Due to the saturation of the market and the economic downturn in 2008, the expansion rate of shops of convenience store chains in Taiwan has shrunk rapidly. In coping with this harsh external environment, all of the proprietors strive to implement varieties of promotion activities to boost their revenue. One of the most popular schemes is the "Whole Store Integrated Promotion Strategy" initiated by 7-Eleven in 2007. That is, by means of point collecting, customers can exchange for exclusive gifts or get a discount on certain products. The market response toward this activity is so strong that makes other competitors to follow suit immediately. Hence, this promotion skill has become the panacea for lifting sales. Thus, this study uses customers of convenience stores as the subject to analyze the impacts on impulsive buying behavior on different promotion activities and to understand the degree of customers¡¦ satisfaction after they finish their shopping. Meanwhile, the impulsivity traits and the social demographic variables of customers are included in this survey as well in order to find out their relationship with the impulsive buying behavior. The result reveals that the traditional price-discount promotion activity is favored and easier to induce impulsive buying behavior than the novel point collecting one. Besides, this study also finds out that the higher impulsivity trait the customer possesses the more possibility for them to conduct impulsive buying. As for customers' satisfaction, it shows that the higher degree of impulsive buying, the more satisfy the customer is.

Buying and selling of used goods is something that has been done for centuries. Throughout the last 20 years, rapid growth of second-hand products consumption has got the attention of researchers and raised the question why customers buy second-hand products. The growth of the Internet has developed different applications, and this combined with the introduction of new electronic devices, provides users with buying and selling facilities of goods over the Internet and mobile devices. The uses of social networks and smart-phones have also revolutionized the second-hand product market among all economic classes. The consumption of second-hand products is increasing daily. Therefore it is important to pay attention to the factors that affect the purchase of second-hand products since it is not a simple form of mercantilism. It's a lifestyle, a way to acquire goods that we need and get rid of those that we do not see as useful anymore. The purpose of this study is to create new knowledge in the area of second-hand products consumption and customer buying behavior by identifying factors that influence the customer in buying second-hand products. In order to fulfill the research purpose, a quantitative research approach and cross sectional research design were adopted. Questionnaires were designed using Google survey tool and through this method 169 questionnaires were collected from respondents. After which, SPSS was used to perform the required tests of descriptive statistics, reliability analysis, bivariate correlation, single item measurement and multiple regression analysis. It was observed that price was the most important factor influencing customers when purchasing second-hand products; risk is the second most influencing factor and brand is the third and location come last as most influencing factor.  The results show that the factors such as brand, price and purchase intention of second-hand products have no association and influence on each other during the purchase decision. In contrast, risk and location factors have a weak association with each other but both factors lack association with brand, price and intention. This study contributes to the existing literature on second-hand products consumption and customer buying behavior as well as touching upon theories of brand, price, risk, and seller location.

Influencer marketing has become a significant marketing tool for companies since the profession as an influencer is emerging. Especially on Instagram as it is one of the biggest social media platforms for influencers. This results in a change for followers also being consumers since more products are being marketed through Instagram. Further, the easy access of mobile devices makes it effortless to purchase products endorsed by influencers. Previous research exists about Influencer marketing, m-shopping and impulse buying behavior. However, an opportunity was found to study the relation of these. Thus, this paper focus on investigating factors on consumers mobile impulse buying behavior affected by influencers, in the context of Instagram. The purpose of this thesis was to investigate influencers impact on consumers mobile impulse buying behavior, analyzing through the social media platform of Instagram. A study with mixed method research design was conducted to carry out the purpose of this thesis. The qualitative data was collected through semi-structured interviews with the aim to discover in what way Instagram influencers affect consumers mobile impulse buying behavior. The themes and codes acquired from the findings of the qualitative study were tested with a questionnaire through a quantitative study, this to identify which factors impact the consumer’s mobile impulse buying behavior the from Instagram influencers. The empirical evidence suggests that the Relation to influencers content, Perception of influencer, Conscious spontaneous purchase and Cause of purchase are factors that have an impact on consumers mobile impulse buying behavior by influencers on Instagram. The empirical evidence further implies an influential process between the different factors. Tough, it was not tested how they were related as the study did not aim to compare the interrelation between the factors.

