The effect of shopping channel (online vs offline) on consumer decision process and firm's marketing strategy

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Cheng Xu ◽  
Jooyoung Park ◽  
Jacob C. Lee
Keyword(s):  
Decision Making ◽  
Decision Process ◽  
Psychological Distance ◽  
Mental Simulation ◽  
The Novel ◽  
Content Type ◽  
Effective Strategies ◽  
Multiple Products ◽  
Consumer Decision Process ◽  
Marketing Firms

PurposeThis research investigates the novel questions of whether and how specific forms of shopping channels (online vs offline) influence consumers' decision-making. Moreover, this research investigates marketing firms' proper marketing strategies across different shipping channels.Design/methodology/approachThe authors conducted three studies using a large sample (N = 703) recruited from a diverse pool (students and adults) that examined multiple products (camera and car) across different shopping channels (online vs offline). Study 1a (n = 251) and Study 1b (n = 252) examined the effect of an online versus offline channel on consumers' decision-making using a one-factor (shopping channel: online vs offline) between-subjects design. Meanwhile, Study 2 (n = 200) investigated the effective strategies that firms should employ across different shopping channels using a 2 (shopping channel: online vs offline) × 2 (mental simulation: outcome vs process) between-subjects design. Participants in the online condition evaluated the product on a computer screen, whereas participants in the offline condition evaluated the real product assuming a real-world retail store setting.FindingsThe three studies supported the predictions that shopping channels (online vs offline) affect consumers' psychological distance and, in turn, affect their decision process. Specifically, results reveal that the online (offline) channel increases (decreases) psychological distance and leads consumers to pay more attention to a product's desirability (feasibility) aspects.Originality/valueGiven that many firms sell the same products through multiple channels, the findings of this research offer insightful theoretical and practical implications.

Regulatory focus and construal level theory on low-income consumer indebtedness: Evidence from an emerging market

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Patrícia de Oliveira Campos ◽  
Marconi Freitas da Costa
Keyword(s):  
Decision Making ◽  
Low Income ◽  
Regulatory Focus ◽  
Task Complexity ◽  
Emerging Market ◽  
Psychological Distance ◽  
Construal Level Theory ◽  
Construal Level ◽  
Content Type ◽  
Low Income Consumers

PurposeThis study aims to further analyse the decision-making process of low-income consumer from an emerging market by verifying the influence of regulatory focus and construal level theory on indebtedness.Design/methodology/approachAn experimental study was carried out with a design 2 (regulatory focus: promotion vs prevention) × 2 (psychological distance: high vs low) between subjects, with 140 low-income consumers.FindingsOur study points out that the propensity towards indebtedness of low-income consumer is higher in a distal psychological distance. We found that promotion and prevention groups have the same propensity to indebtedness. Moreover, we highlight that low-income consumers are prone to propensity to indebtedness due to taking decisions focused on the present with an abstract mindset.Social implicationsFinancial awareness advertisements should focus on providing more concrete strategies in order to reduce decision-making complexity and provide ways to reduce competing situations that could deplete self-regulation resources. Also, public policy should organize educational programs to increase the low-income consumer's ability to deal with personal finances and reduce this task complexity. Finally, educational financial programs should also incorporate psychology professionals to teach mindfulness techniques applied to financial planning.Originality/valueThis study is the first to consider regulatory focus and construal level to explain low-income indebtedness. This paper provides a deeper analysis of the low-income consumers' decision process. Also, it supports and guides future academic and decision-making efforts.

Corporate social responsibility and its impact in consumer decision-making

2015 ◽  
Vol 11 (4) ◽  
pp. 690-701 ◽  
Author(s):  
Paula Rodrigues ◽  
Ana Pinto Borges
Keyword(s):  
Corporate Social Responsibility ◽  
Social Responsibility ◽  
Decision Process ◽  
Consumer Decision Making ◽  
Consumer Decision ◽  
Content Type ◽  
The North ◽  
Consumer Decision Process ◽  
Buying Behaviour ◽  
Corporate Social

