Showing papers in "Journal of Consumer Marketing in 2000"
1,885 citations
TL;DR: The authors used both qualitative and quantitative data to test hypotheses related to consumers' motivations to engage in impulse buying and found that impulse buying is a common method of product selection, in part because the shopping act and impulsive product selection provide hedonic rewards.
Abstract: This study used both qualitative and quantitative data to test hypotheses related to consumers’ motivations to engage in impulse buying. A grounded theory approach was used to develop hypotheses from in‐depth interviews. These hypotheses were tested by the collection and analysis of survey data. Data support the theory that impulse buying is a common method of product selection, in part, because the shopping act and impulsive product selection provide hedonic rewards. Further information‐processing overload confounds product selection, reinforcing the rewards to be obtained from alternative section heuristics, like impulse buying.
728 citations
TL;DR: In this article, the influence of cultural values, ecological affect and ecological knowledge on the green purchasing behavior of Chinese consumers was examined using structural equation modeling, which demonstrated that a strong positive relationship exists.
Abstract: Examines the influence of cultural values, ecological affect and ecological knowledge on the green purchasing behavior of Chinese consumers. Using structural equation modeling to assess the significance that ecological affect and ecological knowledge have on green purchase intention and actual green purchase, the results demonstrate that a strong positive relationship exists. However, other important findings suggest that Chinese people’s level of ecological knowledge is low and actual green purchase behavior minimal. Yet in contrast, Chinese consumers express a positive ecological affect and green purchase intention. In relation to the hypothesis that the Chinese strongly adhere to the cultural value of living in harmony with nature, the relevant descriptive statistic shows that today’s Chinese only pay moderate allegiance to this “man‐nature” orientation. Moreover, this cultural value is only found to exert significant bearing on ecological affect but not ecological knowledge.
453 citations
TL;DR: In this article, the authors examined the effects of co-branding on the brand equity of both the co-branded product and the constituent brands that comprise it, both before and after product trial.
Abstract: Co‐branding is an increasingly popular technique marketers use in attempting to transfer the positive associations of the partner (constituent) brands to a newly formed co‐brand (composite brand). This research examines the effects of co‐branding on the brand equity of both the co‐branded product and the constituent brands that comprise it, both before and after product trial. It appears that co‐branding is a win/win strategy for both co‐branding partners regardless of whether the original brands are perceived by consumers as having high or low brand equity. Although low equity brands may benefit most from co‐branding, high equity brands are not denigrated even when paired with a low equity partner. Further, positive product trial seems to enhance consumers’ evaluations of co‐branded products, particularly those with a low equity constituent brand. Co‐branding strategies may be effective in exploiting a product performance advantage or in introducing a new product with an unfamiliar brand name.
361 citations
TL;DR: In this article, the country-of-origin effect and product consumption conspicuousness are examined with respect to consumers' purchasing intentions of public vs. private and luxury vs. necessity products.
Abstract: The country‐of‐origin effect and product consumption conspicuousness are examined. This study strengthens our understanding of the importance of the COO effect as it is investigated with respect to consumers’ purchasing intentions of public vs. private and luxury vs. necessity products. For instance, does the COO effect differ in its importance in the purchasing decision of conspicuous vs. inconspicuous products? A product’s country of origin has a stronger effect when considering luxury products. The conspicuous aspect of the consumption comes second.
313 citations
TL;DR: In this article, the authors introduce the concepts of direct (fathers and mothers) and vicarious (favorite entertainers and favorite athletes) role models into the consumer behavior literature to understand the socialization patterns of young adult consumers.
Abstract: Attempts to determine which individual, or group of individuals, has the strongest influence on adolescent consumer purchase intentions and purchase behavior. By introducing the concepts of direct (fathers and mothers) and vicarious (favorite entertainers and favorite athletes) role models into the consumer behavior literature, the study allows greater understanding of the socialization patterns of young adult consumers. Results from this study provide significant contributions for marketing and advertising managers seeking to improve their understanding of the ever‐growing adolescent consumer market.
