132,790 research outputs found

    Motivation of Online Buyer Behavior

    Get PDF
    Buyer behavior of consumers plays one of the key roles in fulfillment of the main goals of a company. It is influenced by many external and internal factors but the company can also influence the final process of buyer decision-making process significantly by its activities. The subject matter of this article is an analysis of the features of online buyer behavior compared to the general regularities of buyer behavior, definition of the main motives of online shopping, and description of the current trends. The article uses the basic terminology of this subject and current bibliography as well as other resources. Theoretical knowledge is based on historic directions of Maslow’s theory of motivation where it is possible to find the basis for a buyer behavior analysis. The article is also based on the formerly carried out questionnaire survey which examines the motives and experience of the respondents with online shopping. By means of the independence test it is verified whether there is a relation between the age of respondents and motivation for online shopping. Subsequently, the survey carried out in person is compared with other relevant research solutions

    Shopping Online Sebagai Gaya Hidup

    Full text link
    The use of internet communication technology can make the world as if in one hand makes electronicbusiness with the concept of Online Shopping at its peak in recent years along with the development ofcommunication technologies over theInternet.How to shop online by using the internet through computers andmobile devices is increasingly popular smartphone can even be said to have become a trend today.Variousconvenience of shopping be the main thing to offer, with enough gadgets available in the home, anyone canalready shop.This study wants to describe the interpretation of the meaning of Online Shopping as lifestyle andobserve several aspects into consideration.Using the media theory of Neil Postman (1992) inStraubhaar et.all(2012: 50) that emphasizes the social system in promoting the culture of technology and dominating also JacquesEllul (1990) which argues that technological developments lead to social dominance and reinforced with thetheory of consumer behavior. Using Interpretive paradigm and descriptive qualitative study,this research found:(1) the perpetrators of online shopping informants know enough about understanding online shop, their educationabove the high school and already has information about online shopping (2) Online shopping for them is not aslifestyle needs in shopping (3) Sources of information based on the experience of friends and environment (4) theage and tastes play a role in making purchasing decisions (5) Encouraged perform online activities from previousoffender (6) the learning process when starting an online shopping activity in addition to the experience of friends,komentardarida wall (7) online shopping is the fulfillment of which provide convenience, practicality, conveniencealready enjoyed today. The study recommends that Internet presence is intended to have all the information neededin people\u27s lives can be accessed quickly, easily and inexpensively. The decision is a personal choice, but thechoice that brings benefits to individuals and society is certainly a wise decision

    How the COVID-19 pandemic is changing online food shopping human behaviour in Italy

    Get PDF
    The advent of the Internet has significantly changed consumption patterns and habits. Online grocery shopping is a way of purchasing food products using a web-based shopping service. The current COVID-19 pandemic is determining a rethinking of purchase choice elements and of consumers\u2019 behavior. This work aims to investigate which characteristics can affect the decision of online food shopping during the pandemic emergency in Italy. In particular, the work aims to analyze the effects of a set of explanatory variables on the level of satisfaction for the food online shopping experience. For achieving this aim, the proportional odds version of the cumulative logit model is carried out. Data derive from an anonymous on-line questionnaire administrated during the first months of the pandemic and filled by 248 respondents. The results of this work highlight that people having familiarity with buying food online, that have a higher educational level and consider food online channels easy to use, appear more satisfied for the food online shopping experience. These findings can be crucial for the future green global challenges as online shopping may help to reach competitive advantages for company sustainability

    Critical Factors of the Buyer Decision Process Model in Business-to-Customer (B2C) E-Commerce in Taiwan

