Purchase Decision Process Research Articles

Pengaruh Brand Image Terhadap Keputusan Pembelian Toyota Agya Di PT Auto2000 Asia Afrika Bandung

This study aims to determine whether the Toyota Agya car in auto2000 provides a purchase decision for customers, based on brand image and purchase decision. This research uses quantitative research. This research is used to prove the relationship between several variables. This research uses a descriptive approach with 99 respondents who are service providers at auto2000 in the city of Bandung. The variables in this study are brand image (X) and purchasing decisions (Y). The data collection method used is a questionnaire. The data analysis method used is descriptive analysis and simple linear regression analysis. Data processing tools use SPSS for windows version 25.0. Based on the results of simple linear regression analysis, brand image has a significant and positive effect on purchasing decisions. So this explains that brand image has a positive influence on determining the Toyota Agya purchasing decision process at PT.Auto2000 Asia Afrika Bandung.

Unlocking B2B buyer intentions to purchase: Conceptualizing and validating inside sales purchases

This study focuses on understanding the purchase decision-making process of B2B buyers in the context of inside sales. While many studies have explored this topic in a B2C context, there has been little attention given to the unique features of B2B inside sales. To address this gap, we developed and empirically validated a buyer's intention to purchase (BIP) model that integrates the B2B purchase decision-making process and buying behavior theories. Using PLS-SEM analysis on data collected from 126 B2B buyers, we found that trust in sellers and connection flexibility are crucial factors in determining buyers' intention to purchase. Specifically, these factors influence the purchase intention via appointment and contact willingness during different phases of the B2B purchase process. Additionally, our multigroup analyses suggest that buyers' demographic and firmographic attributes affect the purchase decision-making process in different ways. By identifying different groups of buyers and their distinctive needs and preferences, our findings inform more effective approaching and selling strategies. This study contributes to both academic and sales practices by providing critical insights into the factors that influence the B2B inside sales process, which ultimately improve sales performance.

Boeing Co: Ethical Failures and Business Scandals

Recent advances in technology have completely changed people’s outlook on the world. Instant access to limitless information has revamped consumer behavior and expectations from the companies they interact with; therefore, social responsibility has become a crucial talking point in the business world as customers increasingly monitor their actions. A recent study showed that 70% of consumers want to know how brands are addressing social and environmental issues, and 46% of consumers believe it plays a decisive factor in their purchasing decision process (Duan, Hofer, & Aloysius, 2021). Even though this has its effects in every industry, this paper will focus on the aircraft manufacturer Boeing Co. Aviation is a rapid worldwide method of transportation; it is essential for modern globalization and global business as it facilitates trade and economic growth (Uniting Aviation, 2018). Given its significant impact on business and the high risks or consequences of unethical business practices, the commercial airlines production is under more scrutiny. Boeing Co. has found itself under heavy public scrutiny after two of the newly designed 737 MAX planes crashed in 2018-2019, costing the lives of over 300 passengers and crew members. To gain profits, Boeing Co. looked to upcharge commercial airlines on unconventional basic safety systems and ‘cut corners’ with regulatory agencies such as the Federal Aviation Administration by downplaying the upgrades in the new aircraft to avoid retraining and informing pilots of said new systems. In addition to this, the company fell incredibly short in its response and in its approach to addressing the incidents to the public (Peterson, 2021). This article will discuss in detail the organizational culture of Boeing Co., how their focus on economic success over ethical practices has stained their history in the aviation industry, and how the company works to overcome their unethical past for a prosperous future.

The impact of digital household budgets on online purchase decision‐making processes

AbstractRecent literature found positive effects of digital household budget feedback when used over longer timespans. This current study, in turn, investigates whether digital budget feedback also influences consumer behavior in single online purchase decisions. The related research question states: Do transparent technology‐mediated household budgets influence consumers' willingness to pay and payment pain in single, individual online purchase decision processes? The underlying study used a quantitative‐, mixed‐design approach and simulated online purchases for one hedonic and one utilitarian product. Three hundred fourteen study subjects were assigned to either a control group or one of three treatment groups manipulated with specific budget statuses to examine differences in consumer reactions. Critical measures of willingness to pay and payment pain have been taken to analyze potential significant effects. Results found significant differences in consumer willingness to pay and payment pain between and within groups concerning both products. The study could, however, not confirm differences to occur between utilitarian and hedonic purchases. The findings extend existing literature by demonstrating that consumers adjust their online spending based on individual household budget feedback. Consumers that wish to align spending with their current budget status might thus rely on app‐mediated budget updates. At the same time, marketers could offer individualized pricing offers to consumers based on situational budget status information.

