International Journal on Customer Relations

Open Access Open Access  Restricted Access Subscription Access
Open Access Open Access Open Access  Restricted Access Restricted Access Subscription Access

An Integrated Model for Predicting Buying Behavior of Young Smartphones Consumers


Affiliations
1 Assistant Professor, Birla Institute of Management Technology (BIMTECH), Greater Noida, Uttar Pradesh, India
     

   Subscribe/Renew Journal


The study has been conducted to explore, identify and develop a model for predicting buying behaviour of young Smartphones consumers. The earlier researches explicate the involvement of individual factors and environmental factors in the purchase decision of mobile handset. Smartphone consumers particularly youngsters are very selective in the purchase of the smartphones and their purchase is driven by factors like functionality, product positioning and psychological facets. The Smartphones industry has witnessed a fast technological development through its inception; it was always a challenge for the manufacturers to predict the future demand. The current research is conducted in two phases, in the first stage Exploratory factor analysis using Principal axis factoring and in second phase Confirmatory factor analysis using Structural equation modelling. The results of the study indicate that the most important parameters for predicting buying behaviour are Brand Name, Advanced Value Features and Physical Appearance.

Keywords

Buying Behaviour, Smartphones, Youth, Functionality, Psychological Facets, Product Positioning.
Subscription Login to verify subscription
User
Notifications
Font Size


  • Babin, B. J., Darden, W. R., & Griffin, M. (1994). Work and/or fun: Measuring hedonic and utilitarian shopping values. Journal of Consumer Research, 20, 644-656.

  • Baganzi, R., Shin, G. C., & Wu, S. (2017). Using choice-based conjoint analysis to determine smartphone choice-a student’s perspective. Journal of Information Technology Applications & Management, 24(4), 93-115.

  • Blackwell, R. D., Miniard, P. W., & Engel, J. F. (2006). Consumer behavior (10th ed.). Boston: Thomson South-Western.

  • Cha, J. E., Kim, S., & Lee, Y. (2009). Application of multidimensional scaling for marketing mix modification: A case study on mobile phone category. Expert Systems with Applications, 36, 4884-4890.

  • Claeys, C., Swinnen, A., & Vanden, A. P. (1995). Consumers’ means-end chains for “think” and “feel” products. International Journal of Research in Marketing, 12(3), 13-208.

  • Das, D. (2012). An empirical study of factors influencing buying behaviour of youth consumers towards mobile handsets: A case study in coastal districts of Odisha. Asian Journal of Research in Business Economics and Management, 2(4), 68-82.

  • Fishbein, M., & Ajzen, I. (1975). Beliefs, attitude, intention, and behavior: An introduction to theory and research (pp. 288-381). Reading, MA: Addison-Wesley.

  • Gengler, C. E., Mulvey, M. S., & Oglethorge, J. E. (1999). A means-end analysis of mother’s infant feeding choices. Journal of Public Policy & Marketing, 18(2), 172-188.

  • Goode, M. M., Davies, F., Moutinho, L., & Jamal, A. (2005). Determining customer satisfaction from mobile phones: A neural network approach. Journal of Marketing Management, 21(7-8), 755-778.

  • Grapentine, T. (1995, Summer). Dimensions of an attribute. Marketing Research, 7(3), 18-27.

  • Karjaluoto, H., Karvonen, J., Kesti, M., Koivumäki, T., Manninen, M., ... Salo, J. (2005). Factors affecting consumer choice of mobile phones: Two studies from Finland. Journal of Euromarketing, 14(3), 59-82.

  • Ling, H. W., & Salvendy, G. (2006). Diversified users’ satisfaction with advanced mobile phone features. Universal Access in the Information Society, 5(2), 239-249.

  • Mack, & Sharples, S. (2009). The importance of usability in product choice: A mobile phone case study. Ergonomics, 52(12), 1514-1528.

  • Malasi, J. M. (2012). Influence of product attributes on mobile phone preference among university students: A case of undergraduate students. International Journal of Academic Research in Economics and Management Sciences, 1(6), 10-16.

  • Mesay, S. (2013). Factors affecting consumer buying behavior of mobile phone devices. Mediterranean Journal of Social Sciences, 4(12).

  • Myers, J. H., & Shocker, A. D. (1981). The nature of product related attributes. Research in Marketing, 5, 211-236.

  • Pakola, J., Pietila, M., Svento, R., & Karjaluoto, H. (2010). An investigation of consumer behavior in mobile phone markets in Finland. In Submission to the 32nd EMAC Conference, Track: New Technologies and E-Marketing.

  • Saif, N., Razzaq, N., Amad, M., & Gul, S. (2012). Factors affecting consumers’ choice of mobile phone selection in Pakistan. European Journal of Business and Management, 4(12), 16-26.

  • Sanshan, L., & Yongjian, L. (2010). An exploration of the psychological factors influencing college students’ consumption of mobile phone in West China. International Journal of Business and Management, 5(9).

  • Subramanyam, D., & Venkateswarlu, M. (2012). Factors influencing buyer behaviour of mobile phone buyers in Kadapa district. Indian Journal of Research, 11(1).

  • Wang, C. H. (2013). Incorporating customer satisfaction into the decision making process of product configuration: A fuzzy kano perspective. International Journal of Production Research, 51(22), 6651-6662.

  • Zsuzsa Deli-Gray et al. (2011). Hedonic and functional shopping values and everyday product purchases: Findings from the Indian study. International Journal of Business and Information Technology, 4(1).


Abstract Views: 362

PDF Views: 0




  • An Integrated Model for Predicting Buying Behavior of Young Smartphones Consumers

Abstract Views: 362  |  PDF Views: 0

Authors

Archana Singh
Assistant Professor, Birla Institute of Management Technology (BIMTECH), Greater Noida, Uttar Pradesh, India
Ritu Srivastava
Assistant Professor, Birla Institute of Management Technology (BIMTECH), Greater Noida, Uttar Pradesh, India

Abstract


The study has been conducted to explore, identify and develop a model for predicting buying behaviour of young Smartphones consumers. The earlier researches explicate the involvement of individual factors and environmental factors in the purchase decision of mobile handset. Smartphone consumers particularly youngsters are very selective in the purchase of the smartphones and their purchase is driven by factors like functionality, product positioning and psychological facets. The Smartphones industry has witnessed a fast technological development through its inception; it was always a challenge for the manufacturers to predict the future demand. The current research is conducted in two phases, in the first stage Exploratory factor analysis using Principal axis factoring and in second phase Confirmatory factor analysis using Structural equation modelling. The results of the study indicate that the most important parameters for predicting buying behaviour are Brand Name, Advanced Value Features and Physical Appearance.

Keywords


Buying Behaviour, Smartphones, Youth, Functionality, Psychological Facets, Product Positioning.

References