scholarly journals Relations between purchase decision styles and personal characteristics of buyers

Marketing ◽  
2020 ◽  
Vol 51 (4) ◽  
pp. 237-246
Author(s):  
Jelena Matanović ◽  
Kristina Markov
Keyword(s):  
Decision Making ◽  
Personality Traits ◽  
Big Five ◽  
Personal Characteristics ◽  
Practical Significance ◽  
Marketing Practice ◽  
Purchasing Decision ◽  
Impulsive Buying ◽  
Decision Making Styles ◽  
Decision Styles

The aim of the presented research is to examine whether certain personality traits can predict the decision-making styles in the context of purchasing among Serbian customers. The research involved 462 respondents of different genders, ages and levels of education. The decision-making styles of purchasing were examined using the SDKO questionnaire. SDKO questionnaire measures purchasing decision-making styles (Planners, Ethno-eco oriented, Trendsetters, Bargain hunters, Sceptics). Personality traits like Extraversion, Neuroticism and Openness to experience were measured with subscales from the Big Five Inventory, Impulsiveness was measured with Scale of Innovativeness; and Impulsiveness with the Impulsive Buying Scale (BIC). Regression analyzes were performed on the data and the results show that a set of predictors can be used to predict three purchasing decision-making styles: Planners, Ethno-eco oriented and Trendsetters. The obtained results were discussed in relation to their theoretical and practical significance for marketing practice.

scholarly journals THE EFFECT OF DARK TRIAD TRAITS ON DECISION-MAKING STYLES

2021 ◽  
Vol 14 (1) ◽  
pp. 74-93
Author(s):  
Radka Čopková ◽  
Zuzana Christenková
Keyword(s):  
Decision Making ◽  
Personality Traits ◽  
Big Five ◽  
Structural Equation ◽  
Real Life ◽  
Dark Triad ◽  
Equation Modeling ◽  
Rational Decision ◽  
Rational Decision Making ◽  
Decision Making Styles

The aim of present study was to explain the relationships of Dark Triad with decision-making styles. We assumed an association of decision-making styles with the Dark Triad traits that represent aversive personality traits, because previous studies identified relationships between the Dark Triad and the Big Five features and similarly, the relationships of the Big Five traits with decision-making styles have been confirmed. The research was conducted on a sample of 127 participants (M = 40.65 years; SD = 4.68). The sample consisted of 55.1% women (n = 70) and 44.9% men (n = 57). The data were subjected to correlation analysis and structural equation modeling. Machiavellianism correlated significantly positively with avoidant, dependent, and spontaneous decision-making styles. Narcissism correlated significantly positively with spontaneous decision-making style and significantly negatively with rational decision-making style. Psychopathy correlated significantly positively with avoidant and spontaneous decision-making style and significantly negatively with rational decision-making style. The value of the results lies in revealing what decision-making strategies are used by people with different socially aversive personality traits. Finding explanations for why some people use non-adaptive decision-making styles and experience the negative results of their decisions in real life, which cause their overall discomfort, can be explained by their dark features.

scholarly journals Kepribadian Big Five terhadap Impulsive Buying Behavior pada Mahasiswi Fakultas Ekonomi dan Bisnis

2020 ◽  
Vol 5 (1) ◽  
pp. 54-63
Author(s):  
Putri Puji Astutik ◽  
Tutut Chusniyah ◽  
Diantini Ida Viatrie
Keyword(s):  
College Students ◽  
Decision Making ◽  
Linear Regression ◽  
Multiple Linear Regression ◽  
Big Five ◽  
Business Students ◽  
Quantitative Approach ◽  
Big Five Personality ◽  
Buying Behavior ◽  
Impulsive Buying

