JCCC@UGC_INFONET

ARTICLE 1

JCCC@UGC-INFONET Search Report

Search Term

consumer AND purchasing AND behavior vest gating Consumer Purchase Behavior in Related
Technology Product Categories

Author

S. Sriram; Pradeep K. Chintagunta; Manoj K. Agarwal

Keyword

technology products; consumer adoption; complementary products; forward-looking consumers;

econometric models

Author Address

School of Management, Binghamton University, State University of New York, Binghamton, New York
13902

Source

Marketing Science .Vol 29; No 2; Year 2010. 291-314.

Abstract

We present a framework of durable goods purchasing behavior in related technology product categories
that incorporates the following aspects unique to technology product purchases. First, it accounts for
consumers' anticipation of declining prices (or increasing quality) over time. Second, the durable nature
of technology products implies that even if two categories are related as complements, consumers may
stagger their purchases over several periods. Third, the forward-looking consumer decision process, as
well as the durable nature of technology products, implies that a consumer's purchase in one category
will depend on the anticipated price and quality trajectories of all categories. As a potential aid to future
researchers, we also lay out the data requirements for empirically estimating the parameters of our
model and the consequences of not having various elements of these data on our ability to estimate the
parameters. The data available for our empirical analysis are household-level information on category-
level first-time adoption decisions in three categories—personal computers, digital cameras, and
printers. Our results reveal a strong complementary relationship between the three categories. Policy
simulations based on a temporary price decrease in any one category provide interesting insights into
how consumers would modify their adoption behavior over time and also across categories as a
consequence of the price decrease.
ARTICLE 2

JCCC@UGC-INFONET Search Report

A Study on Consumer Buying Behavior of Bread

Author

P Padamavathy ; D Murugananthi

Keyword

Processed Foods;Random Sampling;Nutrition;Coimbatore

Source

ICFAI Journal of Consumer Behavior.Year 2007.

Abstract

Bread is one of the most important staple foods in almost all countries. It is an excellent source of
nutrition. The Indian bakery industry is one of the largest processed food industries and its production
has been steadily increasing. This study was conducted in Coimbatore city. Random sampling was
followed to select a sample of 100 households in the city. Generally, consumers preferred milk bread
over sweet and wheat bread. Only one-third of the sample households consumed bread as regular diet.
Generally, the households consumed bread during morning hours (breakfast). In general, consumers
were buying bread from nearby bakery shops. Generally, they purchased the bread whenever required.
A larger (400g) pack size was preferred by a majority of the sample respondents. Children were the
decision-makers regarding the purchase of bread in majority of sample households followed by adult
female members. The important factors for purchase of bread were it being easy to use and preferred
by elderly people.
ARTICLE 3

The Role of Exploratory Buying Behavior Tendencies in Choices made for others

Author

Tilottama G. Chowdhury; S. Ratneshwar; Kalpesh Kaushik Desai

Keyword

Buying Behaviors;Marketing Business;Consumer;Research;Conceptualization

Author Address

Lender School of Business, Quinnipiac University, 275 Mt. Carmel Avenue, Hamden, CT 06518-1964, USA

Source

Journal of Consumer Psychology.Vol 19; No 3; Year 2009. 517-525.

Abstract

We examine whether the consumer trait of exploratory buying behavior tendencies (EBBT;
Baumgartner, H., and Steenkamp, J.E.M. (1996). Exploratory consumer buying behavior:
Conceptualization and measurement. International Journal of Research in Marketing, 13, 121–137.) can
influence even choices made for others. The results of three experiments in a gift-giving context show
that high (vs. low) EBBT individuals have greater salience of hedonic search motives and consequently
form more diverse consideration sets while purchasing a gift. Further, when working with a specific gift
budget, high EBBT consumers are more likely to diversify their gift choices by buying a greater number
of relatively lower-priced gift items. We also find that the effects of the EBBT trait are significantly
attenuated when the regulatory focus of the person making the gift decision is one of prevention rather
than promotion. Discussion focuses on implications and future research directions regarding the
relationship between exploratory buying behavior tendencies and consumer decision-making.
ARTICLE 4

JCCC@UGC-INFONET Search Report

Search Term

consumer AND buying AND behavior

An Empirical Study of Consumer Impulse Buying Behavior in Local Markets

Author

Muhammad Ali Tirmizi; Kashif-Ur-Rehman ; M. Iqbal Saif

Keyword

Shopping lifestyle; fashion involvement; pre-decision stage; post-decisionstage; Impulse buying

behavior; Pakistan

Author Address

PH.D Candidate, FUIEMS, Foundation University, Islamabad, Pakistan

Source

European Journal of Scientific Research.Vol 28; No 4; Year 2009. 522-532.

