Consumer decision-making processes in digital environments—A psychological perspective

Mohammad Shahidul  Islam; Muhammad  Ali; Fariba  Azizzadeh

doi:10.59400/apr.v3i1.1362

Consumer decision-making processes in digital environments—A psychological perspective

Mohammad Shahidul Islam BRAC Business School, BRAC University, Dhaka 1212, Bangladesh
Muhammad Ali Al Madinah International University, Kuala Lumpur 57100, Malaysia
Fariba Azizzadeh Independent Researcher, Vienna 1050, Austria

Article ID: 1362

781 Views, 461 PDF Downloads

DOI: https://doi.org/10.59400/apr.v3i1.1362

Keywords: consumer psychology; digital marketing; decision-making; information overload; personalized marketing; psychological principles

Abstract

This conceptual paper examines the influence of psychological principles on consumer decision-making within digital shopping environments, integrating psychological theories with empirical observations to understand how cognitive, emotional, and social factors shape consumer behaviors online. By reviewing existing literature and applying a constructivist epistemology and relativist ontology, the study develops a conceptual framework highlighting the impact of digital interface design, information availability, and personalized marketing on consumer choices. The paper analyzes various examples and identifies vital psychological triggers and decision-making barriers, offering strategic insights for enhancing digital marketing practices. This research contributes to academic and practical understandings of digital consumer behavior, proposing that a more profound integration of psychological insights can lead to more effective and ethically grounded marketing strategies in the digital era.

References

[1]Ajzen, I. (1991). The theory of planned behavior. Organizational Behavior and Human Decision Processes, 50(2), 179–211.

[2]Azizzadeh, F., Islam, M. S., Naushin, N., et al. (2022). Modeling employees’ skills for sustainable banking services. Frontiers in Sociology, 7. https://doi.org/10.3389/fsoc.2022.985158

[3]Bažantová, S., & Novák, M. (2024). The distracting effect of mobile phones on visual attention in consumer decision-making: a gaze behavior perspective. The International Review of Retail, Distribution and Consumer Research, 34(2), 160–182. https://doi.org/10.1080/09593969.2024.2319688

[4]Chan, E. Y. (2024). Consumer Behavior in Practice. Springer Nature Switzerland. https://doi.org/10.1007/978-3-031-50947-6

[5]Chen, S., Zhao, J., Xu, H., et al. (2024). When and how does decoy effect work? The roles of salience and risk aversion in the consumer decision-making process. Electronic Commerce Research and Applications, 63, 101354. https://doi.org/10.1016/j.elerap.2023.101354

[6]Häubl, G., & Trifts, V. (2000). Consumer Decision Making in Online Shopping Environments: The Effects of Interactive Decision Aids. Marketing Science, 19(1), 4–21. https://doi.org/10.1287/mksc.19.1.4.15178

[7]Irfan, M., Ahmed, A. K., Shariati Najafabadi, S., et al. (2024). Factors Influencing Expatriate Employees’ Commitment to the Private Sector in Qatar. The International Journal of Interdisciplinary Social and Community Studies, 19(2), 1–22. https://doi.org/10.18848/2324-7576/cgp/v19i02/1-22

[8]Islam, M. S. (2024). From data privacy to environmental sustainability: Comprehensive perspectives on smart tourism challenges. Smart Tourism, 5(1), 2534. https://doi.org/10.54517/st.v5i1.2534

[9]Islam, M. S. (2023). Striking a paradoxical balance: Shakespearean insights for hospitality management. Tourism and Hospitality Research, 14673584231188917.

[10]Islam, M. S. (2024). Utilization of Video Reflexive Ethnography in Hospitality and Tourism Research. Journal of Quality Assurance in Hospitality & Tourism, 1–34. https://doi.org/10.1080/1528008x.2024.2334715

[11]Kraus, S., Jones, P., Kailer, N., et al. (2021). Digital Transformation: An Overview of the Current State of the Art of Research. Sage Open, 11(3). https://doi.org/10.1177/21582440211047576

[12]Karimi, S., Holland, C. P., & Papamichail, K. N. (2018). The impact of consumer archetypes on online purchase decision-making processes and outcomes: A behavioural process perspective. Journal of Business Research, 91, 71–82. https://doi.org/10.1016/j.jbusres.2018.05.038

[13]Lurie, N. H., Berger, J., Chen, Z., et al. (2018). Everywhere and at All Times: Mobility, Consumer Decision-Making, and Choice. Customer Needs and Solutions, 5(1–2), 15–27. https://doi.org/10.1007/s40547-017-0076-9

[14]Mandung, F., Sahari, S., & Razak, S. R. (2024). Exploring Consumer Psychology in Marketing Management: A Strategic Perspective through Descriptive Inquiry and Literature Review. Golden Ratio of Marketing and Applied Psychology of Business, 4(1), 01–10. https://doi.org/10.52970/grmapb.v4i1.401

