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The determinants of website purchases: the role of e-customer loyalty and word-of-mouth 网站购买的决定因素:电子客户忠诚度和口碑的作用
Q3 Business, Management and Accounting Pub Date : 2017-08-16 DOI: 10.1504/IJEMR.2017.10006409
H. Pereira, Margarida M. G. S. Cardoso, Pedro Dionísio
This paper investigates the influence of several variables on e-loyalty and e-WOM, in the context of personal lifestyle products and services (PLps). Two focus groups are conducted and a questionnaire applied to explore the attitudes and behaviour regarding online shopping in PLps. The results show that overall quality perception, buying experience, website image and personalisation have a positive impact on e-customers' satisfaction. Also, e-satisfaction has a positive impact on customers' trust and loyalty, in turn, positively influencing e-WOM. This study also indicates that loyal customers are always looking for new information and available to switch between brands. It is therefore fundamental for organisations to understand and act proactively to ensure a long-term relationship. Two distinct groups of consumers are identified: youngsters and matures, a classification associated to trust. Companies should then apply different strategies to young and mature clients.
本文在个人生活方式产品和服务(PLps)的背景下,研究了几个变量对电子忠诚度和电子口碑的影响。进行了两个焦点小组,并应用问卷调查来探讨PLps对网上购物的态度和行为。结果表明,整体质量感知、购买体验、网站形象和个性化对电子客户满意度有积极影响。此外,电子满意度对客户的信任和忠诚度有积极影响,进而对电子口碑产生积极影响。这项研究还表明,忠诚的客户总是在寻找新的信息,并可以在品牌之间切换。因此,组织必须理解并积极行动,以确保长期关系。确定了两个不同的消费者群体:年轻人和成熟人,这一分类与信任有关。然后,公司应该对年轻和成熟的客户采用不同的策略。
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引用次数: 7
Applying data mining method for marketing purpose in social networks: case of Tebyan 数据挖掘方法在社交网络营销中的应用:以Tebyan为例
Q3 Business, Management and Accounting Pub Date : 2017-08-16 DOI: 10.1504/ijemr.2017.10006396
Hanieh Sharifian, Mohammad Meisam Danesh Ashtiani, Nastaran Hajiheydari
Within a very short period of time, social networking sites are developed among different users all around the world. Social networks have high value to business intelligence. In these networks, there are so many advantages and demands on addressees and their interest recognition. How do we increase our social network users, posts, and effectiveness? How many consumers can be segmented with respect to their reactions to social network? The creation of a target market strategy is integral to developing an effective business strategy. The purpose of this article is market segmentation and correctly identifying the target groups for social network using data mining techniques. As users in each segment have their own and specific interests, social networks can define them by their demographic profiles, they can also change their development strategies according to users and interests they want to engage in. In this research, we deploy data mining methods for segmenting Tebyan social network users to see how this method could contribute toward marketing strategies and purposes. According to K-mean algorithm, we demonstrate five different customer categories based on their characteristics and behaviour that deploying appropriate strategy for each category can help the marketing performance.
在很短的时间内,社交网站在世界各地的不同用户中发展起来。社交网络对商业智能具有很高的价值。在这些网络中,对收件人及其利益认同有着诸多的优势和要求。我们如何增加我们的社交网络用户、帖子和效率?有多少消费者可以根据他们对社交网络的反应进行细分?制定目标市场战略是制定有效商业战略不可或缺的一部分。本文的目的是使用数据挖掘技术对市场进行细分,并正确识别社交网络的目标群体。由于每个细分市场的用户都有自己和特定的兴趣,社交网络可以根据他们的人口结构来定义他们,他们也可以根据他们想要参与的用户和兴趣来改变他们的发展策略。在这项研究中,我们部署了数据挖掘方法来分割Tebyan社交网络用户,看看这种方法如何有助于营销策略和目的。根据K-mean算法,我们根据五个不同的客户类别的特征和行为,证明了为每个类别部署适当的策略可以帮助营销绩效。
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引用次数: 1
Consumer research, retailers and robots 消费者研究,零售商和机器人
Q3 Business, Management and Accounting Pub Date : 2017-08-16 DOI: 10.1504/IJEMR.2017.085703
D. Schultz, M. Block
Today, there are persistent and ongoing questions about how technology will impact the future of the existing retail marketplace. In this paper, we argue that consumers, not manufacturers, retailers or even technologists will control that marketplace. In this exploratory study, we first review the various technologies under consideration. We follow that with an analysis of a big data set (n = 16,228) of US consumer responses to an online study on retail search and purchase. We find that no one technological solution appears to dominate consumer search or purchase patterns in ten major consumer retail product categories at the time of the study. We conclude that retail technological development is dependent on consumer acceptance and adoption of that technology. We speculate that voice-activated personal intelligent agents have the most likelihood of success in the US retail marketplace in the next five to seven years.
