bluuebunny/crossref_metadata_2025_split huggingface dataset:
Consumer profiles section: Consumer profiles for conventional bed and waterbed owners in Canada
Authors: Schell Bernadette , Thornton John , O'Grady Sheila , Ribordy Annette , Pitzel Joseph , Cieslewica Al , Gostanzi Franco , Goegan Susan , Nosich Frank 
Published: July 2007

AbstractThis study examines consumer profile data on waterbed and conventional bed consumers. Five hundred conventional and waterbed consumers in Canada were randomly selected from two national lists of waterbed/mattress purchasers from 1981 to the present. A 73‐item questionnaire was sent by mail to all of the selected respondents. The cover letter stated the purpose of the project; to study why people bought the bed that they are presently using. One hundred and sixty‐two completed, useable questionnaires were returned, yielding a response rate of 37%.Following a series of multivariate analyses, a consumer profile for the two bed users was developed. Both groups tended to be married. The conventional bed consumers had: (a) either no children or one child at home; (b) a mean age of 44; and, (c) an average income in the $30,000‐$40,000 range. Waterbed consumers had: (a) a mean age of 36, (b) one child living at home; and, (c) an average income in the $20,000‐$30,000 range. On the Adorno F scale, the conventional bed user was found to be more conservative and authoritarian as compared to the waterbed user. The results did not support the notion that waterbed users are abnormally sexually‐oriented or “kinky”. For both groups, the price paid for the purchased bed fell in the $600 to $650 range. Implications for retailers were discussed.
Using values to measure attitudes toward discontinuous innovation
Authors: McQuarrie Edward F. , Langmeyer Daniel 
Published: July 2007

AbstractDiscontinuous innovations pose special challenges to attitude measurement. The authors propose a solution which uses Rokeach's (1968) value terms to update Rosenberg's (1956) formulation. This values‐based approach solves problems associated with more conventional procedures based on beliefs or adjective checklists. A measure constructed according to this model was included in a mail questionnaire completed by 950 owners of personal computers. Analyses supportive of the validity of the values‐based attitude measure are reported, and an example is given of the practical utility of the technique. The values‐based approach is recommended when a general measure of attitude toward a highly involving product category is desired.
A laingian view of the ‘advantage’ of advertisers over consumers
Authors: Gilbert Steven J. 
Published: July 2007

AbstractThis paper discusses the advantage advertisers may enjoy over consumers in terms of R.D. Laing's Interpersonal Perception Method (Laing, Phillipson & Lee, 1966). It is suggested that the advertiser (A) has an advantage over the consumer (C) to the extent that (1) A operates more efficiently at higher order levels of perspective than does C; (2) A understands C, whereas C misunderstands A; (3) A causes C to feel understood by A; and (4) A realizes that he understands C, whereas C fails to realize that she misunderstands A. The differential orientations and skills of A and C would appear to support these conditions with some frequency.
Introversion‐extraversion and loud commercials
Authors: Cetola Hank , Prinkey Kathleen 
Published: July 2007

AbstractThe introversion‐extraversion dimension of Hans Eysenck's personality theory, combined with the theory proposed by Daniel E. Berlyne that hedonic value changes with changes in arousal level, are used to examine the effect that high intensity advertising appeals have on the audience. It was hypothesized that advertising appeals presented at a higher stimulus intensity than the program in which they are imbedded (e.g., commercials presented at a higher volume) would have a differential effect on individuals due, in part, to whether they were introverts or extraverts. In a preliminary test of this hypothesis, participants were exposed to either a radio commercial played at the same volume as the program or to one that was played at a higher volume. Their attitudes toward the commercial and the product were assessed. The results indicate that there is a difference between introverts and extraverts in the resulting attitude toward the product based on the type of appeal to which they were exposed.
Subcultural influences on family decisionmaking
Authors: O'Guinn Thomas C. , Faber Ronald J. , Imperia Giovanna 
Published: July 2007

AbstractThis investigation assessed Mexican‐American and Anglo wives' perceptions of family decisionmaking roles for the purchase of eight different goods and services. This comparison was used to explore the impact ethnic subculture plays in consumer behavior. The findings indicate that ethnicity significantly affects wives' perceptions of family decisionmaking roles for expensive items, and that this is not just due to common associations with other variables. This is an under researched area in which cross‐national differences and basic socioeconomic disparities are often inaccurately attributed to culture.
Recall and recognition effects of brand name imagery
Authors: Robertson Kim R. 
Published: July 2007

AbstractThe strategic marketing decision regarding the selection of a brand name has long been an area neglected by academic researchers. This study attempts to apply psychological theory to this important strategic decision area. Specifically, the applicability of a dual‐coding theory of memory to brand name recall/recognition is tested in an experimental setting. Results indicate, on average, a significant one hour and two day recall/recognition advantage of high imagery over low imagery brand names across a variety of product categories.
Changes in consumer choice: Further investigation of similarity and attraction effects
Authors: Burton Scot , Zinkhan George M. 
Published: July 2007

