Dear colleagues,
I'd like to hear from you about the appropriate approach to study buying inhibiting factors, cause of low adoption or intention not to purchase. To my knowledge, most of the study done in the past are focusing on the positive side, which identifying key factors influence purchase intention (using TPB or TRA). My RQ would be like this "why people not buying this", or "why people not subscribing to this services".
Cheers,
Krisna
Qualitative approach based on SCT theory as you are trying to identify a pattern influenced by social or environmental factors.
Sometimes the intention happens at once
This type of intention has nothing to do with the client's mental program
And it is influenced by advertising, seeing, hearing, emotions and the environment.
And the intention to buy one at a time will surely lead to the purchase
You could look to use tools and approaches such as Customer Journey Analysis, Customer Experience Management and Customer Experience Lifecycle modelling.
While the material is proprietary, the TMForum has done a lot of work on these topics – see https://www.tmforum.org/resources/best-practice/gb962-customer-experience-management-introduction-and-fundamentals-r16-5-1/.
You could also look at the related areas of customer churn modelling (for example, see https://www.researchgate.net/publication/281655061_Modelling_customer_churn_using_segmentation_and_data_mining) and customer retention modelling (for example, see https://www.researchgate.net/publication/281655061_Modelling_customer_churn_using_segmentation_and_data_mining_).
I have studied in my papers the purchase intention.Pls see my paper.
Article “Purchase Intention Survey Of Millennials Towards Online Fas...
Article "To study the Factors effecting Purchase of Green products f...
Hope following are worth reading with regard to your queries...
Johe, M. H., & Bhullar, N. (2016). To buy or not to buy: The roles of self-identity, attitudes, perceived behavioral control and norms in organic consumerism. Ecological Economics, 128, 99-105.
Lucas, M., & Koff, E. (2017). Body image, impulse buying, and the mediating role of negative affect. Personality and Individual Differences, 105, 330-334.
Kim, S. J., Wang, R. J. H., Maslowska, E., & Malthouse, E. C. (2016). “Understanding a fury in your words”: The effects of posting and viewing electronic negative word-of-mouth on purchase behaviors. Computers in Human Behavior, 54, 511-521.
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