Purchase, Scanner, and Media Panels

This study empirically investigates the relationship between social media use at home and consumer shopping preferences during Covid-19 pandemic in an emerging country, Indonesia, using survey data. This study focus on popular consumer retail stores including online retail stores such as Tokopedia, Shopee, Lazada and KlikIndomaret, as well as brick-and-mortar retail stores, such as Indomaret, Alfamart, Super Indo, and Transmart. Social media use of popular platforms such as Instagram, Facebook, YouTube, Twitter, Line, and LinkedIn are analyzed. The results of our analysis found that the use of Instagram, Facebook, YouTube, Twitter and LinkedIn at home is associated with consumer shopping preferences at online retail stores such as Tokopedia, Shopee, Lazada, and KlikIndomaret. In addition, our analysis revealed that the use of these social media platforms at home is associated with consumer shopping preferences at brick and mortar retail stores such as Alfamart, Indomaret, and Super Indo. Interestingly, there is no significant association between social media use at home and consumer shopping preferences at Transmart brick-and-mortar stores. Media Richness Theory and Strength of Weak Ties Theory help explain the results of this study. Retail stores need to consider which social media platform is more effective for implementing their marketing strategy. The results of this study can be used as a reference in developing a retail store marketing strategy through social media.

Purpose Through the lens of stimulus (S)-organism (O)-response (R) model, this research explores how key factors such as delivery options (DOs), payment options (POs) and sales promotions (SPs) influence consumers' attitudes (ATT) toward the online food ordering (OFO), which subsequently affects their purchase behaviour (PB) in India. Additionally, the study analyses potential behavioural differences among consumers based on their age groups. Design/methodology/approach A structured questionnaire, created using Google Forms, was distributed via email and WhatsApp and physically to gather data from a sample of 470 Indian consumers. These data were analysed using variance-based structural equation modelling (VB-SEM) and multigroup analysis (MGA). Findings The findings reveal that DOs, POs and SPs have a significant positive impact on ATT. Additionally, ATT towards OFO is also significant. The proposed mediation effect was found statistically significant. Furthermore, results revealed that DOs, POs and SPs are the most influential predictors of PB, with ATT acting as a mediator. Research limitations/implications Theoretically, this research has advanced our understanding of the mechanism through which selected antecedents, including payment options like digital payments shape ATT and influence PB through OFO. The coverage of selected antecedents, the relatively smaller sample size of Zoomers and Millennials, and the adoption of a non-probability sampling method limit the generalizability of the findings. Originality/value This study adds to the OFO and digital payment literature by establishing the relationships between DO, PO, SP and ATT, which ultimately leads to PB through the SOR mechanism.

PurposeThis paper explores how consumer psychographics impact responses to sales promotions (SPs), and specifically whether equity sensitivity (ES) moderates attitudes towards sales promotion in the retail purchase experience (PE).Design/methodology/approachThe study examines data from a survey of 284 Hong Kong consumers, using a shopping mall-intercept method. Every third person walking past the researchers was asked to participate in the survey. After obtaining their permission, those agreeing to take part in the study were surveyed either inside or outside of the shopping complex. The face-to-face intercept surveying method also increases confidence in sample and response reliability.FindingsThe study finds that ES has a significant positive relationship with evaluations of the retail PE. Consumers identified as “Benevolents” were significantly more positive towards SPs and reported significantly higher satisfaction with the PE. In contrast, consumers identified as “Entitled” were less positive towards SP and less satisfied with the PE. In addition, noncash SPs significantly positively influenced Benevolents' PE.Research limitations/implicationsThe current study extends and expands equity theory and ES research by applying these concepts to consumer SPs. The study is limited to an examination of common consumer purchases, across different product categories and SP types. While this allows us to examine the relationship between SP attitudes, ES and purchase satisfaction, future comparisons between individual sales promotion techniques (SPTs) and specific consumer profiles are recommended.Practical implicationsFrom a retail perspective, it is important to understand individual differences and what influences and motivates the consumers' retail PE. Retail managers are advised to track customer purchases and satisfaction levels linked to SPs as this would allow for the identification of which customers are more likely to fit the Entitled or Benevolent psychological profiles and predict their likely responses to SP offers.Originality/valueTo date, there has been little research on individual psychological differences between consumers when offered SPs at retail stores. The current study contributes to the marketing literature by extending the price fairness equity model to the retail PE, thereby addressing a prominent gap in the literature.

