Abstract
Since the second half of last century, there have been a number of significant changes in the consumer world, as the market has turned its focus onto the customer. The position of the customer–consumer has strengthened significantly, because for marketing-oriented companies, succeeding in the competitive environment of the market primarily means understanding their customers. They thus have more power, and in the context of the digital revolution, their purchasing behaviour is transformed. Therefore, the basic tasks of marketing research include the analysis of purchasing behaviour and consumer decision-making in the target market. In order for a company to satisfy its customers well, it must know enough about their requirements, opinions, attitudes and behaviour, i.e. everything that affects the willingness to purchase products.The aims of the paper are to conduct research on factors influencing the purchasing decision-making process in a networked environment, to get to know the online purchasing behaviour of Slovak customers, and subsequently to propose customer segmentation based on the information gathered. The paper examines the factors that affect consumer purchasing behaviour in terms of online shopping in detail using factor analysis. We have analysed 19 criteria (characteristics, components) linked to the four Ps of marketing in the context of the networked environment. Primary data obtained through a questionnaire survey was used for the analysis. The survey was focused on factors affecting online purchasing decisions linked to the relevant components which determine the tendency of consumer behaviour aspects in the networked environment. Using factor analysis, we have identified the most important factors of purchasing behaviour in terms of customer segmentation by generation in the Slovak Republic. In terms of the results achieved, which have defined promotion as the main component in general, and in the breakdown of the research sample by generation as well, we have focused on the segmentation of Slovak consumers according to the influence of marketing communication in the networked environment.
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Similar content being viewed by others
References
Abedi, V. S. (2019). Compartmental diffusion modeling: Describing customer heterogeneity & communication network to support decisions for new product introductions. Physica a-Statistical Mechanics and Its Applications, 536, UNSP 120964. https://doi.org/10.1016/j.physa.2019.04.200
Agyapong, H. A. (2017). Exploring the influential factors of online purchase. Retrieved September 21, 2019, from https://www.theseus.fi/bitstream/handle/10024/144428/HEATHER-THESIS_2K18.pdf?sequence=1&isAllowed=y
Bačík, R., Szabo, Z. K., & Fedorko, R. (2014). The analytical insight into customer perception of quality determinants of the e-commerce model b2c subjects in the central European countries. Quality Innovation Prosperity, 18(2), 15–26. https://doi.org/10.12776/QIP.V18I2.316.
Bártová, H., Koudelka, J., & Bárta, V. (2007). Chování spotřebitele a výzkum trhu. Praha: Oeconomica.
Baubonienė, Ž., & Gulevičiūtė, G. (2015). E-Commerce factors influencing consumers’ online shopping decision. Socialinės Technologijos, 5(1), 74–81. https://doi.org/10.13165/ST-15-5-1-06.
Becker, J. (2013). Marketing-Konzeption: Grundlagen des Ziel-strategischen und Operativen Marketing-Managements. München: Franz Vahlen GmbH.
Berekoven, L., Eckert, W., & Ellenrieder, P. (2006). Marktforschung: Methodische Grundlagen und praktische Anwendung. Wiesbaden: Gabler.
Bourcier-Bequaert, B., & Barnier, V. (2010). Toward a larger framework of the generation concept in marketing. Recherche et Applications en Marketing, 25(3), 115–134. https://doi.org/10.1177/205157071002500305.
Chakraborty, T., & Balakrishnan, J. (2017). Exploratory tendencies in consumer behaviour in online buying across gen X, gen Y and baby boomers. International Journal of Value Chain, 8(2), 135–150. https://doi.org/10.1504/IJVCM.2017.10006412.
Cowan, M. (2014). Generation Z: The new kids on the block have arrived. Retrieved September 30, 2019, from https://gettinggenz.files.wordpress.com/2014/07/happen_genz_new_kids.pdf
Dabija, D. C., Bejan, B. A. M., & TIPI, N. (2018). Generation X versus millennials communication behaviour on social media when purchasing food versus tourists services. E & M Ekonomie a Management, 21(1), 191–205. https://doi.org/10.15240/tul/001/2018-1-013.
DeAlmeida, G. T., Ituassu, C. T., & Moura, L. R. C. (2016). The meaning of consumption for members of generations X, Y and Z. Revista Ciencias Administrativas, 22(2), 605–636. https://doi.org/10.5020/2318-0722.22.2.605-636.
Diaz-Samiento, C., Lopez-Lambrano, M., & Roncallo-Lafont, L. (2017). Understanding generations: A review of the concept, classification and distinctives traits among baby boomers, generation X and millennials. Clio America, 11(22), 188–204. https://doi.org/10.21676/23897848.2440.
