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Article
Publication date: 6 March 2017

Dubravka Sinčić Ćorić, Ivan-Damir Anić, Sunčana Piri Rajh, Edo Rajh and Nataša Kurnoga

This paper aims to explore buying decision factors and approaches of companies operating in manufacturing industry in Croatia.

Abstract

Purpose

This paper aims to explore buying decision factors and approaches of companies operating in manufacturing industry in Croatia.

Design/methodology/approach

The data collected by company survey were analysed using exploratory and confirmatory factor analyses, cluster analysis and cross-tabulation analysis.

Findings

Results show that manufacturers are influenced by six distinctive factors when making purchasing decisions. These are supplier’s flexibility, supplier’s reliability, interdepartmental communication, top management support, routine purchases and buyer’s price sensitivity. Manufacturers can be classified in four different groups according to their buying decision-making patterns.

Practical implications

This paper provides a set of factors and approaches which might help selling companies and sales representatives understand the purchasing practices of buying company better, and develop adaptive selling approaches accordingly.

Originality/value

Based on a literature review and field research, an instrument of organizational buying behaviour was developed and tested in the Croatian manufacturing industry. The factors of organizational buying behaviour patterns were identified, and the typology of buying decision approaches applicable for manufacturing industry was developed.

Details

Journal of Business & Industrial Marketing, vol. 32 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 11 October 2018

Ivan-Damir Anic, Jelena Budak, Edo Rajh, Vedran Recher, Vatroslav Skare and Bruno Skrinjaric

The purpose of this paper is to investigate the relationship between individual and societal determinants of online privacy concern (OPC) and behavioral intention of…

Abstract

Purpose

The purpose of this paper is to investigate the relationship between individual and societal determinants of online privacy concern (OPC) and behavioral intention of internet users. The study also aims to assess the degree of reciprocity between consumers’ perceived benefits of using the internet and their OPC in the context of their decision-making process in the online environment.

Design/methodology/approach

The study proposes comprehensive model for analysis of antecedents and consequences of OPC. Empirical analysis is performed using the PLS–SEM approach on a representative sample of 2,060 internet users.

Findings

The findings show that computer anxiety and perceived quality of regulatory framework are significant antecedents of OPC, while traditional values and inclinations toward security, family and social order; and social trust are not. Furthermore, the study reveals that perceived benefits of using the internet are the predominant factor explaining the intention to share personal information and adopt new technologies, while OPC dominates in explanation of protective behavior.

Research limitations/implications

Although the authors tested an extended model, there might be other individual characteristics driving the level of OPC. This research covers just one country and further replications should be conducted to confirm findings in diverse socio-economic contexts. It is impossible to capture the real behavior with survey data, and experimental studies may be needed to verify the research model.

Practical implications

Managers should work toward maximizing perceived benefits of consumers’ online interaction with the company, while at the same time being transparent about the gathered data and their intended purpose. Considering the latter, companies should clearly communicate their compliance with the emerging new data protection regulation.

Originality/value

New extended model is developed and empirically tested, consolidating current different streams of research into one conceptual model.

Details

Online Information Review, vol. 43 no. 5
Type: Research Article
ISSN: 1468-4527

Keywords

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Article
Publication date: 25 February 2014

Ivan-Damir Anić, Suncana Piri Rajh and Edo Rajh

This study aims to examine the impacts of demographic variables (gender, age, income, education) and food product involvement (FPI) on food-related consumer…

Abstract

Purpose

This study aims to examine the impacts of demographic variables (gender, age, income, education) and food product involvement (FPI) on food-related consumer decision-making styles (CDMS).

Design/methodology/approach

Original Sproles and Kendall's CSI instrument (1986) was applied in the food-product context. Data were collected using consumer phone survey. Eight separate regression analyses were conducted to test hypotheses. In each model independent variables were socio-demographic variables and FPI, while dependent variables were eight food-related CDMS.

