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The purpose of this research is to identify and measure the factors affecting the intention to buy apartments of customers in Ho Chi Minh City, Vietnam. The survey carried out with the participation of 200 customers. The authors explore five factors which affect customer's apartment purchase intention include location, features, brand, finance, and...
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Citations
... Yet, since the start of the COVED-19, real estate investments appear to be in a state of deflationary, and real estate businesses are dealing with unfavorable marketing situations (Alrawashedh, 2021). Real estate is a high-involvement product and involves one of the essential financial decisions to purchase, and it necessitates gathering lots of information about unit (Le-Hoang et al., 2020). Before buying products or services, consumers frequently seek information that previous customers have uploaded to feel more at ease. ...
Jordanian real estate enterprises are experiencing difficult market circumstances and an increasingly competitive environment; following these issues, this study examines the leverage of electronic word of mouth (e-WOM) on customer purchase intention in a Jordanian context with specific reference to real estate enterprises, considering the moderating role of reliability. Based on earlier studies, a conceptual model for the study was created. This research includes e-WOM as an independent variable affecting customers' purchase intention as a dependent variable mediated by reliability. The investigation follows descriptive-analytical methods; based on a convenience sampling approach, 300 questionnaires were distributed through Google Forms; nonetheless and 250 responses were accepted. To analyze data and assess hypotheses, a structural Equation Mod-eling (SEM) using PLS was employed. Results demonstrated a significant effect of e-WOM and Reliability on purchasing intent of customers, and the moderating role of reliability in the relationship between e-WOM and purchase intent was also affirmed. The findings give Jordanian real estate businesses information on ways to use that are most effective e-WOM to persuade buyers to buy.
... Location plays a vital role in building a home or choosing a home for the people (Adair et al., 1996;Chia et al., 2016;Daly et al., 2003;Kaynak & Stevenson, 1982;Le-Hoang et al., 2020a;Le-Hoang et al., 2020b;Sengul et al. 2010). If the buyers choose a good location, it will be convenient to move in the central areas. ...
... Besides, Yam and McGreal (2010) also found that home location is an important criterion mainly due to traffic congestion, including locations near workplaces, schools, supermarkets. Le-Hoang et al. (2020a) pointed out that distance includes many factors that can http://www.ijmp.jor.br v. 12, n. 1, January-February 2021ISSN: 2236-269X DOI: 10.14807/ijmp.v12i1.1262 ...
... Many scales can measure financial status. Some research shows that the financial status is the factors of house price, payment time, monthly income, monthly payment (Le-Hoang et al., 2020a;Opoku & Abdul-MUHMIN, 2010;Yongzhou, 2009), mortgage ability, interest rate, registration fee (Chung et al., 2018;Chia et al., 2016;Kamal & Pramanik, 2015;Khrais, 2016). ...
This research aims to identify and measure the factors that influence customers' behavior intention to purchase real estate in Ho Chi Minh City, Vietnam. The survey was conducted with the participation of 220 customers, and 201 valid respondents can meet the requirement to analyze. The author explored five factors that influence customers' intention to buy real estate, including financial status, corporate reputation, location, private living space, and surroundings. The results from the Explore Factor Analysis (EFA) show that location, financial status, corporate reputation, and private living space have a significant influence on customers' intention to buy real estate. In particular, the location in the context of Ho Chi Minh City is the most influential factor, so it strongly confirms the research of Opoku and Abdul-Muhmin (2010), Wang and Li (2006), Yam and McGreal (2010), Chia et al. (2016), Le-Hoang et al. (2020a). The study also proposed some recommendations to increase the attractiveness of the real estate market. Moreover, real estate developers, marketers, brokers, sellers, consultants, and policymakers can use the results of this study to have better understand customer needs and satisfy customers.
In the context of the thriving real estate market in developing countries like Vietnam, understanding consumer preferences and effectively addressing them through a comprehensive multi-criteria decision-making (MCDM) framework is paramount for real estate providers. This study presents a two-stage MCDM model that integrates the Delphi technique and the Technique for Order Preference by Similarity to Ideal Solution (TOPSIS) based on Spherical Fuzzy Sets (SFSs). Initially, the SF-Delphi technique validates critical criteria influencing customers' apartment selection in Vietnam. Secondly, the SF-TOPSIS method evaluates the top ten apartment providers. To ensure robustness and validity, a comparative analysis compares the results with those from the Intuitionistic Fuzzy TOPSIS (IF-TOPSIS) and Fuzzy TOPSIS (F-TOPSIS) methods. Subsequently , five rank correlation coefficients (Spearman, Kendall, Goodman-Kruskal, Weighted rank measure of correlation, Weighted Similarity) are used to assess the relationships between various TOPSIS techniques applied to apartment suppliers in Vietnam. The correlation coefficients demonstrate strong agreement among the TOPSIS methods, with the smallest coefficient being 0.7778, surpassing the threshold of 0.7. This high level of consistency confirms the efficacy of the proposed TOPSIS approach with different Fuzzy Sets in reliably evaluating cus-tomers' preferences for apartment suppliers. Notably, the legal aspect's prominence underscores its critical role in shaping customer choices, emphasizing the significance of considering legal factors in the context of apartment supply and demand in Vietnam. Furthermore, using SFSs makes this approach particularly suited to capture consumer perceptions within the dynamic and uncertain business environment characterized by volatility, uncertainty, complexity, and ambiguity (VUCA).
