Showing papers in "Journal of Consumer Research in 1982"
TL;DR: In this paper, the authors argue for the recognition of important experiential aspects of consumption, such as the symbolic, hedonic, and esthetic nature of the experience of consumption.
Abstract: This paper argues for the recognition of important experiential aspects of consumption. Specifically, a general framework is constructed to represent typical consumer behavior variables. Based on this paradigm, the prevailing information processing model is contrasted with an experiential view that focuses on the symbolic, hedonic, and esthetic nature of consumption. This view regards the consumption experience as a phenomenon directed toward the pursuit of fantasies, feelings, and fun.
7,029 citations
TL;DR: The self-concept literature in consumer behavior can be characterized as fragmented, incoherent, and highly diffuse as mentioned in this paper, and the authors of this paper critically review selfconcept theory and research in consumer behaviour and provide recommendations for future research.
Abstract: The self-concept literature in consumer behavior can be characterized as fragmented, incoherent, and highly diffuse. This paper critically reviews self-concept theory and research in consumer behavior and provides recommendations for future research.
3,085 citations
TL;DR: In this article, consumer perceptions of reference group influence on product and brand decisions were examined using 645 members of a consumer panel and 151 respondents in a followup study using a nested repeated measures design.
Abstract: Consumer perceptions of reference group influence on product and brand decisions were examined using 645 members of a consumer panel and 151 respondents in a followup study. Differences for 16 products in informational, value expressive, and utilitarian influence were investigated in a nested repeated measures design. The results support hypothesized differences in reference group influence between publicly and privately consumed products and luxuries and necessities.
1,868 citations
TL;DR: This paper showed that adding an asymmetrically dominated alternative to a choice set can increase the probability of choosing the item that dominates it, which points to the inadequacy of many current choice models and suggests product line strategies that might not otherwise be intuitively plausible.
Abstract: An asymmetrically dominated alternative is dominated by one item in the set but not by another. Adding such an alternative to a choice set can increase the probability of choosing the item that dominates it. This result points to the inadequacy of many current choice models and suggests product line strategies that might not otherwise be intuitively plausible.
1,545 citations
TL;DR: The representation of affect can take a variety of forms, including motor responses and somatic reactions as mentioned in this paper, which explains why cognitive methods of preference change that are directed at only one form of representation have seldom been effective.
Abstract: Affective factors play an important role in the development and maintenance of preferences. The representation of affect can take a variety of forms, including motor responses and somatic reactions. This explains why cognitive methods of preference change that are directed at only one form of representation have seldom been effective.
1,070 citations
TL;DR: In this article, the effects of information load on consumer decision-making were investigated, and respondents experienced information overload when they were provided with 10, 15, 20, or 25 choice alternatives or with information on 15 or 20 attributes.
Abstract: In an experimental investigation of the effects of information load on consumer decision making, respondents experienced information overload when they were provided with 10, 15, 20, or 25 choice alternatives or with information on 15, 20, or 25 attributes. Alternative measures of the dependent variable yielded similar results, thus enhancing confidence in these findings.
751 citations
TL;DR: In this paper, it is argued that the very nature of progress in theoretical research argues against attempting to maximize external validity in the context of any single study, and the argument for both a sophisticated and a common sense version of this contention is refuted.
Abstract: Many researchers feel that external validity must be emphasized even in theoretical research. The argument for both a sophisticated and a common sense version of this contention is refuted in this paper. It is concluded that the very nature of progress in theoretical research argues against attempting to maximize external validity in the context of any single study.
628 citations
TL;DR: In this paper, methods developed within the field of cognitive psychology are presented to supplement the standard process tracing methods commonly used by consumer researchers, addressing memory and attentional processes that may occur below the level of consciousness.
Abstract: While consumer researchers have evinced considerable interest in cognitive processes in decision making, work has centered on the conscious mental manipulation of product information. This paper addresses memory and attentional processes that may occur below the level of consciousness. Methods developed within the field of cognitive psychology are presented to supplement the standard process tracing methods commonly used by consumer researchers.
621 citations
TL;DR: In this paper, the ability to recognize consumption symbolism was examined in six age groups and compared between males/females and higher/lower social class subjects using photographs of automobiles and houses.
Abstract: Communicating through consumption choices involves decoding information about others based upon observations of their consumption behavior. Using photographs of automobiles and houses, the ability to recognize consumption symbolism is examined in six age groups and compared between males/females and “higher”/“lower” social-class subjects. Grade school is found to be the time during which most consumption decoding skills are attained.
