bluuebunny/crossref_metadata_2025 huggingface dataset:
Assessing the validity of emotional typologies
Authors: Havlena William J. , Holbrook Morris B. , Lehmann Donald R.
Published: July 2007

One hundred and forty‐nine verbal descriptions of consumption experiences were analyzed for important emotion‐related terms. Similarity judgments on the resulting twenty‐eight words were used to cluster the adjectives and to create a pictorial representation using multidimensional scaling. The results of the analyses support the eight basic emotions postulated by Plutchik (1980). These findings. are contrasted with other research implying the superiority of Mehrabian and Russell's (1974) three‐dimensional Pleasure‐Arousal‐Dominance paradigm in the context of consumption experiences. The apparent discrepancy is interpreted as reflecting a difference between analyses that focus, respectively, on the realms of words versus deeds. The practical implications of these results for the analysis of advertising messages and consumption experiences are discussed.
Marketplace attributions and consumer evaluations of discount claims
Authors: Lichtenstein Donald R. , Burton Scot , O'Hara Bradley S.
Published: July 2007

Two studies were conducted in which respondents were exposed to test advertisements in which the amount of savings implied by a reference price discount claim was manipulated. Respondents' attributions concerning the advertiser's motives for making the reference price discount claim were measured, along with dependent variables that assessed the respondents' evaluations of the price offer. Results across both studies indicated that the attributions about the advertiser's motives for the price discount offer had a significant effect on consumers' evaluations of the offer. Furthermore, across both studies, a person‐stimulus‐circumstance taxonomy appeared consistent with the structure of the attributions that respondents made when presented with reference price claims.
The social construction of needs
Authors: Buttle Francis
Published: July 2007

This article relocates the concept of needs from a psychological frame of reference to an anthropological one. Defining needs as the requirements of a particular social life leads to the conclusion that needs vary both historically and geographically. This opposes the views of Abraham Maslow who conceived of needs as universal and instinctoid. This article suggests that needs are learned from the privileged discourse of a community. If marketing and advertising are the privileged discourses of 20th century Westernized cultures, we can conclude that they have a formative effect on needs. Other issues are the unsuitability of marketing researchers' principle investigative methods for needs research, marketers' ignorance of the needs of distant cultures and communities, and the potential that such ignorance has for wasteful deployment of limited marketing resources.
Temporal decay in satisfaction – Purchase intention relationship
Authors: Mazursky David , Geva Aviva
Published: July 2007

It was hypothesized and empirically confirmed that brand attribute information is salient in predicting immediate satisfaction and that these factors strongly influence intentions formed immediately after product trial. However, it was shown that in delayed measurement, past knowledge factors increasingly become salient while the relative explanatory power of performance evaluation and satisfaction decays in forming future purchase decisions. The impact of the timing factor and the strategic implications of the findings are discussed.
Viewers' processing of Actor's race and message claims in advertising stimuli
Authors: Whittler Tommy E.
Published: July 2007

This study examines the impact of white and black actors' race and viewers' racial attitudes on advertisement evaluation, A total of 160 white and 140 black participants rated an advertisement featuring a white or black actor promoting a portable word processor or a liquid laundry detergent. An assessment of racial attitudes (i.e., whites' racial prejudice and blacks' identification with black culture) followed product, advertisement, and actor ratings. The findings indicated that, when the black actor promoted the relatively inexpensive liquid detergent, viewers with stronger racial attitudes were more likely to employ racially focused heuristics than viewers with weaker racial attitudes. The data did not support the notion that viewers with less defined racial attitudes would be more likely to consider the message claims than viewers with firmly established racial attitudes. These findings provided partial support for the heuristic versus systematic processing distinction.
The interactive effects of message appeal and individual differences on information processing and persuasion
Authors: Venkatraman Meera P. , Marlino Deborah , Kardes Frank R. , Sklar Kimberly B.
Published: July 2007

Individuals differing in the extent to which they enjoy thinking (Cacioppo & Petty, 1982) were exposed either to factual or to evaluative messages pertaining to a fictitious automobile. The results show that message appeal moderates the relationship between need for cognition and judgments about the message, whereas beliefs about the product attributes mediate the relationship between message judgments and product evaluations. Theoretical and practical implications of the moderator‐mediator distinction are discussed.
Music influences on mood and purchase intentions
Authors: Alpert Judy I. , Alpert Mark I.
Published: July 2007

Mood and emotional elements of advertising and consumer response have received increasing attention from practitioners and scholars in recent years. Among the various sources of mood induction is the frequently used practice of accompanying commercial messages with background music. This paper extends marketing's discussion of the role of music in influencing audiences, by using music theory to analyze and investigate the effects of music's structural profiles on consumers. The experiment's results indicate that music may have significant impact on audience moods and purchase intentions, without necessarily affecting intervening cognitions.
Stereotyping effects on consumers' evaluation of advertising: Impact of racial differences between actors and viewers
Authors: Qualls William J. , Moore David J.
Published: July 2007

The present experimental study compared the efficacy of two social/psychological theories of stereotyping for explaining the impact of race on consumers' evaluations of advertising.

