• Journal of Information Technology Applications and Management
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• 제26권2호
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• pp.89-110
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• 2019

Information technology is an effective means for raising firm competitiveness. In fact, what to purchase or how to purchase it must fall under a highly complex decision-making in which many different stakeholders are involved. These stakeholders are often known to take a defensive behavior. That is, instead of working toward a common goal of organizational performance, each individual of these stakeholders tends to act defensively to avoid risks he/she faces or minimize subsequent changes. Despite a frequent occurrence of defensive behavior in the process of IT purchasing, there has been no research about defensiveness in IT purchasing. Our study aims to elicit different types of defensive behavior in IT purchasing situations and to identify causes of these defensive behaviors. To this end, we surveyed IT professionals having much experience in IT purchasing and took a qualitative analysis on their opinions. We found out that there exist 9 different types of defensive behavior in IT purchasing and identified a set of factors causing the defensiveness and a set of their consequences.

• 패션비즈니스
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• 제8권1호
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• pp.34-48
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• 2004

The purpose of this study is to explore emotion aspects of consumers purchasing clothing through cable television home shopping. Qualitative research method is used to widely understand how emotion aspects of consumers have effected on their purchasing behavior. The results of depth interviews may be classified into 13 feelings factors satisfaction, pleasure/delight, respect, attraction, fresh, convenience, unburdened, emptiness, displeasure/temper, anxiety, tedious, distrust, regret. The content of information acquiring from the process of clothing purchase decision making is analysed. In the problem recognition stage, purchase motivation were physical space (around people) and imaginary space(by how clothing goods are introduced to consumers thorough TV monitor). In the information search stage, purchasing action patterns to search information were situational pattern and habitual pattern. In alternative evaluation stage, the considering best important factors to choice clothes were quality, price, design, and color. In purchase stage, consumers said they felt anxiety, because of characteristics of purchase way that they should pay first and then received the ordered goods a fews days later. In post-purchase behavior stage, if consumers satisfied goods purchased through TV home shopping, they recommended it to around others, but unsatisfied with ordered goods, they tried to refund, exchange with anther one, or write it on homepage of the home shopping company.

• 한국IT서비스학회지
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• 제7권4호
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• pp.1-19
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• 2008

This study began with the proposition that, compared to the impulse buying in the conventional offline market, consumers will exhibit a different process of decision-making for impulse buying on the Internet as it has become easier to acquire information and purchase goods which are offered online like digital contents goods. To verify this roposition, this study attempted to find out the external and internal factors as that affect the impulse buying behavior by incorporating Theory of Planned Behavior In addition, this study seeks to confirm the role of alternative's attractiveness in terms of mediating between internal and internal factors affecting impulse buying. The major purpose of this study was to understand Impulse Buying Intention(IBI) for digital contents on the internet. The results of the this study showed that the behavior of impulse buying can be explained with the information searching in which the external factors for the marketing of digital contents affect the internal stimulation factors. It was also found that the impulse buying of digital contents on the Internet starts with non-planned impulse at the problem recognition stage, but planned decision-making will take over when it is proven to be effective with information searching.

• The Journal of Asian Finance, Economics and Business
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• 제4권3호
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• pp.75-83
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• 2017

This paper examines key determinants and the effect of country-of-origin on customer's purchase intention of functional food and dietary supplement product in Vietnam. Exploratory study was identified to evaluate personal and social factors on customer's buying behavior. Twenty-eight reflective constructs were adapted from literature and designed by using a seven-point Likert scale to facilitate measurement. By using non-probability convenience sampling, data was collected from a survey of 242 Vietnamese who have experienced in buying functional and supplement food. This paper employed partial least square structural equation modeling (PLS-SEM) as a technique employed to analyze the measurement and structural models. The findings provide evidence that social prestige customer perceives and their positive attitude toward functional food which are main factors influencing on consumers' purchase intention. Customer's perceived prestige plays an important role in decision-making process to purchase. The higher social prestige taken up in consumers' mind, the higher consumers' purchase intention is. Moreover, the more positive attitude customer holds toward functional food, the higher consumers' purchase intention. The research results provide useful information in current understanding of what antecedents determine factors influencing customer's intention to purchase functional food and lead to managerial implications for business strategies.

