The document summarizes a research study that examined Malaysian consumers' shopping behaviors and factors influencing repurchase intentions. The study developed a framework to analyze the relationships between product attributes, demographics, interpersonal influence, and repurchase intentions. A survey of 500 Malaysian consumers found that: 1) Purchase importance and influencing factors varied for high vs low involvement products. 2) Quality, price, brand, and information strongly predicted repurchase intentions for high involvement products, while price and brand were most important for low involvement products. 3) Interpersonal influences did not significantly impact repurchase intentions regardless of product type. The research contributes to understanding consumer purchase behaviors and can help marketers improve strategies.
Prediction of Consumer Purchase Decision using Demographic Variables: A Study...IOSR Journals
The demographic environment is of major interest to marketers because it involves people and people make up market. Fragmentation of the mass market into numerous micro markets differentiated by age, sex, education, life style, geography and so on. Because each group has strong preferences and consumer characteristics that can be easily reached through increasingly targeted communication and distribution channels. Most of marketers’ strategic decision making heavily depend on the demographic variables of people in the region where they focus on marketing their products. This study makes known the vital demographic structure of premium car owners in Chennai city and provides models for predicting the consumer’s decision to buy a car when his exact demographic profile is known. The relationship established between the demographic variables and the different stages of consumer’s purchase decision process further helps identifying the significant demographic variables. This will be definitely helpful to the marketers of cars to know their target group and to evolve marketing strategies to make them becoming a car owner.
Importance of Food Packaging and Its Relation to the Consumer's Demographic ...inventionjournals
International Journal of Business and Management Invention (IJBMI) is an international journal intended for professionals and researchers in all fields of Business and Management. IJBMI publishes research articles and reviews within the whole field Business and Management, new teaching methods, assessment, validation and the impact of new technologies and it will continue to provide information on the latest trends and developments in this ever-expanding subject. The publications of papers are selected through double peer reviewed to ensure originality, relevance, and readability. The articles published in our journal can be accessed online
This presentation is related to unit 1 of Consumer behaviour and covers the following points:
1.1Defining Consumer Behavior
1.2Nature, Scope and Application of Consumer Behavior
1.3Application of Consumer Behavior
1.4Why Study Consumer Behavior?
1.5Evolution of Consumer Behavior as a Field Of Study and its relationship with Marketing Behavioral Dimension
1.6 The Interdisciplinary Nature of Consumer Behavior
1.7. De-marketing
Prediction of Consumer Purchase Decision using Demographic Variables: A Study...IOSR Journals
The demographic environment is of major interest to marketers because it involves people and people make up market. Fragmentation of the mass market into numerous micro markets differentiated by age, sex, education, life style, geography and so on. Because each group has strong preferences and consumer characteristics that can be easily reached through increasingly targeted communication and distribution channels. Most of marketers’ strategic decision making heavily depend on the demographic variables of people in the region where they focus on marketing their products. This study makes known the vital demographic structure of premium car owners in Chennai city and provides models for predicting the consumer’s decision to buy a car when his exact demographic profile is known. The relationship established between the demographic variables and the different stages of consumer’s purchase decision process further helps identifying the significant demographic variables. This will be definitely helpful to the marketers of cars to know their target group and to evolve marketing strategies to make them becoming a car owner.
Importance of Food Packaging and Its Relation to the Consumer's Demographic ...inventionjournals
International Journal of Business and Management Invention (IJBMI) is an international journal intended for professionals and researchers in all fields of Business and Management. IJBMI publishes research articles and reviews within the whole field Business and Management, new teaching methods, assessment, validation and the impact of new technologies and it will continue to provide information on the latest trends and developments in this ever-expanding subject. The publications of papers are selected through double peer reviewed to ensure originality, relevance, and readability. The articles published in our journal can be accessed online
This presentation is related to unit 1 of Consumer behaviour and covers the following points:
1.1Defining Consumer Behavior
1.2Nature, Scope and Application of Consumer Behavior
1.3Application of Consumer Behavior
1.4Why Study Consumer Behavior?
1.5Evolution of Consumer Behavior as a Field Of Study and its relationship with Marketing Behavioral Dimension
1.6 The Interdisciplinary Nature of Consumer Behavior
1.7. De-marketing
THE VALUE OF LOYALTY: UNDERSTANDING BRAND LOYALTY FROM A CONSUMER POINT OF VIEWijmvsc
The development of brand loyalty plays an important factor in the development of marketing strategies due
to the pivotal role that felt consumer loyalty holds in determining market success. From an analysis of the
attitudinal, cognitive and behavioral dimension, determinants such as risk, quality and perceived price are
recognized during the process of selection and purchase of consumer brands. The purpose of this article is
to understand the role of consumer loyalty in relation to the purchase and consumption of brands within
the modern channel through a review of the literature, in order to generate a reflective framework at the
level of the retail sector.
International Journal of Managing Value and Supply Chains (IJMVSC) ijmvsc
The development of brand loyalty plays an important factor in the development of marketing strategies due to the pivotal role that felt consumer loyalty holds in determining market success. From an analysis of the attitudinal, cognitive and behavioral dimension, determinants such as risk, quality and perceived price are recognized during the process of selection and purchase of consumer brands. The purpose of this article is to understand the role of consumer loyalty in relation to the purchase and consumption of brands within the modern channel through a review of the literature, in order to generate a reflective framework at the level of the retail sector.