One theory, in‐group bias theory, posits that in‐group members on the basis of race will evaluate other in‐group members more favorably than out‐group members. A second theory, polarized appraisal theory, predicts that out‐group members will be evaluated more extremely (positively or negatively) than in‐group members. A major finding of the present study is that in‐group bias theory explains the effect of race in consumers' evaluation of advertising more accurately than does polarized appraisal theory.
Schemas determining the incentive value of sales promotions
Authors: Diamond William D.
Published: July 2007

There are three types of schemas for evaluating sales promotions: schemas using cognitive algebra, schemas analogous to perceptual processes, and simple nonalgebraic heuristics. Each type of schema requires different information to evaluate a promotion. The schema a consumer uses to evaluate a promotion may therefore determine whether or not the promotion is seen as valuable. The effects of salespeople, product type, and the consumer's situation on the schemas used to evauate promotions are discussed.
Consumer satisfaction as a process
Authors: Tse David K. , Nicosia Franco M. , Wilton Peter C.
Published: July 2007

Consumer satisfaction has been defined as an objective or subjective state variable. This paper presents an emerging view where satisfaction is construed as a subjective process of consumption experience. We examine studies that have explicitly or implicitly explored the conceptual and empirical domain of satisfaction as a multidimensional process of interactions among mental and overt behavior activities unfolding after purchase over time. Using a dynamic, six‐dimension process framework we integrate previous, seemingly disjoint research efforts, and derive related research propositions. Issues in researching satisfaction as a process are also discussed.
The program‐length commercial: A study of the effects of television/toy tie‐ins on imaginative play
Authors: Greenfield Patricia Marks , Yut Emily , Chung Mabel , Land Deborah , Kreider Holly , Pantoja Maurice , Horsley Kris
Published: July 2007

A study was done examining the impact of toy‐based television programs and program‐related toys on children. One hundred and ten first‐ and second‐grade children participated in an experiment which focused on imaginative play. The results indicated that, in general, the combination of watching a toy‐based cartoon, followed by playing with a set of cartoon‐related toys, produced stories that were more imitative of the immediately preceding experience, whereas watching the cartoon alone or playing with the cartoon‐related toys alone led to more imaginative productions from other sources. However, for certain aspects of imagination at a more advanced cognitive level, the cartoon, especially when combined with cartoon‐related toys, actually stimulated the imaginative processes of the younger children, thus serving as a learning tool at a transitional stage of cognitive development.
Designing research to reveal the young child's emerging competence
Authors: Peracchio Laura A.
Published: July 2007

The focus of this paper is to suggest factors which a marketing researcher should consider in designing experimental procedures that are congruent with the young child's cognitive capacities. Several components of the experimental environment are identified as important in designing an age‐appropriate task: familiarity with factual information, context, verbally presented information, and the goal of the experimental task. A young child's strategies for processing an experimental task that exceeds his or her cognitive capacities are considered. Finally, the paper addresses implications for marketing researchers when tailoring experimental procedures to young children.
Purchases and complaints: A logit‐model analysis
Authors: Grønhaug Kjell , Kvitastein Olav
Published: July 2007

This article treats the individual purchase as an event produced by the household. It is hypothesized that household resources and perceived product importance will be positively related to the probability of making overt complaint for a given purchase. It is also hypothesized that purchases made in the private market more than purchases made in the public supply system will be subject to overt complaints. A logit‐model analysis based on 1,640 purchases supported the resource and supply system hypotheses, but failed to support the product‐importance hypothesis.
Coupon characteristics and brand choice
Authors: Chakraborty Goutam , Cole Catherine
Published: July 2007

The effects of coupons on brand choice and repurchase behavior were examined in a laboratory panel experiment. Each of the 122 consumers purchased a candy bar on 10 different occasions; on the seventh purchase occasion, each consumer received an announcement of a new candy bar and one of four versions of a coupon. Results showed that whether or not a consumer will use a coupon depends on the size of the coupon offer, how easily the consumer can redeem the offer, how brand loyal the consumer is, and whether or not the consumer is deal prone. We also found, after statistically adjusting for our censored sample, that loyalty and coupon Characteristics influence whether or not a consumer will continue to purchase a formerly discounted brand. Information aggregation theory (Tybout & Scott, 1983) explains better than attribution theory how the coupon affects repurchase decisions.
Quantitative analyses of depth interviews
Authors: Bolton Ruth N. , Bronkhorst Tina M.
Published: July 2007