今天,关于技术将如何影响现有零售市场的未来,存在着持续不断的问题。在这篇论文中,我们认为消费者,而不是制造商、零售商甚至技术人员将控制这个市场。在这项探索性研究中,我们首先回顾了正在考虑的各种技术。接下来,我们分析了美国消费者对零售搜索和购买在线研究的反应的大数据集(n=16228)。我们发现,在研究时,在十大消费零售产品类别中,似乎没有一种技术解决方案主导消费者搜索或购买模式。我们得出的结论是,零售技术的发展取决于消费者对该技术的接受和采用。我们推测,语音激活的个人智能代理在未来五到七年内最有可能在美国零售市场取得成功。
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引用次数: 1
Impact of social relationships on electronic word of mouth in social networking sites: a study of Indian social network users 社会关系对社交网站中电子口碑的影响:一项针对印度社交网络用户的研究
Q3 Business, Management and Accounting Pub Date : 2017-08-16 DOI: 10.1504/IJEMR.2017.10006395
Smita Sharma, A. Rehman
This study focused on the understanding of consumers' use of social networking sites as a vehicle for electronic word of mouth. The hypotheses examined the impact of social relationship variables-social capital, tie strength, attitude homophily, background homophily, trust, normative influence, and informational influence on electronic word of mouth behaviour in social networking sites. For testing the hypothesised relationships between the predictors and electronic word of mouth behaviour variables, structural equation modelling (SEM) was applied on the data collected from social networks' users. Exploratory factor analysis (EFA) was conducted, followed by confirmatory factor analysis (CFA). It was concluded that social capital, background homophily, normative influence, informational influence emerged to be strong significant predictors of electronic word of mouth, and attitude homophily and trust were found to be partially significant. Only tie strength was not found to be a significant predictor.
这项研究的重点是了解消费者使用社交网站作为电子口碑传播工具的情况。这些假设考察了社会关系变量——社会资本、纽带强度、态度同质性、背景同质性、信任、规范影响和信息影响对社交网站电子口碑行为的影响。为了测试预测因子和电子口碑行为变量之间的假设关系,结构方程模型(SEM)应用于从社交网络用户收集的数据。先进行探索性因子分析(EFA),再进行验证性因子分析(CFA)。结果表明,社会资本、背景同质性、规范影响、信息影响是电子口碑的强显著预测因子,态度同质性和信任是部分显著预测因子。只有领带强度没有被发现是一个显著的预测因子。
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引用次数: 4
Bragging about online purchases: comparing consumer word-of-mouth among Hispanics and non-Hispanics groups 吹嘘网上购物:比较西班牙裔和非西班牙裔群体的消费者口碑
Q3 Business, Management and Accounting Pub Date : 2017-08-16 DOI: 10.1504/IJEMR.2017.10006403
Sindy Chapa, F. Korzenny, Howard Rodriguez-Mori
The purpose of this study was to explore to what extent consumers use word-of-mouth (WOM) to share information about their online purchases and to what extent WOM differ across segments and cultural groups. An online survey with a total sample of 2,850 was used to measure and model the impact of WOM. The findings of the study support the premise that acculturation is a moderator of WOM, and confirms the predictive value of culture on consumer attitudes and behaviours. From a practical perspective, the results indicate that un-acculturated Hispanics (new immigrants and first generation) are more prone to use WOM than acculturated Hispanic consumers, who in turn, are more prone to use WOM to brag about their online shopping than non-Hispanics/Whites in the USA. Finally, a tested model reveals WOM plays a mediating role in increasing consumer preference for premium products.
