Introduction to Modeling of Buying Decisions

Acta Polytechnica

O. Gruenwald¹ 

关键词: customer behaviors;    Kano model;    choice-based conjoint analysis;   

DOI  :  

来源: Czech Technical University in Prague, Faculty of M

【 摘 要 】

Buying decision models of customers to adjust the competitiveness of organizations have been a challenge for marketing disciplines for several generations. This topic has been explored by researchers and academics in past years, and quite an extensive theoretical base exists with a number of approaches for dealing with this challenge.This paper presents some approaches for creating a customer decision model, and provides experimental results from an electronic investigation intended to build the Kano Model; to prove an ability to understand the modeling principle; and to find out the interpretation of the examined demand in a specific market segment involving students of a technical university. The last section of the paper contains a brief introduction to Choice-Based Modeling with Choice-Based Conjoint Analysis (CBC), which was tailored for modeling purchasing decisions.

【 授权许可】

Unknown