隨著資訊時代來臨、社群媒體普及，現今的消費者有能力從網路尋找多元的資訊進行購買決策，消費者也能互相交換資訊。YouTube的時尚美妝影片數量多、內容豐富，消費者在尋找產品或使用教學的影片時，會將其作為搜尋來源之一，並相信這些內容不具商業利益，客觀且公正。 美妝YouTuber樂於創作影音內容，分享產品資訊、購物經驗、和生活事物等議題，進而培養出一群訂閱的觀眾，成為具社群影響力的網路名人；然而這些YouTuber如何影響消費者、為何能吸引特定族群的消費者，目前國內外相關的研究仍十分稀少。 本研究以美妝影音部落格和美妝消費者為研究對象，探討「美妝消費者的購買決策過程，及其如何受到YouTuber之影響」，採用質性的網路民族誌 (netnography) 作為研究方法，先搜集三個YouTube熱門美妝頻道的網路資料，參與留言區的討論，再訪談十六位千禧世代的美妝消費者。本研究發現：一、創作者和觀看者透過YouTube凝聚成美妝「社群」；二、美妝YouTuber具備「發起者」和「影響者」的角色；三、美妝消費者的行為和態度可能受到人氣YouTuber影響。 / Nowadays, consumers search information about products, prices and distribution on the Internet before their purchase decisions so that social media has radically changed the communication landscape. Consumers are able to share their purchase experiences online and interact with other users. More and more users are using YouTube as a search engine as well as looking for makeup tips, tutorials, and product recommendations because consumers would believe these user-generated contents are reliable and trustable. The aim of this research is to explore how YouTubers of beauty industry in Taiwan, have influenced their viewers and to what extent this influence on the purchase decision process. This study uses a qualitative approach ‘netnography’ as the main research methods to collect data. Three YouTube beauty channels were observed and participated; additionally, 16 in-depth interviews with millennial consumers were conducted. The research finds out that YouTube beauty channels can be seen as communities where relationships between YouTubers and viewers is formed. YouTubers are the initiator and influncer on the purchase decision journey. The study also found that the popularity of YouTuber may affect consumers’ behaviors and attitudes.

This thesis analyzes Czech cosmetic company Dermacol in the on-line environment. The crucial goal was to give a compact overview of Dermacol's on-line activities and propose their possible improvement. The theoretical part describes and contrasts the purchase decision process in a traditional store and on the internet. Furthemore, it depicts the evolution of the internet and e-commerce in the Czech Republic. In the next part the situation on the market with decorative cosmetics and Dermacol's position on it is analyzed. Crucial part is dedicated to the on-line tools which are used by Dermacol for its presentation, communication and sale. The recommendations and possible proposals for improvement follow. In the end the thesis deals with a research whose goal was to find out the attitude of the Czech consumers towards decorative cosmetics. Moreover, the research examined the awareness about Dermacol's web and e-hop and the willingness of the Czech women to buy decorative cosmetics via internet.

Title: How does the buying decision process really function within e-commerce? - A qualitative study of consumer behavior when they consume on Internet. Institution: School of Economics, Linnaeus University, Växjö. Course code: 2FE16E. <img src="file:///page3image2784" />Authors: Sara Hjärne, Mathilda Perem, Ewelina Wallin. Tutor: Dan Halvarsson. Examiner: Åsa Devine. Key words: Buying decision process, purchase decision process need recognition, information search, evaluation, purchase decision, postpurchase behavior, consumer decision making, E-commerce, E- commerce channels, online shopping, online purchase, e-retail, internet shopping, electronic shopping, consumer behavior, online appereal shopping, social media, decision making, online retailing, website design, customer satisfaction, webshopping, perceived risk, convinience, price, online consumption behavior. Background: Buying decision process is a model that marketers use to get a better understanding of their customers and their behavior when purchasing a product. This process consists of five different steps; need recognition, information search, evaluation of alternatives, purchase decision and evaluation. Buying decision process has for a long time been an accepted model but scientists argue that the introduction of Internet as a channel for consumption has changed this process. The Internet has also led to a change of power in which customers today have greater influence, which greatly affects the buying decision process in e-commerce Purpose: The purpose is to explore how consumers perceive their behavior when they consume through e-commerce. Research questions:How do consumers perceive the buying decision process they experience when they consume through e-commerce?How do consumers perceive different factors that are important to them when they consume through e-commerce? Methodology: Qualitative study, cross-sectional design, semi-structured interviews. Conclusion: This thesis shows that the traditional model of the buying decision process is not consistent with consumers' perception of how they are undergoing the process when applied to an e-commerce context. This process is influenced by different factors, which is influence, convenience, webpage's atmosphere, risk, price, supply, consumption occasions, expectations, delivery and return. / Titel: Hur fungerar egentligen köpbeslutsprocessen inom e-handel?- En kvalitativ studie om konsumenternas beteende vid konsumtion på Internet. Institution: Ekonomihögskolan, Linnéuniversitetet, Växjö. Kurskod: 2FE16E. Författare: Sara Hjärne, Mathilda Perem, Ewelina Wallin.<img src="file:///page5image4008" /> Handledare: Dan Halvarsson. Examinator: Åsa Devine. Nyckelord: Buying decision process, purchase decision process need recognition, information search, evaluation, purchase decision, postpurchase behavior, consumer decision making, E-commerce, E- commerce channels, online shopping, online purchase, e-retail, internet shopping, electronic shopping, consumer behavior, online appereal shopping, social media, decision making, online retailing, website design, customer satisfaction, webshopping, perceived risk, convinience, price, online consumption behavior. Bakgrund: Köpbeslutsprocessen är en modell som marknadsförare använder för att få en bättre förståelse för sina kunder och deras beteende vid köp av en produkt. Denna process består av fem olika steg; behov, informationssökning, värdering av alternativ, köpbeslut och utvärdering. Köpbeslutsprocessen har länge varit en accepterad modell men forskare menar att introduktionen av Internet som en kanal för konsumtion har även förändrat denna process. Internet har även lett till ett maktskifte där kunderna idag har större inflytande, vilket i hög grad påverkar köpbeslutsprocessen inom e-handel Syfte: Syftet är att utforska hur konsumenterna uppfattar sitt beteende när de konsumerar genom e-handel. Forskningsfrågor: Hur uppfattar konsumenter den köpbeslutsprocess de går igenom när de konsumerar genom e-handel?Hur uppfattar konsumenterna olika faktorer som är betydelsefulla för dem när de konsumerar genom e-handel? Metod: Kvalitativ studie, Tvärsnittsdesign, Semi-strukturerade intervjuer. Slutsats: Studien visar att den traditionella modellen för köpbeslutsprocessen inte stämmer överens med konsumenternas uppfattning om hur de genomgår processen i en e-handel kontext. Denna process påverkas av faktorerna inflytande, bekvämlighet, webbsidans atmosfär, risk, pris, utbud, konsumtionstillfällen, förväntningar, leverans och retur.

The main objective of this diploma thesis was to analyze the buying behaviour and attitudes of customers and then propose concrete measures for improvement. The first part of the work contains theoretical information. There are characterized basic terms such as consumer and buying behavior, purchase decision process, factors affecting the purchase decisions of consumers, individual types of buyers, marketing research, marketing research process and marketing research techniques. Second part is the practical part and contains information about next companies - FLOP JIH spol. s r.o., FLOSMAN a. s., and also about the retail unit Flop Diskont Mladá Vožice. This part also contains analysis of buing behaviour and attitudes of customers of this chosen unit. The analysis was made through a questionnaire survey.At the end of the work there are suggested any recommendations in several areas in which the retail unit has some potential to improve.