The study titled, “A Study On Brand Perception In Electronics Industry” focuses on the level of awareness and perception customers have about for a brand. For the purpose of the study, an electronics company „s customers were surveyed for a period of two months. The tools used for analysis are frequencies test, mean analysis, independent sample T – Test and ANOVA. At the end of the study, it was found that factors such as quality, warranty, brand image influenced customer‟s perception of the brand. Some findings about the customer demographics were also found
Customer Decision Making Style, Based On Bugis –Makassar Culture in Indonesiainventionjournals
This research aims to describe the style of consumer decisionmakingphilosophyisbased on the application of behaviorderivedfrom culture Bugis in Makassar. The importance of knowing the style of the customer purchased ecision because there are manycompanies offering the same services, sothatconsumers are free to choose and move from one company to another. Thus the onlycompany capable of doing the best approach to consumers, whichis able to survive and successfully won a loyal customer. This article tries to explore ways or approachesthatcanbedone to reachconsumers in accordance with the cultural characteristics and desires of consumers, for the writing of thisisbased on searchesdonethroughscholarlywritings and non-scientific (derivedfrom magazines and newspapers on line and non on line) in Makassar.
Meaning and nature of buyer behavior, differences between consumer buying and organizational buying in terms of characteristics and process, Strategic use of consumer behavior knowledge in marketing and public policy decisions. Modern Consumerism and the global consumer movement
Definition , nature , scope , applications of cbsaurabhmahajan54
INTRODUCTION: Consumer behavior is the study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society.
DEFINITION:1. According to Engel, Blackwell, and Mansard:-
‘Consumer behavior is the actions and decision processes of people who purchase goods and services for personal consumption’.
2.According to Louden and Bitta:-
‘Consumer behavior is the decision process and physical activity, which individuals engage in when evaluating, acquiring, using or disposing of goods and services’.
NATURE OF CONSUMER BEHAVIOR :
1.PROCESS:-Consumer behavior is a systematic process relating to buying decisions of the customers. The buying process consists of the following steps:
a.Need identification to buy the product.
b.Information search relating to the product.
c.Listing of alternative brands.
d.Evaluating the alternative (cost-benefit analysis)
e.Purchase decision.
f. Post-purchase evaluation by the marketer.
THE VALUE OF LOYALTY: UNDERSTANDING BRAND LOYALTY FROM A CONSUMER POINT OF VIEWijmvsc
The development of brand loyalty plays an important factor in the development of marketing strategies due
to the pivotal role that felt consumer loyalty holds in determining market success. From an analysis of the
attitudinal, cognitive and behavioral dimension, determinants such as risk, quality and perceived price are
recognized during the process of selection and purchase of consumer brands. The purpose of this article is
to understand the role of consumer loyalty in relation to the purchase and consumption of brands within
the modern channel through a review of the literature, in order to generate a reflective framework at the
level of the retail sector.
International Journal of Managing Value and Supply Chains (IJMVSC) ijmvsc
The development of brand loyalty plays an important factor in the development of marketing strategies due to the pivotal role that felt consumer loyalty holds in determining market success. From an analysis of the attitudinal, cognitive and behavioral dimension, determinants such as risk, quality and perceived price are recognized during the process of selection and purchase of consumer brands. The purpose of this article is to understand the role of consumer loyalty in relation to the purchase and consumption of brands within the modern channel through a review of the literature, in order to generate a reflective framework at the level of the retail sector.
The study titled, “A Study On Brand Perception In Electronics Industry” focuses on the level of awareness and perception customers have about for a brand. For the purpose of the study, an electronics company „s customers were surveyed for a period of two months. The tools used for analysis are frequencies test, mean analysis, independent sample T – Test and ANOVA. At the end of the study, it was found that factors such as quality, warranty, brand image influenced customer‟s perception of the brand. Some findings about the customer demographics were also found
Customer Decision Making Style, Based On Bugis –Makassar Culture in Indonesiainventionjournals
This research aims to describe the style of consumer decisionmakingphilosophyisbased on the application of behaviorderivedfrom culture Bugis in Makassar. The importance of knowing the style of the customer purchased ecision because there are manycompanies offering the same services, sothatconsumers are free to choose and move from one company to another. Thus the onlycompany capable of doing the best approach to consumers, whichis able to survive and successfully won a loyal customer. This article tries to explore ways or approachesthatcanbedone to reachconsumers in accordance with the cultural characteristics and desires of consumers, for the writing of thisisbased on searchesdonethroughscholarlywritings and non-scientific (derivedfrom magazines and newspapers on line and non on line) in Makassar.
Meaning and nature of buyer behavior, differences between consumer buying and organizational buying in terms of characteristics and process, Strategic use of consumer behavior knowledge in marketing and public policy decisions. Modern Consumerism and the global consumer movement
Definition , nature , scope , applications of cbsaurabhmahajan54
INTRODUCTION: Consumer behavior is the study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs and the impacts that these processes have on the consumer and society.
DEFINITION:1. According to Engel, Blackwell, and Mansard:-
‘Consumer behavior is the actions and decision processes of people who purchase goods and services for personal consumption’.
2.According to Louden and Bitta:-
‘Consumer behavior is the decision process and physical activity, which individuals engage in when evaluating, acquiring, using or disposing of goods and services’.
NATURE OF CONSUMER BEHAVIOR :
1.PROCESS:-Consumer behavior is a systematic process relating to buying decisions of the customers. The buying process consists of the following steps:
a.Need identification to buy the product.
b.Information search relating to the product.
c.Listing of alternative brands.
d.Evaluating the alternative (cost-benefit analysis)
e.Purchase decision.
f. Post-purchase evaluation by the marketer.
The process of customer engagement within hedonic and utilitarian servicesCBR Conference
Presentation given at the 3rd International Consumer Brand Relationships Conference, www.consumer-brand-relationships.org
Copyright by
Kay Naumann
Jana Bowden
Understanding Customer Engagement in the Digital AgeEmmanuel Peype
I have investigated the notion of engagement in new media and customer interests in brand utility in the course of my final degree in Marketing. This study focuses on IKEA and explores al the facets of customer engagement. More than 500 individuals took part in the study. Please contact me if you are interested in some of the findings.
This is the blog presentation of Richard Battista about a fencing group that was started for Veterans. This group was started so that vets could have a combination of support and a healthy way of handling their frustrations. Richard Battista being a life coach for veterans is always looking for a way to help them get through life with support and positive activities.