Insights into Canadian consumer perceptions and behavior in the lobster industry: Implications for sustainability and economic development

Previous research within the lobster industry has often overlooked significant determinants that influence perceptions of lobster consumption. In response, this study aims to examine Canadian perceptions toward the Canadian lobster industry and to assess the impact of socio-demographics, consumer motivation, sustainability, economic diversity and equity, and traceability on the enjoyment of lobster consumption. An extensive cross-national survey was conducted, following a conceptual framework. Descriptive analysis and cumulative link models were deployed for data analysis. The outcomes indicate that Model 5 exhibits the best fit. Based on the findings from Models 2 and 5, key determinants influencing consumer preferences for enjoying lobster consumption include a preference for vegan diets, marital status, one's history of lobster purchases, the frequency of lobster consumption, the perceived importance of price, and support for the Canadian economy. In future research, natural language processing (NLP) techniques will be employed to gain deeper insights into consumer perceptions and behaviors within the Canadian lobster industry.

Analysis of Digital Tourist's Purchasing Decision Process Based on Feedback and Opinions

Today, tourism and digitalisation are very much intertwined. The phenomenon of tourism in the digital space - digital tourism - emerged with the birth of the internet and has grown in intensity over the years. The evolution of digitalisation has brought about a paradigm shift that has not only led consumers to adopt information and communication technologies, but has also greatly transformed consumer behaviour, preferences and motivations. Indeed, the development of technology has disrupted the traditional booking trends of tourists, their attitudes towards tourism and the social groups of tourists by providing dynamic online communication channels. Digital tourism users - digital tourists - are increasingly aware of the information and communication technologies, services and tools available to them, and are able to shape the market offer tailored to their needs through their actions and the data they provide. One of the most effective means of doing this is to share feedback and opinions online. In our research, I provide secondary information to support the importance of feedback and opinions, clarify its role in digital tourism, and then investigate the phenomenon of electronic-world-of-mouth through a questionnaire survey and decision tree analysis, and highlight the insights and implications of eWOM for digital tourists' behaviour in the online space based on opinions.

Influence of Online Forums on Customers’ Buying Decisions: A Machine Learning Approach

Abstract Online forums are becoming increasingly important in influencing customers’ buying decision process, hence understanding customers’ likelihood to rely on online forums while making buying decisions is of major concern for marketers. The companies should also be aware of how reliance-likelihood differs with the introversion/extraversion nature of customers. Using factor analysis as data reduction technique and classification and regression tree as machine learning technique, the current study categorizes customers and builds decision rules based on their self-perception related to their inter-intra communication comfort level (introversion/extraversion level). Based on customers’ self-perception of their inter-intra communication comfort level, four groups were identified as: Extroverts, Introverts, Socially Active and Vacillators. Analysis of the data collected from 209 respondents revealed that being socially active is a common trait for both introverts and extroverts in being influenced by online forums while making buying decisions. The current study will be useful for companies in understanding the effect of the level of introversion-extraversion in making customers more likely to be influenced by online forums for making buying decisions and hence will help firms in formulating more effective strategies and better predictive models related to online forums.

An Engel–Kollat–Blackwell model application on restaurant clientele purchase decision-making processes in commercial eateries in Kakamega County, Kenya

ABSTRACT Restaurant clientele have a task of making critical decisions concerning their choices of food and drinks. The decision-making process involves, firstly, the selection of the restaurant in which to have a meal and, secondly, the selection of food items from the menu to constitute their meals. Thus, it requires cognitive and physical effort for restaurant clientele to make decisions concerning their restaurant choices and ultimately a final purchase decision. This study applied the Engel–Kollat–Blackwell-consumer purchase decision model to investigate restaurant clientele’s purchase decision-making process among commercial eateries in Kakamega County in Kenya. For the purpose of this study, a five-stage customised EKB model was applied. The study employed a descriptive research survey design, while Fisher’s formula was utilised, giving a sample size of 384 respondents. The study results show a high positive correlation (R = 0.892) between the study variables. The study results indicate that 79.6% of the total variation in consumer ratings was because of the restaurant customer purchase decision-making process, in addition to the overall regression model predicting the outcome variable (p < 0.05). In relation to the contribution of studied predictor variables, a manual search gave the greatest contribution (B = 0.545, p < 0.001, t = 9.105), while sense of belonging/ class of the eatery gave the least contribution (B = −0.584, p < 0.001, t = −12.505). To yield positive results, eatery managers will be required to adjust these predictor variables depending on the contribution of each on the outcome variables, given the predictor variables to be tested account for the most variance in the outcome variable.

