scholarly journals Examination of Consumer Purchase Decisions via Neuromarketing Methods: A Social Psychology Approach

2021 ◽  
Vol 5 (2) ◽  
pp. 14-29
Author(s):  
Nihan TOMRİS KÜÇÜN ◽  
Emel GÖNENÇ GÜLER
Keyword(s):  
Social Psychology ◽  
Social Impact ◽  
Influential Factors ◽  
Sales Promotion ◽  
Purchase Decisions ◽  
Eye Tracker ◽  
Biometric Data ◽  
Gender Factor ◽  
Purchasing Process

The aim of the study is to determine the size and strength of consumers' attitudes towards brands and to observe the effect of marketing efforts on attitudes with the support of biometric data. Through this main purpose 406 people participated in the study to create a brand set, and 60 people participated in the experiment phase. The shopping processes were monitored via eye tracker, and the patterns based on groups were obtained. It has been found out that sales promotion tools and social impact are the influential factors in the purchasing process, which is positioned as the main proposal of the study. According to the comparison made between parents and individuals not having any children, it has been discovered that the gender factor is not influential in the purchasing process while the brand related experience of parents is very effective in the process.

scholarly journals Quality of Service and Brand Trust Against Decisions Using Indihome in Ciputat Area of South Tangerang

2021 ◽  
Vol 5 (1) ◽  
Author(s):  
Senen Santoso ◽  
Siswi Wulandari
Keyword(s):  
Quality Of Service ◽  
Random Sampling ◽  
Sales Promotion ◽  
Sampling Techniques ◽  
Analysis Tool ◽  
Purchase Decisions ◽  
Brand Trust ◽  
Analysis Method ◽  
Purchasing Decisions

The purpose of this study is to know the influence between sales promotion to purchase decisions, to know the influence between the quality of service to purchasing decisions, to know the influence between brand trusts on purchasing decisions. The analysis method used is multiple linear regression using SPSS 25 analysis tool. The object of the research in this study was indihome customers of Ciputat region as many as 100 people with random sampling techniques (probability sampling). The results of the analysis stated that partially sales promotion affects purchasing decisions, partially the quality of service services affects purchasing decisions and partially brand trusts affect purchasing decisions, simultaneously (sales promotion, service quality and brand trust) affect purchasing decisions. Concluded in this study is sales promotion influences the decision to use Indihome, the quality of service influences the decision to use Indihome, brand trust influences the decision to use Indihome, simultaneously the promotion of sales of services and brand trust influences the decision to use Indihome.

scholarly journals The effects of social media marketing, store environment, sales promotion and perceived value on consumer purchase decisions in small market

2022 ◽  
Vol 6 (1) ◽  
pp. 67-72 ◽  
Author(s):  
Haudi Haudi ◽  
Ruby Santamoko ◽  
Arief Rachman ◽  
Yunan Surono ◽  
Riko Mappedeceng ◽  
...  
Keyword(s):  
Social Media ◽  
Perceived Value ◽  
Sales Promotion ◽  
Social Media Marketing ◽  
Equation Modeling ◽  
Purchase Decisions ◽  
Positive Effects ◽  
Small Market ◽  
Store Environment ◽  
Buying Decisions

The purpose of this research is to analyze the influence of social media marketing on small market purchase decisions and to analyze the influence of the store environment on small market purchase decisions. The study also analyzes the influence of sales promotion on small market purchase decisions as well as the effect of perceived value on small market purchase decisions. The study uses a quantitative method and data collection is performed by distributing questionnaires to 170 respondents who have bought goods in the small market. The research method in this study uses structural equation modeling (SEM) analysis using SmartPLS software. The results of this study reveal that all independent variables have some positive effects on consumer buying decisions. More specifically, the variables of small market environmental conditions, sales promotions, and profit values have significant influences on consumer buying decisions, while social media marketing variables has no significant effect on consumers' buying decisions.