607 citations
TL;DR: In this paper, an attribution model of information processing is proposed and experimentally tested to explain the alleged disproportionate weighting of unfavorable product information, as compared to favorable product ratings on the same attributes, which prompt significantly stronger attributions to product performance, belief strength, and affect toward products.
Abstract: An attribution model of information processing is proposed and experimentally tested to explain the alleged disproportionate weighting of unfavorable product information. The findings of the experiment generally support hypotheses proposing that unfavorable ratings, as compared to favorable product ratings on the same attributes, prompt significantly stronger attributions to product performance, belief strength, and affect toward products.
578 citations
TL;DR: In this paper, the authors examine the effects of extrinsic cues on consumer perceptions of financial and performance risk involved with innovative product concepts, including warranty quality, warrantor reputation, and price.
Abstract: Warranty quality, warrantor reputation, and price were manipulated in five separate experiments that were designed to examine the effects of these extrinsic cues on consumer perceptions of the financial and performance risk involved with innovative product concepts. The important role of the warranty as a mechanism for allaying consumers' financial risk perceptions was consistently demonstrated in all five experiments.
TL;DR: The authors discusses how the usefulness of experimental results is affected by a consumer researcher's treatment of unmanipulated background factors in designing and analyzing the experiment, and how this affects the generalizability issues in experimental consumer research.
Abstract: This paper is concerned with generalizability issues in experimental consumer research. In particular, it discusses how the usefulness of experimental results is affected by a consumer researcher's treatment of unmanipulated “background” factors in designing and analyzing the experiment.
TL;DR: This paper examined role overload as a possible explanation for the lack of direct links between working-wife families and convenience consumption, and combined role overload with factors from past research in a structural-equation model.
Abstract: This paper examines role overload as a possible explanation for the lack of direct links between working-wife families and convenience consumption. Role overload is combined with factors from past research in a structural-equation model. Parameters are estimated using LISREL IV on data provided by an area cluster sample of 186 households from the Milwaukee SMSA. The resultant model is generally supportive of the proposed theory.
TL;DR: In this paper, the authors address the issue of post-purchase processes of consumers who complain about purchase experiences and propose hypotheses about complaining consumers' satisfaction or dissatisfaction with organizational response and their subsequent repurchase behavior.
Abstract: This paper addresses the issue of post-purchase processes of consumers who complain about purchase experiences. Hypotheses about complaining consumers' satisfaction or dissatisfaction with organizational response and their subsequent repurchase behavior are proposed and empirically tested using data from consumers who complained to a major oil company.
TL;DR: Two weeks of daily exposure to televised food and beverage messages at a summer camp altered five- to eight-year-old children's afternoon snack choices and children who viewed candy commercials picked significantly more candy over fruit as snacks.
Abstract: Two weeks of daily exposure to televised food and beverage messages at a summer camp altered five- to eight-year-old children's afternoon snack choices. Children who viewed candy commercials picked significantly more candy over fruit as snacks. Eliminating the candy commercials proved as effective in encouraging the selection of fruit as did exposing the children to fruit commercials or nutritional public service announcements.
TL;DR: In this article, a variable network is deduced from Flshbein and Ajzen's writings that explicitly models complex variable interdependencies not previously subjected to empirical testing, and the findings from an experimental test support a model in which normative variables mediate the effects of both cognitive and normative information on behavioral intentions.
Abstract: Flshbein and Ajzen have proposed a theory in which behavioral intention formation is a function of the separable effects of attitude and the social norm. A variable network is deduced from their writings that explicitly models complex variable interdependencies not previously subjected to empirical testing. The findings from an experimental test support a model in which normative variables mediate the effects of both cognitive and normative information on behavioral intentions. Implications for the theory's central equations and for information processing in general are discussed.
TL;DR: This paper presented the results of a longitudinal study using a two-wave panel of adolescents with lag greater than a year and attempted to answer some questions regarding the effects of television advertising in the short run as well as in the long run.
Abstract: While many research questions regarding the effects of television advertising in consumer socialization require longitudinal research designs, nearly all previous research studies in the area have been cross-sectional or experimental This article presents the results of a longitudinal study using a two-wave panel of adolescents with lag greater than a year The study attempts to answer some questions regarding the effects of television advertising in the short run as well as in the long run
TL;DR: This article showed that concurrent verbal protocols showed significantly different processing patterns in both memory-retrieval and choice stemming from the experimental manipulations, and that subjects learned product information presented in various formats, either expecting a subsequent recall task or incidental to making a choice.
Abstract: Subjects learned product Information presented in various formats, either expecting a subsequent recall task or incidental to making a choice. They then retrieved information from memory or made a choice based on it. Analysis of concurrent verbal protocols showed significantly different processing patterns in both memory-retrieval and choice stemming from the experimental manipulations.
