(1)30– -

‫ ﺩﺭﺍﺳﺔ‬:‫ﺃﺛﺮ ﺍﻟﺠﻤﺎﻋﺎﺕ ﺍﻟﻤﺮﺟﻌﻴﺔ ﻋﻠﻰ ﻣﺮﺍﺣﻞ ﻗﺮﺍﺭ ﺍﻟﺸﺮﺍﺀ ﻟﻠﻤﺴﺘﻬﻠﻚ ﺍﻟﻨﻬﺎﺋﻲ‬ :‫ﺍﻟﻌﻨﻮﺍﻥ‬
‫ﻣﻴﺪﺍﻧﻴﺔ ﺗﺤﻠﻴﻠﻴﺔ‬
‫ﻣﺠﻠﺔ ﺍﻟﺤﻘﻮﻕ ﻭﺍﻟﻌﻠﻮﻡ ﺍﻹﻧﺴﺎﻧﻴﺔ‬ :‫ﺍﻟﻤﺼﺪﺭ‬
‫ﺟﺎﻣﻌﺔ ﺯﻳﺎﻥ ﻋﺎﺷﻮﺭ ﺑﺎﻟﺠﻠﻔﺔ‬ :‫ﺍﻟﻨﺎﺷﺮ‬
50
‫ ﻣﺮﻳﻢ ﺍﻟﺰﺭﻭﻕ‬،‫ﺍﻟﺰﻏﻴﻤﻰ‬ :‫ﺍﻟﻤؤﻟﻒ ﺍﻟﺮﺋﻴﺴﻲ‬
‫ ﻣﻠﺤﻖ‬,10‫ﻣﺞ‬ :‫ﺍﻟﻌﺪﺩ‬/‫ﺍﻟﻤﺠﻠﺪ‬
‫ﻧﻌﻢ‬ :‫ﻣﺤﻜﻤﺔ‬
2017 :‫ﺍﻟﺘﺎﺭﻳﺦ ﺍﻟﻤﻴﻼﺩﻱ‬
‫ﺃﻓﺮﻳﻞ‬ :‫ﺍﻟﺸﻬﺮ‬
275 - 290 :‫ﺍﻟﺼﻔﺤﺎﺕ‬
.
836694 :MD ‫ﺭﻗﻢ‬
:
‫ﺑﺤﻮﺙ ﻭﻣﻘﺎﻻﺕ‬ :‫ﻧﻮﻉ ﺍﻟﻤﺤﺘﻮﻯ‬
ABSTRACT :
This study aims to address the reference groups’ concepts; stating their Arabic
type and influence over the:‫ﺍﻟﻠﻐﺔ‬
consumer’s final purchasing decision on various goods and different commodities.To achieve this goal, a
questionnaire has been designed and distributed onHumanIndex, IslamicInfo
selected sample :‫ﺍﻟﻤﻌﻠﻮﻣﺎﺕ‬
of 50 consumers, chosen ‫ﻗﻮﺍﻋﺪ‬
from
BLIDA’S province
‫ ﺍﻟﺠﺰﺍﺋﺮ‬shopping
،‫ﺍﻻﺳﺘﻬﻼﻛﻲ‬ center << FAMILY
‫ﺍﻟﺴﻠﻮﻙ‬ SHOP>>.
،‫ﺍﻟﺸﺮﺍﺋﻴﺔ‬ ‫ ﺍﻟﻘﺮﺍﺭﺍﺕ‬،‫ﺍﻟﺠﻤﺎﻋﺎﺕ ﺍﻟﻤﺮﺟﻌﻴﺔ‬ :‫ﻣﻮﺍﺿﻴﻊ‬
The study found the presence of a significant relationship between the reference groupe and the
purchasing decision stage , wherehttp://search.mandumah.com/Record/836694
the consumer takes his/her decision after consulting his/her family:‫ﺭﺍﺑﻂ‬
member’s , friends or some others. And the statistical results confirm that the reference groups influence
largely the consumer at the actual purchase there for, the study emphasizes on the on the need of adopting
the purchasing decision according to the needs and desire of the consumer;
In the order to activate the procurement process:
This research also deals with the I need of pouring focus over all reasons why an individual is affected by
private groups to provide reference information of the goods, and determining the intervenient parties in
the stages of the purchasing decision and the degree influence on the consumer.
Key word: reference groups; purchasing decision stages ; Final consumer.
-1

. .