A STUDY ON CONSUMER DECISION MAKING PROCESS FOR ONLINE SHOPPING

It is always assumed that the most important stage in a sale is when a consumer hands over the money at the billing counter or payment gateway. But when we see the bigger picture, the real challenge is to how to influence consumer behaviour. Every single step in the consumer decision-making process plays an important role. For marketers, it is imperative that they focus their attention to every stage in the buying process in order to maximize their profit. Most of the companies are now adopting to hybrid mode of business and making their presence in the web world as well through on-line portals and or through applications to sell their products/services on-line. Though online shopping is common outside India, its growth in Indian Market, which is a large and strategic consumer market, is still in line with the global market. The potential growth of on-line shopping and the dynamism of Indian Consumer buying decision process has triggered the idea of conducting a study on Consumer Decision Making Process for online shopping.

Analisis Pengaruh Perilaku Konsumen Terhadap Proses Keputusan Pembelian Produk Sliced Beef Secara Online Melalui Platform E-Commerce

This research was conducted to determine the factors of consumer behavior that can influence the beef purchasing decision process through e-commerce. In this study, data collection was carried out using a questionnaire. The questionnaire used in this study was a closed questionnaire with a Likert scale using Google Forms media. The sampling technique was carried out by random sampling, the conditions for the respondents used in this study were those who had purchased beef products through e-commerce. The number of samples in this study were 100 respondents. The results of this study indicate that the factors of consumer behavior which include personal factors, psychological factors, cultural factors, and social factors together have a significant influence on the buying decision process. This is due to consumers' curiosity about beef products and the ease of shopping online. This consumer behavior can be used as a measuring tool to predict purchasing decisions. Cultural factors partially have no significant effect on the decision to purchase beef products through e-commerce platforms as evidenced by the partial test results.

The Influence of Marketing Mix Strategy on Bread Customer Satisfaction in Nigerian Market

Bread is a practical and ready-to-eat food. Urban people consume Bread as a breakfast menu. This causes the bakery industry to grow even more. This study aims to analyze the purchasing decision process, analyze the dimensions in the marketing mix that affect consumer satisfaction, analyze the level of satisfaction formed by the marketing mix and formulate managerial implications from the results of the marketing mix analysis. Data were obtained from 120 respondents determined by convenience sampling and analyzed using the Structural Equation Model. The results showed that consumers go through all stages of the purchase decision process. Consumers buy Bread based on the motivation to meet their needs as a substitute for rice. Consumers obtain information about Bread from advertising. The main evaluation criterion for consumers before deciding on the purchase of Bread is the condition of the Bread. The consumer's purchase plan depends on the situation. If the variety of types of Sari Roti sought is not available, and there is a price increase, the consumer's action is still to buy Bread. However, if another brand of Bread provides a discount, consumers switch to that other brand of Bread during that period only. Marketing mix has a positive and significant effect on consumer satisfaction. This shows that the role of product, price, place and promotion increases customer satisfaction. The dimensions of product and price have a more substantial influence than place and promotion. The level of customer satisfaction of Sari Roti is in the very satisfied category. The recommended managerial implications are increased availability, 24-hour sales, public relations and sales promotion.

PENGARUH BAURAN PEMASARAN TERHADAP PROSES KEPUTUSAN PEMBELIAN PRODUK ASMORODJATI DI TARUMARTANI COFFEE DAN RESTO 1918

This study aims (1) to determine respondents' evaluation of product, price, place, promotion, physical evidence, people, process and purchasing decisions at Tarumartani Coffee and Resto 1918. (2) to analyze the influence of the product marketing mix, price, place, promotions, people, physical evidence, the process of purchasing decisions at Tarumartani Coffee and Resto 1918. This research uses a quantitative descriptive research type using primary data and secondary data. The research implementation method uses the survey method with a questionnaire of 80 respondents. The results of the validity and reliability tests show that the research data is valid and reliable. Respondents' assessment of the product variable has an average score of 3.83, price has an average score of 3.81, place has an average score of 3.58, promotion has an average score of 3.59, people have an average score 3.75, physical facilities have an average score of 3.57, the process has an average score of 3.72 and the purchasing decision process has an average score of 3.8. The test results using multiple linear regression showed that the product, price, place, people, physical facilities, process variables partially influenced the purchasing decision process variables. While the promotion variable has no effect on the purchasing decision process.Keywords : Product, Price, Place, Promotion, People, Physical evidence, Process, Purchase Decision Process

