This research project specifically investigates the use of information processing strategies by organizational buyers in the first stage of the supplier selection process, the selection of an evoked set of qualified suppliers. In this selection process it is hypothesized that the buyer's use of evaluation functions or information processing strategies is influenced by the task faced by the buyer. The varying levels of risk, familiarity and informational requirements of the buying situation should impact the use of the information processing strategies. Structured protocols--written descriptions of compensatory and noncompensatory information processing strategies--were used to determine the evaluation function which organizational buyers use to qualify suppliers into an evoked set. The data was collected in a field study of 135 organizational buyers from 76 different organizations. The subjects were interviewed about purchases they were presently working on in which suppliers had been selected but the final purchase decision was still pending. Identification of the buying task, new task, modified rebuy, and straight rebuy also utilized the structured protocol technique. Written descriptions, based on the constitutive definitions of Robinson and Farris (1967), were used to address the following research question: Is there a difference in the decision rules or information processing strategies utilized by organizational buyers in the development of an evoked set of qualified suppliers when the buyer is qualifying suppliers for a new task, modified rebuy, or straight rebuy buying task? In addition to the information gathered via the structured protocols, information was gathered about the level of risk, familiarity and information requirements of the purchasing task. This was done to gain a better understanding of the use of information-processing strategies by organizational buyers. Analysis of the data indicates that the buying task is related to the choice of an information-processing strategy. The data also support the contention that the organizational buyer will utilize any of the information-processing strategies in the selection of an evoked set of suppliers. Although the buying task was found to significantly influence the use of the information-processing strategies, the study shows that all of the strategies were reported as being used for each of the buying tasks. In addition to finding that the buying task influences the choice of an information-processing strategy, the data support the model of information processing presented. The model addressed the impact that risk, familiarity, and information load had on the use of the evaluation functions. The risk node of the model was supported by two of the five risk variables included in the study: product homogeneity and supplier homogeneity. At the familiarity nodes of the model, the subjective measures of familiarity which support the model are supplier familiarity and frequency of product purchase. Supplier familiarity was found to be significantly different between the weighted and unweighted compensatory strategies. The significant difference in the level of familiarity found in the use of the conjunctive and disjunctive information processing strategies is associated with the frequency of product purchase. The final nodal section of the information-processing model which was supported is the comparison of the conjunctive and lexicographic strategies. The lexicographic strategy was found to be used when there was a higher perceived number of suppliers capable of supplying the needed product. In general this study has shown that the situation in which suppliers are selected impacts the use of an information-processing strategy. The findings are consistent with the research and hypothesizing associated with the use of information-processing strategies by consumers.

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Thesis (M. Consumer Science)--North-West University, Potchefstroom Campus, 2009.

Thesis (M. Consumer Science)--North-West University, Potchefstroom Campus, 2009.

The objectives of this research project were to identify and compare factors that influence the purchasing decisions of Multifibres’ customers active in each channel. Multifibres manufactures and distributes industrial cleaning rags to three channels or client categories, these being industrial resellers, industrial end-users and the walk-in customers. An extensive literature review revealed that purchasing decisions are influenced by, amongst other factors, the buyer’s role, the internal cognitive processes of the buyer, as well as factors present in the buyer’s business and external environment. An empirical study was conducted utilising in-depth interviews. The most prevalent, emergent themes that buyers attached the greatest weight to when purchasing cleaning rags were: price; quality; service; relationships; and, convenience. These factors were probed, analysed and compared, based on each buyer category’s unique set of characteristics. When motivating their purchasing preferences, resellers emphasised the importance of the business relationship and trust as being paramount, while end-users viewed price and service as the most important factors. Walk-in customers valued the combination of price and convenience as the most important reasons influencing their purchasing decisions.

Program: MIMA student – International Marketing Course name: Master Thesis (EFO705) Title: Consumer behavior toward online purchasing behavior Authors: Kaorat ThienmongkolPongsatorn Thaisuntad Supervisor: Daniel Tolstoy Problem: “What factors trigger the online purchasing decision of young SwedishConsumer?” Purpose: The purpose of this report is to study the insights about the factors that triggerpurchasing behavior of young Swedish consumer to shopping on the internet.The result will enable managers of e-commerce firms to outline strategies topenetrate the Swedish market, and will also contribute to e-commerceliterature in general. The students who study and interested in this area will beable to use this result as their empirical data and to enhance their knowledge. Method: 160 questionnaires were used as primary data. Stockholm, Goteborg, Uppsala,Vasteras, and Eskiltuna are the cities that authors collected the data. Forsecondary data, authors collected data from the website. Conclusion: Young Swedish consumers have positive experience on online shopping, trustand like to shop online. They concern on the type of product when shoppingon the internet. And young Swedish consumer also effect by situational factor. Keyword: online shopping, online purchasing decision, consumer behavior

The thesis is focused on the analysis and subsequent identification of consumer behavior especially in the Russian Federation. It is divided into seven chapters, where the first chapter describes the historical aspects of consumer behavior research and presents the basic trends in behavior of the consumers in modern society. Further, the main factors that influence consumer behavior are identified and stages of purchasing decision process are described. This thesis approaches the concept of perception of advertising and examines consumer behavior in marketing systems. The last chapter focuses on specifics of consumer behavior in the Russian Federation. It identifies different types of consumers in Russia, structure of Russian society and the feaures of the Russian perception of advertising.