Purpose – This study aims to explore the relationship between the consumer perceptions of corporate social responsibility (CSR) and the buying behaviour in the brand clothing Salsa. This paper intends to analyse if the consumer knows about the meaning of social responsibility in the economic, social and environmental contexts. Design/methodology/approach – This paper used a survey to assess the perception of the consumer of the social responsibility practices of the Salsa brand. The questionnaires were administered to consumers in the north of Portugal. The survey questions were tested through an exploratory factor analysis. A least squares estimation was performed to test the hypotheses. Findings – The consumers revealed that they have four dimensions of perceptions of CSR: ecological reasons, no discrimination reasons, recycling reasons and communication reasons. The results suggest that the consumers consider that there are four aspects of CSR: economic, social, ecological and recycling. When it was verified that the personal concerns, regarding environment and recycling, play an important role in consumer decision, the seven stages of the consumer decision process developed by Blackwell et al. (2006) were evaluated. In this sense, it was observed that the knowledge of social responsibility practices and the dimensions of perceptions of CSR revealed by the consumers influence the purchase of the company’s products. Originality/value – This paper obtained an interesting result in the sense that the consumers distinguish the environmental aspects on ecological and recycling. It is also observed that this distinction, allied to the knowledge of social responsibility practices carried out by the company, leads to the affirmation that the final disinvestment stage of the consumer decision process plays an important role in consumer decision.

scholarly journals Integrated approach for risk management in servitization decision-making process

2020 ◽  
Vol 26 (7) ◽  
pp. 1949-1977 ◽  
Author(s):  
Sarra Dahmani ◽  
Xavier Boucher ◽  
Didier Gourc ◽  
Sophie Peillon ◽  
François Marmier
Keyword(s):  
Decision Making ◽  
Decision Process ◽  
Positive Impact ◽  
Practical Implication ◽  
Risk Identification ◽  
Decision Makers ◽  
Decision Making Process ◽  
Research Approach ◽  
Content Type ◽  
Action Research Approach

PurposeThe paper proposes an innovative systemic method helping decision-makers to control servitization transition process, through decision process risk diagnosis.Design/methodology/approachThe proposed method is based on the modeling of decision processes and risk identification and analysis. This method was based on an action-research approach, in close relationship with two companies (SMEs). The paper develops the feasibility experiment at Automelec company.FindingsThe method was successfully implemented and delivered concrete diagnosis results.Research limitations/implicationsThe generalization of the applicability of the method needs to be tested on several different cases.Practical implicationsThe first practical implication is related to the efficiency of the method to help decision-makers in a servitization context to limit uncertainty and get a global view of the weaknesses of their decision-making process, it raises their awareness about servitization transition for their companies. Furthermore, the method also helps to explain the strategy of a servitization transition. It enhances the level of maturity of the decision process of the company, and can be used as a training/learning tool for managers.Social implicationsThe results brought by the research contribute to give the decision-making boards for organization living a servitization transition and especially SMEs a better control over the servitization decision process and related risks, which will increase the economic stability of the company and its vision over long, medium and short horizons. This will bring positive impact on the overall economic and social environment and networks of the servitized SME, and enhance the confidence of coworkers, subcontractors and clients.Originality/valueThe first originality of the paper is related to the new way of considering risk, not only as an analysis criterion but as the central driver in steering a strategic transition for the company, such as servitization. The second originality of the study is about assessing risk occurrence over a decision-making process through decision reliability and decision confidence.

scholarly journals Adaptive integration of habits into depth-limited planning defines a habitual-goal–directed spectrum

2016 ◽  
Vol 113 (45) ◽  
pp. 12868-12873 ◽  
Author(s):  
Mehdi Keramati ◽  
Peter Smittenaar ◽  
Raymond J. Dolan ◽  
Peter Dayan
Keyword(s):  
Decision Making ◽  
Decision Process ◽  
Time Pressure ◽  
Human Subjects ◽  
Mental Simulation ◽  
Adaptive Integration ◽  
Accurate Evaluation ◽  
The Cost ◽  
Speed Accuracy ◽  
Accuracy Tradeoff

Behavioral and neural evidence reveal a prospective goal-directed decision process that relies on mental simulation of the environment, and a retrospective habitual process that caches returns previously garnered from available choices. Artificial systems combine the two by simulating the environment up to some depth and then exploiting habitual values as proxies for consequences that may arise in the further future. Using a three-step task, we provide evidence that human subjects use such a normative plan-until-habit strategy, implying a spectrum of approaches that interpolates between habitual and goal-directed responding. We found that increasing time pressure led to shallower goal-directed planning, suggesting that a speed-accuracy tradeoff controls the depth of planning with deeper search leading to more accurate evaluation, at the cost of slower decision-making. We conclude that subjects integrate habit-based cached values directly into goal-directed evaluations in a normative manner.

