Understanding consumers repurchase in the context of online shopping: an empirical study

L'utilisation de l'Internet comme medium pour faire ses courses et achats a vu une croissance exponentielle. Cependant, 99% des nouveaux business en ligne échouent. La plupart des acheteurs en ligne ne reviennent pas pour un ré-achat et 60% abandonnent leur chariot avant de conclure l'achat. En effet, après le premier achat, la rétention du consommateur en ligne devient critique au succès du vendeur de commerce électronique. Retenir des consommateurs peut sauver des coûts, accroître les profits, et permet de gagner un avantage compétitif.Les recherches précédentes ont identifié la loyauté comme étant le facteur le plus important dans la rétention du consommateur, et l'engagement ("commitment") comme étant un des facteurs les plus importants en marketing relationnel, offrant une réflexion sur la loyauté. Pourtant, nous n'avons pu trouver d'étude en commerce électronique examinant l'impact de la loyauté en ligne et de l'engagement en ligne ("online commitment") sur le ré-achat en ligne. Un des avantages de l'achat en ligne c'est la capacité à chercher le meilleur prix avec un clic. Pourtant, nous n'avons pu trouver de recherche empirique en commerce électronique qui examinait l'impact de la perception post-achat du prix sur le ré-achat en ligne.L'objectif de cette recherche est de développer un modèle théorique visant à comprendre le ré-achat en ligne, ou la continuité d'achat ("purchase continuance") du même magasin en ligne.Notre modèle de recherche a été testé dans un contexte de commerce électronique réel, sur un échantillon total de 1,866 vrais acheteurs d'un même magasin en ligne. L'étude est centrée sur le ré-achat. Par conséquent, les répondants sélectionnés aléatoirement devaient avoir acheté au moins une fois de ce magasin en ligne avant le début de l'enquête. Cinq mois plus tard, nous avons suivi les répondants pour voir s'ils étaient effectivement revenus pour un ré-achat.Notre analyse démontre que l'intention de ré-achat en ligne n'a pas d'impact significatif sur le ré-achat en ligne. La perception post-achat du prix en ligne ("post-purchase Price perception") et l'engagement normatif en ligne ("Normative Commitment") n'ont pas d'impact significatif sur l'intention de ré-achat en ligne. L'engagement affectif en ligne ("Affective Commitment"), l'attitude loyale en ligne ("Attitudinal Loyalty"), le comportement loyal en ligne ("Behavioral Loyalty"), l'engagement calculé en ligne ("Calculative Commitment") ont un impact positif sur l'intention de ré-achat en ligne. De plus, l'attitude loyale en ligne a un effet de médiation partielle entre l'engagement affectif en ligne et l'intention de ré-achat en ligne. Le comportement loyal en ligne a un effet de mediation partielle entre l'attitude loyale en ligne et l'intention de ré-achat en ligne.Nous avons réalisé deux analyses complémentaires : 1) Sur un échantillon de premiers acheteurs, nous trouvons que la perception post-achat du prix en ligne a un impact positif sur l'intention de ré-achat en ligne. 2) Nous avons divisé l'échantillon de l'étude principale entre des acheteurs répétitifs Suisse-Romands et Suisse-Allemands. Les résultats démontrent que les Suisse-Romands montrent plus d'émotions durant l'achat en ligne que les Suisse-Allemands. Nos résultats contribuent à la recherche académique mais aussi aux praticiens de l'industrie e-commerce.AbstractThe use of the Internet as a shopping and purchasing medium has seen exceptional growth. However, 99% of new online businesses fail. Most online buyers do not comeback for a repurchase, and 60% abandon their shopping cart before checkout. Indeed, after the first purchase, online consumer retention becomes critical to the success of the e-commerce vendor. Retaining existing customers can save costs, increase profits, and is a means of gaining competitive advantage.Past research identified loyalty as the most important factor in achieving customer retention, and commitment as one of the most important factors in relationship marketing, providing a good description of what type of thinking leads to loyalty. Yet, we could not find an e-commerce study investing the impact of both online loyalty and online commitment on online repurchase. One of the advantages of online shopping is the ability of browsing for the best price with one click. Yet, we could not find an e- commerce empirical research investigating the impact of post-purchase price perception on online repurchase.The objective of this research is to develop a theoretical model aimed at understanding online repurchase, or purchase continuance from the same online store.Our model was tested in a real e-commerce context with an overall sample of 1, 866 real online buyers from the same online store.The study focuses on repurchase. Therefore, randomly selected respondents had purchased from the online store at least once prior to the survey. Five months later, we tracked respondents to see if they actually came back for a repurchase.Our findings show that online Intention to repurchase has a non-significant impact on online Repurchase. Online post-purchase Price perception and online Normative Commitment have a non-significant impact on online Intention to repurchase, whereas online Affective Commitment, online Attitudinal Loyalty, online Behavioral Loyalty, and online Calculative Commitment have a positive impact on online Intention to repurchase. Furthermore, online Attitudinal Loyalty partially mediates between online Affective Commitment and online Intention to repurchase, and online Behavioral Loyalty partially mediates between online Attitudinal Loyalty and online Intention to repurchase.We conducted two follow up analyses: 1) On a sample of first time buyers, we find that online post-purchase Price perception has a positive impact on Intention. 2) We divided the main study's sample into Swiss-French and Swiss-German repeated buyers. Results show that Swiss-French show more emotions when shopping online than Swiss- Germans. Our findings contribute to academic research but also to practice.