Bu çalışma yeni bir kavram olan FoMO’nun (gelişmeleri kaçırma korkusu) ve çağdaş gözetleme pratikleri hakkındaki bireysel farkındalığın tüketicinin internetten satın alma davranışına etkisini irdelemektedir. Bu bağlamda kurumlar açısından hedef kitlenin gözetlenmesi ve satış pratikleri açısından yönlendirilmeleri önemli bir rol oynamaktadır. Süreç içerisinde teknolojinin gelişimi ile hedef kitlenin gözetlenmesi çok daha kolay bir hale gelmiştir. Dolayısıyla gözetimin kolaylaşması ve farkındalığı ile satın alma davranışı arasındaki ilişki bu çalışmada incelenmektedir. Dijital teknolojiler ile hedef kitlenin tanımlanması, ihtiyaçlarının belirlenmesi ve değişen koşullara anlık müdahale edebilmesi için gözetime tabi tutulduğu iddia edilmektedir. Buradan hareketle FoMO’nun aracı bir faktör olarak kullanılması ile hedef kitlenin gözetlenme farkındalığının satın alma davranışına nasıl yönlendirildiği incelenmektedir. Bu bağlamda, hedef kitlenin dijital ortamlarda daha çok vakit geçirmesiyle birlikte, gözetim akışkan bir hal almakta ve zaman mekân sınırları ortadan kalkmaktadır. Bununla birlikte dijital ortamlarda bırakılan her iz, veriye dönüşmektedir. Çağdaş gözetim pratiklerinin en önemli parçalarından biri olan veri, hedef kitlenin çok daha iyi, verimli ve anlık bir biçimde kontrol edilmesini ve yönlendirilmesini sağlamaktadır. Bu çalışmada ise satın alma davranışındaki bu değişim üzerinde gözetlenme farkındalığı ve gelişmeleri kaçırma korkusunun doğrudan (tek başına) etkileri yanında farkındalığın gelişmeleri kaçırma korkusu üzerinden dolaylı etkisi, yani FoMo’nun aracılık etkisi sorgulanmıştır. En küçük kareler yöntemine dayalı regresyon modeli temelli aracılık analizi uygulanmıştır. Ayrıca cinsiyetin düzenleyici (moderatör) etkisi incelenmiştir. Sonuç olarak gelişmeleri kaçırma korkusunun (FoMO) satın alma davranışına tek başına etkisi anlamlıdır. Bu etki, pozitif yönlüdür. Ayrıca etki büyüklüğü cinsiyete göre anlamlı olarak farklılaşmaktadır. Gözetim farkındalığının satın alma davranışı üzerindeki etkisinde FoMo’nun aracılık etkisi anlamlıdır. Bunun etki büyüklüğü erkeklerde daha düşüktür.

Overwhelmed by the use of social media in augmenting human interactions, researchers have developed special interest in understanding the use of social media in developing strong and customized relationships with customers. In line with this, the current study aims to explore the impact of social media on purchasing behavior with mediating effect of customer relationship. The findings indicate that majority of the respondents use social media for purchasing purpose and there is a positive relation between social media and customer relationship, as well as social media and purchasing behavior, with customer relationships fully mediating and enhancing the relationship between social media and purchasing behavior. It has been also found that the majority of the respondents use social media for purchasing purposes. This study offers new insights into the conceptual development and understanding of social media in enhancing customer relationships and affecting purchasing behavior. The study acts as a strong support and aid towards developing and managing global customer relationships through the use of social media.

The rise of e-commerce in Indonesia has transformed consumer behavior, leading to a growing preference for online shopping. Shopee, a unique e-commerce platform, is experiencing rapid growth in the country, sparking an increase in impulse buying. Factors such as positive emotions and sales promotions are believed to drive impulse purchases. This study employs quantitative research methods to explore these phenomena. By surveying 100 respondents, it was found that positive emotions do not impact impulse buying among Shopee users in Pondok Gede District. However, sales promotions have a significant influence on impulse buying in the same area. When combined, positive emotions and sales promotions have a notable effect on impulse buying behavior among Shopee users in Pondok Gede District. The findings of this study suggest that while positive emotions may not directly lead to impulse buying on Shopee, the presence of sales promotions can significantly influence consumer behavior. This highlights the importance of marketing strategies that leverage both emotional appeal and promotional offers to drive impulse purchases among online shoppers in Indonesia. Furthermore, the rapid growth of e-commerce platforms like Shopee in Indonesia indicates a shift towards a more convenient and accessible shopping experience for consumers. As more Indonesians embrace online shopping, businesses will need to adapt their marketing tactics to cater to the changing preferences of their target audience.

