• 지식경영연구
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• 제14권1호
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• pp.73-94
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• 2013

Customer's purchase state consists of purchase inertia and variety-seeking. As the growing brand familiarity triggers the increase of brand attractiveness, customers purchase state will be of inertia. However the excessively growing brand familiarity ignites the decrease of brand attractiveness. Followingly the purchase state will be tend to plunge into the variety-seeking state. The main topic of this study is to validate the asymmetric formation of customer's purchase states between inertia and variety-seeking. In order to follow up the main topic, this article introduces a model to freely describe the velocity of value changes depending upon the purchase states. This model will help overcome the limitation of the past studies having been based on the symmetric value changes. Based on this approach marketer will be able to decide the timing of sales promotions. This research utilized local telecommunication carrier's database of smartphone application purchase/download records. This database was collected from two years (2009 and 2010) span, the time when the smartphones started commodifying in Korea whilst most of the past studies had used purchase data of maturity stage products. From this approach utilizing the introduction stage data in the product life cycle, the probability of brand choice depending upon the purchase state on the early-stage can be probed. Moreover, this study tries to expand the research methodology from the other areas of research by knowledge sharing. Here this study introduces the methodology of section-aggregated multinomial logit to simultaneously estimate the parameters that were included in the plural multinomial logit functions while the plural functions were inter-connected. This adoption of section-aggregated multinomial logit model procedures from the computerized statistics areas is expected to nourish the marketing research for more precise analysis and estimation of effects of marketing activities.

• Asia Marketing Journal
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• 제21권2호
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• pp.21-49
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• 2019

This study examines a model which simultaneously contains two paths between waiting line and purchase intention: one tested the positive effect of waiting line through consumers' perceived quality, whereas another one go through consumers' emotional state to test the negative effect of waiting line on purchase intention. To further understand perceived quality, the study divided perceived quality into perceived product quality and perceived service quality. The study used restaurants in the experiment. Results indicated that although long waits in line will directly increase both consumers' product quality perception and negative emotions, the total indirect effects on purchase intention are still significantly positive. For consumers' perceived service quality, long waiting situations have no such effect on it. Significant results from a moderation analysis also shown that consumers in low-level knowledge settings are more influenced by waiting lines than those in high-level knowledge settings when they make the product's quality-related judgment. However, the level of consumer knowledge does not moderate the relationship between waiting lines and service quality.

• 마케팅과학연구
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• 제17권2호
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• pp.75-97
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• 2007

Less than 3% of India's food basket, consists of processed food, therefore processed food can be viewed as an innovation or new product to Indian consumers. This research investigates the effects of product familiarity and reference groups on Indian consumers' attitudes and purchase behavior of new processed food products. For the study, the model is developed by modifying Cambel and Goodstein's (2001) "Moderate Incongruity Effect" to include important cross-cultural influences on attitudes and purchase decisions among Indian consumers. Empirical analysis was conducted through structural equation modeling (SEM). SEM results indicated that reference group influence has a stronger positive effect on consumers' attitudes and actual purchase behavior of more familiar processed foods than of less familiar processed food. In addition, attitudes have a stronger positive effect on consumers' actual purchase of more familiar than of less familiar processed foods.

• 복식문화연구
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• 제27권6호
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• pp.539-552
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• 2019

The purpose of the current study was to examine the role of information on shapewear's functionality in consumers' purchase decisions in an online shopping context. Through two steps of stimulus development process, four mock websites were developed to conduct a main study. In the main study, a 2 (visual information: absent vs. present images of the shapewear's functionality) x 2 (verbal information: absent vs. present descriptions of the shapewear's functionality) between-subject factorial design was employed to examine the impact of visual and verbal information regarding the functionality of shapewear on the consumer decision-making process (i.e., attitudes and purchase intentions). The results showed that verbal information about how shapewear reduces the size of specific body parts (i.e., waist, abdomen, hips, and thighs) were effective in increasing perceived attractiveness in an online context, which increased attitudes and purchase intentions. In addition, attitudes toward the shapewear mediated the effects of expected physical attractiveness on purchase intentions. The results of this study provided empirical support for the importance of expected physical attractiveness in consumers' online purchase decision on shapewear and useful managerial implications for enhancing the effectiveness of online shapewear presentations by including descriptions of the functionality of shapewear in decreasing the size of body parts.