    Get PDF
    The purpose of this study is to identify the critical factors involved in each stage of the Buyer Decision Process model, developed by Kotler and Armstrong (1997), as this study relates to online retail shopping in the country of Taiwan. This study explored whether and to what extent these factors influence consumers making online purchase decisions. The Buyer Decision Process model consists of five stages: (a) need recognition; (b) information search; (c) alternatives evaluation; (d) purchase decision; and (e) post-purchase decision. This research study attempted to design a framework based on this model to explore the perceived consumer value of online purchase through the entire consumption process in a B2C e-commerce setting in the country of Taiwan. There are many problems in this research area, such as: (a) B2C e-commerce is very competitive; (b) online shoppers have different characteristics from traditional shoppers; (c) most B2C Websites are ignored by Internet users; and (d) online shoppers are unable to touch, feel, or see real products to evaluate quality. Therefore, how to attract worldwide potential customers to Websites is a challenge for global e-retailers; and how to analyze and understand consumer preferences is a challenge for global e-retailers in the fast-changing digital marketing as well. There are five research questions in this research study, based on the five stages of the Buyer Decision Process model to measure consumer online behavior in Taiwan. In order to answer the five research questions, the researcher identified 14 critical factors for consumer online purchase decisions based on the five stages. These critical factors include: Free Trials, Internet Advertisements, Search Engines, Online Shopping Malls, Auction Websites, Convenience, Price, Brand, Security, Promotion, Refund, Satisfaction, Customized Information, and Discount. In general, the study results supported the inference of relationships between the 14 critical factors and Internet users\u27 receptivity to online shopping, with Satisfaction ranking first, Online Shopping Malls ranking second, and Convenience ranking third

    Virtual Social Identity Development for Customer Electronic Word-of-Mouth Participation

    Get PDF
    Electronic Word-of-Mouth (eWOM) plays a persuasive role in influencing consumers’ attitudes and purchase decision. There are many efforts to identify the effect of eWOM on the customers’ purchase decision. However, few studies on the intrinsic motivation of eWOM participation in online shopping malls have been published to date. The main goal of this study is to identify the factors that motivate customers to participate in eWOM and to suggest relevant strategies for leading customers’ eWOM participations. To accomplish this goal, we propose a structural model mainly based on social identity theory. In addition, customer citizenship behavior (CCB) which has been extended from organizational citizenship behavior (OCB) is considered. And the effect of perceived extrinsic incentives such as; e-money or e-point on eWOM participation in the online shopping mall is contrasted with the effect of intrinsic motivation

    Sifting customers from the clickstream : behavior pattern discovery in a virtual shopping environment

    Get PDF
    While shopping online, customers\u27 needs and goals may change dynamically, based on a variety of factors such as product information and characteristics, time pressure and perceived risk. While these changes create emergent information needs, decisions about what information to present to customers are typically made before customers have visited a web site, using data such as purchase histories and logs of web pages visited. Better understanding of customer cognition and behavior as a function of various factors is needed in order to enable the right information to be presented at the right time. One approach to achieving this understanding is to develop predictions about what information to present based on inferences made from cognitively-grounded models of the customer, calibrated according to an analysis of what behaviors can be observed during the online shopping experience (e.g., clickstream produced by mouse clicks and typing). As a step in achieving this objective, this research tests hypotheses about how differences in product involvement, time pressure, and uncertainty and riskiness of choice may impact a customer\u27s search and decision strategies, time on task, and perceived risk while shopping online. It draws upon the results of prior research, as well as two pilot studies, to motivate the design of a study involving human participants making purchasing decisions in an online shopping environment. The main data sources are the think-aloud protocols and clickstreams of the participants, as well as pre- and post-experiment questionnaires. This work is expected to improve understanding of how contextual, personal and product-related factors help shape online shopping behavior, and to generate insights into the cognitive processes that inform this behavior. Future work beyond the thesis is likely to involve more formal modeling of human cognition in online shopping environments

