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The Theory of Buyer Behavior
Journal of the American Statistical Association
... Dalam penjelasan the theory of buyer behavior oleh Sheth (1970) dijelaskan bahwa minat beli merupakan perkiraan pembeli tentang suatu merek yang akan dibelinya, yang mana niat membeli dapat digolongkan sebagai respon pendek dari perilaku pembelian yang nyata. Indikator minat beli menurut Ferdinand (2002) dalam Muslih et al. (2020), yaitu transactional interest atau minat transaksional, referential interest atau minat referensial, preferential interest atau minat preferensial, dan explorative interest atau minat eksploratif. ...
... Dalam penjelasan the theory of buyer behavior oleh Keputusan pembelian menurut Sheth (1970), keputusan pembelian atau perilaku pembelian adalah bentuk perwujudan nyata dari keinginannya untuk membeli. Indikator keputusan pembelian yang digunakan adalah lima tahapan the innovation decision process menurut Schiffman & Kanuk (1997:544), yaitu knowledge, persuasion, decision, implementation dan confirmation. ...
Penelitian ini bertujuan untuk membuktikan secara empiris apakah inovasi produk dan social media influencers di YouTube berpengaruh terhadap keputusan pembelian smartphone melalui mediasi minat beli. Penelitian ini menggunakan pendekatan kuantitatif dengan teknik non-probability sampling melalui metode purposive sampling. Sampel dipilih berdasarkan beberapa kriteria yang telah ditentukan, dengan jumlah sampel sebanyak 160 responden. Teknik analisis data dilakukan dengan metode SEM menggunakan software Smart-PLS. Dari hasil uji yang dilakukan, diperoleh bahwa inovasi produk dan YouTube influencers berpengaruh positif dan signifikan terhadap minat beli dan keputusan pembelian, serta minat beli berperan sebagai mediasi antara variabel independen terhadap dependen.
... Therefore, understanding tourist satisfaction and expectations has been a focus in tourism research. Howard and Sheth (1969) defined customer satisfaction as the "cognitive state of being adequately or inadequately rewarded for the sacrifices made." However, more scholars prefer Oliver (1999) definition, considering satisfaction as the consumer's feelings of fulfilment, desires, and goals and describing this fulfilment as a pleasurable experience. ...
Drawing on the model of goal-directed behavior, our study examined how buying second-hand clothing (SHC) influences desire and the conditions influencing this phenomenon. Using an experimental design targeting 398 United States and New Zealand respondents, our study found that attitude and anticipated emotions shape shopping behavior at SHC stores, and desire mediates these factors in terms of behavioral expectations. The effects were more notable for respondents concerned about others’ welfare rather than being materialistic. We provide theoretical insights into the socio-psychological mechanisms explaining how and when shopping at SHC stores shapes consumers’ desire to purchase SHC and their decisions to do so. The contingency approach in testing the moderating effects of the social material self and other-concerning values contributes to establishing boundary conditions for the main effects. Theoretical and practical implications are discussed.
This study examines the evolution and emerging trends in consumer behavior by integrating Artificial Intelligence (AI), digital marketing, and consumer buying behavior through bibliometric analysis. Using data from the Web of Science (2014-2023), 645 articles were analyzed to identify publication trends, key themes, and leading contributors. Bibliometric indicators, including citation counts and keyword analysis, were visualized using VOSviewer. The analysis revealed six keyword clusters, highlighting key areas such as AI-driven data analytics, customer experience, and conversational AI. The findings provide valuable insights into how AI and digital marketing influence consumer behavior, offering directions for future research. The conclusion synthesizes the key findings and outlines potential research avenues at the intersection of AI, digital marketing, and consumer behavior. This study contributes to the field by providing a comprehensive bibliometric analysis, identifying major trends, influential authors, contributing countries, and dominant themes while suggesting areas for further exploration.
This study aims to examine the effect of ease of payment on online shopping addiction through the intervening variable of marketplace platform customer satisfaction in urban communities in South Sulawesi using the Path Analysis method using SmartPLS 4.0 software. with PLS-SEM Alogarithm and Bootstraping calculations with a sampling method using Nonprobability Sampling Technique of 214 respondents where data was obtained via google form with measurements using a Likert scale. The results of this study indicate that there is no direct effect of payment convenience on online shopping addiction in urban communities in South Sulawesi. Payment convenience affects customer satisfaction. Customer satisfaction affects online shopping addiction in urban communities in South Sulawesi. Payment convenience affects online shopping addiction through customer satisfaction as an intervening variable in urban communities in South Sulawesi
Due to the increasing digitalization, B2B companies find it more and more difficult to create value and reach their customers via the right channels. The result of this research—confirmed along qualitative in-depth interviews—comprises a proposed customer journey (CJ) map that considers the purposeful implementation of digital and non-digital touchpoints that aim at creating customer experience (CX). The CJ-model entails seven phases: initial need recognition, awareness, information, consideration and negotiation, purchase, retention, and advocacy. Customer experience aspirations follow the consideration of the functionality of the machine, human factors and servicing, and new technologies. The research revealed that particularly pre- and post-purchase phases offer potential for the integration of digital channels such as websites or AR/VR applications. When it comes closer to the final purchase decision, traditional channels, mainly face-to-face, remain indispensable.
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