[15]Odunaiya, O. G., Nwankwo, E. E., Okoye, C. C., et al. (2024). Behavioral economics and consumer protection in the US: A review: Understanding how psychological factors shape consumer policies and regulations. International Journal of Science and Research Archive, 11(1), 2048–2062. https://doi.org/10.30574/ijsra.2024.11.1.0274

[16]Pascucci, F., Savelli, E., & Gistri, G. (2023). How digital technologies reshape marketing: evidence from a qualitative investigation. Italian Journal of Marketing. https://doi.org/10.1007/s43039-023-00063-6

[17]Petty, R. E., & Cacioppo, J. T. (2012). Communication and persuasion: Central and peripheral routes to attitude change. Springer Science & Business Media.

[18]Quach, S., Thaichon, P., Martin, K. D., et al. (2022). Digital technologies: tensions in privacy and data. J. of the Acad. Mark. Sci., 50, 1299–1323. https://doi.org/10.1007/s11747-022-00845-y

[19]Rebitschek, F. G. (2024). Boosting consumers: Algorithm-supported decision-making under uncertainty to (learn to) navigate algorithm-based decision environments. In: Knowledge and digital technology. Cham: Springer Nature Switzerland. pp. 63-77.

[20]Schneider, S., Beege, M., Nebel, S., et al. (2022). The Cognitive-Affective-Social Theory of Learning in digital Environments (CASTLE). Educ Psychol Rev, 34, 1–38. https://doi.org/10.1007/s10648-021-09626-5

[21]Selem, K. M., Islam, M. S., Aureliano-Silva, L., et al. (2023). Nexus of customer adaptation to mannequins with visit intention to full-service restaurants: Role of spatial layout. International Journal of Hospitality Management, 115, 103608. https://doi.org/10.1016/j.ijhm.2023.103608

[22]Sharma, P., Ueno, A., Dennis, C., et al. (2023). Emerging digital technologies and consumer decision-making in retail sector: Towards an integrative conceptual framework. Computers in Human Behavior, 148, 107913. https://doi.org/10.1016/j.chb.2023.107913

[23]Szabo, S., & Webster, J. (2020). Perceived Greenwashing: The Effects of Green Marketing on Environmental and Product Perceptions. Journal of Business Ethics. https://doi.org/10.1007/s10551-020-04461-0

[24]Tan, C. C., Islam, M. S., Sinha, R., et al. (2024). Compatibility as a pivotal design factor for digital concierge apps: exploring hotel guests’ socio-psychological dynamics. Kybernetes. https://doi.org/10.1108/k-12-2023-2658

[25]Wang, G., Azizzadeh, F., Mohammadaminzadeh, L., et al. (2022). Experience of Principals in Private Educational Institutions to Find Sources of Income: A Qualitative Approach. The International Journal of Educational Organization and Leadership, 29(2), 89–101. https://doi.org/10.18848/2329-1656/cgp/v29i02/89-101

[26]Wen, C., R. Prybutok, V., Blankson, C., et al. (2014). The role of E-quality within the consumer decision making process. International Journal of Operations & Production Management, 34(12), 1506–1536. https://doi.org/10.1108/ijopm-07-2013-0352

[27]Wertheimer, M., & Puente, A. E. (2020). A Brief History of Psychology. Routledge. https://doi.org/10.4324/9781315269306

[28]Willman-Iivarinen, H. (2017). The future of consumer decision making. European Journal of Futures Research, 5(1). https://doi.org/10.1007/s40309-017-0125-5

[29]Zallio, M., Clarkson, P. J. (2023). The Ethics of the Metaverse and Digital, Virtual and Immersive Environments: Metavethics. In: Hassanien, A. E., Darwish, A., Torky, M. (editors). The Future of Metaverse in the Virtual Era and Physical World. Studies in Big Data. Springer, Cham. https://doi.org/10.1007/978-3-031-29132-6_6

[30]Zhang, J. Z., & Chang, C.-W. (2020). Consumer dynamics: theories, methods, and emerging directions. Journal of the Academy of Marketing Science, 49(1), 166–196. https://doi.org/10.1007/s11747-020-00720-8

Published

2024-06-12

How to Cite

Islam , M. S., Ali, M., & Azizzadeh, F. (2024). Consumer decision-making processes in digital environments—A psychological perspective. Applied Psychology Research, 3(1), 1362. https://doi.org/10.59400/apr.v3i1.1362

Download Citation

Issue

Vol. 3 No. 1 (2024)

Section

Article

This work is licensed under a Creative Commons Attribution 4.0 International License.

