Since economic reforms began in 1978, China has experienced rapid economic growth and is now arguably the world???s largest consumer market. However, despite the size and potential of the Chinese market, there is a serious lack of formal understanding of Chinese buyer behaviour. The broad aim of this research is to understand patterns of buyer behaviour through a systematic analysis of the purchasing of fast-moving consumer goods (FMCGs) by urban Chinese consumers. Several specific research questions are addressed: ??? What patterns of brand purchasing and brand loyalty do urban Chinese consumers exhibit? ??? Do these patterns generalise across content, spatial and temporal dimensions? ??? Are there any systematic significant bases of segmentation within the FMCG markets that are studied? ??? What key implications are to be drawn by academics and practitioners? ??? More generally, what is the value of adopting a systematic approach to research in this area of enquiry? ??? Also, what is the value of applying and extending models developed in the West to the Chinese consumer context? The research is divided into two main studies. The first involves secondary consumer panel data and focuses on brand purchasing and loyalty behaviour. Analysis is conducted using the Dirichlet model, which provides theoretical predictions for a range of brand performance measures. The second study involves primary consumer panel data and examines potential bases of segmentation. Analysis is based on the Generalised Dirichlet Model, which enables the impact of covariates on buyer behaviour to be assessed. It is found that the patterns of Chinese buyer behaviour for FMCGs are generally similar to those in the West. Results unique to the Chinese market are also identified. Importantly, the results and patterns generalise across all dimensions of analysis (that is, for brands within product categories, store types and store chains, and in different regions and cities, and in different time periods). Also, there is a lack of consumer segmentation among directly competing brands within the product categories that are studied. The findings not only make a strong empirical contribution but also have important academic and managerial implications.
| Identifer | oai:union.ndltd.org:ADTP/282594 |
| Date | January 2006 |
| Creators | Kwok, Simon, Marketing, Australian School of Business, UNSW |
| Publisher | Awarded by:University of New South Wales. School of Marketing |
| Source Sets | Australiasian Digital Theses Program |
| Language | English |
| Detected Language | English |
| Rights | Copyright Simon Kwok, http://unsworks.unsw.edu.au/copyright |
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