A vaidade impulsiona o consumo de cosméticos e de procedimentos estéticos cirúrgicos nas mulheres? Uma investigação exploratória

A vaidade influencia a definição de padrões estéticos e de como a beleza corporal é culturalmente construída. Neste trabalho, o objetivo é entender a vaidade feminina e investigar sua relação com a autoestima, envolvimento com a beleza e o consumo de procedimentos estéticos cirúrgicos. Com base em nove hipóteses, busca-se discutir beleza e sua relevância na sociedade. Para testar as hipóteses, 210 mulheres responderam um questionário sobre vaidade e envolvimento, que foi testado em um modelo de equação estrutural para avaliar o efeito sobre tipo e frequência de realização de procedimentos estéticos. Os resultados destacam o impacto significativo do grau de vaidade na propensão para a realização de procedimentos. Além disso, verificou-se que, quanto maior a vaidade, maior a autoestima corporal, havendo impacto negativo da autoestima na realização de procedimentos. Vaidade também influencia positivamente a utilização de cosméticos e a realização de tratamentos. Dessa forma, identificaram-se reflexos no consumo dos produtos oferecidos pela indústria da beleza e procedimentos cirúrgicos estéticos.

Information overload, choice deferral, and moderating role of need for cognition: Empirical evidence

ABSTRACT Choice deferral due to information overload is an undesirable result of competitive environments. The neoclassical maximization models predict that choice avoidance will not increase as more information is offered to consumers. The theories developed in the consumer behavior field predict that some properties of the environment may lead to behavioral effects and an increase in choice avoidance due to information overload. Based on stimuli generated experimentally and tested among 1,000 consumers, this empirical research provides evidence for the presence of behavioral effects due to information overload and reveals the different effects of increasing the number of options or the number of attributes. This study also finds that the need for cognition moderates these behavioral effects, and it proposes psychological processes that may trigger the effects observed.

A randomized concave programming method for choice network revenue management

Models incorporating more realistic models of customer behavior, as customers choosing froman offer set, have recently become popular in assortment optimization and revenue management.The dynamic program for these models is intractable and approximated by a deterministiclinear program called the CDLP which has an exponential number of columns. However, whenthe segment consideration sets overlap, the CDLP is difficult to solve. Column generationhas been proposed but finding an entering column has been shown to be NP-hard. In thispaper we propose a new approach called SDCP to solving CDLP based on segments and theirconsideration sets. SDCP is a relaxation of CDLP and hence forms a looser upper bound onthe dynamic program but coincides with CDLP for the case of non-overlapping segments. Ifthe number of elements in a consideration set for a segment is not very large (SDCP) can beapplied to any discrete-choice model of consumer behavior. We tighten the SDCP bound by(i) simulations, called the randomized concave programming (RCP) method, and (ii) by addingcuts to a recent compact formulation of the problem for a latent multinomial-choice model ofdemand (SBLP+). This latter approach turns out to be very effective, essentially obtainingCDLP value, and excellent revenue performance in simulations, even for overlapping segments.By formulating the problem as a separation problem, we give insight into why CDLP is easyfor the MNL with non-overlapping considerations sets and why generalizations of MNL posedifficulties. We perform numerical simulations to determine the revenue performance of all themethods on reference data sets in the literature.

