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their self - es- teem or satisfies a need caused by external influence.The era of mass production of goods has been replaced by customization, reflecting the change in consumer priorities (instead of the desire to be “like everyone else”, a new generation of consumers values their own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.

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 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.

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 CLIENT RELATIONSHIP MANAGEMENT IN LATVIAN RETAIL ENTERPRISES UNDER COVID-19 CIRCUMSTANCES

2021 ◽  
Vol 1 ◽  
pp. 155-161
Author(s):  
Iveta Linina ◽  
Rosita Zvirgzdina ◽  
Velga Vevere
Keyword(s):  
Consumer Behavior ◽  
Relationship Management ◽  
Point Of View ◽  
Factors Influencing ◽  
Retail Business ◽  
Client Relationship ◽  
Crisis Conditions ◽  
Time And Energy ◽  
The Relationship ◽  
A Company

Ensuring customer satisfaction is the key to a successful retail business. The process of attracting new customers always involves more money, time and energy. In order for a company to retain existing customers and build relationships with them, one of the basic tasks is to know the factors and levels that affect their satisfaction. In the current situation of COVI-19, this poses even greater obstacles and challenges. In order to identify the company's ability to ensure competitiveness in a crisis situation, the authors have set the goal of the research to study the factors influencing retail consumer behavior under COVID-19 circumstances. This study will provide retail businesses with an understanding of the need for consumer relationship management in a restricted situation. From the scientific point of view, the authors have analyzed the theoretical aspects and summarized the approach to the understanding of buyers' behavior in crisis conditions. As a result of the research, the authors conclude that even in crisis situations, companies can manage the relationship with consumers and shape the attitude of buyers, which can be one of the tools for ensuring competitiveness. 

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.

New Promising Generation of Twin-Gondola LNG Carriers Optimized with the Aid of CFD Calculations

2005 ◽  
Author(s):  
Henk V. Valkhof ◽  
Eduardo Minguito ◽  
Klaas Kooiker
Keyword(s):  
Viscous Flow ◽  
Far East ◽  
Point Of View ◽  
Maximum Efficiency ◽  
Hull Form ◽  
Overall Design ◽  
Computational Fluid Dynamics Cfd ◽  
New Generation ◽  
Hydrodynamic Optimization ◽  
Adequate Design

As natural gas is becoming an important energy source, a large fleet is needed to transport it in liquefied form across the oceans in specially designed LNG carriers from mainly the Middle East towards the Far East. During the overall design process of such a vessel the shape of the hull form and its propulsors play an important role from a hydrodynamic point of view. This paper describes the design of a twin-gondola LNG carrier for Navantia. The twingondola aft body has proven to be an adequate design concept, but due to the complexity of the flow around the aft body the design should be carried out with great care. Computational Fluid Dynamics (CFD) tools are extremely valuable in the hydrodynamic optimization process of the hull. In this design both potential flow codes and viscous flow codes have been used to obtain the optimum hull form. With the results of the PARNASSOS viscous flow calculations it was possible to make decisions with regard to the horizontal angle and the inclination of the gondolas, and the slope of the buttocks in the area between the gondolas. Special attention has been paid to avoid flow separation around the aft body. The gondolas have been oriented in such a way that maximum efficiency is achieved. The performance of the resulting design has been verified by model tests in MARIN’s Deep Water Towing Tank. Given the very promising results of this new generation of LNG carriers, achieving besides the excellent propulsive properties also a higher payload target, the yard became more competitive and is expecting quite some orders for this particular ship type.

scholarly journals Harmonic Focus Case Study: Leading Innovation Through Unique User Research Methods and Tools

2009 ◽  
Vol 3 (2) ◽  
Author(s):  
Stuart Morgan ◽  
Stephen Wilcox
Keyword(s):  
Ethylene Oxide ◽  
Clinical Performance ◽  
Essential Elements ◽  
Product Line ◽  
Surgical Instruments ◽  
User Research ◽  
Design Changes ◽  
Harmonic Focus ◽  
Hand Piece ◽  
Precision Device

