Search results for: buying behaviour

Authors: Harleen Kaur, Deepika Jindal Singla

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Buying decision making is a complicated process, in which consumer’s decision is under the impact of others. The buying decision making is directed in a way that they have to act as customers in the society. Media and family are key socialising agents for adolescents’. Moreover, changes in the socio-cultural environment in India necessitate that adolescents’ influence in family’s buying decision-making should be investigated. In comparison to Western society, Indian is quite different, when compared in terms of family composition and structure, behaviour, values and norms which effect adolescents’ buying decision-making.

Keywords: Adolescents’, buying behaviour, Indian urban families, consumer socialization.

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Authors: K. Prakash Vel, Lif Miriam Hamouda

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Consumer behaviour analysis represents an important field of study in marketing. Particularly strategy development for marketing and communications will be more focused and effective when marketers have an understanding of the motivations, behaviour and psychology of consumers. While materialism has been found to be one of the important elements in consumer behaviour, compulsive consumption represents another aspect that has recently attracted more attention. This is because of the growing prevalence of dysfunctional buying that has raised concern in consumer societies. Present studies and analyses on origins and motivations of compulsive buying have mainly focused on either individual factors or groups of related factors and hence a need for a holistic view exists. This paper provides a comprehensive perspective on compulsive consumption and establishes relevant propositions keeping the family life cycle stages as a reference for the incidence of chronic consumer states and their influence on compulsive consumption.

Keywords: Chronic consumer states, compulsive consumption, family life cycle

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Authors: K. Pongiannan

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Advertising is one of the important marketing strategies and the choice of media is an important aspect of effectiveness of advertising media. The two most popular advertising media, TV and web media are highly effective in creating successful advertisements as they influence the purchase decision of the viewers. Although TV and web are electronic media, they are unique in their features and traits of advertising. Hence, the present study attempts to analyze the influence of these two media towards buying behavior of the viewers. The two media are analyzed separately to determine its level of influence towards buying behavior and finally a comparative analysis of these media is attempted to find the difference in their level of influence.

Keywords: Buying Behavior, TV, web, media for advertisements.

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Authors: Mohamed Haffar, Lombe Ngome Enongene, Mohammed Hamdan, Gbolahan Gbadamosi

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Despite the considerable body of literature investigating the influence of National Culture (NC) dimensions on consumer behaviour, there is a lack of studies comparing the influence of NC in Africa with Western European countries. This study is intended to fill the vacuum in knowledge by exploring how NC affects consumer buyer behavior in Nigeria and the United Kingdom. The primary data were collected through in depth, semi-structured interviews conducted with three groups of individuals: British students, Nigerian students in the United Kingdom, and Nigerian-based students. This approach and new frontier to analyze culture and consumer behaviour could help understand residual cultural threads of people (that are ingrained in their being) irrespective of exposure to other cultures. The findings of this study show that Nigerian and British consumers differ remarkably in cultural orientations such as symbols, values and psychological standpoints. This ultimately affects the choices made at every stage of the decision building process, and proves beneficial for international retail marketing.

Keywords: National culture, consumer behaviour, international business, Nigeria, UK.

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Authors: Nugzar Todua

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The paper studies the role of food labeling in order to promote healthy eating issue in Georgia. The main focus of the research is directed to consumer attitudes regarding food labeling. The methodology of the paper is based on the focus group work, as well as online and face to face surveys. The data analysis has been provided through ANOVA. The study proves that the impact of variables such as the interest, awareness, reliability, assurance and satisfaction of consumers' on buying decision, is statistically important. The study reveals that consumers’ perception regarding to food labeling is positive, but their level of knowledge and ability is rather low. It is urgent to strengthen marketing promotions strategies in the process of implementations of food security policy in Georgia.

Keywords: Food labeling, buying decision, Georgian consumers, marketing research.

