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Research on the Influence of Anchor Attributes on Consumers’Online Behaviors in Social E-Commerce Platforms:The Moderating Effect of Platform Contextual Factors
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作者 Xiaodong Yang Gi Young Chung 《Proceedings of Business and Economic Studies》 2024年第5期186-193,共8页
As e-commerce continues to mature,the advantages of live streaming within the industry have become increasingly apparent,offering significant growth opportunities.Social e-commerce platforms,which are user-centered,in... As e-commerce continues to mature,the advantages of live streaming within the industry have become increasingly apparent,offering significant growth opportunities.Social e-commerce platforms,which are user-centered,integrate social networks with e-commerce by leveraging social interactions to drive product sales and enhance the overall consumer shopping experience.This type of e-commerce fosters engagement and promotes products by merging online communities with shopping behavior,creating a more interactive and dynamic marketplace.It not only retains the traditional e-commerce trading and marketing functions but also adds a social dimension,making live stream anchors crucial figures connecting consumers with products.These anchors can attract consumers with their appearance and charm,and use their expertise on live streaming platforms to guide consumers by recommending live content.They can also interact with their audiences and potentially influence them to purchase the recommended goods.It is evident that the attributes of anchors in live streaming rooms significantly impact consumers’online behavior.Therefore,researching how platform contextual factors regulate consumers’online behavior is of great practical significance.This study employs multilevel regression analysis to support its hypotheses using data.The findings indicate that contextual factors of the platform significantly influence online behavior,enhancing the positive relationship between user attachment and online activities. 展开更多
关键词 Anchor attribute User attachment consumers’online behaviors Contextual factors
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Trust beyond Technology Algorithms: A Theoretical Exploration of Consumer Trust and Behavior in Technological Consumption and AI Projects
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作者 David Oyekunle Ugochukwu Okwudili Matthew +1 位作者 David Preston David Boohene 《Journal of Computer and Communications》 2024年第6期72-102,共31页
In an era dominated by artificial intelligence (AI), establishing customer confidence is crucial for the integration and acceptance of AI technologies. This interdisciplinary study examines factors influencing custome... In an era dominated by artificial intelligence (AI), establishing customer confidence is crucial for the integration and acceptance of AI technologies. This interdisciplinary study examines factors influencing customer trust in AI systems through a mixed-methods approach, blending quantitative analysis with qualitative insights to create a comprehensive conceptual framework. Quantitatively, the study analyzes responses from 1248 participants using structural equation modeling (SEM), exploring interactions between technological factors like perceived usefulness and transparency, psychological factors including perceived risk and domain expertise, and organizational factors such as leadership support and ethical accountability. The results confirm the model, showing significant impacts of these factors on consumer trust and AI adoption attitudes. Qualitatively, the study includes 35 semi-structured interviews and five case studies, providing deeper insight into the dynamics shaping trust. Key themes identified include the necessity of explainability, domain competence, corporate culture, and stakeholder engagement in fostering trust. The qualitative findings complement the quantitative data, highlighting the complex interplay between technology capabilities, human perceptions, and organizational practices in establishing trust in AI. By integrating these findings, the study proposes a novel conceptual model that elucidates how various elements collectively influence consumer trust in AI. This model not only advances theoretical understanding but also offers practical implications for businesses and policymakers. The research contributes to the discourse on trust creation and decision-making in technology, emphasizing the need for interdisciplinary efforts to address societal challenges associated with technological advancements. It lays the groundwork for future research, including longitudinal, cross-cultural, and industry-specific studies, to further explore consumer trust in AI. 展开更多
关键词 consumer Trust AI-Driven Projects TRANSPARENCY Ethical Accountability Structural Equation Modeling (SEM) Technology Acceptance Model (TAM) Interdisciplinary Study Organizational Factors Psychological Factors behavioral Intention
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Consumers' Travel Behavior to Shopping Centers
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作者 Yumeng Liu 《Proceedings of Business and Economic Studies》 2021年第5期65-70,共6页