PurposeThis study aims to examine how 20 local governments in Canada and the USA operationalize the government–citizen trust relationship through the administration of social media by answering two questions: Can local governments use social media to increase citizen trust? and if local governments can use social media, what can be learned about the administration of social media that results in an increase in citizen trust of government?Design/methodology/approachBased on a normative belief that increasing the trustworthiness of government is a desired outcome, the working proposition is that social media may offer a low-barrier method for engaging citizens and supporting trust-based relationships, if social media programs are administered in a way that operationalizes this objective. Using content analysis of data collected from interview transcripts and documentary sources, this exploratory, process-oriented study emphasizes the social, organizational and functional contexts of social media and social media as records.FindingsThe study found that most cities had extensive programs featuring multiple accounts on a number of common platforms. The cities maintained tight control over content, account creation and employee and audience participation to ensure compliance with federal and provincial or state legislation and to mitigate technology and content-based risks. The cities used social media to broadcast information, respond to service requests and provide issue management. Social media results were measured sporadically on an ad hoc basis for operational purposes and only two cities had dedicated procedures in place for managing social media as records. Contrary to previous research, this study indicates that fiduciary trust relationships do require trust by the agent (i.e. institution) and the principal (i.e. citizen).Research limitations/implicationsTo increase generalizability, an effort was made to select cities that were demographically and geographically diverse by selecting a range of population sizes and locations. However, selection was skewed towards cities with well-developed social media programs, and as a result, over half of the cities were national, provincial or state capitals or larger population centres. While these cities experienced economic advantages, the participants in the study identified challenges around resourcing and capacity, and their responses are expected to be of value to cities operating under similar constraints. Additionally, this study represents a point in time, as social media use at the local governments continued to expand and evolve during and after the data collection period.Practical implicationsThis paper identifies three scenarios where social media content from local government accounts should be managed as records, including: the documentation of incidents, the on-going collection of city content from high-profile accounts and the “on demand” collection of citizens’ content where cities have asked for citizen input on topics or issues.Social implicationsThis study provides an in-depth characterization of social media administration and use by 20 local governments in Canada and the USA. Considering the progress made by cities in e-government using their websites as a base, cities can develop greater capacity for open government, meaning wider participation by citizens in the decisions that affect them on a daily basis. To achieve goals of transparency, accountability and civic participation, cities will need to develop capacity around social media measurement, reporting and procedures for managing social media as records.Originality/valueIn providing a detailed and complete description of social media use in 20 cities in two countries, this study moves beyond a compliance- and requirement-driven approach to consider the larger question of government–citizen trust and the relevance of records within this relationship.

This study employed a quantitative approach to investigate the influence of visual merchandising practices on customer engagement and purchase behavior in retail stores in Claver, Surigao del Norte. By utilizing a descriptive survey design with 385 customer respondents, the findings revealed that retailers inconsistently observed visual merchandising practices. Despite this, the study identified a significant and high positive influence of these practices on customer engagement and purchase behavior. Notably, through multiple regression analysis, it was found that only window displays significantly predicted both customer engagement and purchase behavior, although the collective influence of visual merchandising practices remained substantial. In essence, the research emphasized the integral role of visual merchandising in encouraging customer engagement and guiding their purchase behavior, highlighting the specific relevance of window displays in this retail context.

Research examining associations between social media use behaviors and psychosocial well-being among older adults are limited. To explore associations between older adults' social media (social networking services and instant messaging applications) use behaviors and psychosocial well-being. This was a secondary data analysis. All data were retrieved from the Taiwan Communication Survey database, an annual survey that examines trends in Taiwanese residents' communication behaviors and social media use. The original investigation was conducted in Taiwan from September to December 2019. Data from 647 older adults aged over 60 years were extracted for the analyses. Social media use behaviors (users/non-users and time spent using), positive psychosocial outcomes (life satisfaction, self-determination, subjective well-being, and happiness), negative psychosocial outcomes (loneliness, depression, and anxiety), and demographic variables were included. Social media users had significantly higher levels of subjective well-being and lower levels of depression, anxiety, and loneliness compared with non-users. Time spent on social networking services was significantly and positively correlated with negative psychosocial outcomes (β = 0.103, p = 0.044, f2 = 0.011), and it was significantly and inversely correlated with positive psychosocial outcomes (β = -0.063, p = 0.049, f2 = 0.004). Time spent using an instant messaging application was significantly positively associated with positive psychosocial outcomes (β = 0.068, p = 0.031, f2 = 0.005). The proposed path model had an acceptable model fit. Study results indicated that older adults' social media use behaviors were associated with their psychosocial well-being. Older adults are recommended to use social media for appropriate time periods as an important way to promote social engagement for their psychosocial well-being.