From Taiwanese movie viewers¡¦ perspectives and in the three periods, including before the movie, during the movie, and after the movie, this study aims to understand reasons why they watch movies, their habits of going to the cinema, and responses after the movie. By doing so, this study is in the hope of depicting current Taiwanese movie viewers¡¦ characteristics. This study chooses the survey method as methodology, and questionnaires are distributed to movie viewers in Taipei and Kaohsiung and to internet users on movie discussion forums. The research funding as follows: First of all, the research finds that it is important for the movie viewers to learn movie information via television and internet and that they do proactively search for movie information. Secondly, Taiwanese movie viewers¡¦ motivation for watching movies is to relax and to be entertained, and they go to the movie theater because they want to watch ¡§movies¡¨, not ¡§watch¡¨ movies. Thirdly, the most significant element of a movie for Taiwanese movie viewers is its story, and the trailer is the most important marketing. About spectators¡¦ behavior, Taiwanese movie viewers watch movies in the afternoon and at night during the weekend most. The frequency of going to the cinema does not show seasonal variations. On the average, each year they watch Taiwan movies 1.61 times and foreign movies 7.38 times. In addition, friends and classmates are their most important reference group. The quality of movie theater equipment will affect these viewers¡¦ desire for movies. They take public transportation or motorcycles to the movie theater most, and it usually takes 16-30 minutes. For Taiwan cinema, audiences in Taiwan have the highest satisfaction in entertainment and appreciation and creation. Audiences in Taiwan admit that tax deduction could be an incentive to watch Taiwan movies. Besides, moviegoers watch quite a few of Taiwan and non-Taiwan movies. Also, they have higher acceptance of various types of movies. It differs little in past and current researches. They will vent negative emotions through the internet and talk to friends and family. Due to the prosperity of internet nowadays, information about movies via portal sites is easily accessible to audiences. Movie viewers would have a better understanding of the movie and be more involved during the movie. The relaxation function of the movie is emphasized and moviegoers regard watching movies as one important leisure activity.

As Taiwanese consumers¡¦ economic ability grew up and pursuing for housing quality expanded in the recent years, their high-quality furniture purchasing behavior has increased gradually .The current research mainly studied the relation between the stage of purchase process and the need for various product information as consumers purchase the high-quality furniture. The examples for the research were 60 students from the National Sun Yat-sen University. The current research applied a 3¡Ñ2 factorial experiment design. Where the purchasing three decision stages were: problem recognition, alternative evaluation and purchase decision, and the furniture category option were sofa of living room and bedding set of bedroom, general data regarding consumer¡¦s information search behavior on furniture purchase were collected in the process of the experiment. Important findings of the current are summarize as follows: (1) Among different purchasing stages, there was significant difference in information needs in terms of category and particular item. But no significant difference in preference for information sources between various furniture items neither among decision stages. (2) Furniture category was found to be a nonsignificant variable to information need and information source. (3) The interaction effect on information needs was found for the variable of decision stage and furniture category.

<p>Background: From a marketing perspective, personalisation of online advertising is a very promising way of reaching customers and will play an increasingly important role in the future. Personalisation on the Internet is far more widespread than in the offline world and can cover all online interactions when it comes to the question of what information to personalise. It directly relates to the issue of privacy of personal data and creates a need for a privacy policy that clarifies the relation between personalisation and privacy.</p><p>Problem: Personalisation represents one of the main advantages of the Internet and al-lows marketers to target individual customers directly and adapt their marketing communications to the user’s preferences and needs. On the one hand, personalisation can give customers access to better service, products and communication and provides an experience of one. On the other, privacy issues related to the Internet and personalisation in particular are a contemporary topic of growing interest. Internet users are increasingly aware of the fact that websites collect information about them and their privacy concerns are growing. Personal information is necessary for personalising advertisements. Therefore, this development contradicts the customer’s increased demand for personalisation and the trend towards narrowly targeted marketing.</p><p>Purpose: The purpose of this thesis is to explore if personalised online advertising could be perceived as a danger to customer’s privacy or on the other hand, facilitate the purchase decision process.</p><p>Method: In order to answer the purpose and the research questions, a survey has been conducted with 152 JIBS students asking them about their opinion on e-advertising and their fears about it. After the questionnaires had been collected, different analysis such as univariate analysis and bivariate analysis has been done using SPSS.</p><p>Conclusions: In summary it can be said that the respondent’s general perception of personalised e-ads is negative; they do not believe that they make shopping easier and they see a danger for their privacy in how companies collect the customer’s information and use it.</p>