292 citations
TL;DR: The first stage in the consumer buying process is generally recognised to be that of the information search as discussed by the authors, and this stage is recognized to be an important phase during which promotional messages should reach the intending consumer.
Abstract: The first stage in the consumer buying process is generally recognised to be that of the information search. This stage is recognised to be an important phase during which promotional messages should reach the intending consumer. Like many other stages of the buying process information seeking becomes more structured and constrained in the e‐shopping environment. In particular, the ability to collect product information and make comparisons between the different product offerings from different providers, possibly across national and currency boundaries, is often viewed as one of the main competitive challenges of e‐shopping. This article first visits models of the consumer buying process. It then explores the two approaches to information seeking, browsing and directed searching, and then proceeds to identify the tools that support these approaches. The complexity of variety in these tools is explored, in order to set the scene for understanding the complexity of the options with which the shopper is confronted.
280 citations
TL;DR: The authors studied the diversity among Chinese consumers across seven regional markets and found that consumers from various regions are significantly different from one another in terms of purchasing power, attitudes, lifestyles, media use, and consumption patterns.
Abstract: As one of the big emerging markets, China’s enormous population and rapid increase in consumer spending have attracted many multinational corporations (MNCs). Meanwhile, the misconception of China as a homogeneous market often leads to difficulties in assessing market demand and enacting effective strategies. Examines the diversity among Chinese consumers across seven regional markets. Data from a national survey suggest that consumers from various regions are significantly different from one another in terms of purchasing power, attitudes, lifestyles, media use, and consumption patterns. MNCs need to take a cautionary approach when expanding into the inland regions, and must adapt to the local market conditions and devise sustainable strategies.
267 citations
TL;DR: This article found that consumers who were encouraged to complain reported greater increases in satisfaction and product evaluation compared to those who were not explicitly asked to complain, and the change in satisfaction was related to the complaining intensity.
Abstract: Marketers agree that consumer complaints are useful sources of information that help marketers identify sources of dissatisfaction, and therefore should be encouraged. However, does complaining have a more direct beneficial effect? Can consumer complaining by itself cause increased satisfaction by allowing dissatisfied consumers a chance to vent their anger and frustration? An experiment was conducted on real consumers to test what effects complaining may have on changes in the consumers’ satisfaction and product evaluations over a one‐week period. It was found that consumers who were encouraged to complain reported greater increases in satisfaction and product evaluation compared to consumers who were not explicitly asked to complain. The changes in satisfaction and product evaluations were found to be related to the complaining intensity. The effect of complaining on actual purchasing behavior was also studied.
257 citations
TL;DR: In this paper, the authors explored the range of values which motivate business consumers' reactions to service providers, specifically airlines' frequent flyer programs, and segmented consumers in terms of their values and relationships with airlines in order to better understand the motives and behavior that drive choice of service providers.
Abstract: Because consumers can vary greatly in the nature of their relationship with a service provider, it is reasonable to expect that a wide range of different values may influence consumption behavior. Additionally, consumers’ values composition may predispose them to interpret their relationships with service providers differently and those service providers’ marketing communications. The present study explores the range of values which motivate business consumers’ reactions to service providers, specifically airlines’ frequent flyer programs. As part of this process, consumers are segmented in terms of their values and relationships with airlines in order to better understand the motives and behavior that drive choice of service providers. Based on the results, specific communications strategies are offered for each of the identified segments that address the desired benefits sought by each value segment.
234 citations
TL;DR: In this paper, the underlying determinants of in-store information search for a Christmas clothing gift, specifically focusing on gender differences, were examined, and it was found that females scored significantly higher than males on indices of both general and specific information search.