Are negative and positive reviews regarding apparel fit influential?

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Eonyou Shin ◽  
Telin Chung ◽  
Mary Lynn Damhorst
Keyword(s):  
Decision Making ◽  
Information Processing ◽  
Decision Process ◽  
Equation Modeling ◽  
Purchase Decision ◽  
Decision Making Process ◽  
Content Type ◽  
Female Consumers ◽  
Online Purchase ◽  
Apparel Product

PurposeThe purpose of the current study is to explore how valenced fit reviews affect the consumer decision-making process during online apparel shopping.Design/methodology/approachA single factor (valence of fit review) within-subject experimental design was employed to examine how the valenced fit review (negative vs positive) affects the consumer online purchase decision process. A mock website was created to simulate the online shopping environment through four steps for developing a stimulus website for the main study. The data were analyzed using repeated multivariate analysis of variance and structural equation modeling.FindingsA total of 418 female consumers completed an online self-administrated survey. Results showed that positive fit review was more compelling than negative fit review for female consumers when they like the apparel product. Two aspects of information credibility (review and site credibility) and confidence in purchase decision evoked by both fit reviews and overall product information were significant determinants of the consumer purchase decision process in increasing consumers’ future purchase intentions through attitude to the online retailer.Originality/valueThe current study was an attempt to fill the gap in knowledge regarding the crucial role of fit reviews in apparel product purchase decisions in an online context. This study confirmed the type of fit reviews that would be influential on female consumers’ online purchase decision-making process for apparel products when they liked the apparel product, supporting positive confirmation bias from the information processing point of view. This study contributed to the importance of the two concepts (i.e. credibility and confidence in the purchase decision) in online information processing and purchase decision-making process.

Determining optimal policy for emergency department using Markov decision process

2017 ◽  
Vol 14 (5) ◽  
pp. 467-472 ◽  
Author(s):  
Mohammad M. Hamasha ◽  
George Rumbe
Keyword(s):  
Health Care ◽  
Decision Making ◽  
Markov Decision Process ◽  
Optimal Policy ◽  
Decision Process ◽  
Capacity Planning ◽  
Quality Health Care ◽  
Content Type ◽  
Hospital Managers ◽  
Markov Decision

Purpose Emergency departments (ED) are faced with the challenge of capacity planning that caused by the high demand for patients and limited resources. Consequently, inadequate resources lead to increased delays, impacts on the quality of care and increase the health-care costs. Such circumstances necessitate utilizing operational research modules, such as the Markov decision process (MDP) to enable better decision-making. The purpose of this paper is to demonstrate the applicability and usage of MDP on ED. Design/methodology/approach The adoption of MDP provides invaluable insights into system operations based on the different system states (e.g. very busy to unoccupied) to ensure optimal assigning of resources and reduced costs. In this paper, a descriptive health system model based on the MDP is presented, and a numerical example is illustrated to elaborate its appropriateness in optimal policy decision determination. Findings Faced with numerous decisions, hospital managers have to ensure that the appropriate technique is used to minimize any undesired outcomes. MDP has been shown to be a robust approach which provides support to the critical decision-making processes. Additionally, MDP also provides insights on the associated costs which enable the hospital managers to efficiently allocate resources ensuring quality health care and increased throughput while minimizing costs. Originality/value Applying MDP in the ED is a unique and good starting. MDP is powerful tool helps in making a decision in the critical situations, and the ED needs such tool.