Based on the questionnaire data,this study analyzes the characteristics of Wuhu citizens' travel behavior in shopping centers.The following conclusions are drawn:(1)the frequency of trips to shopping centers has a... Based on the questionnaire data,this study analyzes the characteristics of Wuhu citizens' travel behavior in shopping centers.The following conclusions are drawn:(1)the frequency of trips to shopping centers has a great correlation with consumersJ economic level and social status;(2)the time spent to purchase goods is positively correlated with the level of goods;(3)multipurpose shopping becomes the mainstream;(4)traffic becomes the primary factor for consumers to consider;(5)the availability of supermarkets and cinemas at shopping centers affect consumers'choice of shopping centers. 展开更多
关键词 Shopping center travel behavior consumers
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Extension of Goal-Directed Behavior Model for Post-Pandemic Korean Travel Intentions to Alternative Local Destinations: Perceived Risk and Knowledge
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作者 Heesup Han Hong Ngoc Nguyen +1 位作者 Hyerin Lee Sanghyeop Lee 《International Journal of Mental Health Promotion》 2023年第4期449-469,共21页
Since the outbreak of COVID-19,tourists have been increasingly concerned over various risks of international travel,while knowledge of the pandemic appears to vary significantly.In addition,as travel restrictions cont... Since the outbreak of COVID-19,tourists have been increasingly concerned over various risks of international travel,while knowledge of the pandemic appears to vary significantly.In addition,as travel restrictions continue to impact adversely on international tourism,tourism efforts should be placed more on the domestic markets.Via structural equation modeling,this study unearthed different risk factors impacting Korean travelers’choices of alternative local destinations in the post-pandemic era.In addition,this study extended the goal-directed behavior framework with the acquisition of perceived risk and knowledge of COVID-19,which was proven to hold a sig-nificantly superior explanatory power of tourists’decisions of local alternatives over foreign countries during the COVID-19 pandemic.Furthermore,desire was found to play an imminent mediating role in the conceptual mod-el,maximizing the impact of perceived risk on travel intentions.Henceforth,this research offers meaningful the-oretical implication as thefirst empirical study to deepen the goal-directed behaviour framework with perceived risk and knowledge in the context of post-COVID-19 era.It also serves as insightful knowledge for Korean tour-ism authorities and practitioners to understand local tourists’decision-making processes and tailor effective recovery strategy for domestic tourism. 展开更多
关键词 travel intention goal-directed behavior desire perceived risk COVID-19 domestic tourism Korean tourists
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The Impact of Digital Payment on Consumer Behavior in China
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作者 WANG Zhuoer 《Psychology Research》 2023年第5期229-233,共5页
To continue China’s economic growth,plenty of research has been conducted to find the relationship between advancing payment methods and thriving consumption.Currently,digital payment is the latest and most mature wa... To continue China’s economic growth,plenty of research has been conducted to find the relationship between advancing payment methods and thriving consumption.Currently,digital payment is the latest and most mature way in China.Instead of being a single application for online transactions,digital payment represents a complete online shopping environment.To generally review the impact of digital payment on consumer behavior in China,literature containing research on consumers from different age groups and gender will be collected and concluded.This research takes women and undergraduate students as the critical research object because people ubiquitously consider these two groups of people as the primary consumers in the e-commerce market.After arranging information from the research about three stages that cover the shopping intention by digital payment,consumer psychology,and consumer behavior,this review concludes that economic growth is potentially attained by digital payment in a secure online environment,with the business target at profit maximization at the same time keeping consumers rationale in a normal range,especially for woman and undergraduate students. 展开更多
关键词 consumers behavior E-COMMERCE economic growth
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Factors Affecting Consumers’Internet Shopping Behavior During the COVID-19 Pandemic:Evidence from Bangladesh 被引量:1
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作者 Meher Neger Burhan Uddin 《Chinese Business Review》 2020年第3期91-104,共14页
The aim of the study was to investigate the factors affecting consumers’internet shopping behavior during the coronavirus disease(COVID-19)pandemic in Bangladesh.The study measured the influence of product factor,pri... The aim of the study was to investigate the factors affecting consumers’internet shopping behavior during the coronavirus disease(COVID-19)pandemic in Bangladesh.The study measured the influence of product factor,price factor,time saving factor,payment factor,security factor,administrative factor,and psychological factor on consumers’internet shopping behavior during the coronavirus disease(COVID-19)pandemic.The research collected data from May 10,2020 to June 10,2020 in personal interview by online survey method through a structured questionnaire with five-point Likert scales from 230 Bangladeshi online consumers.Non-probability sampling method was used.Data were analyzed using descriptive statistics analysis,reliability analysis,and multiple regression analysis.Results exhibited that all factors except price factor and security factor had a momentous and positive association with consumers’internet shopping behavior during the coronavirus disease(COVID-19)pandemic in Bangladesh.It has implications for e-marketing practicing firms regarding the real strategy of online shopping for Bangladeshi consumers during the coronavirus disease(COVID-19)pandemic in Bangladesh. 展开更多
