Repeat Buying Behaviour Research Articles

The Influence of Brand Trust on The Decision of Repurchasing Sari Roti Product (Case Study on Sari Roti Consumers)

Bakery companies in Indonesia are increasingly competitive, each company is required to develop skills and formulate appropriate and measurable marketing strategies to ensure business continuity and maintain brand trust . When customers have confidence in the brand, repeat buying behavior will be created. The purpose of this study was to determine the effect of Brand Trust on the Decision to Purchase Sari Roti Products. This study used descriptive and verification methods with a quantitative research approach. The sampling technique of this research is probability sampling with random sampling technique using the formula Isaac and Michael. The types of data used in this study are primary and secondary data. The data is processed using SPSS (Statistical Product and Service Solution) software . The results of this study prove that Brand Trust has a significant effect on Repurchase Decisions.

Effects of collective intelligence and self-reference consumption on entrepreneurial productivity and quality in niche markets

This study analyzes the impact of customer segmentation, customer acquisition and retention, and customer behavior on entrepreneurial productivity and quality of the startup enterprises in Mexico. These enterprises tend to gain higher market share by implementing customer-centric approach through various variables such as demand stimulation, promoting their brand in ambidextrous market segments, product referrals, and cognitive variables such as psychodynamics, anthropomorphic attitude, and repeat buying behavior. Information gathered from 308 respondents was admitted to data analysis process. In all, information from 88% of the respondents was considered for data analysis. In view of the findings discussed in the study, it can be stated that the customer-centric approach of startup enterprises leads to anthropomorphic orientation among customers who are oriented toward technology and innovation. Startup enterprises encourage these customers to actively interact on digital platforms and inter-personal forums to promote a positive word-of-mouth leading to an increase in the purchase intentions by the potential customers.

Affective and cognitive factors influencing repeat buying in e-commerce

Drawing on means-end chain theory and feelings-as-information theory, we propose a moderation model, and offer a detailed analysis of how the affective factor perceived enjoyment influences perceived value and repeat buying in e-tailing contexts. Based upon survey data from 651 online shoppers, we observe the complex moderation effects of e-shopping enjoyment on the relations between perceived benefits, sacrifice and perceived value. However, the moderation effect of enjoyment only appears in shoppers with a task-focused motivation. Furthermore, this study applies fuzzy-set qualitative comparative analysis (fsQCA) and uncovers several equifinal configurations associated with the perceived value and repeat buying intention. The results reveal that none of the above-mentioned factors provide sufficient or necessary conditions for the presence of high perceived value and repeat buying intention. The findings suggest complex substitutive and complementary relationships between the factors and demonstrate the complexities of consumers’ online repurchase decision. This study thus helps to gain a better understanding of the conditions leading to e-shopping value and repeat buying behavior.

An empirical investigation of repeat buying behavior of customers of two brands in India

Purpose– The purpose of this paper is to attempt to test whether price and quality have any influence on customer repeat purchase probability. Managers should know the strategic determinants of repeat purchase probability to retain customers.Design/methodology/approach– Primary data were gathered on repeat purchase, price and quality via a survey of 400 customers of two brands in the Business-to-customer (B2C) sector. Then 380 × 4 data points to a logit model were fitted to estimate the effects of price and quality on customer repeat purchase probability.Findings– It was found that price, quality and price × quality influence customer repeat purchase probability substantially. Furthermore, the elasticities of repeat purchase probability to price and quality are quite high in both cases.Practical implications– Managers should use elasticities to determine how to allocate funds between price and quality to maximize repeat purchase probability.Originality/value– In view of the complexity of customer repeat buying behavior, this study deals with one aspect or feature of the total process, which does not mean that it has no value. By confirming two strategic determinants of customer repeat purchase probability and suggesting a simple rule of fund allocation, this work definitely adds some research of value to the relevant marketing literature.