Prioritizing the effective strategies for construction and demolition waste management using fuzzy IDOCRIW and WASPAS methods

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Maryam Eghbali-Zarch ◽  
Reza Tavakkoli-Moghaddam ◽  
Kazem Dehghan-Sanej ◽  
Amin Kaboli
Keyword(s):  
Decision Making ◽  
Sustainable Development ◽  
Waste Management ◽  
Social Life ◽  
Fuzzy Numbers ◽  
Model Performance ◽  
Construction And Demolition Waste ◽  
Demolition Waste ◽  
Content Type ◽  
Effective Strategies

PurposeThe construction industry is a key driver of economic growth. However, the adverse impacts of construction and demolition waste (CDW) resulted from the active construction projects on the economy, environment, public health and social life necessitates an appropriate control and management of this waste stream. Developing and promoting the construction and demolition waste management (CDWM) hierarchy program at the strategic level is essential.Design/methodology/approachThis study aims to propose a hybrid decision model that hybridizes the Integrated Determination of Objective Criteria Weights (IDOCRIW) and weighted aggregated sum product assessment (WASPAS) under a fuzzy environment.FindingsThe proposed method ranks the potential strategic alternatives by the sustainable development criteria to improve the performance of CDWM. As indicated in the results, the fuzzy approach in the decision-making process enables the transformation of linguistic variables into fuzzy numbers that show uncertainty and ambiguity in real-world systems. Moreover, the close correlation between the final ranking of the proposed methodology and the average priority order of the strategic alternatives obtained by five different multi-criteria decision-making (MCDM) methods implies the validity of the model performance.Practical implicationsThis proposed model is an appropriate tool to effectively decide on the development of CDWM from a strategic point of view. It aims to establish an MCDM framework for the evaluation of effective strategies for CDWM according to the indices of sustainable development. Implementing proper operational plans and conducting research in CDWM has the highest priority, and enacting new and more stringent laws, rules and regulations against the production of CDW has secondary priority. This study contributes to the field by optimizing the CDWM by applying the top-priority strategies resulted from the proposed fuzzy hybrid MCDM methodology by the decision-makers or policy-makers to reach the best managerial strategic plan.Originality/valueIn the proposed methodology, the IDOCRIW technique is utilized and updated with the triangular fuzzy numbers for the first time in the literature to derive the weights of sustainable development criteria. The fuzzy WASPAS method is utilized for evaluation and providing a final ranking of the strategic alternatives.

Factors affecting health tourism and international health-care facility choice

2017 ◽  
Vol 11 (1) ◽  
pp. 16-36 ◽  
Author(s):  
Gökhan Aydin ◽  
Bilge Karamehmet
Keyword(s):  
Health Care ◽  
Decision Process ◽  
International Health ◽  
Care Facility ◽  
Health Care Facility ◽  
Consumer Decision ◽  
Content Type ◽  
Factors Affecting ◽  
Consumer Decision Process ◽  
International Health Care

Purpose Health-care tourism has become a major industry in the past decade. Following the increasing activity in health-care tourism, the decision-making process of consumers in choosing an international health-care facility has become increasingly important to the related parties. The present study aims to offer a holistic model of international health-care facility choice that incorporates the important dimensions by assessing the growth drivers and the alternative factors proposed in the literature and by validating them via a survey study. Design/methodology/approach The factors deemed important in the existing literature were used as the basis of a study in Turkey. In total, 65 structured interviews were conducted with health-care professionals and international health tourists to understand the perspective of the two important parties that affect policymaking. Findings The findings of the study support the significance of the majority of the variables proposed as important factors affecting international health-care facility choice. Research limitations/implications The study was carried out in four large hospital chains in Turkey; however, this creates a limitation in scope and may have limited representativeness of the overall market. The model has yet to be tested on a larger scale. Practical implications There are significant differences in the opinions of professionals and international health-care tourists in terms of choice criteria. This indicates problems with health professionals’ understanding of the consumer decision process. Originality/value The study provides a model that can be used to gain insights on the consumer decision process and also provides the policymakers and stakeholders of the international health-care industry with a sound theoretical foundation to build further studies upon. Only a limited number of studies was carried out in Turkey that focus on international health-care tourism, and the present study will fill a substantial research gap.