Abstract: Examines the underlying determinants of in‐store information search for a Christmas clothing gift, specifically focusing on gender differences. Two non‐personal (general and specific) and one personal (sales clerk assistance) in‐store information search domains were obtained from the results of a survey of actual consumers carried out shortly after the Christmas season. Consistent with the predictions of the selectivity model, females appeared to comprehensively acquire in‐store information, whereas males appeared to heuristically limit their search to a smaller subset of in‐store information. More specifically, females scored significantly higher than males on indices of both general and specific information search. Females, compared to males, were also found to start Christmas shopping much earlier, purchase more gifts, and embark on a greater number of shopping trips. Other observed gender differences are discussed.
TL;DR: In this paper, the authors conducted phenomenological interviews with six Internet users and six non-users to understand older individuals' attitudes and motivations concerning Internet usage, and found that reference group affiliation, technology schema, resistance to change, nature of social relations, perception of reality, and physical dexterity characterized differences between Internet using and Internet non-using older individuals.
Abstract: Older consumers comprise a growing but under‐represented segment of Internet users. However, compared to many younger groups, members of this segment often possess more discretionary time and income. This presents a significant opportunity for marketers of Internet related products and services. In order to better understand older individuals’ attitudes and motivations concerning Internet usage, phenomenological interviews were conducted among six Internet users and six non‐users. From the emic perspective of the informants, and the etic interpretation of the transcripts, the following six themes characterizing differences between Internet using and Internet non‐using older individuals emerged: Reference group affiliation, Technology schema, Resistance to change, Nature of social relations, Perception of reality, and Physical dexterity. The marketing implications of these findings are identified and discussed.
TL;DR: This article examined the effect of the Professional Rodeo Cowboys Association's (PRCA) endorsement of products on consumers' purchase intentions and found that individuals who attended rodeo frequently and those with less than a college degree were the most likely to accept the association endorsement.
Abstract: Many studies have investigated the impact of celebrity endorsers on consumers’ purchase intention. None, however, has studied the effects of an association endorsement. This research examined the effect of the Professional Rodeo Cowboys Association’s (PRCA) endorsement of products on consumers’ purchase intentions. Survey data were collected from 1,456 respondents attending six rodeos across the USA. Binary logit regression revealed that individuals who attended rodeo frequently and those with less than a college degree were the most likely to accept the association endorsement. The findings are explained within the social influence framework.
TL;DR: In this article, the authors revisited the theoretical basis for the concept of loyalty through a consideration of the state of "no loyalty" which they termed "disloyalty", and proposed the following categories of disloyals: disturbed, disenchanted, disengaged and disruptive.
Abstract: Seeks to revisit the theoretical basis for the concept of loyalty through a consideration of the state of “no loyalty”, which we term “disloyalty”. This category is present in the model proposed by Dick and Basu, but is seen to be of less interest than other categories. Here we argue that a more analytical approach to this category might provide a unique insight into loyalty behaviours, but specifically might aid an understanding of the nature of the challenge associated with widening the loyal customer base. We propose the following categories of disloyals: disturbed, disenchanted, disengaged and disruptive. These four categories can be mapped onto a grid with attitudinal and behavioural dimensions. The characteristics of each of these groups are outlined. Segmentation on the basis of these different types of disloyalty could have implications for marketing strategies. The relationships between the different categories of disloyals and Dick and Basu’s categories of loyals may be important in mapping the development of customer relationships. Finally, proposals are made for further research.
TL;DR: In this paper, the effects of expectation disconfirmation on loyalty behavior and on overall satisfaction were examined in the automotive market in Korea, and it was found that negatively disconfirming expectation exerts greater impact on the overall satisfaction as well as repurchase decision than positively disconfirmed expectation.
Abstract: Investigates the concept of maker loyalty as it applies to the automobile market in Korea. The study has three major objectives: first, it examines the effects of expectation disconfirmation on loyalty behavior and on overall satisfaction; second, it seeks to identify the four types of maker loyalty by means of interaction between expectation disconfirmation and the repeat purchase (or switching); and third, it seeks to identify the effects of moderating variables such as situational variables and normative variables on loyalty behavior. It was found that negatively disconfirmed expectation exerts greater impact on overall satisfaction as well as repurchase decision than positively disconfirmed expectation. The four maker loyalty groups (loyals, latent loyals, spurious loyals, no loyals) identified in this study were shown to have different reactions to the moderating variables. Managerial implications regarding customer segmentation based on loyalty are offered.
