Evaluation of factors in buying decision process of furniture consumers by applying AHP method

Oblak, Leon (author), Pirc Barčić, Andreja (author), Klarić, Kristina (author), Kitek Kuzman, Manja (author), Grošelj, Petra (author)

There are not many wooden products that consumers would buy on pure impulse. Their decision regarding the purchase of a product normally undergoes a process of consideration – the more expensive the product, the more thorough the consideration. The consumer buying decision process consists of five stages: need recognition, search for information, alternatives evaluation, purchase decision and post-purchase behaviour. A company must establish what is important for consumers in each stage of this process. On the basis of these findings, the company must define the measures to influence consumers in individual phases. In this study, the analytic hierarchy process was used to analyse the buying behaviour of potential furniture buyers. Slovenian and Croatian marketing experts were asked about the habits, requests and needs of furniture buyers. The results of the research can serve as useful information for companies producing wooden products in the formulation of successful marketing strategies.

• Language: English
• Keywords: buyer decision process, buying behaviour, wood company, furniture, AHP
• Typology: 1.01 - Original Scientific Article
• Organization: BF - Biotechnical Faculty
• Publication status: Published
• Publication version: Version of Record
• Year: 2017
• Number of pages: Str. 37-43
• Numbering: Vol. 68, no. 1
• PID: 20.500.12556/RUL-132485
• UDC: 67
• ISSN on article: 0012-6772
• DOI: 10.5552/drind.2017.1625
• COBISS.SI-ID: 2683529
• Publication date in RUL: 27.10.2021

Record is a part of a journal

• Title: Drvna industrija : Znanstveno stručni časopis za pitanja drvne tehnologije
• Shortened title: Drv. ind.
• Publisher: Šumarski fakultet Sveučilišta u Zagrebu, Hrvatsko šumarsko društvo, Croatiadrvo, d. d., Exportdrvo, p. o.
• ISSN: 0012-6772
• COBISS.SI-ID: 2858754

Secondary language

• Language: Croatian
• Keywords: pohištvena industrija, nakupne odločitve, AHP metoda, analiza