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Author: Vicki Morwitz Publisher: ISBN: 9781601988805 Category : Business & Economics Languages : en Pages : 62
Book Description
Consumers' Purchase Intentions and Their Behavior reviews the relevant literature on purchase intentions in marketing, and more generally on the intentions-behavior relationship in social psychology, since purchase intentions are a particular form of the more general construct of intentions. Starting with the importance of purchase intentions to marketing managers, the author then focuses on reviewing the literature that provides an understanding of how strong is the relationship between purchase intentions and purchasing, what factors influence the strength of the relationship between purchase intentions and purchasing, and how a marketing manager should best use purchase intentions to forecast future sales.
Author: Vicki Morwitz Publisher: ISBN: 9781601988805 Category : Business & Economics Languages : en Pages : 62
Book Description
Consumers' Purchase Intentions and Their Behavior reviews the relevant literature on purchase intentions in marketing, and more generally on the intentions-behavior relationship in social psychology, since purchase intentions are a particular form of the more general construct of intentions. Starting with the importance of purchase intentions to marketing managers, the author then focuses on reviewing the literature that provides an understanding of how strong is the relationship between purchase intentions and purchasing, what factors influence the strength of the relationship between purchase intentions and purchasing, and how a marketing manager should best use purchase intentions to forecast future sales.
Author: Johnny Ch LOK Publisher: ISBN: 9781706633792 Category : Languages : en Pages : 394
Book Description
How can be survey research measured that is applicable to intentions, attitude or satisfaction data to predict consumer behavior? Whether surveyed consumers will be predicted how consumers behavior are more easier than non surveyed consumers. Most academic studies of satisfaction use consumers' intention to repurchase as the criterion variable ( for an exception, see Bolton 1998), and most companies rely on consumers' purchase intentions to forecast their adoption of new products or the repeat purchase of existing ones ( Jamieson and Bass 1989).In practice, some consumer psychologists' studies adjust the intention scores by analyzing that actual purchase behavior of consumers whose purchase intentions have been measured previously. For example, the popular ACNIELSEN BASES model forecasts aggregate purchase rates by applying conversion rates to measured purchase intentions ( e.g. it seems that 75% of consumers who checked the top purchase-intentions box will actually purchase the product). To obtain these conversion rates, BASES uses previous studies that measured the purchase intentions of consumers and then tracked their actual purchases. However, investigating whether survey research is useful to measure consumer behavior. It has a weak point, a limitation of these studies is that companies ( businessmen) focus on the internal rather than the external accuracy of purchase-intention measures. That is, the company studies measure the improvement in the ability to forecast the behavior of consumers whose intentions who previously measured for survey research experiments, not the behavior of consumers whose intentions who did not measure. Therefore, the studies assume that the companies can predict the intention-behavior relationship of non-surveyed consumers on the basis of the relationship that surveyed consumer exhibit.
Author: Francis Thomas Juster Publisher: Princeton University Press ISBN: 1400879698 Category : Business & Economics Languages : en Pages : 322
Book Description
The author is concerned with whether or not surveys of consumer anticipations can improve predictions of purchase behavior relative to predictions that use only objective variables obtainable at the same date. The basic objective of the study is improved predictions of changes over time. Originally published in 1964. The Princeton Legacy Library uses the latest print-on-demand technology to again make available previously out-of-print books from the distinguished backlist of Princeton University Press. These editions preserve the original texts of these important books while presenting them in durable paperback and hardcover editions. The goal of the Princeton Legacy Library is to vastly increase access to the rich scholarly heritage found in the thousands of books published by Princeton University Press since its founding in 1905.
