scholarly journals PSYCHOLOGY OF CONSUMER CHOICE AND ITS INFLUENCE ON PRICING IN MARKET CONDITIONS

2020 ◽  
pp. 110-116
Author(s):  
I. L. Goncharov ◽  
O. A. Gorelova
Keyword(s):  
Consumer Behavior ◽  
Consumer Choice ◽  
Point Of View ◽  
Buyer Behavior ◽  
Fair Price ◽  
Consumer Market ◽  
Economic Psychology ◽  
Goods And Services ◽  
Building Models ◽  
Pricing Process

The schemes of the decision-making process of an individual when consuming various goods and services using the components of economic psychology have been considered. Relevant from the point of view of economic psychology characteristics of buyer behavior that have a direct impact on his attitude to the price level of a product or service and on his reaction when the price changes for them have been presented and reviewed. The used “models” of consumer behavior of motivation, explaining not only the purchase by him of this product, but also his decision to have this product have been shown. Building models of purchase motivation allows manufacturers not only to explain consumer behavior, but also to influence it. Knowing all these nuances and skilful use of them, manufacturers have the opportunity significantly facilitate the pricing process for their goods and make a more accurate calculation of the “fair” price, which will not alienate the consumer. Two global approaches to segmentation of the consumer market have been considered, the use of which allows the manufacturer to assess the company’s competitiveness, assess the market size, and assess the customer’s commitment.

THE SPECIFICS OF THE DEVELOPMENT OF ONLINE COMMERCE UNDER THE INFLUENCE OF CONSUMER BEHAVIOR OF INTERNET USERS

2021 ◽  
pp. 158-171
Author(s):  
Dmitrii V. Tyurin ◽  
◽  
Aleksandra O. Volkova ◽  
◽  
Keyword(s):  
Consumer Behavior ◽  
Customer Orientation ◽  
Consumer Preferences ◽  
Point Of View ◽  
Practical Skills ◽  
Electronic Format ◽  
Online Commerce ◽  
Goods And Services ◽  
Internet Users ◽  
Technical Innovations

The article presents trends and innovations in the global and Russian markets regarding consumer behavior, analyzes the prospects for the development of online commerce, and suggests various approaches to increasing the share of online store customers and consumer retention in the era of digitalization and e-commerce. In particular, the authors analyzed the specifics of interaction with the audience on the example of a large online platform “Shopping live”. The practical skills of using innovative developments by marketers in terms of the development of mobile consumption of services and goods are demonstrated. The article takes into account the requirements that customers face in connection with the pandemic and forced self-isolation, in particular, the ability to use various technical innovations. It also demonstrates, as modern factors, the experience of practicing marketers, which influenced their work in the electronic format of selling goods and services, and in particular the use of new approaches in communication and customer orientation. The authors formulate approaches to the development of electronic promotion of goods and products of various industries from the point of view of consumer preferences, based on the specifics of the marketing strategy of large marketplaces, such as Wildberries, Aliexpress.

scholarly journals Rational And Methods Of Research Into Consumer Market Behaviour

Equilibrium ◽  
2012 ◽  
Vol 7 (4) ◽  
pp. 77-99
Author(s):  
Tomasz Zalega
Keyword(s):  
Consumer Behavior ◽  
Rational Choice ◽  
Empirical Studies ◽  
Point Of View ◽  
Ecological Rationality ◽  
Consumer Market ◽  
Consumer Behaviors ◽  
Institutional Approach ◽  
Market Behaviour

The issue of rationality of consumption and consumer behavior becomes more and more relevant in today’s economy. The objective of this article is to analyze the rationality of consumer behaviors in the market from the point of view of various economic schools, using classical methods as well as the concept of ecological rationality which is more akin to an institutional approach. The article also addresses important, selected aspects concerning certain approaches and methods used in research on rationality of consumer behaviors in the market. Particular attention is paid to the problem of rationality in methodology of empirical studies. The analysis of selected research approaches (i.e. predictive and postdictive approach) to the problem of rational choice and consumer behavior, considered from the point of view of both those approaches, makes for a summing-up of the article.

scholarly journals HIGHER SOCIAL EMOTIONS OF CONSUMERS IN THE SYSTEM OF MARKETING COMMUNICATIONS