关键词 internet shopping consumers behavior COVID-19 influential factors BANGLADESH
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The Mediating Effect of Social Media on the Relationship Between Travel Preference and Tourist Behavior of Local Tourists in Davao City
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作者 Kiven G.Olivar Kirby S.Acquiatan Patricia Mae S.Palado 《Journal of Tourism and Hospitality Management》 2023年第2期51-59,共9页
This paper aims to determine the mediating effect of social media on the relationship between travel behavior and tourist preference.This paper utilized the mediation analysis design to determine whether social media ... This paper aims to determine the mediating effect of social media on the relationship between travel behavior and tourist preference.This paper utilized the mediation analysis design to determine whether social media significantly affects the independent and dependent variables.For the statistical tools,the proponents of the study utilized descriptive statistics,Sobel’s test,mean and standard deviation.Also,the proponents of the study utilized data from questionnaires gathered through an online google form.Most of the respondents are single females,college-level,and use Facebook most of the time.Therefore,this is the social media platform that the majority utilize.It has been revealed in the study the three sets of correlated variables:Travel behavior vs.tourist behavior,travel preference vs.social media,and social media vs.tourist behavior,have a strong positive linear relationship between the two quantitative variables.Thus,the study proponents concluded that there is an indirect effect between the travel preference and tourist behavior of local tourists in Davao City via social media.Lastly,the study’s findings reveal the fundamentals of how visitors make decisions,which are essential for enhancing the competitive advantages of cultural destinations.Significant findings from the study are beneficial to the growth of cultural tourism in Davao City. 展开更多
关键词 travel preference tourist behavior social media mediating effect
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Design and Application of Experimental Teaching in Consumer Behavior Courses
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作者 Shiyu Liu 《Journal of Contemporary Educational Research》 2023年第4期67-71,共5页
This article mainly elaborates on the design and application of experimental teaching in the teaching of consumer behavior.To study consumer behavior,it is necessary to understand their information collection activiti... This article mainly elaborates on the design and application of experimental teaching in the teaching of consumer behavior.To study consumer behavior,it is necessary to understand their information collection activities before acquiring goods and services,as well as the evaluation and selection of goods,services,or brands.It is also important to pay attention to how they handle products and activities based on their satisfaction after purchasing products or services.In addition,through inquiry experiments,the learning effects of students can be improved,thereby highlighting the significance of inquiry experiments. 展开更多
关键词 consumer behavior Experimental teaching Instructional design
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Research on Consumers' WeChat Shopping Behavior Based on TAM Model
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作者 Minghui Ma Huajian Niu +1 位作者 Pengbin Gao Zhou Zhang 《经济管理学刊(中英文版)》 2021年第2期62-70,共9页
In the era when online shopping economy and online economy increasingly dominate social consumption,WeChat shopping has increasingly become a way that everyone accepts and is willing to try.This study applied Technolo... In the era when online shopping economy and online economy increasingly dominate social consumption,WeChat shopping has increasingly become a way that everyone accepts and is willing to try.This study applied Technology Acceptance Model commonly used in the field of information technology and rational behavior theory to the field of consumer behavior,and used the perceived ease of use and perceived usefulness in the technology acceptance model to explain consumers'willingness to use WeChat shopping.At the same time,the moderating effect of consumer innovativeness was also studied.The empirical results show that the main effect of perceived ease of use and usefulness is significant,and the moderating effect of consumer innovativeness is not significant.Based on the research results,the study puts forward the corresponding countermeasures and suggestions. 展开更多
关键词 WeChat Shopping behavior TAM Model consumer Innovativeness
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How Environmental Attitudes Affect Consumers’Willingness to Engage in Green Consumption Behaviors:The Moderating Role of“Plastic Restriction”
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作者 Yuxiang Zheng Hangqi Wang 《Macro Management & Public Policies》 2022年第2期1-9,共9页