He was born 16 October 1984 ,He rose to fame as the winner of the second series of The X Factor.
Manchester United supporter.
Ward was born in Tameside.
He has three singles:
"That's My Goal", was released in the UK on December 21, 2005, selling 742,000 copies (313,000 the first day), becoming the number one Christmas 2005.
"No Promises" a version of Bryan Rice, was released on April 10, 2006, peaking at number two on the UK Singles Chart
"Stand by Me" by placing at number 14 on the UK charts and ranked 9th in Ireland.
This song normally like people that listen pop and young people too.
Impact of Consumer innovativeness on shopping styles; A Case of Pakistaninventionjournals
ABSTRACT: Purpose: The main objective of this paper is to investigate the impact of consumer innovativeness on shopping styles in Pakistan. It is written with an aim to explore the relations among consumer innovativeness and shopping styles. DESIGN/METHODOLOGY/APPROACH: Survey method was used to generate the Reponses and sample of our study consists of 300 useful responses of respondents which were generated through questionnaire and Structural equation modeling (SEM) was applied by using Statistica 7 to examine the relation among cognitive and sensory innovativeness and six different shopping patterns. FINDINGS: We find that Consumers along with cognitive innovativeness have quality consciousness, price consciousness and confused by over choice when they make decisions. Consumers with sensory innovativeness have brand consciousness, fashion consciousness and habitual orientation towards decision making. It means that cognitive and sensory innovativeness can lead to diverse shopping patterns. RESEARCH LIMITATIONS: In our study we use convenience sampling technique to generate responses. So sample of 300 respondents generates exact results but these results cannot be applied on the whole population of Pakistan having different age groups. So major limitation of our research paper is generality of results MANAGERIAL IMPLICATION: The findings of our research paper enable manager to get the idea how customer are different in their shopping styles. Marketers can develop complete understanding about customer’s innovativeness and shopping styles so that they can launch successful marketing strategies for development of new products and make successful existing products.
Role of Educational Qualification of Consumers on Need Recognition: A Study w...IOSR Journals
Demographic variables are the most popular bases for segmenting the customer groups. One reason is that consumer needs, wants, preferences and usage rates often highly associated with demographic variables. Another is that demographic variables are easier to measure than the most of other type variables. Marketers are keenly interested in the size and growth rate of population in different cities, regions, nations; age distribution; educational levels; household patterns; and regional characteristics and movements. Because, on the basis of these measures only, marketers have to formulate their marketing strategies in order to fulfil the needs, wants and preferences of consumers. Moreover, demographic variables make known the ongoing trends, such as shifts in age, sex and income distribution that signal new business opportunities to the marketers. Demographic trends are highly reliable for the short and intermediate run. This paper, with a strong backing of literature, explains the role of educational qualification of consumers on recognizing a need for car.
Determinants of consumer purchase decisions in zero rated hotels in eldoretJoseph Musyoki
This documents examines the factors that affect the decisions of consumers when they are making purchases of good and services especially in the hospitality industry. it will enable the readers to understand the extent of the influence of the determinants of consumer behaviour
A Study of Consumers Buying Behaviour in reference to Brand Positioningprofessionalpanorama
Brand positioning is to do something with the company’s products and
services offerings to its existing as well as prospective customers, for the
placement of brand in customer’s mind and to create a space for brand
according to customer’s expectations in market. Marketers understand the
needs of consumers to own a product of a brand for tangible and intangible
reasons. So, consumer’s buying behaviour and brand positioning is very
crucial area of research and development for marketers. This story shows
the effects of the consumer’s buying behaviour on brand positioning. It also
reveals the effects of demographic factor on consumer’s buying behaviour
To study the effect of brand image on consumer purchase behaviour towards spo...Service_supportAssignment
The level of familiarity amongst the consumers regarding the availability and life of a product provided by a particular brand is referred to as awareness of brand. The concept of brand awareness can be referred to as the consumer being so familiar about a particular brand he or she prefers that if a particular category of a product or choosing certain brand is mentioned, then the preferable brand strikes in the mind of the consumer (Morris et al, 2009). Preferences of consumers can be defined as personal tastes of individuals that can be understood by the utility of particular goods.
. (TCO 8) Describe the two key considerations in terms of the ment.docxmercysuttle
. (TCO 8) Describe the two key considerations in terms of the mental models that members have about their actual work. Give examples of both.
(TCO 8) What three indices are used to evaluate the creativity of a team's ideas?
(TCO 7) What are the three specific types of ties in which people in teams bond?
. (TCO 1) What factors suggest that building and maintaining effective teams will be extremely important in the future? Explain your answer, and give examples of specific organizations that illustrate your points. (Points : 30)
(TCO 3) What are the advantages and disadvantages of clique and boundary-spanning networks? Provide examples to support your answer.
(TCO 6) Describe the two psychological explanations for group polarization. Provide concrete examples for support.
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PATRICK DE PELSMACKER, LIESBETH DRIESEN,
AND GLENN RAYP
Do Consumers Care about Ethics? Willingness to
Pay for Fair-Trade Coffee
Consumers’ buying behavior is not consistent with their positive
attitude toward ethical products. In a survey of 808 Belgian respond-
ents, the actual willingness to pay for fair-trade coffee was measured.
It was found that the average price premium that the consumers were
willing to pay for a fair-trade label was 10%. Ten percent of the sample
was prepared to pay the current price premium of 27% in Belgium.
Fair-trade lovers (11%) were more idealistic, aged between 31 and
44 years and less ‘‘conventional.’’ Fair-trade likers (40%) were more
idealistic but sociodemographically not significantly different from
the average consumer.
The purpose of this study was to investigate to what extent consumers
were willing to pay for the fair-trade attribute when buying coffee, and
how consumers differed in terms of their willingness to pay. First, we will
describe fair trade within the context of ethical consumer behavior. Sub-
sequently, the research questions used in our study will be examined.
