The Effects of Online Consumer Reviews and Reference Price Information about Experience and Search Goods on Consumers’ Purchasing Behaviors

Abstract

To make businesses profitable, a mix of marketing procedures and policies are used by the management of businesses in their marketing programs. In spite the marketing mix is a key strategic combination tool for four marketing elements (4Ps), it is criticized for being internally oriented structure (not considering consumer behavior) and being lack of interaction between each mix element. At this point, it is thought for this study to be useful for filling the gap in the literature. A multivariate analysis of covariance (MANCOVA), was used to test the research hypothesis that investigate the effects of reference price (available vs non-available), product types (search vs experience goods) and online consumer review (high and low reviews) on willingness to buy, number of review, perceived believability, general attitude towards online reviews, and price perception. Prior online purchase experience and involvement were used as covariates in the analysis. At the end of this study, statistically significant differences were found in the context of willingness to buy and number of reviews among the groups examine.

Keywords

• Reference price,search and experience goods,online consumer reviews

Deneyimsel Ürünler ve Araştırma Ürünleri ile İlgili Çevrimiçi Tüketici Yorumları ve Referans Fiyat Bilgisinin Tüketicilerin Satın Alma Davranışları Üzerindeki Etkisi

Abstract

İşletmeleri karlı kılmak için işletme yöneticileri pazarlama programlarında pazarlama süreç ve politikalarının bir karmasını kullanmaktadırlar. Pazarlama karması, dört pazarlama unsuru (4P) için stratejik bir araç olmasına rağmen, tüketici davranışlarını dikkate almayan içe odaklı bir yapıda olması ve bu pazarlama karması elemanları arasında etkileşimin olmaması nedeniyle eleştirilmektedir. Bu bağlamda, bu çalışmanın literatürdeki boşluğu doldurmak için yararlı olacağı düşünülmektedir. Bu çalışmada, çok değişkenli kovaryans analiz (MANCOVA), referans fiyatın (var ve yok), ürün tiplerinin (araştırma ve deneyimsel ürünler) ve çevrimiçi tüketici yorumlarının (az ve çok yorum) satın alma niyeti, çevrimiçi yorum sayısı, algılanan inanılırlık, çevrimiçi yorumlara yönelik genel tutum ve fiyat algısı üzerindeki etkilerini araştıran hipotezleri test etmek için kullanılmıştır. Önceki çevrimiçi satın alma deneyimi ve ilgilenim, analizde kovaryans değişkenler olarak ele alınmıştır. Bu çalışmanın sonunda, incelenen gruplar arasında, satın alma niyeti ve yorum sayısı bağlamlarında istatistiksel olarak anlamlı farklılıklar bulunmuştur.

Keywords

• Referans fiyat,araştırma ürünleri ve deneyimsel ürünler,çevrimiçi tüketici yorumları

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