Consumers’willingness to engage in green consumption behavior will be guided by internal psychological factors and also influenced by external environmental factors.One of the most common external interventions is th... Consumers’willingness to engage in green consumption behavior will be guided by internal psychological factors and also influenced by external environmental factors.One of the most common external interventions is the issuance of scientific policies and regulations.The government may introduce policies and regulations that help to increase the willingness of green consumption behavior,such as energy-saving and emission reduction policies and policies to restrict plastic products.In this paper,the authors study the mechanism of the effect of environmental attitudes on consumers’willingness to engage in green consumption behavior from the perspective of“plastic restriction”,and conclude that the magnitude of the effect of policies and regulations on the willingness to engage in green consumption behavior varies significantly at different levels of environmental attitudes.This study provides scientific implementation ideas and targeted management suggestions for the government to formulate effective external intervention policies for green consumption. 展开更多
关键词 Environmental attitudes Policies and regulations Willingness to engage in green consumer behavior Plastic restriction
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Study on Consumer Behaviors of Tourists in Rural Areas of Liaoning Province 被引量:1
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作者 刘英杰 《Journal of Landscape Research》 2010年第11期49-54,共6页
This study takes Liaoning Province for an example,investigates and analyzes a series of consumer decision behaviors of tourists in rural tourist sites,such as need recognition,data collection,purchase decision,summari... This study takes Liaoning Province for an example,investigates and analyzes a series of consumer decision behaviors of tourists in rural tourist sites,such as need recognition,data collection,purchase decision,summarizes law of tourists' behaviors,points out internal interaction between tourists' behaviors and demography features,proposes improvement measures for promoting the sustainable development of rural tourism. 展开更多
关键词 TOURISTS in RURAL SCENIC areas consumER behavior LIAONING Province
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The Research Comment on Organic Food Consumer Behavior 被引量:2
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作者 Jin WANG Pengcheng LIU 《Asian Agricultural Research》 2014年第6期8-11,15,共5页
Since the development of organic food,to a great extent,depends on the needs of consumers,the studies on the consumer behavior of organic food would have far-reaching significance to the development of the whole organ... Since the development of organic food,to a great extent,depends on the needs of consumers,the studies on the consumer behavior of organic food would have far-reaching significance to the development of the whole organic food industry. The recent studies in this field mainly include the following four aspects: the consumers' recognition of organic food; the consumers' attitude towards organic food; the consumers' purchase of organic food; the consumers' willingness to pay. The paper would review the recent domestic and foreign studies on the four aspects mentioned above,aiming to provide references to the researches in this field. 展开更多
关键词 ORGANIC FOOD consumER behavior RESEARCH COMMENT
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Research on the Mechanism of Retail Strategy Influencing Consumer Behavior Intention——Based on Empirical Analysis of Domestic Luxury Cosmetics Brands 被引量:2
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作者 仓平 王素芬 夏青 《Journal of Donghua University(English Edition)》 EI CAS 2009年第4期450-460,共11页
This is a research on the mechanism of retail strategy mix and consumer behavior intention,and psychological impact on consumer attitude, consumer purchase decision-making model and its components are conducted firstl... This is a research on the mechanism of retail strategy mix and consumer behavior intention,and psychological impact on consumer attitude, consumer purchase decision-making model and its components are conducted firstly. Next, retail strategy, merchandise strategy, and store strategy, contained in the retail management theory, are adopted as other important variables to measure the impact on consumer attitudes. And then, the key factors of retail strategy mix are identified by means of Focus Group (FG). In addition, the hypothetical model of retail strategy mix and consumer behavior intention for domestic luxury cosmetic brands is established to understand the relationship between the two factors. Finally, empirical researches are conducted on consumers and retailers of luxury cosmetics brands. And some advice are given on retail strategy mix's influence on the consumer behavior intentions, aiming to enlighten domestic luxury cosmetic enterprises to improve performance by the integrated use of retail strategy mix. 展开更多
关键词 consumer behavior intention subjective norvn of consumers consumer attitude luxury goods retail strategy
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The Influencing Factors and Inter-Group Differences for Urban Residents' Behavior of Consuming Edible Vegetable Oil 被引量:1
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作者 Qi WU Wenjie MA 《Asian Agricultural Research》 2016年第4期1-8,共8页
