• Title/Summary/Keyword: Purchase Route

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The Influence of Key Opinion Consumers on Purchase Intention in Live Streaming Commerce

  • Cong-Ying Sun;Jin-Yan Tian
    • Journal of the Korea Society of Computer and Information
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    • v.29 no.6
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    • pp.211-221
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    • 2024
  • Live streaming commerce has emerged as an innovative e-commerce model. This study, based on the Elaboration Likelihood Model (ELM), aims to explore the impact of Key Opinion Consumers' (KOCs) attributes in live streaming commerce on purchase intentions on short video platforms. A survey was conducted with 411 consumers, and data analysis and hypothesis testing were performed using SPSS 24.0 and AMOS 23.0 software. Research has found that differences in consumers' information processing abilities lead to different pathway selections. Central route factors such as recommendation consistency, product involvement, and professionalism, as well as peripheral route factors such as recommendation timeliness, all have significant positive effects on consumers' purchase intention. However, visual cues in the peripheral route do not have a significant impact. This study aims to provide theoretical support and practical guidance for the development of the live streaming commerce industry, and to help companies adjust their promotion strategies based on differences in consumer information processing, thereby improving purchase conversion rates.

The Effects of Intention Inferences on Scarcity Effect: Moderating Effect of Scarcity Type, Scarcity Depth (소비자의 기업의도 추론이 희소성 효과에 미치는 영향: 수량한정 유형과 폭의 조절효과)

  • Park, Jong-Chul;Na, June-Hee
    • Journal of Global Scholars of Marketing Science
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    • v.18 no.4
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    • pp.195-215
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    • 2008
  • The scarcity is pervasive aspect of human life and is a fundamental precondition of economic behavior of consumers. Also, the effect of scarcity message is a power social influence principle used by marketers to increase the subjective desirability of products. Because valuable objects are often scare, consumers tend to infer the scarce objects are valuable. Marketers often do base promotional appeals on the principle of scarcity to increase the subjective desirability their products among consumers. Specially, advertisers and retailers often promote their products using restrictions. These restriction act to constraint consumers' ability th take advantage of the promotion and can assume several forms. For example, some promotions are advertised as limited time offers, while others limit the quantity that can be bought at the deal price by employing the statements such as 'limit one per consumer,' 'limit 5 per customer,' 'limited products for special commemoration celebration,' Some retailers use statements extensively. A recent weekly flyer by a prominent retailer limited purchase quantities on 50% of the specials advertised on front page. When consumers saw these phrase, they often infer value from the product that has limited availability or is promoted as being scarce. But, the past researchers explored a direct relationship between the purchase quantity and time limit on deal purchase intention. They also don't explored that all restriction message are not created equal. Namely, we thought that different restrictions signal deal value in different ways or different mechanism. Consumers appear to perceive that time limits are used to attract consumers to the brand, while quantity limits are necessary to reduce stockpiling. This suggests other possible differences across restrictions. For example, quantity limits could imply product quality (i.e., this product at this price is so good that purchases must be limited). In contrast, purchase preconditions force the consumer to spend a certain amount to qualify for the deal, which suggests that inferences about the absolute quality of the promoted item would decline from purchase limits (highest quality) to time limits to purchase preconditions (lowest quality). This might be expected to be particularly true for unfamiliar brands. However, a critical but elusive issue in scarcity message research is the impacts of a inferred motives on the promoted scarcity message. The past researchers not explored possibility of inferred motives on the scarcity message context. Despite various type to the quantity limits message, they didn't separated scarcity message among the quantity limits. Therefore, we apply a stricter definition of scarcity message(i.e. quantity limits) and consider scarcity message type(general scarcity message vs. special scarcity message), scarcity depth(high vs. low). The purpose of this study is to examine the effect of the scarcity message on the consumer's purchase intension. Specifically, we investigate the effect of general versus special scarcity messages on the consumer's purchase intention using the level of the scarcity depth as moderators. In other words, we postulates that the scarcity message type and scarcity depth play an essential moderating role in the relationship between the inferred motives and purchase intention. In other worlds, different from the past studies, we examine the interplay between the perceived motives and scarcity type, and between the perceived motives and scarcity depth. Both of these constructs have been examined in isolation, but a key question is whether they interact to produce an effect in reaction to the scarcity message type or scarcity depth increase. The perceived motive Inference behind the scarcity message will have important impact on consumers' reactions to the degree of scarcity depth increase. In relation ti this general question, we investigate the following specific issues. First, does consumers' inferred motives weaken the positive relationship between the scarcity depth decrease and the consumers' purchase intention, and if so, how much does it attenuate this relationship? Second, we examine the interplay between the scarcity message type and the consumers' purchase intention in the context of the scarcity depth decrease. Third, we study whether scarcity message type and scarcity depth directly affect the consumers' purchase intention. For the answer of these questions, this research is composed of 2(intention inference: existence vs. nonexistence)${\times}2$(scarcity type: special vs. general)${\times}2$(scarcity depth: high vs. low) between subject designs. The results are summarized as follows. First, intention inference(inferred motive) is not significant on scarcity effect in case of special scarcity message. However, nonexistence of intention inference is more effective than existence of intention inference on purchase intention in case of general scarcity. Second, intention inference(inferred motive) is not significant on scarcity effect in case of low scarcity. However, nonexistence of intention inference is more effective than existence of intention inference on purchase intention in case of high scarcity. The results of this study will help managers to understand the relative importance among the type of the scarcity message and to make decisions in using their scarcity message. Finally, this article have several contribution. First, we have shown that restrictions server to activates a mental resource that is used to render a judgment regarding a promoted product. In the absence of other information, this resource appears to read to an inference of value. In the presence of other value related cue, however, either database(i.e., scarcity depth: high vs. low) or conceptual base(i.e.,, scarcity type special vs. general), the resource is used in conjunction with the other cues as a basis for judgment, leading to different effects across levels of these other value-related cues. Second, our results suggest that a restriction can affect consumer behavior through four possible routes: 1) the affective route, through making consumers feel irritated, 2) the cognitive making route, through making consumers infer motivation or attribution about promoted scarcity message, and 3) the economic route, through making the consumer lose an opportunity to stockpile at a low scarcity depth, or forcing him her to making additional purchases, lastly 4) informative route, through changing what consumer believe about the transaction. Third, as a note already, this results suggest that we should consider consumers' inferences of motives or attributions for the scarcity dept level and cognitive resources available in order to have a complete understanding the effects of quantity restriction message.