• 대한가정학회지
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• 제46권6호
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• pp.49-59
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• 2008

The purpose of this study was to examine the role of consumers' self-image and pursued-image of clothes on the clothing purchase decision making according to the location. Data were obtained from a questionnaire filled out by 575 women living in Seoul and Jechon. For data comparative analysis, paired t-test, t-test, factor analysis and multiple regression analysis were used. The results of this study are as follows: 1. There were significant differences in self-image and pursued-image in terms of clothing purchases between women who live in Seoul and Jechon residents. 2. Demographic variables influenced to the self-image and pursued-image of clothes factor. Among them, size of the city was the most important factor which influence to the clothing purchase behavior. 3. Self-image, pursued-image of clothes, problem recognition and evaluative criteria factors significantly differed between Seoul and Jechon residents. In two cities, problem recognition factor which was arisen by external stimulus and all of the evaluative criteria factors showed significant differences. 4. When the cities were partitioned by size(large and small city), the influence of self-image and pursued-image of clothes on the clothing purchase behavior showed different phases. Generally, self image and pursued-image of clothes were more important to various problem recognition and evaluative criteria factors in large city(i.e. Seoul) than in small city(i.e. Jechon). However economic rational factor was the exception.

• 대한가정학회지
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• 제35권1호
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• pp.357-372
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• 1997

The purpose of this study was to 1) segment female adolescent consumers into consumer groups displaying different consumer decision-making styles 2) to determine the consumer characteristics(clothing involvement information search store patronage and demographic variables) that related to each consumer segment and 3) to identify the interrelationship between the consumer characteristics. Decision-making styles were measured by 32 seven-point Likert type scales adapted from Sproles & Kendall and Shim & Kot A total of 78 statements dealing with three aspects of consumer characteristics was adapted from previous research. Data were collected from 567 2nd grade female middle and high school students in Seoul via self-administered questionnaires. and were analysed by frequency factor analysis ANOVA cluster analysis χ2 -test and Duncan's multiple range test. The results of this study were as follows: As a results of cluster analysis and ANOVA on seven factors of desion-making styles(1. brand-consiousness 2. novelty/fashion-consciousness 3. recreational/hedonis-tic orientation, 4. impulsive/carelessness, 5. price-consciousness/value-for-money, 6. perfectionism/high quality orientation 7. habitual/brand-royal consciousness) three consumer groups were identified and labeled as puality-oriented/non-utlitarian shoppers price-oriented shoppers and apathetic shoppers. Quality-oriented/non-utilitarian shoppers showed the highest clothing involvement scores of all aspects the highest consumer knowledge/experience most active ongoing information search and prepurchase information search. They preferred department store and franchise store for apparel shopping and considered service/reliability atmosphere variety of goods as important store attributes, Price-oriented shoppers showed prepurchase information search and planned purchase behavior actively. They preferred factory outlet store specialty stre and considered price very important as store attributes. Apathetic shoppers showed the lowest scores of all aspects of clothing involvement and most passive behavior in information search activities except showing the highest planned purchase. They preferred regional markets.

• 한국유기농업학회지
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• 제21권2호
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• pp.171-187
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• 2013

The environment-friendly agricultural product market receives consumers' great interests despite relatively few studies focused on consumers' decision making process of the environment-friendly agricultural products. This paper examines what factors influence on consumers' attitude and buying behavior on the environment-friendly agricultural product. In order to find the relative importance of each factor's influence, this study adopts multiple regression method based on the survey results of 500 people with the systematic random sampling. The results showed that consumers' favorable attitude towards the environment-friendly agricultural product were influenced by taste, freshness, food safety, and positive attitudes toward the environment-friendly agricultural product promotion. In addition, consumers' purchase intention was influenced by taste, food safety, environmental concern, and the promotion. Respondents recommend the environment-friendly agricultural product when they believe that the environment-friendly agricultural product had the values of taste, environmental concern, and promotion. Women are more active in buying and recommending the environment-friendly agricultural product; however, the price was not the statistically meaning factor. This study provides empirical data that was used for marketing and increasing the sales of the environment-friendly agricultural product. Future research was advised to examine more thoroughly on the relationships between the promotion efforts and purchase intention and the occasions when the price becomes the issue in the buying decision of the environment-friendly agricultural product.

