نوع مقاله : مقاله علمی پژوهشی
نویسندگان
1 دانشگاه شهید باهنر کرمان
2 دانشیار دانشگاه شهیدباهنر کرمان، گروه مدیریت بازرگانی، دانشگاه شهید باهنر، کرمان، ایران
3 دانشجوی کارشناسی ارشد مدیریت بازرگانی گرایش بازاریابی، دانشگاه شهید باهنر، کرمان، ایران
چکیده
کلیدواژهها
موضوعات
عنوان مقاله [English]
نویسندگان [English]
Purpose:
The consumer decision-making process is a fundamental element in understanding consumer behavior and has gained increased significance in digital contexts. With the rapid advancement of technology and the transformation of lifestyles, purchasing behaviors have also evolved, making online shopping—due to its convenience, speed, and accessibility—a prevalent and widely adopted means of fulfilling consumer needs. Online purchasing has gradually become an integral part of modern consumer culture, positioning digital environments as critical platforms for interaction and commerce. In this context, understanding how individuals make decisions and the factors that shape their choices has become a central concern in marketing and consumer behavior research. A novel and increasingly influential approach in this domain involves the use of digital nudges—subtle behavioral interventions embedded in choice architecture—which aim to steer user decisions through minor design adjustments without imposing restrictions or mandates. However, the effectiveness of these nudges depends on various factors, including users’ perceptual, psychological, and experiential contexts. Accordingly, the present study aims to phenomenologically explore users’ lived experiences of online shopping in the presence of digital nudges, and to examine how these behavioral interventions influence their decision-making processes in digital environments.
Method:
The research was conducted in two phases. In the first phase, a quasi-experimental design was employed with 124 participants randomly assigned to experimental and control groups. A simulated e-commerce website was created where three types of digital nudges—Decoy Effect, Scarcity Effect, and Social Norms—were embedded in the product pages for the experimental group. Purchasing behavior was then tracked and analyzed. In the second phase, a phenomenological qualitative approach was adopted. Semi-structured interviews were conducted with 15 participants from the experimental group to understand their subjective experiences. The interview data were analyzed using Colaizzi’s seven-step method.
Findings:
Quantitative findings revealed that digital nudges significantly influenced purchasing decisions, with decoy and scarcity nudges proving more effective than social norm-based messages. In the qualitative phase, analysis of interview transcripts led to the extraction of 18 conceptual clusters, which were then categorized into five major themes: bounded rationality, situational factors, social behavioral patterns, pressure cues, and appropriate implementation context. This thematic the framework provides a comprehensive and nuanced understanding of how users process and respond to nudges in online shopping environments
Conclusion:
The study demonstrates that digital purchasing decisions are shaped by a complex interplay of psychological, situational, and social influences. When designed ethically and contextually, digital nudges can serve as effective tools for shaping user behavior in meaningful ways. Designers, marketers, and choice architects can use these findings to create digital environments that align with users’ cognitive processes and decision-making styles. By integrating behavioral insights into user interface design, businesses can enhance the customer experience and improve the efficacy of digital sales strategies.
کلیدواژهها [English]
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