Author: Laura Lake Publisher: John Wiley & Sons ISBN: 0470526394 Category : Business & Economics Languages : en Pages : 386
Book Description
Learn to: Understand how consumers make purchase decisions Develop more effective marketing campaigns Speak directly to your customers' needs Gain customer loyalty in a competitive marketplace Get into the minds of consumers and increase your revenue! Want to better understand why consumers think and act the way they do? This practical guide gives you the tools to identify the influences that affect their purchasing behavior. It also shows you how to apply that knowledge as you develop a marketing strategy that speaks directly to their needs. You'll see how to capture their attention, motivate them to purchase your products and services, earn their loyalty, and much more. Why do they buy? understand the decision-making process consumers go through when considering a purchase Apply behavior to marketing learn the 4Ps of marketing and how consumer behavior plays a role in each Gain a deeper understanding of the individual consumer gauge a consumer's motivation, emotions, perception, and attitude and use them to predict and change buying intentions Explore external influences on customers from cultures to family life cycles to household structures and social groups, see how purchasing patterns are affected Craft your marketing strategy use consumer knowledge to delve into market research, identify key segments, and launch into untapped markets Implement your plan create powerful positioning strategies and reach customers where they're at with a message that motivates them Open the book and find: Actionable, real-world insight and advice Tips to help you lead consumers from attention to action Research techniques and marketing tips How self-concepts and lifestyle change consumer behavior Methods for cultivating repeat business and loyalty Ways to protect against consumer misbehavior Advice on encouraging new product adoption Ten ways to enhance customer satisfaction
Author: Giovanni Mattia Publisher: Springer Nature ISBN: 3030659232 Category : Business & Economics Languages : en Pages : 99
Book Description
Consumers’ beliefs and attitudes towards online sales significantly influence buying behavior on the internet. However, the impact of these thoughts and beliefs on the decision to make an online purchase is not direct. It can be moderated by the emotions experienced while browsing an e-commerce website. Impulse buying in particular is influenced by a number of factors, for example how stimulating the e-shopping platform is, and how easy it is to click on the cart a certain product, for instance a smartphone. But what happens after an online impulse buy is made? Often the customer can regret the purchase and in the throes of anxiety, look for reasons to justify the choices made. Consumer behaviour scholars and pyschologists call this phenomenon cognitive dissonance, and certain individuals are more sensitive than others in developing this than others. This book offers a deep investigation around online impulse buying and subsequent cognitive dissonance. Specifically, the authors present a research case study of a group of millenials who are shopping for smartphones to study whether an initial positive state can reduce the onset of cognitive dissonance in consumers. Based on substantial research and a sample of 212 impulsive millennial buyers, the book provides a comprehensive, but simple and synthetic framework of impulse buying, cognitive dissonance and positive affect state, highlighting their relationships.
Author: Johnny Ch LOK Publisher: ISBN: 9781980871026 Category : Languages : en Pages : 318
Book Description
Consumer psychological prediction method:Can intentions Disney visitor behavior be predicted by survey research ? How can be survey research measured that is applicable to intentions, attitude or satisfaction data to predict consumer behavior? Whether surveyed consumers will be predicted how consumers behavior are more easier than non surveyed consumers. Most academic studies of satisfaction use consumers' intention to repurchase as the criterion variable ( for an exception, see Bolton 1998), and most companies rely on consumers' purchase intentions to forecast their adoption of new products or the repeat purchase of existing ones ( Jamieson and Bass 1989). In practice, some consumer psychologists' studies adjust the intention scores by analyzing that actual purchase behavior of consumers whose purchase intentions have been measured previously. For example, the popular ACNIELSEN BASES model forecasts aggregate purchase rates by applying conversion rates to measured purchase intentions ( e.g. it seems that 75% of consumers who checked the top purchase-intentions box will actually purchase the product). To obtain these conversion rates, BASES uses previous studies that measured the purchase intentions of consumers and then tracked their actual purchases. However, investigating whether survey research is useful to measure consumer behavior. It has a weak point, a limitation of these studies is that companies ( businessmen) focus on the internal rather than the external accuracy of purchase-intention measures. That is, the company studies measure the improvement in the ability to forecast the behavior of consumers whose intentions who previously measured for survey research experiments, not the behavior of consumers whose intentions who did not measure. Therefore, the studies assume that the companies can predict the intention-behavior relationship of non-surveyed consumers on the basis of the relationship that surveyed consumer exhibit. It would suggest that studies measure the strength of the association between intentions and behavior on the same sample of consumers overstate that external predictive accuracy of purchase intentions by survey method. This would explain why so many new products fail even after which are performed well in purchase-intention tests by survey method. I shall suggest survey framework distinguished between two sources of measurement reactivity. The first is self-generated validity effects, it is as a strengthened relationship between latent intentions and behavior, due to the measurement of intentions from post-survey research. The second source includes all measurement effects that are independent of latent intentions, such as those that social norms or post-survey intention modifications create. I also suggest a two stage procedure to detect whether the act of measurement alters the strength of the relationship between a latent construct that is measured through surveys, experiments or observations and its consequence ( e.g. intentions-behavior, attitudes-intentions, attitudes-behavior, satisfaction behavior) and to determine the time relationship in the absence of the difference between non-survey and survey consumers behavior measurement for Disney.