Analyzing Differences in Cruise Tourist Decision: Making Processes Based on Value Perception

Purpose - The purpose of this study was to analyze differences in the decision-making process of cruise travelers based on value perceptions. The analysis was conducted from the perspective of travelers seeking information online, and pre-decision, purchase decision, and post-sharing were analyzed to draw implications.&#x0D; Design/Methodology/Approach - The research methodology of this paper is as follows. A survey was conducted among potential travelers who are planning a cruise trip, especially those who are exposed to the digital environment and make pre-trip research and purchase decisions online. After conducting factor analysis for each factor, the relationship between variables was verified through MANOVA. In addition, cluster analysis was used to check for differences between groups and to determine whether there were differences between groups for each variable.&#x0D; Findings - As a result of the study, we were able to divide the clusters into three groups: low-, medium-, and high-value. For each cluster, we analyzed the difference in preference for digital tourism platforms at different stages of the cruise decision-making process. The results are reported in detail in the main text.&#x0D; Research Implications - While previous studies have conducted empirical research by incorporating theories on the traveler purchase decision-making process, this study is significant in that it analyzes the differences between groups of digital travelers as they increasingly make purchases online. It is expected to show theoretical and practical implications.

Analisis Selera Konsumen Terhadap Atribut Produk dalam Keputusan Pembelian Minuman Mixue

Mixue is an ice cream shop with cheap and delicious prices, making Mixue expand massively throughout Indonesia in a fairly short time. This study aims to identify and analyze the characteristics, purchasing decision process and consumer tastes towards the attributes of Mixue beverage products. This research was conducted at the Mixue shop in the Dharmawangsa and Ngagel Surabaya branches. The sampling technique was "accidental sampling" with a total of 84 consumers. The analytical method uses descriptive analysis and Fishbein multi-attribute analysis with the help of a questionnaire and Microsoft Excel 2019. Based on the analysis using Fishbein's multi-attributes, the attribute that has the most interest is price, while the attributes that consumers trust the most are price, brand. Based on the Fishbein score obtained at 101.69, it can be said that consumer tastes for Mixue beverage products are included in the like category.

Investigation of how brands using influencer marketing affect the purchasing decisions of the Z generation in the context of Türkiye

Influencer marketing has significantly altered the way brands connect with their target audience, specifically Generation Z. The aim of this research is to explore how brands using influencer marketing impact the purchasing decisions of Generation Z individuals aged 15 to 25 in Istanbul, Türkiye. Data collection for this study is conducted through a qualitative study approach. A semi-structed questionnaire is used to assess how Generation Z’s perception of an influencer affects how they engage with a brand and how that shapes their buying decision process. The results of this study showed that the attractiveness, integrity and level of fame that an influencer possesses affect the way Generation Z perceives them. If they have loyalty towards an influencer, they are more likely to have loyalty towards the brand associated with the influencer. The conclusions drawn from this study are particularly valuable for brands interested in optimizing their influencer marketing strategies to efficiently establish a connection with Generation Z in the Turkish market.

Pengaruh Daya Tarik Iklan Gojek Versi SebelumGojek Terhadap Keputusan Penggunaan Aplikasi

Advertising is a type of communication in the form of visual, written or oral media. Advertisements make and encourage decisions to the viewing public that aim to attract consumers. Gojek is one of the companies that utilizes the YouTube platform as a place to attract consumers, one of which is their newest advertisement, namely "#BeforeGojek". The aim of this research is to find out what effect the Gojek advertisement version "#BeforeGojek" has on the decision to use the Gojek application among viewers of the Gojek YouTube advertisement (Survey of Communication Science Students, FISIP UMJ Class of 2020/2021). The theory used in this research is the Advertising Attractiveness theory which includes Meaningful (Impression), Believable (Trust), Distinctive (Characteristics) and uses the Purchasing Decision Process theory including Problem Recognition, Information Search, Alternative Evaluation, Purchase Decision, and Post-Evaluation Purchase. This research uses a quantitative approach with a survey method with a questionnaire as the data collection instrument. The data collection technique was carried out by distributing questionnaires given to 78 respondents to the 2020/2021 FISIP UMJ Communication Science Students. The questionnaire collection method used was random sampling. The results of the research show that the analysis indicates that the "#BeforeGojek" version of the Gojek advertisement had an impact on the decision to use the application by 55.8% and 44.2% was caused by factors outside the research. In the hypothesis test, it produces tcount (9.805) &gt; ttable (1.665), so H0 is rejected and H1 is accepted, which means that there is an influence between the influence of the attractiveness of the "#BeforeGojek" version of Gojek advertising on the decision to use the application.

