• 산업경영시스템학회지
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• 제44권4호
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• pp.85-97
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• 2021

Online consumer activities have increased considerably since the COVID-19 outbreak. For the products and services which have an impact on everyday life, online reviews and recommendations can play a significant role in consumer decision-making processes. Thus, to better serve their customers, online firms are required to build online-centric marketing strategies. Especially, it is essential to define core value of customers based on the online customer reviews and to propose these values to their customers. This study discovers specific perceived values of customers in regard to a certain product and service, using online customer reviews and proposes a customer value proposition methodology which enables online firms to develop more effective marketing strategies. In order to discover customers value, the methodology employs a text-mining technology, which combines a sentiment analysis and topic modeling. By the methodology, customer emotions and value factors can be more clearly defined. It is expected that online firms can better identify value elements of their respective customers, provide appropriate value propositions, and thus gain sustainable competitive advantage.

• 한국의류학회지
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• 제35권7호
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• pp.761-774
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• 2011

This study investigated the consumer review information considered important by consumers when making a purchase decision to buy apparel products online. Data were collected through focus group interviews. Eleven females in their 20s and 30s, who have extensive experience in reading consumer reviews posted on online apparel stores, participated in the study. The consumer review information considered important by participants is the information related to seven product attributes (size, fabric, design, color, sewing, price, and country of origin), seven benefits (functional, financial, esthetic, emotional, social, utilitarian benefits, and product value compared to price) of the apparel product and four store attributes (return/refund, delivery, reputation/credibility, and customer service). The findings from the study can serve as an important tool in developing survey questions in order to evaluate the quality of consumer review information and help online retailers plan methods to improve the quality of reviews.

• 가정과삶의질연구
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• 제27권3호
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• pp.115-127
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• 2009

The purpose of this study is, first, to identify consumption behavior regarding well-being foods of the present and the future; and second, to discover well-being food-related information consumers require and information sources they use most frequently during the purchase of well-being foods in order to enhance reasonable decision-making and satisfaction during the selection of well-being foods. This study conducted research on university students using questionnaires from March 10 to March 20, 2007, and a total of 323 copies are employed for the final analysis. The key findings include the following. 1. University students answered that they would commit to active well-being food-buying consumer behavior more in the future than the present. 2. They requested information about quality and price from the information concerning well-being foods the most. Also, consumers most wanted to obtain well-being-related information on the Internet. 3. Regarding the needs for well-being food-related information, the more highly they thought of well-being foods, the more they acquired existing well-being-related information. Furthermore, the more they would be active in well-being food consumption behavior in the future, the higher their needs for information were.

• The Journal of Asian Finance, Economics and Business
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• 제8권2호
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• pp.1101-1109
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• 2021

Nowadays, quality affects product or service performance and customer loyalty in the competitive business' environment. This is truly important when it comes to how the customer interprets the service's satisfaction and the judgment of the purchase process as a whole, in view of the fact that service quality is an abstract and elusive construction due to the three characteristics of services: intangibility, heterogeneity, and inseparability of output and consumption. The main purpose of this paper is to determine the hotel service quality using the Fuzzy Analytic Hierarchy Process (FAHP) and SERVQUAL method. In this study, a five-star hotel's real case is considered in evaluating the service quality criteria. The results revealed that Tangibles and Assurance are the most critical service quality criteria in the hotel industry. Accurate records, service consistency, Necessary arrangements for disabled people, Service flexibility to guests' demands, and Providing the services at the time it promises are the most influencing sub-criteria of service quality. These findings indicate that hotels should concentrate on sequentially and organized priority factors to enhance service quality. This method of service quality assessment may also aid in distinguishing between hotels. Finally, as a future direction, more additional parameters can be used as a potential guide in our proposed model for the dynamic decision-making approach.

• Asia pacific journal of information systems
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• 제33권2호
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• pp.342-366
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• 2023

This study attempts to extend the customer value - customer satisfaction - customer loyalty framework by introducing key constructs of scarcity messages as a major environmental stimulus and the urge to buy impulsively as its response in the context of group-buying social commerce, across countries including Korea and China. More specifically, this study proposes that scarcity messages influence customers' value perception (i.e., utilitarian value and hedonic value) and thereby influencing customer satisfaction and further customer loyalty. Moreover, the study suggests that scarcity messages and utilitarian and hedonic values arouse the urge to buy impulsively. In the Korean sample, the results show that scarcity messages increase both utilitarian and hedonic values as well as the urge to buy impulsively, which in turn leads to customers' satisfaction and further loyalty. Besides, customer satisfaction is determined by utilitarian value, not hedonic value. In the Chinese sample, utilitarian value-related relationships are insignificant. More specifically, scarcity messages only influence hedonic value which increases the urge to buy impulsively. Besides, customer satisfaction is determined by both utilitarian and hedonic values, but not by the urge to buy impulsively.

