bluuebunny/crossref_metadata_2025_split huggingface dataset:
When consumers switch brands
Authors: Mazursky David , Labarbera Priscilla , Aiello Al 
Published: July 2007

AbstractA proposed integrative approach measured consumer response to various incentives to switch brands. The response measure consisted of both actual behavior (i.e., switching behavior) and an evaluative measure, which underlies the behavior. Self‐perception theory was utilized to assess consumer switching behavior in response to intrinsic versus extrinsic motives. The integrative approach was tested in the context of a multistage longitudinal field study concerning five product classes. Findings show that there is a difference depending upon whether switching behavior was induced by extrinsic (e.g., price, coupon) or intrinsic (e.g., a desire to try a new brand) incentives. Unlike intrinsically induced switching, extrinsic incentives motivated consumers to switch despite a high level of satisfaction with the last purchased brand. However, this switching behavior resulted in weaker intentions to repurchase the new brand.
Attributional influences on consumers' desires to communicate about products
Authors: Curren Mary T. , Folkes Valerie S. 
Published: July 2007

AbstractThree studies examined attributional antecedents of selected consumer communications about products. Study One used the critical incident technique to examine the types of attributions consumers make about product performance when they want to complain to or compliment a firm. Studies Two and Three systematically manipulated causal inferences to determine their effects on consumer desire to complain to a firm, compliment a firm, warn against, or recommend a product to other consumers. Results indicate that attributional locus (buyer‐related versus seller‐related), controllability (under volitional control versus uncontrolled), and stability (fluctuating versus stable) influence consumers' desires to communicate about products.
Decision‐making patterns among international vacationers: A cross‐cultural perspective
Authors: Moschis George P. , Bello Daniel C. 
Published: July 2007

AbstractWhile there is a tendency to define world subcultures in terms of geographic or sociocultural criteria, the present research suggests that life styles may have become more homogeneous across geographic boundaries and could provide alternative ways of defining world subcultures. The study addresses the research question using international travel behavior. The results suggest that life style segmentation could be used to supplement geocultural criteria for defining world subcultures and formulating marketing strategy.
Inoculation theory and resistance to persuasion in marketing
Authors: Lessne Greg J. , Didow Nicholas M. 
Published: July 2007

AbstractMarketing has benefitted tremendously by psychological theories of persuasion. Unfortunately marketers have not taken full advantage of the psychological perspectives upon instilling resistance to persuasion. The purpose of this paper is to provide a review and analysis of the extant research in psychology and marketing pertaining to resistance to persuasion. Directions for future research are also discussed.
Observation of a strategic household purchase decision
Authors: Grønhaug Kjell , Kleppe Ingeborg Astrid , Haukedal Willy 
Published: July 2007

AbstractThe present paper focuses on strategic household purchase decisions; i.e., major, complex buying decisions with long‐term bindings of economic resources. An in‐depth study of house buying in two‐career households demonstrated preferences (goals) to be ambiguous, and consequences to be modestly understood and partly uncovered after the purchase. Only a few alternatives were considered, and they were from different broad need‐satisfying categories such as purchase of apartment or house, or renting. No direct comparisons of alternatives were observed to take place. The purchase decisions were based on few, very crude decision criteria working as guidelines for judging whether or not the alternatives considered were acceptable, while the final choice seemingly was made according to an affect‐referral decision rule.
Personality profiles of marketing vs. r&d managers
Authors: Bush Alan J. , Lucas George H. 
Published: July 2007

AbstractThe critical importance of the marketing‐R&D interface in the new product development process is widely acknowledged in the marketing literature. Generally, problems in achieving a productive integration of the two departments has been blamed on differences in the orientations of the two areas. Previous studies have focused largely on organizational factors leading to a less than successful interaction. The present study, after considering the occupational choice literature, examines the overlooked dimension of personal differences as a key consideration in the interface. Using Cattell's 16 PF personality instrument, a study was conducted to compare and contrast the personalities of marketing and R&D managers in America's largest corporations. The results, consistent with studies of occupational choice, indicate that while there are some similarities between the two groups, several significant differences exist that can have strong implications for the ability of managers from the different areas to productively interface.
Consumer decision making across product categories: The influence of task environment
Authors: Hoyer Wayne D. , Cobb‐Walgren Cathy J. 
Published: July 2007

AbstractThis two‐part investigation examines consumer choice behavior across a total of nineteen different nondurable product categories. Study I utilized a mail questionnaire to measure decision heuristics. In Study II, shoppers were intercepted at the point of purchase. Results of both studies reveal considerable variation in choice rules within subjects and across decision contexts. An attempt is made to assess the importance of task environment variables, including extent of price variation, number of brands available, presence of shelf tags, amount of product class advertising, and amount of shelf space. The findings provide tentative support for the impact of contingent factors on the use of consumer choice tactics.
Sex‐role self‐concept measures and marketing: A research note
Authors: Stern Barbara B. 
Published: July 2007

AbstractThis paper reviews the sex‐role self‐concept measures developed before and after the 1970s used in marketing and consumer behavior research. The three most commonly used measures have been: CPI‐Fe in studies before 1971; PAQ between 1976–1978; BSRI from 1978‐present. Marketing studies have generally found that (1) biological sex is more influential than psychological sex traits, and (2) high masculinity is more influential than femininity traits. Socio‐economic changes during the 1970s, such as women's participation in the labor force and the shift from a manufacturing to a service economy, suggest future directions for gender research in the marketing areas of product, price, distribution, and promotion.
Computer interactive interviewing in survey research
Authors: Synodinos Nicolaos E. , Brennan Jerry M. 
Published: July 2007

AbstractSoftware packages for microcomputer interactive questionnaires are becoming readily available to researchers in marketing, psychology, sociology, political science, etc. Preliminary findings suggest that the advantages of computerizing survey questionnaires generally outweigh the disadvantages. In addition, computer interactive questionnaires provide a practical means for conducting programmatic research, which includes the gamut from controls for order effects to investigations of basic psychological and social behaviors. Future studies should investigate in greater depth and with appropriate controls the strengths, limitations and comparability of the new approaches vis‐à‐vis traditional techniques. In these studies the contribution of various branches of psychology can be substantial.
Assessing the validity of emotional typologies
Authors: Havlena William J. , Holbrook Morris B. , Lehmann Donald R. 
Published: July 2007

AbstractOne 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

AbstractTwo 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

AbstractThis 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

AbstractIt 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

AbstractThis 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

AbstractIndividuals 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

AbstractMood 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

AbstractThe 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

AbstractThere 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

AbstractConsumer 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

AbstractA 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

AbstractThe 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

AbstractThis 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

AbstractThe 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

AbstractPrior 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

AbstractThe 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

AbstractThe 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

AbstractA 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

AbstractIt 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.