Impact of services quality on customer satisfaction and repeat purchase attributes in hospitality industry

The hotel industry is globally experiencing the difficult task of managing changing demand governed by the brand switching behaviour of consumers. Under this competitive environment, hotels have two basic ways of achieving a sustainable competitive advantage within their product-line including low price, high quality and enhanced customer value. This study examines the relationships between customer satisfaction and repeat buying behaviour of consumers in regard to hotel services in Mexico. Authors argue that customer loyalty can be achieved by meticulously understanding customers' expectations, defining strategies to meet those expectations and continuously evaluating the performance to redefine the competitive strategies periodically.

Analysis on repeat-buying patterns

Consumer market has several characteristics in common such as repeat-buying over the relevant time frame, a large number of customers, and a wealth of information detailing past customer purchases. Analyzing the characterizations of repeat-buying is necessary to understand and adapt to dynamics of customer behaviors for company to survive in a continuously changing environment. The aim of this paper is to develop a methodology to detect the existence of repeat-buying behavior and discover the potential period of the repeat-buying behavior. We propose a new mathematical model to capture the characteristics of repeat-buying behavior. The algorithms based on our previous works then proposed to provide a scheme to discover periodicity and trends of the purchase. Two fundamental repeat-buying types have been identified and analyzed. Any repeat-buying scenarios can be expressed as the combination of the two fundamental types. The proposed mathematical model coupled with our prior works on cyclic modeling form a systematic process to uncover the characteristics of repeat-buying phenomenon. The experiments against a domestic consumer goods company are provided. The experimental results show that the proposed model can predict likely periodic purchase more precisely than previous studies.

Experiential values over time – a comparison of measures of satisfaction and emotion

This paper reports on a longitudinal, quantitative study of the effects of satisfaction and emotions on future behavioural intention. A review of the literature identifies growing evidence of the effects of an individual's emotional state on consumption decisions. There is evidence that measures of satisfaction are poor predictors of repeat buying behaviour, and this may be due to their failure to adequately incorporate an affective element. In this study, 352 graduates who attended a graduation ceremony were tracked over a period of six months and their level of satisfaction, and the emotions evoked by the experience of attending their ceremony were recorded. Satisfaction was observed to be a poor predictor of an individual's likelihood of recommending attendance at a future graduation ceremony to a friend. Furthermore, satisfaction had a declining effect over time. However, the level of positive emotions evoked after six months continued to be strongly associated with behavioural intention. This paper informs methodologies for measuring customer satisfaction, which have traditionally been undertaken immediately after a service encounter, but evidence is presented that a survey undertaken closer to the next point of consumption decisions/recommendation may be a more valid and managerially useful measure.

Determinants of consumers' repeat online buying of groceries

This study developed and empirically tested a model for understanding what factors determine repeat buying behaviour of already experienced online grocery consumers. Data were collected from 198 consumers who currently buy groceries via the Internet. The obtained Lisrel results suggest that consumers' attitude towards online grocery buying is positively affected by perceived offline physical effort and negatively affected by offline shopping enjoyment. Multi group analysis shows that the strength of these relations differed across several consumer characteristics. Also, it was found that a perceived high Internet grocery risk does not form an action barrier for consumers who already have a positive attitude towards online grocery buying. The results also indicate that consumers may hesitate from repeat online buying if they are faced with high online complexity. Implications and future research directions are discussed.

Food store loyalty: Application of a consumer loyalty framework

In the intensely competitive food industry, increasing and sustaining repeat buying behaviour among store customers can significantly increase profits. Studies have analysed store loyalty, but no published studies have asked shoppers to define store loyalty; the authors conducted six focus group interviews with consumers in a mid-western US city, in which they investigated respondent likes and dislikes of a preferred food store and consumers' own definition of store loyalty. Participants' repeat buying behaviour was linked to multiple characteristics defining a shopping environment (eg promotion, low prices). Within the context of a customer loyalty framework, participants matched the description of spuriously loyal: high repeat patronage, but low relative attitude towards preferred stores. The results have specific implications for more profitable food store management and for further useful research on customer loyalty.