• The Journal of Asian Finance, Economics and Business
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• 제8권5호
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• pp.455-463
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• 2021

The main objective of this research was to analyze the influence of digital marketing on purchasing decisions. The research was guided by specific aims; to evaluate numerous digital marketing platforms in Jordan that can affect the purchasing decisions and identify product categories purchased by customers on digital media platforms. Furthermore, questionnaires were given based on a simple sampling technique and acquired in the Jordanian market. 300 questionnaires were distributed, and 220 available samples were gathered, except for incomplete questionnaires, resulting in a 73% response rate to all those who selected to participate. Descriptive analysis, reliability test, correlation test, and multiple regressions were used in this research. Moreover, this study's results demonstrated that digital marketing, such as social media marketing and mobile marketing, has a profound impact on consumer purchasing decisions. However, hypothesis testing demonstrated that there are many patronized digital media platforms in Jordan that affect student behavior. Jordanian students buy various product categories on digital media platforms, and digital marketing affects student decision-making. Finally, the results of this study suggest that firms should adopt strategies to leverage the digital world and technology, increase brand awareness through digital platforms to continue competing in today's commercial environment.

• Asia Marketing Journal
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• 제3권1호
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• pp.1-29
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• 2001

본 연구는 가족의 구매의사결정에 대한 실증조사로서 성별역할관념론 및 자원이론과 가족구성원의 지각된 영향 간의 관계를 규명하였다. 영향을 주는 구성원은 남편과 아내와 자녀로 한정했으며, 영향을 지각하는 가족구성원은 남편과 아내로 제한하였다. 성별역할관념변수는 Scanzoni Sex-Role Scale(SSRS)로 측정하였으며, 자원변수는 남편과 아내 각자의 수입과 교육수준으로 측정하였다. SSRS 는 요인분석을 사용하여 차원(요인)을 파악한 후 자원변수와 함께 지각된 영향 간의 관계를 규명하기 위하여 다변량 회귀분석을 사용하였다. 요인분석 결과는 Scanzoni(1975)의 분석 결과와 요인구조 면에서 차이가 있었다. SSRS 는 아내의 척도 2 개 차원과 남편의 척도 3 개 차원으로 구성되어 있다. 그러나 본 연구에서 남편의 척도는 1 개의 차원으로 나타났다. 조사대상이 된 제품은 TV, 냉장고, 세탁기, 침대, 장롱, 식탁, 자동차, 남성정장, 여성정장, 여행지로 모두 10 개 였다. 성별역할관념변수의 영향을 분석한 결과는 "제품 특이적"이거나, 영향을 지각하는 "지각주체 특이적"이거나, 성별역할관념의 "차원 특이적" 현상을 보였다. 또한 우리나라의 남편들은 성별역할관념변수에 상관없이 자기의 영향을 더욱더 크게 지각하는 반면, 아내의 영향을 더욱더 적게 지각하는 경향이 있었다. 아내들도 남편보다는 자기의 영향을 더욱더 크게 지각하는 경향이 있으나 남편만큼 강한 것은 아니었다. 이 결과를 분석하면 남편들은 남성우월의 전통을 유지하려는 경향이 높은 반면 아내들은 이런 전통에 변화를 기대하는 진보적 성향을 띠고 있는 것으로 해석된다. 본 연구의 결과 자원이론은 지지를 받지 못하는 것으로 나타났다. 다시 말해 자원이론은 부부사이에서 기대했던 영향과 반대 방향으로 나타났을 뿐만 아니라 부모와 자식 간에도 기대했던 것과 반대 방향으로 나타났다.

