Customer purchase forecasting for online tourism: A data-driven method with multiplex behavior data

Online tourism has received increasing attention from scholars and practitioners due to its growing contribution to the economy. While related issues have been studied, research on forecasting customer purchases and the influence of forecasting variables, online tourism is still in its infancy. Therefore, this paper aims to develop a data-driven method to achieve two objectives: (1) provide an accurate purchase forecasting model for online tourism and (2) analyze the influence of behavior variables as predictors of online tourism purchases. Based on the real-world multiplex behavior data, the proposed method can predict online tourism purchases accurately by machine learning algorithms. As for the practical implications, the influence of behavior variables is ranked according to the predictive marginal value, and how these important variables affect the final purchase is discussed with the help of partial dependence plots. This research contributes to the purchase forecasting literature and has significant practical implications.     

Celebrity endorsement: How celebrity–brand–user personality congruence affects brand attitude and purchase intention

The present study provides and tests a conceptual framework aimed at comparing the relative effectiveness of celebrity–user, brand–celebrity, and user–brand personality congruence on brand attitude and brand purchase intention (BPI) thereafter. The data collection was done via an online survey of a representative group of consumers (n = 431) located across India. Hypotheses were tested using regression analysis with mediation approach. The results indicate that while user–brand and brand–celebrity personality congruence have a significant impact on brand attitude and purchase intention, celebrity–user congruence does not. Further, brand attitude is found to be a partial mediator on the relationship between the pair-wise personality congruence on BPI. The findings have major implications for marketers in understanding the significance of personality congruence among celebrity–brand–user in the formation of brand attitude and purchase intention that can be used in positioning and in increasing the advertising effectiveness of brands using celebrity endorsement. The present study is a pioneer in contributing to the celebrity endorsement literature by investigating the relative impact of three pairs of personality congruence: celebrity–brand, brand–user, and celebrity–user, on brand attitude and BPI, thereby supporting the applicability of McCracken's Meaning Transfer Model [McCracken (1989), The Journal of Consumer Research, 16 (3) 310–321) and the Hierarchy-of-effects model (Lavidge and Steiner (1961), Journal of Marketing, 25 (6) 59–62].     

Examining shopping mall consumer decision-making styles,satisfaction and purchase intention

Understanding consumer decision-making (CDM) styles is essential for market segmentation, positioning and crafting marketing strategies within a market. Few studies have examined the structural relationship among decision-making styles that consumers exhibit during mall shopping, level of satisfaction and purchase intention. The purpose of this study was to examine CDM styles as the antecedents and predictors of level of satisfaction and purchase intention. Based on the Consumer Styles Inventory, eight CDM styles that individual exhibit during shopping mall activities are proposed in terms of utilitarian and hedonic perspectives. We hypothesize these eight CDM styles as a set of predictors of customer satisfaction and purchase intention. A total of 327 valid paper-and-pencil questionnaires were collected from several shopping malls in Kuala Lumpur, Malaysia. Partial least squares (PLS) path modelling approach, a structural equation modelling (PLS-SEM) technique was performed to test the proposed structural relationships. The empirical assessment supports that hedonic shopping styles consumers that exhibit high level of habitual, brand consciousness, fashion consciosness, recreational conscious style have lower levels of satisfaction and purchase intention during mall shopping while novelty and fashion conscious style consumers have lower level of satisfaction but do not unveil lower purchase intention. Utilitarian shopping styles consumers that exhibit high level of price conscious, confused by overchoice and high-quality conscious style have higher levels of satisfaction while impulsive/careless shoppers do not; and while price conscious, impulsive/careless, confused by overchoice consumers have higher levels of purchase intention but the high-quality conscious consumers do not unveil higher purchase intention. Further, there is a positive relationship between satisfaction and purchase intention. The practical and managerial implications are discussed.     

在线促销限制对消费者购买决策的影响研究——基于精细加工可能性视角

文章基于精细加工可能性理论探究了在线购物情景中不同促销限制类型（时间限制和数量限制）对消费者购买决策行为的影响。通过2（产品涉入度：高vs低）×2（限制类型：限时vs限量）的组间因子实验设计进行了实证研究,结果发现：在线促销情境下,促销限制对消费者购买决策的影响受到消费者产品涉入度的调节。当产品涉入度高时,消费者偏好时间限制促销,购买意向更高,感知控制感起了中介作用。当产品涉入度低时,偏好数量限制促销,购买意向更高,感知稀缺性起了中介作用。文章丰富了促销理论和消费者购买决策理论,同时为商家进行有效的在线促销提供了直接指导。     

危机产品的购买行为研究: 威胁评估和不确定规避的作用

文章旨在探讨影响消费者继续购买危机产品的因素。归纳了产品危机的3个重要属性（伤害性、群发性、持续性）,并基于保护动机理的威胁评估概念构建了危机属性对购买意愿影响的模型。在“速成鸡”事件后及时展开问卷调查,通过对数据的结构方程和层级回归分析,得出以下结论：产品危机属性（伤害性、群发性、持续性）通过威胁评估（感知严重、感知易损）的完全中介作用对消费者购买意愿产生负面影响;消费者不确定规避水平能调节威胁评估与购买意愿之间的关系,具体而言,与不确定规避较低的情况相比,当不确定规避较高时,感知严重与感知易损对购买意愿的负向影响更大。     

个性化推荐系统对移动电子商务消费者购买决策的影响力及其应用策略

移动电子商务为消费者拓宽了对商品的选择空间,同时也诱发了信息过载、搜索负担过重等问题。为了缓解信息过载的压力,提升消费者的满意度,个性化推荐服务应运而生。主要以消费者购买决策为研究对象,分析了个性化推荐技术如何影响购买决策,并探析了个性化推荐系统在移动电子商务中的应用策略。     

供应链中考虑隐性知识转化的供应商选择

文中主要讨论考虑隐性知识转化时的供应商选择,并建立相应的模型进行应用分析。通过有无采购商参与两种情况下利润的比较,得出采购商参与的情况下可以提高供应链的整体效率的结论,给出供应链环境下供应商选择的新思路。     

浅谈企业采购成本有效控制的重点工作

对于一个企业来说,采购成本是企业成本控制中的主体和核心部分,采购成本控制也就成为企业成本控制中最有价值的部分。文中重点介绍了有效控制采购成本的五项工作。     

浅析采购价值与缺货成本的关系

采购价值与缺货成本都是影响企业生存和发展的重要因素。通过从缺货成本的产生原因及采购管理目标两个角度的分析并结合案例,可以得出结论,有效的采购管理能帮助企业合理控制缺货成本,而缺货成本的控制为企业带来的利益反过来也体现了采购价值。     

企业声誉、慈善捐赠与消费者反应

以实验问卷法,探讨在慈善捐赠额度一定的情况下,企业的社会责任声誉是否影响消费者对捐赠企业的反应(包括对捐赠企业的评价、动机归因与购买意向),以及消费者对企业捐赠动机的归因是否影响他们对企业的评价与购买意向.研究表明:企业声誉显著影响消费者对捐赠企业的反应,声誉好的企业所获得的评价、动机归因与购买意向都显著地比声誉差的企业更好.而消费者对企业捐赠动机的积极归因显著提升他们对企业的评价以及增强他们的购买意愿.该研究暗示企业应该通过持续的社会责任行动来提升其声誉.