.‫ ﺟﻤﻴﻊ ﺍﻟﺤﻘﻮﻕ ﻣﺤﻔﻮﻇﺔ‬.‫ ﺍﻟﻤﻨﻈﻮﻣﺔ‬2024 ©

‫ ﻳﻤﻜﻨﻚ ﺗﺤﻤﻴﻞ ﺃﻭ ﻃﺒﺎﻋﺔ ﻫﺬﻩ ﺍﻟﻤﺎﺩﺓ ﻟﻼﺳﺘﺨﺪﺍﻡ‬.‫ ﻋﻠﻤﺎ ﺃﻥ ﺟﻤﻴﻊ ﺣﻘﻮﻕ ﺍﻟﻨﺸﺮ ﻣﺤﻔﻮﻇﺔ‬،‫ﻫﺬﻩ ﺍﻟﻤﺎﺩﺓ ﻣﺘﺎﺣﺔ ﺑﻨﺎﺀ ﻋﻠﻰ ﺍﻹﺗﻔﺎﻕ ﺍﻟﻤﻮﻗﻊ ﻣﻊ ﺃﺻﺤﺎﺏ ﺣﻘﻮﻕ ﺍﻟﻨﺸﺮ‬
‫ ﻭﻳﻤﻨﻊ ﺍﻟﻨﺴﺦ ﺃﻭ ﺍﻟﺘﺤﻮﻳﻞ ﺃﻭ ﺍﻟﻨﺸﺮ ﻋﺒﺮ ﺃﻱ ﻭﺳﻴﻠﺔ )ﻣﺜﻞ ﻣﻮﺍﻗﻊ ﺍﻻﻧﺘﺮﻧﺖ ﺃﻭ ﺍﻟﺒﺮﻳﺪ ﺍﻻﻟﻜﺘﺮﻭﻧﻲ( ﺩﻭﻥ ﺗﺼﺮﻳﺢ ﺧﻄﻲ ﻣﻦ ﺃﺻﺤﺎﺏ ﺣﻘﻮﻕ ﺍﻟﻨﺸﺮ ﺃﻭ‬،‫ﺍﻟﺸﺨﺼﻲ ﻓﻘﻂ‬
.‫ﺍﻟﻤﻨﻈﻮﻣﺔ‬
.

275
 (1)30– -

:‫ﻟﻺﺳﺘﺸﻬﺎﺩ ﺑﻬﺬﺍ ﺍﻟﺒﺤﺚ ﻗﻢ ﺑﻨﺴﺦ ﺍﻟﺒﻴﺎﻧﺎﺕ ﺍﻟﺘﺎﻟﻴﺔ ﺣﺴﺐ ﺇﺳﻠﻮﺏ ﺍﻹﺳﺘﺸﻬﺎﺩ ﺍﻟﻤﻄﻠﻮﺏ‬

APA ‫ﺇﺳﻠﻮﺏ‬
:‫ ﺃﺛﺮ ﺍﻟﺠﻤﺎﻋﺎﺕ ﺍﻟﻤﺮﺟﻌﻴﺔ ﻋﻠﻰ ﻣﺮﺍﺣﻞ ﻗﺮﺍﺭ ﺍﻟﺸﺮﺍﺀ ﻟﻠﻤﺴﺘﻬﻠﻚ ﺍﻟﻨﻬﺎﺋﻲ‬.(2017) .‫ ﻣﺮﻳﻢ ﺍﻟﺰﺭﻭﻕ‬،‫ﺍﻟﺰﻏﻴﻤﻰ‬
‫ ﻣﺴﺘﺮﺟﻊ ﻣﻦ‬.290 - 275 ،‫ ﻣﻠﺤﻖ‬,10‫ ﻣﺞ‬،‫ﻣﺠﻠﺔ ﺍﻟﺤﻘﻮﻕ ﻭﺍﻟﻌﻠﻮﻡ ﺍﻹﻧﺴﺎﻧﻴﺔ‬.‫ﺩﺭﺍﺳﺔ ﻣﻴﺪﺍﻧﻴﺔ ﺗﺤﻠﻴﻠﻴﺔ‬
http://search.mandumah.com/Record/836694
50
MLA ‫ﺇﺳﻠﻮﺏ‬
‫ ﺩﺭﺍﺳﺔ‬:‫ "ﺃﺛﺮ ﺍﻟﺠﻤﺎﻋﺎﺕ ﺍﻟﻤﺮﺟﻌﻴﺔ ﻋﻠﻰ ﻣﺮﺍﺣﻞ ﻗﺮﺍﺭ ﺍﻟﺸﺮﺍﺀ ﻟﻠﻤﺴﺘﻬﻠﻚ ﺍﻟﻨﻬﺎﺋﻲ‬.‫ ﻣﺮﻳﻢ ﺍﻟﺰﺭﻭﻕ‬،‫ﺍﻟﺰﻏﻴﻤﻰ‬
‫ ﻣﺴﺘﺮﺟﻊ ﻣﻦ‬.290 - 275 :(2017) ‫ ﻣﻠﺤﻖ‬,10‫"ﻣﺠﻠﺔ ﺍﻟﺤﻘﻮﻕ ﻭﺍﻟﻌﻠﻮﻡ ﺍﻹﻧﺴﺎﻧﻴﺔﻣﺞ‬.‫ﻣﻴﺪﺍﻧﻴﺔ ﺗﺤﻠﻴﻠﻴﺔ‬
http://search.mandumah.com/Record/836694

