• Title/Summary/Keyword: buying process

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Korean Customer Attitudes Towards SNS Shopping

  • Cho, Young-Sang;Heo, Jeong-Yoon;Youn, Myoung-Kil
    • Journal of Distribution Science
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    • v.10 no.8
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    • pp.7-14
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    • 2012
  • As a new format of retailing, social shopping on SNS has rapidly grown in recent. Although there is much literature associated with customer behaviours in the academic world, little attention has been paid to identifying the shopping patterns of SNS shoppers. This paper will, thus, identify how perceived value has an impact on the buying intention of SNS shoppers, after illustrating what kind of factor influences the formation process of perceived value in the Korean marketplace. Given that SNS shoppers are for the most part 20s as well as 30s, the authors handed out questionnaires to them. Furthermore, based on literature review results, the conceptualised research model was developed. Despite lack of literature, the authors developed five constructs like price reduction, quantity- and time-limited message, product ranges, information-sharing, and required number of shoppers. The researchers made a considerable effort to identify the relationship between research concepts and each variable, based on a few research analysis methods such as frequency analysis, the Varimax rotation technique used orthogonal rotation, Cronbach's Alpha, PCA (Principle Component Analysis), and the like. Amongst the 5 variables used to measure the degree of influences on the perceived value as a social shopping characteristic, it has been evident that price cut, required minimum shoppers, product variety, and information-sharing have a positive impact on the perceived value formation processes of SNS customers. Also, this research implies that SNS retailers can differentiate themselves from other retailers by differently using the above factors. From a practitioner's point of view, these factors should be strategically used to increase the social shopping opportunities of SNS users. It is, furthermore, evident that the perceived value formed by the above 4 factors have played an important role in the buying decision process of SNS customers. In a sense, whether customers are aware of higher price cut rates, information-sharing, required minimum shoppers, and product variety has a positive impact on making buying decisions. From a retailer's point of view, online shopping mall operators are able to use blog as well as twitter to improve the buying intention as a marketing tool of social network, because the business activities provided by social shopping retailers, like the rapid, accurate responses to customer requirements, the provision of a variety of information, and the communications between customers are closely related to buying intentions. There are a few research limitations to conduct this empirical research. It was not easy to review prior papers, due to its lack. In spite of the increasing number of SNS shoppers in Korea, little research attention has been paid to this kind of research topic by academicians, because buying products or services through SNS is in its infancy. With regard to research populations, it would be difficult to generalise the research findings in Korea, owing to unbalanced respondent distribution. Considering the above research limitations as well as the growth of social shopping, many authors should pay considerable attention to SNS-related issues in the future, and develop the more sophisticated criteria to measure the characteristics of SNS shoppers.

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The Decision Making Process of Unplanned Purchases of Clothing Based on Need Recognition and Cognitive Efforts (욕구인식과 인지적 노력에 근거한 의류상품 비계획구매 의사결정과정)

  • Jin, Hyun-Jeong;Rhee, Eun-Young
    • Journal of the Korean Society of Clothing and Textiles
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    • v.33 no.10
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    • pp.1601-1610
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    • 2009
  • Unplanned purchase is an unexpected buying behavior affected by product or marketing stimuli. Unplanned purchase does not follow the order of the rational decision making process. Through an in-depth interview, this study classified the types of unplanned purchase of clothing and examined the decision-making processes. The results (according to the need recognition level of consumers prior to stimuli) show three types of unplanned purchase of clothing products that are classified as: the need-manifesting type, the need-embodying type, and the need-reminding type. In addition, each type is reclassified into the high-cognition type and the low-cognition type according to the cognitive effort level of consumers during the purchase decision-making process. The need-manifesting type recognized a buying need after exposure to stimuli and then engaged in unplanned purchases. The need-embodying type recognized a problem, but the purchase intention was not concrete. The need-reminding type recognized a desire to buy clothing products, but temporarily forgot it, and then later remembered the problem recognition from the past after experiencing the stimuli.