2020 ◽  
pp. 218-245
Author(s):  
А.Н. Лебедев ◽  
О.В. Гордякова
Keyword(s):  
Consumer Behavior ◽  
Survey Methods ◽  
Personal Characteristics ◽  
Point Of View ◽  
Marketing Communications ◽  
Social Emotions ◽  
Goods And Services ◽  
Significant Relationships ◽  
Social Advertising ◽  
And Behavior

Рассматриваются результаты исследования высших социальных эмоций, то есть эмоций, обращенных к другому человеку (чувств стыда и гордости), в системе маркетинговых коммуникаций. Выдвигалась гипотеза о том, эти эмоции не только влияют на поведение потребителей, но и выступают ее самостоятельными мотивационными факторами. В исследовании приняли участие 224 человека. Среди них 47% мужчины, 53% - женщины в возрасте от 18 до 65 лет (студенты, преподаватели вузов, экономисты, юристы, психологи и специалисты инженерных профессий). Применялось: анкетирование, лабораторный эксперимент с визуальной демонстрацией рекламных материалов (видеопроектор), психодиагностические тесты (16-ФЛО Кеттелла), методика Дж. Тангней TOSCA (Test of Self-Conscious Affect), методика семантического дифференциала Ч. Осгуда. Подтверждено, что мышление и поведение потребителей в условиях воздействия на потребителей различных видов рекламы, являются социально ориентированным. Обнаружены статистически значимые связи между личностными характеристиками потребителей, особенностями их потребительского поведения и их оценками коммерческой, политической и социальной рекламы. В частности, потребители, которым «не стыдно покупать дешевые вещи», отличаются тем, что всегда ориентируются на свое собственное мнение, а не на мнение окружающих. По результатам психодиагностического тестирования (16-ФЛО) эти люди «самостоятельны, независимы, имеют свою точку зрения, стремятся к лидерству <…> предусмотрительны, не любят проявлять эмоции, зато вдумчивы, рассудительны и обязательны». Был сделан вывод о том, что потребители не всегда осознают и признают, что чувства стыда и гордости играют существенную роль в принятии решений в процессе приобретения товаров и услуг, что ограничивает возможности применения опросных методов и делает необходимым методы проективные и экспериментальные. The article discusses the results of studying the highest social emotions (feelings of shame and pride) in the system of marketing communications. We consider the hypothesis that higher social emotions not only influence consumer behavior, but also act as independent motivational factors of consumer behavior on their own. As a result of the study, it was confirmed that the thinking and behavior of consumers under the influence of various types of advertising on consumers is socially oriented. Statistically significant relationships were found between certain personal characteristics of consumers, their consumer behavior, and their assessments of commercial, political, and social advertising. It was concluded that consumers are not always aware and do not always admit that feelings of shame and pride play a significant role in decision-making in the process of purchasing goods and services, which limits the use of survey methods and makes it necessary to use projective and experimental methods. The study involved 224 people. Among them, 47% are men and 53% are women between the ages of 18 and 65 (students, University teachers, economists, lawyers, psychologists, and engineering professionals). At different stages of the study, the following methods were used: questionnaire survey, laboratory experiment with visual demonstration of advertising materials (video projector), psychodiagnostic tests (16pf Cattell), the method of J. Tangney TOSCA (Test of Self-Conscious Affect), the method of semantic differential Ch. Osgood. Statistically significant relationships were found between certain personal characteristics of consumers, their consumer behavior, and their evaluations of commercial, political, and social advertising. In particular, consumers who are "not ashamed to buy cheap things" are distinguished by the fact that they always focus on their own opinion, and not on the opinion of others. According to the results of the psychodiagnostic testing (16 PF), these people are "independent, have their own point of view, strive for leadership. They are prudent; do not like to show emotions, but thoughtful, reasonable and mandatory."

scholarly journals Behavioral approach to customization of trading business in modern conditions

2020 ◽  
Vol 14 (79) ◽  
pp. 66-78
Author(s):  
A. V. Khramova ◽  
Keyword(s):  
Consumer Behavior ◽  
Consumer Psychology ◽  
Product Line ◽  
Point Of View ◽  
Behavioral Approach ◽  
Goods And Services ◽  
Design Changes ◽  
Retail Business ◽  
New Generation ◽  
External Stimuli