Purpose
Purchasing real estate is one of the most important and complex decisions in a life of an individual, which should take numerous factors into account. The purpose of this research is to identify which behavioral factors significantly affect the intention to buy real estate. Since the real estate market is continuously changing, along with other economic and life conditions, it is expected that different generations have different characteristics which affect their behavior; therefore, it is important to analyze generational influence on buyers' behavior.
Design/methodology/approach
A survey analysis was conducted on a sample of 434 respondents in Croatia. Partial least squares structural equation modeling was used to obtain the results. The moderating effect of generational affiliation was observed.
Findings
Overconfidence significantly affects intention to buy real estate, but it doesn't affect the level of importance individuals give to financial factors. On the other hand, herding significantly affects the level of importance given to financial factors, whereas it does not directly affect buying intention. A significant moderating effect of generational affiliation was found for the impact of overconfidence on financial factors, suggesting a negative effect for younger generations and a positive effect for older generations.
Originality/value
This research proposes a novel unique model with both behavioral and financial factors as predictors of the intention to buy real estate, together with generational differences in buyers' behavior. Understanding normal human behavior is crucial to determine how buyers' decisions and intentions change under the influence of certain biases or characteristics such as generational affiliation.
The modern real estate industry, including real estate market in Jordan, is highly competitive and challenging. This descriptive study aims to examine the effect of visual social media marketing (VSMM) on customer purchase intentions of Jordanian real estate companies. The paper used electronic word-of-mouth (e-WOM) as a mediator and reliability as a moderator of the relationship between e-WOM and customers’ purchase intention. A conceptual model comprised VSMM dimensions (informative content, entertainment content, and remunerative content), which affect the purchase intention of customers, mediated by thee WOM construct. The construct of reliability moderated the link between e-WOM and purchase intention. Questionnaires were distributed through Google Forms to respondents selected by convenience sampling; as a result, 250 responses were received. PLS-SEM was used to analyze the data and test the hypotheses. The results confirmed a significant impact of VSMM and e-WOM on purchase intentions. In addition, the study found that e-WOM mediates the relationship between VSMM and purchase intention, and reliability moderates the link between e-WOM and purchase intention. The results can help Jordanian real estate companies employ VSMM to increase their customers’ purchase intentions.
Finding the factors associated with the intention to buy apartments is essential for real estate enterprises. This study applies an extended theory of planned behavior (TPB) to explore Vietnamese consumers’ intentions to purchase flats. Besides the structure of the TPB, other determinants relevant to the research context were identified by reviewing the literature. The convenience sampling technique was used to collect 512 responses using the questionnaire. The covariance-based structural equation modeling was applied to test the measurement and structural models. The results revealed that perceived behavioral control was the most critical determinant of purchase intention, followed by financial factors, attitude toward a behavior, apartment features, and subjective norms. In addition, project facilities, perceived risk, financial factors, and apartment features indirectly affect purchase intention through attitude toward a behavior. Meanwhile, the relationship between project facilities and perceived risk with purchase intention is not statistically significant. Thus, attitude toward a behavior is essential in enhancing the consumers’ apartment purchase intention at this stage. The study implements a suitable model to analyze the intention to purchase apartments in a developing country by extending TPB. AcknowledgmentThis study was carried out within the framework of the doctoral thesis subject to Decision No. 4287/QD-ĐHDT dated 30/10/2020 of Duy Tan University, Vietnam. The authors would like to thank the reviewers and the editor-in-chief for helping to prepare this study.
The objective of this study is to evaluate the dimensions in an apartment selection model by integrating fuzzy AHP and fuzzy TOPSIS methods. From the steps of fuzzy AHP and fuzzy TOPSIS, the study explores that the most important dimensions in the apartment selection model are the design and quality of the apartment. Moreover, the landscape environment, security, and people's intellect, and selling price are three dimensions ranked as the second group of important factors. The third ranking group of important dimensions are apartment location, utility service, and transportation convenience. Finally, the less important dimension is investor brand. In addition, this study result shows that Vin group investors have the highest satisfaction degree value and the lowest gap degree, with the second being the FLC group and the third being the Nam Cuong group. Discussions, conclusions, limitations of the study, and suggestions for future studies are also included in this study.
