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Explaining the Consumer Decision-Making Process: Critical Literature Review

Author

Listed:
  • Alina Stankevich

    (The Faculty of Behavioural, Management and Social sciences (BMS), University of Twente, Enschede, the Netherlands)

Abstract

In the last years, research investigating consumer behaviour and how their decision-making process has advanced and has become an important topic in the marketing society and literature. To advance the research further, this paper presents an extensive literature review of academic publications in the area of buying decision-making process in marketing and its status. Furthermore, the paper presents latest trends and themes that emerge there. Based on 24 journal articles, reports and marketing books, the core models and theories in this area were evaluated and discussed. Moreover, a framework of "moments that matter" in consumer decision-making process and factors that influence them was elaborated for a possibility to influence consumer behaviour in favour of company’s offers. Furthermore, recommendations for marketers were suggested for deeper understanding the consumer behaviour and their buying strategies to empower marketing campaigns and be a success in the market. The paper also suggests several directions for future research related to buying behaviour.

Suggested Citation

  • Alina Stankevich, 2017. "Explaining the Consumer Decision-Making Process: Critical Literature Review," Journal of International Business Research and Marketing, Inovatus Services Ltd., vol. 2(6), pages 7-14, September.
    • Handle: RePEc:mgs:jibrme:v:2:y:2017:i:6:p:7-14
    DOI: 10.18775/jibrm.1849-8558.2015.26.3001
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    Citations

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    Cited by:

    1. Chang-Gyu Oh & Jongpil Park, 2020. "Insights for Sustainability of Smartphone Business: Understanding Customer Switching Behavior in Smartphone Services," Sustainability, MDPI, vol. 12(3), pages 1-14, February.
    2. Chu-Shiu Li & Gene C. Lai & Saruultuya Tsendsuren & Richard J. Butler & Chwen-Chi Liu, 2023. "Cognitive abilities and life insurance holdings: evidence from 16 European countries," The Geneva Risk and Insurance Review, Palgrave Macmillan;International Association for the Study of Insurance Economics (The Geneva Association), vol. 48(1), pages 110-166, March.
    3. Nasiri, Mohammad Sadegh & Shokouhyar, Sajjad, 2021. "Actual consumers' response to purchase refurbished smartphones: Exploring perceived value from product reviews in online retailing," Journal of Retailing and Consumer Services, Elsevier, vol. 62(C).
    4. Baruk Agnieszka Izabela, 2019. "Reasons of Polish young potential employees’ interest In a university as the employer vr perceiving its employees," Marketing of Scientific and Research Organizations, Sciendo, vol. 33(3), pages 27-51, September.
    5. Liu, Hongfei & Meng-Lewis, Yue & Ibrahim, Fahad & Zhu, Xia, 2021. "Superfoods, super healthy: Myth or reality? Examining consumers’ repurchase and WOM intention regarding superfoods: A theory of consumption values perspective," Journal of Business Research, Elsevier, vol. 137(C), pages 69-88.
    6. Ionela-Andreea Puiu, 2021. "The Effect Of The Consumer Decision-Making Process On The Perceived Value Toward Slow Fashion," Three Seas Economic Journal, Publishing house "Baltija Publishing", vol. 2(1).
    7. Adamashvili Nino & Shervashidze Salome & Salvatore Fiorella Pia, 2021. "Does The Development of The Country Drive The Consumer Behavior? A Two-Country Study," International Journal of Business Research and Management (IJBRM), Computer Science Journals (CSC Journals), vol. 12(2), pages 34-49, April.
    8. Radka Kubalová & Martin Klepek, 2022. "Brand Presence in Decision-Making Involving Decoys," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 34(1), pages 9-24.
    9. Siti Afni ANISAH & Lestari Rahayu WALUYATI & Agus Dwi NUGROHO, 2021. "Could A New Agricultural Auction Market Implement A Good Marketing Mix?," Regional Science Inquiry, Hellenic Association of Regional Scientists, vol. 0(2), pages 181-191, June.
    10. Basma Shamieh & Mohamad Shehada, 2020. "The Influence of Social Media Applications on Youth Purchasing Decision at the University of Jordan," International Journal of Management Science and Business Administration, Inovatus Services Ltd., vol. 6(4), pages 30-41, May.
    11. Sudhir Rana, 2021. "How to Manage with Consumers’ Perceptions, Fears, Anger and Future Decisions," FIIB Business Review, , vol. 10(2), pages 1-1, June.

    More about this item

    Keywords

    Decision-making process; Consumer behaviour; Buying behaviour; Model of decision-making;
    All these keywords.

    JEL classification:

    • M00 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - General - - - General

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