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Authors: Lien Fa Lin, Yung Ming Li, Hsin Chen Hsieh

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The rise of smartphones brings new concept So-Lo-Mo (social-local-mobile) in mobile commerce area in recent years. However, current So-Lo-Mo services only focus on individual users but not a group of users, and the development of group commerce is not enough to satisfy the demand of real-time group buying and less to think about the social relationship between customers. In this research, we integrate mobile intelligence with group commerce and consider customers' preference, real-time context, and social influence as components in the mechanism. With the support of this mechanism, customers are able to gather near customers with the same potential purchase willingness through mobile devices when he/she wants to purchase products or services to have a real-time group-buying. By matching the demand and supply of mobile group-buying market, this research improves the business value of mobile commerce and group commerce further.

Keywords: Group formation, group commerce, mobile commerce, So-Lo-Mo, social influence.

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Authors: Noor Asilah Nordin, Normala Daud, Wan Ummi Kalsom Meor Osman

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This study applied Theory of Planned Behaviour (TPB) to explain the knowledge sharing behaviour among academic staff at a Public Higher Education Institution (HEI) in Malaysia. The main objectives of this study are; to identify the components that influence knowledge sharing behaviour and to determine the levels of knowledge sharing behaviour among academic staff. A total of 200 respondents were participated in answering questionnaires. The findings of this study revealed that level of perceiving and implementing knowledge sharing behaviour among academic staff at a Public HEI in Malaysia exist but not openly or strongly practiced. The findings were discussed and recommendations for the future research were also addressed.

Keywords: Attitude, Knowledge Sharing Behaviour, Perceived Behavioural Control, Subjective Norm.

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Authors: Pisit Potjanajaruwit

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The objective of this research was to study the influence of Integrated Marketing Communication on Buying Decision of Consumers in Bangkok. A total of 397 respondents were collected from customers who drive in Bangkok. A questionnaire was utilized as a tool to collect data. Statistics utilized in this research included frequency, percentage, mean, standard deviation, and multiple regression analysis. Data were analyzed by using Statistical Package for the Social Sciences. The findings revealed that the majority of respondents were male with the age between 25-34 years old, hold undergraduate degree, married and stay together. The average income of respondents was between 10,001-20,000 baht. In terms of occupation, the majority worked for private companies. The effect to the Buying Decision of Consumers in Bangkok to including sale promotion with the low interest and discount for an installment, selling by introducing and gave product information through sales persons, public relation by website, direct marketing by annual motor show and advertisement by television media.

Keywords: ECO Car, Integrated Marketing Communication.

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Authors: Alfredo Milani, Silvia Suriani

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A model of user behaviour based automated planning is introduced in this work. The behaviour of users of web interactive systems can be described in term of a planning domain encapsulating the timed actions patterns representing the intended user profile. The user behaviour recognition is then posed as a planning problem where the goal is to parse a given sequence of user logs of the observed activities while reaching a final state. A general technique for transforming a timed finite state automata description of the behaviour into a numerical parameter planning model is introduced. Experimental results show that the performance of a planning based behaviour model is effective and scalable for real world applications. A major advantage of the planning based approach is to represent in a single automated reasoning framework problems of plan recognitions, plan synthesis and plan optimisation.

Keywords: User behaviour, Timed Transition Automata, Automated Planning.

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Authors: Somdech Rungsrisawat

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The purpose of this research is to study of consumer perception and understanding consumer buying behavior that related between satisfied and factors affecting the purchasing. Methodology can be classified between qualitative and quantitative approaches for the qualitative research were interviews from middlemen who bought organic vegetables, and middlemen related to production and marketing system. A questionnaire was utilized as a tool to collect data. Statistics utilized in this research included frequency, percentage, mean, standard deviation, and multiple regression analysis. The result show the reason to decision buying motives is Fresh products of organic vegetables is the most significant factor on individuals’ income, with a b of –.143, t = –2.470, the price of organic vegetables is the most significant factor on individuals’ income, with a b of .176, t = 2.561, p value = .011. The results show that most people with higher income think about the organic products are expensive and have negative attitudes towards organic vegetable as individuals with low and medium income level. Therefore, household income had a significant influence on the purchasing decision.

Keywords: Consumer behaviors, Consumer perceptions, Organic Vegetable.

