the different effects of technical, financial and other behavioural factors that influence the adoption decision. We included social factors and routine behaviour, which are rarely analysed in other research. We assessed the share in sales of BEVs and gasoline vehicles in the Netherlands between 2020 and 2030 for privately owned new cars. To initialize the model we used data from a survey on the perceptions of prospective car buyers (n = 1522). Our analysis shows that the BEV market share in new car sales will be between 26 and 40 % in 2030, well below the government target of 100 %. The analysis also shows that current barriers for BEV adoption: higher purchase price and lower driving range, will become less important over time. In 2030 routine purchasing behaviour and social factors are the main barriers for widespread BEV adoption. New policy measures are needed to lower these barriers. Factors that affect BEV adoption positively have a relatively small effect, so also measures to reduce the attractiveness of gasoline vehicles should be considered.

B2B Buyers' emotions and regulatory focus in justice and switch back decisions

Research on the role of emotions in organizational decision making is escalating, yet the impact of emotions on organizational buying remains under-examined. Applying the feelings-as-information perspective, we examine the influence of purchasing agents' termination emotions (i.e., emotions associated with the termination of a supplier) on their perception of justice toward an existing win back offer, and their advocacy toward switching-back to this supplier. Additionally, we integrate regulatory focus theory to examine the boundary conditioning effect of a buyer's prevention focus. Drawing on qualitative and quantitative research from purchasing agents, this study provides insight into the positive effect of “felt-bad” termination emotions (i.e., guilt, embarrassment, regret, and sadness) and the negative effect of “felt-good” termination emotions (i.e., joy, hopefulness, and relief) on cognition (i.e., perception of justice in the win back offerings) and subsequent advocacy to switch-back. Additionally, buyer perceptions of justice in a win back offer are found to mediate the relationship between emotions and actions (i.e., advocacy to switch-back). Furthermore, a prevention focus orientation diminishes the influence of buyers' termination emotions on the perception of justice in the win back offer. Our results explicate purchasing agents' emotion-cognition-decision relationships in organizational purchasing.

Inventory of Landscape Development Projects in the District of Ouedo (Town of Abomey-Calavi in Benin): Constraints and Sustainable Management

Integral development is a collective and sustainable action, for which the Beninese government subscribes. The protection of nature is not considered as a danger to development, but becomes an indispensable condition for spatial planning, a guarantee of sustainable development. This research aims to understand the inventory of landscaping in the district of Ouèdo. The information collected is the layout of the space, the types of green space, the perceptions of buyers, the different types of housing built, the role of green spaces in the city. This information is collected from resource persons (head of the Ouèdo district, head of the district), buyers of social housing. A total of 150 people are interviewed. The data processing and the analysis of the results are done with the software, Word, the Excel spreadsheet, and the PEIR model. At the end of this research, it was found that 1,949 social housing units are built in Ouèdo . And not all accommodations have standings. Green space is dominated by accompanying green space (65%) and the least important green space (65%) is parks, road line trees and stadium green space. In addition, 85% of buyers believe that the number of green spaces in social housing is sufficient compared to 15%. Similarly, home buyers see green spaces as a way to reconnect with nature (78%), a way to fight against nature (60%) and green spaces very often to have fun (75%), get some fresh air (65%), and recharge your batteries. It is urgent to set up a sustainable management mode for social housing in the city of Ouèdo.

УПРАВЛІННЯ ПОВЕДІНКОЮ СПОЖИВАЧІВ НА ОСНОВІ МАРКЕТИНГОВОГО ЦІНОУТВОРЕННЯ

The essence of the concept of "consumer behavior" has been studied. Factors influencing it have been identified, including personal preferences, needs, values, and external influences such as advertising, marketing activities, and social factors. Such groups of influencing factors on consumer behavior are characterized, such as: demographic characteristics, psychological factors, social factors, marketing factors (including marketing pricing). Their role in the formation of the purchase decision is determined. The place of marketing pricing in the model of consumer behavior is presented, which provides an understanding of how and why decisions are made to purchase goods or services, how consumers react to various marketing techniques, and which of them the company can apply. Thanks to their use, a better understanding of the behavior of consumers in choosing and purchasing products is achieved, and hence, more effective use of marketing tools. It is noted that a seller who understands the mechanisms of irrational consumer behavior can present goods in such a way as to convince the buyer to give them a higher rating. Four directions of research into irrational consumer behavior are characterized: perception of percentage differences, perception of unrounded endings, influence of relative prices, influence of perception. Management of consumer behavior taking into account marketing pricing includes the use of pricing strategies and tactics to influence consumer decisions about purchasing goods or services. The authors characterized some of these approaches, in particular, price differentiation, price-quality strategy, price leadership strategy, promotions and discounts, free offers, dynamic pricing. It is noted that the buyer's perception of the product price directly affects the sales efficiency and the seller's profitability. Therefore, the marketing department of any firm must be able to predict and model the possible reaction of the consumer to the chosen price strategy, as well as take into account as many psychological factors as possible during its development. Methods of managing consumer behavior based on marketing pricing are highlighted.