Consumers can express their concern about the ethical behavior of com-
panies by means of ethical buying and consumer behavior. In general, the
ethical consumer feels responsible toward society and expresses these feel-
ings by means of his or her purchasing behavior. Doane (2001) defined
ethical consumption as the purchase of a product that concerns a certain
ethical issue (human rights, labor conditions, animal well-being, environ-
ment, etc.) and is chosen freely by an individual consumer. There are
several dimensions of ethical consumer behavior. Some forms of ethical
consumption benefit the natural environment (e.g., environmentally friendly
products, legally logged wood, animal well-being), while others benefit peo-
ple (e.g., products free from child labor, fair-trade products). Cutting across
this distinction, ethical consumption may benefit people or the environment
close to ...
Welcome to TechSoup New Member Orientation and Q&A (May 2024).pdfTechSoup
In this webinar you will learn how your organization can access TechSoup's wide variety of product discount and donation programs. From hardware to software, we'll give you a tour of the tools available to help your nonprofit with productivity, collaboration, financial management, donor tracking, security, and more.
Unit 8 - Information and Communication Technology (Paper I).pdfThiyagu K
This slides describes the basic concepts of ICT, basics of Email, Emerging Technology and Digital Initiatives in Education. This presentations aligns with the UGC Paper I syllabus.
Model Attribute Check Company Auto PropertyCeline George
In Odoo, the multi-company feature allows you to manage multiple companies within a single Odoo database instance. Each company can have its own configurations while still sharing common resources such as products, customers, and suppliers.
Normal Labour/ Stages of Labour/ Mechanism of LabourWasim Ak
Normal labor is also termed spontaneous labor, defined as the natural physiological process through which the fetus, placenta, and membranes are expelled from the uterus through the birth canal at term (37 to 42 weeks
Biological screening of herbal drugs: Introduction and Need for
Phyto-Pharmacological Screening, New Strategies for evaluating
Natural Products, In vitro evaluation techniques for Antioxidants, Antimicrobial and Anticancer drugs. In vivo evaluation techniques
for Anti-inflammatory, Antiulcer, Anticancer, Wound healing, Antidiabetic, Hepatoprotective, Cardio protective, Diuretics and
Antifertility, Toxicity studies as per OECD guidelines
Acetabularia Information For Class 9 .docxvaibhavrinwa19
Acetabularia acetabulum is a single-celled green alga that in its vegetative state is morphologically differentiated into a basal rhizoid and an axially elongated stalk, which bears whorls of branching hairs. The single diploid nucleus resides in the rhizoid.
Group Presentation 2 Economics.Ariana Buscigliopptx
23. oriah akir final
1. International Review of Business Research Papers
Volume 6. Number 4. September 2010. Pp. 279 – 294
Consumers’ Shopping Behaviour Pattern on Selected
Consumer Goods: Empirical Evidence from Malaysian
Consumers
Oriah Akir1 and Md. Nor Othman2
In this paper, a framework which integrates several dimensions affecting
consumer decision making (attributes importance, demographic variables,
interpersonal influence) and repurchase intention as well as the possible
relationship among variables is developed. The framework is tested using
standard multiple regression analysis to determine the linear relationship among
all these variables. A cross-sectional survey was conducted and 1000 consumers
were interviewed through mall intercept of which only 500 were useable for the
analysis of the findings. The results of this research support the complexity of
consumer buying behaviour. Consumers’ preference differs on which attributes
they emphasize more as compared to the others and the issue of how
significantly others influence their buying decisions and repurchase intention. The
findings revealed that purchasing high involvement products was regarded as a
very important decision in comparison to purchasing low involvement products.
Second, quality, price, brand name and product information had significant direct
relationship on repurchase intention for high involvement products. While for low
involvement products, price and brand name significantly predict consumers’
repurchase intention. Third, the influence of significant others (spouses, siblings,
family members, friends, and the like) did not significantly affect repurchase
intention regardless of whether the products are low involvement products or
high involvement products. In conclusion, the implications of this research: 1)
contributes to the body of knowledge and exploratory model building on
consumer purchase behaviour; and 2) the research model will provide an
important input to the marketing decision-making process and management
decision, such as marketers, product managers and/or brand managers to
streamline their marketing plan and strategies.
Field of Research: Marketing and Consumer Behaviour
1. Introduction
Consumer behaviour theorists generally believe that consumer behaviour
theories can be applied globally but consumer preferences and tastes are
influenced by their cultural background (Schutte and Ciarlante, 1998). Therefore,
marketers and business practitioners have to recognize that consumers‟ attitudes
and beliefs, preferences, needs and tastes towards certain products or services
are greatly influenced by their culture and the society they belong to. For
instance, consumers in other parts of the globe may consider price as the most
important determinant in their decision to buy food items, whereas, in others,
they may consider quality as the most important factor that may affect their
1
Faculty of Business Management, University of Technology MARA, Sarawak, Malaysia
oriah@sarawak.uitm.edu.my
2
Faculty of Business and Accountancy, University of Malaya, Kuala Lumpur, Malaysia
mohdnor@um.edu.my
2. Akir & Othman
choices. Other factors that may surface could also be the influence of significant
others, such as spouses, siblings, family members, friends, salespersons,
relatives or neighbours (on consumers‟ purchase decisions and/or repurchase
intentions), and even the marketing stimuli triggered by the marketers. Despite all
these uncertainties, marketers or businesses still invest a lot of money in their
marketing plans to indulge consumers to buy their products or services. This is
an on-going process that they have to deal with in order to meet consumers‟
specific needs and preferences. It is not enough to offer a variety of products, but
the true gain in business platform is how to sustain profit and survive in the
marketplace by satisfying consumers‟ needs and wants relative to the value of
the offerings. Hence, this paper empirically investigates the consumers‟ shopping
behaviour pattern on selected consumer goods and addresses the issues on
what they buy, why they buy, when they buy, where they buy, how much and
how often do they buy, who influence their buying decisions, and the
determinants that influence consumers‟ repurchase intention.