Dinâmica Empresarial e o Desemprego em Cabo Verde

Actualmente a sociedade enfrenta grandes desafios. O mundo está preocupado em fazer um estudo exaustivo dos assuntos que aflige a sociedade entre os quais o aumento do desemprego que leva o Governo a dar mais prioridade ao investimento privado, com o intuito de criar mais postos de trabalho. A explosão demográfica tem contribuído para aumentar o desemprego que por sua vez traz desigualdade e diferenças sociais. No geral e em Cabo Verde em particular, o desemprego é considerado um dos principais problemas, e merece por esta razão, ser analisado cuidadosamente com o intuito de directa ou indirectamente ajudar o Governo a entender e a tentar combater o referido flagelo que com a criação das empresas pensa-se que pode ser reduzido. Com a criação das empresas, espera-se que este venha em parte diminuir a pobreza e exclusão social, enfrentada pela sociedade Cabo-verdiana. Para realização deste estudo teve-se como Objectivo Geral, oferecer subsídios ao Governo de Cabo Verde com o intuito de colaborar na elaboração de políticas de diminuição da taxa de desemprego por meio da criação de empresas. Como objectivo Especifico, pretendeu-se analisar até que ponto a dinâmica empresarial está a contribuir para a diminuição da taxa de desemprego em Cabo Verde no período de 1997 a 2002; Comparar o crescimento das empresas com a taxa do desemprego que Cabo Verde obteve nesses diferentes anos, fazer as possíveis análises quanto á dinâmica empresarial em termos de número de empresas, número de funcionários, volume de negócios e entre outras; e, inventariar as definições sobre empresas e desemprego na literatura. Assim, partiu-se como pergunta de partida: Qual é a relação que existe entre a Dinâmica empresarial e o Desemprego em Cabo Verde. Para tanto, analisou-se a relação entre a dinâmica empresarial e a evolução do emprego nas empresas por meio do cálculo do coeficiente de correlação, análise gráfica e tabular. O coeficiente de correlação entre a variação de empresas e variação nos trabalhadores foi de 83,12%, valor elevado e que indica que a dinâmica empresarial e o emprego estão fortemente e positivamente relacionados. O maior dinamismo na criação de empresas pode ser associado a um maior nível de emprego. Estes resultados foram verificados para Cabo Verde no geral. Entretanto, ao analisar separadamente cada grupo de empresas, tanto as pequenas, medias e as grandes empresas, apresentaram relações positivas entre a dinâmica empresarial e emprego. Por exemplo, o coeficiente de correlação entre a variação de Empresas e variação do Emprego para grandes empresas foi elevado, indicando que a dinâmica empresarial e o emprego estão fortemente relacionados. Então, quanto maior for o dinamismo na criação das grandes empresas, maior também poderá ser o nível de emprego. Estes resultados, indicam evidências de direcção de políticas governamentais para a promoção do emprego através da dinamização empresarial.

Publicidade Interactiva em Cabo Verde Estudo de Caso: Tudo Directo.com

Este trabalho pretende compreender as percepções por parte das empresas, e anunciantes do potencial comercial da Internet na sua trajectória histórica. a necessidade de adaptação da comunicação é analisada a partir da classificação da Internet como novo meio de comunicação, que como tal, adquire características próprias e impõe à publicidade uma transformação que respeite e explore suas inúmeras facilidades.

Processo de Automatização da Banca Caboverdiana: O Caso do Banco Comercial do Atlântico