AbstractAttraction and substitution effects have been shown to be important determinants of brand choice when a new brand is added to a choice set. A simple framework is proposed for predicting the effect on relative market shares when a new brand is added to the choice set in an experimental setting. The study attempts to replicate previous results concerning the relative impact of attraction and similarity and to extend empirical findings to brand attribute positionings not examined in recent research on the attraction effect. Generally, the proposed framework operates as hypothesized, and results suggest that, in some instances, a new brand may benefit substantially from the joint effects of attraction and similarity.
Functional equivalence in cross‐cultural consumer behavior: Gift giving in Japan and the United States
Authors: Green Robert T. , Alden Dana L. 
Published: July 2007

AbstractThe functional equivalence of products and consumer activities across cultures is a largely unexplored area. Yet, the lack of functional equivalence that exists may suggest the need for modification of some concepts and theories of consumer behavior. The study reported in this paper explores the functional equivalence that exists between U.S. and Japanese consumers in an important consumer activity—gift giving. The results suggest a lack of functional equivalence of this activity and illustrate how researchers should give explicit consideration to this issue in the development and testing of consumer concepts and models.
Dimensions of possession importance
Authors: Hirschman Elizabeth C. , Labarbera Priscilla A. 
Published: July 2007

AbstractThe present study examines the characteristics of possessions which consumers deem to be their most important. Two orthogonal dimensions emerged as an interpretive structure for possession meaning: A sacred/secular dimension, and a subjective/objective dimension. Examples of products falling into each quadrant (e.g., sacred‐objective) are described and their implications for future research inquiry are discussed.
Naïve theories of price: A developmental model
Authors: Fox Karen F. A. , Kehret‐Ward Trudy 
Published: July 2007

AbstractA model of the development of naïve theories of price is presented and tested. The criterion used to account for price variations within a product category is product features at age five, product features and quality at age ten, product quality and buyer utility at age thirteen, and a combination of supply considerations and buyer utility/demand in adulthood. Five‐year‐olds do not justify their use of product features as a price criterion; however, older respondents all justify their price criterion by referring to a source of value. At age ten, variation in the amount of manufacturing inputs is the source of value which justifies the use of product features as a price criterion; at age thirteen, variations in the quality of manufacturing inputs justify the use of product quality as a price criterion; and in adulthood, relative scarcity and buyer preferences justify the use of cost and demand as price criteria.
Origin of rumor and tone of message in rumor quelling strategies
Authors: Iyer Easwar S. , Debevec Kathleen 
Published: July 2007

AbstractPast studies have shown that, while refuting rumors, certain strategies, such as the introduction of a stimulus that deflects allegation, are superior to mere refutation. In this study, the originator of a rumor and the tone of a refutational message are proposed as factors that influence the success of rumor quelling strategies. It is shown that no refutation is superior when the originator is a negative stakeholder, whereas other types of refutation are more effective when the stakeholders are neutral or positive. Further, a conciliatory tone is uniformly superior to an inflammatory tone.
Informational power: A means for increased control in channels of distribution
Authors: Eyuboglu Nermin , Atac Osman A. 
Published: July 2007

AbstractInformational power has received little empirical treatment in the distribution literature, possibly because the conceptual work on the topic is disjointed. This article clarifies the concept of informational power and differentiates it from others with which it is often confused. Channel member control through informational power is explained and its possible effects on a distribution relationship are discussed, Hypothesized links between informational power, control, cooperation, and satisfaction are tested in a lab study. The findings indicate that a channel member's control over another's strategy increases with its informational power source.
Computerized sociometric marketing: Advances and prospects
Authors: Bainbridge William Sims 
Published: July 2007

AbstractThe prospects for marketing research and marketing programs that emphasize social influences on consumer behavior have been signficantly improved by recent methodological advances, particularly the development of powerful computer software. Three valuable approaches are linked pair research, computerized sociometry, and computer simulation of theories. Examples of each of these show both that real progress has been achieved and that opportunities exist for new and profitable computer applications.
Brand frequency and product involvement: The application of a pc‐based perceptual learning routine to psychology and marketing
Authors: Marks William , Tidwell Paula M. , Spence Christi L. 
Published: July 2007

AbstractThis article describes a set of procedures that were developed for implementing perceptual learning studies on IBM PCs. The routines permit the display of pictorial and alphanumeric graphic images in 320 × 200 graphics mode, using 4 colors from a 16‐color palette. One of the perceptual learning routines—a dot clarification routine—is applied in a study of brand frequency and product involvement as a demonstration of the usefulness of the procedure to issues in psychology and marketing. Perceptual identification was significantly faster for studied items than for nonstudied ones, for high‐frequency brands than for low‐frequency ones, and for high‐involvement products than for low‐involvement ones. None of the interactions were significant. We also discuss other potential applications of the perceptual learning procedures to issues in psychology and marketing.
An investigation of subliminal embed effect on multiple measures of advertising effectiveness
Authors: Rosen Dennis L. , Singh Surendra N. 
Published: July 2007

