MKTG: Consumer Decision Making & Search (Topic)最新文献

The Tale of the Tail: Inference for Customer Purchase Behavior in the Long Tail 尾巴的故事:长尾中顾客购买行为的推论

MKTG: Consumer Decision Making & Search (Topic) Pub Date : 2021-09-01 DOI: 10.2139/ssrn.3915874

Bruno Jacobs, D. Nibbering

{"title":"The Tale of the Tail: Inference for Customer Purchase Behavior in the Long Tail","authors":"Bruno Jacobs, D. Nibbering","doi":"10.2139/ssrn.3915874","DOIUrl":"https://doi.org/10.2139/ssrn.3915874","url":null,"abstract":"A large product assortment is typically characterized by many products that are rarely purchased: the long tail. Combined, these products make a sizable contribution to the total purchase volume. A retailer that better understands the purchase behavior in its long tail can increase the value of these products. Yet, analyzing tail purchases at the customer level is challenging: The available purchases per product in the tail are limited, while the number of customers and products are large. We develop new methodology that overcomes these challenges and sheds light on customer-specific purchase behavior for the long tail. The idea underlying our approach is a dimension reduction that uses latent product groups to summarize tail purchase behavior. We rely on variational inference to apply our method to a large-scale purchase history dataset with almost 50,000 products and over 3 million shopping trips. We are able to identify the customers that are likely to purchase in the tail of the assortment, how this varies across product categories, and how tail purchases relate to purchases of other products in the assortment. These insights can be used to improve recommendations of tail products, facilitate navigation through the assortment, and inform assortment management decisions.","PeriodicalId":108833,"journal":{"name":"MKTG: Consumer Decision Making & Search (Topic)","volume":"170 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2021-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"122925620","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Business to Business (B2B) E-Commerce Adoption and Organizational Growth Food and Beverage Sector, Sri Lanka 企业对企业(B2B)电子商务采用和组织成长食品和饮料行业，斯里兰卡

MKTG: Consumer Decision Making & Search (Topic) Pub Date : 2021-08-19 DOI: 10.2139/ssrn.3907875

S. K. D. M. D. Korala, I. Fernando

{"title":"Business to Business (B2B) E-Commerce Adoption and Organizational Growth Food and Beverage Sector, Sri Lanka","authors":"S. K. D. M. D. Korala, I. Fernando","doi":"10.2139/ssrn.3907875","DOIUrl":"https://doi.org/10.2139/ssrn.3907875","url":null,"abstract":"This paper emphasize on the adoption level of B2B e-Commerce (B2BEC) and analyze the influence of related Technological, Organizational, and Environmental (TOE) factors on the e-commerce adoption decision quantitatively by considering the evidence from in Food and Beverage sector (F&B) in Sri Lankan context with the organizational performance. Study adopts both qualitative and quantitative aspects with a sample of 60 respondents, consists Executive and Managerial level employees in F&B sector adopting the purposive sampling technique. Primary data collected and performed Correlation and Regression analysis to determine the influence of related Technological, Organizational, and Environmental factors on the level of adoption. Findings concluded that the Technological, Organizational, and Environmental contexts can positively influence the level of B2BEC adoption and there was a strong positive relationship between those two variables. Qualitative aspects were tested using thematic analysis and conclude that organizational performance was inspired by the level of e-commerce adoption in the organization. Further, e-commerce adoption helps the managers to keep track with the existing customers and increase the companies’ market share and companies are able to generate more financial and non-financial offerings for their customer base and it creates more room to reach for efficiency and productivity thus the adoption create operational and maintenance issues.","PeriodicalId":108833,"journal":{"name":"MKTG: Consumer Decision Making & Search (Topic)","volume":"30 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2021-08-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"122078421","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 1

E-Commerce Websites, Consumer Order Fulfillment and After-Sales Service Satisfaction: The Customer Is Always Right, even after the Shopping Cart Check-Out! 电子商务网站、消费者订单履行和售后服务满意度:顾客永远是对的，即使在购物车结账之后!

