The theory of repurchase decision-making (TRD): Identifying the critical factors in the post-purchase decision-making process

2012 ◽  
Vol 31 (3) ◽  
pp. 786-797 ◽  
Author(s):  
Heesup Han ◽  
Kisang Ryu
Keyword(s):  
Decision Making ◽  
Purchase Decision ◽  
Decision Making Process ◽  
Critical Factors ◽  
Post Purchase

scholarly journals Kegiatan Marketing Public Relations Terhadap Proses Pengambilan Keputusan Pembelian Apartemen Pada Generasi Milenial

2020 ◽  
Vol 4 (2) ◽  
pp. 70-77
Author(s):  
Gunawan Wiradharma ◽  
Khaerul Anam ◽  
Karina Pramita Ningrum
Keyword(s):  
Decision Making ◽  
Public Relations ◽  
Information Seeking ◽  
Research Method ◽  
Purchase Behavior ◽  
Purchase Decision ◽  
Decision Making Process ◽  
Purchasing Decisions ◽  
Process Indicators ◽  
Post Purchase

The construction and sale of apartments in big cities have increased, leading to competition between companies that sell or lease apartment units. Marketing public relations activities are important in encouraging consumers to attract prospective customers' interest in the decision-making process. The purpose of this research is how the influence of marketing public relations activities on the decision-making process of buying apartments in the millennial generation in an apartment in Depok City in October 2019. This research's indicators are publications, media identity, events, news, speeches, participation in social activities, and sponsorship. The purchase decision-making process indicators are the introduction of needs, information seeking, alternative evaluations, purchasing decisions, and post-purchase behavior. This research method is a quantitative and explanatory survey of tenants/buyers of the period in October 2019. This study concludes that marketing public relations activities positively influence the purchase decision-making process to buy Apartment X units in millennials.

scholarly journals The hospitality franchise purchase decision making process

2016 ◽  
Vol 28 (5) ◽  
pp. 1009-1025 ◽  
Author(s):  
Ruth M.W. Yeung ◽  
Maureen Brookes ◽  
Levent Altinay
Keyword(s):  
Decision Making ◽  
Cultural Values ◽  
National Culture ◽  
Cultural Context ◽  
Purchase Decision ◽  
Decision Making Process ◽  
Content Type ◽  
Post Purchase ◽  
Depth Interviews

Purpose The purpose of this study is to explore the hospitality franchise purchase decision-making process undertaken by franchisees in Macau as an emerging tourism destination and the role of national culture on purchasing a franchise brand and selecting a potential franchisor. Design/methodology/approach Semi-structured in-depth interviews with 18 franchisees in Macau, who purchased international and domestic hospitality franchise brands, were conducted to understand the feelings, attitudes and motivation of franchisees toward purchasing a hospitality franchise. Findings The study reveals that national culture can play an important role in franchisees’ decision-making process. Personal networks of friends and family (guanxi) are very influential in introducing and steering aspiring entrepreneurs toward franchising as an option to realize their ambitions, although there may be some limitations to franchisees with this approach. Guanxi was also found to be particularly relevant during negotiations and franchisees’ post-purchase reviews. Practical implications International franchisors should understand the importance of guanxi at different stages of the franchisees’ decision-making process. Franchisees should realize how a reliance on guanxi might negatively affect their efforts to undertake sufficient research to thoroughly evaluate the franchisor offer before contract signature. Originality/value A comprehensive hospitality franchisee decision-making purchase framework is developed, which includes the cultural context and cultural values. Guanxi, in particular, affects the franchisee decision-making process.

Webrooming and showrooming: a multi-stage consumer decision process

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Srabanti Mukherjee ◽  
Swagato Chatterjee
Keyword(s):  
Decision Making ◽  
Information Search ◽  
Structural Equation ◽  
Product Type ◽  
Equation Modeling ◽  
Purchase Decision ◽  
Decision Making Process ◽  
Content Type ◽  
Channel Choice ◽  
Multi Stage

PurposeThe purpose of this research is to propose and validate a theoretical framework explaining web-rooming and showrooming as a multi-stage decision-making process. The authors have used consumer purchase decision-making theories to propose a model that identifies showrooming and webrooming as a combination of two decisions, channel choice during information search and channel choice during actual purchase. Further, the authors explored how various antecedents of showrooming and webrooming have differential effects on various stages of a purchase decision-making process and how product type moderates the relationships.Design/methodology/approachThe authors have conducted empirical research, whereby 243 responses were obtained from a cross-sectional survey. The authors have used structural equation modeling and multiple regression analysis to validate our theoretical model.FindingsWebrooming or showrooming is a multi-stage decision-making process for the consumers. First, consumers decide whether to search online or offline and then whether to buy online and offline. Different individual, purchase context-related and channel related factors impact these decisions. Product type governs which variables will be more important than others.Originality/valueThe research looks to enhance the understanding of the consumer's decision-making process during showrooming and webrooming while also helping retailers design and implement appropriate strategies that could affect consumers during information search and actual purchase.

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