Purchase Decision Process Research Articles

The Impact of Digital Marketing Channels on Customer Buying Decision Process: A Study on the Egyptian Tourism and Hospitality Services

The Impact of Digital Marketing Channels on Customer Buying Decision Process: A Study on the Egyptian Tourism and Hospitality Services

The Influence of Religious Attitudes in Turkish Muslim on Women's Hijab Fashion Style and the Role of Reference Groups

The practice of hijab fashion gains new meanings. Along with fashion, hijab is beyond religious and political meaning and appears as an object of consumption in Turkey. The effect on the purchasing decision process in Turkey may vary according to the family structure the role and status in the society and the environment of consumers. The convenience sampling method was used in the selection of 448 people to participate in the study. In the research, the survey technique, one of the quantitative research methods, was chosen as the data collection method. This paper has examined to determine the effect of religious attitudes of women wearing hijab on the choice of hijab fashion, type of purchase behavior and the moderating role of reference groups. Within the result of the study, when the relationship between the religious attitude, hijab fashion style and purchasing behavior is examined, it is found that internalized belief dimension affects religion-based purchase, planned purchase, and hijab fashion style. Significant relationships were found between the dimension of traditional religiousness, types of purchase, and hijab fashion style. Traditional religiousness affects, religion-based purchase socialized purchasing behavior, brand-based purchase, and hijab fashion style. When the relationship between dependent and independent variables are examined by participating in the moderating role of the reference groups, it is seen that family, friends and role models play moderating role in this relationship.

To Study the Influence of Social-Media on Consumer Buying Behavior

Abstract: The purpose of this research is to empirically explore the role of social media in the consumer decision-making process. Quantitative research looks at how using social media can change your experience. Today, outsiders in developed regions are overwhelmed by customer feedback on products and government, and as a result, influence conclusions in unrelated areas. Web-based social networks attract shoppers because advertisers have no control over the content, timing, or repetition of online discussions between shoppers. The results show that the use of social media influences consumer satisfaction during the information retrieval and alternative evaluation stages, and satisfaction increases as consumers follow the final purchase decision and post-purchase evaluation process. Indicates that it will be done.

Brand Equity Review: Sales Promotion Role in Tropicana Slim Purchasing Decision

As a top Indonesian product, Tropicana Slim seems to give new solutions to enjoying sweet taste widely used in Indonesian cuisine without worrying about the negative impacts often feared by the public, such as obesity and diabetes. Tropicana Slim’s achievements as the top brand for five years have several factors in consumer purchasing decisions that could lead to product loyalty under the Tropicana Slim brand. Therefore, this study aims to see the role of brand equity which consist of brand image, brand awareness, and sales promotion of Tropicana slim products introduced by PT Nutrifood Indonesia through their Instagram account @tropicanaslim leads to purchasing decisions. This research was carried out from March until April 2021 using a positivism paradigm with a quantitative approach and content analysis using visuals and text from 16 posts on their Instagram account. This research indicates the role of brand equity in the form of brand image with a frequency value of 42,03%, brand awareness with 26,09%, and sales promotion with a frequency of 31,88% on purchasing decisions. It can be concluded that the postings on the @tropicanaslim Instagram account take the role of elements of brand equity and sales promotion in purchasing decision process.

Impact of delivery performance on online review ratings: the role of temporal distance of ratings

Customers are increasingly using online reviews in their purchase decision-making processes. As sellers benefit from displaying several reviews with favorable ratings, many sellers solicit reviews from customers. When a customer places an order on an e-commerce platform, the seller gets a notification to fulfill the order, and the customer is notified of the estimated delivery date. Some customers receive their products on time, while others receive their orders either earlier or later than the notified delivery date. After customers receive their products, the sellers often solicit reviews. This research focuses on the impact of delivery performance on review ratings. Specifically, this study addresses two questions: (1) Do customers reward sellers for early delivery in the same way they penalize them for late deliveries? (2) What is the role of the temporal distance of rating in online ratings in the context of delivery performance? The study estimates ordinal logit models in the Bayesian framework. Findings of the study indicate that customers give much lower (a little higher) ratings to orders delivered late (early) than to orders delivered on time. Further, the findings indicate that temporal distance is positively associated with ratings for late deliveries. The study discusses the theoretical and managerial implications of these results.

