bluuebunny/crossref_metadata_2025_split huggingface dataset:
Opinion leaders, adopters, and communicative adopters: A role analysis
Authors: Venkatraman Meera P. 
Published: July 2007

AbstractOur knowledge of the relationship between opinion leaders and adopters is based on discontinuous innovations. This paper argues that the relationship is different for continuous innovations. Previous research suggests that besides opinion leaders and adopters, communicative adopters—consumers who are both opinion leaders and adopters‐play important yet different roles in the diffusion of continuous innovations. Based on a study of 317 moviegoers, this paper shows that communicative adopters can be characterized as ‘Change agents,’ opinion leaders as ‘Interpersonal communicators,’ and adopters as ‘Nonpersonal influencers’.
Gender schema and fashion consciousness
Authors: Gould Stephen J. , Stern Barbara B. 
Published: July 2007

AbstractPsychologists, consumer researchers, and marketers have long measured psychological traits related to gender, especially gender schema. This study assesses various psychological gender measures, including a new one, gender consciousness, in relation to a marketing variable of interest, fashion consciousness. Results indicate that biological sex is predominant when assessing the two sexes together. However, other variables emerge as important when within‐sex differences are assessed: public self‐consciousness for females and private gender consciousness (a new measure) for males. Marketing implications are discussed, primarily on the basis of these within‐sex differences, since fashion marketers usually target separately one or the other sex in their campaigns.
Involvement and risk
Authors: Venkatraman Meera P. 
Published: July 2007

AbstractThis paper examines the relationship between product class involvement and the ability to handle purchase risk. Adopting the enduring‐instrumental model of involvement, this paper examines its relationship with dimensions of risk such as uncertainty, importance, and innovation proneness. It proposes that enduringly involved consumers have a greater ability to handle risk as compared to instrumentally involved consumers. The findings, based on purchase behavior for the personal computer, food processor, and video cassette recorder, generally support the hypothesized relationships between involvement and risk for each of these three products. The implications of these findings for different facets of information seeking and purchase behavior are discussed.
Middle‐class black consumers and intensity of ethnic identification
Authors: Williams Jerome D. , Qualls William J. 
Published: July 2007

AbstractThis article reports on an empirical study analyzing the differences between black (buppies) and Anglo (yuppies) middle‐class consumers responding to advertising featuring celebrity endorsers. Particular attention is given to variability within the black consumer segment by examining intensity of identification and socioeconomic status. Using a laboratory experiment, 160 subjects were drawn from a large metropolitan area. The implications are that while black consumers who have moved up the socioeconomic ladder have similar responses to their Anglo counterparts, they should not necessarily be viewed as having lost strong ethnic identity.
Black and white response to culturally targeted television commercials: A values‐based approach
Authors: Pitts Robert E. , Whalen D. Joel , O'Keefe Robert , Murray Vernon 
Published: July 2007

AbstractThis study examines the effect of four national television advertisements for product category leader brands. These ads were developed expressly for black consumers. Through the use of cultural values, responses to ethnic or subculturally oriented marketing communication was measured. Two hundred and seventy one black and white respondents were drawn from a large urban, mid‐western city and a midsize deep‐south city. Multivariate analysis of variance was used to determine the differences between responses to each advertisement by black versus white respondents. The study confirmed the results that black respondents display a more positive affect toward a commercial message featuring black actors than do comparable whites.
Scarcity effects on value: A quantitative review of the commodity theory literature
Authors: Lynn Michael 
Published: July 2007

AbstractCommodity theory (Brock, 1968) deals with the psychological effects of scarcity. According to the theory, scarcity enhances the value (or desirability) of anything that can be possessed, is useful to its possessor, and is transferable from one person to another. This article introduces commodity theory to the marketing literature, reports a meta‐analysis of studies designed to test the theory, and discusses the marketing implications of the theory along with suggestions for future marketing research.
The impact of moods generated by television programs on responses to advertising
Authors: Mathur Mahima , Chattopadhyay Amitava 
Published: July 2007

AbstractThe impact of television‐program‐generated moods on the processing of embedded advertisements was examined within an experimental setting. Results show that program‐induced moods affected the amount of message recall and cognitive responses toward the advertisement. In addition, the results show that the affective bias in the cognitive responses toward the advertisement is affected by program‐induced moods. The implications of the results and directions for a program of research are discussed.
Fanatic consumer behavior: Athletics as a consumption experience
Authors: Hill Ronald Paul , Robinson Harold 
Published: July 2007