Doyle, P., & Stern, P. (2006). Marketing management and strategy. London: Pearson Education Limited.
Drummond, G. (2008). Strategic marketing: Planning and control. Oxford: Elsevier.
Dunárová, P. (2015). Zrealizovali sme prieskum nákupného správania Slovákov na internete. Retrieved September 27, 2019, from https://blog.pricemania.sk/pre-e-shopy/58-zrealizovali-sme-prieskum-nakupneho-spravania-slovakov-na-internete
Evans, W. D., Thomas, C. N., & Favatas, D. (2019). Digital segmentation of priority populations in public health. Health Education & Behavior, 46(2), 81–89. https://doi.org/10.1177/1090198119871246.
Freter, H. (2008). Markt- und Kundensegmentierung: Kundenorientierte Markterfassung und -bearbeitung. Stuttgart: W. Kohlhammer.
Fromm, J., & Garton, C. (2013). Marketing to millennials: Reach the largest and most influential generation of consumers ever. New York: AMACOM, American Management Association.
Fromm, J., & Read, A. (2018). Marketing to gen Z: The rules for reaching this vast--and very different generation of influencers. New York: AMACOM American Management Association.
Gúčik, M. (2011). Marketing cestovného ruchu. Banská Bystrica: Dali BB, s. r. o.
Henger, B., & Henger, J. (2012). The silent generation: 1925–1945. Bloomington: Autor House.
Hensler, C. (2013). Generation X goes global: Mapping a youth culture in motion. New York: Routledge.
Howaldt, K., & Mitchell, A. (2007). Can segmentation ever deliver the goods? Retrieved November 7, 2019, from https://www.marketingsociety.com/sites/default/files/thelibrary/market-leader-spring-2007_8.pdf
Jakovic, B., & Galetic, F. (2014). Marketing and commercial activities offered on Croatian five-star hotel web sites. Procedia Engineering, 69, 112–120. https://doi.org/10.1016/j.proeng.2014.02.210.
Järvinen, J., Tollinen, A., Karjaluoto, H., & Jayawardhena, C. (2012). Digital and social media marketing usage in B2B industrial section. Marketing Management Journal, 22(2), 102–117.
Jenkinson, A. (2009). What happened to strategic segmentation? Journal of Direct, Data and Digital Marketing Practice, 11(2), 124–139. https://doi.org/10.1057/dddmp.2009.27.
Jobber, D. (2004). Principles and practise of marketing. Berkshire: McGraw-Hill International.
Joesalu, K. (2016). We were the children of a romantic era: Nostalgia and the nonideological everyday through the perspective of a ‘silent generation’. Journal of Baltic Studies, 47(4), 557–577. https://doi.org/10.1080/01629778.2016.1248685.
Kesting, T., & Rennhak, C. (2005). Methoden der Marktsegmentierung in deutschen B2CUnternehmen. Retrieved September 15, 2019, from http://www2.munich-business-school.de/fileadmin/mbs/documents/working_papers/MBS-WP-2005-13.pdf
Kesting, T., & Rennhak, C. (2008). Marktsegmentierung in der deutschen Unternehmenspraxis. Wiesbaden: Gabler.
Kim, Y., Ha, S., & Park, S. (2019). Competitive analyses for men’s clothing retailers: Segmentation and positioning. International Journal of Retail & Distribution Management, 47(12), 1266–1282. https://doi.org/10.1108/IJRDM-08-2018-0172.
Klapilová Krbová, P. (2016). Shopping behaviour of generation Y: A comparison of Czech Republic and Slovakia. Acta Universitatis Agriculturae Et Silviculturae Mendelianae Brunensis, 64(2), 617–626. https://doi.org/10.11118/actaun201664020617.
Kliestikova, J., Krizanova, A., Corejova, T., Kral, P., & Spuchlakova, E. (2018). Subsidies to increase remote pollution? Science Engineering Ethics, 24(2), 755–767. https://doi.org/10.1007/s11948-017-9908-0.
Kliestikova, J., Kovacova, M., Krizanova, A., Durana, P., & Nica, E. (2019). Quo vadis brand loyalty? Comparative study of perceived brand value sources. Polish Journal of Management Studies, 19(1), 190–203. https://doi.org/10.17512/pjms.2019.19.1.14.
Kotler, P., & Armstrong, G. (2004). Marketing. Praha: Grada Publishing.
Kotler, P., & Armstrong, G. (2011). Principles of marketing. Upper Saddle River, NJ: Prentice Hall.
Kotler, P., Keller, K. L., & Bliemer, F. (2007). Marketing-management: Strategien für wertschaffendes Handeln. München: Pearson Studium.
