The Role of Attitudes and Decision Makinig on Product Choice. Case Study: Cellular Phones

The process of deciding over (choosing) a brand may be influenced by situation and content. “Brand attitude” and “corporate attitude” affect consumer’s brand choice and re-buying rate. The findings of the study can provide companies and active players in production, marketing, and sale of cell phones with practical suggestions as well as guidelines on how to meet consumer’s needs. In this descriptive survey, a questionnaire with 57 questions was used to gather required data. The statistical population consisted of buyers and users of cell phones in cell phone shopping centers in Tehran. A combination of multi-stage cluster sampling and judgment sampling was employed. In total, 385 questionnaires were analyzed. SPSS and LISREL were used for descriptive and inferential analysis of data and hypothesis test based on confirmatory factor analysis and structural equation modeling. The findings suggest a significant relationship between the variables “brand attitude”, “corporate attitude”, and “product (cell phone) choice”. In addition, no significant relationship was found between individual decision making processes (independent or mediated) and product choice.