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The Impact of Online Reviews on Hotel Ratings through the Lens of Elaboration Likelihood Model: A Text Mining Approach

  • Qiannan Guo;Jinzhe Yan
    • KSII Transactions on Internet and Information Systems (TIIS)
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    • v.17 no.10
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    • pp.2609-2626
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    • 2023
  • The hotel industry is an example of experiential services. As consumers cannot fully evaluate the online review content and quality of their services before booking, they must rely on several online reviews to reduce their perceived risks. However, individuals face information overload owing to the explosion of online reviews. Therefore, consumer cognitive fluency is an individual's subjective experience of the difficulty in processing information. Information complexity influences the receiver's attitude, behavior, and purchase decisions. Individuals who cannot process complex information rely on the peripheral route, whereas those who can process more information prefer the central route. This study further discusses the influence of the complexity of review information on hotel ratings using online attraction review data retrieved from TripAdvisor.com. This study conducts a two-level empirical analysis to explore the factors that affect review value. First, in the Peripheral Route model, we introduce a negative binomial regression model to examine the impact of intuitive and straightforward information on hotel ratings. In the Central Route model, we use a Tobit regression model with expert reviews as moderator variables to analyze the impact of complex information on hotel ratings. According to the analysis, five-star and budget hotels have different effects on hotel ratings. These findings have immediate implications for hotel managers in terms of better identifying potentially valuable reviews.