• Asia pacific journal of information systems
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• 제33권2호
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• pp.261-281
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• 2023

The proliferation of online customer reviews has completely changed how consumers purchase. Consumers now heavily depend on authentic experiences shared by previous customers. However, deceptive reviews that aim to manipulate customer decision-making to promote or defame a product or service pose a risk to businesses and buyers. The studies investigating consumer perception of deceptive reviews found that one of the important cues is based on review content. This study aims to investigate the impact of the information amount of review on the review truthfulness. This study adopted the Information Manipulation Theory (IMT) as an overarching theory, which asserts that the violations of one or more of the Gricean maxim are deceptive behaviors. It is regarded as a quantity violation if the required information amount is not delivered or more information is delivered; that is an attempt at deception. A topic modeling algorithm is implemented to reveal the distribution of each topic embedded in a text. This study measures information amount as topic diversity based on the results of topic modeling, and topic diversity shows how heterogeneous a text review is. Two datasets of restaurant reviews on Yelp.com, which have Filtered (deceptive) and Unfiltered (genuine) reviews, were used to test the hypotheses. Reviews that contain more diverse topics tend to be truthful. However, excessive topic diversity produces an inverted U-shaped relationship with truthfulness. Moreover, we find an interaction effect between topic diversity and reviews' ratings. This result suggests that the impact of topic diversity is strengthened when deceptive reviews have lower ratings. This study contributes to the existing literature on IMT by building the connection between topic diversity in a review and its truthfulness. In addition, the empirical results show that topic diversity is a reliable measure for gauging information amount of reviews.

• 산경연구논집
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• 제10권5호
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• pp.49-58
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• 2019

Purpose - Consumer behaviors or decision-making process has been changing recently as the consumer environment, including mobile everyday life, has changed. In view of this changing consumer smart environment, this study aims to investigate structural relation about the influence omni-channel propensity and regulatory focus on consideration set formation. Research design, data, and methodology - In order to proceed with this study, we review previous studies and setting hypotheses. The hypothesis was verified through a survey that was conducted for university students with experience in purchasing in less than three months. With reference to previous studies, operational definition was made for the questionnaire design. From 2018 Nov. to 2019 Feb. Survey was conducted on the panel consumers who purchase item within that period. 315 collected survey data were used to verify hypotheses except the data that had incorrect values. This data were used for SPSS/AMOS for confirm hypothesis which developed by researcher. Results - The results of this study are as follows. First, Consumers were considering a more heterogeneous alternatives if they were more omni-channel propensity in the process of forming consideration set. Second, Consumers were more conscious of the price if they were more omni-channel propensity Third, Consumers were considering a more newness alternatives if they were more omni-channel propensity in the process of forming consideration set. Meanwhile, The results of the study on regulatory focus and consideration set relationships are as follows. Consumers were considering a more heterogeneous alternatives if they were more promotion focus tendency in the process of forming consideration set. Second, Prevention focus tendency were more conscious of the price in the process of considering alternatives. Third, Consumers were considering a more newness alternatives if they were more promotion focus tendency. Conclusions - Depending on the changing consumer environment, the omni-channel propensity was shown to influence the formation of the consideration set. Also, Regulatory focus of consumers significantly influence to formation of consideration set. this study also contributes to the development of the theory as well as the practical approach with understanding consumer decision process on smart(mobile) environment.

• 산경연구논집
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• 제10권3호
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• pp.25-33
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• 2019

Purpose - With the economic development in China, the lifestyle of Chinese customers has changed dramatically. Chinese customers are more likely to have coffee in a shop with the ability to make them happy than those with high quality coffee in a nice physical environment. Happiness becomes a critical driver of customers' intention to purchase a cup of coffee in a specific coffee shop again and again. As a result, happiness becomes an important factor for managers to make strategies for attracting customers. Although managers and scholars pay more attention to emphasize the importance of happiness in customers' consumption, little research has been conducted to investigate the relationship between happiness and coffee shop's continuous usage intention in the Chinese coffee industry. Research design, data, and methodology - A research model is made to explain the impact of happiness on customer's behavior. To understand the influence of happiness better, we consider two dimensions of happiness which are subjective well-being and psychological well-being. In order to confirm the relationships of the variables in the research model, the online survey is constructed in China. Customers who have experienced the services in a coffee shop are asked to do the questionnaire. With 453 reliable questionnaires, structural equation modeling is used to analyze the causal relationships of the coffee quality, physical environment, subjective well-being, psychological well-being, and continuous usage intention. Results - Results indicate that coffee quality and physical environment are not the direct factors that influence customers' continuous usage intention. However, good coffee quality and physical environment are the significant predictors of Chinese customers' happiness associated with subjective well-being and psychological well-being, which in turn affects customers' continuous usage intention. Conclusions - In this study, it is proposed that coffee quality and physical environment may be the key factors influencing customers' happiness. Happiness, including subjective well-being and psychological well-being matters in decision making process. More importantly, happiness increases the continuous usage intention when the coffee shop can serve customers with higher quality coffee at a good atmospheric place. Managers should consider happiness as an important factor in making marketing strategies to compete in this industry.