Koudelka, J. (2005). Segmentujeme spotřební trhy. Praha: Professional Publishing.
Kumar, N. (2008). Marketing jako strategie vedoucí k úspěchu. Praha: Grada Publishing.
Ližbetinová, L., Štarchoň, P., Lorincová, S., Weberová, D., & Pruša, P. (2019). Application of cluster analysis in marketing communications in small and medium-sized enterprises: An empirical study in the Slovak Republic. Sustainability, 11(8), 2302. https://doi.org/10.3390/su11082302.
Mangold, W., & Smith, K. (2012). Selling to millennials with online reviews. Business Horizons, 55(2), 141–153. https://doi.org/10.1016/j.bushor.2011.11.001.
Maráková, V. (2016). Marketingová komunikácie v cestovnom ruchu. Bratislava: Wolters Kluwer.
McCrindle, M., & Wolfinger, E. (2010). The ABC of XYZ: Understanding the global generations. Sydney: University of New South Wales Press.
McDonald, M., & Dunbar, I. (2004). Market segmentation: How to do it, how to profit from it. Oxford: Elsevier.
Meffert, H., Burmann, C., & Kirchgeorg, M. (2012). Marketing: Grundlagen marktorientierter Unternehmensführung: Konzepte – Instrumente – Praxisbeispiele. Wiesbaden: Gabler.
Micháleková, J. (2012). Online nakupovanie vo svete. Retrieved September 27, 2019, from https://visibility.sk/blog/online-nakupovanie-vo-svete/
Michman, R. D., Mazze, E. M., & Greco, A. J. (2003). Lifestyle marketing: Reaching the new American consumer. Westport: Praeger.
Moravcikova, D., Krizanova, A., & Vrtana, D. (2019). The Impact of psychographic segmentation on increasing hotel traffic in the Slovak Republic with using online marketing communication. In Proceedings of the 33rd International Business Information Management Association Conference, IBIMA 2019: Education Excellence and Innovation Management through Vision 2020, Granada.
Ng, E. S. W., & McGinnis, J. J. (2015). Millennials: Who are they, how are they different, and why should we care? In R. Burke, C. Cooper, & A. Antoniou (Eds.), The multi-generational and aging workforce (pp. 121–137). Cheltenham: Edward Elgar.
Noble, S. M., & Schewe, C. D. (2003). Cohort segmentation: An exploration of its validity. Journal of Business Research, 56(12), 979–987. https://doi.org/10.1016/S0148-2963(02)00268-0.
Novotný, J., & Duspiva, P. (2014). Faktory ovlivňujúcí kupní chování spotřebitelů a jejich význam pro podniky. E +M Ekonomie a Management, 17(1), 152–166. https://doi.org/10.15240/tul/001/2014-1-012.
Pate, S., & Adams, M. (2013). The influence of social networking sites on buying behaviors of millennials. Atlantic Marketing Journal, 2(1), 92–109.
Patterson, I., & Pegg, S. (2009). Marketing the leisure experience to baby boomers and older tourists. Journal of Hospitality Marketing and Management, 18(2–3), 254–272. https://doi.org/10.1080/19368620802594136.
Pavlic, I., Vojvodic, K., & Puh, B. (2018). Segmenting the baby boomer generation: An example of Croatian consumers. Ekonomski vjesnik, 31(1), 47–63.
Pelsmacker, P. (2003). Marketingova komunikace. Praha: Grada Publishing.
Pilík, M. (2012). On-line shopping on B2C markets in the Czech Republic. Journal of Competitiveness, 4(4), 36–49. https://doi.org/10.7441/joc.2012.04.03.
Pinzaru, F., Savulescu, R., & Mitan, A. (2013). New practices in marketing to generation Y. product placement in Romanian pop music videos. International Journal Of Academic Research, 5, 320–326. https://doi.org/10.7813/2075-4124.2013/5-4/B.47.
Prusa, P., & Sadilek, T. (2019). Green consumer behavior: The case of Czech consumers of generation Y. Social Marketing Quarterly, 25(4), 243–255. https://doi.org/10.1177/1524500419881783.
Rajyalakshmi, N. (2015). Factors influencing online shopping behavior of urban consumers in India. International Journal of Online Marketing, 5(1), 38–50. https://doi.org/10.4018/IJOM.2015010103.
Randall, N. H., Pauley, S. C., & Aaron, B. (2015). Family social networks, reciprocal socialization and the adoption of social media by baby boomer and silent generation women. In L. Robinson, S. R. Cotten, & J. Schulz (Eds.), Communication and information technologies annual: Politics, participation, and production (pp. 135–160). Bingley: Emerald Group.