The Fermented Soy Products Purchase Condition and Direct-deal Need Analysis in Gyeonggi-do (경기지역 주부의 전통 장류 구입 실태와 산지 직거래 경험자의 직거래 형태에 대한 요구 분석)

  • 조금순;이승교;원향례
    • The Korean Journal of Community Living Science
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    • v.15 no.3
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    • pp.71-84
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    • 2004
  • Recently the globalization of agriculture by the WTO has brought crisis to Korean farmers. Value added agricultural products is the one of the strategies to sustain fanning. The idea for the project traditional fermented soy paste production and distribution was developed by the Gyeonggi-do Agricultural Research Institute. It was necessary to know the purchase condition and consumer needs for production distribution of the soy products. This study aims to investigate the consumers' need analysis of direct-deal soy products and the conditions of a purchase. A questionnaire was administered to 590 subjects living in Gyeonggi-do, Korea. The 107 subjects procured soy paste to buy with the reason of ignorance of preparation (39.2%) and the difficulty of storage and care (31.8%). When selecting the product 95.3%, previous experience (41.1 %) and comparison of each product (34.6%) were major answers, wanted direct-deal purchase from producers if implemented. 142 subjects(24%) experienced direct deal with producers. The main direct route was government and public offices( 42.4 %). The reason for direct purchase was confidence of agricultural products(77.5%). Delivery of 4kg of soy paste and 1.8 L of soy sauce in a glass container (43.0%) was favored twice a year. The kind of soy products for consumers' needs was Doenjang(57.8%) and Gochujang(18.3%). The preferred methods direct-dealing of soy products was direct order(59.9%) after validation, delivery gate to gate (44.2%) and by the internet(4.9%). The results of the study shows that the types of production would have the kinds and quantities diversity with confidence, sanitation, and safety. To regain successful, traditional tastes it is necessary to develop reliable and tasteful products for consumers and develop promotional material.

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A Study on Purchasing Behavior of Male Consumers in their 20s and 30s on Perfumes

  • Jun-Bok, LEE;Young-Jin, SO
    • Journal of Wellbeing Management and Applied Psychology
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    • v.6 no.1
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    • pp.33-36
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    • 2023
  • Purpose: This study analyzed the perfume buying behavior of 561 men in their 20s and 30s. Research design, data and methodology: The demographic characteristics of the study subjects were analyzed frequently, the use of perfumes and chi-square tests were performed to identify differences in purchasing behavior, and the Likert 5-point scale was used to measure the importance of the reasons for choosing perfumes. Results: The most commonly used perfume product was Eau de Toilette, which had statistically significant differences with age and education (p<.05). Perfumes were most commonly purchased at health and beauty stores, with statistically significant differences by age, marital status, and education (p<.05). Conclusions: The study subjects have a high purchasing power for perfume products and are proficient in using smart devices, so they have a high level of information through beauty platforms, so they need to promote online products by introducing live commerce, etc.

Analysis of Actual Use Situation of Animal Medicine in Hanwoo Farms (한우농가의 동물약품 이용실태 분석)

  • Kim, G.W.;Koo, S.H.
    • Journal of Animal Environmental Science
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    • v.17 no.1
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    • pp.1-10
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    • 2011
  • This study was conducted to investigate the actual situation of animal medicine use in Hanwoo farms, which were a total of 114 farms. Items surveyed were preference of animal medicine, choice criterion, purchase route, purchase frequency, antibiotics substitution products, etc. Data were collected from May to June, 2010. The kinds of animal medicine which preferred in Hanwoo farms is probiotics (40.4%). Whereas the lowest preference is immunizing agent (12.3%). There was significant difference among regional group (p<0.05), and the significant difference was also found in different farm size group (p<0.05). The factor of choice for purchase of animal medicine was efficiency (31.6%), first of all. There was significant difference among regional group (p<0.05). The purchase route of animal medicine was mostly supplied with the help of government (41.6%). The significant difference were showed in regional group (p<0.05). But that was not found in farm size group (p>0.05). The highest frequency at purchasing antibiotics was less than 1 time per 1 year (38.6%). There was statistically significant difference among regional group (p<0.05). However, there was not significant difference among farm size group (p>0.05). Probiotics of antibiotics substitution products was mostly preferred (50.9%).