Pulse oximeters market analysis during the COVID-19 pandemic: Kyiv pharmacies’ offers and survey of pharmacy faculty students

Abstract Objectives The objective of this study was to study the market of pulse oximeters to select the optimal choice for monitoring health status during the COVID-19 pandemic. Methods Pulse oximeter data, presented on the Tabletki.ua website (2021) in Kyiv (Ukraine), were summarized and discussed. A survey about the history of the device purchase among 170 students of the Faculty of Pharmacy (Zaporizhzhia State Medical University, Ukraine) was statistically analysed by Kolmogorov–Smirnov, Shapiro–Wilk, Levene’s, Scheffe tests, one-sample t-test, Spearman’s correlation and one-way ANOVA. Key findings The largest part of the Kyiv (Ukraine) pulse oximeter market is occupied by the People’s Republic of China (70.97%). The price ranged from UAH 171.50 to UAH 1799.00. The models S6 and Linke LK88 are found to be the best choices according to the fullest provided data, the lowest minimum price and emphasis on the oxygen saturation and pulse rate accuracies. Medical students statistically significant would buy a pulse oximeter for less than UAH 563.40 (t(76) = −2.884; P = 0.005). The price did not depend on age (F = 1.104, P = 0.372) or gender (F = 2.466, P = 0.121), but there was a correlation between price and year of purchase (F = 2.712, P = 0.051). Students are primarily interested in country of origin, guarantees and pharmacist recommendations. A significantly weak Spearman’s correlation was found between price and friend advice (ρ = 0.275, Sig. = 0.015). Conclusions The same models differ in price by up to 4.2 times and in between them – up to 10. Less than half of the responders bought devices, and even a quarter of them did not use them at all, although they were from a health field. The detailed notifications about accuracy for different patient skin types are required in the device description. More people should be aware of pulse oximeter importance to maintaining health after COVID-19.

The effect of virtual reality on the marketing of residential property

Property technology has ushered in new possibilities for the real estate industry, including the use of virtual reality (VR) technologies by real estate agents when marketing properties. Previous studies have identified factors in determining purchase intents within a virtual setting, but little is known about how such technologies affect homebuyers’ purchase decisions. In this study, a family-home purchase decision-making model is used to conceptualise how VR can affect buyers’ involvement in the property purchasing process. Using transaction data from Wuhan City, China, the study found that a 1% increase in the number of followers visiting an online property portal resulted in a 21% increase in physical home visits. The study also indicates that VR tours shorten the marketing time of property by 6.4% and narrow the bid-ask spread by 2%, ceteris paribus. These findings suggest that emerging property technologies such as VR can enhance the purchase decision-making process and reshape the role of the real estate agent.

ONLINE BUYING STUDY OF CUSTOMERS BEHAVIOR

The birth of the internet provided consumers with an entirely new experience in terms of acquiring information, comparing items or prices, and the ability to make purchases via the internet. As a result, online customer behavior is a significant consideration for marketers. To forecast online consumer behavior, marketers must first understand how, where, and why people behave online. This report attempts to examine studies conducted by various academics in order to determine which internet channels consumers use at different stages of the buying decision process (BDP). The study will therefore provide a better understanding of why and how online consumers make purchasing decisions (BDP). It will be useful in developing a customized and more effective marketing strategy. Customers' perceptions of internet shopping were explored in this research article. KEYWORDS: Key words: Purchasing Decision, Goods Value, Purchasing, and Purchasing Modes

CONSUMER ATTITUDE AND SATISFACTION BY ONLINE APPLICATION FOR READY-TO-EAT FOOD DELIVERY SERVICE IN JABODETABEK

The Covid-19 pandemic has made public consumption dynamic, supported by increasingly sophisticated technologies such as GoFood and GrabFood. The purpose of this study is to analyze the purchasing decision process, attitudes, consumer satisfaction and test whether there are significant differences in attitudes and satisfaction between GoFood and GrabFood customers. The design of this study was a cross section with one data collection, and the analysis used was qualitative and quantitative. The number of samples used in this study were 100 respondents from the Slovin method, then each region was divided based on the Sampling Quota. Descriptive analysis tool is used for the consumer purchasing decision process. Fishbein Multiattribute Analysis is used to analyze consumer attitudes and consumer satisfaction in this study using the Consumer Satisfaction Index (CSI) analysis. The use of nonparametric Mann-Whitney for the difference test. The results of the study show that there are five purchasing decision processes, the value of attitudes towards consumers of the GrabFood and GoFood applications with 193.88 and 193.86 points, respectively. The attitudes and satisfaction of GoFood and GrabFood consumers were not significantly different, and consumers were considered satisfied with the GoFood and GrabFood CSI scores of 79.24 percent and 78.16 percent, respectively.

A Study on Follower Relationship Immersion and Purchase Intention based on Influencer Characteristics

Purpose The characteristics of an influencer perceived through SNS in the relationship between influencer and followers will be different, and this affects the purchase decision process through relationship immersion. Design/Methodology/Approach The study established a research model to clarify the sub-dimensions of influencer characteristics on SNS and to understand the effect of influencer characteristics on relationship commitment and purchase intention between followers and influencer. Findings Influencer’s perception of the self as a professional and reliable person through SNS content plays an important role in inducing purchasing behavior through relationship commitment. Research Implications This study provides theoretical data and practical guidelines for the effective use of influencer to companies and officials in question to help establish marketing strategies.