To clarify the determinant factors and inter-group differences of Chinese urban residents' edible vegetable oil consuming behavior is very important for us to understand their consumption features of edible vegeta... To clarify the determinant factors and inter-group differences of Chinese urban residents' edible vegetable oil consuming behavior is very important for us to understand their consumption features of edible vegetable oil,so as to guide their consuming behavior and improve China's vegetable oil industry security.In this article,urban residents of China's three traditional vegetable oil main production areas have been chosen as study objects,and multiple linear regression and one-way ANOVA have been used to do empirical analysis on the determinant factors and inter-group differences of their edible vegetable oil consuming behavior.The results indicate that the edible vegetable oil consuming behavior of urban residents from China's three traditional vegetable oil main production areas show a trend of diversification;" publicity measures"," preference evaluation"," personal characteristics" and " family characteristics" remarkably affect urban residents' edible vegetable oil consuming behavior and show obvious provincial characteristics.In addition,urban residents from different groups show differences in terms of " publicity measures" and " preference evaluation". 展开更多
关键词 Urban RESIDENTS EDIBLE VEGETABLE oil consuming behavior Factor analysis Inter-group differences
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Study of Work-Travel Related Behavior Using Principal Component Analysis 被引量:1
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作者 Cira Souza Pitombo Monique Martins Gomes 《Open Journal of Statistics》 2014年第11期889-901,共13页
The main objective of this study is to analyze work travel-related behavior through a set of variables relative to socio-economic class, urban environment and travel characteristics. The Principal Component Analysis w... The main objective of this study is to analyze work travel-related behavior through a set of variables relative to socio-economic class, urban environment and travel characteristics. The Principal Component Analysis was applied in a sample consisting of workers of the S?o Paulo Metropolitan Area, based on the origin-destination home interview survey, carried out in 1997, in order to: 1) examine the interdependence between travel patterns and a set of socioeconomic and urban environment variables;2) determine if the original database can be synthetized on components. The results enabled to observe relations between the individual’s socio-economic class and car usage, characteristics of urban environment and destination choices, as well as age and non-motorized travel mode choice. It is then concluded that the database can be adequately summarized in three components for subsequent analysis: 1) urban environment;2) socio-economic class;and 3) family structure. 展开更多
关键词 travel behavior Principal COMPONENT ANALYSIS EXPLORATORY ANALYSIS
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Developing an Extended Theory of Planned Behavior Model for Small E-Waste Recycling:An Analysis of Consumer Behavior Determinants 被引量:1
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作者 Joshua E.Lou 《Journal of Environmental Science and Engineering(A)》 2022年第3期71-86,共16页
WEEE(Waste Electrical and Electronic Equipment),also called e-waste,has become the world’s fastest-growing waste stream but only has a 17.4%recycling rate according to the Global E-waste Monitor 2020.The collection r... WEEE(Waste Electrical and Electronic Equipment),also called e-waste,has become the world’s fastest-growing waste stream but only has a 17.4%recycling rate according to the Global E-waste Monitor 2020.The collection rate for sWEEE(Small WEEE),e.g.,used mobile phones,is even lower than 10%due to stockpiling at home and improper disposal via the general waste or private informal channels.The purpose of this paper was to(a)review how the TPB(Theory of Planned Behavior)was applied in the literature related to consumer behavioral intention for WEEE recycling and determine the most significant TPB predictors by comparing their standardized influence coefficients across various studies,and(b)identify additional behavior determinants specific to sWEEE recycling and thus develop a new TPB-sWEEE theoretical framework by integrating the TPB model with these new determinants in order to improve the predictability of consumers’sWEEE recycling behavioral intention.This paper reviewed over 30 peer-reviewed studies from Scopus and high impact factor journals and led to the following three key findings:(a)More variables of recycling behavioral intention determinants such as the size of WEEE need to be considered;(b)Eight sWEEE-specific behavioral determinants have been identified and included in the newly developed TPB-sWEEE model,including consumers’Sentimental Attachment,Data Security Concern,Economic Incentives,and How-to Knowledge;(c)For some sWEEE-specific determinants,their extent of influence differs across various regions and countries.This paper contributes to the sWEEE-specific consumer recycling behavior theoretical framework to fill the existing gap in the literature and provides recommendations through the new model for research-based behavioral intervention strategies and policy designs globally. 展开更多
关键词 WEEE sWEEE E-WASTE consumer recycling behavioral intention TPB determinants TPB-sWEEE theoretical framework.