AbstractThis research is an attempt to explore the effects of fanatic consumer behavior on the activities and resulting feeling states of consumers. Using a random national sample of triathletes, results demonstrate that extreme involvement with their sport affects many aspects of their lives, and produces both positive and negative feelings. A model, comprising motivations, resulting behaviors, and affective outcomes, is developed and validated. Finally, implications for future investigations of fanatic consumer behavior are provided.
TV advertising of OTC medicines and its effects on child viewers
Authors: Butter Eliot J. , Weikel Kim Bartlett , Otto Victoria , Wright Kim P. , Deinzer Greg 
Published: July 2007

AbstractThe influence of over‐the‐counter (OTC) medicine commercials on children's choices concerning use of OTC medicines was investigated in two experiments. In the first, 115 third and fourth graders were exposed to commercials for six different OTC medicines or commercials for other products. They were then asked to recommend either a medicine or nonmedicine remedy for a child and an adult with various illnesses and/or problems. The OTC medicine commercials appeared to influence children's recommendations only with respect to use of sleeping pills. In the second experiment 234 third and fourth graders were exposed to either fever and cold medicine commercials, all of which were directed toward the child viewer, or nondrug commercials. Only the fever medicine commercials appeared to influence the children. It was concluded that OTC medicine commercials do not, in general, influence children's choices concerning use of those medicines. Possible exceptions to this general case are noted.
A conceptual model of the impact of advertising on service employees
Authors: Wolfinbarger Mary Finley , Gilly Mary C. 
Published: July 2007

AbstractAlthough the importance of the service employee in providing satisfying service encounters has frequently been noted, the effects of organizational marketing actions on employees has been virtually ignored. The purpose of this article is to examine the impact of advertising on service employees. Ads can have positive impacts on employee organizational commitment by depicting roles which will encourage congruent expectations among the organization, the employee, and the customer; by clarifying workers' roles in the organization; by communicating the degree to which the organization values employees; and by being accurate in their messages about services, organizational policies, and treatment of employees. This employee organizational commitment is critical to the provision of quality service to consumers.
Computer‐based adaptive testing in 1991
Authors: Green Bert F. 
Published: July 2007

AbstractTests, questionnaires, and inventories can advantageously be administered by computer. The use of item response theory (IRT) is described, and its application to making the instruments adaptive. Practical aspects of adaptive tests are discussed, including timing and safeguarding. Adjustments can be made for mastery tests. More elaborate partial‐credit models are needed for items with more than two response alternatives.
Market dynamics analysis and multiple segmentation
Authors: Lee Robert S. 
Published: July 2007

AbstractThe primary purpose of the research method described here is analytic—to develop an understanding of the forces at work that account for brand choice in the marketplace. The objective is to find out which kinds of consumers choose which brands and why. Although multiple discriminant analysis is utilized, the focus of the method is on the use of traceline analysis to interpret the meaning of the functions and then, if desired, to provide a basis for delineating relatively homogeneous segments. A case example is given using data from a strategic marketing study of the metropolitan New York MBA market conducted by a major university in the area.
Timestyles: Role factor influences on the convergence and divergence of couples' complementary and substitute activity patterns
Authors: Anderson Wilton Thomas , Golden Linda L. , Umesh U. N. , Weeks William A. 
Published: July 2007

AbstractUsing a role theory framework, this research focuses on convergence and divergence in complementary and substitute activities for husbands and wives. Hypotheses on the effects of children and wife's employment were assessed for a national sample of married men reporting on their and their wives' activities for a typical weekday and Saturday. Role factors are shown to have a significant impact on timestyles and the specific activities emerging as substitutes and complements.
Consumer brand confusion: A conceptual framework
Authors: Foxman Ellen R. , Berger Phil W. , Cote Joseph A. 
Published: July 2007

AbstractA definition and theoretical framework for consumer brand confusion are developed. Brand confusion is distinguished from related terms, such as uncertainty, miscomprehension, infringement, and deception. The factors affecting the likelihood of brand confusion are extended beyond stimulus similarity to include individual and situational factors, and propositions regarding the effects of individual and situational factors are developed. The value of a better understanding of consumer brand confusion to managers and policy makers is discussed.
The effect of enduring, situational, and response involvement on preference stability in the context of voting behavior
Authors: Burton Scot , Netemeyer Richard G. 
Published: July 2007

AbstractA conceptual model of the relationships between enduring, situational, and response involvement is proposed and tested in the context of decision‐making associated with a political election. Specifically, the model concerns relationships between involvement, knowledge, confidence, and the stability of preference for a specific candidate over time. Empirical support for the proposed model is found, and implications for involvement researchers and political marketers are offered.
Consumer decision making: A model of the effects of involvement, source credibility, and location on the size of the price difference required to induce consumers to change suppliers
Authors: Gotlieb Jerry B. , Schlacter John L. , Louis Robert D. St. 
Published: July 2007

