Journal ArticleDOI
Why we buy what we buy: A theory of consumption values
TLDR
In this article, the authors present a theory developed to explain why consumers make the choices they do, including the choice to buy or not buy (or to use or not use) cigarettes and the choice of one type of cigarette over another.About:
This article is published in Journal of Business Research.The article was published on 1991-03-01. It has received 3502 citations till now. The article focuses on the topics: Consumer choice & Consumption (economics).read more
Citations
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Journal ArticleDOI
Consumer perceived value: The development of a multiple item scale
TL;DR: In this article, the authors developed a 19-item measure, PERVAL, that can be used to assess customers' perceptions of the value of a consumer durable good at a brand level.
Journal ArticleDOI
Experiential value: Conceptualization, measurement and application in the catalog and Internet shopping environment.
TL;DR: In this paper, an experiential value scale (EVS) reflecting the benefits derived from perceptions of playfulness, aesthetics, customer "return on investment" and service excellence is developed and tested in the Internet and catalog shopping context.
Journal ArticleDOI
Customer Engagement: Exploring Customer Relationships Beyond Purchase
TL;DR: In this article, the authors explore the nature and scope of customer engagement, which is a vital component of relationship marketing, and define CE as the intensity of an individual's participation in and connection with an organization's offerings and/or organizational activities, which either the customer or the organization initiate.
Journal ArticleDOI
Measuring Perceptions of Brand Luxury
TL;DR: In this paper, a theoretical framework of the brand-luxury construct that leads to a specification of the dimensions of luxury as applied to brands is discussed, along with a consideration of the theoretical and practical implications regarding the symbolic use of luxury brands for the public policymaker and consumer.
Journal ArticleDOI
Modelling the relationship between perceived value, satisfaction and repurchase intentions in a business‐to‐business, services context: an empirical examination
TL;DR: The authors examined the relationship between four key post-purchase constructs: perceived performance, satisfaction, perceived value, and repurchase intentions, in a causal path framework in an empirical study of business-to-business professional services.
References
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Book
Diffusion of Innovations
TL;DR: A history of diffusion research can be found in this paper, where the authors present a glossary of developments in the field of Diffusion research and discuss the consequences of these developments.
Book
A Theory of Human Motivation
Abstract: 1. The integrated wholeness of the organism must be one of the foundation stones of motivation theory. 2. The hunger drive (or any other physiological drive) was rejected as a centering point or model for a definitive theory of motivation. Any drive that is somatically based and localizable was shown to be atypical rather than typical in human motivation. 3. Such a theory should stress and center itself upon ultimate or basic goals rather than partial or superficial ones, upon ends rather than means to these ends. Such a stress would imply a more central place for unconscious than for conscious motivations. 4. There are usually available various cultural paths to the same goal. Therefore conscious, specific, local-cultural desires are not as fundamental in motivation theory as the more basic, unconscious goals. 5. Any motivated behavior, either preparatory or consummatory, must be understood to be a channel through which many basic needs may be simultaneously expressed or satisfied. Typically an act has more than one motivation. 6. Practically all organismic states are to be understood as motivated and as motivating. 7. Human needs arrange themselves in hierarchies of prepotency. That is to say, the appearance of one need usually rests on the prior satisfaction of another, more pre-potent need. Man is a perpetually wanting animal. Also no need or drive can be treated as if it were isolated or discrete; every drive is related to the state of satisfaction or dissatisfaction of other drives. 8. Lists of drives will get us nowhere for various theoretical and practical reasons. Furthermore any classification of motivations
Journal ArticleDOI
Attitudinal effects of mere exposure.
TL;DR: The exposure-attitude hypothesis as discussed by the authors suggests that mere repeated exposure of the individual to a stimulus object enhances his attitude toward it, i.e., exposure is meant a condition making the stimulus accessible to the individual's perception.
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