College students are individuals who enter the transition from adolescence to adulthood. In this period, they have more opportunities to explore various values and lifestyles. Individuals are looking for experiences that will eventually form personalities. Personality can influence individuals who make risky decisions. Decision-making immediately without prior consideration can make them behave impulsively without thinking about the effect. This study aims to determine the effect of big five personalities on impulsive buying behavior on students of the Faculty of Economics and Business, Airlangga University, Surabaya. This study uses a quantitative approach, the collected data were analyzed using multiple linear regression. Based on the analysis results obtained three conclusions, 1) Most of the students of economics and business at Airlangga University Surabaya have big five personalities that tend to be dominant; 2) Most of the economics and business students of Airlangga University Surabaya have low impulsive buying behavior; 3) Big five personality influences impulsive buying behavior in economics and business students of Airlangga University Surabaya, conscientiousness has a greater influence than extraversion, agreeableness, neuroticism, and openness to experience.

Real World Decision Making Styles and Their Consequences

1998 ◽  
Vol 42 (3) ◽  
pp. 267-271
Author(s):  
John F. McGrew
Keyword(s):  
Decision Making ◽  
Cellular Automata ◽  
Real World ◽  
Political Decision ◽  
Decision Style ◽  
Decision Making Styles ◽  
Decision Styles ◽  
Data Analytic

The decision style of managers in applied settings were evaluated by raters. Two decision styles were identified, the socio-political and the data analytic. The consequences of these two decision styles were shown by evolving them in a cellular automata. The socio-political decision style produced unstable decisions. The data analytic decision style produced stable decisions.

scholarly journals THE INDIVIDUAL STYLE OF DECISION MAKING BY ADMINISTRATORS OF MEDICAL ORGANIZATIONS IN PERSPECTIVE OF EVALUATION OF MANAGEMENT POTENTIAL

2019 ◽  
Vol 62 (1) ◽  
pp. 37-44
Author(s):  
Оl'ga V. Kudelina ◽  
N. B. Filinov
Keyword(s):  
Decision Making ◽  
Personal Characteristics ◽  
Management Decision ◽  
Decision Style ◽  
Research Areas ◽  
Medical Institutions ◽  
Decision Making Styles ◽  
The Individual ◽  
Directive Style ◽  
Individual Style

In assessing management potential of a manager, it is necessary to consider one's personal characteristics, in particular, management decision-making style. A physician repeatedly makes clinical decisions on patients’ treatment and this experience shapes his/her individual decision-making style, which in turn defines personal features of physician as a leader. Purpose of study. To evaluate the management potential of leaders of medical institutions of the Tomsk oblast on the basis of investigation on their decision-making styles. The decision-making style was identified using A. Rowe's technique (Decision Style Inventory) widely applied in various research areas. The sampling of survey included 1097 physicians, including head physicians (4,8%), deputy head physicians (10,1%), heads of department (11,9%). Decision-making styles of leaders differ depending of the various levels of management. The analytical style dominates among head physicians, followed by conceptual style. For the largest cohort of deputy head physicians analytical style also dominates, but the second rank of dominating styles is for directive style. In general, moving down administrative staircase the percentage of managers with dominating conceptual style is decreasing and percentage of those who are oriented on individual (authoritarian) decision-making processes and also those who are focused more on human relationship than on tasks solution increases. The possibilities of transformation of individual style of decision making are limited and require conscious efforts, that tasks a complicated problem before leaders of medical institutions concerning assessment of management potential of development and training of long-term human resources reserve.

scholarly journals Personality traits, emotional intelligence and decision-making styles in Lebanese universities medical students

2020 ◽  
Vol 8 (1) ◽  
Author(s):  
Radwan El Othman ◽  
Rola El Othman ◽  
Rabih Hallit ◽  
Sahar Obeid ◽  
Souheil Hallit
Keyword(s):  
Decision Making ◽  
Emotional Intelligence ◽  
Medical Students ◽  
Personality Traits ◽  
Decision Making Styles

scholarly journals Interdisciplinarily Exploring the Most Potential IoT Technology Determinants in the Omnichannel E-Commerce Purchasing Decision-Making Processes

