A influência da internet sobre a decisão de compra de um produto eletroeletrônico

Abstract

This paper analyzes the influence of the virtual environment in the electronics purchase process. The theoretical research that supports the study is based in the concepts of virtual environment; history and development of the internet in Brazil; analysis of the Brazilian internet users; concepts and analysis of the virtual relationship networks and Brazilian E-commerce general scene; evolution of the Brazilian customer; environmental influences and customers purchase process. The targets of the present research are: a) to relate the reasons why the customers look for information in the virtual environment before purchases; b) to analyze how the internet makes easier the purchase process; c) to analyze if the virtual relationship networks influence the purchase decision of the internet user. This is a descriptive research that aims, through the answers of 280 internet users, to solve the problem: how the costumer is influenced by the internet before the purchase of an electronic product? To make the descriptive research it was used a field research method. A self-fulfilled questionnaire made up of objective and closed questions was sent by e-mail to several people from june, 26th. to august, 14th. of 2009. Among the results, it was found that the internet makes easier and faster the comparison between the attributes of each purchase alternative because it offers the possibility of searching new customer’s tendencies. Besides this, it was found that 50% of the participants use to research in the traditional retail and in the internet before complete their purchase process. In addition, it was evidenced that the virtual relationship networks exert a moderate influence in the purchase decision, interfering directly in the choice of the product to be purchased by the internet user.