• 경영과학
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• 제25권2호
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• pp.1-12
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• 2008

In the ultimatum game two players have to divide a certain amount of money between them. One player is the allocator and proposes a division of the money. The other is the recipient and can either accept or reject the proposed division. If the recipient accepts, the money is divided as proposed. If the recipient rejects, however, both players receive nothing. Purchase decisions could be classified on two basic factors (or dimensions) : involvement and think/feel in the FCB grid model. In this study we studied the influences of the two factors in purchase decisions on the choice of strategy (or propensity to fairness) in the ultimatum game. The empirical study showed that a decision maker chooses rational strategy more frequently when he (or she) is thinkful (or cognitive) in high involvement level.

• 유통과학연구
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• 제16권7호
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• pp.57-65
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• 2018

Purpose - Recently, internet access and social network utilization using smart phone are increasing. In such a smart environment, interactive activities such as information generation, information searching and information sending are increasing rapidly on-line environment. Therefore, consumers tend to purchase something according to eWOM and also meet the social consensus online environment. In connectivity society, consumers became accessible and engaged in the opinions of others easily. Many decisions that seem like personal decisions are actually social decisions on online connectivity. This paper seeks to explore factors that can help generate a social decision on purchasing of new products in an online environment. Research design, data, and methodology - The process of collecting a lot of wisdom and making an agreement online is called social decision. The purpose of this paper is to examine empirically the influence of factors such as online ties, online eWOM expectancy and online information behavior on online social decision. In addition, We studied online social decision by analyzing the moderating effect of new product innovation. To understand this structural relationship, research hypotheses and research models were set up and empirical analysis was conducted. In order to verify the hypothesis, 208 questionnaires were collected from the residents of Seoul city/Gyeonggi province. The answered questionnaire verifies reliability and validity using SPSS/AMOS and test hypotheses through path analysis and multiple regression analysis. Results - According to the research results, First, online ties don't have a positive impact on online social decision, Second, online eWOM expectancy have a positive impact on online social decision. Third, online information behaviors have a positive impact on online social decision. The degree of innovation of new products have a moderating effect between Independent variables of three factors and dependent variable of social decision. Conclusions - Social decisions have a positive impact on purchasing decisions about new product. There is a great significance in the fact that the online social influence and online social decision have been studied academically. It is meaningful that we have studied in depth the changing phenomenon of consumer purchase decision process in smart environment. The results of these studies provide academic and practical implications.

• 국제지역연구
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• 제22권3호
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• pp.149-174
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• 2018

본 연구는 B2C 고객의 관점에서 기업들의 전자상거래 관련 기술 서비스에 대하여 자세히 분석하였다. 특히 소비자들의 요구를 보다 효과적으로 충족시키기 위해 고객 구매과정의 어느 시점에 변화를 주어야 할지 파악하고자 하였다. 본고에서 고려된 10가지 신기술들은 고객 구매과정의 의사결정, 지불방법 및 배송 단계 중 하나에 적용된다. AHP를 활용하여 한국과 독일 두 나라 밀레니엄 세대의 선호도를 살펴본 본 조사에서 국적과 성별 등의 요인이 설문 참가자들의 선호도에 영향을 미치는 것으로 나타났다. 독일의 경우, 여성들은 지불방식의 변화가 그녀들의 쇼핑 경험에 상당한 긍정적인 영향을 미칠 것이라고 대답한 반면 남성들은 의사결정을 돕는 신기술의 도입이 보다 많은 영향을 미칠 것이라고 답하였다. 한국의 경우에는 성별에 관계없이 의사결정을 돕는 기술의 도입이 보다 나은 쇼핑 경험을 제공하기 위한 기업 마케팅 활동의 초점이 되어야 한다고 응답하였다. 또다른 주요 연구 결과는 독일과 한국의 고객들이 선호하는 미래기술에 대한 취향이 다르다는 것이었다. 독일인들은 보다 기능적인 기술들을 선호하는 반면 한국인들은 좀 더 참여적이고 흥미로운 기술들을 선호하였다.