A Modeling and Systems Thinking Approach to Activity Rousing Consumer’s Buying Motivation Focusing on “Kansei Information” in POP ADS at the Store

Kosaka, Yuji; Shiizuka, Hisao

doi:10.1007/978-3-642-14616-9_58

Cited by 1 publication

(3 citation statements)

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“…Many researchers have introduced research on customer buying behavior (e.g., S. Bellini et al, 2017; Kimura and Ishihara, 2009). Kosaka (2010Kosaka ( , 2011 suggested that "information" sent to consumers through media such as the POP display is one of the factors impelling purchasing intention in consumers and he insisted that when a distributor tries to increase such purchase intention, they should target the feelings of consumers.…”

Section: Related Work (1) Research On Consumer Behaviormentioning

confidence: 99%

“…Based on Kosaka (2010), this research assumes the following framework showing the relationship between "the number of people receiving sensitivity information" and "sensitivity information rousing consumer's buying motivation. "…”

Section: Analytical Framework 21 Total Frameworkmentioning

confidence: 99%

“…Fig. 1 shows the relationship between the seller's activity in sending sensitivity information and sales by consumer's purchasing behavior that is generated by the activity, represented in the "Kansei information/buying behavior model" (Kosaka, 2010). Volume of sales are the result of leads by consumer purchasing behavior, and decision-making is essential to attain the desired purchasing behavior.…”

Section: Fig 1 Relationship Between the Number Ofmentioning

confidence: 99%

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Validation of Development Process of Point-of -Purchase Display

Tou

Nagamatsu

Shiigi

2019

Int J Jpn Assoc Mgt Sys

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The point-of-purchase (POP) display is an effective tool used to increase the customer's desire to purchase. Well-designed POP displays can impel more sales. Moreover, creating a high-quality POP display requires the clear sense and experience of its generator and there is a high demand for standardization to stably create quality POP displays that match consumers' sensitivities. The purpose of this paper is to summarize the requirements of creating POP displays that are alluring to the consumer's mind and to standardize stably-generating, high-quality POP displays by reducing factors that are dependent on individual skills in POP creation in order to meet market expectations. Experimental designs using handmade POPs were displayed with the cooperation of a supermarket to examine their effect on customer behavior and the effectiveness of the POP-creation template provided. The results indicate that such displays have a positive effect and likewise demonstrate the effectiveness of our templates.

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Section: Related Work (1) Research On Consumer Behaviormentioning

confidence: 99%

Section: Analytical Framework 21 Total Frameworkmentioning

confidence: 99%

Section: Fig 1 Relationship Between the Number Ofmentioning

confidence: 99%

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