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Research on Consumer Purchase Decision-Making Behavior under the POM Model
- 1 Southeast University
- 2 Southeast University
- 3 Southeast University
- 4 Southeast University
- 5 Southeast University
* Author to whom correspondence should be addressed.
Abstract
Consumption is both the starting point and ultimate driver of economic growth. Against the backdrop of invigorating domestic demand and intensified market competition, the importance of consumer behavior research has become increasingly prominent. Within this field, the POM model highlights the combined influence of Personal Perception (P), Others' Evaluation (O), and Marketing (M) on purchasing decisions. To explore the dynamic mechanisms of these influences, this study integrates Qualitative Comparative Analysis (QCA) with Generalized Structural Equation Modeling (GSEM), conducting empirical analyses using small-sample questionnaire data and large-sample e-commerce platform data, respectively. QCA results reveal three matching configurations in smartphone purchase decisions: rational decision-making type, brand-influenced type, and comprehensive consideration type. The GSEM regression further confirms the significant and nonlinear positive impact of personal perception on purchase behavior, while the direct effects of others' evaluation and corporate marketing are not statistically significant. The findings indicate that in generalized scenarios, consumers tend to rely more on their own information processing abilities, forming a rational decision-making dominant pattern. Based on this, it is recommended that companies optimize core product performance and enhance information accessibility pathways, while also exploring the synergistic effects between marketing strategies and user perception. This research offers new perspectives for both consumer behavior theory and practical application.
Keywords
Consumer Purchase Decision, POM Model, QCA, User Behavior, GSEM
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Cite this article
Fan,C.;Gu,M.;Han,B.;Peng,J.;Zhang,X. (2025). Research on Consumer Purchase Decision-Making Behavior under the POM Model. Advances in Economics, Management and Political Sciences,180,18-34.
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The datasets used and/or analyzed during the current study will be available from the authors upon reasonable request.
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Volume title: Proceedings of the 3rd International Conference on Management Research and Economic Development
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