Abstract

investigates the relationship between independent variables which are shopping lifestyle of consumers,
fashion involvement of consumers, pre-decision stage and post-decision stage of consumer purchase
behavior with the attitudinal and behavioral aspects of impulse buying behavior. This study attempts to
explore the association exists between the variables involved, by tapping the responses of 165
respondents from higher income group in the area of Rawalpindi and Islamabad. The major findings of
the study demonstrated an overall weak association of the set of independent variables with variable
but, the in-depth analysis found that pre-decision stage of consumer purchase behavior is the only
variable that resulted into strong association with the impulse buying behavior. It’s true that young
people more often get attracted to products displayed on store shelves and has greater tendency of
impulse buying behavior but results of this paper showed no association of impulse buying in higher
income group of young people having prevalent impulse buying tendencies. This study reported new
evidences in the field of impulse buying behavior of consumers pertaining to the local markets of the
twin cities of PakistanïThis paper
ARTICLE 5

JCCC@UGC-INFONET Search Report

Search Term

consumer AND buying AND behavior

Latest Trends in Consumer Buying Behavior in Lifestyle Centers Worldwide

Author

Abhigyan Sarkar

Source

ICFAI Journal of Management Research.Year 2008.

Abstract

Lifestyle centers are commercial urban villages or open-air shopping centers, where consumers can do a
lot more than just shopping. These lifestyle centers are replacing the conventional shopping malls
because of many reasons. This paper highlights those reasons. The nature of consumption in these
lifestyle centers is largely hedonic in nature, rather than being only utilitarian. This study describes what
hedonic consumption is and how it dominates lifestyle center purchasing. This study also seeks to
highlight the important demographic and psychographic variables (independent variables) which
influence the buying behavior (dependent variable) of consumers in a lifestyle center.
ARTICLE 6

JCCC@UGC-INFONET Search Report

Search Term

consumer AND buying AND behavior

Consumer Shopping Behavior: How Much Do Consumers Save?

Author

Rachel Griffith; Ephraim Leibtag; Andrew Leicester ; Aviv Nuevo

Keyword

Consumers; Paper Documents; Consumer Demographics; Marketing Firms; Consumer Choice

Source

Journal of Economic Perspectives.Vol 23; No 2; Year 2009. 99-120.

Abstract

This paper documents the potential and actual savings that consumers realize from four particular types
of purchasing behavior: purchasing on sale; buying in bulk (at a lower per unit price); buying generic
brands; and choosing outlets. How much can and do households save through each of these behaviors?
How do these patterns vary with consumer demographics? We use data collected by a marketing firm
on all food purchases brought into the home for a large, nationally representative sample of U.K.
households in 2006. We are interested in how consumer choice affects the measurement of price
changes. In particular, a standard price index based on a fixed basket of goods will overstate the rise in
the true cost of living because it does not properly consider sales and bulk purchasing. According to our
measures, the extent of this bias might be of the same or even greater magnitude than the better-
known substitution and outlet biases.
ARTICLE 7

JCCC@UGC-INFONET

JCCC@UGC-INFONET Search Report

Search Term

consumer AND buying AND behavior

Consumer Buying Behavior and Food Retailing

Author

Prerna B Sahani

Source

Marketing Mastermind. Year 2007.

Abstract

With the advent of organized retailing, the food retail sector in India is poised for take off along a new
trajectory. Since this is a transitory phase, consumers have not reached a point where they can
completely unlearn the conventional buying behavior for wet and dry groceries, and immediately switch
to a new behavior. The modern food retailers need to work towards a product-service-experience
combination that can integrate the traditional with the modern, so that consumers get the benefit of
both, thus making them comfortable about choosing this option. The possibilities where both
conventional and modern retailing can complement each other or where one format can be integrated
with another can be looked into.
ARTICLE 8

The Role of Exploratory Buying Behavior Tendencies in Choices made for others

Author

Tilottama G. Chowdhury; S. Ratneshwar; Kalpesh Kaushik Desai

Keyword

Buying Behaviors; Marketing Business; Consumer Research; Conceptualization

Author Address

Lender School of Business, Quinnipiac University, 275 Mt. Carmel Avenue, Hamden, CT 06518-1964, USA

Source

Journal of Consumer Psychology.Vol 19; No 3; Year 2009. 517-525.