Prior research has relied on qualitative analyses of customers' responses during depth interviews. This article discusses how observational monitoring, subjective encoding, and automatic encoding can be used to quantitatively analyze depth interview data. It compares the benefits and costs of each method, and discusses computer software packages that assist in automatically encoding verbal data. In an innovative experiment, we compared observational monitoring and automatic encoding of customers' responses to open‐ended questions about telecommunication services. We conclude that automatic encoding is a feasible method of analyzing depth interviews that provides detailed quantitative information about customers' responses.
Manifestations of compulsiveness in the consumer‐marketplace domain
Authors: Nataraajan Rajan , Goff Brent G.
Published: July 2007

The marketing literature exhibits a consistent lack of concern to recognize the distinct differences among the various possible manifestations of compulsiveness in the consumer‐marketplace domain. The practice of using terms pertaining to different manifestations of compulsiveness synonymously, especially when the meaning of the term “compulsive behavior” is itself under debate, creates further semantic uncertainties that hinder typological endeavors in the budding area of abnormal or deviant consumer behavior. This article attempts to remove such uncertainties by elucidating and establishing the differences among the above manifestations.
Husband‐wife innovative consumer decision making: Exploring the effect of family power
Authors: Burns David J.
Published: July 2007

The study investigates the effect of one component of spousal influence—family power—on the innovative consumer decisions perceived to be made independently by one's mate. Information was gathered via a questionnaire by personally contacting a sample of 71 married couples. The hypothesis tested was that a wife, by virtue of her greater relative exercise of family power, exerts a high degree of influence over the innovative consumer decisions made by her husband. Specifically, it was hypothesized that a wife will have more influence over the choices perceived to be made by her husband than will he. The results supported the hypothesis.
A model of brand awareness and brand attitude advertising strategies
Authors: Percy Larry , Rossiter John R.
Published: July 2007

A model is described that helps guide advertising strategy, based upon careful attention to brand awareness and brand attitude. In this model, an important distinction is drawn between recognition brand awareness and recall brand awareness. Brand attitude strategy is seen as reflecting an interaction between a potential consumer's involvement with the purchase decision and the underlying motivation to purchase. Applications of the model are discussed.
The relationship between retailer image and brand image
Authors: Pettijohn Linda S. , Mellott Douglas W. , Pettijohn Charles E.
Published: July 2007

It is often assumed that retailers' and brands' images are affected by numerous factors. One factor affecting a retailer's image is the image of the brands being sold in the store. Brand image may also be affected by the image possessed by the selling retailer. By using Heider's formula for determining congruent relationships, an analysis of the reciprocal relationships existing between various retailers' and brands' images was conducted. Although retailers' images were affected by the brands' images and the brands' images were affected by the retailers' images, congruity often did not exist.
Environmental color, consumer feelings, and purchase likelihood
Authors: Bellizzi Joseph A. , Hite Robert E.
Published: July 2007

This study tested the effects of red and blue in a shopping‐related context. Red and blue were selected because of their opposite color properties. Prior color research has shown that red is perceived as negative and tense as well as physically arousing. Blue, on the other hand, has been identified as calm, cool, and positive. Two laboratory experiments were conducted. In both experiments, retail environments were simulated using predominately red or blue colors. Both experiments corroborate the differential effects of red and blue that prior research suggested. Specifically, more positive retail outcomes occurred in blue rather than red environments. More simulated purchases, fewer purchase postponements, and a stronger inclination to shop and browse were found in blue retail environments. The second experiment helps to identify a plausible explanation to color effects. The results indicate that the affective perception of color rather than the arousal dimension of color may be responsible for the outcome. The positive effects of blue and the negative perception of red may have influenced the results. © 1992 John Wiley & Sons, Inc.
Consumer susceptibility to interpersonal influence and attributional sensitivity
Authors: Netemeyer Richard G. , Bearden William O. , Teel Jesse E.
Published: July 2007

This research examines the relationship between consumer susceptibility to interpersonal influence and attributional sensitivity. It is hypothesized that consumer susceptibility to interpersonal influence is moderated by the level of attributional sensitivity. Across two studies, this hypothesis was supported. Individuals high in attributional sensitivity scored higher on various measures of consumer susceptibility to interpersonal influence than individuals low in attributional sensitivity. This suggests that consumers susceptible to the influence of others are more likely to purchase products that they perceive will lead others to make favorable attributions about them, and avoid purchasing products that they perceive will lead others to evaluate them negatively. © 1992 John Wiley & Sons, Inc.
A coupon is more than a low price: Evidence from a shopping‐simulation study
Authors: Schindler Robert M.
Published: July 2007

