The used vehicles consumer behavior: a study based onthe purchase decision-making process
Autor(a) principal: | |
---|---|
Data de Publicação: | 2016 |
Outros Autores: | , , , , |
Tipo de documento: | Artigo |
Idioma: | por |
Título da fonte: | Revista Produção Online |
Texto Completo: | https://www.producaoonline.org.br/rpo/article/view/2103 |
Resumo: | Consumers have become more demanding and aware of their rights. Furthermore, there are many offers and options that allow them to choose the product that really fit their needs and desires. With this change in behavior, consumers are better assessing their buying options before performing them. Facing that, the present study addresses the decision-making process of buying used vehicles and aims to evaluate consumer’s behavior at each stage of this process. The research is classified as exploratory and descriptive. In the exploratory stage, using a qualitative approach, was performed a focus group with vehicle consumers and interviews with car dealers , both in order to identify the variables to be used for the preparation of the questionnaire. In the descriptive part, it was carried out a survey, which was applied by questionnaire to 86 purchasers of used vehicles through personal interviews. Data analysis was done through frequency distribution and T. Test Results adduce that the service and perceived sincerity of the sellers are the features that consumers consider most important to make a purchase. The benefits and vehicles features have been also a very factor considered, as well as the origin and the state of conservation of the same. Finally, the results contribute to the development of marketing strategies for the sector and also to describe the relationship between companies and their clients. |
id |
ABEPRO-2_01a1cea0a8078229f1ac2f7332abed52 |
---|---|
oai_identifier_str |
oai:ojs.emnuvens.com.br:article/2103 |
network_acronym_str |
ABEPRO-2 |
network_name_str |
Revista Produção Online |
repository_id_str |
|
spelling |
The used vehicles consumer behavior: a study based onthe purchase decision-making processO comportamento de consumidores de veículos usados: um estudo a partir do processo decisório de compraConsumer behavior. Decision-making process of buying. Used vehicles.Comportamento do consumidor. Processo decisório de compra. Veículos usados.Consumers have become more demanding and aware of their rights. Furthermore, there are many offers and options that allow them to choose the product that really fit their needs and desires. With this change in behavior, consumers are better assessing their buying options before performing them. Facing that, the present study addresses the decision-making process of buying used vehicles and aims to evaluate consumer’s behavior at each stage of this process. The research is classified as exploratory and descriptive. In the exploratory stage, using a qualitative approach, was performed a focus group with vehicle consumers and interviews with car dealers , both in order to identify the variables to be used for the preparation of the questionnaire. In the descriptive part, it was carried out a survey, which was applied by questionnaire to 86 purchasers of used vehicles through personal interviews. Data analysis was done through frequency distribution and T. Test Results adduce that the service and perceived sincerity of the sellers are the features that consumers consider most important to make a purchase. The benefits and vehicles features have been also a very factor considered, as well as the origin and the state of conservation of the same. Finally, the results contribute to the development of marketing strategies for the sector and also to describe the relationship between companies and their clients.O consumidor tornou-se mais exigente e ciente de seus direitos, além de contar com uma grande quantidade de ofertas e opções que lhe permite escolher o produto que de fato seja a melhor opção para satisfazer suas necessidades e desejos. Com essa mudança de comportamento, o consumidor passou a avaliar melhor suas opções de compra antes de realizá-las. Diante disso, o presente estudo aborda o processo decisório de compra de veículos usados e tem como propósito avaliar as atitudes do consumidor diante de cada etapa desse processo. A pesquisa classifica-se como sendo de caráter exploratório e descritivo. Na etapa exploratória, de abordagem qualitativa, efetuou-se um grupo de foco com consumidores de veículos e ainda entrevistas em profundidade com proprietários de revendas de automóveis, ambos com o intuito de identificar as variáveis a serem usadas para a elaboração do questionário. Na parte descritiva realizou-se um survey, onde foi aplicado um questionário a 86 compradores de veículos usados por meio de entrevistas pessoais. A análise dos dados se deu por meio da distribuição de frequência e Teste T. Os resultados aduzem que o atendimento e a sinceridade percebida nos vendedores são algumas das características que os consumidores mais consideram importantes para realizar uma compra. Os benefícios e características que os veículos possuem também foram fatores muito considerados, bem como a procedência e o estado de conservação dos mesmos. Por fim, os resultados contribuem na elaboração de estratégias de marketing para o setor e ainda para qualificar o relacionamento entre as empresas e seus clientes.Associação Brasileira de Engenharia de Produção2016-06-15info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionapplication/pdfaudio/mpeghttps://www.producaoonline.org.br/rpo/article/view/210310.14488/1676-1901.v16i2.2103Revista Produção Online; Vol. 16 No. 2 (2016); 705-721Revista Produção Online; v. 16 n. 2 (2016); 705-7211676-1901reponame:Revista Produção Onlineinstname:Associação Brasileira de Engenharia de Produção (ABEPRO)instacron:ABEPROporhttps://www.producaoonline.org.br/rpo/article/view/2103/1405https://www.producaoonline.org.br/rpo/article/view/2103/1421Copyright (c) 2016 Revista Produção Onlineinfo:eu-repo/semantics/openAccessEckert Klockner, TiagoZamberlan, LucianoSparemberger, AriostoButtenbender, PedroCappellari, GabrielaSausen, Jorge Oneide2016-06-15T05:49:13Zoai:ojs.emnuvens.com.br:article/2103Revistahttp://producaoonline.org.br/rpoPUBhttps://www.producaoonline.org.br/rpo/oai||producaoonline@gmail.com1676-19011676-1901opendoar:2016-06-15T05:49:13Revista Produção Online - Associação Brasileira de Engenharia de Produção (ABEPRO)false |