O presente trabalho que se intitula ““Processo de Automatização da Banca Caboverdiana: O caso do Banco Comercial do Atlântico”, enquadra-se no âmbito do curso da licenciatura em Economia e Gestão, Vertente Bancas e Seguros, ministrado pela Universidade Jean Piaget de Cabo Verde. As transformações que têm ocorrido no sector bancário, é resultado da globalização da economia, da desintermediação, da desregulamentação, do aumento da intensidade concorrencial, da evolução do comportamento do consumidor e do desenvolvimento tecnológico, que originaram alterações profundas nas estratégias dos bancos. O interesse pelo tema surgiu, da constatação feita em decorrência das transformações que se tem ocorrido no sector bancário nos últimos anos, fruto de mudanças de carácter estrutural que tem vindo a ocorrer a vários níveis: comportamento dos consumidores, estrutura concorrencial e o novo enquadramento regulamentar da actividade financeira. Este trabalho tem como objectivos analisar o processo da automação do Banco Comercial do Atlântico, compreender o seu processo de automação, conhecer os novos canais de distribuição dessa instituição bancária, dar a conhecer os avanços e as deficiências da automação dessa instituição, propor sugestão para a melhoria do seu processo de automação. Para realização do trabalho utilizou-se a metodologia quantitativa e qualitativa, é de carácter exploratório. Assim, para além de estudo documental, entrevistaram-se os sujeitos de pesquisa, enquanto informates-chave para uma melhor compreensão e abordagem do processo de automatização da banca, e com particular realce para o Banco Comercial do Atlântico. Com a realização deste estudo, concluiu-se que, apesar dos constrangimentos, com a inovação e automatização do Banco Comercial do Atlântico, passou a ter maior eficácia e eficiência, diminuindo assim a burocracia, com reflexos positivos na segurança e qualidade de serviços e, sendo assim, no desempenho dessa instituição financeira.

Uso de convergência tecnológica sem regulamentação apropriada: VOIP e competitividade

A convergência tecnológica criou a possibilidade de serviços de comunicações serem realizados baseados em tecnologias diferentes, garantindo o mesmo uso para usuários e melhores benefícios para provedores. Desta forma, ambos os consumidores - empresariais e residenciais - tiveram aumentadas suas escolhas para serviços conjuntos, bem como para provedores de serviços. A regulação existente não analisa o serviço como um resultado, mas como um produto ou tecnologia a ser autorizada. Baseado na literatura de utilização e comportamento do consumidor, este artigo descreve e discute uma estratégia de marketing usada pelos operadores de telecomunicações, os quais tiram vantagem da ineficiência da regulação e legislação. Uma análise teórica do ambiente competitivo e do uso da tecnologia conclui que benefícios econômicos da convergência tecnológica ocorrem devido a quatro fatores: progresso tecnológico; falhas na regulação; complexidade da tecnologia; não habilidade de explorar os benefícios da convergência. O mau uso destes serviços pelos provedores de telecomunicações, tendo em vista a convergência tecnológica e integração de sistemas neste setor, são discutidos especificamente no contexto dos serviços de comunicação de voz à longa distância utilizando VOIP, criando propostas para definir o melhor uso da tecnologia a fim de garantir uma competição justa para o mercado.

A spatially explicit life cycle inventory of the global textile chain

Life cycle analyses (LCA) approaches require adaptation to reflect the increasing delocalization of production to emerging countries. This work addresses this challenge by establishing a country-level, spatially explicit life cycle inventory (LCI). This study comprises three separate dimensions. The first dimension is spatial: processes and emissions are allocated to the country in which they take place and modeled to take into account local factors. Emerging economies China and India are the location of production, the consumption occurs in Germany, an Organisation for Economic Cooperation and Development country. The second dimension is the product level: we consider two distinct textile garments, a cotton T-shirt and a polyester jacket, in order to highlight potential differences in the production and use phases. The third dimension is the inventory composition: we track CO2, SO2, NO (x), and particulates, four major atmospheric pollutants, as well as energy use. This third dimension enriches the analysis of the spatial differentiation (first dimension) and distinct products (second dimension). We describe the textile production and use processes and define a functional unit for a garment. We then model important processes using a hierarchy of preferential data sources. We place special emphasis on the modeling of the principal local energy processes: electricity and transport in emerging countries. The spatially explicit inventory is disaggregated by country of location of the emissions and analyzed according to the dimensions of the study: location, product, and pollutant. The inventory shows striking differences between the two products considered as well as between the different pollutants considered. For the T-shirt, over 70% of the energy use and CO2 emissions occur in the consuming country, whereas for the jacket, more than 70% occur in the producing country. This reversal of proportions is due to differences in the use phase of the garments. For SO2, in contrast, over two thirds of the emissions occur in the country of production for both T-shirt and jacket. The difference in emission patterns between CO2 and SO2 is due to local electricity processes, justifying our emphasis on local energy infrastructure. The complexity of considering differences in location, product, and pollutant is rewarded by a much richer understanding of a global production-consumption chain. The inclusion of two different products in the LCI highlights the importance of the definition of a product's functional unit in the analysis and implications of results. Several use-phase scenarios demonstrate the importance of consumer behavior over equipment efficiency. The spatial emission patterns of the different pollutants allow us to understand the role of various energy infrastructure elements. The emission patterns furthermore inform the debate on the Environmental Kuznets Curve, which applies only to pollutants which can be easily filtered and does not take into account the effects of production displacement. We also discuss the appropriateness and limitations of applying the LCA methodology in a global context, especially in developing countries. Our spatial LCI method yields important insights in the quantity and pattern of emissions due to different product life cycle stages, dependent on the local technology, emphasizing the importance of consumer behavior. From a life cycle perspective, consumer education promoting air-drying and cool washing is more important than efficient appliances. Spatial LCI with country-specific data is a promising method, necessary for the challenges of globalized production-consumption chains. We recommend inventory reporting of final energy forms, such as electricity, and modular LCA databases, which would allow the easy modification of underlying energy infrastructure.