To maximize consumer response to a price promotion, the manager needs to identify characteristics of the promotion that are critical to its effectiveness. This article describes a technique for doing this and applies the technique to an analysis of cents‐off coupons. The result is an exploration of some of the characteristics of coupons, beyond their offer of a low price, that lead to their ability to influence brand trial.
Coupons and private labels: A cross‐category analysis of grocery products
Authors: Sethuraman Raj , Mittelstaedt John
Published: July 2007

This article examines the influence of coupons on private label shares of grocery products. The impact of national brand and private label coupons, distributed by manufacturers and retailers, is examined. A consumer framework and a typology of coupon effects are developed to explain different types of coupon usage behavior. Aggregate scanner panel data on 480 product categories are used in the analysis. Both the type of coupon and the method of distribution (by manufacturer or by retailer) are found to be important determinants of private label share response. Couponing activities by the national brand manufacturer are negatively related to private label share, thus indicating that they may be effective deterrents of private label penetration. However, couponing activities related to private labels do not help increase private label shares. The surprising finding is that national brand store couponing activity is positively related to private label share.
Hispanic coupon usage: The impact of strong and weak ethnic identification
Authors: Donthu Naveen , Cherian Joseph
Published: July 2007

The fragmentation of mass markets and its economic importance has dramatically increased the need to better target and understand ethnic markets. This article argues that the strength of ethnic identification, which measures the strength to which a person feels tied to the culture of origin, is a key variable in understanding the impact of ethnicity on responses to marketing mixes. The major hypothesis driving this study therefore states that, when the strength of ethnic identification is high, the ethnic consumer will respond to marketing the way their parents' culture does. This study analyzes Hispanic consumers and demonstrates that Weak Hispanic identifiers are quite different from Strong Hispanic identifiers in their coupon usage, and that Weak Hispanic identifiers are more like the dominant culture. Specifically, this study shows that cultural reasons may overshadow economic reasons in explaining coupon usage and brand loyalty.
The influence of product knowledge and brand name on internal price standards and confidence
Authors: Biswas Abhijit , Sherrell Daniel L.
Published: July 2007

This study examines the influence of product knowledge (after adjusting for subjects' brand‐specific price knowledge) and brand image (via the brand name) on estimates of internal price standards (i.e., lowest, average, and highest price estimates) for two categories of electronic products. The impact of differing levels of product knowledge on consumers' confidence in their internal price estimates is also studied. The hypothesized effect of brand image on price estimates was greater for novice consumers than for experts for one of the two product categories. In addition, confidence in price estimates was found to be higher for experts than for novices for both product categories. These findings suggest that the relationship between product knowledge and brand image should be considered when studying the impact of external reference price on internal price standards. © 1993 John Wiley & Sons, Inc.
Family decision‐making theory: An overview and assessment
Authors: Lackman Conway , Lanasa John M.
Published: July 2007

Because the majority of the American population presently lives within family structures, this area is one of vital concern to marketers. The purpose of this article is to review the present state of research in family decision making and to provide suggestions for future research. © 1993 John Wiley & Sons, Inc.
The family as an economic system: A conceptual model supported by empirical research
Authors: Williams Flora L.
Published: July 2007

Economic functions found in any economic system can be observed in the family as a production and consumption unit of analysis. The development of a resource base and the decisions in performing each function are each influenced by the larger economy and influence the larger economy. Decisions about the use of the resource base determine the ultimate outcomes of satisfaction with goods and services and quality of life. These relationships, as hypothesized in a conceptual flow model presented in this article, can direct the selection of variables in empirical research. Results of several research projects that included selected components of the economic functions document the validity of the family economy model and contribute to theory development of the sources and role of consumption. © 1993 John Wiley & Sons, Inc.
The effects of experience and education on the organization of marketing knowledge
Authors: Perkins W. Steven
Published: July 2007

This research investigates changes in the cognitive organization of marketing knowledge as experience and education increase. In the first of two studies, marketing managers and marketing students were asked to sort terms from an introductory marketing text into groups of related concepts. In the second study, the same managers sorted terms specific to their corporation into groups of related concepts. Unbeknownst to the subjects in both studies, there was an underlying functional structure to the terms. The organization of marketing knowledge corresponded more closely with the expected structure as education increased and, to a much greater extent, as experience increased. Implications of the results for exploiting managerial expertise and for training managers are discussed. © 1993 John Wiley & Sons, Inc.
On the neglect of volition in consumer research: A critique and proposal
Authors: Bagozzi Richard P.
Published: July 2007