How children make purchase decisions: behaviour of the cued processors

2016 ◽  
Vol 17 (2) ◽  
pp. 111-126 ◽  
Author(s):  
Gunnar Mau ◽  
Michael Schuhen ◽  
Sascha Steinmann ◽  
Hanna Schramm-Klein
Keyword(s):  
Design Methodology ◽  
Declarative Knowledge ◽  
Purchase Decision ◽  
Purchase Decisions ◽  
Content Type ◽  
Point Of Sale ◽  
Number Of Children ◽  
Combination Of Methods ◽  
Simulation Task ◽  
Purchasing Process

Purpose This paper aims to analyse how children behave during a purchasing process in a simulated shop and how they put their goals into effect at the Point of Sale (POS). The focus of this research is children in Germany aged between 8 and 10 years. The results reveal answers to the following questions: which criteria do the children consider important when buying groceries? How efficiently and effectively do children pursue the goals demanded of them at the POS? This knowledge can support parents, teachers and educational organisations in teaching children consumer literacy. Design/methodology/approach Data were collected through interviews and a subsequent observation of the behaviour in a purchase simulation. A total of 436 school children aged 8 to 10 years answered a questionnaire about their behaviour at the POS and perceived demands during the purchasing process as well as their understanding of purchase-relevant concepts. Subsequently, purchase behaviour and decisions in a digitally simulated shopping environment of a supermarket were analysed for a subsample (n = 170). This combination of methods enables the collection of observable decision-making behaviour as well as of the declarative knowledge and the purchasing habits of the children. Findings Children often act differently from the way they themselves intended and expected during the purchase decision at the POS. Only a small number of children behaved purposefully, whereas the vast majority was distracted by the great amount of stimuli in the simulated supermarket. The results reveal factors that helped children cope with the shopping task and shielded them against purchase impulses from the stimuli at the POS. Originality/value To the best of the authors’ knowledge, this is the first study to combine questionnaires about children’s declarative knowledge of the shopping process with observation of the real decision behaviour in a supermarket simulation task.

scholarly journals Priority Factors of Online Food Purchasing By Young Muslims

2020 ◽  
Vol 3 (1) ◽  
pp. 60
Author(s):  
Fitri Eka Aliyanti ◽  
Muhammad Iqbal ◽  
Rheyza Virgiawan
Keyword(s):  
Decision Making ◽  
Influential Factors ◽  
Primary Data ◽  
Purchase Decisions ◽  
Purchasing Decisions ◽  
Structured Interviews ◽  
Scoring Method ◽  
Food Purchasing ◽  
Food Purchases ◽  
Online Purchase

This research is purposed to determine the factors that influence online food purchase decision making, by classifying them into certain classifications, namely primary dish, snack, and beverage, and emphasizing on purchase made online by Universitas Islam Indonesia (UII) Yogyakarta students. Furthermore, this research analyzes how halal awareness influences their purchasing decisions. The primary data sources were obtained using semi-structured interviews. The method of data analysis was performed by ranking respondents' answers using the scoring method. The result of this research shows that the most influential factors in purchasing decision making are halal awareness, with a sequence of elements from the most prioritized to those not as follows: halal awareness, favorite/preferences, taste, price, health, curiosity, advertisement, lifestyle, packaging, then bandwagon effect, and themost important factor influencing food online purchase decisions is halal awareness. Thus, from this study, it can be concluded that the majority of UII students have considered the halal aspect when making online food purchases.

scholarly journals Product Sampling Effect on Purchase Decision Also by Social Aspects

2020 ◽  
pp. 222-233
Author(s):  
Mariana Sedliacikova ◽  
Anna Kocianova ◽  
Michal Dzian ◽  
Maria Moresova ◽  
Josef Drabek
Keyword(s):  
Durable Goods ◽  
Slovak Republic ◽  
Sales Promotion ◽  
Social Aspects ◽  
Purchase Decision ◽  
Main Role ◽  
Price Ratio ◽  
Purchase Decisions ◽  
The Social