Registered Patents related to Food Delivery Service based on ICT : A Consumer Perspective (소비자 관점에서 분석한 ICT 기반의 음식배달서비스 관련 특허 등록 현황)

  • Kim, Suyoun;Rha, Jong-Youn;Yoon, Jihyun
    • The Korean Journal of Food And Nutrition
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    • v.30 no.6
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    • pp.1199-1209
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    • 2017
  • Food environment has been going through significant changes with the introduction of Information and Communication Technology (ICT). This study was conducted to investigate the current development status of ICT related to food delivery service by analyzing the relevant registered patents according to consumer buying process. Patents registered between 2002 and 2016 were searched with 'food' and 'delivery' as main keywords through Korea Intellectual Property Rights Information Service (www.kipris.or.kr). The search resulted in 624 patents among which 219 patents were related to food delivery service; 108 patents based on ICT were selected and analyzed. The patents were examined by applicant and year. The patents were classified into the six steps of consumer buying process: 'need recognition', 'information search', 'evaluation', 'choice', 'purchase', and 'postpurchase evaluation'. Patents belonging to more than one step were coded to all the corresponding steps. The patents were registered mainly by domestic companies (50.9%) and individuals (35.2%), having shown dramatic increase of registration since 2012. Over 2/3 (67.6%) of the patents were related to the 'purchase' step. About 32% were associated with the 'information search' step. Approximately 18% of the patents were relevant to the 'evaluation' and 'choice' steps, respectively. The numbers of patents related to the 'postpurchase evaluation (13.9%)' and 'need recognition (12.0%)' steps were relatively low. The current ICTs related to food delivery service in Korea were largely associated with service providers' profit generation rather than consumers' benefit. There is still much room for technology development that could contribute to increasing consumers' benefit.

Customer buying process based Managerial factors for ISM Differentiation (ISM 차별화를 위한 고객 구매 프로세스 기반 관리 요소 분석)

  • Yoo, Weon-Sang;Han, Hyun-Soo;Koo, Ja-Heon
    • Journal of Intelligence and Information Systems
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    • v.15 no.3
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    • pp.81-102
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    • 2009
  • In this study, we investigated how to achieve differentiation for the ISM (Internet Shopping Mall) to improve profitability, which is required for survival in the fiercely competitive ISM industry. We analyzed implementation level key managerial factors that could contribute to the differentiation of the ISM. The research model is constructed through integration of two distinctive research streams of e-commerce. The one is B2C differentiation strategy research, most of which are conceptual and conducted at a strategy level, and the other is empirical research analyzing the antecedents of customer satisfaction at the ISM. This study is organized as follows. First, we draw upon transaction cost theory to organize constructs representing customer value associated with the customer buying decision process. Next, after reviewing comprehensive managerial factors that could impact on customer value, we selected 15 managerial factors that could contribute to the differentiation of the ISM to deliver value to customers. Finally, the resulting structural model is validated through empirical analyses. The results provide insights for future studies on ISM differentiation.

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A Study on the Usage Patterns of Electronic Commerce Web System (수용도 향상을 위한 소비자의 쇼핑몰 사용패턴특성 분류 및 분석)

  • 곽효연;손일문
    • Journal of the Korea Society of Computer and Information
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    • v.7 no.3
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    • pp.149-157
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    • 2002
  • Todays, electronic commerce(EC) results to the revolution and new paradigm of business, more and more Web-based EC applications have emerged. But, it's web systems should be satisfied by customers and it should be successful to buying some goods in virtual stores with easy to use. The usability and acceptance of the EC web system is one of the key factors in the successful construction of EC system. In this paper, we considered the characteristics of information search and decision making process in the design of EC web system to be used easily and to be more acceptable to customers. On the basis of these characteristics, we could classified with the activities of the process of buying in the domestic web systems. And, the log files of experimental tasks were analyzed by the statistical method of data mining. As the these results, the important factors of the process of buying could be summarized, 5 user groups could be seen in EC customers, and the usage patterns of these groups were described. These results could be very useful to design user-oriented EC web system.

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The Effect of Wang-Hong Characteristics on Impulse Buying During Live Sale: Based on Women's Clothing Sales in China (왕홍의 판매 생방송 시청이 충동구매에 미치는 영향: 중국 의류 판매를 중심으로)

  • Liu, Xianya;Park, Jee Yun;Lee, Hye Eun
    • The Journal of the Korea Contents Association
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    • v.20 no.4
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    • pp.212-229
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    • 2020
  • 'Live + Sale' is actively promoted in China and 'Wang-Hong', also known as Chinese internet celebrities are dominating this format of marketing strategy recently. They introduce products to consumers through live broadcasts, promote online shopping, and frequently evoke impulsive buying. Under this context, it is worth focusing on what factors influence impulse buying during Wang-Hong's live broadcast. This study investigated the impact of Wang-Hong characteristics on impulse buying behavior when watching live sales. Also, the mediating role of flow experience and viewing satisfaction was explored. Furthermore, we expected that the different live broadcast circumstances could have a different impact on flow experience, viewing satisfaction, and impulse purchase. A total of 242 Chinese women who have experience of viewing live sales were recruited through a Chinese research platform. The results revealed that Wang-Hong's trustworthiness and attractiveness positively affected the viewer's impulse buying directly, and indirectly through flow experience and viewing satisfaction, whereas expertise did not have any impact on impulse purchase. However, there were no significant differences between the two live broadcast circumstances. This research can enhance understanding of the impulse buying process during Wang-Hong's live sale and help brands come up with effective influencer marketing strategies using live sales.