• 한국지능시스템학회논문지
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• 제15권3호
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• pp.306-311
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• 2005

소비자의 구매패턴을 분석하기 위해서는 문화적 요인, 사회적 요인, 개인적 요인, 심리적 요인 등을 고려해야 한다. 소비자의 구매에 이르는 심리나 내부 상태까지 깊이 고려하여 분석하게 되면 소비자의 구매행동을 정확하게 예측하거나 구매요인을 추측할 수가 있기 때문에 기업에서는 소비자의 기호에 맞는 상품개발에 효과적으로 이용할 수가 있다. 이러한 요인들은 직접적인 정보처리로 분석하기 어렵기 때문에 불확실한 정보를 취급하는 기술이 필요하다. 베이지안 네트워크는 불완전한 자료나 관측이 불가능한 자료에도 대응이 가능하며 구매자의 구매에 이르는 심리나 내적상태등과 같은 관측이 곤란한 요소도 다룰 수 있다. 따라서 본 논문에서는 상품구매에 따르는 소비자의 구매행동 패턴을 분석하기 위해 판매자의 노하우와 소비자의 구매의식을 조사하여 이 데이터를 바탕으로 베이지안 네트워크를 구성하고 구매패턴을 예측하는 방법을 제안하였다. 베이지안 네트워크를 이용하여 불필요한 속성을 가진 데이터를 제거하고 코호넨의 SOM을 이용하여 소비자의 구매패턴을 분석하였다.

• International Journal of Human Ecology
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• 제10권2호
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• pp.55-69
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• 2009

The Purpose of the current study is to investigate the differences in cosmetics attribute evaluation, purchase motivation, and brand re-purchase intention with respect to shopping orientations of Korean female university students. Questionnaires were distributed to 250 female students at Kyungpook National University and 220 completed questionnaires were analyzed. The results were as follows. First, shopping orientations and cosmetics attribute evaluation each generated four factor solutions, whereas cosmetics purchase motivations produced three factors. Second, three consumer groups - Efficiency Shopper Group, Indifference Shopper Group Ambivalence Shopper Group - with different shopping orientations were identified. Third, the study found significant differences in consumers' attribute evaluation such as function and price among the groups. The study also revealed a significant difference in contingent purchase motivations and brand re-purchase intention among the groups. From these results, we could identify that cosmetics re-purchase intention was significantly different among three different groups with different shopping orientations. Furthermore, consumer classification according to shopping orientations in cosmetics product purchase can be used by cosmetics marketers and managers to establish product plan and marketing strategy development. Additionally, the current study has originality and value that the relationship between shopping orientation and re-purchase intention has not been studied very much in the cosmetics product domain.

• 경영정보학연구
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• 제1권2호
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• pp.73-87
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• 1999

• 한국의류학회지
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• 제22권6호
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• pp.760-771
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• 1998

The purpose of this study is to clarify the concept and construct of the problem recognition stage in consumer decision making process of apparel Purchase. This study was supplemented by the theoretical study and field interviews. 40 women were interviewed on their apparel purchase situation to identify problem recognition process. As a result, the concept of problem recognition in apparel purchase is the perceived difference between the ideal state of apparel affairs and the actual situation sufficient to arouse and activate the decision making process. And the problem recognition stage in apparel purchase is constituted of the following steps: gestation, categorization, problem definition, and purchase intention formation. In most cases, these four steps existed, but in some cases several steps were deleted or condensed.

• 대한가정학회지
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• 제40권7호
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• pp.83-100
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• 2002

The purpose of this study is to examine related variables to goods purchase by consumers using the home shopping of cable TV. For the purpose accomplishment, this study analyzed the variables which influence on the purchase by demographic variables, consumers'shopping propensity, perceived risk and benefit. The major findings are as follows; In the purchase of convenience goods, the variables which influence positively are sex, job(housewife), instantly impulse purchasing propensity, and diversity of goods information. On the other hand, the variables which influence negatively are risk of delivery & returned goods, and risk of quality. In the purchase of shopping goods, the variables which influence positively are state of marriage, job(nonspecialist), and diversity of goods information. On the other hand, the variables which influence negatively are pleasure of shopping-oriented, risk of delivery & returned goods, and risk of quality. In the purchase of specialty goods, the variables which influence positively are sex, income, convenience of time, and convenience of approach. On the other hand, the variables which influence negatively are pleasure of shopping-oriented, and risk of price & information restriction.

• 패션비즈니스
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• 제22권3호
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• pp.1-15
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• 2018

The purpose of this study is to address marketing strategies for the brand extension of university-licensed merchandise by investigating influences on intent to purchase a new university-licensed merchandise line, tartan. A survey questionnaire was developed and administered online to the major target market for university-licensed merchandise. Four hundred and fifty students and alumni from a US Midwestern university completed the survey. Respondents were asked to answer questions on university identification, perceived university prestige, perceived value of the university-licensed merchandise, intent to purchase a brand extension in university-licensed merchandise, and demographics. It was hypothesized that university identification (H1) and perceived university prestige (H2) are positively related to the perceived value of the university-licensed merchandise and that perceived value of the university-licensed merchandise is positively related to intent to purchase a brand extension in university-licensed merchandise (H3). The difference between students and alumni was also tested. Consumers with high university identification and high perceived university prestige highly valued the university-licensed merchandise. Consumers who perceived a high value of the current university-licensed merchandise displayed a strong intent to purchase a brand extension in university-licensed merchandise. There was no structural difference between the two groups. The study builds on existing research on the influences of attitudes toward the university and university-licensed merchandise on purchasing university-licensed merchandise, specifically investigating intent to purchase a brand extension in university-licensed merchandise. This study also extends previous brand-extension research into university-licensed merchandise.