.
:
ABSTRACT :
This study aims to address the reference groups’ concepts; stating their type and influence over the
consumer’s final purchasing decision on various goods and different commodities.To achieve this goal, a
questionnaire has been designed and distributed on selected sample of 50 consumers, chosen from
BLIDA’S province shopping center << FAMILY SHOP>>.
The study found the presence of a significant relationship between the reference groupe and the
purchasing decision stage , where the consumer takes his/her decision after consulting his/her family
member’s , friends or some others. And the statistical results confirm that the reference groups influence
largely the consumer at the actual purchase there for, the study emphasizes on the on the need of adopting
the purchasing decision according to the needs and desire of the consumer;
In the order to activate the procurement process:
This research also deals with the I need of pouring focus over all reasons why an individual is affected by
private groups to provide reference information of the goods, and determining the intervenient parties in
the stages of the purchasing decision and the degree influence on the consumer.
Key word: reference groups; purchasing decision stages ; Final consumer.
-1

. .

.‫ ﺟﻤﻴﻊ ﺍﻟﺤﻘﻮﻕ ﻣﺤﻔﻮﻇﺔ‬.‫ ﺍﻟﻤﻨﻈﻮﻣﺔ‬2024 ©

‫ ﻳﻤﻜﻨﻚ ﺗﺤﻤﻴﻞ ﺃﻭ ﻃﺒﺎﻋﺔ ﻫﺬﻩ ﺍﻟﻤﺎﺩﺓ ﻟﻼﺳﺘﺨﺪﺍﻡ‬.‫ ﻋﻠﻤﺎ ﺃﻥ ﺟﻤﻴﻊ ﺣﻘﻮﻕ ﺍﻟﻨﺸﺮ ﻣﺤﻔﻮﻇﺔ‬،‫ﻫﺬﻩ ﺍﻟﻤﺎﺩﺓ ﻣﺘﺎﺣﺔ ﺑﻨﺎﺀ ﻋﻠﻰ ﺍﻹﺗﻔﺎﻕ ﺍﻟﻤﻮﻗﻊ ﻣﻊ ﺃﺻﺤﺎﺏ ﺣﻘﻮﻕ ﺍﻟﻨﺸﺮ‬
‫ ﻭﻳﻤﻨﻊ ﺍﻟﻨﺴﺦ ﺃﻭ ﺍﻟﺘﺤﻮﻳﻞ ﺃﻭ ﺍﻟﻨﺸﺮ ﻋﺒﺮ ﺃﻱ ﻭﺳﻴﻠﺔ )ﻣﺜﻞ ﻣﻮﺍﻗﻊ ﺍﻻﻧﺘﺮﻧﺖ ﺃﻭ ﺍﻟﺒﺮﻳﺪ ﺍﻻﻟﻜﺘﺮﻭﻧﻲ( ﺩﻭﻥ ﺗﺼﺮﻳﺢ ﺧﻄﻲ ﻣﻦ ﺃﺻﺤﺎﺏ ﺣﻘﻮﻕ ﺍﻟﻨﺸﺮ ﺃﻭ‬،‫ﺍﻟﺸﺨﺼﻲ ﻓﻘﻂ‬
.‫ﺍﻟﻤﻨﻈﻮﻣﺔ‬
.