Specific research questions addressed by the research:
a) What are the general shopping behaviour patterns of consumers when
they decide to buy selected consumer goods (high and low involvement
products)?
b) Is there any relationship between products‟ attributes importance, selected
consumers‟ demographic variables, interpersonal influence and
consumers‟ repurchase intention?
Specific objectives of the research:
a) To determine consumers‟ general shopping behaviour patterns when they
decide to buy selected consumer goods (high and low involvement
products).
b) To examine the relationship between product attributes‟ importance,
selected consumers‟ demographic variables, interpersonal influence and
repurchase intention.
2. Literature Review
This section reviews past studies on various factors, such as quality, price, brand
name, product information, demographic variables and interpersonal influence
that might influence consumers‟ purchase decision and how these factors in turn
affect their repurchase intention.
2.1 Brief Review on Past Literature
Prior to choice decision or repurchase intention, consumers place a number of
attributes in his or her choice sets, in order of importance and relevance. Among
these attributes are price and quality, and consumers tend to use price as a
280
3. Akir & Othman
proxy to quality (Dodds, Monroe, and Grewal, 1991; Ofir, 2004). However,
studies also reveal that, besides price and quality, other cues that are also
considered as more important to assess the product‟s worth, are attributes such
as brand, store name, past experience, attitude and product information (Curry
and Riesz, 1988; Zeithaml, 1988; Tellis and Geath, 1990; Dodds, Monroe, and
Grewal, 1991). Brand name, for example, often signals as a cue or as a
surrogate of product quality use by consumers in their evaluation of goods or
services before they decide to purchase. Some researchers argue that the effect
of price tends to be stronger when it is presented alone as compared when it is
combined together with brand name (Dodds and Monroe, 1985; Dodds, Monroe,
and Grewal, 1991). On the other hand, Bristow, Schneider, and Schuler (2002),
contended that if consumers believed that there are differences among brands,
then the brand name becomes the center piece of information in the purchase
decision or repurchase intention and the dependence on the usage of brand
name in the search information will likely increase. Another branch of consumer
behaviour research related to brand, is that, consumers use brands to create or
communicate their self-image or status (Escalas and Bettman, 2003; O‟ Cass,
and Frost, 2002). Consumers, sometimes, associate themselves to a given brand
when they make brand choice, and also make their brand choice based on
associations with manufacturer‟s brand name (Aaker, 1997; Fugate, 1986).
Besides, brand names contribute value to the consumer‟s image, as well as the
economic success of the businesses, and it also can affect preference, purchase
intention and consequently, sales (Alreck and Settle, 1999; Ataman and Ulengin,
2003).
An economic theory of information was first proposed by George Stigler in 1961.
Accordingly, this theory assumes that the markets are characterized by price
dispersions and both seller and buyer has little information about this dispersion
of prices. As such, consumer has to engage in search activity in order to obtain
information about the products and price at cost. According to Avery (1996)
rational consumers are assumed to search for product information/price
information to a point where the marginal benefits of search are equal to the
marginal costs of search. The search for product information varies in
accordance to price and quality perception on products or services to be
purchased. If consumers perceived that there is a high level of price and higher
quality variability in the market then they should be more willing to engage in
search activities for price and quality information (Avery, 1996). Consumers
purchase/repurchase intention or purchase decision for a product and/or service
is driven by various reasons, which can be triggered by rational or emotional
arousal (Schiffman and Kanuk, 2004). For example, consumers use brands to
communicate their self-image or status, and the brand images chosen must be
congruent to their own and match to groups they aspire to establish an
association with (Burnkrant and Cousineau, 1975; Bearden, Netemeyer, and
Teel, 1989; Escalas and Bettman, 2003; O‟ Cass and Frost, 2002). Similarly,
consumers will seek for others who are significant to them for information or wish
to associate or bond with, that is, the group social norms with whom consumers
281
4. Akir & Othman
aspire to establish a psychological association or bonding, such as friends,
neighbours, and the like (Bunkrant and Consineau, 1975; Park and Lessig, 1977;
Bearden, Netemeyer, and Teel, 1989; Mourali, Laroche, and Pons, 2005; Kropp,
Lavack, and Holden, 1999; Kropp, Lavack and Silvera, 2005). Besides, other
factors, such as price, income, education, and other attributes also contribute to
purchase decision/repurchase intention (Andaleeb and Conway, 2006; Al-Hawari
and Ward, 2006; Jamal and Naser, 2002).
2.2 Research Conceptual Framework and Hypotheses
For the purpose of this research the following conceptual framework was
developed as depicted in Figure 1 below. The framework of this research was
developed based on stochastic models of brand choice and purchase incidence
as modified by Jones and Zufryden (1980). Jones and Zufryden‟s model used
demographic variables (household income and the number of children in a
household) and marketing mix (price dimension) as explanatory variables to
predict brand choice or purchase (criterion variable). Jones and Zufryden‟s model
was tested using logit model estimation. The explanatory variables were
categorical data and the criterion variable was metric data. Jones and Zufryden‟s
(1980) modified model was adapted due to its flexibility. It was suggested by the
authors who developed the model that, “in terms of its use, the model involves
relatively straightforward parameter estimation procedure and one that is
adaptable to exploratory model building” (Jones and Zufryden, 1980: 332).
However, in the current research framework, besides household income, number
of children and price, additional explanatory variables of product attributes
importance such as quality, brand name, product information and interpersonal
influence variables were added to the model. For the criterion variable, instead of
purchase incidence, repurchase intention variable was used. In contrast to Jones
and Zufryden„s model, the current research framework was tested using standard
multiple regression procedures to determine the linear relationship among all
sets of variables used in the research. This was because the data used in the
research were metric for both the explanatory variables and the criterion variable.
Based on the above argument and discussions in the literature, the following
hypotheses were developed:
H1a: There is a relationship between quality attribute importance and a
consumer‟s repurchase intention.