This study aims to determine advertising (X1), sales promotion (X2) personal selling (X3) publicity (X4) direct marketing (X5) partially and simultaneously have a significant effect on student decision making choosing Muhammadiyah University Bengkulu. This study uses a quantitative approach with explanatory research methods, primary data sources through questionnaires, secondary data from information publications and other sources. Questionnaires were distributed to 193 research samples from 2018-2019 students. The results showed that of the five promotion mix variables, there were three variables that partially had a significant effect on student decision making, namely advertising, public relations, and direct marketing variables, while those that had no significant effect were sales promotion and personal selling variables. Simultaneously the promotion mix includes advertising (X1), sales promotion (X2), personal selling (X3), public relations (X4) and direct marketing (X5) have a significant effect on student decision making.
 Keywords: Promotional Mix, Choice Decision

Over the past decades, prediction of costumers' purchase behavior has been significantly considered, and completely recognized as one of the most significant research topics in consumer behavior researches. While we attempt to measure response of purchase intention to the contextual factors such as customers' age, gender and income, product price and sale promotion, most of business models are basing on a linear equation to estimate weight of these factors due to the linear equation is not only intuitive for other academics to compare and replicate but also luminous to explain the results for business practitioners. Nevertheless, comparing with other research fields (e.g. pattern recognition and text classification), the prediction methods for purchase behavior are overconcentration of the linear models, especially linear discriminant analysis and logistic regression analysis. On the other hand, as more and more information and communication technologies (ICT, e.g. POS and sensor) are introduced into retail, marketing and management to collect business data, the volumes of data are increasing in exponential growth. Analysis based on linear models are insufficient to satisfy the requirement of academics and practitioners any more, and machine learning techniques have been increasingly attracted us to conduct them as an alternative approach for knowledge discovery and data mining. With regard to these issues, this paper employs two representative machine learning methods: Bayes classifier and support vector machine (SVM) and investigates the performance of them with the data in the real world.

The modern marketing environment is characterized by high levels of competition in the restaurant industry, which requires companies to develop and implement effective marketing strategies and use marketing communications to attract and retain consumers. At the same time, the growing influence of digital technologies and social networks in advertising, public relations, sales promotion, and branding requires restaurant businesses to actively use the latest marketing communication tools to operate successfully in the market. Changes in consumer preferences and the emergence of new trends in the restaurant business require constant analysis and adaptation of marketing strategies. Therefore, the study of strategic tools for marketing communications in the restaurant business is of great importance for understanding current market trends and improving practical approaches to managing companies in this industry. The study concludes that the implementation of management measures aimed at the creation of strategic marketing communications will allow restaurant business enterprises to maintain and improve their position in the competitive struggle in the long term. The main ones The modern marketing environment is characterized by high levels of competition in the restaurant industry, which requires companies to develop and implement effective marketing strategies and use marketing communications to attract and retain consumers. At the same time, the growing influence of digital technologies and social networks in advertising, public relations, sales promotion, and branding requires restaurant businesses to actively use the latest marketing communication tools to operate successfully in the market. Changes in consumer preferences and the emergence of new trends in the restaurant business require constant analysis and adaptation of marketing strategies. Therefore, the study of strategic tools for marketing communications in the restaurant business is of great importance for understanding current market trends and improving practical approaches to managing companies in this industry. The study concludes that the implementation of management measures aimed at the creation of strategic marketing communications will allow restaurant business enterprises to maintain and improve their position in the competitive struggle in the long term. The main ones are: active influence on the target audience using the maximum number of communication channels, development and maintenance of a strong brand, maximum use of online channels for transmitting communication messages, implementation of sales promotion measures, ensuring feedback from consumers, establishing communication with current and potential partners, strategic analysis of the effectiveness of marketing communication. The implementation of these tools in practice will allow restaurant business enterprises to increase the efficiency of long- term management in the field of marketing communication, which in the future will make it possible to bring the management of the company in general and marketing activities in particular to a new qualitative level.

