scholarly journals Impact of Ignorance of Customer Queries by Retailer Sales Staff on Customer Purchase Decision

2021 ◽  
Vol 3 (2) ◽  
pp. 54-69
Author(s):  
Afnan Ali
Keyword(s):  
Purchase Intention ◽  
Marketing Strategies ◽  
Purchase Decision ◽  
Decision Making Process ◽  
Purchase Decisions ◽  
Retail Sales ◽  
Customer Trust ◽  
The Impact ◽  
Do So ◽  
Sales Staff

This research is based on a description of the impact of ignorance of customer queries by retail sales staff on customer purchase decisions. This study is a questionnaire-based survey, and the analysis of the questionnaire and literature review is used to derive the conclusions. The outcomes of this research have revealed that the impact of ignorance of customer queries by retail sales staff has a positive correlation with the customer purchase decision. This research has described the impact of ignorance of customer queries by retailer sales staff through four constructs including customer satisfaction, customer trust, salesperson personality and purchase intention. The fact is when we define something as being important, we do everything possible to achieve it, and this is often related to the acquisition of some good. Even if your niche does not directly involve some personal purpose of your persona, it can do so in an indirect way, and if well explored, this concept can be very lucrative. Daily decisions are made on a day-to-day basis, although this decision-making process is hardly thought of. For marketing, this process, through the understanding of the customer buying decision process, is fundamental, since it allows the planning of better marketing strategies, contributing to a greater success of the brands. The concluding remarks of this research can be used as an information reference for the marketing managers, industrialists, and business-oriented people.

scholarly journals The Impact of Visual Cues on Consumer Purchase Decision Making Process: An Empirical Investigation

2008 ◽  
Vol 4 (4) ◽  
pp. 303-308
Author(s):  
Ankush Sharma ◽  
A.C. Brahmbhatt
Keyword(s):  
Decision Making ◽  
Visual Cues ◽  
Empirical Investigation ◽  
Purchase Decision ◽  
Decision Making Process ◽  
Income Dynamics ◽  
Retail Sales ◽  
The Impact

India is witnessing an unprecedented consumption boom. The economy is growing at the rate between 7 and 8 percent. The implication of this is improvement in income dynamics along with demographics and growth in consumption patternRetailing in India is currently estimated to be US$ 200 billion, of which organized Retailing (i.e. modern trade) makes up 3 percent or US$ 6.4 billion. Organized Retail is expected to grow at the rate of 25-30 percent p.a., and is projected to attain US$ 23billion by 2010.1 At these levels, organized retail would constitute up to 9 percent of overall retail sales.

scholarly journals Ethics of Retailers and Consumer Behavior in E-Commerce

2020 ◽  
Vol 11 (1) ◽  
pp. 107-126
Author(s):  
Zhi Yang ◽  
Quang Van Ngo ◽  
Chung Xuan Thi Nguyen
Keyword(s):  
Electronic Commerce ◽  
Communication Technology ◽  
Purchase Intention ◽  
Purchase Decision ◽  
Information Communication ◽  
Significant Relationships ◽  
Online Retailers ◽  
Relationship Of ◽  
The Impact ◽  
The Relationship

In the era of the information-communication technology with the development of electronic commerce, consumers can buy almost everything anywhere and at any time. One of the greatest benefits of e-commerce has been the convenience and the vast choices which consumers get online. However, some serious issues exist that impede consumers from transaction online. These issues have attracted the attention of many marketing researchers in recent years. In this research, the authors focus on the impact of consumers' ethics perception of e-retailer on their purchase intention and satisfaction. The authors also try to clarify the roles of trust and commitment in the relationship of ethics on consumers purchase decision and satisfaction because of their importance in e-commerce but also the privation in the research of previous studies. The data collected from a survey of 390 online consumers in Vietnam. Results reveal that there are significant relationships between online retailers' ethics and consumers' purchase intention and satisfaction via the mediation of trust and commitment.

scholarly journals Impact of Status Consciousness on Consumer Purchase Intention and Brand Equity: the Mediating Role of Brand Associations

2020 ◽  
Vol 6 (1) ◽  
pp. 23-42
Author(s):  
Hayat M. Awan ◽  
Zara Hayat ◽  
Sahar Hayat ◽  
Rafia Faiz
Keyword(s):  
Brand Equity ◽  
Purchase Intention ◽  
Marketing Strategies ◽  
Brand Associations ◽  
Mediating Role ◽  
The Status ◽  
Consumer Purchase Intention ◽  
The Impact ◽  
Self Administered Questionnaire

This paper studies the impact of status consciousness on consumer’s purchase intention and brand equity. It also examines the mediating role of brand associations between status consciousness, purchase intention and brand equity. A self-administered questionnaire was developed and data was collected from a sample of 500 female customers. The results support that status conscious consumers develop associations towards the brands and so they intend to purchase those brands, thus raising the brand equity. The results obtained will help the marketers by focusing on developing strong brand associations for luxurious brands for the status conscious consumers. It will also help in developing marketing strategies specifically designed to promote luxurious brands to increase consumer’s purchase intention and brand equity.