H1b: There is a relationship between price attribute importance and a
consumer‟s repurchase intention.
H1c: There is a relationship between brand name attribute importance and a
consumer‟s repurchase intention.
H1d: There is a relationship between product information attribute importance
and a consumer‟s repurchase intention.
H1e: There is a relationship between normative influence and a consumer‟s
repurchase intention.
H1f: There is a relationship between informational influence and a consumer‟s
282
5. Akir & Othman
repurchase intention.
H1g: There is a relationship between a household income and a consumer‟s
repurchase intention.
H1h: There is a relationship between the number of children in a household and
a consumer‟s repurchase intention.
Figure 1: The Research Framework
Explanatory Variables Criterion Variable
The Determinants that
Influence Consumer‟s
Purchase Behaviour
Product Attributes Importance
Quality
Price Consumer‟s
Purchase Behaviour
Brand Name
Product Information
Repurchase
Intention
Interpersonal Influence
[Low and High
Normative Influence Involvement
Informational Influence Products]
Demographic Variables
No. of Children
Household Income
3. Research Methodology
This section briefly describes the research design, population and sample size,
data collection procedure as well as data analysis procedure.
3.1 Research Design and Sampling Procedure
A cross-sectional survey was conducted. A non-probability sampling approach
was employed and a quota sampling technique was applied to draw the sample.
This approach was employed because the sample frame was not easily available
and difficult to draw from and the target population cannot be reached and
identified effectively and efficiently by other means of sampling (Clarke, 2006).
Kinnear and Taylor (1996) reported that about 86 percent of businesses used
quota sampling in business research practice. Further, Kress (1988) contended
that samples, if properly selected, are sufficiently accurate in most cases and
even when the data has considerable heterogeneity, large samples provide data
of sufficient precision to make most decisions (Zikmund, 2000).
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3.2 Target Population and Sample Size
The target population for the research comprised consumers residing in one of
the city in East Malaysia, that is, Kuching City, the capital state of Sarawak,
Malaysia. The total population of the city is 422,240, consisting 210,034 male
and 212, 205 female (Department of Statistics, Malaysia, 2004: 34).
Approximately 1000 consumers were targeted and divided proportionately by
gender, that is, about 50 percent male and 50 percent female. This composition
closely exhibited the population parameter of the chosen city based on statistical
report drawn from the Department of Statistics, Malaysia (2004). The sample size
was considered as adequate, since the minimum sample to determine sample
size from a given population is 384 (Krejcie and Morgan, 1970) for every one
million population.
3.3 Data Collection Procedure
A total of 1000 questionnaires were distributed using mall intercept at six
selected retail outlets located at one of the cities in East Malaysia, that is,
Kuching City. The retail outlets included supermarkets, small retail stores,
departmental stores, specialty stores, hypermarkets, and malls. The selected
units of analysis were interviewed personally. If the sample units were unable to
complete the questionnaires, they were requested to send them by mail using a
paid stamped-self-address envelop provided by the researcher or to return them
personally the following day to the interviewers stationed at the selected retail
outlets. The interviews were conducted daily from 10.30 a.m to 9.30 p.m for three
months from September 2008 to November 2008.
3.4 Instrument
In order to address the research questions and objectives, a set of structured
questionnaire was prepared consisting of four sections, namely section A, B, C
and D. Section A captured the consumers‟ general shopping behaviour pattern.
Section B which included questions on attributes importance and interpersonal
influence consists of 39 items using a 7-point Likert Like Scale anchored with “1”
as strongly disagree and “7” as strongly agree. These items included price (7
items), quality (7 items), brand (7 items), product information (6 items) and
interpersonal influence (12 items). The items used in section B were adapted
from various authors related to the research such as Aliman‟s (2007) product
information scales, Lichtenstein, Ridgway and Netemeyer„s (1993) price - quality
scales, Sproles and Kendall‟s (1986) consumer decision making styles scales,
Bearden, Netemeyer and Teel‟s (1989) 12-items consumer susceptibility to
interpersonal influence scales (CSII), and Bristow, Schneider and Schuler‟s
(2002) brand dependence scales. Section C captured the questions on the
consumer‟s repurchase intention consisting of eight items adapted from
Levesque and McDougall„s (1996) and Gill, Byslma and Ouschan (2007)
repurchase intention scales using a 7-point Likert Like Scale anchored with “1” as
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strongly disagree and “7” as strongly agree. Finally, section D required the
respondents to state their personal information regarding their gender, age,
income, education, family size/household size, number of children in a
household, marital status, religion, employment sectors, occupation, religious
orientation, involvement level and a presence of at least one child in a
household. Six types of product category selected for the research were personal
computer, branded perfume, and fashion clothing which represented high
involvement products category, while detergent, instant noodles, and instant
coffee were low involvement products.
3.5 Analysis Procedure
The data was analyzed using Statistical Package for Social Sciences (SPSS)
version 12.0. Descriptive statistics such as mean and standard deviation were
generated to provide an overview of the data. Frequency distribution was used to
describe the characteristics of the consumers‟ general shopping behaviour
pattern as well as to profile the respondents‟ personal information. The
standardized multiple regression analysis was used to examine the linear
relationship between the explanatory variables (quality, price, brand name,
product information, normative influence, informational influence, household
income, number of children) and the criterion variable (repurchase intention).
Correlation coefficient test and significant levels were conducted to check the
strength of the linear relationships between pairs of variables. The determinant of
correlation matrix was generated to provide the information on the
multicollinearity. Kaiser‟s criterion (KMO) and Barlett‟s Test of Sphericity was
performed as a check to substantiate the appropriateness of conducting a factor
analysis and also to examine the sampling adequacy. Cronbach‟s alpha
coefficient was conducted to determine the items reliability and internal
consistency (Nunally, 1978; Malhotra, 2004).