The Role of Merchandiser Feedback Comments and Performance Profiles in Building Trust in Group Buying Sites (공동구매형 소셜커머스에서 신뢰메커니즘형성을 위한 머천다이저의 피드백코멘트와 성과프로파일의 역할)

  • Park, Jongpil;Lim, Heami;Son, Jai-Yeol
    • Information Systems Review
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    • v.16 no.1
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    • pp.1-15
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    • 2014
  • Despite the sizable growth of the group buying market, consumer complaints have recently raised skepticism about the future of these sites. Thus, building a trustworthy transaction environment has become a critical issue. In exploring a trust-building mechanism, we pay particular attention to the role of merchandisers who specialize in finding products or services and marketing them to potential buyers on group buying sites. The purpose of this study is to examine whether providing merchandiser feedback comments and performance profiles on group buying sites leads consumers to evaluate the community of merchandisers more favorably and makes them more likely to purchase products or services. Research hypotheses were tested with data obtained from 124 subjects who participated in a laboratory experiment. The results empirically demonstrate that merchandiser feedback comments and performance profiles enhance buyers' trust in the community of merchandisers participating in a group buying site. This enhanced trust, in turn, increased buyers' intention to purchase products or services through the group buying site.

Effects of Shopping Orientation, Marketing Stimulus and Perceived Risk on E-impulse Buying of Shoes Markets (구두시장에서의 e-충동구매에 대한 쇼핑성향, 마케팅 자극과 위험지각의 영향)

  • Park, Eun Joo;Kim, Bo Kyung
    • Science of Emotion and Sensibility
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    • v.19 no.1
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    • pp.71-82
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    • 2016
  • Consumers tend to perceive the shoes as just their footwear to protect and comfort foot and fashion products to decorate and express their self-images. Even though online market research analysis indicated shoes consumption is important in daily life of consumers, there is limited research that was conducted specifically on shoes e-market. The research investigates the process of shoes' e-impulse buying focusing on the effects of shopping orientation, marketing stimulus and consumers' perceived risk in shoes market at Internet. A total of 408 self-administered questionnaires were obtained from universities students, who had experienced the e-impulse buying of shoes at least once for the last six months. Results confirmed that consumers who had higher hedonic shopping orientation or brand shopping orientation were more likely to consider the marketing stimuli (e.g., promotion stimuli and product stimuli), whereas consumers who had higher economic shopping orientation were consider the lower marketing stimuli and the more perceived functional risk in the e-shopping context of shoes. For shoes, marketing stimulus had directly positive effects on e-impulse buying, while consumers' perceived risk had no significant effects on e-impulse buying. The findings suggest that the market stimulus, which is affected by consumers' shopping orientation, is an important factor in triggering e-impulse buying of shoes.

Consumers’Purchasing Process of Fashion Products on the Internet: A Qualitative Approach (인터넷을 통한 패션상품 구매행동의 탐색적 연구)

  • 김현정;이은영;박재옥
    • Journal of the Korean Society of Clothing and Textiles
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    • v.24 no.6
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    • pp.907-917
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    • 2000
  • Although interest in the potential and actual usage of the Internet as a transaction medium is increasing, the market for fashion merchandise on the Internet in Korea has yet to take off. As the Internet environment is expected to bring about a transformation of conventional consumer buying behavior, the purpose of this exploratory research is to investigate the buying behavior of fashion products on the Internet to identify relevant concepts and generate hypotheses for further empirical research. The research methods selected for the study were observation and in-depth interview. Twelve subjects who had purchased fashion products on the Internet were selected and interviewed. Those who could not participate in face-to-face in-depth interviews because of the geographic locations were interviewed on-line. The results are as follows: First, subjects went through the stages of shopping motivation stage, site choice behavior stage, in-site behavior stage, and postpurchase behavior stage. Second, a model was extracted for each shopping stage, and a final model was completed based on comparisons with the participants processes. The information content of each phase was discussed. Finally, each participant was classified using their purchasing process, revealing six possible mixed usage patterns of the Internet marketing system and the traditional marketing system.

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