Understanding consumer face mask consumption: a MaxDiff-based cluster analysis

This study aims to develop a consumer typology based on the importance of product attributes in consumer face mask consumption during the COVID-19 pandemic. An online survey with a MaxDiff experiment was employed to measure the importance of eight face mask attributes. Data were collected from 563 U.S. consumers during April 2022. Hierarchical Bayes analysis, K-means clustering, Chi-square tests, and ANOVA were used for data analysis. Results suggested that protection and comfort were the most important attributes, while appearance and brand were the least important. Based on the tradeoffs made in their purchase decision-making process, three distinct groups of face mask consumers were identified, named protection-focused, utilitarian-driven, and eco-conscious consumers. A consumer profile was established for each group, reflecting their mask-wearing behaviors, mask type preferences, and demographics. This study provides implications for face mask manufacturers and retailers to develop effective production and target marketing strategies for future respiratory pandemics.

Social Media And Word Of Mouth Effects On Buying Decision Process On Janji Jiwa Coffee In East Jakarta

This research aimed to analyze Consumer behavior of Janji Jiwa coffee which focuses on the buying decision process from consumers, which includes the influence of Instagram promotion and word of mouth on buying decisions, which mediated by purchase intention and brand awareness from Kopi Janji Jiwa in East Jakarta. This Research survey was conducted through Questionnaire on 100 Janji Jiwa customers who have bought the Janji Jiwa coffee at least 4 times in Janji Jiwa outlets in AEON mall Jakarta Garden City and Transera Waterpark at East Jakarta. All the responses are processed with path analysis using Smart - PLS application. The results finding reveal that between Instagram promotion (Advertising) and word of mouth, Purchase Intention and Brand Awareness, and Buying decision, each of these variables has an effect on each other. But there are no influence between word of mouth on purchase intention. In Addition, Purchase intention and brand awareness are proven to mediate and strengthen the relationship between Instagram promotion and word of mouth towards buying decision. Also, Brand Awareness is proven to mediate and strenghten the relationship between word of mouth towards purchase intention

Decision satisfaction and the evaluation of post purchase

The customers purchase decision process and the related satisfaction is always an important issue in marketing management. This paper investigates the impact of satisfaction with customers’ decision process on evaluating their post purchase performance. When customers feel dissatisfied in purchase decision, the positive or negative perceive value will occur event the post purchase evaluation is satisfaction or dissatisfaction. The author proposes a stochastic model to describe the contradiction situation. The conditional probability is used to construct different scenarios with decision process and post purchase evaluation. The empirical data is provided to estimate the parameters of the proposed model. It is also used to make model calibration. Finally, the research results and application are demonstrated.

COVID-19 and Digitization of SMEs: The Impact and Way Forward

The Covid-19 pandemic has brought significant changes to the global economy, particularly in terms of digitization. This study aims to examine the role of digitization in helping small and medium-sized enterprises (SMEs) survive during the pandemic in Nepal and assess its sustainability for the future. The sample for this study consists of 52 SMEs from various industries such as clothing, food, and retail businesses. A quantitative research approach is employed to analyze the data. The findings of this study indicate that there was little to no change in the adoption of digitalization among SMEs before and after the crisis. This suggests that the level of digitization in SMEs remains relatively unchanged in the post-Covid-19 period. However, in terms of sustainability, the study reveals that SMEs need to undergo digital transformation to ensure their long-term viability. This finding aligns with previous research that emphasizes the importance of digital technologies for SMEs in emerging markets.&#x0D; The literature review supports the notion that social media advertising can increase brand loyalty and provide opportunities for direct interaction with potential customers. Additionally, studies have shown that social media influencers have a positive impact on the buying decision process of customers. Furthermore, research has demonstrated that social media marketing influences consumer decision-making processes.&#x0D; It underscores the potential benefits of digitization in terms of survival and sustainability. The findings suggest that SMEs should prioritize digitalization efforts to adapt to the changing business landscape and enhance their competitiveness.&#x0D; In conclusion, this study emphasizes the importance of digitization for SMEs in Nepal, particularly in the context of the Covid-19 pandemic. The findings indicate the need for SMEs to embrace digital transformation to ensure their long-term viability.