Abstract

We examine whether the consumer trait of exploratory buying behavior tendencies (EBBT;
Baumgartner, H., and Steenkamp, J.E.M. (1996). Exploratory consumer buying behavior:
Conceptualization and measurement. International Journal of Research in Marketing, 13, 121–137.) can
influence even choices made for others. The results of three experiments in a gift-giving context show
that high (vs. low) EBBT individuals have greater salience of hedonic search motives and consequently
form more diverse consideration sets while purchasing a gift. Further, when working with a specific gift
budget, high EBBT consumers are more likely to diversify their gift choices by buying a greater number
of relatively lower-priced gift items. We also find that the effects of the EBBT trait are significantly
attenuated when the regulatory focus of the person making the gift decision is one of prevention rather
than promotion. Discussion focuses on implications and future research directions regarding the
relationship between exploratory buying behavior tendencies and consumer decision-making.
ARTICLE 9

From Catalog to Web: B2B Multi-channel Marketing Strategy

Author

Bill Merrilees ; Tino Fenech

Keyword

:Direct marketing; Catalog order; Web; Multi-channel; Switching costs

Author Address

Department of Marketing, Griffith University, Gold Coast, PMB 50 Gold Coast Mail Centre, Queensland
9726, Australia

Source

Industrial Marketing Management.Vol 36; No 1; Year 2007. 44-49.

Abstract

The literature on catalog buying is heavily skewed to the business to consumer (B2C) area and
increasingly is orientated to the multi-channel world of shopping choice, including online, catalog and
store options. Previous studies have primarily been single equation explanations of catalog decisions,
whereas the current study takes a hierarchical or systems approach to decision making in B2B
marketing. A two-equation structural equation model (SEM) has been designed and a large sample (n =
1809) of business customers used to test the model. Price and catalog layout were seen to play a
particularly important role in explaining buyer behavior. Additional multiple regression analysis was
carried out to understand why purchasing agents who currently use one channel (catalog), would make
use of a second, new channel (Web) in the future. The study identifies five key motivating factors for
consumers in adopting a new (Web) channel for purchasing purposes. The study also identifies the
switching costs that act as a barrier to adopting a Web channel.
ARTICLE 10

Urban and Rural Consumer Behavior: A Comparative Study with Special Reference to Consumer
Durables

Author

B B S Parihar; Sanjay Yadav ; Irfan Siddiqui

Keyword

Consumer Behavior;Consumer Durables;Rural Market;Buying Behaviors

Source

ICFAI Journal of Consumer Behavior.Year 2007.

Abstract

Indian corporate have now recognized the vast potential of India's rural market of nearly 625 million
consumers. The rural consumer profile is different from that of their urban counterparts in terms of
education, income, occupation, reference group and media habits. The present study is exploratory in
nature and the sample size is 200 consumers (100 rural and 100 urban). Primary data has been collected
through direct personal interviews and questionnaires. It is empirically found that there is a significant
difference between the buying behavior of urban and rural consumers with regard to their preference
for technology, style, brand image, price and after-sales service.
ARTICLE 11

Search Term

consumer AND buying AND behavior

From Catalog to Web: B2B Multi-channel Marketing Strategy

Author

Bill Merrilees ; Tino Fenech

Keyword

Direct marketing; Catalog order; Web; Multi-channel; Switching costs

Author Address

Department of Marketing, Griffith University, Gold Coast, PMB 50 Gold Coast Mail Centre, Queensland
9726, Australia

Source

Industrial Marketing Management.Vol 36; No 1; Year 2007. 44-49.

