Showing papers in "Journal of Consumer Research in 1977"
TL;DR: The use of documentary evidence such as historical records, novels, existing advertisements, and photographs has been little used in consumer research as mentioned in this paper, which has been shown to be useful in consumer behavior analysis.
Abstract: The use of documentary evidence such as historical records, novels, existing advertisements, and photographs has been little used in consumer research. This paper presents an exposition of content analysis methodology and, tangentially, reviews the existing studies in consumer behavior using this rich approach.
2,228 citations
TL;DR: In this paper, two different samples consisting of housewives and students, respectively, were examined in terms of differences in their susceptibility to reference group influence and the results reveal significant differences between the two groups.
Abstract: Two different samples consisting of housewives and students, respectively, were examined in terms of differences in their susceptibility to reference group influence. The results reveal significant differences between housewives and students in terms of the influence which the three types of reference groups have upon brand selection. The findings raise a serious question concerning the external validity of studies which use students as subjects yet make generalizations to a broader population base.
736 citations
TL;DR: This article examined the effect of information presentation format on consumers' information acquisition strategies and found that consumers' acquisition patterns are strongly affected by format, which implies that studies of the properties of consumer tasks are needed, and information must be presented to consumers in formats which facilitate processing.
Abstract: This article examines the effect of information presentation format on consumers' information acquisition strategies. Consumers' acquisition patterns are strongly affected by format. Information is processed in the fashion which is easiest given the display used. This implies that studies of the properties of consumer tasks are needed, and that information must be presented to consumers in formats which facilitate processing.
459 citations
TL;DR: In this paper, a behavioral process methodology was used to examine the amount and type of information acquired by consumers from package panels prior to making purchase decisions and found that consumers selected few information dimensions from larger information arrays, with brand name and price most frequently selected.
Abstract: A behavioral process methodology was utilized to examine the amount and type of information acquired by consumers from package panels prior to making purchase decisions. Consumers selected few information dimensions from larger information arrays, with brand name and price most frequently selected. Less information was selected when brand name was available, perhaps because brand name serves as information “chunk” in consumer decision-making.
435 citations
TL;DR: In this paper, a low credibility source induced a more positive attitude toward his advocacy than did a highly credible source when message recipients' own behavior served as a cue for determining their attitudes.
Abstract: A low credibility source induced a more positive attitude toward his advocacy than did a highly credible source when message recipients' own behavior served as a cue for determining their attitudes. In contrast, when the behavioral cue was absent, a highly credible source did not have an adverse effect on individuals' attitudes or behavior. These findings are interpreted in terms of self-perception theory and cognitive response analysis.
367 citations
313 citations
TL;DR: Six studies suggest that most consumers neither acquire such information when making a purchase decision nor comprehend most nutrition information once they receive it.
Abstract: Survey data consistently find that the majority of consumers say they want and are willing to pay for nutrition information. The six studies described here suggest that most consumers neither acquire such information when making a purchase decision nor comprehend most nutrition information once they receive it.
254 citations
TL;DR: The authors found that increasing amounts of information cause consumers to divide their processing time among the pieces of information presented causing an apparent information overload, and that simplified information enables more accurate identification of the objectively best brand but leaves subjects feeling dissatisfied and desiring more information.
Abstract: Data from an experimental study situation suggest that increasing amounts of information cause consumers to divide their processing time among the pieces of information presented causing an apparent information overload. Simplified information enables more accurate identification of the objectively best brand but leaves subjects feeling dissatisfied and desiring more information.
251 citations
TL;DR: In this paper, an experiment explores how people infer personal dispositions from observing a consumer's behavior, and the results illustrate the value of the attribution approach but suggest the need for extending existing attribution theory.
Abstract: Attribution theory is used to develop a new approach to interpersonal influence. As a first step in investigating this approach, an experiment explores how people infer personal dispositions from observing a consumer's behavior. The results illustrate the value of the attribution approach but suggest the need for extending existing attribution theory.
213 citations
148 citations
TL;DR: In this paper, the effects of messages designed to change belief and evaluation components of cognitive structure were investigated within the context of the Extended Fishbein Model using a general linear model, causal patterns among cognitive and affective response variables were found to support the flow of effects generally hypothesized to operate in such situations.
Abstract: The effects of messages designed to change belief and evaluation components of cognitive structure are investigated within the context of the Extended Fishbein Model. Using a general linear model, causal patterns among cognitive and affective response variables are found to support the flow of effects generally hypothesized to operate in such situations.