TL;DR: For example, this article found that the majority of students surveyed did not report knowledge of their credit card interest rate, although approximately half did report knowing their credit balance and credit limit.
Abstract: Given the proliferation of the credit card industry in today’s US households, and the aggressive promotional tactics employed to get college students to sign on as customers, this exploratory study takes a look at the credit card activity of college students at one Midwestern campus. The majority of students surveyed did not report knowledge of their credit card interest rate, although approximately half did report knowing their credit balance and credit limit. Students appear to have a realistic attitude toward the use of credit cards.
TL;DR: In this paper, the authors compare and contrast various marketing and consumer-related attitudes and behavior across the baby boomer and baby buster (those born between 1946 and 1964) generations.
Abstract: The purpose of the current study was to compare and contrast various marketing‐ and consumer‐related attitudes and behavior across the baby boomer (those born between 1946‐1964) and baby buster (those born between 1965‐1976) generations. Study results suggest that baby busters, compared with baby boomers, are more favorably predisposed toward marketing and advertising. It was also found that the two generations differ in their understanding of the domain of marketing. These findings have important implications for marketing practitioners and academics alike. Possibly the most significant finding of the present study was the generally elevated levels of compulsive buying found across both generations. Using Faber and O’Guinn’s compulsive buying clinical screener, we found that 7 percent of baby boomers and 11 percent of baby busters were classified as compulsive buyers. These are considerably higher than earlier estimates of the incidence of compulsive buying and warrant further investigation.
TL;DR: In this article, two samples from contrasting cultural backgrounds are compared in relation to the importance of self-congruity with respect to four brands of two products categories of contrasting involvement levels.
Abstract: Self‐image, product image and their combination, self‐congruity, are important concepts in consumer behaviour. They have been hypothesised and found to affect significantly product choice and purchase intention. In this study, two samples from contrasting cultural backgrounds are compared in relation to the importance of self‐congruity with respect to four brands of two products categories of contrasting involvement levels. Unexpectedly, samples from Australia and Malaysia were found to use differently actual vs ideal self‐image in their product evaluation. This confirms overall the role of self‐congruence in consumer’s choice and points to the need for further investigation of this concept in a cross‐cultural context.
TL;DR: In this article, the strategic and tactical opportunities created by online consumers' privacy concerns are identified and approaches to treating the privacy concerns as a source of competitive advantage are clearly discussed, and businesses that add value to their offerings by leveraging Internet technology in coordination with a proactive policy to preserve consumer privacy will be the success stories of the future.
Abstract: Powerful emerging technologies, fierce competition in the marketplace, more sophisticated consumers and the relentless drive for higher corporate earnings are at the root of online consumers’ information privacy concerns. The issue of consumer privacy could be a defining element in the battle for the ownership of online consumers. Businesses have a choice in how they respond to this matter. They can see it as a threat and simply react defensively. Or they can treat this as an opportunity and be proactive in maximizing the gains. Clearly, businesses that add value to their offerings by leveraging Internet technology in coordination with a proactive policy to preserve consumer privacy will be the success stories of the future. The goal of this research is to identify the strategic and tactical opportunities created by online consumers’ privacy concerns. Approaches to treating the privacy concerns as a source of competitive advantage are clearly discussed.
TL;DR: This paper identified two familiar features of fanatics, intensity and intolerance, but suggest incoherence among thinking, behaviour and goals caused by intensity and/or intolerance might be the conceptual key to understanding fanatical consumers, measuring their fanaticism and interpreting their consumption experiences.