Ethicon Endo-Surgery's Harmonic FOCUS is a curved-shear (blade with clamp arm) surgical instrument that combines the intuitive elements of a classic precision instrument with a Harmonic ultrasonic hand piece for a revolutionary multifunction precision device. We propose to describe the unique approach to user research used in the development of the product and how the team used these innovative methods and tools to identify and meet the following design and engineering challenges: 1. Combine the surgical tasks of dissecting, grasping and simultaneously cutting and coagulating into one precision device for the first time. The Harmonic FOCUS was developed as a result of three years of extensive market assessment and a unique research methodology, including a novel process of ethnographically observing and graphically mapping thyroidectomy procedures. 2. Miniaturize the hand piece (transducer) from the existing ultrasonic product line while retaining its clinical performance (speed and hemostasis). The following dramatic and extensive design changes offer improved clinical performance: Reducing the volumetric size of the transducer 55% relative to the predecessor device. Achieving reliable control of clamp force. Curving the blade to resemble typical surgical instruments. Improving speed of operation. Reduction of residual heat. 3. Provide the surgeon with superior and intuitive ergonomics by leveraging elements of a classic precision tool. The team combined the essential elements of a classic precision tool with Harmonic (ultrasonic) technology to develop a revolutionary, multifunctional device with superior and intuitive ergonomics. Surgeons concur with the versatile, comfortable design. 4. Use materials that are all sterilization-compatible. Extensive research was done to identify and use materials that were all compatible with ethylene oxide sterilization. The device is packaged in flexible packaging and ethylene-oxide sterilized prior to sale. Harmonic FOCUS is designed for single-patient use. The Harmonic Blue Hand Piece is sold non-sterile and is qualified for multiple sterilization methods readily available in hospitals. The hand piece can be reused up to 100 times.

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 Regulation of the domestic consumer market in the national economy

2020 ◽  
Vol 4 (2) ◽  
pp. 68-77
Author(s):  
Olena Trokhymets ◽  
Olga Galtsova ◽  
Anatolii Livinskyi
Keyword(s):  
Well Being ◽  
State Regulation ◽  
Price Regulation ◽  
Behavioral Approach ◽  
Market Regulation ◽  
Conceptual Approach ◽  
Consumer Market ◽  
Goods And Services ◽  
Fixed Prices ◽  
Methodological Principles

Introduction. Socially significant goods and services is the complex that includes a certain list of food products, certain types of products present in the domestic consumer market, which are sold at fixed prices. The regulation of the market for socially oriented goods and services requires regulation of consumer behavior and an optimal behavioral approach, which can help to improve the well-being of the population. Aim and tasks. The purpose of the article is to substantiate the theoretical and methodological principles and conceptual provisions for the regulation of the domestic consumer market in terms of socially significant goods and services in Ukraine. Results. A conceptual approach to socially oriented goods and services has been developed for the better functioning of the domestic consumer market. At the same time, it is important to take into account that the approach is built taking into account the principles: accountability and responsibility, predictability, consistency and consistency: efficiency, adaptability, social justice. The mechanism of state regulation of the market of socially significant goods and services has been improved. The concept of state regulation of the market of socially oriented goods and services is presented. The process of implementing the concept should include full interaction of all elements of state regulation of the market of socially significant goods and services. The purpose of the concept is to substantiate the theoretical and methodological aspects of state regulation of the market of socially significant goods and services in Ukraine. Conclusion. A conceptual approach to the regulation of the market of socially oriented goods and services is presented, which consists in the application of all components, namely the legislative aspect, the economic aspect of market regulation of socially significant goods and services taking into account factors influencing the regulation of domestic consumer market and legislative aspects of price regulation for socially oriented goods and services. The concept presents three components of socially oriented goods and services. State regulation is applied to each of the components (price regulation, regulation of the industry – in some industries, which are producers and suppliers of socially oriented goods and services, natural monopolies operate). Compliance principles of market regulation of socially oriented goods and services would ensure the appropriate and rational consumption of the goods by the population.

scholarly journals Survey on energetic short rotation forestry systems – Possibilities of spatial development and job creation

2010 ◽  
pp. 7-11
Author(s):  
József Antal ◽  
Gábor Grasseli
Keyword(s):  
Rural Areas ◽  
Structural Characteristics ◽  
Job Creation ◽  
Product Line ◽  
Point Of View ◽  
The European Union ◽  
Short Rotation ◽  
Support Policy ◽  
Education Profession ◽  
Structural Point

Both the European and the Hungarian rural areas suffer multi dimensional problems. Beside infrastructural under development the most important difficulty is employment. Unemployment is significant in the rural areas, while other structural characteristics like education, profession, work circumstances and seasonality worsen this unfavourable situation. It can be stated that the challenge with the highest priority in rural and spatialdevelopment is to create jobs and to strengthen local employment. The authors examine the job generating possibilities of energetic biomass of agricultural origin in a structural point of view. The aim is to develop spatial biomass product line models that permanently support the raise of employment by utilizing the possibilities of the European Union support policy and the popularity of this branch.

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