scholarly journals Which country does it come from? A review of Business-to-Business Purchase Decision Making Process

2020 ◽  
Vol 76 ◽  
pp. 01007
Author(s):  
Dhyah Harjanti ◽  
Jeremia Novianto ◽  
Noneng Rokayah Sukatmadiredja
Keyword(s):  
Decision Making ◽  
Country Of Origin ◽  
Purchase Decision ◽  
Decision Making Process ◽  
Purchasing Decision ◽  
Advantages And Disadvantages ◽  
One Year ◽  
Country Of Origin Image ◽  
Business To Business ◽  
Main Factor

Previous researches show that the country of origin’s image of Chinese products tends to be negative. However, the data shows that business-to-business (B2B) purchases of Chinese products in Indonesia are higher than purchases of products from other countries that are considered to have a better reputation. This research aims to study how the country of origin’s image plays a role in B2B purchase decision-making process of Chinese products. This research was conducted on B2B consumers who had bought production machines from China. The data obtained in this study are data from two companies of different sizes to be able to see differences and similarities in what factors concern purchases of Chinese production machines. Data is taken from the owners and managers of the two companies involved in the B2B purchasing decision making process. The two companies have also been buying and using Chinese production machines for more than one year so that they can provide information about product advantages and disadvantages. The results showed that the country of origin image was not a significant consideration in the B2B purchasing decision making process. The main factor to be considered is the ability of suppliers to provide products and services according to company needs

scholarly journals Riding the Country, Buying the Brand: How Country-of-Origin Image Drives the Purchase Behavior of Big Motorcycle in Indonesia

2015 ◽  
Vol 11 (27) ◽  
pp. 185 ◽  
Author(s):  
Suharyanti Suharyanti ◽  
Bambang Sukma Wijaya ◽  
Melida Rostika
Keyword(s):  
Decision Making ◽  
Information Search ◽  
Country Of Origin ◽  
Quality Standard ◽  
Purchase Behavior ◽  
Purchase Decision ◽  
Competitive Advantages ◽  
Country Of Origin Image ◽  
Post Purchase

This paper examines the role of country-of-origin image (COO image) values in the process of purchase decision making of big motorcycle consumers in Indonesia. Referring to the COO image values such as Authenticity, Differentiation, Quality Standard and Expertise, as well as the elements of purchase decision making process such as Need Recognition, Information Search, Evaluation of Alternatives, Purchase Decision and Post Purchase Decision, researchers conducted in-depth interviews to five Triumph big motorcycle consumers. The results show that the authenticity of the British-made product is the main consideration of consumers both in searching for information and in recognizing the need of big motorcycles. The competitive advantages of product that make it different from other products is the consideration in evaluating the brands, while product quality has the role in stimulating the purchase decision and post purchase actions, in which also strengthened by the perception towards the British-expertise in producing big motorcycles. This research is very beneficial to big motorcycle brands in understanding the mindset of Indonesian consumers.

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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