Abstract: Lays the groundwork for a conceptual framework that might be used to study fanatical consumers and consumption. We review literature on fanatics produced by psychologists, sociologists, cultural theorists, political scientists, theologists and marketers and then place their multidisciplinary insights into a consumption context. We identify two familiar features of fanatics – intensity and intolerance – but suggest a third feature – incoherence among thinking, behaviour and goals caused by intensity and/or intolerance might be the conceptual key to understanding fanatical consumers, measuring their fanaticism and interpreting their consumption experiences.
Abstract: Investigates time as a factor that influences consumer preferences for innovative technological services such as the Internet. Specifically, the case of consumer adoption of the Internet for home use is explored. Examines the effect of time of adoption of Internet based services on preferences at the individual consumer level. The key research question is “What is the effect of time of adoption on consumer preferences for a technological service such as the Internet?” The primary contribution of this research is to demonstrate that existing time preference frameworks, previously applied to consumer durable products, can also be applied to technological service innovations, such as the Internet. An empirical examination is conducted using data from a survey of consumers in the initial stages of Internet adoption.
TL;DR: In this article, the impact of assimilation on a consumer's susceptibility to interpersonal influence is assessed in samples of first-generation Armenian and Chinese immigrants to the US, finding that Chinese immigrants are more susceptible to interpersonal influences than are Anglo-Americans who in turn are more sensitive to this influence than are Armenian immigrants.
Abstract: The impact of assimilation on a consumer’s susceptibility to interpersonal influence is assessed in samples of first‐generation Armenian and Chinese immigrants to the US. We find that: (a) Chinese immigrants are more susceptible to interpersonal influence than are Anglo‐Americans who in turn are more susceptible to this influence than are Armenian immigrants, (b) Chinese immigrants are especially susceptible to the normative type of interpersonal influence and (c) Chinese immigrants’ susceptibility to both types of interpersonal influence decreases significantly as they identificationally‐assimilate, whereas Armenian immigrants’ susceptibility to both types of interpersonal influence decreases significantly as they structurally‐assimilate into the Anglo‐American macro‐culture.
TL;DR: In this article, the authors investigate the purchase behavior, attitudes, and beliefs of Hispanic consumers toward direct marketing advertising and identify the differences between assimilated and less assimilated Hispanics in a large and growing ethnic market.
Abstract: Investigates the purchase behavior, attitudes, and beliefs of Hispanic consumers toward direct marketing advertising. As both direct marketing advertising (DMA) and the size of the Hispanic market have grown remarkably, it is surprising how little published research exists documenting DMA’s evaluation by this large and growing ethnic market. Also seeks to understand the differences, if any, between assimilated and less assimilated Hispanics. Implications for advertisers are discussed.
TL;DR: In this paper, the authors compared the shopping behavior of Chilean consumers with those in the USA and revealed noticeable differences between the two populations in their way of selecting the mall, their shopping characteristics, and purchase patterns, concluding that when shoppers in Chile and the USA left their respective malls, at least fourfifths of each group had made some kind of purchase, whatever their initial shopping motivation.
Abstract: Compares the shopping behavior of Chilean consumers with those in the USA. Chilean mall visits were driven, first and foremost, by purchase; in contrast, consumers in the USA visited their mall for more diverse reasons, largely revolving around entertainment. In addition to shopping motives, our data revealed noticeable differences between the two populations in their way of selecting the mall, their shopping characteristics, and purchase patterns. In the final analysis, however, when the shoppers in Chile and the USA left their respective malls, at least four‐fifths of each group had made some kind of purchase, whatever their initial shopping motivation.
TL;DR: The authors presented a comparative marketing examination of the similarities and differences among five of the largest Asian-American groups and developed implications for marketing strategies, including patterns of information gathering, use of promotional media, and methods of household decision making.
Abstract: The Asian‐American consumer group is thought to be the fastest‐growing market in the USA. Asian‐Americans are thought to be well‐educated, generally affluent, and geographically concentrated. However, significant cultural and language differences among Asian subgroups are often overlooked. These include patterns of information gathering, use of promotional media, and methods of household decision making. This article presents a comparative marketing examination of the similarities and differences among five of the largest Asian‐American groups and develops implications for marketing strategies.