Online decision aids: the role of decision-making styles and decision-making stages

Virdi, Preeti; Kalro, Arti D.; Sharma, Dinesh

doi:10.1108/ijrdm-02-2019-0068

Cited by 20 publications

(12 citation statements)

References 101 publications

(142 reference statements)

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“…Traditional online shopping is search-based, requiring searching, comparing, and choosing before purchasing. Traditional online retailing thus relies on consumer initiative, and retailing success relies to a significant extent on consumers looking for products, with clear objectives in mind ( Virdi et al, 2020 ). In livestreaming retailing, consumers are guided by anchors who actively promote products to them ( Bründl et al, 2017 ; Ang et al, 2018 ).…”

Section: Theoretical Framework and Hypothesis Developmentmentioning

confidence: 99%

Research on the Impact of Marketing Strategy on Consumers’ Impulsive Purchase Behavior in Livestreaming E-commerce

et al. 2022

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Livestreaming e-commerce has emerged as a highly profitable e-commerce that has revolutionized the retail industry, especially during the COVID-19 pandemic. However, research on livestreaming e-commerce is still in its infancy. This study sheds new light on impulsive purchase behavior in livestreaming e-commerce. Based on stimulus-organism-response (SOR) theory, this study introduces the “People-Product-Place” marketing strategy for livestreaming e-commerce from the perspective of consumer perception and aims to understand the impact of marketing strategy on impulsive purchase behavior in e-commerce livestreaming shopping scenes, and to examine the mediating effect of involvement. The study conducted SEM analysis, in Amos, on 437 response sets from an online anonymous survey. The results show that perceived e-commerce anchor attributes, perceived scarcity, and immersion positively influence impulsive purchase behavior; that “People-Product-Place” marketing strategy is important; and that effective marketing triggers impulsive purchase. Perceived e-commerce anchor attributes, perceived scarcity, and immersion positively influence involvement, which positively influences impulsive purchase. Involvement mediates between perceived e-commerce anchor attributes, perceived scarcity and immersion, and impulsive purchase. These findings guide marketers to improve the profitability of livestreaming e-commerce and provide some references of economic recovery for many other countries that also suffered from the impact of the COVID-19 pandemic.

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Section: Theoretical Framework and Hypothesis Developmentmentioning

confidence: 99%

Research on the Impact of Marketing Strategy on Consumers’ Impulsive Purchase Behavior in Livestreaming E-commerce

et al. 2022

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“…A decision making element in this research also is not divided into stages, but it should, other researchers show a great effort exploring decision-making styles and decision-making stages (Virdi et al, 2020). An interesting element for the further discussions is different decision-making techniques (Tahiri et al, 2021), as well as, the impact on decision making of an organizational culture, etc.…”

Section: Discussionmentioning

confidence: 99%

Idea Management Systems as a Tool for Goals’ Setting & Achieving and Decision Making: Global Research Results

et al. 2021

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Research background: the authors have explored that there are different idea management system (IMS) application types that could be used both locally and globally for diverse reasons and expected outcomes. There is ongoing research on how IMS could be applied for manageable idea management process. But there is a question – how do these IMS types help to set and achieve goals, and improve decision making? Purpose of the article: The article aims to clarify how an external and mixed web-based IMS could be used during COVID19 time for distance idea generation sessions, as well as, to solve complex issues such as decision making, goals’ setting and reaching them based on different idea generation sources and critical reflection on those ideas of evaluators. Methods: Literature review (data collection: systematic data collection from scientific data bases; data analysis: content analysis). The survey of n>400 enterprises with web-based IMS experience globally (data collection: a survey; data analysis: statistics). Findings & Value added: this paper explores how different types of web-based IMS could be applied as a tool and support system for decision making processes in general, decisions towards goal setting and its outreach. The research results provide also a practical contribution - it could help to choose the most appropriate IMS application type to reach estimated goals and to empower decision making.

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“…The stage sequence being: need recognition/unmet need, information search, alternative evaluation, choice/purchase, and post-purchase evaluation. As Virdi et al (2020) observes papers such as Lye et al (2005); Karimi et al (2015) and Karimi et al (2018) suggest some stages of this traditional model are often skipped, and some consumer decision processes are more iterative than linear. Moreover, the generic nature of this five-step model has been criticized for its emphasis on rationality and its questionable predictive value, hence the trend towards more product and context specific models (Erasmus et al 2001).…”

Section: Conceptual Frameworkmentioning

confidence: 99%

Subjective Knowledge, Perceived Risk, and Information Search when Purchasing a Franchise: A Comparative Exploration from Australia

Balsarini

Lambert

Ryan

et al. 2021

JRFM

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Franchising has long been a method by which organizations seek to expand and facilitate local market development. However, franchising as a growth strategy can often be hampered by lack of suitable franchisees. To mitigate this shortage, some franchisors have engaged in recruiting franchisees internally from the ranks of their employees in addition to the traditional approach of recruiting franchisees externally. Predominantly franchisees are individuals rather than corporations and thus purchasing a franchise should most commonly be characterized as a consumer acquisition. To explore the relationship between subjective knowledge, perceived risk, and information search behaviors when purchasing a franchise qualitative interviews were conducted with franchisees from the restaurant industry. Half of these respondents were externally recruited having never worked for the franchisor and half were internally recruited having previously been employees of the franchisor. The external recruits expressed a strong desire to own their own business and engaged in extensive decision-making processes with significant information search when purchasing their franchises. Contrastingly, the internal recruits expressed a strong desire to be their own boss and engaged in limited, bordering on habitual decision-making processes with negligible information search when acquiring their franchises. The results reveal that differences in subjective knowledge and perceived risk appear to significantly impact the extent of information search between these two groups. A model of the relationship between subjective knowledge, perceived risk and information search in the purchasing of a franchise is developed that reconciles these findings. The findings also have practical implications for franchisors’ franchisee recruiting efforts which are integral to their capacity to develop local markets.

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Online decision aids: the role of decision-making styles and decision-making stages

Cited by 20 publications

References 101 publications

Research on the Impact of Marketing Strategy on Consumers’ Impulsive Purchase Behavior in Livestreaming E-commerce

Research on the Impact of Marketing Strategy on Consumers’ Impulsive Purchase Behavior in Livestreaming E-commerce

Idea Management Systems as a Tool for Goals’ Setting & Achieving and Decision Making: Global Research Results

Subjective Knowledge, Perceived Risk, and Information Search when Purchasing a Franchise: A Comparative Exploration from Australia

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