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A RESEARCH ON URBAN RECREATIONISTS' TRAVELING BEHAVIORS IN SHANGHAI
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作者 Wu Bihu(Department of Tourism Studies, East China Normal University, Shanghai 200062People’s Republic of China) 《Journal of Geographical Sciences》 SCIE CSCD 1996年第1期26-35,共10页
Urban recreationists consist of those who have used urban recreational facilities, no matter they are local residents or nonlocals. Traveling models will exert impacts not only on the use of urban recreational facilit... Urban recreationists consist of those who have used urban recreational facilities, no matter they are local residents or nonlocals. Traveling models will exert impacts not only on the use of urban recreational facilities but also on the development and management of recreational resources. Taking Shanghai as a sample of destinaton and origin of urban recreationists, the author did his study based on data from comprehensive travel measurement and users' survey, including field questionnaire survey, mailing questionnaire survey, home survey, and cordon monitonng. To analyze traveing models of urban recreationists in Shanghai, the author used techniques of Recreational Activity Space (RAS) and the Use Curve (UC) Analysis. Rogarding Shanghai as an origin, the author first discussed types and characteristics of the RASs which are presented by isotourist lines in the proper and outskirts of Shanghai, the Yangtze Delta and the China's Mainland respectively. These RASs reflect the trave directional bias of Shanghainese. Then the author regarded Shanghai as a deshnahon and analyzed the RASs of tounsts from Otier provinces, which demonstrated the attractiveness of and distance decay of Shanghai. He found that a U-shaped UC model existed in the distance decay under the influence of attractiveness and distance. Finally, the author suggested, that the availability, periodicity and attractiveness, besides distance, are the basic mechanisms that affect the urban recreationists' traveling models in a city such as Shanghai. 展开更多
关键词 SHANGHAI recreationist traveling behavior recreational activity space use curve
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Comparative study on consumption behaviors in private car markets between large and medium-small cities in China
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作者 Deqing Tan Yiqing Tang Ning Lu 《Chinese Journal of Population,Resources and Environment》 2016年第2期88-95,共8页
With the economic development and the acceleration of motorization in China,the number of private cars increases rapidly in urban areas.However,the limit of urban resources and the contradiction between traffic supply... With the economic development and the acceleration of motorization in China,the number of private cars increases rapidly in urban areas.However,the limit of urban resources and the contradiction between traffic supply and demand are increasingly prominent in large cities,while private car consumption has been a new "light" in medium and small cities.Consumers' behaviors differ from region to region.Aiming at the above problems,we formulate structural equation modeling and carry out empirical research.In this paper,a comparative study about the main influential factors that affect the consumption of private cars in large and small cities in China is made,and it is hoped that some guidance for policy recommendations can be obtained. 展开更多
关键词 Private car consumer behavior structural equation modeling
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Dynamical behaviors of traveling wave solutions to a Fujimoto-Watanabe equation
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作者 Zhen-Shu Wen Li-Juan Shi 《Chinese Physics B》 SCIE EI CAS CSCD 2018年第9期162-165,共4页
We study dynamical behaviors of traveling wave solutions to a Fujimoto-Watanabe equation using the method of dynamical systems. We obtain all possible bifurcations of phase portraits of the system in different regions... We study dynamical behaviors of traveling wave solutions to a Fujimoto-Watanabe equation using the method of dynamical systems. We obtain all possible bifurcations of phase portraits of the system in different regions of the threedimensional parameter space. Then we show the required conditions to guarantee the existence of traveling wave solutions including solitary wave solutions, periodic wave solutions, kink-like(antikink-like) wave solutions, and compactons. Moreover, we present exact expressions and simulations of these traveling wave solutions. The dynamical behaviors of these new traveling wave solutions will greatly enrich the previews results and further help us understand the physical structures and analyze the propagation of nonlinear waves. 展开更多
关键词 dynamical behaviors traveling wave solutions Fujimoto-Watanabe equation bifurcations
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Selling Luxury Brands in Online Private Sales Multibrand Retailers--An Exploratory Study of Consumers’Perspective
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作者 Anne-Flore Maman Larraufie Beatriz Berrotea 《Chinese Business Review》 2018年第8期375-389,共15页
With Internet changing the luxury business landscape,new players have emerged such as the Online Private Sales Retailers(OPSRs).These offer online buyers with a choice of limited-time sales to help companies get rid o... With Internet changing the luxury business landscape,new players have emerged such as the Online Private Sales Retailers(OPSRs).These offer online buyers with a choice of limited-time sales to help companies get rid of their overstocks.Luxury brands are no exception.No research has been conducted about how luxury consumers relate with such websites,hence this paper.In an exploratory fashion,interviews with luxury buyers who also buy online on OPSRs,are conducted to get insights on consumers’perceptions and luxury brand equity that selling through OPSRs may have.We find that appropriate product and brand help consumers forget that they are buying brands’unsold stocks,that transferring the luxury webmospheres would be positively perceived,that consumers from these websites are looking for benefits such as freedom of use and brand discovery,rather than personalized offers,that multiple discounts on several OPSRs may damage the luxury-perception of a brand,that the private sales members consider the service to be good enough for the demanded price,and that personalized invitations can help increase online consumers’feelings of desirability and exclusivity.The paper concludes with practical recommendations for both luxury companies and OPSRs. 展开更多
关键词 LUXURY ONLINE SALES PRIVATE SALES discounts BRAND image consumer behavior
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