A Strategic Household Purchase: Consumer House Obtaining Behavior Mateja Kos Kokliˇ c Irena Vida

The essence this research is to take a look at consumer house-buying behavior from your consumers' point of view. In view of the existing literature exploring consumer making decisions, the purpose of this research was threefold: (a) to recommend a conceptual model of consumer decision making in the frame of consumer habit; (b) to achieve knowledge of elements impacting this technique from the scientific standpoint together with the focus on prefabricated house acquisitions; and (c) to offer implications to get beneficial acquisitions of premade houses. The results of our in-depth selection interviews with recent owners and potential buyers of any custom-made prefabricated house suggest that cognitive and rational elements do not offer sufficient description of consumer behavior in the case of a high-involvement product for example a house. Beyond the idiosyncratic qualities of the client, his/her personal situation and environmental elements, the role of feelings, experience, depths of the mind factors, needs and goals should to be studied into account to better understand this kind of decision making. Key Words: consumer decision-making, strategic buy, prefabricated residence, qualitative analysis jel Classification: m30, m31

Introduction The field of consumer studies mostly centered on two main questions: how consumers begin making decisions (descriptive theories), and how decisions should be produced (normative theories) (Edwards and Fasolo 2001). Research directions, aimed at exploring how buyers should decide, had been emerging these days. Several evaluations have appeared against the existing literature which usually focuses practically exclusively around the marketing point of view and neglects consumers and their difficulties in decision making (Bazerman 2001; Gronhaug, Kleppe, and Haukedal Mateja Kos Kokliˇ is a great Assistant on the Faculty of Economics, c University of Ljubljana, Slovenia. Irena Existencia is a Mentor at the Faculty of Economics, University of Ljubljana, Slovenia. Managing Global Transitions 7 (1): 75–96

76

Mateja Kos Kokliˇ and Irena Vida c

1987). Short and Bazerman (2003, 187) developed the concept ‘creating accurate value intended for the consumer and, thus, adding value to society is one of the most obvious techniques business organizations associated with world a much better place'. This notion of a consumer-focused approach is also supported by Bargh (2002), who is convinced consumer analysis should equilibrium studies of how to influence consumers with studies of how consumers could defend themselves against and control such influences. Probably the most influential areas within buyer behavior is client decision – making (Bargh 2002; Simonson et approach. 2001; Bettman, Luce, and Payne 1998). At the conceptual level, different consumer decision-making models had been proposed in the literature current decades. Nevertheless , many research workers believe that a specific, situationand product-oriented unit is needed in studying getting (Erasmusm, Boshoff, and Rousseau 2001). What is more, investigating decisions, that can really make a difference of consumers, just like car or house order, can make a vital contribution to consumer behavior knowledge (Wells 1993). In respect to Erasmus, Boshoff, and Rousseau (2001), an disovery approach with the purpose to unfold the reality may present opportunities to get an understanding from the complexity of specific decision-making circumstances, just like first-time home buying. Consideringg the existing literature exploring consumer decision making the moment purchasing high-involvement and emotionally charged goods, the purpose of this research was threefold: (a) to develop a conceptual model of decision – making for a prefabricated house purchase; (b) to gain knowledge of factors affecting this process through the empirical viewpoint; and (c) to offer implications pertaining to beneficial proper household buys. Strategic decision making refers to the process of decision making...

Recommendations: Arndt, J. 1976. Reflections on analysis in client behavior. In Advances in consumer study, ed. M. B. Anderson, 3: 213–21. Cincinnati, also: Association intended for Consumer Exploration. Bargh, M. A. 2002. Losing awareness: Automatic influences on client judgment, habit and inspiration. Journal of Consumer Exploration 29 (2): 280–5. Kafig, R. A. 1960. Customer behaviour as risk currently taking. In Risk taking Amount 7 · Number 1 · Spring 2009