TL;DR: In this paper, the degree to which consumers use rules or heuristics which have already been developed and stored in memory versus the degree consumers construct the rules they use on the spot, during the actual course of alternative selection, is examined.
Abstract: The degree to which consumers use rules or heuristics which have already been developed and stored in memory versus the degree to which consumers construct the rules they use on the spot, during the actual course of alternative selection, is examined. Detailed verbal protocol data from two consumers are analyzed. The results show substantial problems with such protocol data. Implications of the results for consumer choice theories are also considered.
TL;DR: In this article, the authors examined working-wife and non-working-wife family purchases of, and amount spent for, time-saving durables and other durables, hobby and recreation items, vacations, and college education.
Abstract: This study examines working-wife (WW) and nonworking-wife (NWW) family purchases of, and amount spent for, time-saving durables, other durables, hobby and recreation items, vacations, and college education. Size of total family income and whether the family moved recently to a different house in which they had some equity were important variables in the purchase decisions. Wife's labor force behavior, however, was not important in the purchase decisions. Income and assets, but not wife's labor force behavior, were significant in the expenditure decisions.
TL;DR: In this paper, the authors present problems with models used to investigate the economics of the household and propose a new home economics model to provide a basis for rational decision-making in the allocation of time, appropriateness of the family as the relevant unit, and importance of life-cycle changes.
Abstract: Problems with models used to investigate the economics of the household are described. Special emphasis is given to the issue of rationality in the allocation of time, the appropriateness of the family as the relevant unit, and the importance of life-cycle changes. Contributions economists can make using the “new home economics” to provide a basis for rational decision making are discussed.
TL;DR: In this article, the results of a field experiment conducted to test the effectiveness of a behavioral influence strategy predicated on self-perception theory in producing persistent behavior change are reported.
Abstract: The results of a field experiment conducted to test the effectiveness of a behavioral influence strategy predicated on self-perception theory in producing persistent behavior change is reported here. The findings demonstrate the efficacy of this approach, but provide only modest support for the self-perception explanation of its effects.
TL;DR: In this article, a short objective test for measuring children's attitudes toward television commercials is presented, which is shown to have high internal consistency reliability (α =.69) and satisfactory test-retest reliability ( r =.67) for a sample of 208 4th through 6th grade children.
Abstract: This article presents a short objective test for measuring children's attitudes toward television commercials. The test is shown to have high internal-consistency reliability (α = .69) and satisfactory test-retest reliability ( r = .67) for a sample of 208 4th through 6th grade children. Extension of the test for use with younger children and its modification for measurement of children's attitudes toward other forms of advertising are discussed.
TL;DR: This pilot study examines the demographic and attitudinal characteristics of potential donors and the results have direct relevance for programs to increase the supply of body parts.
Abstract: Despite the serious shortage of human body parts for transplantation purposes, little research has been done to provide guidance for action Based on sample data, this pilot study examines the demographic and attitudinal characteristics of potential donors The results have direct relevance for programs to increase the supply of body parts
TL;DR: The authors report on an empirical test of the reverse of this assumption, namely, the effects of questionable corporate conduct on consumer behavior, and show that good behavior on the part of a firm will not always be rewarded by consumers.
Abstract: An underlying assumption of much of the literature treating business is that “good behavior” on the part of a firm will be rewarded by consumers. This paper reports on an empirical test of the reverse of this assumption, namely, the effects of questionable corporate conduct on consumer behavior.
TL;DR: In this article, a linear compensatory model of consumer choice among multi-attributed brands is developed as a simple linear assignment model, where the basic inputs needed for this procedure are the individual preference rankings of the brands on each attribute scale.
Abstract: A linear compensatory model of consumer choice among multi-attributed brands is developed as a simple linear assignment model. The basic inputs needed for this procedure are the individual preference rankings of the brands on each attribute scale. An overall ranking of the brands is obtained from this model. The procedure is illustrated with an example and some preliminary empirical results.
TL;DR: In this article, a model that is similar to Lancaster's model of consumer demand is presented, but that does not use the most criticized assumptions of this model, and practical applications of the model are discussed.
Abstract: A model is presented that is similar to Lancaster's model of consumer demand, but that does not use the most criticized assumptions of this model. Some empirical results are presented. Practical applications of the model are discussed.
TL;DR: In this article, the authors introduce a new JCR feature, Trends, which summarises developments and discusses pending and ongoing research in specific areas of consumer behavior, and it is hoped that Trends will stimulate further discussion and research in these areas.