AbstractThe effect of subliminal sex and death embeds on attention to advertising, change in attitude, behavioral intention, and day‐after recall of advertising were investigated for two products. Contrary to findings in some previous research, no significant effects were indicated in the current study at any level. A review and comparison to previous research is provided, along with a possible explanation for conflicting research findings in the area.
A reealuation of the attentional inertia concept
Authors: Verbeke Willem 
Published: July 2007

AbstractAnderson's theory about children's attention behavior during television viewing hypothesizes that attention behavior is affected by (a) positive feedback (the inertia hypothesis), and (b) the degree to which a child understands the television program. During an experiment neither component of Anderson's theory was upheld. It was found that children's attention behavior is patterned and stable over time; children either have short or long attention spans. The implications for advertisers are examined.
Music, music videos, and wear out
Authors: Goldberg Marvin E. , Chattopadhyay Amitava , Gorn Gerald J. , Rosenblatt Jerry 
Published: July 2007

AbstractRepeated exposure to a music video was found to forestall wear out relative to repetitive exposure to the music only. Susceptibility to wear out in the case of the music video was further reduced by eliminating the closure associated with the story told by the video. The level of positive cognitive responses was posited as a mediator to help explain the observed results. © 1993 John Wiley & Sons, Inc.
Parenthood and wildland recreation consumption: An unexplored phenomenon
Authors: Miles Morgan P. , Good David J. , McDonald Barbara , Schultz Roberta J. , Capella Louis M. 
Published: July 2007

AbstractThe effects of parenthood on consumer decision making have not been systematically studied in prior research of the wildland recreation phenomenon. The present study utilizes data from the most recent National Survey of Recreation to assess the direct effects of parenthood on wilderness‐related or wildland outdoor recreation behavior. Additionally, a framework for the conceptualization of the interrelationship between human values, demographics, attitudes toward the environment, wildland management policy variables, attitudes toward wildland recreation, and wildland recreation consumption is proposed. The findings suggest that parenthood is an important variable in understanding wildland outdoor recreation consumption. © 1993 John Wiley & Sons, Inc.
Consumer socialization of preschoolers and kindergartners as related to clothing consumption
Authors: Haynes Janice L. , Burts Diane C. , Dukes Alice , Cloud Rinn 
Published: July 2007

AbstractThis study investigated the clothing selections for purchase of preschool and kindergarten‐aged children in a midsized southern city. The theory of consumer socialization provided framework for the study. Seven hundred questionnaires were distributed to parents/ guardians of 3‐, 4‐, 5‐, and 6‐year‐old children at public and private schools and preschools. A total of 314 usable questionnaires were completed by mothers, yielding a 45% response rate. T tests, ANOVA, and frequencies were used to analyze data. The effects of demographic variables were investigated in relation to three consumer socialization constructs. Findings indicated that consumer socialization of children begins at an early age and is related to selected demographic characteristics. Results of this study are important for those involved in the children's wear business, as well as for clothing and retailing educators. © 1993 John Wiley & Sons, Inc.
Toward a better understanding of the role of advertising message involvement in ad processing
Authors: Laczniak Russell N. , Muehling Darrel D. 
Published: July 2007

AbstractThis study investigates the effect of advertising message involvement (AMI) on brand‐related beliefs, attitude toward the ad (Aad), and their corresponding certainty dimensions. Support is found for the notion that belief strength is unaffected by involvement level, though brand‐related beliefs are held with greater certainty for high‐ as compared to low‐involvement individuals. Aad was also found to be more confidently held for high‐ versus low‐AMI receivers. However, contrary to expectations, AMI had a direct effect on Aad as well. © 1993 John Wiley & Sons, Inc.
Acculturation and advertising communication strategies: A cross‐cultural study of Chinese and Americans
Authors: Lee Wei‐Na 
Published: July 2007

AbstractThe development of a world economy produces more and more marketing efforts that cross cultural boundaries. Sometimes these boundaries are a function of nationality; other times they are defined by culture in a broader sense. In any case, marketers and advertisers are becoming increasingly aware of the need to be culturally conscious in their efforts to communicate with people of various cultural origins. Effective communication depends, to a large extent, on the understanding of the dynamics of culture. Acculturation therefore describes the changes in attitudes, values, and behaviors of members of one cultural group toward the norms of the other cultural group. This article examines the relationship between levels of acculturation and consumer attitudes toward advertising‐related variables in a cross‐cultural empirical study. Based on the discussion of acculturation and empirical results, useful managerial implications are also provided. © 1993 John Wiley & Sons, Inc.
Variations on the pursuit of beauty: Toward a corporal theory of the body
Authors: Domzal Teresa J. , Kernan Jerome B. 
Published: July 2007

