•Meta-analysis to study effect of return leniency on purchase and return behavior.•The effect of leniency on purchase is more than the effect on returns.•Degree to which leniency increases purchase ...depends on choice of return policy.•Choice of return policy affects degree and direction of effect on returns.•Substantive and methodological moderators moderate the effect.
While most retail stores offer return policies, some offer more lenient return policies than others. The inherent belief is that lenient return policies are more likely to lead to purchases than to encourage returns. Examining prior research we find that return policy leniency has been characterized in terms of five different dimensions: time, money, effort, scope, and exchange. We conduct a meta-analysis of 21 papers examining the effect of leniency on purchase and return decisions, and demonstrate that overall, leniency increases purchase more than return. Further, we show the return policy factors that influence purchase (money and effort leniency increase purchase) are different from the return policy factors that influence returns (scope leniency increases returns while time and exchange leniency reduces returns).
Increasing competition in the business world, especially in the coffee business, requires a competitive advantage to improve purchasing decisions. Due to the increasing number of competitors, ...customers today have more options than ever to choose high-quality products. This study aims to determine the effect of product quality and advertising on coffee purchasing decisions in Tabanan. The method used in this study is the method of saturated sampling technique with a total of 97 respondents. The analysis technique used in this study is multiple linear regression analysis. The results showed that product quality had a positive effect on coffee purchasing decisions, product quality improvement would be followed by an increase in purchasing decisions, and promotion had no positive effect on coffee purchasing decisions. The novelty in this study is that product quality with the addition of full wash process product indicators is able to improve purchasing decisions and promotions are not able to improve purchasing decisions on robusta coffee in Pujungan Tabanan Bali.
Ethical consumption is more likely when consumers are receptive to ethical product information and consider such information when making purchasing decisions. Building on communication theory, we ...develop and test a framework illustrating how different consumer values induce contrasting effects on consumers' willingness to choose ethical products through affecting consumer receptiveness to ethical product information.
We present an online survey with 590 US consumers, which was analyzed with covariance-based structural equation modeling (CB-SEM). Results show that altruistic and biospheric consumer values increase consumers' willingness to choose ethical products via trust in ethical advertising and ethical purchase decision involvement. In contrast, egoistic consumer values reduce ethical purchase decision involvement, and ultimately consumers' willingness to choose ethical products. Thus, we illustrate the mechanisms through which contrasting values take effect. Results are discussed in light of theoretical and managerial implications and reemphasize the need for better adaptation of ethical marketing to individual consumer characteristics.
•Consumer receptiveness to ethical information is key to growing ethical consumption.•Consumer values influence consumption choices, but specific effects remain unclear.•We find altruistic & biospheric values raise trust in ethical adverts & involvement.•But, egoistic consumer values reduce ethical purchase decision involvement.•Knowing the effects of opposing motivations helps position ethical products better.
This research aimed to identify the linkages between marketing mix elements and the purchase decision process among consumers in the Malaysian retail industry. To fulfill this objective, the present ...study followed a quantitative survey for gathering the data from the consumers of department stores at the East Coast region in Malaysia. All of the obtained data were inserted and coded using SPSS and then analysed by AMOS 18. The findings indicated that the impact of advertising on the consumers' purchase decision is positive and statistically significant. Besides that, the findings demonstrated that distribution intensity has a negative effect on purchase decision, whereas price plays a key important role in affecting purchase decisions process of the consumers. Lastly, the findings of this paper verified that store image and store location have significant positive linkages with purchase decision. These outcomes enhance our understanding on the role of marketing mix elements in determining a consumer's purchase decision, particularly in the retail context.
PurposeThe main objective of this research is to investigate the factors that influence consumer purchase decisions for halal products before and during the COVID-19 pandemic, based on the ...Engel-Kollat-Blackwell (EKB) theory.Design/methodology/approachThe research was conducted as a survey. The influencing factors were determined based on the grey relational analysis (GRA) approach.FindingsThe findings indicate before the COVID-19 pandemic, consumers mainly purchased halal products based on four key factors: purchasing experience, certification label, Internet searches and past consumption experience. However, during the pandemic, the ranking and factors have changed to six indicators, which are past consumption experience, purchasing experience, certification labels, standardized specifications, Internet searches and halal certification labels.Research limitations/implicationsThe study was limited by the sample size and geographical area. Nevertheless, the findings could be further explored by expanding related theories toward understand human decisions based on spiritual beliefs.Practical implicationsThe findings of this study have important implications for research, practice and society. Understanding the factors influencing halal purchase decisions before and during the pandemic can help businesses, policymakers and halal certification bodies to better cater to consumers' needs and preferences and ensure the continued growth and development of the halal industry.Originality/valueThis study evaluates halal purchasing decisions between periods of certainty and uncertainty by using the GRA. Changes in halal consumption and purchase decisions in response to COVID-19 pandemic have become an emerging topic of discovery. The study addresses the gap in the literature regarding changes in consumer decision pattern.