Findings

Regression analyses indicate that each of food-related CDMS are affected by different antecedent variables. Perfectionism, high-quality consciousness was affected by gender, age, income and FPI; Brand consciousness by age, income and FPI; Novelty consciousness by FPI; Recreational, hedonistic shopping consciousness by gender, age and FPI; Price consciousness by age, education and income; Impulsiveness by age, education and income; Confusion by overchoice by education and FPI, and Brand loyalty by education, income and FPI.

Originality/value

The study applies modified Sproles and Kendall's CSI instrument (1986) in the food product context. The present study also provides a more definitive conclusion about the relationships between demographics, FPI and food-related CDMS. The analysis determined how demographics and FPI affect food-related CDMS.

Details

British Food Journal, vol. 116 no. 3
Type: Research Article
ISSN: 0007-070X

Keywords

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Article
Publication date: 9 March 2012

Ivan‐Damir Anić, Edo Rajh and Arnela Bevanda

The purpose of this study is to investigate decision‐making styles of young consumers in Bosnia and Herzegovina. It aims to test the applicability of Sproles and Kendall's…

Abstract

Purpose

The purpose of this study is to investigate decision‐making styles of young consumers in Bosnia and Herzegovina. It aims to test the applicability of Sproles and Kendall's Consumer Style Inventory (CSI). The paper also aims to segment young consumers based on their decision‐making styles (CDMS), profile consumer segments, and explore differences in gender and household income among segments.

Design/methodology/approach

Data were collected by means of a self‐administered survey. The sample consists of 600 young consumers from 18‐24 years of age, students from two large universities in Bosnia and Herzegovina. Data were analyzed using exploratory and confirmatory factor analysis, Cronbach's alpha coefficients; K‐means cluster analysis, Chi‐square test, and two‐proportion z‐test.

Findings

Factor analysis identified 20 items and six CDMS factor solution. The results further indicate that young consumers in Bosnia and Herzegovina might be classified in five segments according to their decision‐making styles. Young males were shown to be impartial, middle ground consumers, while females were more hedonistic‐oriented consumers. There were no significant differences in household income among segments.

Originality/value

The paper provides an empirical evidence of applicability of Sproles and Kendall's CSI instrument in the case of young consumers in developing transitional economy. The study shows that the CSI instrument might be used as a tool for segmenting and profiling young consumers in Bosnia and Herzegovina, and thus it enriches CDMS literature.

Details

Young Consumers, vol. 13 no. 1
Type: Research Article
ISSN: 1747-3616

Keywords

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Article
Publication date: 1 May 2003

Edo Rajh, Tihomir Vranesevic and Davor Tolic

The purpose of the paper is to determine the level of brand equity in the food industry in the Republic of Croatia, so according to this aim, research on five product…

Abstract

The purpose of the paper is to determine the level of brand equity in the food industry in the Republic of Croatia, so according to this aim, research on five product categories from the food industry (coffee, chocolate, beer, milk, and carbonated soft drinks) has been conducted. Brand equity is most often defined as an added value that brands add to the products. There are two different approaches to brand equity – financial and customer‐based. With regard to used dimensions of consumer behavior, customer‐based approach can be further differentiated as cognitive and behavioral approach. A behavioral conceptualization of brand equity has been employed in this research. A telephone survey has been conducted on a sample of 495 respondents from all parts of Croatia, with proportional representation of counties in regard to population size. In order to determine brand equity, a measure of substitutability has been used. By this measure, consumers can be categorized into one of a possible six segments. According to this method, a repeat rate is a key indicator of brand equity. The brands with highest equity have been identified as an outcome of this survey.

Details

British Food Journal, vol. 105 no. 4/5
Type: Research Article
ISSN: 0007-070X

Keywords

Content available
Article
Publication date: 9 March 2012

Dr Brian Young

Abstract

Details

Young Consumers, vol. 13 no. 1
Type: Research Article
ISSN: 1747-3616

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