Market changes affect consumer psychology. Consumer behavior is variable. In this study, the author examines some of the main aspects of consumer psychology that help to understand consumer behavior. Consumer behavior includes the psychological processes that consumers go through when recognizing needs, finding ways to meet them, making purchasing decisions (for example, whether to buy a product, and if so, which brand and where), interpreting information, making plans, and implementing these plans (for example, by making comparative purchases or actually purchasing a product).The movement from scarcity to saturation of demand leads to the fact that among a large number of goods and services, the buyer begins to look for something that meets his personal aspirations for self-realization.A well-known point of view used in consumer psychology is behaviorism. This branch of psychology asserts that people’s actions are conditioned by external stimuli. Consumers want individuality. Individuality in consumer psychology is how the possession of a product increases their self - es- teem or satisfies a need caused by external influence.The era of mass production of goods has been replaced by customization, reflecting the change in consumer priorities (instead of the desire to be “like everyone else”, a new generation of consumers values their own individuality). Customization (English to customize - customize, change something, making it more suitable for the needs of a particular consumer). This is achieved by making structural or design changes and individualizing products to meet the needs of specific consumers.Customization in the full sense of the word is not an extension of the product line, but a unique product for a specific consumer, which creates a potential demand for a product category.According to the author, the topic of customization is very ambiguous. For example, in the retail business, the use of customization in relation to mass-market food products is not entirely correct. Customization is considered an ideal way to interact in the “supplier of goods or services - customer” scheme. It provides a competitive advantage by creating a higher value for the customer. The main goal of customization is to create a sense in the consumer that the work is done personally for them and meets their personal needs.

Influence of Images in Online Reviews for Search Goods on Helpfulness

2020 ◽  
Vol 18 (1) ◽  
pp. 43-73
Author(s):  
Lars Osterbrink ◽  
Paul Alpar ◽  
Alexander Seher
Keyword(s):  
Consumer Choice ◽  
Online Reviews ◽  
Potential Interaction ◽  
Matched Pair ◽  
Social Commerce ◽  
Goods And Services ◽  
Matched Pair Analysis ◽  
The Right ◽  
Pair Analysis ◽  
Positive Effect

AbstractReviewing and rating are important features of many social media websites, but they are found on many e-commerce sites too. The combination of social interaction and e-commerce is sometimes referred to as social commerce to indicate that people are supporting each other in the process of buying goods and services. Rgeviews of other consumers have a significant effect on consumer choice because they are usually considered authentic and more trustworthy than information presented by a vendor. The collaborative effort of consumers helps to make the right purchase decision (or prevent from a wrong one). The effect of reviews has often been researched in terms of helpfulness as indicated by their readers. Images are an important factor of helpfulness in reviews of experience goods where personal tastes and use play an important role. We extend this research to search goods where objective characteristics seem to prevail. In addition, we analyze potential interaction with other variables. The empirical study is performed with regression analyses on 3,483 search good reviews from Amazon.com followed by a matched pair analysis of 186 review pairs. We find that images have a significant positive effect on helpfulness of reviews of search goods too. This is especially true in case of short and ambiguous reviews.

Subsea Well Intervention Readiness in Brazil

2021 ◽  
Author(s):  
Rafael Augustinis Purificação ◽  
Julia Vieira dos Santos ◽  
Matheus Marins Gonzaga
Keyword(s):  
Sharing Economy ◽  
Point Of View ◽  
Base Case ◽  
Goods And Services ◽  
Service Companies ◽  
Market Opening ◽  
Equipment Availability ◽  
Local Supply ◽  
Oil Company ◽  
Unconscious Desire

Abstract The purpose of this study is to assess the subsea well intervention capabilities in Brazil from an operator point of view and how it compares to other regions in the world, in terms of equipment availability, technology and readiness. The object of this assessment will be restricted to the well access systems, given the numerous scenarios that can drive a subsea well intervention. The intent is to identify the main challenges an International Oil Company (IOC) and/or Local Oil Company (LOC) operating in Brazil must overcome in order to keep a robust and realistic contingency plan in case of any well integrity issue. Also, similar challenges are experienced whenever production restoration is needed and/or even opportunities for production enhancement are economically assessed to viable, or not. Last but not least, well access during the last phase of a well lifecycle (plug and abandonment) is also a key element. This will be discussed further in. Until the late 90's, the subsea oil industry in Brazil was restricted to the state-run operator and the supply chain to the business had developed itself around the mindset to maidenly supply a single state-run operator demand. After the market opening and consolidation of the IOC's and LOC's in the subsea market, a lack of local supply of several goods and services started to present itself. Since well access systems are expensive and the base case is that you won't use it unless you have a problem, there's a strong unconscious desire not to worry about it until you really need it. Sharing the same view, service companies tend to enforce the sale of these kits to the operator, rather than focus on a rental solution. Moreover, when service companies provide rental solutions, they are not kept in country and mobilization fees and lead time become a showstopper on many cases. In view of the scenario described above and ways of operation of the Brazilian market IOC's and LOC's a solution will be proposed to mitigate the risk of unavailability and reduce costs based on the sharing economy principles.