This literature study aims to determine the use of Android-Based Learning Media as a solution during the Covid-19 pandemic in Indonesia. The data used is secondary data using the literature method, namely by studying and reading literature related to the problems that are the object of research, such as books, articles, journals, surveys, news and other documents. The results of the study reveal that the number of Android users in Indonesia is quite high and increasing every year, such as in 2015-2018 an increase of 27%, so it will be effective if used as a learning medium. In addition, this pandemic condition causes the need for the use of Android-based Learning Media to be quite significant. In contrast to the ability of educators in mastery of technology, there are only 40% of educators who are ready for technology because for media creation at this time sufficient technological capabilities are needed, so the use of Android-Based Learning Media is quite low, especially those using Android applications based on Adobe Flash CS6. Where it is necessary to have regular training so that the competence of Educators is in accordance with the demands and conditions of the times. Especially with the current condition of the Covid-19 Pandemic, the ability of teachers in technology is needed to support the learning process. so that the use of Android-Based Learning Media is quite low, especially those that use Android applications based on Adobe Flash CS6. Where it is necessary to have regular training so that the competence of Educators is in accordance with the demands and conditions of the times. Especially with the current condition of the Covid-19 Pandemic, the ability of teachers in technology is needed to support the learning process. so that the use of Android-Based Learning Media is quite low, especially those that use Android applications based on Adobe Flash CS6. Where it is necessary to have regular training so that the competence of Educators is in accordance with the demands and conditions of the times. Especially with the current condition of the Covid-19 Pandemic, the ability of teachers in technology is needed to support the learning process.

PurposeThe main objective of this study is to identify the variables influencing consumers' perceptions of sustainable purchasing intentions and the effects such perceptions have on actual sustainable purchasing behavior. This paper aims to develop an understanding of the postmillennial generation's consumption of sustainable products.Design/methodology/approachA structured questionnaire was used to collect data for quantitative analysis. It involved sampling a total of 251 respondents, which were postmillennials belonging to the twin cities of Pakistan. A series of tests were applied through Smart PLS4 for all the variables, including descriptive statistics and structural equation modeling.FindingsThe results revealed that there is a significant relationship of social value and electronic word of mouth with digital media usage (DMU). Whereas, link of functional and emotional value with DMU was insignificant. The results also portrayed that there exists a positive link between DMU and sustainable consumption behavior (SCB). Moreover, green purchase intention moderated the relationship between DMU and SCB.Originality/valueThere exists a research gap on the role of postmillennial behavioral regulation and digital media use, as potential influences on their purchase behavior. Despite the fact that digital media has been shown to influence millennials' purchasing decisions in the past, there is still a reluctance among postmillennials to engage in environmentally friendly practices. Consequently, research is necessary to comprehend sustainable consumer behaviors; especially from an unaddressed Pakistani perspective.

We investigate how adoption of a retailer’s factory outlet channel impacts customers’ spending in the retailer’s traditional retail store channel. In recent years, many retailers have added exclusively sourced factory outlet stores into their channel mix to achieve market expansion and customer segmentation. However, the impact of adoption of this lower-quality, lower-price alternative channel on spending at the retailer’s higher-quality, higher-price retail store channel is not clear. Customers adopting the outlet channel might increase their spending in the retail store channel because of the opportunity to become familiar with the brand at a lower price point or transfer of positive associations formed through patronage of the outlet channel to the store channel. Customers adopting the lower-quality channel might also decrease their spending in the retail store channel because of brand dilution or cannibalization. To investigate this issue, we use a unique individual-level panel data set from a specialty apparel retailer from a period during which the retailer opened many factory outlet stores. This allows us to study how purchase behavior changes after customers adopt the outlet channel while carefully controlling for alternative explanations including customer heterogeneity and selection effects. We find that although customers who adopt the outlet channel spend less with the retailer compared to store-only customers, the difference cannot be attributed to the impact of adoption of the outlet channel. After controlling for heterogeneity and selection effects, we uncover a positive spillover to the retail store channel from adoption of the outlet channel. Customers who adopt the outlet channel not only make incremental purchases at the outlet channel, but also increase their spending in the retail store channel after adoption. The increase in spending is due to more frequent retail store purchases and not to larger per-purchase expenditure. This paper was accepted by J. Miguel Villas-Boas, marketing.