2020 ◽  
Vol 10 (2) ◽  
pp. 603 ◽  
Author(s):  
Ming-Yuan Hsieh
Keyword(s):  
Decision Making ◽  
Large Scale ◽  
Cognitive Theory ◽  
Personal Characteristics ◽  
Financial Status ◽  
Purchasing Decision ◽  
Network Process ◽  
Decision Making Processes ◽  
Technological Acceptance Model ◽  
Acceptance Model

This research has interdisciplinarily employed the “SoLoMo” concept of Intern of Things (IoT) technology, Social Cognitive Theory and the Technological Acceptance Model (TAM) into the hierarchical Analytical Network Process (ANP) model of qualitative analysis in order to concretively construct the most comprehensive IoT technology model in the purchasing decision-making process of the omnichannel e-commerce model. Statistically, this research not only employed the Factor Analysis (FA) approach of quantitative analysis for systematically assaying the data results from the dispensation of large-scale questionnaires to refine the commonality of each sub-criterion with higher research representativeness and validity but it also applied the Fuzzy Set Theory (FST) and Grey Relation Analysis (GRA) methods of qualitative analyses for in-depth analytically evaluate the data results from the operation of expert’s questionnaires to refine the measured consequences of the ANP model with higher research accuracy and reliability. Conclusively, the “Purchasing Original Intentions” has been the most critical purchasing factors in the omnichannel e-commerce purchasing decision-making processes which means current omnichannel e-commerce consumers have commenced to firstly and rationally think over before making purchasing decisions and actions without any irrational consumptions. Conclusively, “Purchasing Importance-Purchasing Importance (PI)”, “Purchasing Financial Status-Purchasing Financial Status (PFS)” and “Purchaser’s Personality-Purchaser’s Personality (PP)” were the most potential IoT technology determinants in the omnichannel e-commerce purchasing decision-making processes because (1) omnichannel e-commerce consumers have been rationally focused on what they demand without traditional emotional purchasing consumptions, (2) omnichannel e-commerce consumers have rationally considered their financial resources without impulsive purchasing consumptions and (3) omnichannel e-commerce consumers have rationally respected their personal characteristics and individual value without blindly purchasing consumptions.

scholarly journals Decision-making styles as predictors of career decision difficulties in secondary school students with regard to gender

2019 ◽  
Vol 28 (3) ◽  
pp. 601-620
Author(s):  
Sonja Pečjak ◽  
Anja Podlesek ◽  
Tina Pirc
Keyword(s):  
Decision Making ◽  
Career Decision ◽  
Career Counselling ◽  
Career Decision Making ◽  
Dysfunctional Beliefs ◽  
School Students ◽  
Internal Conflicts ◽  
Lack Of Information ◽  
Decision Making Styles ◽  
Decision Styles

The study aimed to examine whether students' different career decision styles predict their difficulties in deciding about their future education. We measured students' adaptive self-confident and three maladaptive decision-making styles: avoidant, panic, and impulsive, and examined how these styles are related to students' difficulties in career decision-making: internal and external conflicts, lack of information, and dysfunctional beliefs. Our sample comprised 792 final-year students from 26 Slovenian secondary schools. We used the Career Decision Difficulties Questionnaire (CDDQ) and Adolescent Decision Making Questionnaire (ADMQ), which we adapted to the Slovenian language. The results showed that boys use self-confident and impulsive decision-making styles more often and panic decision-making style less often than girls do. Boys reported less internal conflicts, lack of information and dysfunctional beliefs. Among CDDQ scales, we found a strong correlation between Internal Conflicts and Lack of Information scale scores and moderate correlations of these two scales with External Conflicts. Correlations between ADMQ scales were low to moderate: Self-Confident Style scale score correlated negatively with scores on scales of all three maladaptive styles. The Lack of Information score was best predicted by the Panic Decision-Making Style score, the External Conflicts score by the Panic and Impulsive Decision-Making Style scores, and the strongest predictors of Dysfunctional Beliefs score was the Panic Decision-Making Style score. Having more pronounced panic style and being a girl turned out to be related to more difficulties in all domains of career decision-making. Some practical career counselling implications of these findings are discussed.

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