• 제목/요약/키워드: search and purchase behavior

검색결과 104건 처리시간 0.019초

상품후기 작성자에 대해 상품후기 독자가 느끼는 유사성이 상품후기 독자에게 미치는 영향 (Effects of Perceived Similarity between Consumers and Product Reviewers on Consumer Behaviors)

  • 김지영;서응교;서길수
    • Asia pacific journal of information systems
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    • 제18권3호
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    • pp.67-90
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    • 2008
  • Prior to making choices among online products and services, consumers often search online product reviews written by other consumers. Online product reviews have great influences on consumer behavior because they are believed to be more reliable than information provided by sellers. However, ever-increasing lists of product reviews make it difficult for consumers to find the right information efficiently. A customized search mechanism is a method to provide personalized information which fits the user's requirements. This study examines effects of a customized search mechanism and perceived similarity between consumers and product reviewers on consumer behaviors. More specifically, we address the following research questions: (1) Can a customized search mechanism increase perceived similarity between product review authors and readers? (2) Are product reviews perceived as more credible when product reviews were written by the authors perceived similar to them? (3) Does credibility of product reviews have a positive impact on acceptance of product reviews? (4) Does acceptance of product reviews have an influence on purchase intention of the readers? To examine these research questions, a lab experiment with a between-subject factor (whether a customized search mechanism is provided or not) design was employed. In order to enhance mundane realism and increase generalizability of the findings, the experiment sites were built based on a real online store, cherrya.com (http://www.cherrya.com/). Sixty participants were drawn from a pool that consisted of undergraduate and graduate students in a large university. Participation was voluntary; all the participants received 5,000 won to encourage their motivation and involvement in the experiment tasks. In addition, 15 participants, who selected by a random draw, received 30,000 won to actually purchase the product that he or she decided to buy during the experiment. Of the 60 participants, 25 were male and 35 were female. In examining the homogeneity between the two groups, the results of t-tests revealed no significant difference in gender, age, academic years, online shopping experience, and Internet usage. To test our research model, we completed tests of the measurement models and the structural models using PLS Graph version 3.00. The analysis confirmed individual item reliability, internal consistency, and discriminant validity of measurements. The results show that participants feel more credible when product reviews were written by the authors perceived similar to them, credibility of product reviews have a positive impact on acceptance of product reviews, and acceptance of product reviews have an influence on purchase intention of the readers. However, a customized search mechanism did not increase perceived similarity between product review authors and readers. The results imply that there is an urgent need to develop a better customized search tool in order to increase perceived similarity between product review authors and readers.

개인검색기반 키워드광고 구매전환모형 개발 (Developing the Purchase Conversion Model of the Keyword Advertising Based on the Individual Search)

  • 이동일;김현교
    • 한국경영과학회지
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    • 제38권1호
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    • pp.123-138
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    • 2013
  • Keyword advertising has been used as a promotion tool rather than the advertising itself to online retailers. This is because the online retailer expects the direct sales increase when they deploy the keyword sponsorship. In practice, many online sellers rely on keyword advertising to promote their sales in short term with limited budget. Most of the previous researches use direct revenue factors as dependent variables such as CTR (click through rate) and CVI (conversion per impression) in their researches on the keyword advertising[14, 16, 22, 25, 31, 32]. Previous studies were, however, conducted in the context of aggregate-level due to the limitations on the data availability. These researches cannot evaluate the performance of keyword advertising in the individual level. To overcome these limitations, our research focuses on conversion of keyword advertising in individual-level. Also, we consider manageable factors as independent variables in terms of online retailers (the costs of keyword by implementation methods and meanings of keyword). In our study we developed the keyword advertising conversion model in the individual-level. With our model, we can make some theoretical findings and managerial implications. Practically, in the case of a fixed cost plan, an increase of the number of clicks is revealed as an effective way. However, higher average CPC is not significantly effective in increasing probability of purchase conversion. When this type (fixed cost plan) of implementation could not generate a lot of clicks, it cannot significantly increase the probability of purchase choice. Theoretically, we consider the promotional attributes which influence consumer purchase behavior and conduct individuals-level research based on the actual data. Limitations and future direction of the study are discussed.

기능성 소재 스포츠웨어 구입시의 정보이용행태 -의복 및 스포츠 관심의 영향- (Information Search Behavior in Functional Sportswear Purchasing -Focused on Clothing and Sports Concern-)

  • 문지현;전은경;유화숙
    • 한국의류학회지
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    • 제32권11호
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    • pp.1814-1824
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    • 2008
  • The purpose of this study was to investigate the information search behavior in functional sportswear purchasing by clothing and sports concern variables. Functional sportswear means sportswear made of functional clothing materials. The information search behavior in this study included information sources, information seeking attributes, information search differences between when consumers buy functional sportswear and when they purchase nonfunctional sportswear, and information characteristics. For this purpose, 500 questionnaires had been distributed to university students and 409 of which were used in the study. For data analysis, frequency, reliability analysis, factor analysis, and t-test were used. The results were as follows: first, the friends showed to be the most effective information source of functional clothing materials sportswear and internet revealed to be the information source that made the most frequent use of. The experts appeared to be the most reliable information source. Second, the more the students were concerned about clothing and sports, the more important they considered information seeking attributes. Third, in the aspects of information search differences between when consumers bought functional sportswear and when they purchased nonfunctional sportswear, only sports concern variables showed to be significant. The last, regardless of clothing and sports concern variables, it was found that customers considered all the information characteristics important.

인터넷 쇼핑에서 의류제품 반품행동 결정요인 (A Study on the Determinant Factors on Return in Internet Clothing Purchase)

  • 지혜경
    • 한국의류학회지
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    • 제32권12호
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    • pp.1891-1902
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    • 2008
  • 본 연구는 점점 더 경쟁이 심화되고 있는 인터넷 의류시장에서 기업의 수익과 제품 관리에 영향을 미치는 소비자들의 반품행동에 관심을 갖고, 이들 반품에 영향을 미치는 결정요인 및 영향요인들의 경로관계를 규명하고자 하였다. 본 연구를 위해 인터넷 의류구매경험이 있는 20대 및 30대 남녀 소비자 517명에게 설문조사를 하였다. 반품행동에 영향을 미치는 요인의 영향을 알아본 결과, 반품여부에는 위험지각, 정보탐색, 충동구매, 구매경험, 연령이 정적인 영향을 미쳤으며 반품정도에는 충동구매, 구매경험, 성이 유의한 영향을 미쳤으나 위험지각, 정보탐색, 연령은 유의하지 않은 것으로 나타났다. 한편 반품의도에는 위험지각, 성, 연령의 영향은 유의하였으나 정보탐색, 충동구매, 구매경험의 영향은 유의하지 않은 것으로 나타났다. 반품행동에 영향을 미치는 요인들의 경로관계를 분석한 결과, 반품여부에는 위험지각이 정적으로 직접적 영향을 미치고 정보탐색은 직접적 영향뿐만 아니라 구매경험 및 충동구매를 통한 간접적 영향도 미치는 것으로 나타났다. 또한 반품정도에는 위험지각의 영향은 없었고 정보탐색은 구매경험과 충동구매를 매개로 한 간접적 영향을 미치는 것으로 나타났다. 본 연구는 인터넷 쇼핑몰이 반품율을 감소시키고 반품정책을 수립하는데 필요한 소비자들의 반품행동특성을 제공하였다는데 의의가 있다.

의류제품 판매원에 대한 고객만족과 판매원충성도에 대한 연구 (A Study of Customer satisfaction of Salesperson and Salesperson Loyalty in Apparel stores)

  • 조은영;구양숙
    • 한국의류학회지
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    • 제26권3_4호
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    • pp.431-442
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    • 2002
  • The purpose of this study was to identify the importance of salesperson selling behavior such as salesperson's orientation, similarity with customers and expertise as well as the relationship benefits of salesperson. A total of 400 questionnaires were distributed to adults in Daegu-Kyongbuk area and 335 questionnaires were collected(84%) and 314 samples were used for the statistical analysis. The primary methods of the statistical analysis were factor analysis, confirmatory factor analysis, correlation and path analysis using LISREL 8. The results are as follows: First, clothings salesperson's customer-orientation(p < .10), expertise, similarity (p< .10) and salesperson's functional, social benefits showed positive relation with customer satisfaction. And salesperson's selling-orientation influenced customer satisfaction of salesperson negatively. In addition customer satisfaction of salesperson showed positive relation with salesperson loyalty and satisfaction of the stores. Second, the salesperson loyalty showed positive relation with store loyalty and word-of-mouth but showed negative relation with post-purchase information search. Customer satisfaction of stores showed negative relation with post-purchase information search but no meaningful relation with store loyalty and word-of-mouth.

수용자의 상호작용성과 제품관여도에 따른 양방향 TV광고 효과 (A Study on the Interactive Television Advertisement's Effect through the Involvement of and Interaction with Audience)

  • 양영종
    • 디지털융복합연구
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    • 제6권4호
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    • pp.63-71
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    • 2008
  • This study researches the effectiveness of interactive TV advertising focusing on the factors of audience involvement and interaction. The study began with the effective measurement of interactive television advertisements. Interactive television advertisements have different concepts than existing television advertisements. This study mainly focuses on the characteristics of audience interaction and experiments based on the data of 78 persons for measurement. In the experiments, the characteristics were categorized according to search time, specifically the number of searched pages about interactive television advertisement. Hypothesis 1 reveals that the interaction of the audience increases when the advertising attitude, brand attitude, and purchase intentions also increase. Hypothesis 2 finds that the involvement of the audience increases when the advertising attitude, brand attitude, and purchase intentions also increase. By studying these consumer characteristics and behavior, a new method of effective measurement for interactive television advertisement is uncovered. The new method includes not only existing measurement elements of television advertisement which include attitude about advertising and brand, and customer purpose, but also the features of interactive television advertisement like customer search time. According to this research on interactive television advertisement, the interaction with and involvement of the audience are highly influential variables.