Disconfirmation of Taste as a Measure of Trust in Brands: An Experimental Study on Mineral Water.

The underlying factors of the purchase decision process of bottled mineral water have been a less studied area. The typically related attributes of consumer judgement in the case of low involvement can vary widely, ranging from price sensitivity to habits. However, assessing the role of brand reputation and trust from a sensory perception perspective is not a common approach. This paper examines the impact of trust on consumer value judgements for a frequently consumed beverage such as mineral water. Combining trust and sensory attributes with the Expectation–Disconfirmation Theory (EDT) framework provides insights into the weight of taste, trust and reputation in product evaluation. A tasting experiment was carried out using a representative systematic random sampling method. A mixed method was applied; EDT was used to analyze quantitative data and grounded theory methodology was performed in the case of qualitative data. Results indicate complete assimilation for the most preferred brand and negative contrast for less well-known brands. It can be stated that the applied methodology is suitable as a certain kind of trust measurement and also can function particularly well as a reinforcement and complement to other methodologies (e.g., neuromarketing methods). This study suggests that brand names positively influence value judgment. Origin bounded brands compared to imported brands can help companies mitigate trust issues in developing countries as they convey a particular reputation, which helps reinforce trust.

Purchase decision process and information acquisition of zero-energy houses in Japan

ABSTRACT Compared with traditional houses, zero-energy houses (ZEHs) offer efficient and preferable living environments, e.g., reduced greenhouse gas emissions and lower health risks. Currently in Japan, such houses are not as popular as anticipated and sales do not meet the national government target. Accordingly, household buying process should be investigated to develop policies to encourage the spreading of ZEHs. Therefore, we investigated which factors influenced purchasers’ intentions and behaviors. We based our purchase process modeling on the unified theory of acceptance and use of technology, which includes six constructs, i.e., use behavior, behavioral intention, performance expectancy, effort expectancy, social influence, and facilitating conditions. Our model also considered the effects of the information content buyers obtained and the channels they used on performance expectancy. In our estimation, we used Bayesian structural equation modeling and response from 297 Japanese households. It was found that certain information content and channel combinations, e.g., health aspect information obtained from salespersons effectively enhanced performance expectancy. Although performance expectancy did not significantly facilitate the use intention, social influence and facilitating conditions effectively promoted intention leading to purchase. Our findings contribute to more appropriate information provision strategies and supporting policies to promote the spread of these houses.

Possibilities and limits of virtual and augmented reality in the purchase decision process for clothing

This paper examines the influence of virtual and augmented reality on the purchasing decision-making process for clothing. The aim of the study is to gain well-founded insights into the possibilities and limitations of using virtual and augmented reality (VR and AR) techniques in that process. It can be shown that VR and AR applications as interactive systems can offer valuable support in the purchasing decision-making process. New chances and possibilities arise for future shopping in virtual or augmented realities, in which customers are supported in their decision-making. So far, the simulation of visual properties, the limited range of offered pieces, the lack of customer acceptance as well as high barriers to entry and expensive hardware solutions have weakened the full exploitation of potential.

Exploring the affective factors encouraging engagement with blind boxes consumption

The emergence of blind boxes has promoted the development of China's toy industry. The trend of blind boxes led by POP MART has made other toy brands follow the direction of releasing art toys in the form of blind boxes, and even other industries have followed the blind box surprise marketing method. This study conducted semi-structured interviews with blind box players and industry experts to investigate affective factors influencing consumers' purchasing blind boxes. The study found that consumers tend to make emotion-oriented decisions in the blind box decision-making process, mainly affected by affective motivation and emotion. Emotional influence can also be divided into integral emotion and incidental emotion. In addition, this study also found that the affective factors of first-time purchase and repeated purchase were different. There is a connection between Affective motivation and Integral/Incidental Emotion, which influences each other and promotes the consumer's purchase decision-making process. This research fills in the gaps in the classification and interaction of purchase motivation and emotional factors of surprise products in the decision-making process. It proposes a theoretical model for future research. At the same time, the consumer sentiment factors derived from the study are also beneficial to marketers to seek insight into consumers' psychological needs and conducive to the innovative application of blind box marketing in other industries.

Unveiling Neuromarketing and Its Research Methodology

Neuromarketing is the union of cognitive psychology, which studies mental processes, neurology and neurophysiology, which study the functioning and responses of the brain and body physiology to external stimuli, and marketing, which studies valuable exchanges, to explain marketing effects on customers’ and consumers’ behaviours and on buying and decision processes. It includes a set of research techniques that, by observing and evaluating how the brain and other body parts respond, avoids possible biases and provides truthful and objective information on consumer subconscious. The term “consumer neuroscience” covers academic approaches using techniques such as fMRI, Eye Tracking, or EED. The objectives of this entry are to show what neuromarketing is and what added value it brings to the study of consumer behaviour and purchase decision processes. The conclusions show a favourable future and positive attitudes towards neuromarketing.