Go-to-market strategy with pharmacies

The purpose of the research is to develop a go-to-market strategy with pharmacies. As it was agreed with the client of the study, Reckitt Benckiser, the focus is solely on non-prescription products. Therefore, prescription medicines are not considered in the study. The main objective of the research is to clarify consumer and pharmacy personnel behavior concerning non-prescription products. These issues are observed with surveys, which are provided to consumers and pharmacy personnel. The go-to-market strategy is based on the survey results and is comprised by utilizing the marketing-mix model. Legislation and the present state & trends are additional minor research problems of the study. The results of the research provide many descriptive insights about consumer and pharmacy personnel behavior. It is concluded that the consumers’ level of involvement with non-prescription products is low and the type of behavior is habitual. It is also demonstrated that several decision-making criteria are very different among different age groups and genders. Concerning pharmacy personnel, the factors that they base their product recommendations are revealed. In addition, the sources of medicine information for both consumers and pharmacy personnel are found out.

Exploring Different Types of Sharing: A Proposed Segmentation of the Market for "Sharing Businesses"

Sharing instead of buying is regaining traction among today's consumers. This study aims at identifying segments of sharing consumers to unearth potentially viable clusters of a consumer behavior that is a market of growing economic relevance. By means of a qualitative study and a survey with a roughly representative sample of 1121 Swiss-German and German consumers, a set of trait-related, motivational, and perceived socioeconomic variables is identified that can be used to group individuals into segments that differ with regard to their approach to sharing. A cluster analysis based on these variables suggests four potential clusters of sharing consumers-sharing idealists, sharing opponents, sharing pragmatists, and sharing normatives. Two sets of testable propositions are derived that can guide further research in this domain and pave the way to a more targeted approach to the growing market of "sharing" businesses.

Brand Authenticity: An Integrative Framework and Measurement Scale

Although brand authenticity is gaining increasing interest in consumer behavior research and managerial practice, literature on its measurement and contribution to branding theory is still limited. This article develops an integrative framework of the concept of brand authenticity and reports the development and validation of a scale measuring consumers' perceived brand authenticity (PBA). A multi-phase scale development process resulted in a 15-item PBA scale measuring four dimensions: credibility, integrity, symbolism, and continuity. This scale is reliable across different brands and cultural contexts. We find that brand authenticity perceptions are influenced by indexical, existential, and iconic cues, whereby some of the latters' influence is moderated by consumers' level of marketing skepticism. Results also suggest that PBA increases emotional brand attachment and word-of-mouth, and that it drives brand choice likelihood through self-congruence for consumers high in self-authenticity.

Developing a Brand Positioning Model for International Strategic Marketing

The target of this thesis is to develop a brand positioning process model for the case company’s international operations. The model will make the process more effective and decrease the risk of relevant aspects being forgotten. The focus is on the international operations although generally the brand positioning can be seen as a standardized subject and, thus, there is no need to distinguish market areas. Constructive research approach is chosen as a research method. Internal interviews are done in order to give the much needed insight about the case company’s current processes and circumstances. Based on theory, interviews as well as internal and external material the model is built. The most difficult part in building the model is to determine the order of each phase. Also, deciding the number of each phase can be problematic. The model should be brief and assertive in order to reduce the risk of misunderstanding between employees from different units. Based on the analysis of the interviews and the theory the brand positioning process model is presented with indication of the order of each phase. The model is divided to three main groups: Analyzing the Environment, Determining the Brand Position, and Documenting the BPS. The benefits of the model are that overlapping work can be reduced, too similar brands can be noticed and it is easier to train new employees.