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The impact of consumer archetypes on online purchase decision-making processes and outcomes: A behavioural process perspective

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  • Karimi, Sahar
  • Holland, Christopher P.
  • Papamichail, K. Nadia

Abstract

This study investigates differences in online purchase behaviour between consumer archetypes. It shows how consumers' decision-making styles and product knowledge define distinct archetypal behaviour that shapes online purchase processes and affects decision-related outcomes: satisfaction with choice; and satisfaction with process. The first study proposes a new modelling approach that creates an accurate representation of decision-making behaviour. Using this method, a clear structure that underlies seemingly chaotic purchase processes is identified. This structure offers an analytical tool capable of capturing behavioural differences between archetypes. The results show that decision-making style and product knowledge affect the structure and complexity of decision-making processes. The second study found that consumers with higher product knowledge are more satisfied with decision-making process and that this relationship is mediated by the duration of decision-making. Maximizers are more satisfied with their choice than satisficers, and this relationship is mediated by the number of alternatives that are evaluated.

Suggested Citation

  • Karimi, Sahar & Holland, Christopher P. & Papamichail, K. Nadia, 2018. "The impact of consumer archetypes on online purchase decision-making processes and outcomes: A behavioural process perspective," Journal of Business Research, Elsevier, vol. 91(C), pages 71-82.
    • Handle: RePEc:eee:jbrese:v:91:y:2018:i:c:p:71-82
    DOI: 10.1016/j.jbusres.2018.05.038
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