TL;DR: The authors examined the cognitive effects of advertising repetition by considering the impact of three levels of TV commercial exposure within a one-hour program and found that attitudes and purchase intentions were not affected by message repetition, although cognitive responses became more negative as exposure frequency increased.
Abstract: The cognitive effects of advertising repetition are examined by considering the impact of three levels of TV commercial exposure within a one-hour program. Attitudes and purchase intentions were not affected by message repetition, although cognitive responses became more negative as exposure frequency increased. The relationship between cognitive responses and the message acceptance measures was relatively constant across the three exposure levels.
TL;DR: In this paper, the authors evaluated the impact of eight in-store information environments on consumer processing of price information and found that the format of information provision significantly affected subjects' cognitive, affective, and behavioral responses.
Abstract: A laboratory experiment evaluated the impact of eight in-store information environments on consumer processing of price information. Results reveal that the format of information provision significantly affected subjects' cognitive, affective, and behavioral responses. Findings suggest that both item marking and a list of unit prices facilitate processing of grocery-store prices.
TL;DR: For example, Hunt et al. as discussed by the authors studied priority patterns and consumer behavior in the U.S. and found that priority patterns were correlated with the demand for household durable goods.
Abstract: Patterns," in Advances in Consumer Research, Vol. 5, ed. Keith H. Hunt, Ann Arbor: Association for Consumer Research, pp. 119-25. Lykken, David T. (1968), "Statistical Significance in Psychological Research," Psychological Bulletin 70, 151-59. McFall, John (1969), "Priority Patterns and Consumer Behavior," Journal of Marketing, 33, 50-55. Paroush, Jacob (1965), "The Order of Acquisition of Consumer Durables," Econometrica, 33, 225-35. Pyatt, F. Graham (1964), Priority Patterns and the Demand for Household Durable Goods, Great Britain: Cambridge University Press. United States Department of Commerce (1979), Statistical Abstract of U.S., 100th ed., Bureau of Census.
TL;DR: The authors characterizes joint decision-making as being reached by a muddling-through process rather than by a synoptic strategy and characterizes the joint decision making as being effectively based on three conflict-avoiding heuristics.
Abstract: This study characterizes joint decision-making as being reached by a muddling-through process rather than by a synoptic strategy. In spite of this muddling-through, joint decision-making is conceptualized as being effectively based on three conflict-avoiding heuristics.
TL;DR: In this paper, different advertising effects on purchase behavior of consumers of varying brand loyalty were investigated, and the effects of increased advertising carry over for a few months after advertising is lowered back to normal levels.
Abstract: Different advertising effects on purchase behavior of consumers of varying brand loyalty are investigated. In a frequently purchased product class, consumers of high loyalty increase brand and product purchase when advertising for that brand increases. Little switching occurs from competitive brands into the advertised brand. At low loyalties there is little impact. Effects of increased advertising carry over for a few months after advertising is lowered back to normal levels.
TL;DR: Weinstein et al. as mentioned in this paper used regression on dummy variables in management research to estimate the effect of advertising on family consumption and found that attrition bias in the estimation of Econometric Models from Panel Data.
Abstract: Certain Structural Equation Estimators," Economic Research Program, Princeton, Research Memorandum 48. Summers, Robert (1968), "A Capital Intensive Approach to the Small Sample Properties of Various Simultaneous Equation Estimators," Econometrica, 33, 1-41. Searle, Samuel R., and Udell, John G. (1970), "The Use of Regression on Dummy Variables in Management Research," Management Science, 16, 397-410. Weinstein, David, and Farley, John U. (1974), "Market Segmentation and Parameter Inequalities in a Buyer Behavior Model," Journal of Business, 48, 526-40. Winer, Russell S. (1980), "Estimation of a Longitudinal Model to Decompose the Effects of and Advertising Stimulus on Family Consumption," Management Scierice, 26, 471-82. (1981), "Attrition Bias in the Estimation of Econometric Models from Panel Data," in Advances in Consumer Research, Vol. 8, ed. Kent B. Monroe, Ann Arbor: Association for Consumer Research.
TL;DR: In this paper, a field experiment, refrigerator energy labels and sales staff emphasis were manipulated in an attempt to help consumers make energy conserving choices when buying major durables, and the results showed that energy information was most effective in the low price market segment when consumers were choosing between manual and frost-free refrigerators.
Abstract: A number of barriers deter consumers from making energy conserving choices when buying major durables. In a field experiment, refrigerator energy labels and sales staff emphasis were manipulated in an attempt to help put these barriers into perspective. Energy information was most effective in the low price market segment when consumers were choosing between manual and frost-free refrigerators.