这项研究的目的是探索消费者在多大程度上使用口碑来分享他们的在线购物信息,以及口碑在不同细分市场和文化群体之间的差异。一项在线调查共有2850名样本,用于衡量口碑的影响并对其进行建模。研究结果支持了文化适应是口碑调节因子的前提,并证实了文化对消费者态度和行为的预测价值。从实践的角度来看,研究结果表明,未融入文化的西班牙裔(新移民和第一代)比融入文化的拉美裔消费者更倾向于使用口碑,而在美国,拉美裔消费者又比非拉美裔/白人更倾向于用口碑吹嘘自己的网上购物。最后,一个经过测试的模型表明,口碑在增加消费者对优质产品的偏好方面发挥着中介作用。
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引用次数: 0
Managing online environment cues: evidence from Generation Y consumers 管理在线环境线索:来自Y世代消费者的证据
Q3 Business, Management and Accounting Pub Date : 2017-04-12 DOI: 10.1504/IJEMR.2017.10004301
Matea Matić, K. Vojvodić
Previous studies revealed that consumers' interpretations of online environment exerted a powerful influence over buying intention. The paper aimed to investigate the difference between Generation Y online buying behaviour and online environment cues. The paper also explored the relation between Generation Y online buying behaviour and consumers' intention in an online environment. The data were collected using an online survey on a sample of 515 Croatian Generation Y consumers from the Dubrovnik-Neretva County. The data were analysed using factor analysis and analysis of variance. The findings indicated that online consumers were influenced by three major factors, compulsiveness, impulsiveness and functionality. The results also revealed that online environment cues (ease of use, website quality and attractiveness, and website design) had a significant influence on Generation Y consumers who purchased online due to compulsivity and functionality. Additionally, the significant moderately strong relationship was found between online environment cues and consumers' intentions towards online buying.
以往的研究表明,消费者对网络环境的理解对购买意愿有很大的影响。本文旨在调查Y一代在线购买行为和在线环境线索之间的差异。本文还探讨了在线环境下Y一代在线购买行为与消费者意愿之间的关系。这些数据是通过对来自杜布罗夫尼克-内雷特瓦县的515名克罗地亚Y世代消费者的在线调查收集的。采用因子分析和方差分析对数据进行分析。研究结果表明,网络消费者受强迫性、冲动性和功能性三个主要因素的影响。结果还显示,网络环境线索(易用性、网站质量和吸引力以及网站设计)对Y一代消费者有显著影响,他们出于强迫性和功能性而在网上购买。此外,在线环境线索与消费者在线购买意愿之间存在显著的中强关系。
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引用次数: 5
Empirical validation of the decomposed theory of planned behaviour model within the mobile banking adoption context 手机银行采用情境下计划行为模型分解理论的实证验证
Q3 Business, Management and Accounting Pub Date : 2017-04-12 DOI: 10.1504/IJEMR.2017.10004300
M. Khasawneh, Rand Irshaidat
The study utilises the decomposed theory of planned behaviour (DTPB), to understand the consumer behaviour in relation to the applications of mobile banking. The model is empirically tested using an online survey from a convenience sample of 404 respondents, and analysed using structural equation modelling. The study concluded that consumer attitude towards using m-banking is impacted by relative advantage and compatibility. Complexity however does not play a significant role in influencing attitudes. Subjective norms are significantly influenced by social influences. The findings show that behavioural intention can be explained through attitude and perceived behavioural control. Moreover, subjective norms do not influence behavioural intention for adoption. The findings extend our understanding of the most important antecedents of consumer adoption of m-banking by synthesising theories from the related literature.
该研究利用计划行为分解理论(DTPB)来理解消费者行为与手机银行应用的关系。该模型使用404名受访者的在线调查进行了实证检验,并使用结构方程模型进行了分析。该研究得出结论,消费者对使用移动银行的态度受到相对优势和兼容性的影响。然而,复杂性在影响态度方面并没有发挥重要作用。主观规范受社会影响较大。研究结果表明,行为意图可以通过态度和感知的行为控制来解释。此外,主观规范不会影响收养的行为意图。这些发现通过综合相关文献中的理论,扩展了我们对消费者采用移动银行最重要的前因的理解。
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引用次数: 17
Drivers of online purchase intention on Singles' Day: a study of Chinese consumers 双十一网购意向的驱动因素:一项针对中国消费者的研究
Q3 Business, Management and Accounting Pub Date : 2017-04-12 DOI: 10.1504/IJEMR.2017.10004288
Xiaqing Zhao, Hooi Lai Wan
The purpose of the present study is to understand the drivers of Chinese consumers online purchase intention on Singles' Day. Data were collected from 214 Chinese consumers who have online purchase experience on Singles' Day. The results show that consumers online purchase intention is positively related to promotion, e-store atmosphere, word of mouth, and advertising and consumption rituals with either direct or indirect relationship with mediators such as perceived value, shopping enjoyment, impulsive buying orientation, and browsing. More specifically, advertising and consumption rituals exhibit a stronger influence among all drivers. The empirical evidence of this study will contribute to the literature in online shopping purchase intention as little research has addressed drivers of consumers online purchase intention on Singles' Day.
