تبیین مدل رفتار خرید آتی خریداران لوازم خانگی

امروزه نمی‌توان در مورد موفقیت کسب و کارها ساده انگاری کرد. در همین راستا، پیش بینی رفتار مصرف‌کننده کلید موفقیت برنامه‌ریزی و مدیریت محیط در حال دگرگونی است. تمرکز این پژوهش بر شناخت رفتار خرید آتی مصرف‌کننده در کالاهای با درگیری ذهنی بالا می‌باشد. در واقع، این پژوهش به شناسایی عوامل، ابعاد، مولفه‌ها و شاخص‌های اثرگذار بر رفتار خرید آتی مصرف‌کننده در کالاهای با درگیری ذهنی بالا پرداخته و به ارائه مدلی ساختاری می پردازد. در مطالعه اول، از روش دلفی در چهار مرحله جهت بررسی ادبیات نظری و مصاحبه با 17 نفر از خبرگان دانشگاهی و صنعت و اخذ نظرات آنها و از منطق دلفی فازی برای تحلیل این نظرات استفاده شد و در مطالعه دوم با استفاده از نمونه 417 نفره و نرم افزارهای amos و spss، مولفه‌ها و شاخص‌ها در قالب دو مدل اندازه‌گیری و ساختاری تحلیل شدند. در مطالعه اول، دو عامل، چهار بعد، هجده مولفه و شصت و پنج شاخص مرتبط با مفهوم اصلی شناسایی شدند و در مطالعه دوم مولفه‌های پژوهش با استفاده از تحلیل عاملی تاییدی تحلیل و در نهایت مولفه‌های تایید شده در مدل نهایی برازش گردیدند. نتایج این پژوهش نشان داد که شاخص‌های بازخورد از سوی فروشندگان و توجه به تغییرات محصولات از مولفه اثرات اجتماعی با بالاترین مقدار دی فازی شده پر اهمیت ترین و شاخص گروه های محیطی از مولفه هنجارهای ذهنی با کمترین مقدار دی فازی شده کم اهمیت ترین شاخص پژوهش به حساب می آیند.

Explaining the Behavior Model for the Future Purchase of Household Appliances Buyers

Introduction: Business success cannot be overstated today. In this regard, predicting consumer behavior is a key to the success of planning and managing the changing environment. The focus of this study is on recognizing the future behavior of consumers in buying goods with high mental involvement. In fact, this study identifies the factors, dimensions, components and indicators affecting this behavior through a structural model. This study seeks to answer the question ‘how can a structural model with respect to factors, dimensions, components and effective indicators predict future consumer behavior? To answer this question, at first, the theoretical literature was reviewed to identify a list of effective structures that could be related to the main concept of the research. By asking three questions and conducting interviews with academic and industry experts, further cases were identified. In the second study, the researchers presented the research hypotheses using the structures approved in the first study. By examining them, the final structural model was presented. Methodology: In this study, researchers used two qualitative and quantitative methods in a row, from problem design to conclusion. Therefore, the typology of this research is combined and sequentialexploratory. In the first study, the aim is to discover the factors, dimensions, indicators and components of consumer futures buying behavior for products with high mental involvement, so its focus is on the content. Since the second study of this research intends to develop applied knowledge in providing a model for predicting the future buying behavior of consumers for products with high mental engagement, it is of a practical type. In the first study, consecutive sampling and snowball chain network sampling method were used to achieve theoretical saturation or sampling adequacy. In the second study, probabilistic sampling and onestage cluster random sampling methods were used. Two methods were used to collect the data, library and field methods. The library method was used in the research literature, and the field method was for collecting the data. In the first study, the experts were interviewed, and, finally, by the designing of a protocol, the data were collected to analyze their opinions. In the second study, through the design of a researchermade questionnaire, the data were collected, and the hypotheses of this section were examined in the form of inferential statistics. In the first study, to verify the reliability, the review method was used by another informed person to ensure the accuracy of the data obtained. Maxwell validation method was used to evaluate the validity of the study. In the second study, Cronbach’s alpha coefficient was used to evaluate the reliability of the questionnaire, and confirmatory factor analysis and KMO scaling were performed to evaluate the validity. In the first study, the Delphi method was applied in four rounds to review the theoretical literature, and 17 university and industry experts were interviewed to obtain their opinions. Also, fuzzy Delphi logic was used to analyze their opinions. In the second study, a 417person sample was selected, and then AMOS and SPSS software programs served to analyze the components and indicators in the form of two measured and structural models. Results and Discussion: This study is in line with previous research to identify predictors of consumer future buying behavior. However, in the second part of the research, the effective components were added to a model with a number of modifications to push the research one step further. In other words, the second study confirmed the results of the first study and previous studies. New findings were added to the predictors of consumer future buying behavior. This research also has practical implications. It was shown that what consumers pay attention to about the product’s mental engagement is their rationale for realizing their future buying behavior. Also, the consumer’s feelings about buying a product or brand can affect their future buying behavior as an experience. This means that, if brands and marketers can create a situation where customers feel good, then the likelihood of them to buy from that brand increases in the future. Conclusion: In the first part of the study, two factors, four dimensions, eighteen components and sixtyfive indicators related to the main concept were identified. In the second part of the study, the research components were analyzed through confirmatory factor analysis, and the approved components were fitted in the final model. The results of this study showed that the feedback from the sellers and attention to product changes from the viewpoint of its social effects had the highest amount of defuzzy and were the most important. On the other hand, the index of environmental groups from the viewpoint of mental norms had the least amount of defuzzy and was the least important index.