• 한국디지털정책학회:학술대회논문집
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• 2007.06a
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• pp.205-214
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• 2007

This paper aimed to exam the influence factor of purchasing decision making of industrial buyer and analyze their effects on success. To accomplish this purpose, this study examined previous studies and summarized influence factors of purchasing decision making of industrial buyer. From previous studies, we drew influence factor. influence factor is buying center, character of industrial goods provider, perceive risk.

• Journal of Family Resource Management and Policy Review
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• v.5 no.1
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• pp.15-31
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• 2001

The purpose of this study is to identify participation-types of the family in the purchasing decision-making on items of commodities (TV, refrigerator, furniture, passenger car, housing, vacation, saving, husbands’clothing and children’s clothing). The other thing is to find who is major factors in each of the decision-making stages(the recognition of problem, the searching of information, the evaluation of alternatives and purchasing) among the subjects of decision-making (husband, wife, couple combination and family combination). To complete the purpose, the data were collected through questionnaire which 549 wives living in Seoul answered. From the data, frequency, percentage and correspondence analysis were executed by SPSS. The results of this study were briefly summarized as follows; Wives played an important role on all of decision-making stages for refrigerator, furniture, children’s clothing and husbands’clothing. Husbands played an important role on vacation and passenger car. And in case of saving, TV and housing, couple combination played an important role. It means that wives have a major influence on the purchasing process.

• Journal of Digital Convergence
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• v.6 no.3
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• pp.121-129
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• 2008

This paper aimed to exam the influence factor of purchasing decision making of industrial buyer and analyzed their effects on success. From the previous studies, we extracted influence factor which are buying center, character of Industrial goods provider. The result showed the difference in the purchasing decision-making process in accordance with the type of buying task(Hypothesis 1). And a test was made the difference in the mode of purchase decision-making(Hypothesis 2). A test was made the difference in supplier's evaluative criterion in accordance with the type of buying task(Hypothesis 3).

• Journal of the Korean Society of Clothing and Textiles
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• v.16 no.1 s.41
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• pp.137-146
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• 1992

As a preliminary work for the interrelations between individuals' learning style and their consumer decision-making styles in purchasing apparel, its theoretical backgrounds were reviewed. Several major approaches to measuring and characterizing learning styles were theories of Hunt, Schroder, Kolb, and sproles. - Relevant literature suggests several consumer decision-making styles including Morchis' and Sproles'. Researches on the practical' implication of theoretical learning styles model in the area of consumer decision-making styles were also explored.

• Journal of Families and Better Life
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• v.5 no.2
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• pp.109-125
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• 1987

Previous studies show that working wives in the market contribute to the family economy that affects the family member's behaviors as consumers. Accordingly, the consumer behavior among working wives would be differ form that among nonworking wives. As the number of working wives in the market is increasing, this study focuses on the estimation of the degree of rationality in purchasing decision making among wives in relation to their working status. Therefore, this study attempts to construct an rationality index of a purchasing decision making both at a high and a low involvement situation by working and nonworking wives, and analyzes the differences in the results of the two groups. This study also examines how the rationality indices vary with the selected socioeconomic variables. The data are obtained from self-administered questionnaires from a sample of 217 working and 191 nonworking wives at Seoul and Seongnam in 1986. The statistical methods used in this study are Factor Analysis, Multiple Regression, and Analysis of Variances. The major findings of this study are as follows; 1) The mean value of the rationality index among nonworking wives is higher than that among working wives. Under a high involvement situation, the mean value of the rationality index among working wives is negative. Therefore, it is likely that nonworking wives make purchasing decisions more rationally than working wives. 2) The higher the degree of wive's education, the more rational the purchasing decision making. Under a low involvement situation, the higher the monthly family income, the more rational the purchasing decision making . under the same situation, the shorter the duration of marriage , the more rational the purchasing decision making. 3) Under a low involvement situation, the rationality indices of working wives vary with their occupations. The rationality indices among those in selling and service jobs are lower than those among those in professional jobs. 4) The impact of the selected socio-economic variables on the degree of the rationality in purchasing decision making differs depending on whether the wife is working or not. Under a low involvement situation, the positive impact of the monthly family income on the rationality in purchasing decision making is stronger among nonworking wives than among working wives. Under the same situation, the negative impact of the duration of marriage on the rationality is stronger among nonworking wives than among working wives.