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Authors: Shahrol Mohamaddan, Keith Case, Ana Sakura Zainal Abidin

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Human movement in the real world provides important information for developing human behaviour models and simulations. However, it is difficult to assess ‘real’ human behaviour since there is no established method available. As part of the AUNTSUE (Accessibility and User Needs in Transport – Sustainable Urban Environments) project, this research aimed to propose a method to assess human movement and behaviour in crowded areas. The method is based on the three major steps of video recording, conceptual behavior modelling and video analysis. The focus is on individual human movement and behaviour in normal situations (panic situations are not considered) and the interactions between individuals in localized areas. Emphasis is placed on gaining knowledge of characteristics of human movement and behaviour in the real world that can be modelled in the virtual environment.

Keywords: Video observation, Human movement, Behaviour, Crowds, Ergonomics, AUNT-SUE

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Authors: Nugzar Todua, Charita Jashi

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This paper is focusing on the attitude of Georgian consumers toward social media, influence of social media on consumer buying behavior. The purpose of this paper is to explore the usage of social media marketing for small business companies of Georgia. The result of marketing research has revealed that social webs are mostly used by Georgian consumers, but they have little impact on the buying decision. The research method was exploratory and descriptive. Conclusions summarize the research results and offers insight to provide better understandings of consumers demand and implementation of marketing strategy through social media in Georgia.

Keywords: Marketing Research, Purchasing behavior, Social Media Marketing, Small Business, Tourism Industry.

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Authors: Emine Yilmaz, Ismail Yilmaz, Harun Uran

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Food-borne problems have been placed among the most leading problems of the society especially in recent years. This state arises as a problem which affects the society wholly such as the supply of food stuffs that are necessary for an individual to perform his physiological and biological functions, their amount, compound, their effects on health and distribution by individuals. This study was conducted in order to determine the sensitivities and criteria of people, who have different socio-economic backgrounds and live in Süleymanpasa Town of Tekirdag City, in their preference of food stuffs. The research data were collected by means of Interview Technique with individuals within the scope of the study (300) and applying surveys with convenience sampling. According to the research results, quality appears in the first rank among the factors by which consumers are affected while buying food stuffs. Consumers stated that they try to be careful with not buying food sold outdoors. The most preferred food among the ones being sold outdoor were found to be breakfast food. Also, food stuff which consumers become the most selective for while buying was determined to be meat and meat products. Due to general knowledge about the food stuff consumed in human nutrition may affect their health negatively; consumers expressed that they are very relevant with their diets and this circumstances affects their purchase preferences.  

Keywords: Consumption, food safety, consumer behavior, purchase preferences.

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Authors: H. Dornhackl, K. Kadletz, R. Luh, P. Tavolato

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In this paper, we describe the use of formal methods to model malware behaviour. The modelling of harmful behaviour rests upon syntactic structures that represent malicious procedures inside malware. The malicious activities are modelled by a formal grammar, where API calls’ components are the terminals and the set of API calls used in combination to achieve a goal are designated non-terminals. The combination of different non-terminals in various ways and tiers make up the attack vectors that are used by harmful software. Based on these syntactic structures a parser can be generated which takes execution traces as input for pattern recognition.

Keywords: Malware behaviour, modelling, parsing, search, pattern matching.

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Authors: Shiva Hashemi, Azizan Marzuki, S. Kiumarsi

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In recent years, conference destinations have been highly competitive; therefore, it is necessary to know about the behaviours of conference participants such as the process of their decision-making and the assessment of perceived conference quality. A conceptual research framework based on the Theory of Planned Behaviour model is presented in this research to get better understanding factors that influence it. This research study highlights key factors presented in previous studies in which behaviour intentions of participants are affected by the quality of conference. Therefore, this study is believed to provide an idea that conference participants should be encouraged to contribute to the quality and behaviour intention of the conference.

Keywords: Conference attendees, service quality, perceives value, trust, behaviour intention.

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Authors: Carlos V. Regueiro, Jose E. Domenech, Roberto Iglesias, Jose L. Correa

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In this work a visual and reactive contour following behaviour is learned by reinforcement. With artificial vision the environment is perceived in 3D, and it is possible to avoid obstacles that are invisible to other sensors that are more common in mobile robotics. Reinforcement learning reduces the need for intervention in behaviour design, and simplifies its adjustment to the environment, the robot and the task. In order to facilitate its generalisation to other behaviours and to reduce the role of the designer, we propose a regular image-based codification of states. Even though this is much more difficult, our implementation converges and is robust. Results are presented with a Pioneer 2 AT on a Gazebo 3D simulator.