4. Findings and Discussions
4.1 Respondents’ Profile
Out of 1000 respondents interviewed through mall intercept, only 500 sets of the
questionnaires were fully completed and useable in the analysis which yielded a
response rate of 50 percent. The research findings revealed that 259 (51.8%) of
the respondents were female and 241 (48.2%) were male. The research also
indicated that 366 or 73.2% of the respondents were young people aged
between 25 to 34 years and most of them (326 or 65.2%) earned an average
monthly household income between RM2000 to RM6999. Most of the
respondents, that is, 312 or 62.4% of them had college diploma and university
degree level of education. Essentially, the majority of the respondents, that is,
246 (49.2%) were single, 167 (33.4%) of them were married with children, 80
(16%) of them were married without children, and seven (1.4%) of them were
divorced/widowed or single-parents. Majority of the respondents had 3 to 4
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children in their household (223 or 44.6%), 145 (29%) had 5 to 6 children, 82
(16.4%) of them had between 1 to 2 children, and 50 (10%) of them had 7 or
more children. On average most of the respondents were religious people, that
is, 411 (82.2%) of them stating that their strength of religious orientation were
between average and strong and the majority of them were Christians (248 or
49.6%) followed by Muslims (168 or 33.6%) and the other 84 (16.8%) of them
were from other faiths (Hindu, Buddhist/Taoist). While the other 89 (17.8%) of
them stated that they were not religious. In conclusion, most of the respondents
were young executive, educated and single people with an average income of
RM2000 to RM6999 and were strongly religious people.
4.2 Respondents’ Shopping Behaviour Pattern
In terms of buying decision, the research indicated that a majority of the
respondents ranked buying fashion clothing as their most important purchase
decision, followed by personal computer, branded perfume, instant noodle,
instant coffee, and stated buying detergent as the least important purchase
decision. This finding seems to be consistent with past studies that contended
any purchase which is used publicly such as fashion clothing (rank 1, mean -
1.72) is considered as an important decision by consumers (Clarke and Belk,
1979). Buying personal computer (Rank 2, mean - 1.88) was also considered as
an important decision. This could be due to its expensive price which requires the
consumers to search for information and opinion from others. The next important
purchase decision is buying branded perfume (rank 3, mean - 2.43), but its
usage is invisible to the public as compared to fashion clothing. In conclusion, the
results of the findings were consistently in line with the notion that consumers
tend to be more involved when they decide to purchase expensive items and the
products that they purchase display social visibility in comparison to purchasing
inexpensive, frequently purchased items and if the usage of the product is not
publicly visible (Lamb, Hair, and McDaniel, 2000; Kotler, 2003; Blackwell,
Miniard, and Engel, 2001; Business World, 2001; Asseal, 1987; Clarke and Belk,
1979).
Table 1: Most Important Purchase Decision Ranked According to Products‟ Category
No. Products‟ Category Mean Score Rank
1. Fashion Clothing 1.72 1
2. Personal Computer 1.88 2
3. Branded Perfume 2.43 3
4. Instant Noodle 4.84 4
5. Instant Coffee 5.03 5
6. Detergent 5.11 6
Note: Most important given rank “1” and least important rank “6”
In terms of place, a majority of the respondents stated that they purchased high
involvement products in departmental stores, followed by specialty stores, malls,
small retail shops and other shops in that order. However, for low involvement
products such as detergent, instant noodle and instant coffee, most of the
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respondents stated that they preferred to go to supermarkets to purchase them.
For most high involvement products, a majority of the respondents preferred to
purchase them during special occasion, for example, during sales or promotion
periods throughout the year. For low involvement products, the respondents
preferred to buy them either weekly or monthly. On average most of the
respondents spent between RM1000 to RM3000 to purchase a personal
computer. For fashion clothing and branded perfume, the majority of the
respondents stated that they spent between RM100 to RM200 to buy them.
In contrast, for low involvement products such as instant noodle, instant coffee
and detergent, most of the respondents spent on average between RM10 to
RM21 to purchase them. For high involvement products, most of the respondents
stated that they purchased them only once in the past 12 months. In contrast,
most of the respondents purchased low involvement products more than six
times in the past 12 months. The opinion of significant others (such as family
members, friends, spouses, siblings, children, salespersons and the like) that
influenced on the decisions of the respondents to purchase or not to purchase a
personal computer were influenced by friends, followed by family members and
salespersons. Decisions on fashion clothing and branded perfume were
influenced by friends, spouses, family members and salespersons. While for low
involvement products such as instant noodle, instant coffee, and detergent, their
decisions were influenced by their spouses, followed by family members and
lastly, friends. They purchased both products category mainly for own use.
4.3 Standard Multiple Regression Analysis - Testing the
Relationship between Explanatory Variables and Criterion
Variable and Estimation of Model Fit
To determine which of the explanatory variables (quality, price, brand name,
product information, household income, number of children and interpersonal
influence) included in the model contributed to the prediction of the criterion
variable (repurchase intention), a standard multiple regression analysis using
enter method was conducted for the different products categories used in the
research. The detailed results of the tested models are explained and provided in
Table 2 and Table 3 below.
Column (i) depicts the product category used in the research and column (ii)
shows the sets of explanatory variables. Column (iii) shows the beta value which
indicates the importance of each explanatory variable in terms of the contribution
of each variable in predicting the criterion variable, when the variance explained
by all other variables in the model is controlled for. Column (v) shows the
significant value of the relationship between the explanatory variables and the
criterion variable. This column shows whether or not each of the explanatory
variable, is making a statistically significant unique contribution to the equation.
Column R-squared (R2) shows how much of the variance in the dependent
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variable is explained by the model. This R-squared (R2) multiplied by 100 will
yield the percentage of the variance.
