• Title/Summary/Keyword: Purchase motive

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Consumer's Satisfaction of Insurance Consumption: Focusing on Self-determination Theory (소비자의 보험소비만족에 관한 융합연구: 자기결정성 이론을 중심으로)

  • Sim, Hyeon Jeong;Kim, Minjung;Choe, Hyuncha
    • Journal of the Korea Convergence Society
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    • v.9 no.5
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    • pp.157-169
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    • 2018
  • The purpose of this study is to investigate the effect of voluntary purchasing motives on insurance consumer satisfaction. The purpose of this study is to investigate the direct and indirect effects of insurance consumption satisfaction including psychological needs of consumers that induce voluntary purchase motivation based on psychological self-determinism theory. The research hypotheses and models were verified through structural equation analysis using online surveys of 1,225 insurance consumers. As a result of the study, the satisfaction of insurance consumption is increased when purchasing by voluntary purchase motive, in which consumers perceive the necessity of purchasing themselves. The positive perception of insurance consumption autonomy and insurance consumption environment increases the motivation to purchase voluntarily, Respectively. Through this study, it is suggested that excessive marketing of insurance companies and self-confidence of insurance consumers may hinder insurance consumption satisfaction and education of consumption attitudes of financial consumers to raise awareness of autonomous rights and responsibilities of insurance consumers.

The Effects of Consumers' Recognition and Shopping Motives for Local Food on Purchase Behaviors : Focusing on Wanju Local Food (로컬푸드의 소비자 인식과 쇼핑동기가 구매행동에 미치는 영향 : 완주로컬푸드를 중심으로)

  • Lee, Bo-Soon;Park, Ki-Hong
    • Culinary science and hospitality research
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    • v.20 no.4
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    • pp.193-209
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    • 2014
  • The purpose of this study is to figure out the effects of consumers' recognition and shopping motives for local food on purchase behaviors. To achieve this, a survey was carried out to 350 consumers who have experienced in purchasing local food in Wanju from May 21 to May 30, 2014. The results were as follows. First, the effects of consumers' recognition for local food on purchase behaviors showed that cognitive, regional, sanitary and public perspectives had a positive effect on repurchase intention(p<.05). Cognitive and sanitary perspectives had a positive effect on recommendation intention(p<.01). And cognitive, ecological, regional, sanitary and public perspectives had a positive effect on preference(p<.05). Second, the effects of consumers' shopping motives for local food on purchase behaviors showed that while convenient and economic motives had a positive effect on repurchase intention(p<.001), a hedonic motive had a negative effect on repurchase intention(p<.001). While convenient and economic motives had a positive effect on recommendation intention(p<.01), a hedonic motive had a negative effect on recommendation intention(p<.001). And convenient and economic motives had a positive effect on preference(p<.001). In other words, consumers' recognition and shopping motives for local food had positive negative effects on purchase behaviors. As stated above, cognitive, regional, sanitary and public perspectives they are usually hearing had a positive effect on the consumption of local food.

A Study on Clothing Purchase Behavior of Chinese Women Based on Experience in Purchasing Korean Clothing for Establishment of Marketing Strategies for China (대중국 마케팅을 위한 중국 직장여성들의 한국 의류상품 구매집단과 비구매집단의 의복구매행동 비교연구)

  • Park Hye Won;Zhang Chun Ji
    • Journal of the Korean Society of Clothing and Textiles
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    • v.29 no.3_4 s.141
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    • pp.547-560
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    • 2005
  • The purpose of this study was to segment Chinese career women by experience in purchasing Korean clothing and to analyze and compare clothing purchasing behavior between the 2 groups and to provide useful information to Korean manufacturers for establishment of marketing strategies for China. The subjects were 602 career women of middle and high class In their 20's and 30's. A total of 602 questionnaires were analyzed by using frequency, mean, Cronbach's $\alpha$, factor analysis, t-test and $X^2$-analysis. The results were as follows: 1. The demographic variables such as an age, residential city, marriage, and total monthly income were proven to be significantly different between the 2 groups except an academic background. 2. The clothing purchase behavior variables such as purchasing motive, using informants, clothing selection standards, store selection standards, purchasing place, satisfaction after purchasing clothes, shopping time, average monthly expenditure on clothing, purchasing frequency of casual wear, purchasing price, and paying method were proven to be significantly different between the 2 groups. However, the clothing purchase behavior variables such as purchasing frequency of formal wear and purchasing price of fur coat and sweater were proven not to be significantly different between the 2 groups.