scholarly journals The Impact of Halal Label, Price, And Brand on the Purchase Decision of Bakso Wagyu in Kota Wisata Cibubur

The Winners ◽  
2019 ◽  
Vol 20 (2) ◽  
pp. 111
Author(s):  
Freddy Pandapotan Simbolon
Keyword(s):  
Regression Analysis ◽  
Correlation Analysis ◽  
Hypothesis Testing ◽  
Multiple Regression Analysis ◽  
Significant Influence ◽  
Field Survey ◽  
Purchase Decision ◽  
Purchase Decisions ◽  
Analysis Method ◽  
The Impact

The objective of this research was to examine the impact of halal labels, prices, and brand on the purchase decision to buy Bakso Wagyu in Kota Wisata Cibubur. It used associative research, and data were collected through a field survey from the Bakso Wagyu outlet in Kota Wisata Cibubur. A set of questionnaires was distributed to 96 customers of Bakso Wagyu outlet in Kota Wisata Cibubur. Multiple regression analysis assessed the impact on purchase decisions of three key constructs of the halal label, price, and brand. The analysis method used correlation analysis, multiple regressions, and hypothesis testing. The results show three components, namely halal label, price, and brand, simultaneously have a significant influence on the purchase decision. However, the halal label was a variable. That are has the most dominant impact. This research indicates the results that halal labels are important for imported products that are consumed by Indonesian people who are mostly Muslim.

scholarly journals Analysis of Promotion and Product Differentiation of Jukajo on Consumer Purchase Decision

2018 ◽  
Vol 9 (1) ◽  
pp. 9
Author(s):  
Abel Gandhy ◽  
Julio Arthur Hairuddin
Keyword(s):  
Linear Regression ◽  
Product Differentiation ◽  
Quantitative Research ◽  
Positive Impact ◽  
Sampling Technique ◽  
Purchase Decision ◽  
Purchase Decisions ◽  
Collection Method ◽  
The Impact ◽  
The Relationship

The purpose of this research was to measure the relationship and the impact of promotion and product differentiation on Jukajo consumer purchase decision. This research was a quantitative research with a questionnaire as the data collection method. The sampling technique in this research is purposive sampling technique. Then, the questionnaire was measured by Likert-scale and multiple linear regression. The result shows that promotion and product differentiation variable have positive impact on purchase decision partially and simultaneously. Bothvariables have 50,5% of impact towards consumer purchase decisions of Jukajo. Moreover, product differentiation becomes the most dominant variable which partially affects consumer purchase decision.

scholarly journals Sensory examination of honey and the effect of sensory characteristics on purchase decisions

2019 ◽  
Vol 13 (1) ◽  
pp. 64-71
Author(s):  
Titanilla Oravecz ◽  
Ildikó Kovács
Keyword(s):  
Decision Making ◽  
Human Health ◽  
Sensory Analysis ◽  
Geographic Location ◽  
Market Value ◽  
Purchase Decision ◽  
Decision Making Process ◽  
Purchase Decisions ◽  
Key Factors ◽  
Product Packaging

Aside from honey’s sweet and distinctive flavor, it can provide various human health benefits, which makes its market value favorable compared to those of other sweeteners. In the study, the purchase decision making process is examined through sensory experiments. The results are based on sensory analysis of 600 adult consumers, which show that, consumers’ demand for honey varies significantly according to the flavor, aroma, color, texture and price. The geographic location of the honey’s production and the product packaging are key factors for some consumer segments. Sensory differentiation and the evaluation of honey quality are different in the analyzed consumer segments, which are described in the study.

Electronic Word of Mouth (eWOM) and Makeup Purchase Intention Among Gen-Z Females

2021 ◽  
Vol 12 (2) ◽  
pp. 17-35
Author(s):  
Sheena Lovia Boateng
Keyword(s):  
Purchase Intention ◽  
Word Of Mouth ◽  
Brand Image ◽  
Purchase Intentions ◽  
Purchase Decisions ◽  
Electronic Word Of Mouth ◽  
Generation Z ◽  
Increasing Demand ◽  
The Impact ◽  
Practical Implications

Generation Z (Gen-Z) consumers have been averred to rely on electronic word of mouth (eWOM) for making purchase decisions and expect integrity in brand communication. A significant question bearing both theoretical and practical implications, however, is how the tendency of these consumers to associate brand image with brand integrity influences the impact of eWOM on their purchase intentions, which remains unanswered. Also, studies focusing on a specific gender of Gen-Z consumers are limited. Using the signaling theory and a survey, the study suggests that eWOM signals play a significant role in influencing purchase intentions among female Gen-Z consumers, as well as their perceptions of the brand image and the brand integrity of makeup brands. For female Gen-Z consumers, eWOM signals that enhance the perceptions of brand integrity and brand image tend to equally matter in their makeup purchase decision making. These findings have implications for an industry that is marked by increasing demand for transparency and responsible marketing communication.