Keywords: Image-based State Codification, Mobile Robotics, ReinforcementLearning, Visual Behaviour.

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Authors: Ezeni Brzovska, Durdana Ozretic-Dosen

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The purpose of this paper is to deepen the understanding of the product cues that influence purchase decision for a specific product category – chocolate, and to identify demographic differences in the buying behavior. ANOVA was employed for analyzing the significance level for nine product cues, and the survey showed statistically significant differences among different age and gender groups, and between respondents with different levels of education. From the theoretical perspective, the study adds to the existing knowledge by contributing with the research results from the new environment (Southeast Europe, Macedonia), which has been neglected so far. Establishing the level of significance for the product cues that affect buying behavior in the chocolate consumption context might help managers to improve marketing decision-making, and better meet consumer needs through identifying opportunities for packaging innovations and/or personalization toward different target groups.

Keywords: Chocolate consumption context, chocolate selection, demographic characteristics, product cues.

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Authors: Sayali Sandbhor, Ravindra Bapat, N. B. Chaphalkar

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Decisions for investment, buying and selling of properties depend upon the market value of that property. Issues arise in arriving at the actual value of the property as well as computing the rate of returns from the estate. Addressing valuation related issues through an understanding of behavior of real property rates provide the means to explore the quality of past decisions and to make valid future decisions. Pune, an important city in India, has witnessed a high rate of growth in past few years. Increased demand for housing and investment in properties has led to increase in the rates of real estate. An attempt has been made to study the change and behavior of rates of real estate and factors influencing the same in Pune city.

Keywords: Real estate, valuation, property rates, trend analysis

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Authors: Ritu Shitak

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Humans are social mammals, of the primate order. Our biology, our behaviour and our pathologies are unique to us. In our desire to understand, reduce solitary confinement one source of information is the many reports of social isolation of other social mammals, especially primates. A behavioural study was conducted in the department of pharmacology at Indira Gandhi Medical College, Shimla in Himachalpradesh province in India using white albino mice. Different behavioural parameters were observed by using open field, tail suspension, tests for aggressive behaviour and social interactions and the effect of isolation was studied. The results were evaluated and the standard statistics were applied. The said study was done to establish facts that isolation itself impairs social behaviour and can lead to alcohol dependence as well as related drug dependence.

Keywords: Albino Mice, Drug Dependence, Social isolation.

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Authors: Sadoon Abdallah, Mizi Fan, Xiangming Zhou

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In this study, a comprehensive approach has been adopted to examine in detail the effect of various hook geometries on bond-slip characteristics. Extensive single fibre pull-out tests on ultra-high performance matrix with three different W/B ratios and embedded lengths have been carried out. Test results showed that the mechanical deformation of fibre hook is the main mechanism governing the pull-out behaviour. Furthermore, the quantitative analyses have been completed to compare the hook design contribution of 3D, 4D and 5D fibres to assess overall pull-out behaviour. It was also revealed that there is a strong relationship between the magnitude of hook contribution and W/B ratio (i.e. matrix strength). Reducing the W/B ratio from 0.20 to 0.11 greatly optimizes the interfacial transition zone (ITZ) and enables better mobilization, straightening of the hook and results in bond-slip-hardening behaviour.

Keywords: Bond mechanisms, fibre-matrix interface, hook geometry, pullout behaviour and water to binder ratio.

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Authors: Keny Ordaz-Hernandez, Xavier Fischer, Fouad Bennis

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In a particular case of behavioural model reduction by ANNs, a validity domain shortening has been found. In mechanics, as in other domains, the notion of validity domain allows the engineer to choose a valid model for a particular analysis or simulation. In the study of mechanical behaviour for a cantilever beam (using linear and non-linear models), Multi-Layer Perceptron (MLP) Backpropagation (BP) networks have been applied as model reduction technique. This reduced model is constructed to be more efficient than the non-reduced model. Within a less extended domain, the ANN reduced model estimates correctly the non-linear response, with a lower computational cost. It has been found that the neural network model is not able to approximate the linear behaviour while it does approximate the non-linear behaviour very well. The details of the case are provided with an example of the cantilever beam behaviour modelling.

