The outhors develop a contingency pclrodigm involving two situational factors (the nature of the buying task and the degree of perceived risk) to explain the predictive abilities of seven formal models of group choice and to ree how the mechanism of buying center choice is affected by situation01 foctors. In an empirical test of the mcdels and the paradigm involving 104 procurement decisions ma...

Given the enormous growth and significant impacts of group buying on Internet business marketplaces, this study aims to understand consumer decision making process in an online group buying context from a Means-end Chain (MEC) theory perspective. The laddering interview technique was used to interview 58 online group buying users and to capture their reasons behind the online shopping behaviour...

This study extends a stimulus–organism–response (S–O–R) model to include impulse-buying behavior, which plays a vital role in electronic shopping but has not gained much attention in e-commerce research. Grounding our research in environmental psychology, we test the effects of virtual atmospheric cues on online impulse-buying behavior and spending, via a consumer survey. The study applies elab...

In this research we investigate the impact of television advertisements on children buying behavior. We visited different schools in Punjab, Pakistan and checked the response of children. A 5 point Likert scale questionnaire was designed. Different cities of Punjab were selected on random sampling basis. A total 250 questionnaires were circulated, and the response rate was 100 %. Design/Methodo...

This research focuses on the factors influencing online buying intention. The aim of this research is to find out perceived value and trust’s influence on online buying intention, which combined several pervious researches’ result. Perceived value is measured by perceived value and perceived product sacrifice, trust is measured by ability, benevolence and integrity. Based on survey to 238 colle...

The emergence of the field of organizational buying behavior in the mid-1960’s with the publication of Industrial Buying and Creative Marketing (1967) set the stage for a new paradigm of thinking about how business was conducted in markets other than those serving ultimate consumers. Whether it is “industrial marketing” or “business-to-business marketing” (B-to-B), organizational buying behavio...

We propose that buyingand selling-price estimates reflect a focus on what the consumer forgoes in the potential exchange and that this notion offers insight into the well-known difference between those two types of value assessment. Buyers and sellers differ not simply in their valuation of the same item but also in how they assess the value. Buyers tend to focus on their sentiment toward what ...

This paper addresses a disjunction between consumer behaviour discourse about ‘impulse buying’ and the reality of shopper behaviour in contemporary marketing and retail environments, by revising the concept of unplanned buying. ‘Discretionary unplanned buying’ is distinguished from impulse buying and is argued to be part of the core meaning of a ‘consumer society’. Consumers buy goods and servi...