This study aims to obtain empirical evidence about "Occupancy Rate Analysis of Effect Study Perspective Hotel amenities Hotel amenities Decision Against guest to stay at Nyiur Indah Beach Hotel ...Pangandaran". The results are expected to provide benefits of this research is to determine the extent of the facilities owned by Nyiur Indah Beach hotel guests can attract traffic and increase hotel revenue. The method used is descriptive analysis and 'verification. Data collection is an interview with using a questionnaire accompanied by literature study. The sampling technique used is the non-probability sampling techniques that do not provide equal opportunity for each element or member of the population to be sampled. Field data collection conducted in 2015. Data were analyzed using Path. Analysis (Path Analysis). The results showed that there are significant positive and significant effect of the variable to variable-making facility stay. Indicators rooms were clean and comfortable is important in influencing a person to stay. Basically the reason someone stay dihotel is to rest, the rooms are clean and comfortable will make a guest feel at home and comfortable in the rest.
The demand for Muslim women's clothing is getting higher, it is clear the Muslim fashion industry is starting to develop in several countries in the world. Consumers can get Muslimah fashion products ...easily through online media such as E-Commerce and Social Media. Therefore, this study aims to find reasons for consumers to buy Muslim fashion products. The study's focus is on people who buy Muslimah online fashion products in Indonesia as many as 242 consumers. The sampling method allows use of purposive sampling. Resources come from primary and secondary data. SEM (Structural Equation Model) data analysis blended with validity and reliability test resistance, Structural Model Evaluation, God of Fit, R-Squre and Hypothesis Testing via use of SmartPLS. The results show that product quality and trust can encourage loyalty, but Brand Ambassador does not make consumers loyal. Product quality and brand ambassadors are also reasons why consumers buy Muslim fashion products in e-commerce and social media, except for trust and loyalty to products which are the reasons consumers make purchases. Meanwhile, loyalty can be a driver between products' quality and purchasers' decisions. However, loyalty is not able to bridge between trust and purchase decisions, so loyalty is not considered important because if consumers already believe they will automatically buy. Brand ambassadors are also helped by the role of consumer loyalty to improve purchasing decisions.
•Price deception played a negative role in purchase decision making when it was noticed by the participants.•The truthful condition led to higher purchase rate and shorter reaction time.•The N2 ...deflection was more negative in the deceptive (vs. truthful) condition.•The LPP amplitude was larger in the truthful (vs. deceptive) condition.
As a kind of information deception, price deception is adopted by some online sellers as an approach to mislead the consumers into buying their products. However, when consumers have sufficient knowledge about the price information, the effect of price deception on their purchase decision making remains elusive. Therefore, behavioural and event-related potentials measures were combined to investigate this issue. Behaviourally, a higher purchase rate and reduced reaction time were observed in the truthful condition relative to the deceptive condition, suggesting that the truthful condition was more favourable to the participants. At the neural level, the truthful condition triggered an attenuated N2 and an increased LPP compared with the deceptive condition, indicating less cognitive and decisional conflict and more positive evaluation of the truthful condition. Taken together, these results revealed the negative impact of price deception on purchase decision making and its potential neural substrates.
This study examined the effects of the restorative experience triggered by empowerment features in augmented reality (AR) on online tourists’ immersion and willingness to pay a price premium in the ...pre-purchase phase. The study focused in particular on the coherence and compatibility perspectives of the restorative experience. A scenario survey was conducted to validate the research framework. The research findings clarified the psychological mechanism behind the willingness to pay a price premium in AR-empowered online travel experiences. They indicated that the two AR empowerment features namely environmental embedding and simulated physical control generate restorative experience, which further fostered immersion and ultimately resulted in the willingness to pay more. The results may help online tourism services select appropriate AR empowerment features that will incite tourists to pay a premium price and also help create an effective AR tourism destination experience in the pre-purchase phase. This study focused on the attention restoration theory, empowerment paradigms, and AR-based service technology to develop an integrated conceptual framework of the relationship among AR empowerment features, restorative experience, immersion, and pre-purchase decision-making behavior.
The advancement of information and communication technology is increasing rapidly causing the public's need for smartphone products to increase. The purpose of this study was to analyze the ...correlation between brand image and price on purchasing decisions for Realme smartphones in Subang Regency, West Java. This research uses a descriptive and quantitative verification approach. The sample used in this study amounted to 303 consumers as respondents which were determined by using the accidental sampling technique. The data analysis method used in this research is collecting data using a questionnaire instrument with a Likert scale. The results of this study are brand image and price have a strong and positive relationship. Furthermore, this study also found that brand image and price have significantly and positively affected purchasing decisions for Realme smartphone products in Subang Regency.
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