MKTG: Consumer Decision Making & Search (Topic) Pub Date : 2021-05-21 DOI: 10.2139/ssrn.3853156

M. Camilleri

{"title":"E-Commerce Websites, Consumer Order Fulfillment and After-Sales Service Satisfaction: The Customer Is Always Right, even after the Shopping Cart Check-Out!","authors":"M. Camilleri","doi":"10.2139/ssrn.3853156","DOIUrl":"https://doi.org/10.2139/ssrn.3853156","url":null,"abstract":"PurposeThis research identifies the critical factors of online service delivery of electronic commerce (e-commerce) websites, including website attractiveness, website functionality, website security and consumer fulfillment during an unprecedented Coronavirus (COVID-19) pandemic.Design/methodology/approachA structured questionnaire was used to gather data from 430 online respondents who were members of popular social media groups. The survey instrument relied on valid and reliable measures relating to electronic service quality (e-SERVQUAL) to better understand the participants’ satisfaction with shopping websites, as well as their loyal behaviors and word-of-mouth activities.FindingsThe findings reported that consumers valued the e-commerce websites’ features and their consumer order fulfillment capabilities. These factors increase the consumers’ satisfaction with online shopping experiences, generate repeat business, as well as positive reviews on social media.Research limitations/implicationsThis study addresses a knowledge gap in academia. To date, little research has focused on the consumer order fulfillment aspect of e-commerce transactions and on after-sales of online businesses.Originality/valueThis contribution posits that e-commerce websites ought to be appealing, functional and offer secure transactions. More importantly, it suggests that merchants should consistently deliver personalized service in all stages of an online purchase, including after the delivery of the ordered products.","PeriodicalId":108833,"journal":{"name":"MKTG: Consumer Decision Making & Search (Topic)","volume":"111 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2021-05-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"122435047","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 31

Firm Responsiveness to Consumers’ Reviews: The Effect on Online Reputation 企业对消费者评论的反应:对网络声誉的影响

MKTG: Consumer Decision Making & Search (Topic) Pub Date : 2021-05-19 DOI: 10.2139/ssrn.3849633

Erfan Rezvani, C. Rojas

{"title":"Firm Responsiveness to Consumers’ Reviews: The Effect on Online Reputation","authors":"Erfan Rezvani, C. Rojas","doi":"10.2139/ssrn.3849633","DOIUrl":"https://doi.org/10.2139/ssrn.3849633","url":null,"abstract":"This paper investigates whether firms’ responsiveness to customer reviews affects firms’ online reputation. Responsiveness is measured by the intensity (fraction) of reviews that are responded to whereas online reputation is measured using TripAdvisor’s average customer review rating (1-5 scale). Our analysis is applied to the hotel market in Manhattan (New York). To deal with the endogeneity of a hotel’s responsiveness, we instrument it with the responsiveness level displayed by nearby competitors. This identification strategy is motivated by the fact that hotels have a greater tendency to respond to reviews not only because a particular review demands attention, but also because they seek to comply (catch up) with their competitors’ level of responsiveness. The results show that one standard deviation increase in a hotel’s responsiveness level would result in an improvement of 0.055 stars in TripAdvisor’s average online rating (equivalently, an increase of 0.09 SD). Importantly, not accounting for endogeneity would lead to an erroneous conclusion that such effect is non-existent. In addition, our results show that the effect is heterogeneous. Specifically, the effect is particularly strong for: a) hotels responding more intensely to negative reviews, b) independent hotels (vis-à-vis chain hotels), c) hotels with a less established online reputation, d) hotels with more volatile online ratings, and e) hotels with more experience responding to negative reviews. We discuss the possible mechanism between firms’ responsiveness and online reputation.","PeriodicalId":108833,"journal":{"name":"MKTG: Consumer Decision Making & Search (Topic)","volume":"14 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2021-05-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"128857910","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 1

Endogenous Consumption and Metered Paywalls 内生消费和计量付费墙

MKTG: Consumer Decision Making & Search (Topic) Pub Date : 2021-01-31 DOI: 10.2139/ssrn.3784150