AbstractA model is presented for analyzing the effects of involvement, source credibility, and location on consumers' reactions to price changes. The model is based on a schema proposed by Jacoby and Olson (1977) to explain consumers' reactions to price. Evidence is presented that strongly indicates that involvement, source credibility, and location importantly affect the size of the price change required to motivate consumers to switch suppliers.
Prior involvement and incentives to pay attention to information
Authors: Heslin Richard , Johnson Blair T. 
Published: July 2007

AbstractThis study examined whether or not a persons's level of prior involvement affects his or her response to an incentive to pay attention to product information. The assumption that an incentive adds to the effect of a person's level of prior involvement (summative model) was compared to the assumption that high initial involvement would inhibit the effect of an incentive (threshold model). Seventy‐eight undergraduate subjects participated. Half were given an extra‐credit incentive to pick the best one of four described electronic typewriters; the other half were not. The incentive caused subjects to pay attention more and remember more about the products. Consistent with the threshold model, the incentive caused subjects with low prior involvement to spend more time studying the product descriptions, and it did not have an effect on the high‐involvement people.
Implementing the concept of transformational advertising
Authors: Aaker David A. , Stayman Douglas M. 
Published: July 2007

AbstractThe concept of the transformational effects of advertising is described and refined to provide a definition possibly more useful in empirically studying the construct. Methodological difficulties in testing and using the concept are discussed before proposing projective techniques as an approach which might overcome some of the problems. Finally, a study is reported that illustrates how projective techniques may be used to study transformational advertising.
The effects of time pressure and information load on decision quality
Authors: Hahn Minhi , Lawson Robert , Lee Young Gyu 
Published: July 2007

AbstractThis study attempts to identify conditions under which consumer information overload occurs. A theory which states that information overload will occur when the time‐related task demands exceed the capacity of the system is suggested and tested. An experiment is reported in which an inverted U‐shaped function relating decision quality to information load occurred when time pressure was present, but did not when it was absent.
Appraisal processes in the enactment of intentions to use coupons
Authors: Bagozzi Richard P. , Baumgartner Hans , Yi Youjae 
Published: July 2007

AbstractAlthough much research has been performed on the role of intentions in consumer behavior, relatively little attention has been given to the processes intervening between intentions and behavior. Because coupon usage behavior requires planning and implementation effort with respect to intermediary acts or means, the behavior is considered problematic. This article proposes a model for explaining how consumers enact intentions once they decide to use coupons. Enactment of intentions is hypothesized to be a function of three appraisal processes: self‐efficacies, instrumental beliefs, and affect toward intermediate acts or means. These three appraisal processes are hypothesized to combine multiplicatively to influence the target behavior, coupon usage. Also, one's prior history of coupon usage is expected to be an important determinant of coupon usage. Theoretical and practical implications are also discussed.
The influence of tempo, loudness, and gender of listener on responses to music
Authors: Kellaris James J. , Rice Ronald C. 
Published: July 2007

AbstractThis study explores the impact of gender and two psychophysical stimulus properties of instrumental music (tempo and loudness) on hedonic responses, including judgments of music's affective character and behavioral intentions toward the music. Digital recording technology was used to create multiple versions of an original musical score that varied tempo but held pitch constant. A 2 (slow/fast) by 2 (soft/loud) by 2 (male/female) between‐Ss factorial experiment was conducted. Results indicate that gender moderates the influence of loudness, such that females respond more positively to music at lower volumes. Implications for the differential targeting of men and women through music in ads and in retail environments are discussed. (c) 1993 John Wiley & Sons, Inc. © 1993 John Wiley & Sons, Inc.
Consumer decision making and the nature of the product: A comparison of husband and wife adoption process location
Authors: Krampf Robert F. , Burns David J. , Rayman Dale M. 
Published: July 2007

AbstractMany studies investigating consumer decision making have implicitly assumed that one individual in a family (most often the wife) makes all of the consumption choices for the family. This study investigated and compared the independent responses of husbands and wives concerning their adoption process location for a series of products. Significant response discrepancies were observed, primarily for products for which the adoption decision likely involves lower levels of involvement. Relatively little agreement was observed between husbands and wives on whether a product was adopted. © 1993 John Wiley & Sons, Inc.
Program content and advertising effectiveness: A test of the congruity hypothesis for cognitive and affective sources of involvement
Authors: Celuch Kevin G. , Slama Mark 
Published: July 2007