Effect of Flow on Purchase Intension (플로우(Flow) 경험이 구매의도에 미치는 영향)

  • Kim, Byung-Cheol;Choi, Soo-Ho
    • Survey Research
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    • v.3 no.2
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    • pp.17-45
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    • 2002
  • The purpose of this study is to examine the effect of the Flow experience on purchase intention. The results of this study show that (1) the purchase intention through internet is increased in proportion to the degree of cognition of users' experience. (2) The "Flow" experiences during the time of navigating internet shopping-mall sites lead to different results due to the separate motive of searching internet shopping-mall sites. (3) It should analyze the market segmentation of internet users, using Flow experience in the future based on the relationship between Flow and on-line and off-line purchase intention. (4) Finally, it should study more profoundly on "experiential" Flow and "goal-directed Flow that it has to analyze the difference in Flow experiences between separate purposes of searching internet shopping-mall sites.

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A Study on the Adult Women′s Purchasing Behavior of Cosmetics Based on the Lifestyle (성인 여성의 라이프스타일에 따른 메이크업제품 구매행동에 관한 연구)

  • 배정숙;류현혜;조은영
    • Journal of the Korean Home Economics Association
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    • v.41 no.12
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    • pp.133-146
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    • 2003
  • This study was aimed to classify the consumer group according to the lifestyle, to research the characteristics and desire of the each group, and to find out the differences of the purchasing behavior of cosmetics among each group. After surveying, 611 samples were analyzed by using SPSS package program. The results of this study were as follows;1. We obtained 5 factors from 21 items by using AIO lifestyle measurement. Those 5 factors were personalityㆍmake-up preference, arance-oriented, economy and information-oriented, daily make-up, and interest in make-up. 2. We formed 4 groups from the 5 factors. Which are a make-up oriented group, a consciously daily make-up group, a unconcern of make-up group, and a resonable make-up pursuit group. 3. The demographic characteristics of each lifestyle group showed important differences according to the following variables; age, marital status, occupation, academic career and monthly averaged income. 4. We analyzed the purchase behavior, the purchase motive of make-up, the brand of cosmetics, the reason for preferring company, purchase information, product store, the reason for choosing store, important considering points, monthly averaged purchase cost. As a result, its variance showed the difference among groups.

Effects of e-reviews on purchase intention for cosmetics (온라인 리뷰 탐색이 화장품 구매의도에 미치는 영향)

  • Park, Eun-Joo;Jung, Yu-Jin
    • Korean Journal of Human Ecology
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    • v.22 no.2
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    • pp.343-355
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    • 2013
  • E-reviews, electronic reviews, are generally perceived as trustworthy and credible by the consumers, because it is based on the experiences of other consumers who are independent of the marketers. Therefore, consumers may rely more on the review information as an important cue than direct experience or advertising. This paper explored the structural equation model to investigate the relationships among search motives of e-reviews, attributes of e-review, trust, and purchase intention for cosmetics. A self-questionnaire was developed based on previous researches. Data were collected from 300 female university students experienced purchasing cosmetics at the Internet and were analyzed by AMOS 20.0. Results showed that e-review attributes consisted of three factors: expertise/visuality, quality/functionality and advertising/design. Utilitarian and hedonic search motives were significantly related to expertise/ visuality attributes of e-review and then influenced the purchase intention for cosmetics, mediated by the trust of e-review. However, quality/functionality attributes related by utilitarian motive did not have a significant effect to trust of e-review and purchase intention for cosmetics. Regardless of search motives and trust of e-review, advertising/design attributes of e-review directly related to purchase intention of cosmetics. As predicted, the trust of e-review was an important mediated variable to stimulate the purchase intention of cosmetics at internet. The implications of findings for research and practice are discussed.