Os investimentos em Tecnologia da Informação (TI) precisam ser estudados com maior cautela. No entanto, a decisão de compra deste tipo de bem passa por uma série de reflexões, algumas destas vão além de uma avaliação puramente racional. As etapas e a relação existente entre os agentes envolvidos em um processo de compra tornam a decisão bastante complexa e baseada fundamentalmente em percepções. Assim, é objetivo desta dissertação identificar atributos que influenciam na decisão de compra corporativa de software. Para tanto, dividiu-se o estudo em duas etapas principais. Em um primeiro momento, foram realizadas entrevistas em profundidade junto a 7 executivos da área comercial de 6 empresas de TI, selecionadas em função da variedade de clientes e das políticas de comercialização. Neste estágio, tratou-se sobre a condução de negociações e sobre a forma como estes executivos identificavam atributos levados em consideração pelos seus prospectos/clientes. Posteriormente, foi realizado um estudo de caso em uma das empresas fornecedoras consideradas na primeira etapa, ocasião na qual foi possível investigar negociações específicas mantidas com 7 clientes. Baseou-se, para tanto, em entrevistas em profundidade, análise dos materiais e documentos trocados e sondagens com vendedores responsáveis. Como resultados, foram elencados atributos relevantes na decisão de compra de software (na visão de clientes e fornecedores), os quais contribuíram, para a definição de um modelo de decisão de compra. Ao final, são feitas algumas considerações sobre a aplicação do modelo, bem como são tecidas algumas considerações sobre a abrangência do estudo e suas limitações. / It is well known that investments in Information Technology (IT) need to be studied carefully. However, the acquisition decision for this kind of product comes through several reflections, some of which go beyond a pure rational evaluation. The steps and relations between the actors involved in an acquisition process make the decision complex and based fundamentally in perceptions. In this context, the goal of this research is to identify aspects that influence the decision of software buying in corporative acquisitions. To achieve this purpose, the study was divided in two main stages. At first, in-depth interviews with 7 executives from the commercial areas of 6 IT companies were carried out. The companies were chosen based on the variety of clients and commercial policies. At this stage, the focus was kept on negotiation process and on the ways that these executives identified aspects considered by their prospects and clients. Later, a case study was developed in one of the IT companies considered in the first stage of this study, occasion in which it was possible to investigate specific negotiations carried out with 7 clients. This part was based on in-depth interviews, material and document analysis and contact with the sales team. As results, relevant aspects of software adoption decision (from seller and buyer’s point of view) were found. These aspects contributed the conception of the decision of adoption model. At the end, some considerations were made about the application of the model and about the study’s field and limitations.

Os investimentos em Tecnologia da Informação (TI) precisam ser estudados com maior cautela. No entanto, a decisão de compra deste tipo de bem passa por uma série de reflexões, algumas destas vão além de uma avaliação puramente racional. As etapas e a relação existente entre os agentes envolvidos em um processo de compra tornam a decisão bastante complexa e baseada fundamentalmente em percepções. Assim, é objetivo desta dissertação identificar atributos que influenciam na decisão de compra corporativa de software. Para tanto, dividiu-se o estudo em duas etapas principais. Em um primeiro momento, foram realizadas entrevistas em profundidade junto a 7 executivos da área comercial de 6 empresas de TI, selecionadas em função da variedade de clientes e das políticas de comercialização. Neste estágio, tratou-se sobre a condução de negociações e sobre a forma como estes executivos identificavam atributos levados em consideração pelos seus prospectos/clientes. Posteriormente, foi realizado um estudo de caso em uma das empresas fornecedoras consideradas na primeira etapa, ocasião na qual foi possível investigar negociações específicas mantidas com 7 clientes. Baseou-se, para tanto, em entrevistas em profundidade, análise dos materiais e documentos trocados e sondagens com vendedores responsáveis. Como resultados, foram elencados atributos relevantes na decisão de compra de software (na visão de clientes e fornecedores), os quais contribuíram, para a definição de um modelo de decisão de compra. Ao final, são feitas algumas considerações sobre a aplicação do modelo, bem como são tecidas algumas considerações sobre a abrangência do estudo e suas limitações. / It is well known that investments in Information Technology (IT) need to be studied carefully. However, the acquisition decision for this kind of product comes through several reflections, some of which go beyond a pure rational evaluation. The steps and relations between the actors involved in an acquisition process make the decision complex and based fundamentally in perceptions. In this context, the goal of this research is to identify aspects that influence the decision of software buying in corporative acquisitions. To achieve this purpose, the study was divided in two main stages. At first, in-depth interviews with 7 executives from the commercial areas of 6 IT companies were carried out. The companies were chosen based on the variety of clients and commercial policies. At this stage, the focus was kept on negotiation process and on the ways that these executives identified aspects considered by their prospects and clients. Later, a case study was developed in one of the IT companies considered in the first stage of this study, occasion in which it was possible to investigate specific negotiations carried out with 7 clients. This part was based on in-depth interviews, material and document analysis and contact with the sales team. As results, relevant aspects of software adoption decision (from seller and buyer’s point of view) were found. These aspects contributed the conception of the decision of adoption model. At the end, some considerations were made about the application of the model and about the study’s field and limitations.