94

Mateja Kos Kokliˇ and Irena Vida c and details handling in consumer behavior, ed. Deb. F. Cox, 23–33. Boston, ma: Harward University Press. Bayus, N. L. 1991. The consumer sturdy replacement purchaser. Journal of Marketing 55 (1): 42–51. Bayus, B. L., and C. C. Carlstrom. 1990. Grouping durable goods. Applied Economics 22 (6): 759–73. Bazerman, M. H. 2001. Reflections and testimonials: Consumer study for buyers. Journal of Consumer Analysis 27 (4): 499–504. Beatty, S. At the., and H. M. Smith. 1987. External search effort: An investigation around several product categories. Log of Client Research 18 (1): 83–95. Belk, R. W. 1988. Possessions and the extended do it yourself. Journal of Consumer Study 15 (2): 139–68. Hohe, B. 3 years ago. Qualitative research methods for the social savoir. Boston, ma: Pearson Allyn Bacon. Patre, I. 1992. The nature of frame of mind accessibility and attitude confidence. Journal of Consumer Psychology 1 (2): 103–24. Bettman, J. Ur, M. Farreneheit. Luce, and J. Watts. Payne. 1998. Constructive client choice techniques. Journal of Consumer Analysis 25 (3): 187–217. Quick, A. P., and M. H. Bazerman. 2003. Editor's comments: Getting consumers. School of Administration Review twenty eight (2): 187–9. Brucks, M., V. A. Zeinthaml, and G. Naylor. 2000. Price and brand name as symptoms of top quality dimensions for consumer durables. Journal in the Academy of Marketing Science twenty eight (3): 359–74. bdf – Bundesverband Deutscher Fertigbau. 2004. Arguments for any prefabricated home. Http: //www.bdf-ev.de/english/arguments.html Chaudhuri, A. 2000. A macro examination of the romantic relationship of product involvement and information search: The role of risk. Journal of promoting Theory and Practice 8 (1): 1–14. ———. 2001. A study of emotion and reason in products and services. Log of Consumer Behavior 1 (3): 267–79. Cripps, M. D., and R. J. Meyer. year 1994. Heuristics and biases in timing the replacement of long lasting products. Diary of Buyer Research 2 (2): 304–18. Dowling, G. R., and R. Staelin. 1994. An auto dvd unit of perceived risk and intended risk-handling activity. Journal of Client Research twenty one (1): 119– 34. Downs, A. 1989. Irrational purchasers are crucial sale elements. Nationwide Real Estate Investor 31 (11): 42–3. Edwards, T., and M. Fasolo. 2001. Decision technology. Annual Overview of Psychology 52: 581–606. Handling Global Transitions

A Strategic Household Purchase

ninety five

Erasmus, A. C., Elizabeth. Boshoff, and G. G. Rousseau. 2001. Consumer decisionmaking models in the discipline of consumer technology: A critical strategy. Journal of Family Ecology and Buyer Sciences up to 29: 82–90. Fader, P. T., and M. McAlister. 1990. An elimination simply by aspects model of consumer respond to promotion calibrated on upc scanner data. Journal of Marketing Research twenty seven (3): 322–32. Gati, I actually. 1986. Making career decisions: A continuous elimination procedure. Journal of Counseling Mindset 33 (4): 408–17 Gibler, K. M., and T. L. Nelson. 2003. Consumer behavior applications to property education. Record of Real estate property Practice and Education six (1): 63–89. Grewal, L., R. Mehta and F. R. Kardes. 2004. The timing of repeat buys of client durable products: The part of functional bases of consumer thinking. Journal of promoting Research forty one (1): 101–15. Gronhaug, E., I. A. Kleppe, and W. Haukedal. 1987. Observation of a proper household purchase decision. Mindset & Promoting 4 (3): 239–53. Hansen, T. june 2006. Perspectives upon consumer making decisions: An integrated strategy. Journal of Consumer Patterns 4 (6): 420–37. Hauser, J. 3rd there�s r., and G. L. Urban. 1986. The worth priority speculation for customer budget strategies. Journal of Consumer Study 12 (4): 446–62. Hawkins, D. My spouse and i., R. T. Best, and K. A. Coney. 2003. Consumer tendencies: Building online marketing strategy. Madison, wi: Irwin McGraw-Hill. Hempel, D. J., and G. In. Punj. 99. Linking buyer and lender perspectives in home buying: A transaction selling price analysis. Journal of Consumer Affairs 33 (2): 408–35. Henry, G. 2001. An examination of the pathways by which social school impacts well being outcomes. Academy of Marketing Technology Review one particular (3). Http: //www.amsreview.org/articles/henry03-2001.pdf. Henry, P. C. 2005. Sociable class, marketplace situation and consumers' metaphors of (dis)empowerment identifiers. Diary of Customer Research 23 (4): 766–78. Isen, A. M., and B. Means. 1983. The influence of positive affect on decision-making strategy. Sociable Cognition 2 (1): 18–31. Kumar V., Aaker D. A., and G. S. Day. 99. Essentials of promoting research. Nyc: Wiley. Laroche M., T. Bergeron, and C. Goutaland. 2003. How intangibility affects perceived risk: the moderating role of knowledge and involvement. Journal of Services Marketing 17 (2): 122–40. Lee, J., and L. Versus. Geistfeld. 98. Enhancing consumer choice: Happen to be we making appropriate tips? Journal of Consumer Affairs 32 (2): 227–51. Quantity 7 · Number 1 · Spring 2009