• Journal of Families and Better Life
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• v.4 no.2
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• pp.89-101
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• 1986

This study sought to investigate the presence and characteristics of postulated variables(involvement & empathy) that may moderate the need for overt conflict - resolving behavior when husbands and wives disagree on a certain purchasing subdecision and that may explain husband - wife decision - making patterns. For the above purpose, the analyses of this study are based on response of 180 husbands and wives(90 couples) to questions concerning 11 subdecisions of house and sofa-set purchasing decisions. The results are summarized as follows; 1) Income, education, and wives job do not significantly differenciate the levels of involvement and empathy except that education does the levels of wives involvement and empathy and that wives job does the levels of husbands involvement. 2) Husbands and wives indicate significantly different levels of involvement and empathy on most subdecisions. i. e., wives regard all subdecisions importantly. and on 3 subdecisions of joint decision - making pattern, they have the higher consideration for their husband's preferences. 3) Incongruency in husband - wife responses to the questions of decision - making patterns are moderate. 4) Husbands and wives involvement / empathy discriminate well the patterns of decision - making on various subdecisions within 2 product classes. Wives empathy accounts for much discriminating power in both instances. Thus, the need to add these involvement and empathy variables to models of family decision - making is sugguested.

• Journal of the Korean Home Economics Association
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• v.34 no.2
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• pp.341-353
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• 1996

The purpose of this research is to investigate the influence of demographic and housing life-style variables on evaluation or choice criteria to the decision making for purchasing house. The results of this research were as follows ; 1) In analysis on housing life-style according to demographic variables, it showed that the age group had significant difference in decoration pursuits ; the educational group had significant difference in self-expression ; the income group had significant difference in self-expression and interior function. 2) In analysis on evaluation or choice criteria of decision making for purchasing house according to demographic variables, it showed that : the age group had significant difference in surrounding environment ; the educational group had significant difference in interior environment, interior or exterior facilty, apartment management, economics and surrounding environment ; the income group had significant difference in avail of approach, convenience facilities, apartment management, economics and surrounding environment. 3) In analysis the influence of demographic and housing life-style variables on evaluation or choice criteria to decision making for purchasing house, it was effected on educational level, decoration pursuit, practicality and ostentation in interior environment ; decoration pursuit, self-expression, interior function and practicality in interior or exterior facility ; decoration pursuit, practicality and ostentation in avail ability of approach and convenience facilities ; self-expression, practicality and ostentation in apartment management and economics ; age level, income level, decoration pursuit, self-expression, practicality and ostentation in surrounding environment.

• Fashion & Textile Research Journal
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• v.13 no.4
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• pp.511-522
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• 2011

This study analyzed the effects of internet fashion consumer's impulse buying tendency on positive and negative purchasing behaviors. A survey was conducted from October 1 to December 15 in 2010, and 407 responses from internet fashion consumers who made impulse purchases on the internet at least once for the last 6 months were used in the data analysis. As a result, the impulse buying tendency of internet fashion consumers was classified into pure impulse buying, reminder impulse buying, suggestion impulse buying, and stimulus impulse buying. The positive purchasing behaviors such as repurchase intention and purchase satisfaction were influenced by the impulse buying tendency. The all factors of impulse buying tendency had an effect on repurchase intention, while purchase satisfaction was influenced by the reminder impulse buying, suggestion impulse buying, and stimulus impulse buying. The negative purchasing behaviors were classified into delay in decision making and switching intention of purchase. The delay in decision making was influenced by the stimulus impulse buying, suggestion impulse buying, and reminder impulse buying. Also, the reminder impulse buying, suggestion impulse buying and pure impulse buying had an effect on switching intention of purchase. In addition, there were significant differences in the impulse buying tendency and delay in decision making between male and female internet fashion consumers.

• Knowledge Management Research
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• v.8 no.1
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• pp.29-47
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• 2007

Threat is one special type of communication whereby one conveys opinion, knowledge, or attitude to another with an intention to influence and modify the latter's opinion or behavior. This research aims at identifying the antecedents and the effectiveness of threats applied in the process of purchasing decision-making. The research model integrates constructs derived from the literature of diverse discipline. The framework suggested explains the relative effects of threats, is tested empirically to verify the impacts on the influenced target's opinions and behaviors in buying centers. Data are collected from CAPM's members in Taiwan, and 208 respondents served as targets in the interpersonal relationships. LISREL findings indicate that threats are effective in winning a target's compliance. Additionally, influencing source's characteristics affect the choice of threats more strongly than target characteristics do. The relative ability of dependence on the source to cause manifest influence is even more significant than that of threats. Overall, the results of this study appear consistent with behavioral theories and research.

• The Journal of Information Systems
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• v.15 no.1
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• pp.121-144
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• 2006

For constructing the purchasing decision-making model to maximize customer value on the electronic commerce, Means-Ends Network model was used for identifying means and fundamental objectives and their relationships were analyzed by the structural equation. A questionnaire survey of 481 customers in their internet shopping experiences was conducted to extract valid means and fundamental objectives' factors. As a result, 6 means objectives shopping travel, shipping errors, vendor trust, online payment, product choice, and recommender systems and 3 fundamental objectives-shopping convenience, internet ecology, and customer support were founded. Using these 9 factors, structural equation was analyzed 4 times to ensure statistical validities and to establish new interrelationships among them. The results showed that fundamental objectives are affected by the strong relationships within means objectives. This interrelationship with mens and fundamental objectives is interpreted as the purchasing decision-making model to maximize customer value on the electronic commerce in this paper.