Although much research has been performed on the role of attitudes in consumer behavior, very little effort has been devoted to the processes intervening between attitudes and action. This article briefly discusses the limitations with research on intentions and then introduces a model for representing volitional processes. Volitional processes are shown to be initiated by a general intention to pursue a goal or perform a target behavior. The initial stages in volitional decision making encompass a choice among means to accomplish a goal or perform a target act, which, in turn, is hypothesized to be a function of three appraisal processes: specific self‐efficacies, instrumental beliefs, and affect toward possible means. A choice among means stimulates further processes consisting of plans and efforts aimed at the initiation, monitoring, and guidance of goal pursuit. We term these processes trying, and discuss subcomponents concerning scripted intentions, instrumental acts, psychological commitment, and mental and physical exertion characteristic of goal striving. The article closes with a summary of emerging research by various authors that addresses parts of the integrative framework proposed herein. © 1993 John Wiley & Sons, Inc.
Further evidence on the consumer involvement profile: Five antecedents of involvement
Authors: Kapferer Jean‐Noël , Laurent Gilles
Published: July 2007

This follows previous articles on the Consumer Involvement Profile. We list the items included in the profile, and we discuss the results of factor analyses based on replication data drawn from five large samples.
Application of the personal involvement inventory in marketing
Authors: Flynn Leisa Reinecke , Goldsmith Ronald E.
Published: July 2007

This article describes two studies of the revised, 10‐item Zaichkowsky Personal Involvement Inventory (PII) that illustrate the use of the scale to identify involved consumers for managerial purposes. The first study used data from 185 men and women consumers for the topic of travel services. Study two obtained data from 135 adult women and covered the topic of fashionable clothing. The findings of both studies revealed a wide variety of differences in managerially relevant behaviors between low and high involvement consumers. The implications of these findings for travel service and fashion managers are discussed to illustrate how the PII can help in marketing decision making. © 1993 John Wiley & Sons, Inc.
Social values and female fashion leadership: A cross‐cultural study
Authors: Goldsmith Ronald E. , Freiden Jon B. , Kilsheimer Jacqueline C.
Published: July 2007

As international marketing activities grow in importance, researchers are paying increased attention to cultural differences in market segments. The present study examined the relative importance placed on social values by women fashion leaders compared with nonleaders in two samples, one from the U.S. and one from the United Kingdom. A self‐report scale of fashion leadership was carefully validated for both samples and used to identify fashion leaders. As hypothesized, these consumers reported the value of excitement to be more important than nonleaders. This finding suggests that, at least where value appeals are used in fashion advertising, similar appeals stressing the excitement of new fashions may be suitable in both countries. © 1993 John Wiley & Sons, Inc.
Critical periods in the development of men's and women's tastes in personal appearance
Authors: Schindler Robert M. , Holbrook Morris B.
Published: July 2007

Evidence is presented for the existence of critical periods in the development of consumer tastes in personal appearance. Specifically, men appear to form lifelong preferences for the women's styles that were popular when these men were in their early 20s. By contrast, women's preferences generally and men's tastes for men's appearance styles appear to be formed during a broader and older range of years. These results support the role of both nostalgia and mere exposure in causing the critical‐period phenomenon. © 1993 John Wiley & Sons, Inc.
Dimensions and characteristics of time perceptions and perspectives among older consumers
Authors: Guy Bonnie S. , Rittenburg Terri L. , Hawes Douglass K.
Published: July 2007

The study of the impact of time as a variable in consumer behavior goes back to at least the early seventies. It has been studied from both objective and subjective perspectives. The purpose of this article is to further explain the impact of subjective time perceptions on consumer behavior, with a focus on the elderly as a subgroup. Several frameworks for understanding time perceptions are discussed and coupled with various theories of aging to present, explain, and hypothesize age‐related differences in time perceptions and the behavioral consequences of these differences. The article concludes with an integration of these time frameworks into the five‐stage consumer decision‐making process, and some suggested impacts on the marketing mix. © 1994 John Wiley & Sons, Inc.
Exploration in product usage: A model of use innovativeness
Authors: Ridgway Nancy M. , Price Linda L.
Published: July 2007

In this article a conceptual model of use innovativeness is proposed. Use innovativeness is positioned within the broader innate innovativeness construct. Use innovativeness is conceptualized as a consumer's receptivity/attraction to and creativity with using products in new ways. Thus, use innovativeness focuses on the origination and production of new product uses rather than the adoption of new products. Relationships between innovativeness, use innovativeness, and use behaviors are explicated. In addition, issues in construct measurement and validation are also highlighted. Finally, a research agenda that flows from the proposed model is suggested. © 1994 John Wiley & Sons, Inc.
Consumers' mood states: The mitigating influence of personal relevance on product evaluations
Authors: Curren Mary T. , Harich Katrin R.
Published: July 2007

This article reports the results of two studies where subjects' mood states (good, bad) were manipulated. In keeping with previous findings, subjects' evaluations were biased by their mood state. As predicted, however, this bias was only discernible when the product evaluation was perceived to be relatively unimportant. © 1994 John Wiley & Sons, Inc.
Sex, gender identity, gender role attitudes, and consumer behavior
Authors: Fischer Eileen , Arnold Stephen J.
Published: July 2007