Sampling is an important part of marketing for non-durable goods meaning food products. It provides space not only to introduce news on the market but also remind traditional types of products with innovative ingredients, new flavours and other variations. Moreover, the significant role of sampling is to support the sale of promoted products. The participation of promoter sustains this main role of sampling (support the sale). Following this reason, it is necessary to perceive the social aspects of sampling concerning customers and their purchasing decisions. The main purpose of the research is to verify the sampling efficiency concerning the customer purchase decisions in the conditions of the Slovak Republic considering the influence of the promoters, their behaviour and appearance. In addition to price factor impact on customer purchase decisions, the paper solved the social aspects of the interaction with the promoter and the taste of the product. For obtaining relevant results, 484 customers of retail stores and at the same time participants of sampling have been included in the survey. For meeting the stated goal, the methodological tool of the research method was a questionnaire survey which addressed the sampling participants. The paper presents the results that in most cases, Slovak customers don't purchase the product immediately after the sampling. When they decide to buy, the central aspect is the taste of the product and not the price. Thus, in a taste-price ratio, the taste is considered more convincing and more effective. This finding is in contrasts with previous ones about consumer's price sensitivity. Since sampling is a humanized sales promotion, it is also necessary to perceive the social factors of interaction with the promoter on the purchase decision. Sampling participants consider the behaviour of the promoter and communication skills to be significantly more important than the appearance. The results of the research could be useful to reveal a considerable room for improvement concerning purchase decisions after sampling. It can be influenced by increasing attractiveness of sampling by interesting innovations, either in the products themselves or in the forms of sampling provisions. Keywords customers, preferences, product sampling, promoters, purchase decision, social aspects

scholarly journals PENGARUH PERSONAL SELLING DAN SALES PROMOTION TERHADAP KEPUTUSAN PEMBELIAN LAPTOP PADA KONSUMEN

REPRESENTAMEN ◽  
2019 ◽  
Vol 5 (02) ◽  
Author(s):  
Steffy Andreani Kosim
Keyword(s):  
Correlation Analysis ◽  
Quantitative Method ◽  
Personal Selling ◽  
Marketing Mix ◽  
Sales Promotion ◽  
Coefficient Of Determination ◽  
Purchase Decision ◽  
Purchase Decisions ◽  
Analysis Techniques ◽  
Simultaneous Influence

This research aims at determining (1) the influence of personal selling partially to purchase decision (2) the influence of sales promotion partially to purchase decision and (3) the influence of personal selling and sales promotion simultaneously to the decision of purchasing laptops on consumers of Pegasus Computer Tebing Tinggi. Personal selling and sales promotion are promotional tools that are part of the marketing mix that can support purchase decisions. This research was conducted by distributing questionnaires to 100 respondents who are consumers of Pegasus Computer Shop Tebing Tinggi. The method used for this research is quantitative method with correlation analysis techniques and multiple linear regression whereas for hypothesis testing is used coefficient of determination test (R2), t test and F test. The result shows that there is a partial and simultaneous influence between personal selling and sales promotion to purchase decision. Keywords:  Personal selling, sales promotion, purchase decision

scholarly journals Identifying the Influential Factors on Social Impact Assessment of Reconstruction Projects in Historic Site - A Case Study on Jameh Mosque Street, Yazd, Iran

2017 ◽  
Vol 6 (1) ◽  
pp. 86
Author(s):  
Mohammad Nasir Tighsazzadeh
Keyword(s):  
Impact Assessment ◽  
Urban Areas ◽  
Cultural Context ◽  
Social Impact ◽  
Influential Factors ◽  
Social Impact Assessment ◽  
Cultural Issues ◽  
Historic Site ◽  
General Process ◽  
Heritage Site