96

Mateja Kos Kokliˇ and Irena Vida c Loewenstein, G. 2001. The creative devastation of decision research. Journal of Client Research twenty-eight (3): 499–505. McColl-Kennedy, T. R., and R. E. Fetter, Junior. 2001. An empirical examination of the participation to external search marriage in services marketing. Diary of Companies Marketing 15 (2): 82–98. McDaniel C., Jr., and R. Entrances. 1998. Promoting research essentials. 2nd male impotence. Cincinnati, wow: Southwestern College Publishing. McQuiston, D. H. 1989. Novelty, complexity and importance while causal determinants in professional buyer tendencies. Journal of promoting 53 (2): 66–79. Mls, M. W., and M. Huberman. year 1994. Qualitative data analysis: An expanded source book. London, uk: Sage. Mitchell, V. T. 1999. Consumer perceived risk: Conceptualisations and models. Western european Journal of Marketing 33 (1–2): 163–95. Mitra, K., Meters. C. Reiss, and T. M. Capella. 1999. A great examination of perceived risk, info search and behavioral motives in search, encounter and credit services. Diary of Solutions Marketing 13 (3): 208–28. Ozanne, T. L., Meters. Brucks, and D. Grewal. 1992. A study of information search behavior during the categorization of recent products. Record of Consumer Research 18 (4): 452–63. Peter, T. P., and J. C. Olson. 2002. Consumer tendencies and online strategy. New York: Irwin McGraw-Hill. Punj, G. D. 1987. Presearch decision making in consumer durable purchases. Journal of Consumer Marketing 4 (1): 71–82. Punj, G. N., and R. Brookes. 2002. The influence of pre-decisional restrictions on information search and consideration set formation in new automobile purchases. Foreign Journal of Research in Marketing 19 (4): 383–400. Rosenthal, M. 1997. Chain-formation in the owner-occupied housing market. The Economic Log 107 (441): 478–88. Simonson, I., Unces. Carmon, L. Dhar, A. Drolet, and S. Meters. Nowlis. 2001. Consumer analysis: On search of id. Annual Report on Psychology 52: 249–75. Bore holes, W. M. 1993. Discovery-oriented consumer study. Journal of Consumer Exploration 19 (4): 489–504. Small, W., A. J. Richardson, K. Watts. Ogden, and A. M. Rattra. 1982. Road and rail shipment mode choice: application of a great elimination-by-aspects model. Transportation Exploration Record, number 838: 38–44.

Managing Global Transitions

Tags:

Statistical Accommodement in the U. S. Equities Market Article

Ramp Managing Essay