This article identifies differences between sex, gender identity, and gender role attitudes. Using measures of these constructs, data were collected in a field study of Christmas shopping behaviors. Alternative measurement and multivariate regression models were estimated. The results showed the models best fit the data when the measures were specified as reflecting unique rather than common gender constructs. The measures also each explained significant incremental variance in different shopping behaviors. © 1994 John Wiley & Sons, Inc.
Attitudinal effects of ad‐evoked moods and emotions: The moderating role of motivation
Authors: Batra Rajeev , Stephens Debra
Published: July 2007

The role of the moods and emotions evoked by advertisements in shaping the amount and valence of cognitive elaboration, as well as consumer brand attitudes, has recently begun to elicit research interest. It is shown that moods and emotions appear to influence brand attitudes more in low personal relevance (“low motivational involvement”) situations than under high‐motivation conditions, by suppressing counterargumentation more in such low motivation situations. Implications are discussed for advertising theory and practice © 1994 John Wiley & Sons, Inc.
The effects of an advertising retrieval cue on young children's memory and brand evaluations
Authors: Macklin M. Carole
Published: July 2007

Young children's memory for television advertising is important in order for children to recognize brands in stores and/or to recall the brand name in making a purchase request. Two experiments showed that the use of visual advertising retrieval cue (a green frog as the brand character) improved memory performance and brand evaluations. Study 1 (n = 40) showed promise in the cue's assistance in children's recalling the brand name (cued recall) from the ad memory trace. Study 2 (n = 40) contained multiple exposures to the ad, which resulted in greater free recall and in support for the cue's assistance in better access of the brand name from the ad memory trace (cued recall). Affected ad memory resulted in more favorable brand evaluations and intent to request the brand's purchase. © 1994 John Wiley & Sons, Inc.
Consumer recycling goals and their effect on decisions to recycle: A means‐end chain analysis
Authors: Bagozzi Richard P. , Dabholkar Pratibha A.
Published: July 2007

Means‐end chain theory and the laddering methodology were used to derive the goals relevant to consumers for recycling, as well as the interrelations among goals. The importance of the goals and their hierarchical structure were also tested, and their effects on attitudes, subjective norms, and past behavior determined. Data were collected on 133 consumers in a moderate‐size metropolitan community by use of a random digit dialing procedure. The overall framework emerging from the analyses is one where concrete goals lead to more abstract goals, and attitudes and past behavior intervene between goals and intentions in decision making. Nineteen total goals were uncovered, with 15 ultimately found to be salient. The topmost goals in the hierarchy were “promote health/avoid sickness,” “achieve life‐sustaining ends,” and “provide for future generations.” The key lower‐order goals—“avoid filling up landfills,” “reduce waste,” “reuse materials,” and “save the environment”—work through such intermediary goals as “reduce messy trash,” “curtail pollution,” “save resources,” and “save the planet.” Two important terminal goals that were also at intermediate levels in the hierarchy were “save/earn money” and “it's the right thing to do.” © 1994 John Wiley & Sons, Inc.
Motivating recycling behavior: A quasiexperimental investigation of message and source strategies
Authors: Lord Kenneth R.
Published: July 2007

This research contributes to the area of environmental management by investigating strategic approaches to motivating increased citizen compliance with community recycling programs. Using a quasiexperimental design, direct behavioral observations and attitudinal and other survey data were drawn from 140 households in a northeastern metropolitan community, to test hypotheses related to the efficacy of different message appeal (fear, satisfaction) and source (advertising, publicity, personal) strategies. Although positive appeals yielded most favorable levels of beliefs and attitude toward recycling, the greatest increase in recycling behavior came in response to a negatively framed message conveyed by a personal acquaintance. © 1994 John Wiley & Sons, Inc.
Attitudes and recycling: Does the measurement of affect enhance behavioral prediction?
Authors: Smith Stephen M. , Haugtvedt Curtis P. , Petty Richard E.
Published: July 2007

Recent attempts to improve the influence of social marketing have often focused on behavioral strategies, largely neglecting the concept of attitude. This is understandable given the weak performance of attitudinal variables as a predictor in past studies of proenvironmental behavior. However, we suggest that part of the reason for the poor association between attitudes and such behavior is the possibility that many altruistic acts such as recycling are subject to affective influences that may not be fully captured by commonly employed attitude measures. We also suggest that attitude strength might moderate the extent to which affective reactions account for additional variance in behavior. Specifically, it is predicted that affect is more important for weak than for strong attitudes. Empirical results are presented to support these suggestions. © 1994 John Wiley & Sons, Inc.
Congruence between spokesperson and product type: A matchup hypothesis perspective
Authors: Kamins Michael A. , Gupta Kamal
Published: July 2007