Author: Springer Behavioral & Health Sciences Publisher: Springer Nature ISBN: 3031199103 Category : Psychology Languages : en Pages : 106
Book Description
This volume features cutting-edge and impactful articles from across Springer's diverse journals publishing program. In this curated collection, our editorial team has brought together highly-cited and downloaded articles on the topic of Consumer Behavior into one single resource. Moreover, this book enables readers to review a broad spectrum of quality research on a specialized topic, which we hope facilitates interdisciplinary and critical discussions of the topic at hand. As part of the Key Topics in Behavioral Sciences book series, this volume aims to serve as a quick reference for readers when writing or researching new topics or subject areas. Other topics in the series will include Psychological Research Methods, Health and Behavior, Industrial and Organizational Psychology, Sports Psychology, and Consumer Behavior. In the first section of the volume, articles focus on such topics as College Students, Financial Stress, Relative Income Hypothesis, Construal Level, Luxury Consumption, Luxury Consumption Tendency, Luxury Consumption Tendency Scale, and Scale Development. Next, the second section features research on Longitudinal Study, Materialism, Self-Esteem, Socioeconomic Status, Cvq-96, Mpai, Prevention, Social Media, Smartphone Use, Smartphone Addiction, University Students, Higher Education, and Virtues. Lastly in the final section of this collection, Electronic Word Of Mouth, Information-Task-Fit, Purchase Intention, Website Quality, Egoism, Evolution, Evolutionary Altruism, Mechanisms, Psychological Altruism, Meta-Analysis, Mturk, Online Panel Data, and Study Response are discussed.
Author: Muhammad Arslan Publisher: GRIN Verlag ISBN: 365692144X Category : Business & Economics Languages : en Pages : 26
Book Description
Seminar paper from the year 2014 in the subject Business economics - Offline Marketing and Online Marketing, , language: English, abstract: The objective of this research is to determine the relationship between brand image, service quality and price on consumer purchase intention. Normative and informative susceptibility has indirect effect on consumer purchase intention. The empirical analysis were determined by collecting data from sample of 301 consumers of large retail stores. The findings of study reveal the positive effect of brand image and service quality on consumer purchase intention. Results reveal the insignificant relationship between price and consumer purchase intention. The findings also documented that consumers in large retail stores don’t bother prices because consumers consider that the stores charge reasonable prices. Most of consumer’s purchases depend upon the brand image and service quality. Normative and informative susceptibility have positive effect on brand image. The recommendations and suggestions are very helpful for managers and operators of large stores. Brand image depends on informative and normative susceptibility.
Author: Johnny Ch Lok Publisher: ISBN: Category : Languages : en Pages : 66
Book Description
Can ARTIFICIAL INTELLIGENCE intentions Disney visitor behavior be predicted by survey research ?How can be survey research measured that is applicable to intentions, attitude or satisfaction data to predict consumer behavior? Whether surveyed consumers will be predicted how consumers behavior are more easier than non surveyed consumers. Most academic studies of satisfaction use consumers' intention to repurchase as the criterion variable ( for an exception, see Bolton 1998), and most companies rely on consumers' purchase intentions to forecast their adoption of new products or the repeat purchase of existing ones ( Jamieson and Bass 1989).In practice, some consumer psychologists' studies adjust the intention scores by analyzing that actual purchase behavior of consumers whose purchase intentions have been measured previously. For example, the popular ACNIELSEN BASES model forecasts aggregate purchase rates by applying conversion rates to measured purchase intentions ( e.g. it seems that 75% of consumers who checked the top purchase-intentions box will actually purchase the product). To obtain these conversion rates, BASES uses previous studies that measured the purchase intentions of consumers and then tracked their actual purchases. However, investigating whether survey research is useful to measure consumer behavior. It has a weak point, a limitation of these studies is that companies ( businessmen) focus on the internal rather than the external accuracy of purchase-intention measures. That is, the company studies measure the improvement in the ability to forecast the behavior of consumers whose intentions who previously measured for survey research experiments, not the behavior of consumers whose intentions who did not measure. Therefore, the studies assume that the companies can predict the intention-behavior relationship of non-surveyed consumers on the basis of the relationship that surveyed consumer exhibit.It would suggest that studies measure the strength of the association between intentions and behavior on the same sample of consumers overstate that external predictive accuracy of purchase intentions by survey method. This would explain why so many new products fail even after which are performed well in purchase-intention tests by survey method. I shall suggest survey framework distinguished between two sources of measurement reactivity. The first is self-generated validity effects, it is as a strengthened relationship between latent intentions and behavior, due to the measurement of intentions from post-survey research. The second source includes all measurement effects that are independent of latent intentions, such as those that social norms or post-survey intention modifications create.
Author: Vicki Morwitz
Author: Vicki Morwitz
Author: Johnny Ch LOK
Author: Francis Thomas Juster
Author: Laura Lake
Author: Giovanni Mattia
Author: John A. Howard
Author: Johnny Ch LOK
Author: Springer Behavioral & Health Sciences
Author: Muhammad Arslan
Author: Johnny Ch Lok