Abstract: This article introduces a new JCR feature. In addition to summarizing developments and discussing pending and ongoing research in specific areas of consumer behavior, it is hoped that Trends will stimulate further discussion and research in these areas.
TL;DR: In this article, two-level factor analyses were performed upon data from large samples of subscribers to product testing magazines in the U.S. and Germany, and cross cultural comparisons showed strong similarities of patterns in attitudes and behavior with regard to the purchase process and market environment.
Abstract: Separate two-level factor analyses were performed upon data from large samples of subscribers to product testing magazines in the U.S. and Germany. Cross cultural comparisons show strong similarities of patterns in attitudes and behavior with regard to the purchase process and market environment. Differences seem mostly related to importance of brand name and advertising in the U.S. and the tendency of the Germans to include more variables in factors overall—perhaps linked to traditional German thoroughness.
TL;DR: The authors found that even one exposure to a commercial produced favorable attitudes towards the advertised product, however, additional exposures were necessary to influence the children to expend more effort than the control group to obtain the advertised products.
Abstract: A study on TV advertising and low income children suggested that even one exposure to a commercial produced favorable attitudes towards the advertised product. Additional exposures were necessary, however, to influence the children to expend more effort than the control group to obtain the advertised product.
TL;DR: A study which investigated the possibility of controlling accidental childhood poisoning by designing packages and labels to reduce children's attraction toward these products found that such an approach to poison control is feasible.
Abstract: This article reports findings of a study which investigated the possibility of controlling accidental childhood poisoning by designing packages and labels to reduce children's attraction toward these products. The major conclusion of the article is that such an approach to poison control is feasible.
TL;DR: It is concluded that valid comparisons between the performance of competing multiattribute attitude models must be made between optimally-scaled versions.
Abstract: A method Is proposed for determining the best possible fit that can be obtained by rescaling the multiplicative components of multiattribute attitude models. This optimal scaling approach is illustrated on both cross-sectional and intra-individual data. It is concluded that valid comparisons between the performance of competing multiattribute attitude models must be made between optimally-scaled versions.
TL;DR: In this paper, multidimensional contingency table analysis is applied to questions of which set of variables should constitute the distinguished base from which segments are formed, and empirical applications that illustrate a general analytical approach and possible uses of the methodology in segmentation studies of consumer behavior are also discussed.
Abstract: Multidimensional contingency table analysis is applied to questions of which set of variables should constitute the distinguished base from which segments are formed. Empirical applications that illustrate a general analytical approach and possible uses of the methodology in segmentation studies of consumer behavior are also discussed.
TL;DR: In this article, preference for alternative types of individuals sought out as product consultants in a new product evaluation task was studied and a strong preference for consultants similar on certain ability dimensions was demonstrated.
Abstract: Preferences for alternative types of individuals sought out as product consultants in a new product evaluation task were studied. In an “overt choice” manipulation a strong preference for consultants similar on certain ability dimensions was demonstrated. These results were not replicated in a more sterile profile evaluation task setting.
TL;DR: In this paper, a consumer decision-making aid which, in principle, could help reduce the problems associated with the large quantities of increasingly complex information necessary for purchase decisions is presented.
Abstract: This paper outlines a consumer decision-making aid which, in principle, could help reduce the problems associated with the large quantities of increasingly complex information necessary for purchase decisions. The limitations and potential of this method are discussed, and an example is given.
TL;DR: In this paper, Campbell et al. presented a Simultaneous Equation model for the division of household labor, which was later extended to account for the use of time in home economics.
Abstract: Becker, Gary S. (1965), "A Theory of the Allocation of Time," Economic Journal, 75, 493-517. Berk, Richard and Berk, Sarah Fenstermaker (1976), "A Simultaneous Equation Model for the Division of Household Labor," revision of paper presented at 1976 Annual Meetings of the American Academy for the Advancement of Science. Ferber, Marianne A. and Birnbaum, Bonnie G. (1977), "The 'New Home Economics': Retrospects and Prospects," The Journal of Consumer Research, 4, 19-28. Poloma, Margaret and Garland, T. Neal (1971), "On the Social Construction of Reality: Reported Husband-Wife Differences," Sociological Focus, 5, 40-54. Robinson, John P. and Converse, Philip (1972), "Social Changes as Reflected in the Use of Time," in The Human Meaning of Social Change, eds. Angus Campbell and Philip Converse, New York: Russell Sage. (1977), How Americans Use Time, New York: Praeger. Schultz, Theodore, ed. (1974), Economics of the Family, Chicago: University of Chicago Press.