AbstractIt has been suggested by McClung, Park, and Sauer (1985) that television ads will be more effective if the source of involvement in the ad (cognitive or affective) matches the source of involvement in the program in which the ad is embedded. This research employed a two‐factor experimental design in which cognitively involving ads and affectively involving ads were viewed in cognitively and affectively involving programs. Congruency between the sources of program and ad involvement did not produce greater ad effectiveness than did incongruence. The programs did, however, influence ad effectiveness. © 1993 John Wiley & Sons, Inc.
Consumer involvement, message attention, and the persistence of persuasive impact in a message‐dense environment
Authors: Pratkanis Anthony R. , Greenwald Anthony G. 
Published: July 2007

AbstractAs part of a simulated shopping task, subjects viewed messages about fictitious brands of products. The messages rated each competing brand as either strongly negative, negative, positive, or strongly positive, and were presented via computer. Involvement was manipulated by whether or not the product was on the subject's shopping list. Subjects paid more attention to information for products on their shopping list, especially when the message provided information that might be useful for solving the shopping task. However, only the impact of involving messages describing strongly positive brands persisted. © 1993 John Wiley & Sons, Inc.
Value choice, demographics, and life satisfaction
Authors: Keng Kau Ah , Yang Charles 
Published: July 2007

AbstractThis study is an empirical investigation in an Asian environment to determine if value choice varied among a group of respondents along different demographic dimensions. The results suggest that in most cases, both birthright and ascribed demographic characteristics influence or are influenced by values. Similarly, life satisfaction and wishes are also found to be affected by value choice. © 1993 John Wiley & Sons, Inc.
Expectations and product performance as determinants of satisfaction for a high‐involvement purchase
Authors: Patterson Paul G. 
Published: July 2007

AbstractCustomer satisfaction is a central issue for organizations wishing to create a sustainable competitive advantage in the 1990s. Empirical work to date, concentrating on low‐involvement, nondurable products, has concluded that both prior expectations and postpurchase experience interact to influence the level of customer satisfaction. Only a few studies have examined the purchase of high‐involvement, nondurable products. The current study employs a multiattribute approach using pre‐ and postpurchase questionnaires to assess determinants of customer satisfaction for a high‐involvement product. Causal path analysis shows perceived product performance to be the most powerful determinant. Prior expectations did interact with performance to affect disconfirmation, which translated into only a minor impact on satisfaction. © 1993 John Wiley & Sons, Inc.
Advertising and social comparison: Consequences for female preadolescents and adolescents
Authors: Martin Mary C. , Kennedy Patricia F. 
Published: July 2007

AbstractThe authors investigate the impact of advertising beauty images on female preadolescents and adolescents. An experiment using 4th, 8th, and 12th graders demonstrated that exposure to advertising with highly attractive models raises comparison standards for physical attractiveness, but does not affect self‐perceptions of physical attractiveness. The findings also suggest that the tendency of female pre‐adolescents and adolescents to compare themselves to models in ads increases with age, and this tendency is greater for those with lower self‐perceptions of physical attractiveness and/or self‐esteem. © 1993 John Wiley & Sons, Inc.
Contextual priming of visual information in advertisements
Authors: Schmitt Bernd H. 
Published: July 2007

AbstractCan the program context significantly influence the perception of an ad? Past advertising research has demonstrated contextual priming effects on the verbal part of an ad. Using public service and clothing advertisements, the present two experiments provide evidence for priming effects on visual components. Moreover, in extensive debriefing sessions, participants reported that they were not consciously aware of the influence of the contextual prime‐suggesting the presence of implicit memory effects. Future research should focus on advertisements containing both verbal and visual information to better understand context influences on advertisements. 1994 John Wiley & Sons, Inc.
Social interaction effects in the framing of buying decisions
Authors: Woodside Arch G. , Singer Alan E. 
Published: July 2007

AbstractThe reported study is a response to the Kahneman and Tversky (1984; 1988) proposal that systematic examination of alternative framings of decisions offers a useful reflective device that can help decision makers assess the values that should be attached to the primary and secondary consequences of their choices. We investigate the effect of social interaction as a mediator of responses to the theater ticket problems of Tversky and Kahneman (1981). The hypothesis is supported that attending the theater with a friend (social interaction) versus alone reduced the effect of the lost ticket versus the loss of a $10 bill on willingness to spend a second $10 to see the play. A further hypothesis, that social interaction results in a positive main effect on attending the theater after the ticket ($10 bill) loss receives limited support. The results support the views of Payne (1982), Schoemaker (1982), and Bettman, Johnson, and Payne (1991) that context effects influence a decision maker's judgment and, hence, the outcome of the decision process. © 1994 John Wiley & Sons, Inc.