AbstractDeparting from the tradition in physical‐attractiveness research, this article proposes an a priori taxonomy of body types that distinguishes people according to how they experience their own corporality. Consumers are shown to differ in how their bodies constitute a sense of self and this conception in turn leads to characteristic modes of body deployment. Depending on how people regard their bodies, their pursuit of beauty varies considerably and these differences have a significant effect on consumers' reactions to attractiveness‐based products and services. © John Wiley & Sons, Ltd.
Women's makeup careers: An interpretive study of color cosmetic use and “Face Value”
Authors: Fabricant Stacey M. , Gould Stephen J. 
Published: July 2007

AbstractThis article reports on an interpretive study of women's use of makeup in which various aspects and dimensions of women's makeup careers are examined. The primary aspects considered include trajectories of experience, the predominant ways or styles of makeup use that are reflected in a typology of individual differences, and identity construction and reflection. The varying perspectives of women with respect to women's roles as associated with makeup use are also discussed, and research implications are offered. © 1993 John Wiley & Sons, Inc.
Evaluation strategies of American and Thai consumers
Authors: Alden Dana L. , Stayman Douglas M. , Hoyer Wayne D. 
Published: July 2007

AbstractThe effects of two factors (congruity of product information with consumer expectations and perceived risk associated with the product) on strategies used by consumers to evaluate products are tested in the United States and Thailand. When product information does not match expectations, consumers in both cultures increase evaluation effort and shift from using summary representations stored in memory to evaluation based on actual product attributes. Perceived risk also enhances evaluation effort in both cultures, but does not result in a similar shift from category‐based to attribute‐based processing. © 1994 John Wiley & Sons, Inc.
Hierarchical heuristics in evaluation of competitive brands based on multiple cues
Authors: Prabhaker Paul R. , Sauer Paul 
Published: July 2007

AbstractThe primary focus of this research is to develop a conceptual framework for analyzing the process by which consumers evaluate brand quality based on multiple cues. The representative design nature of this theory provides a strong analytical foundation for comparing the use of hierarchical versus nonhierarchical heuristics by consumers in making overall brand evaluations It also enables the modeling of individual differences among consumers in their choice of heuristics to evaluate brands. Results of an illustrative experimental investigation show that hierarchical heuristics are as effective as nonhierarchical, or full‐profile, heuristics. It is also shown that brand evaluation heuristics can be broken down into an intuitive (nonlinear) component and a rule‐bound (linear) component. © 1994 John Wiley & Sons, Inc.
Does consumer knowledge affect consumer responses to advertised reference price claims?
Authors: Frankenberger Kristina D. , Liu Ruiming 
Published: July 2007

AbstractAs expected, internal reference prices (IRPs) and purchase intentions for two product categories (microwave ovens and disposable razors) differed according to whether consumers possessed a high or low level of consumer knowledge about the product in this factorial design experiment. Contrary to theory and expectations, neither internal reference points nor purchase intentions were affected by exposure to comparative price advertisements. Students were used as subjects in a before‐after procedure with approximately two weeks between pre‐ and postmeasures of IRPs and purchase intentions. Postmeasures were taken immediately after exposure to ads containing three levels of advertised reference prices. t tests indicated differences between high and low knowledge group IRP means before ad exposure. However, no ANOVA differences were detected in change in IRP or purchase intention scores after ad exposure. © 1994 John Wiley & Sons, Inc.
Subliminal advertising and the psychology of processing unconscious stimuli: A review of research
Authors: Theus Kathryn T. 
Published: July 2007

AbstractThis article reviews progress to date on research on the effects of subliminal stimulation on subject populations and potential applications to persuasive communications. Three areas of inquiry covered in the literature include psychological, physiological, and behavioral (choice) responses, the last of which is of particular interest to advertising and marketing specialists. The article identifies several fruitful areas for continued research and experimentation, especially in areas of social marketing research. © 1994 John Wiley & Sons, Inc.
Psychological associations with shopping: A moderator variable perspective
Authors: McDonald William J. 
Published: July 2007

AbstractThis article takes a moderator variable perspective on the relationships between two psychological variables: shopper decision‐making styles from the consumer behavior literature and the concept of time perceptions as developed in the psychological literature, and shopping behavior, defined as shopping frequency and time spent shopping. Two hypotheses about potential types of moderation are examined to determine if time perceptions moderate relationships between shopper styles and shopping behavior. The finding show that time perceptions operate as a pure moderator for shopping frequency but as a quasimoderator for time spent shopping. © 1994 John Wiley & Sons, Inc.