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Purchase Decision Processes in the Internet Age

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Decision Support Systems III - Impact of Decision Support Systems for Global Environments (EWG-DSS 2013, EWG-DSS 2013)

Part of the book series: Lecture Notes in Business Information Processing ((LNBIP,volume 184))

Abstract

This work explores the online purchase decision-making behaviour of consumers. It investigates how purchase decision-making processes unfold and how they vary for different groups of individuals. Drawing from the decision analysis and consumer behaviour literatures, a typology of online consumers is introduced to define four distinctive groups based on two individual characteristics: decision making style and knowledge of product. Video recordings and interviews of 55 participants have been conducted in two online settings (retail banking and mobile networks) in order to capture the purchase decision-making process. The archetypal behaviour of each typology is identified. Our results show variations in the flow of the decision-making process and process outcome for different groups.

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Acknowledgments

We would like to thank all the participants who took part in our study.

Author information

Authors and Affiliations

  1. Manchester Business School, The University of Manchester, Booth Street East, Manchester, M15 6PB, UK

    Sahar Karimi, K. Nadia Papamichail & Christopher P. Holland

  2. Edge Hill University, St Helens Rd, Ormskirk, Lancashire, L39 4QP, UK

    Sahar Karimi

Authors
  1. Sahar Karimi
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  2. K. Nadia Papamichail
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  3. Christopher P. Holland
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Corresponding author

Correspondence to K. Nadia Papamichail .

Editor information

Editors and Affiliations

  1. SimTech Simulation Technology, Graz, Austria

    Fátima Dargam

  2. Universidad de La Frontera, University of Liverpool Management School, Liverpool, UK, Temuco, Chile

    Jorge E. Hernández

  3. Toulouse University, Toulouse, France

    Pascale Zaraté

  4. University of Plymouth, Plymouth, United Kingdom

    Shaofeng Liu

  5. UNINOVA – CA3, Lisbon, Portugal

    Rita Ribeiro

  6. University of Belgrade, Belgrade, Serbia

    Boris Delibašić

  7. University of Macedonia, Thessaloniki, Greece

    Jason Papathanasiou

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Karimi, S., Papamichail, K.N., Holland, C.P. (2014). Purchase Decision Processes in the Internet Age. In: Dargam, F., et al. Decision Support Systems III - Impact of Decision Support Systems for Global Environments. EWG-DSS EWG-DSS 2013 2013. Lecture Notes in Business Information Processing, vol 184. Springer, Cham. https://doi.org/10.1007/978-3-319-11364-7_6

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  • DOI: https://doi.org/10.1007/978-3-319-11364-7_6

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  • Publisher Name: Springer, Cham

  • Print ISBN: 978-3-319-11363-0

  • Online ISBN: 978-3-319-11364-7

  • eBook Packages: Computer ScienceComputer Science (R0)

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