أثر الهندسة النفسية على السلوك الشرائي الالكتروني لعملاء الشركات الافتراضية العاملة في الاردن

العبويني, عال وليد حسين (2019) أثر الهندسة النفسية على السلوك الشرائي الالكتروني لعملاء الشركات الافتراضية العاملة في الاردن. Masters thesis, جامعة الشرق الاوسط.

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Abstract

The study aimed to identify the effect of psychological engineering on the electronic purchasing behavior of the customers of the virtual companies operating in Jordan. The sample of the study consisted of 394 respondents of students who enroll in the private Jordanian universities in Amman. The researcher relied on collecting the data through the questionnaire which was designed for this study. She followed the descriptive analytical method, and the statistical program (SPSS V.20) was used to analyze the study data. In regards to the study has found a number of results, the most prominent are; the positive effect of psychological engineering with its dimensions (sensory awareness (perception), thinking outcomes, behavioural flexibility and Intimacy) on the electronic purchasing behaviour with its dimensions (Motives purchasing, Attidudes purchasing, Learning purchasing) in virtual companies. In light of the findings of the study, the researcher has made several recommendations, including: The need to work on the adoption of plans to satisfy customers and try to work on the dissemination of the word spoken among relatives that would increase awareness of the purchase through the sites of virtual electronic companies, and the need to ensure that a range of e-procurement options are available from virtual corporate websites, which include a wide range of products or services, thus increasing the positive interaction with these sites, And urge to improve the mental image, working on establishing the convictions of customers dealing with virtual companies, and working on developing programs that will enhance trust between customers and the company’s research to ensure that the company’s products are compatible with what will be delivered, and work on increaseing virtual companies’ interaction through technical support for services and follow up and respond to customer inquiries in a timely manner, with the need to provide ع the necessary assistance to the electronic procurement of all customers dealing with electronic sales sites through interactive conversations (Live Chat). Keywords: Psychological Engineering, Electronic Purchasing Behavior, Virtual Companies.

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