Editor-in-Chief

Prof. Giuseppe Lanza

Oasi Research Institute-IRCCS, Italy

eISSN

3029-276X

Publication Frequency

Semi-annual

About the Publisher

Academic Publishing insists on taking academic exchange and publication as the main line, carrying out comprehensive management based on science and technology, and fully exploring excellent international publishing resources. Within 5 years, it will form a strategic framework and scale with science (S), technology (T), medicine (M), education (E), and humanities and arts (H) as the main publishing fields. Academic Publishing is headquartered in Singapore and based in Malaysia, with the United States and China providing the main scientific and academic resources. At the same time, it has established long-term good cooperative relations with other publishing companies, scientific research communities, and academic organizations in more than a dozen countries and regions. Academic Publishing uses English and Chinese as its main publishing languages, mainly publishing books, journals, and conference papers in print and online. The vast majority of publications follow the international open access policy, providing stable and long-term quality and professional publications. With the joint efforts of the expert team and our professional editorial team, our publications will gradually be indexed by international databases in stages to provide convenient and professional retrieval for various scholars. At the same time, manuscripts we accept will be subject to the peer review principle, and cutting-edge and innovative research articles will be preferentially accepted for peer reference and discussion. All kinds of our publications are welcome for peer to contribute, access, and download.

more

Volume Arrangement

2024

2023

2022

Featured Articles

A comprehensive review (1963–2024) of environmental psychology: Trends, themes, and future directions

Multidisciplinary environmental psychology studies the dynamic link between humans and their natural and manmade settings. This thorough study synthesises 443 works from 1963 to 2024 on topics such as physical surroundings’ effects on behaviour, environmental stressors, pro-environmental behaviour, and applying psychological theories to environmental interactions. This literature is synthesised to identify patterns, themes, and future directions. Growing environmental concerns and the need for sustainable development have changed the profession. Green areas have been demonstrated to boost mental health and reduce stress. Nature helps mental exhaustion recuperation. Hospitals and workplaces’ design and structure affect health and productivity. Walkable, green urban development improves citizens’ well-being and promotes sustainable living. Environmental stresses including noise, pollution, and overpopulation harm mental and physical health. Children exposed to noise pollution are more likely to develop cardiovascular illness and cognitive deficits. Anxiety and despair caused by climate change are also becoming more apparent. Pro-environmental behaviour is emphasised, with notions like planned behaviour and community-based social marketing working. Behaviour interventions using social norms and feedback have decreased energy and waste. Personal values-driven intrinsic motivation promotes long-term behavioural change better than extrinsic incentive. Environmental psychology uses surveys, experiments, and mixed-methods research. Virtual and augmented reality provide for environmental simulations and psychological studies. Good health and well-being, excellent education, sustainable cities, responsible consumerism, climate action, and living on land are among the field’s major contributions to the UNSDGs. Environmental psychology will help establish sustainable and healthy settings that correspond with the UNSDGs as environmental issues grow.

The impact of the menstrual cycle on emotions and behavior—A review of current research

The menstrual cycle has attracted the interest of many researchers for many years. It is analyzed from many angles, including its impact on mental health. Hormonal changes over the course of the cycle have a very strong impact on the emotions, needs, or pain experienced. Estrogen, secreted shortly before ovulation, influences increased confidence and feelings of attractiveness, which can lead to new relationships. In contrast, progesterone, secreted during the luteal phase, promotes the strengthening of stable relationships, and a large proportion of women may experience premenstrual syndrome (PMS) during this time. This publication discusses studies from recent years that have assessed the variability of women’s needs and emerging symptoms during different phases of the cycle. It also summarizes any strategies and practical tips needed to work with women considering their cyclical variability.

Testing social impact and self-attention predictions with live audiences and co-actors

This experiment examined the influences of number of co-actors and audience size on manual dexterity task performance and subjective reactions such as perceived effort and arousal. Predictions derived from social impact theory and the self-attention perspective’s other-total ratio indicated that both number of co-actors and audience size should influence responses. Undergraduate students (N = 128) responded as 1, 2, 4, or 8 group members who were observed in counterbalanced fashion by 1, 2, 4, or 8 audience members for four performance trials. The predictions of increased task performance with larger audience sizes and decreased performance as number of co-actors increased were not supported. Participants’ rated arousal was somewhat consistent with the predictions from the self-attention perspective and social impact theory. Self-reported effort was consistent with the predicted patterns, but not always significantly so. The influence of number of others is moderated by the objective-subjective nature of responses of real co-actors performing in front of live audiences.

Manifesting the academic psychological contract

The level of research undertaken on the academic psychological contract, and its influence on academics’ behaviour is limited. This paper seeks to consider the academic psychological contract, by reviewing its manifestation within the role and the influence on their undertaking of the role. Particularly important is academics’ interpretation of the role and what they consider important. Within this, the paper considers in-role and extra-role activities and what may be the grey areas in which time is spent. The research adopts the combined usage of phenomenology with interpretivist processes to investigate the insights of eighteen academics at nine UK University Business Schools. Semi-structured interviews were used to collect data to consider the constructs’ manifestation. Key aspects of behaviour were identified as discretionary effort autonomy and managerialism, with links to academic citizenship.