Social impact assessment (SIA) is a process that provides a framework for gathering and analyzing information to determine intended and unintended social consequences of changes and developmental interventions on human environment. This assessment that emphasize on social and cultural issues, is more important in historic site that have more tangible social role than the new parts of the city and these areas should preserved by planning and subsequent evaluations due to their cultural heritage value. The aim of this paper that evaluated social impacts of reconstruction project of Jameh Mosque Street of Yazd city in Iran when it came into operation, is identify specific indicators for SIA in historic site through the use of general indicators and matching SIA process to the historical and cultural context of the heritage site. In order to achieve this goal, the research is based on SIA approach also descriptive and inferential statistics and focus group methodology were used to analyze the environment data. Hypotheses and measuring variables tested by analytic hierarchy process (AHP) and qualitative analysis with domain matrix. Accordingly, the estimation and selection of the effects of the project and its prioritization are based on some factors such as the importance and degree of feasibility that have different result in heritage site than the new urban areas. Finally, an operational framework and some strategic suggestions were made to improving the general process of SIA to use in heritage site and maximizing the efficiency of similar projects in every historic areas which leads to the consent of stakeholders.

Demonstrating Dynamic Social Impact: Consolidation, Clustering, Correlation, and (Sometimes) the Correct Answer

1998 ◽  
Vol 25 (1) ◽  
pp. 31-35 ◽  
Author(s):  
Helen C. Harton ◽  
Laura R. Green ◽  
Craig Jackson ◽  
Bibb Latané
Keyword(s):  
Social Psychology ◽  
Group Dynamics ◽  
Correct Answer ◽  
Social Impact ◽  
Multiple Choice ◽  
Social Reality ◽  
Self Organization ◽  
Multiple Choice Questions ◽  
Objective Reality ◽  
The Social

This demonstration illustrates principles of group dynamics and dynamic social impact and can be used in classes in social psychology or group dynamics. Students discuss their answers to multiple-choice questions with neighbors and answer them again. Discussion consistently leads to the consolidation (reduced diversity), clustering (spatial-self-organization), correlation (emergent linkages), and continuing diversity of responses. “Truth” does not necessarily win, showing that the social reality of the group may be more important than objective reality.

Optimizing Society

2011 ◽  
pp. 450-468
Author(s):  
Martin Macaš ◽  
Lenka Lhotská
Keyword(s):  
Social Psychology ◽  
Genetic Algorithm ◽  
Social Impact ◽  
Formal Analysis ◽  
Optimization Technique ◽  
Global Optimum ◽  
Particle Swarm Optimizer ◽  
Binary Optimization ◽  
Candidate Solution ◽  
Impact Theory

A novel binary optimization technique is introduced called Social Impact Theory based Optimizer (SITO), which is based on social psychology model of social interactions. The algorithm is based on society of individuals. Each individual holds a set of its attitudes, which encodes a candidate solution of a binary optimization problem. Individuals change their attitudes according to their spatial neighbors and their fitness, which leads to convergence to local (or global) optimum. This chapter also tries to demonstrate different aspects of the SITO’s behavior and to give some suggestions for potential user. Further, a comparison to similar techniques – genetic algorithm and binary particle swarm optimizer – is discussed and some possibilities of formal analysis are briefly presented.

scholarly journals INNOVATIVE PACKAGING ATTRIBUTES AND CUSTOMER PURCHASE INTENTION IN SNACK FOODS

2019 ◽  
Vol 7 (2) ◽  
pp. 424-433
Author(s):  
Gholamreza Andi ◽  
Song Xiaokang ◽  
Syriac Nellikunnel
Keyword(s):  
Purchase Intention ◽  
Strong Relationship ◽  
Influential Factors ◽  
Snack Food ◽  
Purchase Decisions ◽  
Snack Foods ◽  
Independent Variables ◽  
Point Of Purchase ◽  
Aida Model ◽  
Material Information

Purpose of Study: The purpose of this study is to determine what kind of innovative packaging attributes will influence the purchase intention of customers on snack food in Malaysia Methodology: The study has used Stimulus (S) - Response (R) model and AIDA Model to identify the packaging attributes which are packaging material, information on the package and the basic appearance of the package that have a positive and strong relationship with the purchase intention of customers towards snack food. The data were collected through questionnaire from 250 respondents. PLS has been used to analyse the data. Results: Packaging is now an important aspect of marketing and is treated as one of the most influential factors concerning consumer purchase decisions at the point of purchase. All of the three independent variables of the research have significant as well as positive relationships with the dependent variable which is purchase intention.

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