A study on factors affecting Japanese consumer's behavior toward 5G smartphone purchase

PurposeThe purpose of this study is to analyze the determinants influencing Japanese consumers' behavior toward the purchase of 5G smartphones.Design/methodology/approachEmpirical data was collected through an online survey of 320 Japanese respondents from ages 20 to 59. Data was analyzed by exploratory factor analysis, confirmatory factor analysis and multiple regression analysis.FindingsThe results indicate that hedonic value, user interface and price value (PV) positively influence attitude toward 5G smartphone purchase, while utilitarian value does not. In addition, the mediation effect of social influence (SI) is found to increase those positive effects. Male and female consumers displayed differences in the determinants, showcasing the effect of gender on attitude and behavior.Originality/valueTo the best of the authors' knowledge, this study is the first research to analyze Japanese consumers' behaviors' toward 5G smartphone purchase. Past research for 3G/4G smartphones supported that usefulness positively influenced consumers' behavior toward smartphones, so usefulness of 5G (e.g. high speed) was expected to be a factor to influence consumer behaviors' toward 5G smartphones. However, this research reveals that a simple tagline emphasizing such usefulness may not be convincing enough to promote the 5G smartphones to Japanese consumers. Alternatively, the research indicates that introducing the concepts of joyfulness, improved HV and greater PV of the 5G smartphone could attract more consumers in Japan. In addition, SI could enhance the perception of the various benefits of 5G smartphones.