Open Access Journal

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Volume 68 (2017), issue 1

Evaluation of Factors in Buying Decision Process of Furniture Consumers by Applying AHP Method

Research subject and fields:

There are not many wooden products that consumers would buy on pure impulse. Their decision regarding the purchase of a product normally undergoes a process of consideration – the more expensive the product, the more thorough the consideration. The consumer buying decision process consists of five stages: need recognition, search for information, alternatives evaluation, purchase decision and post-purchase behaviour. A company must establish what is important for consumers in each stage of this process. On the basis of these findings, the company must define the measures to influence consumers in individual phases. In this study, the analytic hierarchy process was used to analyse the buying behaviour of potential furniture buyers. Slovenian and Croatian marketing experts were asked about the habits, requests and needs of furniture buyers. The results of the research can serve as useful information for companies producing wooden products in the formulation of successful marketing strategies.


Faculty of Forestry and Wood Technology

DRVNA INDUSTRIJA Scientific Journal of Wood Technology

ISSN 0012-6772 (Print) / ISSN 1847-1153 (Online)

Faculty of Forestry and Wood Technology University of Zagreb, Svetošimunska 25, 10000 Zagreb, Hrvatska - Croatia
Tel: +3851 2352 430, E-mail:
Editor-in-Chief: Prof. Ružica Beljo-Lučić, Ph.D. E-mail: