ISSN: 2222-6990
Open access
This study investigated the factors that influence consumers’ decision-making when purchasing martial arts club memberships. Two hundred ninety martial arts club members from a metropolitan area of the United States participated in the study. Five major influential factors (instructors and staff, facility, membership fee, location, and martial arts program) have emerged through a literature review and factor analysis. A multiple regression analysis presented that, among the major factors, the instructors and staff, the facility, and the membership fee played major roles in martial arts club decision-making. In addition, female participants demonstrated greater consciousness regarding their decisions than their male counterparts. Owners and marketers of martial arts clubs should consider the findings of this study to better understand members’ purchase decisions.
Alexandis, K., & Palialia, E. (1999). Measuring customer satisfaction in fitness centres in Greece: An exploratory study. Managing Leisure 4, 218–228.
Armstrong, G., & Kotler, P. (2019). Marketing: An Introduction (14th Ed) Pearson Education, London.
Areni, C. S., & Kiecker, P. (1993). Gender differences in motivation: Some implications for manipulating task-related involvement’, in Arnold Costa, J. (ed.) Gender and Consumer Behavior, 30–43. University of Utah Printing Service, Salt Lake City, UT.
Baker, J. (1987). The role of the environment in marketing services: The consumer perspective. In J. Czepiel, C. Congram, & J. Shanahan (Eds.), The services challenge: Integrating for competitive advantage (pp. 79-84). Chicago: American Marketing Association.
Belch, M., & Willis, L. (2001). Family decision at the turn of the century: Has the changing structure of households impacted the family decision-making process? Journal of Consumer Behavior, 2, 111-124.
Bitner, M. J. (1992). Servicescapes: The impact of physical surroundings on customers and employees. Journal of Marketing, 56(2), 57–71.
Bodet, G. (2006) Investigating customer satisfaction in a health club context by an application of the Tetraclasse model. European Sport Management Quarterly, 6, 149–165.
Childers, T., & Rao, A. (1992). The influence of familial and peer-based reference group influence on consumer decisions. Journal of Consumer Research, 19, 198-211.
Clark, P., Martin, C., & Bush, A. (2001). The effect of role model influence on adolescents’ materialism and marketplace knowledge. Journal of Marketing Theory and Practice, 9(4), 27-36.
Costa, J. (1994). Gender Issues and Consumer Behavior. London: Sage
Darley, W., & Smith, R. (1995). Gender differences in information processing strategies: an empirical test of the selectivity model in advertising response. Journal of Advertising, 24 (1), 41-56.
Datta, D., & Nath, R. (2021). Factors influencing the purchase of real estate International Journal of Information, Business and Management, 13 (1), 53-67.
Favero, L., De Angelo, C., Kos, A., & Eunni, R. (2006). Modeling customer preferences: An empirical study of the automobile market in Brazil. International Journal of Management, 23(2), 312-320.
Gaille, B. (2018). 19 martial arts industry statistics, trends, and analysis. https://brandongaille.com/19-martial-arts-industry-statistics-trends-analysis/
Greenwell, T. C., Fink, J. S., & Pastore, D. L. (2002). Assessing the influence of the physical sports facility on customer satisfaction within the context of the service experience. Sport Management Review, 5, 129-148.
Kelley, S. W., Hoffman, K. D., & Davis, M. A. (1993). A typology of retail failures and recoveries. Journal of Retailing, 69, 429-452.
Kempf, D., Palan, K., & Laczniak, R. (1997). Gender differences in information processing confidence in an advertising context: A preliminary study. Advances in Consumer Research, 24, 443-449.
Langeard, E., Bateson, E., Lovelock, C., & Eigler, P. (1981). Services marketing: New insights from consumers and managers. Marketing Science Institute, 81-104.
Lichtenstein, D., Ridgway, N., & Netemeyer, R. (1993). Price perceptions and consumer shopping behavior: A field study. Journal of Marketing Research, 30(2), 234-245.
Meyers-Levy, J., & Maheswaran, D. (1991). Exploring differences in males’ and females’ processing strategies. Journal of Consumer Research, 18, 63-70.
Meyers-Levy, J., & Sternthal, B. (1991). Gender differences in the use of message cues and judgments. Journal of Marketing Research, 28, 84-96.
Moschis, G. (1985). The role of family communication in consumer socialization of children and adolescents’. Journal of Consumer Research, 11(4), 898-913.
Mullin, B., Hardy, S., & Sutton, W. (2014). Sport Marketing, (4th ed). Champaign, IL: Human Kinetics.
Popcorn, F., & Marigold, L. (2001). Evolution: The eight truths of marketing to women, Harper Collins, London, UK.
Prince, M. (1993). Women, men and money styles. Journal of Economic Psychology, 14(1), 175–182.
Shank, M., & Lyberger. (2014). Sports Marketing: A Strategic Perspective. (5th ed.). Upper Saddle River, NJ: Prentice Hall.
Sporting Goods Manufacturer’s Association. (2009). U.S. Sports Industry: Nearly a $70 Billion Business. Retrieved 5 April 2007 from: http://www.sgma.com/press/3_U.S.-Sports-Industry:-Nearly-a-$70-B
Theodorakis, N., Alexandris, K. Rodriguez, P., & Sarmento, P. (2004). Measuring customer satisfaction in the context of health clubs in Portugal. International Sports Journal, 8(1), 44-53.
Tiwari, P., & Joshi, H. (2020). Factors influencing online purchase intention towards online shopping of Gen Z. International Journal of Business Competition and Growth, 7(2), 175-187.
Ward, J., Bitner, M., & Barnes, J. (1992). Measuring the prototypicality and meaning of retail environments. Journal of Retailing 68, 194–200.
Yoh, T., Mohr, M. S., & Gordon, B. (2006). The effect of gender on Korean teens’ athletic footwear purchasing. The Sport Journal, 9(1), 14-28.
Yoh, T., Pedersen, P., & Park, M. (2006). Sources of information for purchasing golf clubs: Personal and non-personal references. International Journal of Sports Marketing and Sponsorship, 7(2), 125- 135.
Zeithaml, V. (1985). The new demographics and market fragmentation, Journal of Marketing, 49, 64-75.
In-Text Citation: (Yoh, 2023)
To Cite this Article: Yoh, T. (2023). Exploring Factors Influencing Consumer Decision-Making in Repurchasing Martial Arts Club Membership. International Journal of Academic Research in Business and Social Sciences, 13(3), 529 – 538.
Copyright: © 2023 The Author(s)
Published by Human Resource Management Academic Research Society (www.hrmars.com)
This article is published under the Creative Commons Attribution (CC BY 4.0) license. Anyone may reproduce, distribute, translate and create derivative works of this article (for both commercial and non0-commercial purposes), subject to full attribution to the original publication and authors. The full terms of this license may be seen at: http://creativecommons.org/licences/by/4.0/legalcode