Os investimentos em Tecnologia da Informação (TI) precisam ser estudados com maior cautela. No entanto, a decisão de compra deste tipo de bem passa por uma série de reflexões, algumas destas vão além de uma avaliação puramente racional. As etapas e a relação existente entre os agentes envolvidos em um processo de compra tornam a decisão bastante complexa e baseada fundamentalmente em percepções. Assim, é objetivo desta dissertação identificar atributos que influenciam na decisão de compra corporativa de software. Para tanto, dividiu-se o estudo em duas etapas principais. Em um primeiro momento, foram realizadas entrevistas em profundidade junto a 7 executivos da área comercial de 6 empresas de TI, selecionadas em função da variedade de clientes e das políticas de comercialização. Neste estágio, tratou-se sobre a condução de negociações e sobre a forma como estes executivos identificavam atributos levados em consideração pelos seus prospectos/clientes. Posteriormente, foi realizado um estudo de caso em uma das empresas fornecedoras consideradas na primeira etapa, ocasião na qual foi possível investigar negociações específicas mantidas com 7 clientes. Baseou-se, para tanto, em entrevistas em profundidade, análise dos materiais e documentos trocados e sondagens com vendedores responsáveis. Como resultados, foram elencados atributos relevantes na decisão de compra de software (na visão de clientes e fornecedores), os quais contribuíram, para a definição de um modelo de decisão de compra. Ao final, são feitas algumas considerações sobre a aplicação do modelo, bem como são tecidas algumas considerações sobre a abrangência do estudo e suas limitações. / It is well known that investments in Information Technology (IT) need to be studied carefully. However, the acquisition decision for this kind of product comes through several reflections, some of which go beyond a pure rational evaluation. The steps and relations between the actors involved in an acquisition process make the decision complex and based fundamentally in perceptions. In this context, the goal of this research is to identify aspects that influence the decision of software buying in corporative acquisitions. To achieve this purpose, the study was divided in two main stages. At first, in-depth interviews with 7 executives from the commercial areas of 6 IT companies were carried out. The companies were chosen based on the variety of clients and commercial policies. At this stage, the focus was kept on negotiation process and on the ways that these executives identified aspects considered by their prospects and clients. Later, a case study was developed in one of the IT companies considered in the first stage of this study, occasion in which it was possible to investigate specific negotiations carried out with 7 clients. This part was based on in-depth interviews, material and document analysis and contact with the sales team. As results, relevant aspects of software adoption decision (from seller and buyer’s point of view) were found. These aspects contributed the conception of the decision of adoption model. At the end, some considerations were made about the application of the model and about the study’s field and limitations.

What influences online service quality and how is service quality linked to customer satisfaction? This dissertation addresses these important questions using four alternative operationalizations of the service dimensions: expectations minus perceptions (E-P), a direct measure of the expectations - perceptions gap (direct), the perceptions measure only (P), and expectations minus perceptions adjusted for the absolute level of perceptions P-(E-P). Separate structural equation models are estimated for each measurement operationalization. The study found that E-P variables were not highly reliable and the discriminant validity for all models between service quality predictors was not high. A simple overall measure of service quality outperformed independent service dimensions for all models. The only significant individual predictors were sense of internet community and site customization. This study found that Internet buyers are not greatly sensitive to individual service dimensions which seem to act as indicators of a holistic latent service evaluation variable. Buyers are more sensitive to the transaction outcome than its process. A halo effect across service dimensions was also found. Satisfaction was linked to only cognitive, affective, and conative loyalty but not behavioral loyalty. When word of mouth was used as a proxy loyalty measure satisfaction explained more of the variance than the loyalty variables in all models. In assessing overall service, performance managers can use the overall variable. But given that a halo effect was found in this study, identifying and managing specific service dimensions is difficult.