scholarly journals Tacit knowledge in unstructured decision process

2019 ◽  
Vol 55 (1) ◽  
pp. 22-39
Author(s):  
Fábio de Oliveira Lucena ◽  
Silvio Popadiuk
Keyword(s):  
Decision Making ◽  
Tacit Knowledge ◽  
Decision Process ◽  
Explicit Knowledge ◽  
Participant Observation ◽  
Qualitative Approach ◽  
Structured Interviews ◽  
Content Type ◽  
Evaluation Phase ◽  
Interpretative Analysis

Purpose This paper aims to identify the expressions and flows of tacit knowledge in the unstructured decision process. In this type of process, decision-makers use not only the explicit knowledge but also aspects such as intuition, experience and other forms of tacit knowledge. The research developed a qualitative approach, through a study of multiple cases, and applied semi-structured interviews to ten executives. The analysis of data was carried out according to Flores (1994) interpretative analysis of text technique. Results indicated that there was the insertion of tacit knowledge in all unstructured decision-making routines. It was also detected the need to explicitly add the routine of evaluation to the Mintzberg et al.’s (1976) model as elements of tacit knowledge were also identified at this stage of the decision-making process. Design/methodology/approach The research has taken a qualitative approach, through a study of multiple cases, applying semi-structured interviews to ten executives. The analysis of data was carried out according to technique for interpretative analysis of the text. Findings Results indicated that there was tacit knowledge in all unstructured decision-making routines. Also detected was the need to explicitly add the routine of evaluation to the model. Research limitations/implications It was unable to perform psychological studies to investigate the deepest cognitive and emotional aspects of managers, and it does not address, in depth, some issues that are related to tacit knowledge in decisions and that would be considered relevant. Practical implications Although this research was unable to dissect the composition of tacit knowledge in unstructured decision process, a better understanding of the aspects that make up the knowledge in question has been developed, providing some decision-making guidelines to managers. Social implications The language between communications actors can share decision-making rules to assist in the production and process of arguments necessary for the debate, evaluation and attribution of institutionally recurrent decisions. Originality/value The original contribution is present in a detailed description of the expressions of flows of tacit knowledge in unstructured decision-making processes, based on the model of Mintzberg et al. (1976). From the influence of tacit knowledge, it was found that the model in question needs to consider the relevance of the evaluation phase, as a stage equivalent to the other described by Mintzberg et al. (1976). These aspects have been better explained in the introduction and conclusion. Participant observation was not possible because the decision had already been taken by the informant at the moment of the interviews.

scholarly journals Mental simulation and the individual preference effect

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Dawn H. Nicholson ◽  
Tim Hopthrow ◽  
Georgina Randsley de Moura
Keyword(s):  
Decision Making ◽  
Group Decision Making ◽  
Group Decision ◽  
Experimental Studies ◽  
Individual Preference ◽  
Mental Simulation ◽  
Decision Quality ◽  
Content Type ◽  
Hidden Profile ◽  
The Individual

PurposeThe “Individual Preference Effect” (IPE: Faulmüller et al., 2010; Greitemeyer and Schulz-Hardt, 2003; Greitemeyer et al., 2003), a form of confirmation bias, is an important barrier to achieving improved group decision-making outcomes in hidden profile tasks. Group members remain committed to their individual preferences and are unable to disconfirm their initial suboptimal selection decisions, even when presented with full information enabling them to correct them, and even if the accompanying group processes are perfectly conducted. This paper examines whether a mental simulation can overcome the IPE.Design/methodology/approachTwo experimental studies examine the effect of a mental simulation intervention in attenuating the IPE and improving decision quality in an online individual hidden profile task.FindingsIndividuals undertaking a mental simulation achieved higher decision quality than those in a control condition and experienced a greater reduction in confidence in the suboptimal solution.Research limitations/implicationsResults suggest a role for mental simulation in overcoming the IPE. The test environment is an online individual decision-making task, and broader application to group decision-making is not tested.Practical implicationsSince mental simulation is something we all do, it should easily generalise to an organisational setting to improve decision outcomes.Originality/valueTo the authors' knowledge, no study has examined whether mental simulation can attenuate the IPE.

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