The Pleasure of Assessing and Expressing Our Likes and Dislikes

2018 ◽  
Vol 46 (3) ◽  
pp. 545-563 ◽  
Author(s):  
Daniel He ◽  
Shiri Melumad ◽  
Michel Tuan Pham
Keyword(s):  
Consumer Behavior ◽  
Consumer Choice ◽  
Policy Makers ◽  
Behavior Theory

Abstract Although consumer behavior theory has traditionally regarded evaluations as instrumental to consumer choice, in reality consumers often assess and express what they like and dislike even when there is no decision at stake. Why are consumers so eager to express their evaluations when there is no ostensible purpose for doing so? In this research, we advance the thesis that this is because consumers derive an inherent pleasure from assessing and expressing their likes and dislikes. In support of this thesis, the results of seven studies show that compared to a variety of simple and commonplace control judgments, assessing and expressing one’s likes and dislikes results in greater task enjoyment. This occurs because externalizing one’s evaluations enables a form of self-expression that appears to be deep and global. These findings have important implications for marketers and policy makers.

scholarly journals A Review of Factors Affecting Consumer Behavior towards Online Shopping

2018 ◽  
Vol 8 (4) ◽  
Author(s):  
Roopjot Kochar ◽  
Harmanjot Kaur
Keyword(s):  
Consumer Behavior ◽  
Online Shopping ◽  
Web Browser ◽  
Factors Affecting ◽  
Privacy Concerns ◽  
Goods And Services ◽  
Factors Influencing ◽  
Guaranteed Quality ◽  
Specific Factors ◽  
Fierce Competition

Online shopping is a form of electronic commerce which allows consumers to directly buy goods or services from a seller over the Internet using a web browser. Online shopping provides a good example of business revolution. Ecommerce has made life Simple and innovative of individual and groups. Consumer behavior on online shopping is different from physical market where he/she has access to see the products online shopping sites are fast replacing traditional or physical shops. Over, the years the trust of the customers for online shopping sites has increased considerably. The increase in the number of these sites on one hand has led to a fierce competition which means better and cheaper products for customers. However, at the same time customers have their privacy concerns when it comes to shopping online. Internet is changing the way consumers shop and buy goods and services and has rapidly evolved into a global phenomenon. The technology oriented factors like guaranteed quality, cash on delivery discounts and promotions are the major specific factors influencing customer’s attitudes toward online shopping. This research paper attempts to analyze the consumer behavior towards online shopping and the various factors influencing trend of online shopping.

scholarly journals EVALUATION OF MODEL RECOGNITION FOR GRAMMAR-BASED AUTOMATIC 3D BUILDING MODEL RECONSTRUCTION

2016 ◽  
Vol XLI-B4 ◽  
pp. 63-69
Author(s):  
Qian Yu ◽  
Petra Helmholz ◽  
David Belton
Keyword(s):  
Laser Scanning ◽  
Quality Evaluation ◽  
Evaluation Process ◽  
3D Models ◽  
Point Of View ◽  
Three Dimensions ◽  
Public And Private ◽  
Building Models ◽  
Evaluation Point ◽  
Increasing Demand

In recent years, 3D city models are in high demand by many public and private organisations, and the steadily growing capacity in both quality and quantity are increasing demand. The quality evaluation of these 3D models is a relevant issue both from the scientific and practical points of view. In this paper, we present a method for the quality evaluation of 3D building models which are reconstructed automatically from terrestrial laser scanning (TLS) data based on an attributed building grammar. The entire evaluation process has been performed in all the three dimensions in terms of completeness and correctness of the reconstruction. Six quality measures are introduced to apply on four datasets of reconstructed building models in order to describe the quality of the automatic reconstruction, and also are assessed on their validity from the evaluation point of view.

Sign in / Sign up

Export Citation Format

Share Document