Abstract

The literature on catalog buying is heavily skewed to the business to consumer (B2C) area and
increasingly is orientated to the multi-channel world of shopping choice, including online, catalog and
store options. Previous studies have primarily been single equation explanations of catalog decisions,
whereas the current study takes a hierarchical or systems approach to decision making in B2B
marketing. A two-equation structural equation model (SEM) has been designed and a large sample (n =
1809) of business customers used to test the model. Price and catalog layout were seen to play a
particularly important role in explaining buyer behavior. Additional multiple regression analysis was
carried out to understand why purchasing agents who currently use one channel (catalog), would make
use of a second, new channel (Web) in the future. The study identifies five key motivating factors for
consumers in adopting a new (Web) channel for purchasing purposes. The study also identifies the
switching costs that act as a barrier to adopting a Web channel.
ARTICLE 12

Search Term(s) : influence AND on AND consumer AND purchasing AND AND behavior

Cause's Attributes Influencing Consumer's Purchasing Intention: Empirical Evidence from China

Author

Jundong Hou; Lanying Du; Jianfeng Li

Keyword

Buying behavior; Cause marketing; China; Consumer behavior

Source

Asia Pacific Journal of Marketing and Logistics.Vol 20; No 4; Year 2008. 363-380.

Abstract

Purpose – One purpose of this paper is to examine several factors that potentially influence a
consumer's purchasing decision to participate in cause-related marketing (CRM) program in the Chinese
context. The other is to empirically test the hypothesized relationship between cause's attributes and
purchase intention in such environment.

Design/methodology/approach – This paper develops a measure for exploring the cause's attributes
influencing consumer's purchasing intention. Two groups of valid samples, respectively, with 178 and
376 respondents are collected through questionnaire survey. Exploratory factor analysis (EFA) and
confirmatory factor analysis (CFA) are employed to extract and test the key influential attributes on the
basis of data of two samples respectively, and structural equation model is used to define the structure
of influencing attributes and to measure the degree of impact for each attribute on the consumer's
purchasing intention.

Findings – The results show that the degree of cause's participation for consumer, fit between the brand
and the cause, cause importance, congruence between the firm's product and the cause, cause
proximity play an important role in consumers’ attitudes toward the product and firm and their
intentions to purchase the advertised product and participate in the CRM campaign, which suggests an
opportunity for nonprofits to compete for these vital resources by nurturing and leveraging the
antecedent factors and an opportunity for firms to select a cause partner.

Research limitations/implications – The sample is a convenience sample that is the main limitations of
this research. The EFA and CFA is difficult to generalize to a larger audience, and there was a lack of
experimental control for the questionnaire investigation, so the quality of questionnaire can not be
ensured.
Practical implications – This research should help firms determine the best partners for strategic social
alliances, and provide an advice on how to make them maximum participation, also should help current
and potential consumers ascribe personality traits to nonprofit organizations and differentiate between
nonprofits on the basis of the cause's attributes. At the same time, this paper provides several
interesting areas for future research that will further aid marketing managers to develop a more
effective CRM campaign to fit with goals of corporate, which adds some valuable insights or new ideas
to develop essential theory.

Originality/value – This paper offers interesting insight into the development of CRM campaigns, and
explores the five variables: the degree of cause's participation for consumer; fit between the brand and
the cause; cause importance; congruence between the firm's product and the cause; cause proximity
also should influence consumer's purchasing attitude, intention and decision behavior in the Chinese
context
 ARTICLE 13

JCCC@UGC-INFONET Search Report

Search Term

influence AND on AND consumer AND purchasing AND AND behavior

The Effect of Interpersonal Influence on Softlifting Intention and Behaviour

Author

Jih-Hsin Tang; Cheng-Kiang Farn

Keyword

conformity;financial gains;group pressure;information ethics;softlifting;software piracy

Author Address

Department of Information Management National Dong Hwa University 1, Sec 2, Dahsueh Road Hualien
Taiwan P.R. China

Source

Journal of Business Ethics.Vol 56; No 2; Year 2005. 149-161.