275
 (1)30– -

50

.
:
ABSTRACT :
This study aims to address the reference groups’ concepts; stating their type and influence over the
consumer’s final purchasing decision on various goods and different commodities.To achieve this goal, a
questionnaire has been designed and distributed on selected sample of 50 consumers, chosen from
BLIDA’S province shopping center << FAMILY SHOP>>.
The study found the presence of a significant relationship between the reference groupe and the
purchasing decision stage , where the consumer takes his/her decision after consulting his/her family
member’s , friends or some others. And the statistical results confirm that the reference groups influence
largely the consumer at the actual purchase there for, the study emphasizes on the on the need of adopting
the purchasing decision according to the needs and desire of the consumer;
In the order to activate the procurement process:
This research also deals with the I need of pouring focus over all reasons why an individual is affected by
private groups to provide reference information of the goods, and determining the intervenient parties in
the stages of the purchasing decision and the degree influence on the consumer.
Key word: reference groups; purchasing decision stages ; Final consumer.
-1

. .

275
(1)30– -

1-1

-
:
.1
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2-1

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:
:
3-1

4-1

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276
 (1)30– -

( ) ( )

:(01)

:
6-1
1-6-1
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:
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" (2008 DEBORAH COURS AND TINA KIESLER) (1)
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(1)30– -

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( 94.7 %) 82

9
.

– " (2008 ) (4)

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.
430
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.

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.( ) -

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. 18

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:

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(1)30– -

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(03)

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t t Bêta A

0,000 5,912 0,372 2,202

0,002 3,270 0,473 0,099 0,323
:
ANOVA (04)

(0,224) R2
%22,4
Sig (10,690) F (0,473) R

.(0,002)
:(04)
F
*0,002 10,690 1,721 1 1,721
0.161 37 5.958

38 7.680

286
(1)30– -

R= 0,473 R2 =0,224 R2-ajusté =0.203

2-3-5
" "
(05)

(05
t t Bêta A
0,000 6,107 0,328 2,004
0,002 4,328 0,580 0,079 0,341
:
ANOVA (06)

(33,6%) (0,336) R2

(18,731) F (0,580 =R)

.(0,000) Sig
:(06)
F

*0,002 18,731 2,581 1 2,581

0,138 37 5,098
38 7.680
R= 0.580 R2= 0.336 R2-ajusté = 0.318

3-3-5
" "
(07)

(07
t t Bêta A

287
(1)30– -

0,000 4,484 0,412 1,848

0,001 3,812 0,531 0,106 0,406
:
ANOVA (08)
.
28,2% (0,282)R2
F (0,531) R .
.(0,001)Sig (14,535)
:(08)
F
*0,001 14,535 2,166 1 2,166
0,149 37 5,514
38 7.680
R= 0,531 R2= 0,282 R2-ajusté =0,263
:

.
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.175 2003 : 1

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.2006 -
3
Philip kotler, Bernard Dubois , Marketing Management , 8eme edition, Pearson education
France, France, 1998, P431.
.11 2010 , , 4

5
Philip kotler, Bernard Dubois , Marketing Management , op-cit, p431
.03 2006 6

7
Deborah cours,Kwalker and Tina Kiester, Self Constural, Reference Groups and Brand
Purchase Behavior, European Advances in Consumer Research , Volume8, 2008 .
8

.2000 -
9
White Katrine and Dahl Drine, The Influence of Dissociative Reference Groups on Consumer
Perferences, journal of consumer psychology, vol 16, issue 4, 2006.
- 10

.2008
11
1
.02
12
Kotter Philip , Keller Kevin, Marketing management, pearson one prentice Hall, New Jersey,
13eme edition, 2009, p 194 .
13
2006
.166
14
Richard Ladwein, le comportement du consommateur et de l’achteur, édition economica,
France 1999, p259.
15
2004 4
.271
16
127 2004 – .
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.175 18

.199 1997 : 19

289
 (1)30– -

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.180-179 21

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23
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25
John A. Howard and Jagdish n .sheh theory of bayer behavior New York : wiky 2001
p54.
.84 2000 26

27
109 2007
.169 28

.106 2000 29

.267 30

290

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