This study tested the matchup hypothesis regarding choice of celebrity spokesperson by examining the fit or congruence between image type and the product advertised from an Identification and Internalization viewpoint (Kelman, 1961). Spokesperson type (celebrity versus noncelebrity) was varied, aong with congruence between spokesperson image and product (higher versus lower congruence) in a 2x2 factorial design. Results showed that increased congruence for the spokesperson/product combination resulted in the perception of higher believability and attractiveness of the spokesperson and a more favorable product attitude. The implications of these and other findings for advertising and marketing strategy are discussed. © 1994 John Wiley & Sons, Inc.
Self‐concept and advertising effectiveness: The influence of congruency, conspicuousness, and response mode
Authors: Hong Jae W. , Zinkhan George M.
Published: July 2007

It was hypothesized in this study that advertising appeals congruent with viewers' self‐concept would be superior to incongruent appeals in terms of enhancing advertising effectiveness. Advertising effectiveness was operationalized as: brand memory, brand attitude, and purchase intentions. The sample consisted of 165 subjects who were exposed to four test stimuli (ads), two for automobiles and two for shampoos. One ad within a product class used an introvert appeal, and the other used an extrovert appeal. Congruence between self‐concept and the brand image was determined by subjects' evaluations of themselves and the advertised brand. Ad‐related tasks included remembering brand names and indicating preference and buying intention for each brand. The study results indicate that brand memory is not mediated by the extent to which advertising expressions are congruent with viewers' self‐concept. However, brand preference and purchase intention were shown to be influenced by the self‐congruency of an ad. © 1995 John Wiley & Sons, Inc.
An exploration into renting as consumption behavior
Authors: Durgee Jeffrey F. , Colarelli O'Connor Gina
Published: July 2007

This article describes an initial, exploratory look at a quickly growing new type of consumption behavior, renting. Insights about renting are generated from a small, qualitative study of rental behavior and motives. As an initial cut at conceptualizing and understanding rental consumption, a wide range of topics are considered, including instant gratification, postpurchase dissonance, self‐exploration, cultivation of rental items, and some implications of renting regarding materialism. © 1995 John Wiley & Sons, Inc.
Customer complaint situations: An equity theory perspective
Authors: Lapidus Richard S. , Pinkerton Lori
Published: July 2007

The purpose of the study was to determine the effects of equity and outcomes in customer complaint situations. The study utilized a 2 × 2 within‐subjects design with equity (inequity, equity) and outcomes (low, high) as the independent variables. The dependent variables were perceived equity, behavioral intentions, resentment, and guilt. Subjects were 128 students from a large western university. It was hypothesized that high outcome situations would be perceived as more equitable than low outcome situations, regardless of equity condition; high outcome situations would yield more favorable behavioral intentions, regardless of equity condition; subjects would perceive more resentment in inequitable, low outcome situations; subjects would perceive more guilt in inequitable, high outcome situations. Hypotheses 1, 2, and 3 were supported. Hypothesis 4 was not supported. Implications for customer complaint handling practices were discussed. © 1995 John Wiley & Sons, Inc.
Cognitive and affective components of Aad in a low motivation processing set
Authors: Celuch Kevin G. , Slama Mark
Published: July 2007

It was hypothesized that for television ads the cognitive and affective components of Aad would predict brand attitude in a low motivation processing set, and that the relative influence of the components would be a function of ad execution format. These hypotheses were supported, and it was found that the program context had little influence on the relationships. © 1995 John Wiley & Sons, Inc.
Consumer evaluation of recycled products
Authors: Mobley Amy S. , Painter Todd S. , Untch Eric M. , Rao Unnava H.
Published: July 2007

Despite the tremendous growth of recycled and recyclable products in recent years, there exists very little research on how consumers evaluate such products. An experiment was conducted to examine whether consumers' reactions to recycled products is product specific and cognitive or affective and not product specific. Results indicated that consumers are favorably influenced by the presence of recycled material regardless of the type of product, thus supporting an affective evaluation process. Results also indicated that the positive effects of recycling held only for established brands and not for new brands. © 1995 John Wiley & Sons, Inc.
Measuring customer orientation of a salesperson: Modifications of the soco scale
Authors: Tadepalli Raghu
Published: July 2007