Abstract

Abstract The purpose of this study is to investigate the effect of interpersonal influence on personal
software piracy, also known as soft lifting. A laboratory experiment with 54 subjects was conducted, in
which each subject was told to participate in a software quality evaluation exercise. However, a ploy was
carried out to measure the subjects' intention in software piracy under different levels of group pressure
and financial gains. The results are interesting. On the intention of soft lifting, both group pressure and
financial gains are significant determinants. The interaction of group pressure and financial gains is also
significant: when group pressure is toward pirating software, financial gains is not a relevant factor;
whereas when group pressure is toward purchasing, financial gains becomes a dominant factor in soft
lifting intention. A further survey (with 216 college students from two public universities in Taiwan)
designed to investigate the relationship between consumer susceptibility to interpersonal influence
(Bearden et al., 1989) and soft lifting intention/behavior. A path analysis demonstrated that normative
influence was related to soft lifting intention, yet information influence effect was marginal. The effect
of normative influence on soft lifting behavior was mainly mediated by soft lifting intention. Implications
are also discussed.
ARTICLE 14

Search Term(s) : consumer AND purchasing AND behavior

Socially Responsible Consumer Behavior?: Exploring Used Clothing Donation Behavior

Author

Jung E. Ha-Brookshire; Nancy N. Hodges

Keyword

apparel ; consumer ; decision making ; disposal ; donation ; responsibility

Author Address

University of Missouri, Columbia

Source

Clothing & Textiles Research Journal.Vol 27; No 3; Year 2009. 179-196.

Abstract

Most research on socially responsible consumer behavior has focused on consumer purchasing
behavior; therefore, little is known about it during the product disposal stage. This study seeks an in-
depth understanding of consumer disposal behavior in a used clothing donation setting. An interpretive
analysis revealed that the primary motivation for participants' used clothing donation behavior is the
need to create space in the closet for something new. The threat of feelings of guilt played a significant
role throughout the process prior to donation, specifically in the decision whether to discard or donate a
clothing item. Participants experienced both utilitarian and hedonic values regarding their donation
behavior, and these values in turn affected future donation intentions. A conceptual model based on the
study findings that integrates a theory of reasoned action framework with a consumer values
perspective is proposed. Study implications and future research avenues are also discussed.
ARTICLE 15

Search Term(s) : consumer AND purchasing AND behavior

the Attitude–behavior Relationship in Consumer Conduct: The Role of Norms, Past Behavior, and Self-
identity

Author

Joanne R. Smith; Deborah J. Terry; Antony S.r Manstead; Winnifred R. Louis; Diana Kotterman;
Jacqueline Wolfs

Keyword

attitude—behavior relations; norms; self-identity; theory of planned behavior

Source

Journal of Social Psychology.Vol 148; No 3; Year 2008. 311-334.

Abstract

The authors used a revised planned behavior model in the consumer domain. The revised model
incorporated separate measures of descriptive and injunctive/prescriptive norms, self-identity, and past
behavior in an effort to improve the predictive power of the theory of planned behavior (TPB; I. Ajzen,
1985) in relation to a self-reported consumer behavior: purchasing one's preferred soft drink. At Time 1,
respondents (N = 112) completed self-report measures of (a) attitudes, (b) perceived behavioral control,
(c) descriptive and injunctive/prescriptive norms, (d) self-identity, (e) past behavior, and (f) intentions.
The authors assessed self-reported behavior 1 week later (Time 2). Attitudes, injunctive/prescriptive
norms, descriptive norms, past behavior, and self-identity were all positively related to purchase
intentions, and intentions were predictive of self-reported behavior at Time 2. These findings highlight
the utility of the TPB in the consumer domain.
ARTICLE 16

Search Term(s) : consumer AND purchasing AND behavioHerd Behavior in Purchasing Books Online

Author

Yi-Fen Chen

Keyword

Informational Cascades;Social Influences;Product Quality;Sales Volume

Source

Computers in Human Behavior.Vol 24; No 5; Year 2008. 1977-1992.

Abstract

Previous studies on informational cascades have stressed the importance of informational social
influences in decision-making. When people use the product evaluations of others to indicate product
quality on the Internet, online herd behavior occurs. This work presents four studies examining herd
behavior of online book purchasing. The first two studies addressed how two cues frequently found on
the Internet, i.e., star ratings and sales volume, influence consumer online product choices. The last two
studies investigated the relative effectiveness of different recommendation sources. The experimental
results demonstrated that subjects use the product evaluations and choices of others as cues in making
purchasing book decisions on the Internet bookstore. Additionally, recommendations of other
consumers exerted a greater influence on subject choices than recommendations of an expert. Finally,
recommendations from recommender system influenced online consumer choices more than those
from website owners. The results and implications of this research are discussed.