Purchase intention
Searched over 200M research papers for "purchase intention"
Research Analysis by Consensus
Consensus Meter
Understanding Purchase Intention: Key Insights from Recent Research
Strategic Behavior in Purchase Intention Responses
When consumers are asked about their purchase intentions, their responses may not always reflect their true intentions. Research indicates that individuals often consider how their answers might influence future product prices or the availability of the product itself. This strategic behavior suggests that consumers act in their own self-interest when responding to purchase intention surveys, which can affect the accuracy of these measures for certain goods and individuals.
Bias and Variability in Purchase Intention Scales
Purchase intention scales are widely used in market research, but concerns about bias and variability persist. Meta-analyses reveal that these scales are generally unbiased and exhibit less variability than previously assumed. Interestingly, purchase probability scales outperform purchase intention scales in terms of precision, making them more reliable for predicting consumer behavior and serving as dependent variables in consumer research.
Trust and Social Commerce
In the context of social commerce, trust plays a crucial role in shaping purchase intentions. Trust in the social commerce site and its members significantly influences consumers' purchase intentions. The quality of arguments in consumer-generated content, such as informativeness and persuasiveness, can enhance trust in site members. Additionally, social presence moderates the relationship between trust in site members and purchase intention, highlighting the importance of social factors in online purchasing decisions.
Discrepancies Between Stated Intentions and Actual Purchases
There is often a gap between what consumers say they intend to purchase and their actual buying behavior. A unified model that accounts for various discrepancies between stated intentions and actual purchases can provide more accurate individual-level purchase predictions. This model links socio-demographic factors, product attributes, and promotional variables to both intentions and actual purchasing behavior, offering a better understanding of consumer actions.
Technology and Trust in Online Purchase Intentions
Online purchase intentions are influenced by both technological and trust-related factors. Perceived ease-of-use (a technology-oriented factor) and perceived risk (a trust-oriented factor) directly impact consumers' attitudes towards online shopping. These findings suggest that improving the user experience and reducing perceived risks can enhance online purchase intentions.
Predicting Trial Purchases of New Products
Relating purchase intentions to actual purchase behavior, especially for new products, reveals significant variations. Adjusting stated intention measures by considering factors like willingness to consult others, affordability, liking, and availability can improve the predictive accuracy of these measures. This approach helps bridge the gap between what consumers say they will buy and what they actually purchase.
Stochastic Nature of Purchase Behavior in E-Commerce
In e-commerce, high purchase intention does not always lead to actual purchases. The expected product value influences purchase intention, but the actual probability of attaining this value (product value distribution variance) moderates purchase behavior. This finding underscores the importance of managing consumer expectations and perceived value to drive actual purchases.
Antecedents of Customer Purchase Intention
Customer purchase intention is influenced by various antecedents, which can be categorized into consensus and non-consensus factors. A comprehensive meta-analysis of these antecedents provides valuable insights for organizations aiming to understand and predict consumer behavior. Identifying and leveraging these factors can help businesses better anticipate and meet customer needs.
Impact of Product Description and Involvement in Cross-Border E-Commerce
In cross-border e-commerce, high-quality product descriptions significantly affect various types of involvement (cognitive, affective, enduring, and situational), which in turn influence purchase intentions. However, the direct impact of product descriptions on purchase intention is not significant, suggesting that involvement plays a mediating role in the decision-making process.
Trust and Operational Performance in E-Commerce
In e-commerce, trust and operational performance significantly impact purchase intentions. While price is traditionally a key factor, it does not directly influence purchase intentions in the online context. Instead, measures to enhance trust and operational performance, such as protection against identity theft, are crucial for encouraging online purchases.
Conclusion
Understanding purchase intention involves considering a range of factors, from strategic behavior and trust to technological ease-of-use and involvement. By addressing these elements, businesses can better predict and influence consumer purchasing decisions, ultimately driving sales and improving customer satisfaction.
Sources and full results
Most relevant research papers on this topic
Strategy and response to purchase intention questions
Bias and variability in purchase intention scales
Exploring consumers’ purchase intention in social commerce
Stated intentions and purchase behavior: A unified model ☆
Understanding online purchase intentions: contributions from technology and trust perspectives
Adjusting Stated Intention Measures to Predict Trial Purchase of New Products: A Comparison of Models and Methods
How purchase intention consummates purchase behaviour: the stochastic nature of product valuation in electronic commerce
Antecedents of Customer Purchase Intention
Impact of product description and involvement on purchase intention in cross-border e-commerce
Purchase intention in an electronic commerce environment
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