search query: @indexterm cars / total: 333
reference: 8 / 333
| Author: | Sanayei, A. Rezaey, H. Shafee'i, R. |
| Title: | Designing a model for forecasting the customer's purchasing behavior based on the functional attitude theory |
| Journal: | Journal of international marketing and marketing research
2010 : OCT, VOL 35:3, p. 129-146 |
| Index terms: | attitudes consumer behaviour purchasing Iran cars |
| Language: | eng |
| Abstract: | According to prior research, attitude is formed by four functions: knowledge function, value-expressive function, ego-defensive function and utilitarian function. This theory of attitude explains consumers purchasing behavior through the consumer's individual experiences, values, benefits and utilities. The purpose of this article is to study the variables affecting the functions of attitude. A survey is conducted on 384 customers in the context of automobile industry in Iran. Based on the results, the authors develop and test a model to be used in predicting consumer behavior in the purchasing process. |
SCIMA