Keywords: artificial neural network, validity domain, cantileverbeam, non-linear behaviour, model reduction.

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Authors: Giovanni Incerti

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The dynamic behaviour of a four-bar linkage driven by a velocity controlled DC motor is discussed in the paper. In particular the author presents the results obtained by means of a specifically developed software, which implements the mathematical models of all components of the system (linkage, transmission, electric motor, control devices). The use of this software enables a more efficient design approach, since it allows the designer to check, in a simple and immediate way, the dynamic behaviour of the mechanism, arising from different values of the system parameters.

Keywords: Four-bar linkage, Speed control, Dynamic analysis.

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Authors: Alexandra Gheorghiu, Marie-Line Félonneau

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Speeding represents one of the main concerns for road safety and it still is a subject for research. The need to address this problem and to understand why drivers over speed increases especially in Romania, where in 2011, speed was the main cause of car accidents. This article addresses this problem by using the theory of planned behaviour. A questionnaire was administered to a sample of young Romanian drivers (18 to 25 years) and several path analyses were made in order to verify if the model proposed by the theory of planned behaviour fits the data. One interesting result is that perceived behavioural control does not predict the intention to speed or self-reported driving speed, but subjective norms do. This implies that peers and social environment have a greater impact on young Romanian drivers than we thought.

Keywords: Speed, traffic safety, theory of planned behaviour, young drivers.

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Authors: Jacobus A. A. Lazenby

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As a result of the ever-changing environment and the demands of rganisations- customers, it is important to recognise the importance of some important managerial challenges. It is the sincere belief that failure to meet these challenges, will ultimately contribute to inevitable problems for organisations. This recognition requires from managers and by implication organisations to be engaged in ethical behaviour, identity awareness and learning organisational behaviour. All these aspects actually reflect on the importance of intellectual capital as the competitive weapons for organisations in the future.

Keywords: Ethical behaviour, identity awareness, learningbehaviour.

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Authors: Nikhil Kewal Krishna Mehta

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In the past researchers have questioned the effectiveness of ethics training in higher education. Also, there are observations that support the view that ethical behaviour (range of actions)/ethical decision making models used in the past make use of vignettes to explain ethical behaviour. The understanding remains in the perspective that these vignettes play a limited role in determining individual intentions and not actions. Some authors have also agreed that there are possibilities of differences in one’s intentions and actions. This paper makes an attempt to fill those gaps by evaluating real actions rather than intentions. In a way this study suggests the use of an experiential methodology to explore Berlo’s model of communication as an action along with orchestration of various principles. To this endeavor, an attempt was made to use conversational analysis in the pursuance of evaluating ethical decision making behaviour among students and middle level managers. The process was repeated six times with the set of an average of 15 participants. Similarities have been observed in the behaviour of students and middle level managers that calls for understanding that both the groups of individuals have no cognizance of their actual actions. The deliberations derived out of conversation were taken a step forward for meta-ethical evaluations to portray a clear picture of ethical behaviour among participants. This study provides insights for understanding demonstrated unconscious human behaviour which may fortuitously be termed both ethical and unethical.

Keywords: Berlo’s action model of communication, Conversational Analysis, Ethical behaviour, Ethical decision making, experiential learning, Intentions and Actions.

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Authors: Harish Ramesh Babu, Marco Böcker, Mario Raddatz, Sebastian Henkel, Horst Biermann, Uwe Gampe

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Thermal power machines are subjected to cyclic loading conditions under elevated temperatures. At these extreme conditions, the durability of the components has a significant influence. The material mechanical behaviour has to be known in detail for a failsafe construction. For this study a nickel-based alloy is considered, the deformation and fatigue behaviour of the material is analysed under cyclic loading. A viscoplastic model is used for calculating the deformation behaviour as well as to simulate the rate-dependent and cyclic plasticity effects. Finally, the cyclic deformation results of the finite element simulations are compared with low cycle fatigue (LCF) experiments.

