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Journal ArticleDOI

Dimensions of Marital Roles in Consumer Decision Making

01 May 1970-Journal of Marketing Research (SAGE PublicationsSage CA: Los Angeles, CA)-Vol. 7, Iss: 2, pp 168-177
TL;DR: The authors make oversimplified assumptions about the structure of husband-wife roles in consumer decisions and the sufficiency of responses from one spouse, and make assumptions about how well one spouse responds to questions about the dimensionalit...
Abstract: Researchers often make oversimplified assumptions about the structure of husband-wife roles in consumer decisions and the sufficiency of responses from one spouse. Questions about the dimensionalit...
Citations
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Journal ArticleDOI
TL;DR: This paper examined how males process messages, when gender differences in processing are likely to occur, and whether variance in either information availability (the extent of message encoding) or information accessibility (the richness of message decoding) is likely to mediate such differences.
Abstract: Existing research suggests that, relative to males, females often are more concerned with the particulars of message claims when processing advertising messages. This research examines how males process messages, when gender differences in processing are likely to occur, and whether variance in either information availability (the extent of message encoding) or information accessibility (the richness of message encoding) is likely to mediate such differences. The findings suggest that whether gender differences in processing occur depends on the nature of the response task and the level of cue incongruity contained in the message. Differences in the accessibility of message cues and in the genders' likelihood of using alternative processing strategies seem likely to account for these findings.

772 citations

Journal ArticleDOI
TL;DR: The authors reviewed existing research on household decision making in terms of three questions: (1) which family members are involved in economic decisions, (2) what is the nature of family decision processes, and (3) are decision outcomes affected by differences in family role structure and decision strategies.
Abstract: Existing research on household decision making is reviewed in terms of three questions: (1) Which family members are involved in economic decisions? (2) What is the nature of family decision processes? and (3) Are decision outcomes affected by differences in family role structure and decision strategies? Problem areas related to each of these questions are discussed, including an overemphasis on decision roles rather than processes and outcomes, noncomparable and insufficient measures of purchase influence, and marketing's preference for individual-based models of consumer behavior.

491 citations


Cites background from "Dimensions of Marital Roles in Cons..."

  • ...Three studies of automobile buying, for example, all show wives' influence to increase as one moves from the decision on make to that on model and finally on color (i.e., Conway/Milliken Research, 1969; Davis, 1970; Starch, 1958)....

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  • ...Empirical research has also investigated marital roles in the purchase of home furnishings (Davis, 1970; Green and Cunningham, 1975; Jaffe Associates, n.d.; Scott, 1970; Woodside, 1975)....

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  • ..., Blood and Wolfe, 1960; Davis and Rigaux, 1974; Green and Cunningham, 1975; Haley et al., 1975; Sharp and Mott, 1956; Wolgast, 1958). More detailed data about marital roles in savings and insurance decisions are contained in the Starch (1958) report and in panel data collected by Ferber and Nicosia (1972)....

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  • ...8 Partial support for this typology of decisions and activities is found in a study of husband-wife influence in 12 automobile and furniture purchase decisions (Davis, 1970)....

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  • ...11 A more detailed description of each strategy is contained in Davis (1972b). Sheth and Cosmas (1975) have also studied four alternative decision strategies in the purchase of automobiles and furniture-problem solving, persuasion, bargaining,...

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Journal ArticleDOI
TL;DR: In this paper, the influence exerted by husbands and wives at different stages in the decision process was examined for 25 economic decisions in a convenience sample of Belgian households in which both spouses were questioned.
Abstract: Influence exerted by husbands and wives at different stages in the decision process was examined for 25 economic decisions in a convenience sample of Belgian households in which both spouses were questioned. The analysis considers changes in marital roles throughout decision-making and extent of role consensus within families. Implications are discussed in relation to communication strategies as well as for research on household economic behavior.

475 citations

Book
20 Nov 1997
TL;DR: In this paper, the authors present the scope and limitations of economic analysis of tourism, including the microfoundations of tourism demand, the theory of tourism supply and its market structure, and the structure, performance and strategies of tourism firms.
Abstract: 1. The scope and limitations of economic analysis 2. The microfoundations of tourism demand 3. Empirical studies of tourism demand 4. The theory of tourism supply and its market structure 5. The structure, performance and strategies of tourism firms 6. Tourism in an international context 7. Tourism and environmental issues 8. Environmental valuation and sustainability 9. Conclusions

440 citations


Cites background from "Dimensions of Marital Roles in Cons..."

  • ...Davis and Whinston (1961). While they were concerned with strategies by householders to under-invest in their properties, acting as free riders and so leading to the creation of slums, their argument can be considered in reverse whereby intervention by public agencies to conserve and improve the environment will result in the enhancement of, say, land values and rents....

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Journal ArticleDOI
TL;DR: The authors examined decision-making patterns among teen-age consumers and found that several factors associated with several stages in the decision making process (information seeking, product evaluation, and purchase) as well as "anticipatory" cognitions regarding family decision making are examined within the context of general theories of socialization.
Abstract: This article examines decision-making patterns among teen-age consumers. Variables associated with several stages in the decision-making process (information seeking, product evaluation, and purchase), as well as “anticipatory” cognitions regarding family decision making are examined within the context of general theories of socialization.

418 citations

References
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Journal ArticleDOI
TL;DR: In this article, how husbands and wives describe their roles in making purchasing decisions, and how well their respective plans are fulfilled, are their purchase plans different and are their plans fulfilled?
Abstract: How do husbands and wives describe their roles in making purchasing decisions? Are their purchase plans different? And how well are their respective plans fulfilled?Some answers to these questions ...

98 citations