Cited by 308Consumer Behavior and Marketing InfluenceConsumer Behavior and Market DynamicsConsumer Retail Behavior Studies

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Explaining the Consumer Decision-Making Process: Critical Literature Review

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Stankevich, Alina·2017·JOURNAL OF INTERNATIONAL BUSINESS RESEARCH AND MARKETING

DOI 10.18775/jibrm.1849-8558.2015.26.3001

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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.

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Authors: Stankevich, A.
Affiliations: University of Twente (NL)
Corresponding author: Stankevich, Alina
Venue: JOURNAL OF INTERNATIONAL BUSINESS RESEARCH AND MARKETING
Publisher: Inovatus Usluge d.o.o.
Published: 2017
Volume: 2
Issue: 6
Pages: 7-14
ISSN: 1849-8558 (ISSN-L)
DOI: 10.18775/jibrm.1849-8558.2015.26.3001
OpenAlex: W2767032379
Cited by: 308
References: 19
Citations by year: 2026: 16 · 2025: 48 · 2024: 53 · 2023: 55 · 2022: 52 · 2021: 49 · 2020: 24 · 2019: 6 · 2018: 2
FWCI: 15.83
Type: journal article
Language: en
Open access: hybrid
doi.org
Licence: cc-by
Locations: Journal of International Business Research and Marketing (publishedVersion, cc-by)
RePEc: Research Papers in Economics (submittedVersion)
Topics: Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior and Marketing Influence
Social Sciences › Sociology and Political Science › Consumer Behavior and Market Dynamics
Social Sciences › Business, Management and Accounting › Marketing › Consumer Retail Behavior Studies
Keywords: consumer decision-making process, consumer behavior, buying behaviour, consumer behavior models, consumer theory, marketing campaigns

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