Till följd av de stora miljöutmaningar som världen står inför idag, där majoriteten av dem orsakats av människan, har ett hållbart konsumtionsbeteende blivit alltmer betydelsefullt. För att uppnå ett hållbart konsumtionsbeteende bör butikers gemensamma mål vara att involvera kunder till att handla mer hållbart samt främja miljövänliga och hållbara produkter. Tidigare forskning indikerar att konsumenter ofta vill konsumera mer hållbart men misslyckas emellanåt att konsumera efter sina värderingar, bland annat på grund av bristande information eller av ouppmärksamhet. Digitala skärmar kan anses vara ett fördelaktigt marknadsföringsverktyg för att främja hållbar konsumtion då det engagerar flera mänskliga sinnen samt tillkallar uppmärksamhet hos kunden. Syftet med studien är att empiriskt undersöka hur olika innehåll på en digital skärm kan påverka försäljningen av en specifik marknadsförd ”hållbar” respektive ”icke-hållbar” produkt. För att besvara syftet genomfördes ett fältexperiment på två likvärdiga avfallspåsar i en stormarknad där ena alternativet var ”hållbart” och det andra ”icke-hållbart”. Vidareplacerades en digital skärm ovanför de båda alternativen med ett affektivt innehåll under ena veckan och ett socialt validerande innehåll under den andra veckan. Studien utgick från en kvantitativ forskningsstrategi där resultaten baserades på försäljningsdata framtagen från de olika försäljningsplatserna. Studien indikerar att innehållen på den digitala skärmen inte påverkade kunders beslut vidvalet mellan den ”hållbara” och den ”icke-hållbara” avfallspåsen, då försäljningen av den ”icke-hållbara” avfallspåsen genomgående såldes mer än den ”hållbara”. I stället för att kunderna blev påverkade av hållbarhetsaspekten som förmedlades via skärmen kan det antas att andra faktorer såsom vanor och rutiner samt placering i butiken hade en störrepåverkan på kundernas beslut. Vidare framkommer vikten av butikernas inflytande vid kunders konsumtion, både med vilka varor de väljer att exponera och marknadsföra samt hur de väljer att bemöta kunden både verbalt och via skyltning. / As a result of the major environmental challenges facing the world today, where the majority of these have been caused by humans, sustainable consumption behavior has become increasingly important. To achieve sustainable consumption behavior, the common goal of stores should be to involve customers in more sustainable shopping behavior and to promote environmentally friendly and sustainable products. Previous research indicates that customers often want to consume more sustainably but sometimes fail to consume according to their values, among other things due to lack of information or inattention. Digital screens can be considered as a beneficial marketing tool to promote sustainable consumption as it engages several human senses and attracts customer attention. The purpose of the study is to empirically investigate how different content on a digital screen can affect the sales of a specific marketed sustainable and non-sustainable product. To answer the purpose, a field experiment was carried out on two equivalent waste bags in a supermarket where one alternative was sustainable and the other non-sustainable. Furthermore, a digital screen was placed above the two alternatives with an affective content for one week, and socially validating content during the second week. The study was based on a quantitative research strategy where the results were based on sales data produced from the various points of sale. The study indicates that the contents of the digital screen did not influence customers' decisions in the choice between the sustainable and the non-sustainable waste bag, as sales of the non-sustainable waste bag were consistently sold more than the sustainable one. Instead of the customers being influenced by the sustainability aspect that was conveyed via the screen, it can be assumed that other factors such as habits and routines as well as locations in the store had a greater impact on the customers' decisions. Furthermore, the importance of the stores 'influence on customers' consumption emerges, both in which goods they choose to expose and market and how they choose to respond to customers both verbally and via signage.

Introduction: In today's business environment in Bangladesh, social media has become an integral component of the marketing process. Social networking services are increasingly being used in various businesses throughout the world. By using a digital platform, e-commerce businesses may quickly reach a considerable number of Bangladeshi customers. Bangladesh's E-Commerce sector also provides the chance to interact with clients more efficiently and effectively by leveraging new technology. Purpose: The purpose of this research is to illustrate the concept of Digital Bangladesh, and its connection with consumers buying behavior, and how it is improving the online shopping patterns , and behaviors in Social Media. Methodology: The thesis is more inductive, providing descriptive information to the scientific findings and interpretation. A qualitative analysis approach was chosen for this thesis. This research follows the primary data collection mode and entirely based the research on the collected data. Findings: Social Media impact significantly every step of buyers in the overall buying behavior of consumers in Digital Bangladesh. The reasons are mainly because social media bring convenience to people, consumers can spend more time on it. Limitations: The limitation in this research indicates the massive, and significant possibilities the empirical testing of the main aptitude needs to exist in many contexts for the theory to have a strong balance.

Influencer marketing är en effektiv marknadsföringsmetod för att öka köpbeteendet hos konsumenter. Uppsatsens fokus är att undersöka Millenials och Generation Z:s klädkonsumtion av Fast Fashion och hur de påverkas av Influencer marketing samt förhållningssätt till miljöfrågor vid klädköp. En växande klädkonsumtion och klädtillverkning går inte ihop med behovet av att konsumera mindre och engagera sig kring miljöfrågor. En studie har genomförts i form av intervjuer med strategiskt utvalda respondenter inom generationskategorierna Millennials och Generation Z. Resultatet visar att generationerna inte reflekterar över den miljöpåverkan klädindustrin har, samt att kvinnor och yngre personer i större utsträckning än män och äldre personer påverkas av Influencer marketing. Resultatet visar även att Influencer marketing är ett mycket effektivt marknadsföringsverktyg för att öka köpbeteendet hos konsumenter.