Chutian Wang, Bo-Hong Zhou, Yogesh V. Joshi

引用次数: 2

The Impact of Store Formats and Sales Promotion Towards Consumer’s Purchase Decision: Case Study of Indomaret in Bandung City 店铺业态与促销对消费者购买决策的影响——以万隆市Indomaret为例

MKTG: Consumer Decision Making & Search (Topic) Pub Date : 2020-10-20 DOI: 10.20474/jabs-6.5.1

Seidou Hafissou

{"title":"The Impact of Store Formats and Sales Promotion Towards Consumer’s Purchase Decision: Case Study of Indomaret in Bandung City","authors":"Seidou Hafissou","doi":"10.20474/jabs-6.5.1","DOIUrl":"https://doi.org/10.20474/jabs-6.5.1","url":null,"abstract":"The main goal of this study is to investigate the influence of store formats and sales promotion on consumers selecting retail store. The data was collected through an online survey of 230 Indomaret consumers in Bandung, and were analyzed using SmarPLS 3. The results reveal that both store format and sales promotion significantly influence on consumers’ purchase decision. This current study also shows the large number of students as Indomaret consumers with indicators such as coupons, shopper cards, products line, and customer care that strongly influence on purchase decision. Limited to one city and one retail store only. The research hasn’t been extended to other marketing communication mix tools such as Public relations, Personal selling, direct marketing, media Advertising impact or effect. The research results of the present study will contribute to better understanding the incidence of consumers’ perception of store formats benefits on their decision to make shopping over sales promotion, thus allowing retailers to perform sales promotion as a perfect technique for boosting their sales effectively. Although sales promotion better impacts consumers’ purchase decision than store format, it’s a short-term tool that should be used with great caution so as not to tarnish the brand image. Consequently, this research contributes to the advancement of knowledge, particularly in retailing, by establishing the effect of the store format and sales promotion on consumers' purchasing decision in an Asian country.","PeriodicalId":108833,"journal":{"name":"MKTG: Consumer Decision Making & Search (Topic)","volume":"52 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2020-10-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"125606092","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 1

Impulse Buying Behavior among Female Shoppers: Exploring the Effects of Selected Store Environment Elements 女性购物者的冲动购买行为:探索选定的商店环境因素的影响

MKTG: Consumer Decision Making & Search (Topic) Pub Date : 2020-05-28 DOI: 10.21511/im.16(2).2020.05

V. P, Prakash Pinto, Iqbal Thonse Hawaldar, Slima Pinto

{"title":"Impulse Buying Behavior among Female Shoppers: Exploring the Effects of Selected Store Environment Elements","authors":"V. P, Prakash Pinto, Iqbal Thonse Hawaldar, Slima Pinto","doi":"10.21511/im.16(2).2020.05","DOIUrl":"https://doi.org/10.21511/im.16(2).2020.05","url":null,"abstract":"This paper intends to analyze the impact of store layout, ambient factors, and employees on impulsive decision-making among female customers visiting the apparel outlets. The responses were collected through a single-stage mall intercept survey method using a structured questionnaire from 385 respondents in leading apparel stores in selected Tier I and Tier II cities in the state of Karnataka, India. The responses were analyzed using multiple regression analysis. Constructs such as store layout, ambience and employees were found to be significantly positively correlated with impulse buying behavior. The variables largely explain the variation in impulse buying under store ambiance. Except ‘attention to the window display’ and ‘friendly staff’ all other twelve variables considered in the study were found to have significant impact on the impulse buying behavior. Though store ambiance, well-structured layout, and pleasant shopping experience are essential determinants of customer satisfaction, the study results imply that the number of store staff and sales skills are critical aspects of impulse buying in the apparel business and true assets to the retail organization. Additionally, poor customer interaction, staff shortage, and high employee attrition could discourage the store’s revenue generation.","PeriodicalId":108833,"journal":{"name":"MKTG: Consumer Decision Making & Search (Topic)","volume":"1 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2020-05-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"129944923","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 14

Need-Based Sales Pitch: Insights from an Experiment 基于需求的推销:来自实验的见解

MKTG: Consumer Decision Making & Search (Topic) Pub Date : 2020-04-26 DOI: 10.5281/ZENODO.3766912

Ganesha H. R., P. Aithal, K. P.