This article addresses modifications made to the Michaels and Day (1985) version of the SOCO (selling orientation customer orientation) scale. Two modifications were made on the basis of pilot interviews conducted with industrial buyers. First, the scale items were changed to refer to a particular salesperson rather than salespeople. Second, the 9‐point scale was changed to a more conventional 7‐point scale. Further, in order to provide all respondents with the same frame of reference, scale instructions were modified to refer to the respondent's most recent buying situation. Scale properties were evaluated using the updated paradigm suggested by Gerbing and Anderson (1988). Unidimensionality of the scale was insured through the use of a confirmatory factor analysis program. The reliability of the scale is higher than that reported by Saxe and Weitz (1982), and Michaels and Day (1985). Convergent and discriminant validity were also assessed. The scale as modified in this article can be used to assess buyers' perceptions of salespeople and could provide sales managers with a means of assessing long‐term aspects of a salesperson's performance. © 1995 John Wiley & Sons, Inc.
Romanticism and wanderlust: An effect of personality on consumer preferences
Authors: Holbrook Morris B. , Olney Thomas J.
Published: July 2007

This study investigates the role of romanticism versus classicism in determining consumer preferences among various types of vacation trips. Specifically, it proposes a personality index intended to measure romanticism versus classicism (RC) and reports an experiment that supports both the reliability of the proposed a priori RC Index and its validity in moderating the utilities of two travel features (risk and warmth) as determinants of travel preferences. © 1995 John Wiley & Sons, Inc.
Psychographic constructs and demographic segments
Authors: Gilbert Faye W. , Warren William E.
Published: July 2007

As marketers attempt to place advertisements based on demographic profiles, the use of psychographic information becomes more important. The purpose of this research is to evaluate the validity of selected psychographic measures as well as to then relate these constructs to demographic segments. The analysis, using LISREL VI, assesses the constructs, which then, based on MANOV, are related to demographic segments. Implications of the study for validating psychographic measures and for applying this knowledge are discussed. © 1995 John Wiley & Sons, Inc.
The effects of background music on consumers' desire to affiliate in buyer‐seller interactions
Authors: Dubé Laurette , Chebat Jean‐Charles , Morin Sylvie
Published: July 2007

The effect of music‐induced pleasure and arousal on consumers' desire to affiliate in buyer‐seller interactions were investigated in the context of bank services. Background music was manipulated using classical music extracts pretested to vary in pleasure (low, moderate, and high) and arousal (low, moderate, and high) according to the Affect Grid (Russell, Weiss, & Mendelsohn, 1989). Independent and interactive effects of music‐induced pleasure and arousal on consumers' desire to affiliate were found. Higher desire to affiliate was associated with more pleasure and more arousal; pleasure had a stronger positive impact under low and high arousal than under a moderate level, and arousal had a stronger effect under low and high pleasure compared to moderate level. Theoretical and practical implications of the results are provided. © 1995 John Wiley & Sons, Inc.
Sexualized aspects of consumer behavior: An empirical investigation of consumer lovemaps
Authors: Gould Stephen J.
Published: July 2007

Sexuality has not been investigated by marketers and consumer researchers in terms of the constructs and theories developed by sex researchers. This article takes a first step in applying their approaches by investigating in an empirical study the consumer lovemap, an aspect of the more general lovemap. It focuses, in particular, on two aspects of the consumer lovemap in relation to product use, namely, the Consumer Sexual Behavior Sequence, which is a model of sexual stages, and product sexualization. In addition, it assesses the individual difference effects of the trait of erotophobia‐erotophilia and of one's own sex. The results indicate that the newly introduced approaches helped to explain consumers' perceptions of the use of various products. Both managerial and future research implications are drawn. © 1995 John Wiley & Sons, Inc.
Situational effects on brand preferences for image products
Authors: Schmitt Bernd H. , Shultz Clifford J.
Published: July 2007

The purpose of the study was to provide evidence for the influence of situational variables on consumer preferences toward the image product of men's fragrances, and to illustrate how these situational variables can be used to create positioning strategies. In a 3 × 3 experimental design, male and female subjects provided purchasing preference ratings for, and rated each cologne on, a number of scales related to price, brand image and packaging, scent, and inferred characteristics of the typical consumer. ANOVAs and a constrained unfolding analysis using GENFOLD2 were used to analyze the data. The analyses revealed that subjects' preferences were influenced by the purchasing target (self or others), and suggested that people's preferences may be mediated by person prototypes and situation prototypes. © 1995 John Wiley & Sons, Inc.
Using consumer perceptions to operationalize the service construct: Exploratory research in theory extension and validation
Authors: Murray Keith B. , Schlacter John L.
Published: July 2007

Despite the ascendancy of services marketing as a topic of interest, an absence of empirical validation measures and well‐grounded research techniques in the area is evident. This article explores the need for marketing to develop an approach by which services marketing empirical research can be advanced. A methodology is proposed that operationalizes the service construct by identifying consumer perceptions of goods and services, and which provides a practical basis for conducting empirical research. Empirical evidence is offered that suggests strong reliability and face validity in support of this approach. © 1995 John Wiley & Sons, Inc.