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인터넷 쇼핑몰 소비자의 의류제품 반품 경험에 따른 반품 요인, 정보 탐색, 위험 지각 특성 (The Characteristics of Return Factor, Information Search and Perceived Risks by Return Experience in Internet Clothing Purchase)

  • 지혜경
    • 한국의상디자인학회지
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    • 제10권3호
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    • pp.149-161
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    • 2008
  • Internet shopping provides convenience to consumers, however, in recent years the consumer's return rate and return-related disputes continue to increase. This article examines the characteristics of return behavior through return experiences of internet clothing purchases. For an empirical study, questionnaires were handed out to 317 undergraduate male and female students, in which the results had been used for data analysis. Data were analyzed through SPSS 12.0 software, descriptive statistics, factor analysis, t-test, ANDVA analysis, Duncan test, and $x^2-test$. The results are the following: The analysis of consumers' return factor for clothes in Internet shopping showed there are five factors: product and quality, delivery, impulse buying, change of mind, and service. There is a significant difference in product quality of return factors depending on the availability of the return experience. Thus, consumers with return experience showed more return tendency owing to product quality factor than consumers without return experience. The availability of consumer's return experience was significantly related to information search. Consumers with return experience showed more consistent information search than consumers without return experience. There were significant differences in perceived risks depending on the availability and degree of consumer's return experience. In other words, consumers with return experience perceived more account related risk than consumers without return experience. Moreover, the more return experience the consumer has, the more risks consumers perceived in product performance.

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Building a Customer Satisfaction Information System for Intensified Strategy Development

  • Koo, Ja-Yeoul
    • 마케팅과학연구
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    • 제6권
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    • pp.167-184
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    • 2000
  • Previous models of consumer post-purchase evaluation behavior have treated customer satisfaction as a transaction-specific construct. In the present paper, a conceptual framework that describes customer satisfaction measurement as a process is developed. The framework explains customer satisfaction as a dynamic process encompassing five stages-search, interaction, experience, service, and longevity. It is proposed that organizations should develop information systems to measure customer satisfaction during all five of the stages and disseminate such information throughout the organization as part of their Total Quality Management efforts.

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의복구매 의사결정과정의 가격탐색에 따른 가격반응 유형 (Types of Consumer Responses to Price Based on Price Search)

  • 윤남희;이은영
    • 한국의류학회지
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    • 제34권8호
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    • pp.1403-1414
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    • 2010
  • Consumer decisions and responses about the price to pay vary. Some consumers might decide the appropriate price range prior to shopping, while others compare and evaluate prices. Especially, consumers can have different reference points for price evaluation based on various price searching behavior that represent heterogeneous responses for prices in the clothing purchase decision-making process. This research identifies how consumers evaluate the price and helps explain their decision-making based on price searches. By analyzing qualitative research, we found that consumers recalled price information as a representative indicator and product level price information through the internal search. Their level of internal references can be an important factor affecting price evaluations. In addition, each consumer groups were subdivided into high and low external searching. The four types of responses to price were classified in the price search process and the identified differences in the price evaluation. Therefore, pricing strategy needs to be differentiated for these various consumer types.

의복관여와 정보원 활용에 관한 연구 -여자 중.고교생을 중심으로- (Use of Fashion Information Sources and Clothing Involvement of Middle and High School Girls)

  • 전경숙
    • 복식
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    • 제52권4호
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    • pp.75-85
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    • 2002
  • The degree of involvement was known to shape the types of decision- process behavior of consumers. The types of information search would be influenced according to the degree of involvement. The purpose of this study was to find out the fashion information sources used in clothing purchase, and to clarify the interrelationship of clothing involvement and information sources. The middle and high school girls in Seoul were the subjects of the study. The information sources were classified into three types; marketer-oriented, internal and personal sources. Fashion informations spreaded by mass media were the most diversely used by teens. Among fashion information sources, ‘my own thoughts and experiences’ was counted as the most important one. And ‘interior and display of the shop’ was more important than the other marketer-oriented informations. Clothing involvement in the aspect of pleasure/symbol showed meaningful correlation with the information of ‘street fashion’, but in the aspect of fashion consciousness, ‘fashion of movie stars and celebrities’was the most significant information source. It seemed that ‘fashion articles in the magazines’ was used to reduce perceived risk in clothing purchase.