Keywords: Complex low cycle fatigue, elevated temperatures, IN718, viscoplastic.

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Authors: G. Mattia, A. Di Leo, L. Principato

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The purchase impulsiveness is preceded by a lack of self-control: consequently, it is legitimate to believe that a consumer with a low level of self-control can result in a higher probability of cognitive dissonance. Moreover, the process of purchase is influenced by the pre-existing affective state in a considerable way. With reference to on-line purchases, digital behavior cannot be merely ascribed to the rational sphere, given the speed and ease of transactions and the hedonistic dimension of purchases. To our knowledge, this research is among the first cases of verification of the effect of moderation exerted by the positive affective state in the on-line impulse purchase of products with a high expressive value such as a smartphone on the occurrence of cognitive dissonance. To this aim, a moderation analysis was conducted on a sample of 212 impulsive millennials buyers. Three scales were adopted to measure the constructs of interest: IBTS for impulsivity, PANAS for the affective state, Sweeney for cognitive dissonance. The analysis revealed that positive affective state does not affect the onset of cognitive dissonance.

Keywords: Cognitive dissonance, impulsive buying, online shopping, online consumer behavior.

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Authors: L. Krpalkova, N. O' Mahony, A. Carvalho, S. Campbell, S. Harapanahalli, J. Walsh

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The objective of this study was to determine the effects of environmental stressors on the performance of lactating dairy cows and discuss some future trends. There exists a relationship between the meteorological data and milk yield prediction accuracy in pasture-based dairy systems. New precision technologies are available and are being developed to improve the sustainability of the dairy industry. Some of these technologies focus on welfare of individual animals on dairy farms. These technologies allow the automatic identification of animal behaviour and health events, greatly increasing overall herd health and yield while reducing animal health inspection demands and long-term animal healthcare costs. The data set consisted of records from 489 dairy cows at two dairy farms and temperature measured from the nearest meteorological weather station in 2018. The effects of temperature on milk production and behaviour of animals were analyzed. The statistical results indicate different effects of temperature on milk yield and behaviour. The “comfort zone” for animals is in the range 10 °C to 20 °C. Dairy cows out of this zone had to decrease or increase their metabolic heat production, and it affected their milk production and behaviour.

Keywords: Behaviour, milk yield, temperature, precision technologies.

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Authors: F. Isada, Y. Isada

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In this research, the diffusion of innovation regarding smartphone usage is analysed through a consumer behaviour theory. This research aims to determine whether a pattern surrounding the diffusion of innovation exists. As a methodology, an empirical study of the switch from a conventional cell phone to a smartphone was performed. Specifically, a questionnaire survey was completed by general consumers, and the situational and behavioural characteristics of switching from a cell phone to a smartphone were analysed. In conclusion, we found that the speed of the diffusion of innovation, the consumer behaviour characteristics, and the utilities of the product vary according to the stage of the product life cycle.

Keywords: Diffusion of innovation, consumer behaviour, product life cycle, smartphone, empirical study, questionnaire survey.

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Authors: Anirban Chowdhury, Sougata Karmakar, Swathi Matta Reddy, Sanjog J., Subrata Ghosh, Debkumar Chakrabarti

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Brand name plays a vital role for in-shop buying behavior of consumers and mutated brand name may affect the selling of leading branded products. In Indian market, there are many products with mutated brand names which are either orthographically or phonologically similar. Due to presence of such products, Indian consumers very often fall under confusion when buying some regularly used stuff. Authors of the present paper have attempted to demonstrate relationship between less attention and false recognition of mutated brand names during a product selection process. To achieve this goal, visual attention study was conducted on 15 male college students using eye-tracker against a mutated brand name and errors in recognition were noted using questionnaire. Statistical analysis of the acquired data revealed that there was more false recognition of mutated brand name when less attention was paid during selection of favorite product. Moreover, it was perceived that eye tracking is an effective tool for analyzing false recognition of brand name mutation.

Keywords: Brand Name Mutation, Consumer Behavior, Visual Attention, Orthography

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