bluuebunny/crossref_metadata_2025_split huggingface dataset:
Environmental color, consumer feelings, and purchase likelihood
Authors: Bellizzi Joseph A. , Hite Robert E. 
Published: July 2007

AbstractThis 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

AbstractThis 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

AbstractTo 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

AbstractThis 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

AbstractThe 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

AbstractThis 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

AbstractBecause 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

AbstractEconomic 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

AbstractThis 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

AbstractAlthough 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.
Application of the personal involvement inventory in marketing
Authors: Flynn Leisa Reinecke , Goldsmith Ronald E. 
Published: July 2007

AbstractThis 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

AbstractAs 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

AbstractEvidence 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

AbstractThe 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

AbstractIn 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

AbstractThis 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

AbstractThis 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

AbstractThe 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

AbstractYoung 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

AbstractMeans‐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

AbstractThis 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

AbstractRecent 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

AbstractThis 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

AbstractIt 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

AbstractThis 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.