本研究的目的是了解中国消费者在光棍节网上购买意愿的驱动因素。数据收集自214名在光棍节有过网购经历的中国消费者。结果表明,消费者在线购买意愿与促销、网店氛围、口碑、广告和消费习惯呈正相关,并与感知价值、购物享受、冲动购买倾向和浏览等中介有直接或间接的关系。更具体地说,广告和消费仪式在所有驱动因素中表现出更强的影响。本研究的经验证据将有助于网上购物购买意愿的文献,因为很少有研究涉及消费者在光棍节网上购买意愿的驱动因素。
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引用次数: 8
Determinants of young consumers' attitude towards mobile advertising in a technologically and a socially dynamic market 在一个技术和社会动态的市场中,年轻消费者对移动广告态度的决定因素
Q3 Business, Management and Accounting Pub Date : 2017-04-12 DOI: 10.1504/IJEMR.2017.10004291
K. Sharif
The aim of this study was to evaluate the impact of affective and cognitive determinants of consumers' attitude towards mobile advertising in the Qatari mobile market which is going through a technological and a social change. The data were gathered using face-to-face and online questionnaire based survey from a sample of 18-24 year old Qatari consumers. A total of 256 questionnaires were collected out of which 227 became part of the data analysis. The results indicated that young consumers' attitude towards mobile advertising in Qatar was favourably influenced by perceived entertainment, degree of innovation, level of informativeness and social norms. At present, young consumers are not too concerned about permission-based mobile advertising as irritation is not a serious issue. Still, marketers need to be careful towards overwhelming or annoying the consumers with irrelevant and excessive mobile advertising.
本研究的目的是评估情感和认知决定因素的影响,消费者对移动广告的态度在卡塔尔移动市场正在经历一个技术和社会变革。数据是通过面对面和在线问卷调查收集的,调查对象是18-24岁的卡塔尔消费者。共收集问卷256份,其中227份成为数据分析的一部分。结果表明,卡塔尔年轻消费者对移动广告的态度受到感知娱乐程度、创新程度、信息水平和社会规范的积极影响。目前,年轻消费者并不太关心基于许可的移动广告,因为刺激不是一个严重的问题。尽管如此,营销人员还是需要小心,不要让不相干的、过多的手机广告让消费者不知所措或感到厌烦。
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引用次数: 6
Consumers' attitude toward Facebook advertising 消费者对Facebook广告的态度
Q3 Business, Management and Accounting Pub Date : 2017-04-12 DOI: 10.1504/IJEMR.2017.10004294
Fabrício Ferreira, Belém Barbosa
This paper aims to provide a closer look at consumers' attitude toward Facebook advertising by providing a comparison between attitude toward brand posts and ads, a topic that has been disregarded in the extant literature. It also considers the relationship with the users' ad avoidance and electronic word-of-mouth communication. An exploratory quantitative analysis was performed by means of a structured self-administered questionnaire. 385 individuals aged between 18 and 44 participated in the study. The results include evidence on respondents' more favourable attitude toward brand posts than toward Facebook ads. Moreover, ads are considered more annoying by those who spend more time on Facebook. These results help shed the light on how Facebook users handle ads and brand posts, offering some clues for a more effective social media marketing strategy.
本文旨在通过对品牌帖子和广告的态度进行比较,更深入地了解消费者对Facebook广告的态度,这是一个在现有文献中被忽视的话题。同时也考虑了用户的广告规避和电子口碑传播之间的关系。探索性定量分析是通过一个结构化的自我管理问卷进行的。385名年龄在18岁到44岁之间的人参与了这项研究。调查结果表明,受访者对品牌帖子的态度比对Facebook广告的态度更积极。此外,在Facebook上花费更多时间的人认为广告更令人讨厌。这些结果有助于揭示Facebook用户如何处理广告和品牌帖子,为更有效的社交媒体营销策略提供一些线索。
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引用次数: 13
期刊
International Journal of Electronic Marketing and Retailing
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