The resulted standardized multiple regression in Table 2, as shown in the model,
in terms of consumers‟ repurchase intention on high involvement products,
generally, there was a significant relationship between the explanatory variables
(quality, price, brand name, and product information) and the criterion variable
(repurchase intention), indicating that these variables made a unique, statistically
significant contribution to the prediction of repurchase intention. However, for
certain product such as personal computer, price did not contributed significantly
to the prediction of repurchase intention but informational influence, that is,
seeking information from others was significantly contributed to the prediction of
repurchase intention. This finding is consistent with past studies which contended
that consumer will be highly involved (actively seeking information from others)
when they decide to purchase/repurchase expensive products/items and the
decisions are considered as important and relevant (Lamb, Hair and McDaniel,
2000; Kotler, 2003; Blackwell, Miniard and Engel 2001; Business World, 2001;
Asseal, 1987).
On the other hand, for other products such as fashion clothing, household
income was also significantly contributed to the prediction of consumers‟
repurchase intention. The other variables such as normative influence and
number of children made less contribution and did not statistically have a
significant contribution in explaining repurchase intention. Hence, for high
involvement products, the hypotheses H1a, H1b, H1c, H1d, H1f and H1g were
supported and the other hypotheses were not supported (H1e and H1h).
In terms of low involvement products, as depicted in Table 3, there was a
significant relationship between the explanatory variables (price and brand name)
and the criterion variable (repurchase intention), indicating that these variables
made a unique, statistically significant contribution to the prediction of repurchase
intention, except for instant noodle, besides price and brand name, quality and
number of children in a household also significantly contributed to the prediction
of repurchase intention. The other variables such as informational influence,
normative influence, product information and household income did not
contributed significantly to the prediction of repurchase intention for low
involvement products. Hence, hypotheses H1b and H1c were supported
particularly for instant coffee and detergent except for instant noodle which
showed hypotheses H1a and H1h were also supported. The other hypotheses
(H1a, H1d, H1e, H1f, H1g and H1h) were not supported (instant coffee and
detergent). Therefore, since F-values are well above 1 and at least one of the
explanatory variables is significantly related to the criterion variable, standardized
regression coefficients models estimation as shown in Table 2 and Table 3 below
can be considered as valid and fit (Hair, Black, Babin, Anderson and Tatham,
2006; Pallant, 2007).
Table 2: Standardized Regression Coefficients Model
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Product Information -0.014 -0.261 0.794 0.489 2.045
Normative Influence -0.081 -1.287 0.199 0.353 2.835
Informative Influence 0.077 1.179 0.239 0.326 3.072
Household Income 0.051 1.359 0.175 0.970 1.031
Number of Children 0.96 2.554 0.011* 0.982 1.018
R-squared = 0.565 F-value=28.854
(56.5%)
Products Variables Standardized Collinearity
Category Coefficients Statistics
Beta t-value Sig. Tolerance VIF
p-value
Quality 0.066 1.168 0.243 0.458 2.183
Price 0.222 3.321 0.001** 0.325 3.076
Instant Brand Name 0.272 4.334 0.000** 0.368 2.720
Coffee Product Information 0.040 0.732 0.465 0.487 2.054
Normative Influence -0.099 -1.462 0.145 0.316 3.168
Informative Influence 0.082 1.232 0.218 0.329 3.041
Household Income 0.041 1.074 0.283 0.981 1.019
Number of Children 0.050 1.304 0.193 0.988 1.013
R-squared = 0.536 F-value=24.699
(53.6%)
Products Variables Standardized Collinearity
Category Coefficients Statistics
Beta t-value Sig. Tolerance VIF
p-value
Quality 0.076 1.751 0.081 0.804 1.243
Price 0.172 3.749 0.000** 0.730 1.371
Detergent Brand Name 0.340 6.461 0.000** 0.552 1.810
Product Information 0.019 0.390 0.697 0.638 1.567
Normative Influence -0.084 -1.541 0.24 0.517 1.934
Informative Influence -0.010 -1.176 0.860 0.465 2.151
Household Income 0.008 0.194 0.846 0.969 1.031
Number of Children 0.012 0.300 0.765 0.967 1.034
R-squared = 0.499 F-value=20.383
(49.9%)
*Dependent variable - repurchase intention; ** Significant at <0.01; * Significant at <0.05
5. Conclusion, Implication and Limitation
Essentially, it can be concluded that when a consumer decides to repurchase
high involvement products, quality, price, brand name and product information
are important attributes to be considered. In contrast, in terms of low involvement
products the most important factors that influenced a consumer‟s repurchase
decision are price and brand name, besides quality. Interpersonal influence and
demographic variables did not significantly influence consumers repurchase
intention, regardless of whether the products are high or low involvement
products, except for personal computer and fashion clothing. This finding is found
to be inconsistent with Jones and Zufryden (1980) in which demographic
variables were reported to significantly contribute to the prediction of brand
choice or purchase. This could be due to the limited number of explanatory
variables entered in their model equation and also the criterion variable
investigated, that is, purchase incidence. While the current research using a
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consumer‟s repurchase intention behaviour as a criterion variable. Nonetheless,
there is an indication that this research supports the general conception that
consumers pay less attention to price if: (1) other alternatives such as brand
names, quality and other more influential attributes are available (Dodds and
Monroe, 1985; Dodds, Monroe, and Grewal, 1991); and (2) they consider the
importance of seeking others‟ opinion in their choice decisions and/or repurchase
intention which depending on the types of products to be purchased and/or
repurchased. In conclusion, the findings of this research has potential input to
management and marketing decision process as well as contribute to the body of
knowledge in terms of exploratory model building, consumer purchase behaviour
and marketing management. As such, it is imperative for marketers and
managers to understand consumer behaviour beyond the marketing stimuli but at
the same time should also consider the consumers‟ cultural diversity, customs
and norms.
However, the main limitations of this research are manifested by its research
design in terms of survey method used and the sampling procedure employed.
Therefore, caution must be exercised in generalizing the results of this research
because the sample respondents were limited to consumers residing in one of
the cities in one of the states in Malaysia which might not be reflective of other
consumers in other parts of Malaysia.
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