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

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

Eye tracking provides valuable insights in neuroscience: An empirical brand perception food marketing study

This study examines the importance of product packaging as a marketing medium. Using the example of commercially available pasta, the research focuses on key visual aspects of its packaging, such as colour, shape, packaging material and logo. The findings from studies like this are particularly important to food and beverage companies as they help marketers better understand the consumer purchase decision process. The study analyses data gathered from surveys administered through Google Modules, and visualisation data obtained using iMotions eye-tracker software. The results confirm the importance of packaging design elements such as colour and product information when it comes to consumer buying behaviour.

An Empirical Study of the Effect of Online Comments on Consumer Buying Behavior

There are many factors that affect the buying decision of consumers, and online comments are very important among these factors. Online comments made by customers or users have a direct impact on buying decisions. For this reason, consumers carefully examine online comments from other customers or users to access more accurate and realistic information during the buying decision process. The aim of the study, which is built on this understanding, is to examine the effects of online comments on consumer buying behavior. For this purpose, the study was carried out at Selcuk University with a random sampling method using a google survey. A total of 400 people at the university were reached. In this way, the opinions of different segments including academics, university staff and students were asked. SPSS 22.0 program was used in the analysis of the collected data. Pearson correlation and multiple regression analyzes were used because the scale used in the study was a normal distribution and parametric tests were used. As a result, it was observed that as the positive perspective of the participants on consumer comments increased, buying behavior also increased. However, no significant relationship was found between attitude towards comment and buying behavior (p>0.05). The fact that the study was carried out at a university and that it covers the entire university, from academicians to students, distinguishes the study from others and makes it significant. Future studies on this subject can be carried out on other segments of society.

DESKRIPSI PROSES KEPUTUSAN PEMBELIAN SAYURAN ORGANIK YANG DILAKUKAN OLEH KONSUMEN WARUNG SEHAT 1000 KEBUN BANDUNG

The trend of consumption of organic vegetables in urban areas is increasing. Warung Sehat 1000 Kebun Bandung is one of the organic vegetable marketers in Bandung. The number of competitors and ensuring the availability of organic vegetables according to consumer needs is a problem that is being faced. This study aims to describe consumer characteristics, purchase decision processes, and analyze the factors that influence consumer purchasing decisions. This study applies a quantitative design with a survey technique to 42 respondents. Sampling was done by convenience. Data were analyzed by frequency distribution to determine the description of consumer characteristics, purchasing decision processes, and factors that influence consumer purchasing decisions. Based on the research results, consumers of organic vegetables at Warung Sehat 1000 Kebun Bandung are mostly women aged 36-45 years and 56-65 years, married, are housewives, and have an income of > Rp. 6,000,000. Consumption of organic vegetables is done erratically. Health and environmental sustainability are aspects that consumers consider in buying organic vegetables. Most consumers get information about organic vegetables from electronic media. Product quality, especially product freshness, is the main focus in finding information and considerations when buying products. Consumers are satisfied with the product and will continue to buy organic vegetables at Warung Sehat 1000 Kebun Bandung even though there is an increase in prices. The development of information and communication technology, income, lifestyle, and knowledge are the main considerations for consumers in buying organic vegetables. The family is the main reference for consumers in purchasing organic vegetables. Most of the purchases of organic vegetables are made by consumers at the instigation of themselves.

Mapping consumer’s cross-device usage for online search: Mobile- vs. PC-based search in the purchase decision process

The ubiquity of both mobile devices and PC’s has enabled the modern-day consumer to engage in cross-platform online searches as a new norm. The accumulated knowledge on cross-device search behavior to date, however, emanates largely from industry reports and at an aggregate level. To better understand the individual consumer’s purchase decision process, we set out to investigate contingencies of what (subject of search), how (device of choice), and when (stage in the buying decision). To this end, we utilize a panel data consisting of clickstream from mobile and PC searches, coupled with entropy-based metric to chart the breadth and depth of browsing as well as topic modeling to glean insight into the nature and the themes of the search at different points en route to purchase. We find consumers generally preferring mobile device (PC) for breadth (depth) in search for the earlier (later) stages—lending support to the notion of two-stage decision-making even with cross-device usage. Other highlights include consumers exhibiting a pattern of extensively searching the purchased brand in the initial stages on mobile but not on PC. Moreover, a comparison of consumers with online conversion taking place exclusively via PC vs. across devices reveals a distinct preference for devices contingent upon the topics searched.