Reeves, T. C., & Oh, E. (2008). Generation differences. In J. M. Spector, D. Merrill, J. van Merrienboer, & M. Driscolle (Eds.), Handbook of research on educational communications and technology (pp. 295–303). New York: Taylor & Francis Group.
Reiter, M. (2015). Veľký prieskum nakupovania Slovákov. Retrieved September 18, 2019, from https://touchit.sk/velky-prieskum-nakupovania-slovakov/30807#prettyPhoto
Rentz, J. O., & Reynolds, F. D. (1991). Forecasting the effects of an aging population on product consumption – An age-period-cohort framework. Journal of Marketing Research, 28(3), 355–360. https://doi.org/10.2307/3172871.
Schewe, C. D., & Meredith, G. (2004). Segmenting global markets by generational cohorts: Determining motivations by age. Journal of Consumer Behaviour, 4(1), 51–63. https://doi.org/10.1002/cb.157.
Seemiller, C., & Grace, M. (2019). Generation Z: A century in the making. New York: Routledge.
Sima, C. (2016). Generations BB, X, Y, Z, alpha – The changing consumer in the hospitality industry. In M. Ivanova, S. Ivanov, & V. P. Magnini (Eds.), Routledge handbook of hotel chain management (pp. 471–479). New York: Routledge.
Sladek, S., & Grabinger, A. (2019). Gen Z: The first generation of 21st century has arrived! Retrieved September 18, 2019, from https://www.xyzuniversity.com/wp-content/uploads/2018/08/GenZ_Final-dl1.pdf
Šlapalová-Čempelová, Z. (2012). Segmentace trhu. Moderní řízení, 47(2), 39–42.
Smith, J. W., & Clurman, A. S. (1997). Rocking the ages: The Yankelovich report on generational marketing. New York: HarperCollins.
Spilker-Attig, M. J., & Brettel, H. J. (2010). Effectiveness of online advertising channels: A price-level-dependent analysis. Journal of Marketing Management, 26(3–4), 343–360. https://doi.org/10.1080/02672571003594663.
Stankovičová, I., & Vojtková, M. (2007). Viacrozmerné štatistické metódy s aplikáciami. Bratislava: Iura Edition.
Štefko, R., Dorčák, P., & Pollák, F. (2011). Shopping on the internet from the point of view of customers. Polish Journal of Management Studies, 4(1), 214–222.
Stuchlý, J., Jambal, T., & Ližbetinová, L. (2018). Loyalty programs and customer preferences. In Proceedings of the 32nd International Business Information Management Association Conference, IBIMA 2018 – Vision 2020: Sustainable Economic Development and Application of Innovation Management from Regional expansion to Global Growth, Seville.
Tiago, M. B., Pinheiro, M. T., Couto, J. P. D., Tiago, F. G. B., & Faria, S. M. C. D. (2016). Baby boomers turning grey: European profiles. Tourism Management, 54, 13–22. https://doi.org/10.1016/j.tourman.2015.10.017.
Twenge, J., Campbell, S., Hoffman, B., & Lance, C. (2010). Generational differences in work values: Leisure and extrinsic values increasing, social and intrinsic values decreasing. Journal of Management, 36(5), 1117–1142. https://doi.org/10.1177/0149206309352246.
Vysekalová, J. (2004). Psychologie spotřebitele. Jak zákazníci nakupují. Praha: Grada Publishing.
Wang, E. S. T., & Chou, N. P. Y. (2014). Consumer characteristics, social influence, and system factors on online group-buying repurchasing intention. Journal of Electronic Commerce Research, 5(2), 119–132.
Acknowledgements
This contribution is an output of scientific project VEGA no. 1/0718/18 entitled “The impact of psychographic aspects of pricing on the marketing strategy of companies across products and markets”.
Author information
Authors and Affiliations
Corresponding author
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2020 Springer Nature Switzerland AG
About this chapter
Cite this chapter
Gajanova, L., Nadanyiova, M. (2020). Analysis of Consumer Behaviour in the Networked Environment: Case Study of the Slovak Republic. In: Sroka, W. (eds) Perspectives on Consumer Behaviour. Contributions to Management Science. Springer, Cham. https://doi.org/10.1007/978-3-030-47380-8_6
Download citation
DOI: https://doi.org/10.1007/978-3-030-47380-8_6
Published:
Publisher Name: Springer, Cham
Print ISBN: 978-3-030-47379-2
Online ISBN: 978-3-030-47380-8
eBook Packages: Business and ManagementBusiness and Management (R0)