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 Effects of Hedonic Aspect of Consumer Involvement on Purchase Behavior (소비자관여의 감성적 측면이 구매행동에 미치는 영향)

  • Jung, Moon-Young
    • Korean Business Review
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    • v.14
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    • pp.211-235
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    • 2001
  • The level and motivational basis of consumer involvement have been recognized as having important effects on purchase behavior. To explore the importance of hedonic aspects of involvement upon consumer purchase behavior, survey data on involvement degree and type concerning 8 product classes from 388 respondents was analyzed. Major findings of this study are summarized as follow. First of all, hedonic factor is evidenced as an important component of consumer involvement. In addition, hedonic dimension of involvement is proved to have significant effects on consumer purchase behavior in general. Secondly, analysis of the difference in behavioral tendencies between purchasing product with hedonic value(coffee) and utilitarian motive(washing machine) shows that consumers have relatively high in degree of brand differentiation, brand commitment, product knowledge in purchasing product with hedonic value. This means that hedonic aspect of product and thus hedonic involvement has not less important in predicting consumer behavior. Finally, several interactive effects, which suppot to and conflict against the previous research findings, between level and type of involvement upon purchase behaviors are detacted. This implies that hedonically induced involvement has moderating roles in the effects of consumer involvement on purchase behavior.

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Preferences of Eye Shadow Colors and Technique of Expressions - Focused on $20's{\sim}30's$ Women - (아이새도우 컬러와 표현기법에 관한 선호도 - $20{\sim}30$대 여성을 중심으로 -)

  • Oh, Sook-Young;Kim, Ju-Duck
    • Journal of the Korean Society of Fashion and Beauty
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    • v.5 no.2 s.13
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    • pp.31-47
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    • 2007
  • The purpose of this research is to help cosmetic companies to develop new products and make sales strategy by understanding about $20's{\sim}30's$ women's favorite types of eye shadows like as various colors and technique of express. They were divided into groups based on their ages, educational background, careers and monthly income and each group was inquired its preferable cosmetic colors, the time span of the purchase, the motive of the purchase, and the trend of the color cosmetic to analyze the relationship between the trend color and the purchase. It also shows that the most popular color is pink for eye shadow and women have over two colors and cake type ordinary. This survey is showed that women avoid wearing dark or deep colored eye shadow due to natural make-up. Also it showed that women of the times request soft and natural technical makeup for eyes.

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Typology of mobile marketing and fashion application usage motives (모바일 마케팅의 유형화와 패션 어플리케이션 이용 동기)

  • Shin, Hyunju;Lee, Kyu-Hye
    • The Research Journal of the Costume Culture
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    • v.24 no.4
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    • pp.483-497
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    • 2016
  • The importance of marketing on mobile platforms as well as mobile commerce is increasing dramatically in fashion industry. The purpose of this study was to categorize mobile fashion marketing strategies and to examine application usage motivations that influence brand attitude, purchase decisions, and post-purchase evaluation. Qualitative research methods, in particular focus-groups and in-depth interviews, were conducted to examine the typology of mobile marketing and fashion application usage motivations. Then, a modified survey was used to quantitatively examine what content consumers expect from fashion applications. Results of the qualitative study indicated that consumers perceive sensory (visual, tactile, auditory), relationship, information and practical marketing strategies through motives. Survey result from 229 consumers revealed four fashion application usage motives: sensory, relationship, information and practical. Based on these motives consumers were segmented into three groups: the experience/relationship-conscious, the product information-conscious, and the lifestyle information-conscious. The product information-conscious group showed higher level of monthly income and clothing expenses but lower level of mobile device usages. Lifestyle information-conscious group and experience/relationship-conscious group had higher level of attitude, and post-purchase evaluation. It was experience-relationship conscious consumers who spent more time in mobile use. This study shows a better understanding of mobile marketing environment of fashion applications.