The effects of perceptual processes on the measurement of service quality

Methods of measuring service quality have suffered from a lack of discussion about perceptual processes involved in a consumer’s evaluation of quality. Most importantly, it is the perception of service quality at the time of the next purchase decision that may better explain repeat buying behaviour, rather than the traditional measure taken immediately post‐consumption. This paper reports on a study of visitors to an adventure theme park. A longitudinal study employing a modified SERVQUAL scale observed that perceptions of service quality declined with the passage of time. Perceptions of items of high importance and those involving tangible elements declined the least. Changes in individuals’ perceptions over time were found to be associated with changes in behavioural intention.

Counting your customers: Compounding customer’s in-store decisions, interpurchase time and repurchasing behavior

Consumer buying decision is an important element of any company’s efforts to count its customers. Stochastic models have been used extensively in previous studies of marketing and are usually constructed so as to easily fit the data and make predictions. However, the regularity of customer interpurchase time, in-store decisions and repeat buying behavior are not considered simultaneously in the literature. Since the empirical evidence suggests that all the above factors do indeed influence the firm’s sales, we here present a methodology which takes all these elements into account. The methodology employed is illustrated by taking the customer purchase data for tea as an example. By not eliminating light buyers, the integrated model we developed achieves precise results and addresses the relative importance of each element while predicting firm sales.

Consumer behaviour and fruit quality: supply chain management in an emerging industry

Supply chains in new and emerging agricultural industries typically lack information linking product quality with consumer behaviour. This case study of the emerging persimmon industry in Australia and New Zealand demonstrates how adopting a supply chain orientation can address this situation. Assessing and modelling consumer response to product quality provides information that demonstrates to supply chain stakeholders how better product quality management can improve the performance of the whole chain. Emerging fruit industries, therefore, have more incentive to adopt a supply chain orientation if they understand quality‐related factors that drive consumer satisfaction and repeat buying behaviour.

Implications for Asymmetry, Nonproportionality, and Heterogeneity in Brand Switching from Piece-wise Exponential Mixture Hazard Models

The authors develop a class of mixtures of piece-wise exponential hazard models for the analysis of brand switching behavior. The models enable the effects of marketing variables to change nonproportionally over time and can, simultaneously, be used to identify segments among which switching and repeat buying behavior differ. Several forms of asymmetry in brand switching are accommodated. The authors provide an application to the analysis of scanner panel data on ketchup, which illustrates the implications for asymmetry, nonproportionality, and heterogeneity. The results show that the model predicts purchases and purchase timing in holdout data better than the models proposed by Kamakura and Russell (1989) and Vilcassim and Jain (1991).

Implications for Asymmetry, Nonproportionality, and Heterogeneity in Brand Switching from Piece-Wise Exponential Mixture Hazard Models

The authors develop a class of mixtures of piece-wise exponential hazard models for the analysis of brand switching behavior. The models enable the effects of marketing variables to change nonproportionally over time and can, simultaneously, be used to identify segments among which switching and repeat buying behavior differ. Several forms of asymmetry in brand switching are accommodated. The authors provide an application to the analysis of scanner panel data on ketchup, which illustrates the implications for asymmetry, nonproportionality, and heterogeneity. The results show that the model predicts purchases and purchase timing in holdout data better than the models proposed by Kamakura and Russell (1989} and Vilcassim and Jain (1991).

Toward a Theory of the Product Life Cycle: Explaining Diversity

Certain assumptions about the temporal patterns of consumer adoption and repeat buying behavior are derived from the literature. By means of a simulation model the impact of these assumptions on the shape of the product life cycle is assessed. Conclusions are derived in the form of propositions for future research.

A Consumer Purchasing Model with Erlang Inter-Purchase Times

Abstract The gamma-Poisson form of the negative binomial distribution (NBD) model generally gives a good fit to many aspects of repeat-buying behavior for a wide range of frequently bought branded consumer goods. Nonetheless, empirical evidence suggests that purchasing a particular brand-size in successive equal time-periods tends to be more regular than Poisson. An alternative model is therefore examined in which inter-purchase times for a given consumer are described by an Erlang distribution rather than by the negative exponential distribution implicit in the Poisson assumption of the NBD model. But it is found that the NBD model is robust to this kind of departure. Because of its greater simplicity, the NBD model therefore seems preferable for practical use.