dc.title.none.fl_str_mv |
The used vehicles consumer behavior: a study based onthe purchase decision-making process O comportamento de consumidores de veículos usados: um estudo a partir do processo decisório de compra |
title |
The used vehicles consumer behavior: a study based onthe purchase decision-making process |
spellingShingle |
The used vehicles consumer behavior: a study based onthe purchase decision-making process Eckert Klockner, Tiago Consumer behavior. Decision-making process of buying. Used vehicles. Comportamento do consumidor. Processo decisório de compra. Veículos usados. |
title_short |
The used vehicles consumer behavior: a study based onthe purchase decision-making process |
title_full |
The used vehicles consumer behavior: a study based onthe purchase decision-making process |
title_fullStr |
The used vehicles consumer behavior: a study based onthe purchase decision-making process |
title_full_unstemmed |
The used vehicles consumer behavior: a study based onthe purchase decision-making process |
title_sort |
The used vehicles consumer behavior: a study based onthe purchase decision-making process |
author |
Eckert Klockner, Tiago |
author_facet |
Eckert Klockner, Tiago Zamberlan, Luciano Sparemberger, Ariosto Buttenbender, Pedro Cappellari, Gabriela Sausen, Jorge Oneide |
author_role |
author |
author2 |
Zamberlan, Luciano Sparemberger, Ariosto Buttenbender, Pedro Cappellari, Gabriela Sausen, Jorge Oneide |
author2_role |
author author author author author |
dc.contributor.author.fl_str_mv |
Eckert Klockner, Tiago Zamberlan, Luciano Sparemberger, Ariosto Buttenbender, Pedro Cappellari, Gabriela Sausen, Jorge Oneide |
dc.subject.por.fl_str_mv |
Consumer behavior. Decision-making process of buying. Used vehicles. Comportamento do consumidor. Processo decisório de compra. Veículos usados. |
topic |
Consumer behavior. Decision-making process of buying. Used vehicles. Comportamento do consumidor. Processo decisório de compra. Veículos usados. |
description |
Consumers have become more demanding and aware of their rights. Furthermore, there are many offers and options that allow them to choose the product that really fit their needs and desires. With this change in behavior, consumers are better assessing their buying options before performing them. Facing that, the present study addresses the decision-making process of buying used vehicles and aims to evaluate consumer’s behavior at each stage of this process. The research is classified as exploratory and descriptive. In the exploratory stage, using a qualitative approach, was performed a focus group with vehicle consumers and interviews with car dealers , both in order to identify the variables to be used for the preparation of the questionnaire. In the descriptive part, it was carried out a survey, which was applied by questionnaire to 86 purchasers of used vehicles through personal interviews. Data analysis was done through frequency distribution and T. Test Results adduce that the service and perceived sincerity of the sellers are the features that consumers consider most important to make a purchase. The benefits and vehicles features have been also a very factor considered, as well as the origin and the state of conservation of the same. Finally, the results contribute to the development of marketing strategies for the sector and also to describe the relationship between companies and their clients. |
publishDate |
2016 |
dc.date.none.fl_str_mv |
2016-06-15 |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/article info:eu-repo/semantics/publishedVersion |
format |
article |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
https://www.producaoonline.org.br/rpo/article/view/2103 10.14488/1676-1901.v16i2.2103 |
url |
https://www.producaoonline.org.br/rpo/article/view/2103 |
identifier_str_mv |
10.14488/1676-1901.v16i2.2103 |
dc.language.iso.fl_str_mv |
por |
language |
por |
dc.relation.none.fl_str_mv |
https://www.producaoonline.org.br/rpo/article/view/2103/1405 https://www.producaoonline.org.br/rpo/article/view/2103/1421 |
dc.rights.driver.fl_str_mv |
Copyright (c) 2016 Revista Produção Online info:eu-repo/semantics/openAccess |
rights_invalid_str_mv |
Copyright (c) 2016 Revista Produção Online |
eu_rights_str_mv |
openAccess |
dc.format.none.fl_str_mv |
application/pdf audio/mpeg |
dc.publisher.none.fl_str_mv |
Associação Brasileira de Engenharia de Produção |
publisher.none.fl_str_mv |
Associação Brasileira de Engenharia de Produção |
dc.source.none.fl_str_mv |
Revista Produção Online; Vol. 16 No. 2 (2016); 705-721 Revista Produção Online; v. 16 n. 2 (2016); 705-721 1676-1901 reponame:Revista Produção Online instname:Associação Brasileira de Engenharia de Produção (ABEPRO) instacron:ABEPRO |
instname_str |
Associação Brasileira de Engenharia de Produção (ABEPRO) |
instacron_str |
ABEPRO |
institution |
ABEPRO |
reponame_str |
Revista Produção Online |
collection |
Revista Produção Online |
repository.name.fl_str_mv |
Revista Produção Online - Associação Brasileira de Engenharia de Produção (ABEPRO) |
repository.mail.fl_str_mv |
||producaoonline@gmail.com |
_version_ |
1761536949933309952 |