РЕКОМЕНДАЦИИ ПО ПОВЫШЕНИЮ ИМИДЖА РАБОТОДАТЕЛЯ В РАЗВИТИИ РЕПУТАЦИОННОГО МАРКЕТИНГА

Recommendations have been formed to improve the image of the employer in the development of reputation marketing, priority areas of reputation development at the stage of promoting new products and innovations of companies, brand promotion. The importance of reviews and mentions in the Internet space, which in the period of digitalization have a productive character, form the image of the company and the perception of buyers of new products and services, is determined. The effectiveness of marketing research, which is important for the formation and implementation of a reputation marketing development strategy, has been proven. The directions and tools for improving the image are presented: attracting the press, participating in sponsorship or patronage, PR events, verbal and visual means.

Enhancing the online buyer perception of consumer experience products in a dual-channel supply chain: A new role of free-riding

Asymmetries in consumer perceptions about the quality of a consumer experience product are prevalent between online (direct) and offline (brick-and-mortar) retail channels of a manufacturer. Often, online customers underrate product quality due to a lack of firsthand (touch-and-feel) experience, while retail (offline) customers not only experience the product at the stores but also enjoy retail services. In a dual-channel supply chain, we investigate a new role of free-riding under which online customers improve their perception of product quality and explore its effect on product quality and retail service level decisions. We analytically derive equilibrium product quality, retail service level, and pricing strategies in both the centralized and decentralized supply chains. Free-riding not only improves online customers’ perception of product quality but could also induce the manufacturer to improve product quality in both centralized and decentralized models. Although free-riding can lower the level of retail services in the decentralized model, it can produce higher retail services in the centralized model when the degree of free-riding is higher. We develop an effective contract to coordinate the decentralized supply chain, which allows the manufacturer and retailer to share not only the profits from both channels but also the costs of product quality and retail services. Additionally, we extend the study to incorporate demand disruptions into the model and examine their impact.

A Study on Young Buyer’s Perception Regarding Online Purchasing of Smartphones in Anand City

Online purchasing of smartphones is not something new to young Indians these days. Since most of the youth at present have grown up with the developing technology, they are much more comfortable purchasing their requirements online while sitting and relaxing at their homes. Therefore, it is vital to identify the perception of young buyers regarding the online purchasing of smartphones. With this regard, a study was conducted in Anand city by surveying 130 young people aged up to 30 years. The sample was taken from the convenience non-probability method and statistical tools like percentage analysis, graphs and tables were used to analyze and interpret the data collected. According to the results of the study, it is found that young buyers have a positive perception regarding online purchasing of smartphones. The most preferred smartphone brands were Samsung, Apple and Oneplus. The factor that influences them the most while purchasing smartphones online is the ‘discounts’ offered to them while the factor ‘ratings from previous buyers’ prevents them from purchasing smartphones online. It is also found that the most important characteristics young buyers look for before purchasing smartphones online are brand, price, and camera. This study is helpful to online sellers to understand the view and expectations of young buyers towards online purchasing of smartphones.

An Analysis of Problems in Housing Ownership and Property Development in Abuja, Nigeria

Since housing ranks second in the hierarchy of human needs, real estate development and the housing crisis have taken on a significant dimension today. In Abuja, Nigeria, several elements have an impact on these issues. Real estate development may evoke various feelings, depending on one's perspective. Several factors are considered a problem for housing ownership and property development. This study analyzes the problems associated with housing ownership and property development in Abuja, Nigeria. The study used quantitative research; 121 questionnaires were given to real estate developers, and 77 were retrieved and used for analysis. According to the study's findings, the following factors are known to affect residential property development: access to land, funding, exorbitant building material costs, corruption, government policy, high capital costs, high labor costs, Cost of land, mortgage interest rate, building costs, perception of buyers' lack of price control, and household expenditures are further factors. Factors impacting affordability are revealed to be mostly outside of the control of the landowner but are still subject to government regulation. As a result, to provide a solution for this element, the government must improve the welfare of its population concerning housing.