引用次数: 19

Racial Bias in the Sharing Economy and the Role of Trust and Self-Congruence 共享经济中的种族偏见及信任与自我协调的作用

MKTG: Consumer Decision Making & Search (Topic) Pub Date : 2020-02-02 DOI: 10.2139/ssrn.3434463

Katrine Berg Nødtvedt, Hallgeir Sjåstad, Siv Skard, Helge Thorbjørnsen, J. V. Van Bavel

{"title":"Racial Bias in the Sharing Economy and the Role of Trust and Self-Congruence","authors":"Katrine Berg Nødtvedt, Hallgeir Sjåstad, Siv Skard, Helge Thorbjørnsen, J. V. Van Bavel","doi":"10.2139/ssrn.3434463","DOIUrl":"https://doi.org/10.2139/ssrn.3434463","url":null,"abstract":"The rise of peer-to-peer platforms has represented one of the major economic and societal developments observed in the last decade. We investigated whether people engage in racial discrimination in the sharing economy, and how such discrimination might be explained and mitigated. Using a set of carefully controlled experiments (N = 1,599), including a pre-registered study on a nationally representative sample, we find causal evidence for racial discrimination. When an identical apartment is presented with a racial out-group (vs. in-group) host, people report more negative attitudes toward the apartment, lower intentions to rent it, and are 25% less likely to choose the apartment over a standard hotel room in an incentivized choice. Reduced self-congruence with apartments owned by out-group hosts mediates these effects. Left-leaning liberals rated the out-group host as more trustworthy than the in-group host in non-committing judgments and hypothetical choice, but showed the same in-group preference as right-leaning conservatives when making a real choice. Thus, people may overstate their moral and political aspirations when doing so is cost-free. However, even in incentivized choice, racial discrimination disappeared when the apartment was presented with an explicit trust cue, as a visible top-rating by other consumers (5/5 stars). (PsycInfo Database Record (c) 2021 APA, all rights reserved).","PeriodicalId":108833,"journal":{"name":"MKTG: Consumer Decision Making & Search (Topic)","volume":"85 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2020-02-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"125542856","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 8

Sustainable Purchasing Patterns and Consumer Responsiveness to Sustainability Marketing 可持续购买模式和消费者对可持续营销的反应

MKTG: Consumer Decision Making & Search (Topic) Pub Date : 2019-08-01 DOI: 10.2139/ssrn.3465669

Randi Kronthal-Sacco, T. Whelan, Tracy Van Holt, U. Atz

{"title":"Sustainable Purchasing Patterns and Consumer Responsiveness to Sustainability Marketing","authors":"Randi Kronthal-Sacco, T. Whelan, Tracy Van Holt, U. Atz","doi":"10.2139/ssrn.3465669","DOIUrl":"https://doi.org/10.2139/ssrn.3465669","url":null,"abstract":"Do on-package sustainability claims lead to both better product performance and category growth (and thus to a better world)? We conducted a large-scale study of actual consumer purchasing behavior using IRI retail scanned barcode data at point of sale from 2013-2018. We analyzed 36 consumer packaged goods (CPG) categories, representing 41% of total CPG dollar volume. We used this to calculate that 51% of the growth in the in-sample CPG market came from sustainability-marketed products. Shares of sustainability-marketed products grew across categories, and at the expense of conventionally-marketed products and in some categories are moving from niche to mainstream. In a detailed analysis of sustainability messages from five select categories representing high and low market shares, the most salient messages were category specific, with organic being the most pervasive. Legacy brands that adopted sustainability messages were benefiting from much of the sustainability marketed dollar share. Finally, while higher efficacy products with sustainability claims had lower market shares than lower efficacy products, that too is changing, and our analysis shows that messaging combining performance with sustainability can increase consumer purchasing.","PeriodicalId":108833,"journal":{"name":"MKTG: Consumer Decision Making & Search (Topic)","volume":"23 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2019-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"121858840","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 8