A Survey on the Athleisure Wear Wearing Condition of Korean Men in Their 20s and 30s (국내 20, 30대 남성의 애슬레저웨어 착용실태조사)

  • Eun-Kyong Kim
    • Journal of the Korea Fashion and Costume Design Association
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    • v.26 no.1
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    • pp.45-60
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    • 2024
  • This study analyzes the athleisure wear purchase status, wearing conditions, and design preferences of men in their 20s and 30s and provides basic data for the development of men's athleisure wear that reflects consumer preferences. An online survey was conducted on 200 men from August 23 to August 27, 2023. The questionnaire consisted of a total of 48 questions, including 8 questions about the respondent's general information, 19 questions about the purchase status of athleisure wear, 6 questions about the status of wearing athleisure wear, and 15 questions about athleisure wear design preferences. The survey results are as follows. The most common motive for exercise participation was 'maintaining health.' 'Nike' was the most preferred and purchased brand among athleisure wear brands, and the main place of purchase of athleisure wear was 'Internet and mobile shopping malls', reflecting the recent purchasing trend of the MZ generation. When purchasing athleisure wear, the most common selection criterion was 'design', followed by 'fitting comfort', 'possibility to use as daily wear', and 'price'. The most common route to obtain purchase information was 'Internet search', and the 'overall satisfaction' with athleisure wear was found to be satisfactory with an average of 3.83. The most common reason for wearing athleisure wear was 'because it is comfortable to do activities', followed by 'because it can be used as everyday wear'. Lastly, 'black', 'short-sleeved t-shirt', 'short length' sleeve, 'round neckline', 'waist length', and 'relaxed loose fit' were preferred for the top design, and 'black', 'shorts', 'full elastic type' waistband, 'regular fit that fits the body well' were preferred for the bottom design.

The Effect of Change of the Distribution Structure on the Food Purchasing Behavior (유통구조의 변화가 식행동에 미치는 영향)

  • Lee, Jong-Mee;Lee, Hyun-Sook
    • Journal of the Korean Society of Food Culture
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    • v.13 no.1
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    • pp.37-46
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    • 1998
  • Distribution structure is the link between a society's needs and its industrial responses. A change in distribution structure brings about a consumption structure which may results in considerable changes in lifestyle including food habits. The purpose of this study was to evaluate a effect of change of distribution structure on the food purchase. The survey was carried from May to June, 1997 by way of questionnaire of 407 housewives, aged 23-64 years, in Seoul and the capital area. The questionaire consists of sociodemographic characteristics of the subjects and distribution channel, information route of food selection, acknowledgement and coefficient of utilization of new distribution channel, mainly used distribution channel in food purchase, important factors in food selection, and food purchasing behavior. Their data were statistically analyzed based on frequency, mean, and $X^2-test$. The major findings of this study were as follows; 1) Most frequently used distribution channels in food purchase were supermarket(38.53%), department store(15.23%), discount store(14.05%), a conventional retail market(13.87%), membership wholesale club(8.07%), and a conventional wholesale market(6.53%). 2) The new distribution channels that subjects have ever used were discount store(75.4% of the subject), membership wholesale club(63%), mail order house(32%), outlet store(29.4%), home shopping(10.3%). 3) Compared to the subject living far from the new distribution channel, the subject living close to the new distribution channel was higher in frequency of new distribution channel utilization. These observations suggest that change of the distribution structure promotes the change of the food purchasing behavior.

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Comparative Analysis of Notebook Computer using DEA (DEA를 이용한 Notebook Computer의 비교 분석)

  • 김지승
    • Journal of Korean Society of Industrial and Systems Engineering
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    • v.18 no.33
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    • pp.71-77
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    • 1995
  • In management contexts, mathematical programming is usually used to evaluate a collection of possible alternative courses of action on route to selecting one which is best. Using an application of linear programming known as Data Envelopment Analysis(DEA), a method is described to compare products which vary in excellence along a number of dimensions, and for each of which there might be a number of associated "costs". This paper is illustrated by comparing published benchmarks of notebook computers. Potential uses of a DEA analysis of products might be to assist corporate buyers who may need to reconcile a diversity of present and future uses in one standardised purchase; in competitor analysis; and as a normative model of product excellence against which product purchasing behavior could be compared. compared.

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