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

The DOI matches its Crossref record; 19 of the 19 references it cites were found in a registry or an index.

Explaining the Consumer Decision-Making Process: Critical Literature Review

Open access
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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Research works printed but not linked: 3

  1. Court D., Elzinga D., Mulder S. & Vetvik O.J. (2009) The consumer decision journey, McKinsey Quarterly.
  2. Hawkins D.I., Mothersbauch D.L. & Best R.J. (2007) Consumer behavior: Building Marketing Strategy, 10th ed., McGraw-Hill/Irwin.
  3. Keeney R.L. (1982) Decision Analysis: An Overview, Operations research, Vol. 20, No. 5, pp. 803-838.

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Metadata

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
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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