A Study on Decision Paralysis in Customers with Special Reference to Placing Order in Restaurant

2021 ◽  
Vol 9 (2) ◽  
pp. 253-266
Author(s):  
Viknesh R ◽  
Kavitha R Gowda ◽  
Jayanta Banerjee
Keyword(s):  
Decision Making ◽  
Service Providers ◽  
Purchase Decision ◽  
Final Decision ◽  
Purchase Decisions ◽  
Food Sector ◽  
Vast Number ◽  
Wide Range ◽  
Survey Responses ◽  
The Impact

Owing to the vast number of choices open to customers, they can often feel paralysed in their decision-making. Offering a wide range of options can activate the effect of Decision Paralysis, which delays the client's final decision. The impact of Decision Paralysis can prevail in restaurants. This study reveals the existence of decision paralysis among customers in restaurants when placing an order. The aim is to investigate the prevalence of Decision Paralysis among customers, with particular reference to placing an order in a restaurant and the influence on consumers’ purchase decisions. A survey questionnaire was rolled out using Google forms to customers who have experienced dining in a restaurant. A total of 416 survey responses were collected for data analysis through the convenience sampling method. It was found that, customer purchase decision has been affected by the decision paralysis effect. It was also found that customers experience a dilemma due to tremendous options or choices in the food sector by the service providers. This study was limited to restaurants and in terms of cuisine, with hotels not being considered. Hence, the main limitation is not being able to generalise the findings of this study to the whole of the food catering sector. The study will benefit both scholars and marketing practitioners in understanding the difficulty a customer faces during purchase decision-making.

An empirical study on the impact of online word-of-mouth sources on retail sales

2017 ◽  
Vol 45 (1) ◽  
pp. 30-35 ◽  
Author(s):  
Hong Hong ◽  
Di Xu ◽  
Dapeng Xu ◽  
G. Alan Wang ◽  
Weiguo Fan
Keyword(s):  
Word Of Mouth ◽  
Least Square ◽  
Decision Makers ◽  
Purchase Decisions ◽  
Retail Sales ◽  
Content Type ◽  
Online Purchase ◽  
Online Word Of Mouth ◽  
Product Sales ◽  
The Impact

Purpose This study aims to analyze the impact of the source of online word-of-mouth (WOM) on retail sales. Specifically, the authors focus on the relative impact of external and internal WOMs on book sales. Design/methodology/approach An empirical analysis is conducted with a panel data of sales and WOM for 87 books from Dangdang and Douban over a 14-day period based on two generalized least square regression models. Findings Results suggest that both internal WOM and external WOM have significant impact on product sales, and the impact of external WOM is relatively more significant. Social implications WOM, especially the external WOM, plays an important role in consumers’ online purchase decisions. Originality/value This study is helpful for retailers to better understand the factors influencing the sales and thereby forecast the future sales more precisely. Besides, the research conclusion could also enlighten related decision makers to constantly improve technical platforms.

Purchase decision of generation Y in an online environment

2019 ◽  
Vol 37 (4) ◽  
pp. 372-385 ◽  
Author(s):  
Shantanu Prasad ◽  
Arushi Garg ◽  
Saroj Prasad
Keyword(s):  
Social Media ◽  
Generation Y ◽  
Purchase Intention ◽  
Equation Modeling ◽  
Purchase Decision ◽  
Online Environment ◽  
Content Type ◽  
Media Usage ◽  
Brand Reputation ◽  
The Impact

Purpose The purpose of this paper is to propose the concept of conviction in online environment. It examines the vital role of conviction and firm’s brand reputation while understanding the impact of social media usage and electronic word-of-mouth (EWOM) on purchase decisions of Generation Y. Design/methodology/approach Literature review resulted in six constructs – social media usage, EWOM, conviction, firm’s brand reputation and purchase intention and customer loyalty. The authors adopted the concept of conviction from another field of enquiry (organizational learning), conducted a qualitative study and an e-mail survey with post-graduate management students (Generation Y) of a university to examine the impact of social media and EWOM on customer purchase decision. Data were collected and analyzed with the help of structural equation modeling. Findings Results indicated that impact of social media usage and EWOM on purchase decision is mediated by conviction. Firm’s reputation as brand (perceived by the customer) moderates the relationship between EWOM and purchase intention in a manner that this relationship is significantly stronger if there is more positive brand reputation. Originality/value This study validates the concept of conviction in online environment. The purchase decision is defined as purchase intention and loyalty of the customer.

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