The author systematically examines one of the important issues of information — establishing the market price. He introduces the concept of «search» — where a buyer wanting to get a better price, is forced to question sellers. The article deals with various aspects of finding the necessary information.

Economics of Information

▪ Abstract We review empirical and conceptual developments over the past four years (1992–1995) on attitudes and persuasion. A voluminous amount of material was produced concerning attitude structure, attitude change, and the consequences of holding attitudes. In the structure area, particular attention is paid to work on attitude accessiblity, ambivalence, and the affective versus cognitive bases of attitudes. In persuasion, our review examines research that has focused on high effort cognitive processes (central route), low effort processes (peripheral route), and the multiple roles by which variables can have an impact on attitudes. Special emphasis is given to work on cognitive dissonance and other biases in message processing, and on the multiple processes by which mood influences evaluations. Work on the consequences of attitudes focuses on the impact of attitudes on behavior and social judgments.

Attitudes and attitude change

Electronic word-of-mouth in hospitality and tourism management

The pervasive effects of family on entrepreneurship: toward a family embeddedness perspective

It is a marketplace reality that marketing managers sometimes inflict switching costs on their customers, to inhibit them from defecting to new suppliers. In a competitive setting, such as the Internet market, where competition may be only one click away, has the potential of switching costs as an exit barrier and a binding ingredient of customer loyalty become altered? To address that issue, this article examines the moderating effects of switching costs on customer loyalty through both satisfaction and perceived-value measures. The results, evoked from a Web-based survey of online service users, indicate that companies that strive for customer loyalty should focus primarily on satisfaction and perceived value. The moderating effects of switching costs on the association of customer loyalty and customer satisfaction and perceived value are significant only when the level of customer satisfaction or perceived value is above average. In light of the major findings, the article sets forth strategic implications for customer loyalty in the setting of electronic commerce. © 2004 Wiley Periodicals, Inc.

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Customer perceived value, satisfaction, and loyalty: The role of switching costs

Switching barriers and repurchase intentions in services

Part One: Introduction Chapter One: Consumer Behavior and Marketing Strategy Part Two: External Influences Chapter Two: Cross-Cultural Variations in Consumer Behavior Chapter Three: The Changing American Society: Values Chapter Four: The Changing American Society: Demographics and Social Stratification Chapter Five: The Changing American Society: Subcultures Chapter Six: The American Society: Families and Households Chapter Seven: Group Influences on Consumer Behavior Part Two Cases: Cases 2-1 through 2-9 Part Three: Internal Influences Chapter Eight: Perception Chapter Nine: Learning, Memory, and Product Positioning Chapter Ten: Motivation, Personality, and Emotion Chapter Eleven: Attitudes and Influencing Attitudes Chapter Twelve: Self-Concept and Lifestyle Part Three Cases: Cases 3-1 through 3-10 Part Four: Consumer Decision Process Chapter Thirteen: Situational Influences Chapter Fourteen: Consumer Decision Process and Problem Recognition Chapter Fifteen: Information Search Chapter Sixteen: Alternative Evaluation and Selection Chapter Seventeen: Outlet Selection and Purchase Chapter Eighteen: Postpurchase Processes, Customer Satisfaction, and Customer Commitment Part Four Cases: Cases 4-1 through 4-8 Part Five: Organizations as Consumers Chapter Nineteen: Organizational Buyer Behavior Part Five Cases: Cases 5-1 through 5-2 Part Six: Consumer Behavior and Marketing Regulation Chapter Twenty: Marketing Regulation and Consumer Behavior Part Six Cases: Cases 6-1 through 6-2 Appendix A: Consumer Behavior Research Methods Appendix B: Consumer Behavior Audit

Consumer Behavior: Building Marketing Strategy

Why customers stay: measuring the underlying dimensions of services switching costs and managing their differential strategic outcomes

The results of studies reported in this article suggest that product-related experience has a greater influence on self-assessed knowledge judgments than does stored product class information and that this greater influence is due to greater accessibility in memory. In addition, stored product class information was found to be a more important determinant of objective than self-assessed knowledge, while product-related experience was a more important determinant of self-assessed than objective knowledge. We discuss implications of these results for the relationship between self-assessed and objective knowledge and for future research involving consumer knowledge constructs.

https://www.jstor.org/stable/pdfplus/2489741.pdf

Consumer Knowledge Assessment

Research increasingly suggests the importance of switching costs in customer retention strategies. However, research on the downstream effects of different types of switching costs is lacking. This study seeks to address this issue by proposing and testing a framework for examining the alternative routes through which different types of switching costs (i.e., procedural, social, and lost benefits) operate in affecting relational outcomes. Consistent with our hypotheses, social switching costs, and lost benefits costs appear to bolster affective commitment, which subsequently increases positive emotions and repurchase intentions and decreases negative word of mouth. Furthermore, and again consistent with our hypotheses, procedural switching costs appear to bolster calculative commitment, which subsequently increases repurchase intentions in some instances but also increases negative emotions and negative word of mouth. Overall, this study's findings suggest that service firms should use caution when utiliz...

David L. Mothersbaugh

Papers

Switching barriers and repurchase intentions in services

Consumer Behavior: Building Marketing Strategy

Why customers stay: measuring the underlying dimensions of services switching costs and managing their differential strategic outcomes

Consumer Knowledge Assessment

The Positive and Negative Effects of Switching Costs on Relational Outcomes