    DYNAMIC CONSUMER DECISION MAKING PROCESS IN E-COMMERCE

    Get PDF
    This dissertation studies the dynamic decision making process in E-commerce. In the first essay, we use eye tracking to investigate how consumers make information acquisition decisions on attribute-by-product matrices in online choice environment such as comparison websites. Hierarchical Hidden Markov Model is used to describe this process. The model consists of three connected hierarchical layers: a lower layer that describes the eye movements, a middle layer that identifies product- and attribute-based information acquisition modes, and an upper layer that flexibly captures switching between these modes over time. Findings of a controlled experiment show that low-level properties of the eye and the visual brain play an important role in dynamic information acquisition. Consumer switch frequently between two acquisition modes, and higher switching frequency increases decision time and reduces easiness of decision making. These results have implications for web design and online retailing, and may open new directions for research and theories of online choice. The second essay investigates how usage experience with different types of decision aids contributes to the evolution of online shopping behavior over time. In the context of online grocery stores, we categorize four types of decision aids that are commonly available, namely, those 1) for nutritional needs, 2) for brand preference, 3) for economic needs, and 4) personalized shopping lists. We construct a Non-homogeneous Hidden Markov Model of category purchase incidence and purchase quantity, in which parameters are allowed to vary over time across hidden states as driven by usage experience with different decision aids. The dataset was collected during the period when the retailer first launched its web business, which makes it particularly suited to study the evolution of online purchase behavior. We estimate the model for the spaghetti sauce and liquid detergent categories. Results indicate that four types of decisions influence evolution of purchase behavior differently. Findings from this study enrich the understanding of how purchase behavior may evolve over time in online stores, and provide valuable insights for online retailers to improvement the design of their store environments

    Pengaruh Gaya Hidup dan Kemampuan Literasi Keuangan terhadap Perilaku Konsumtif Belanja Online

    Get PDF
    This study analyzes student consumptive behavior associated with lifestyle and financial literacy during the covid-19 pandemic. The study was conducted at 15 of the best universities in the province of South Sumatra, the version of Webometrics 2021. This study used a survey method by distributing questionnaires to students online. Based on the results of hypothesis testing, the structural equation model testing each indicator of lifestyle variables has a significant positive effect on student consumptive behavior and financial literacy has a significant negative effect on student consumptive behavior. Simultaneously lifestyle and financial literacy affect the consumptive behavior of students in online shopping in South Sumatra Province during the covid-19 pandemic. Lifestyle increases a person's consumptive behavior, but financial literacy is able to suppress consumptive behavior for better decision-making to shop online

    Internet Customer Segmentation Using Web Log Data

    Get PDF
    The objective of this paper is to analyze web transaction log data that reveal customer behavior in the Internet channel, and to provide a useful online customer segmentation scheme. To achieve this, we analyze the relationship between the behavior of customers for online pet shops and revenue. We use the decision-tree method as a data-mining technique, and clustering analysis to segment customers.  We perform the study in two stages. First, we investigate the web transaction data of both the member customers and nonmember customers of a Korean online pet shop. Second, we narrow down the study focus and analyze only the member customers’ demographic data and their web transaction data. As a result, we obtain several meaningful segments based on customers’ transaction behavior and demographic characteristics. We use web log data to analyze customer transaction behavior and log-in information to analyze customer demographic characteristics. We discuss some strategic implications, for online shopping mall marketing, suggested by the acquired market segments

    A mediation–moderation framework of consumers’ intention to participate in crowdfunding

    Get PDF
    The purpose of this paper is to examine the role of perceived risk and shopping frequency as a mediator and a moderator in supporting a reward-based crowdfunding (CF) project by potential backers. A research framework is developed based on consumer decision-making styles and literature studies. A total of 218 valid responses are collected from offline shoppers through an online questionnaire to examine their perceptions and motivation to participate in a CF project on Indiegogo, one of the largest reward-based CF platforms. Descriptive statistics and Hayes’ PROCESS macro are used to analyze data. The results reveal five decision-making styles of Thai offline shoppers. When combining these styles, they significantly directly increase the tentative of offline shoppers to support a CF project, but indirectly decrease their backing intention through perceived risk. Past behavior in terms of respondents’ offline shopping behavior insignificantly moderate the relationships between consumer style inventory (CSI) and perceived risk, perceived risk and intention, and CSI and intention, but significantly help to lower their perceived risk. The results guide project owners in reward-based CF platforms in drawing attention from future backers, expanding their market, and creating marketing strategies for potential consumers with different decision-making styles. This work is one of the first papers that explores offline shoppers as potential backers, examines the impact of consumer decision-making styles, and analyze mediation and moderation models in the context of a reward-based CF platform
    • …
    corecore