SALES &

DISTRIBUTION
MANAGEMENT
PRESENTED BY
APO-1
HARSHIT SINGH SENGAR
KUNALJEETCHAKARBORTY
KESHAV TOSHNIWAL
MEET ATULKUMAR PATEL
NIDHI BISHT
PRANAV PRIYANSHU
NIKHIL BJ
INITIAL TRUST AND ONLINE BUYER BEHAVIOUR
The research examines consumers' online initial trust by using four
major categories of determinants:
perceived technology, perceived risk, company competency, and trust
propensity
It also investigates the impacts of both online initial trust and
familiarity with online purchasing on purchase intention.
The research model is statistically tested using the websites of four
online bookstores in Taiwan. The website selected by each
respondent is unfamiliar.
It is found that perceived usefulness, perceived security, perceived
privacy, perceived good reputation, and willingness to customise
are the important antecedents to online initial trust.
Originality/value: The research provides insight into the
development of online initial trust by consumers and the
relationships between online initial trust and purchase intention.
The research model was created and then tested in the context of
online bookshops in Taiwan.
HOW PACKAGING AFFECTS THE
PRODUCT PREFERENCES OF CHILDREN
AND THE BUYER BEHAVIOUR OF THEIR
PARENTS IN THE FOOD INDUSTRY
This paper aims to investigate the effect of packaging on children's
product preferences and its ability to influence parents' buying
decisions in‐store.
Design/methodology/approach: The study was approached from
the parents rather than the children's perspective. A quantitative
approach was adopted in data collection, using a 28-item Likert-
scale
Findings: The study shows that packaging does affect the product
preferences of children. Also, children are particularly interested in
influencing the purchase of unhealthy foods. However, parents in
the study claimed that they did not succumb to their children's
requests for the purchase of unhealthy food, which contradicts
evidence from previous findings
Originality/value: The paper demonstrates that there is a
relationship between packaging and children's product
preferences and children's influence on parents' buyer decisions
in‐store.
CONSUMER BUYING DECISION PROCESS
TOWARD PRODUCTS
This research is based on the consumer buying decision-making process. Based
on the analysis it can be concluded, the consumer uses all five stages ( Need
Recognition, Information Search, Evaluation of Alternatives, Purchase, and
Postpurchase Behavior)during the decision-making process in those products
which purchase rarely or occasionally with high involvement.
The consumer purchase goods or services with low involvement in decision-
making if the product is daily usage or low-cost products. For buying daily
usage products, the most probability is to skip one or more than one stage in
the decision-making process.
This research helps the understanding of the consumer buying decision-
making process towards the products. Nonetheless, further study can be
done by the quantitative approach. The quantitative approach provides the
practical use of this approach. It may provide the relationship between all
five stages with each other.