TL;DR: This article showed that either support or counterarguing partially mediates every effect of the ad content manipulations on all three elements of cognitive structure, but cognitive responses did not mediate all of the treatmentinduced variation in cognitive structure.
Abstract: A central assumption of a combined cognitive response/cognitive structure model of communication is that cognitive responses mediate message effects on belief, attitude, and behavioral intention elements of cognitive structure. This key proposition was tested in a laboratory experiment in which subjects were exposed to advertisements containing varying information about a new brand. The results suggest that either support or counterarguing partially mediate every effect of the ad content manipulations on all three elements of cognitive structure. However, cognitive responses did not mediate all of the treatment-induced variation in cognitive structure. Alternative explanations for the results and issues and directions for future theoretical development and research are discussed.
TL;DR: In this paper, a self-perception-based influence technique for stimulating socially conscious consumption is proposed, which is tested for influencing consumers perceptions of effectiveness along with their propensities to consume in an energy-efficient fashion.
Abstract: This study recommends self-perception based influence techniques for stimulating socially conscious consumption. One such technique - an attribution/labelling message - is tested for influencing consumers perceptions of effectiveness along with their propensities to consume in an energy-efficient fashion; messages were delivered through specially prepared television commercials. Results suggest that self-perception based strategies merit further examination as tools for stimulating conservation. 20 references, 1 figure, 2 tables.
TL;DR: In this paper, the authors describe the pick-any-based approach to data collection and analysis and illustrate examples that support its face validity, reliability, and convergent validity with other multidimensional scaling techniques.
Abstract: The recently developed “pick-any” approach to data collection and analysis is described and illustrated by examples that support its face validity, reliability, and convergent validity with other multidimensional scaling techniques. Some solutions to problems that arise in applying the pick-any procedure are suggested, and potential extensions are proposed for use of the procedure in perceptual mapping applications.
TL;DR: Inhelder, Barbel, and Piaget, Jean (1958), The Growth of Logical Thinking from Childhood to Adolescence, New York: Basic Books as mentioned in this paper, and Peterson, Rita (1970), "Intellectual development beyond elementary school II: Ratio, A Survey," School Science and Mathematics, 70, 813-20.
Abstract: Inhelder, Barbel, and Piaget, Jean (1958), The Growth of Logical Thinking from Childhood to Adolescence, New York: Basic Books. Karplus, Robert, Karplus, Elizabeth, and Wollman, Warren (1974), "Intellectual Development Beyond Elementary School IV: Ratio, The Influence of Cognitive Style," School Science and Mathematics, 74, 476-82. , and Peterson, Rita (1970), "Intellectual Development Beyond Elementary School II: Ratio, A Survey," School Science and Mathematics, 70, 813-20. Keating, Daniel (1980), "Adolescent Thinking," in Handbook of Adolescence, ed. Joseph Adelson, New York: Wiley-Interscience. Kuhn, Deanna (1979a), "The Relevance of Piaget's Stage of Formal Operations in the Study of Adulthood Cognition," Genetic Epistemologist, 8, 1-3. (1979b), "The Significance of Piaget's Formal Operations Stage in Education," Journal of Education, 161, 34-50. Lunzer, E. A. (1965), "Problems of Formal Reasoning in Test Situations," in European Research in Cognitive Development, ed. Paul H. Mussen, Monograph of the Society for Research in Cognitive Development, 30, 19-41. , and Pumfrey, P. D. (1966), "Understanding Proportionality," Mathematics Teaching, 34, 7-12. Neimark, Edith (1975), "Intellectual Development During Adolescence," in Review of Child Development Research, Vol. 4, ed. Frances Horowitz, Chicago: University of Chicago Press. Papalia, Diane, and DelVento Bielby, Denise (1974), "Cognitive Functioning in Middle and Old Age Adults: A Review of Research Based on Piaget's Theory," Human Development, 17, 424-43. Russo, J. Edward (1977), "The Value of Unit Price Information," Journal of Marketing Research, 16, 193-201. ,Krieser, Gene, and Miyashita, Sally (1975), "An Effective Display of Unit Price Information," Journal of Marketing, 39, 11-19. Wohlwill, J. (1973), The Study of Behavioral Development, New York: Academic Press.
TL;DR: In this article, major advances in travel-mode choice modeling are reviewed, including a shift from aggregate to disaggregate models and a shift away from physical and economic variables to cognitive and behavioral variables.
Abstract: Major advances in travel-mode choice modeling are reviewed. These include a shift from aggregate to disaggregate models and a shift from physical and economic variables to cognitive and behavioral variables. Developments in mode-choice studies are assessed, and possible directions for future development are suggested.