Showing papers on "Consumer behaviour published in 1992"
TL;DR: In this paper, the authors investigate the conceptualization and measurement of service quality and the relationships between service quality, consumer satisfaction, and purchase intentions, and investigate the relationship between the two factors.
Abstract: The authors investigate the conceptualization and measurement of service quality and the relationships between service quality, consumer satisfaction, and purchase intentions. A literature review s...
9,593 citations
TL;DR: In this paper, two hypotheses about the effect of context on choice are proposed, one hypothesis is that consumer choice is often influenced by the context, defined by the set of alternatives under consideration.
Abstract: Consumer choice is often influenced by the context, defined by the set of alternatives under consideration. Two hypotheses about the effect of context on choice are proposed. The first hypothesis, ...
1,461 citations
Journal Article•
816 citations
TL;DR: The authors found that consumers' responses to service failures may be influenced by perceptions of procedural and interactional fairness, where procedural fairness is operationalized as the consumer's opportunity to present information and express feelings, or "voice" or "procedural fairness".
765 citations
TL;DR: In this paper, the regret and responsibility of consumers' choices between alternatives between alternatives can be systematically influenced by asking them to anticipate how they would feel if they made the wrong decision.
Abstract: It is suggested that consumers' choices between alternatives can be systematically influenced by asking them to anticipate the regret and responsibility they would feel if they made the wrong decision. Specifically, on the basis of the notion that choices of conventional or default options are associated with lower regret and responsibility, it is proposed that consumers who anticipate how they would feel if they made the wrong decision would be more likely to purchase a currently available item on sale rather than wait for a better sale and more likely to prefer a higher-priced, well-known brand over a less expensive, lesser-known brand. These propositions were supported in three studies. The findings also suggest that an error caused by selection of a lesser-known, lower-priced brand is associated with greater responsibility but less regret than an error caused by a choice of a well-known, higher-priced brand.
748 citations
TL;DR: In this article, three studies were conducted to examine the role of need for cognition on attitudes formed as a result of exposure to advertisements and found that attitudes of high need for cognitive ability individuals were based more on an evaluation of product attributes than were the attitudes of low need to cognition persons.
600 citations
TL;DR: In this article, a measure of a central concept in consumer behavior research is presented, which is related to social-cognitive theories of the self, and the role of attachment in the relationship between people and possessions is discussed.
515 citations
Book•
06 Aug 1992
TL;DR: In this article, the authors explore the principal issues involved in bridging the gap between the pure theory of consumer behavior and its empirical implementation, focusing on the structure of preferences, demographic variables, the treatment of dynamics, and the specification of the stochastic structure of the demand system.
Abstract: This book explores the principal issues involved in bridging the gap between the pure theory of consumer behavior and its empirical implementation. The theoretical starting point is the familiar static, one-period, utility maximizing model in which the consumer allocates a fixed budget among competing categories of goods. The authors focus upon four issues of primary importance in empirical demand analysis: the structure of preferences, the treatment of demographic variables, the treatment of dynamics, and the specification of the stochastic structure of the demand system.
347 citations
TL;DR: Reference price formation does have significant effects on consumer behavior as mentioned in this paper, with consumers two and a half times more responsive to egg price increases that are in excess of the reference price than they are to comparable egg price decreases.
Abstract: Although there has been a good deal of research on incorporating the effects of reference price formation into empirical models of consumer buying behavior, little formal theoretical work had been undertaken to date This paper incorporates reference price effects into the traditional economic theory of consumer choice, and examines the effects of reference price formation on the results of the traditional theory, its marketing implications, and the implications for empirical models which examine the effects of reference price formation on actual consumer behavior Several implications of the theoretical model are empirically tested using weekly retail egg sales data from Southern California This analysis indicates that reference price formation does have significant effects on consumer behavior Furthermore, these effects are asymmetric with consumers two and a half times more responsive to egg price increases that are in excess of the reference price than they are to comparable egg price decreases
345 citations
TL;DR: In this article, the benefits and costs of the broad array of roles labels serve, with evaluation of alternative regimes based on their impacts on consumer behavior and seller strategy, are evaluated.
Abstract: Food labels play important third-party roles in the food marketing system through their impact on product design, advertising, consumer confidence in food quality, and consumer education on diet and health. However, current analysis focuses overwhelmingly on the label's direct use as a point-of-purchase shopping aid, even though such use is limited by consumers' information processing abilities and time. In rewriting label regulations, policy makers should consider the benefits and costs of the broad array of roles labels serve, with evaluation of alternative regimes based on their impacts on consumer behavior and seller strategy.
334 citations
Book•
01 Jan 1992
TL;DR: An account of the detrimental effects of consumption and consumer behaviour on the world's natural environment is given in this article, which discusses the use of resources, pollution, and the distortions created in the economies of both wealthy industrialized nations and Third World countries.
Abstract: An account of the detrimental effects of consumption and consumer behaviour on the world's natural environment. It discusses the use of resources, pollution, and the distortions created in the economies of both wealthy industrialized nations and Third World countries.
Journal Article•
TL;DR: In this paper, the authors use a short, valid, reliable self-report scale to measure consumer innovativeness and use this scale to identify the potential earliest buyers in a specific product category.
Abstract: Describes the use of a short, valid, reliable self‐report scale to
measure consumer innovativeness. Suitable for mail questionnaire or
personal interview, this six‐item, Likert‐type scale enables marketers
and researchers to identify accurately the potential earliest buyers in
a specific product‐market category. Used a survey of 135 adult women to
show how the scale performs by giving valuable insights into the
fashionable clothing market.
TL;DR: In this paper, the authors investigate whether the use of segmentation can improve the accuracy of sales forecasts based on stated purchase intent and show that using segmentation improves the forecast accuracy.
Abstract: The authors investigate whether the use of segmentation can improve the accuracy of sales forecasts based on stated purchase intent. The common current practice is to prepare a sales forecast by us...
TL;DR: In this paper, the authors present three studies offering evidence for the positive role of casual interpersonal touch on consumer behavior and provide initial support for the view that tactile stimulation in various consumer behavior situations enhances the positive feeling for and evaluation of both the external stimuli and the touching source.
Abstract: Tactile behavior is a basic communication form as well as an expression of interpersonal involvement. This article presents three studies offering evidence for the positive role of casual interpersonal touch on consumer behavior. More specifically, it provides initial support for the view that tactile stimulation in various consumer behavior situations enhances the positive feeling for and evaluation of both the external stimuli and the touching source. Further, customers touched by a requester tend to comply more than customers in no-touch conditions. Implications for consumer behavior theory and research are discussed.
TL;DR: In this article, the authors developed and tested a model of the effects of perceived consumption visibility and superordinate group influence on new product intention formation and found that perceived visibility of consumption significantly affects consumers' predictions of normative outcomes (i.e., social approval from referents).
Abstract: The social context of new product adoption behavior is a key aspect of the diffusion of innovations. Yet little is known about the process by which social contextual factors influence individual adoption decisions. This research develops and tests a model of the effects of perceived consumption visibility and superordinate group influence on new product intention formation. A structural equation model is used in an experimental design to provide a comprehensive view of variable interdependencies and to incorporate measurement error. Key findings indicate that (1) perceived visibility of consumption significantly affects consumers' predictions of normative outcomes (i.e., social approval from referents) and (2) superordinate group influence has a direct effect on consumers' perceptions of consumption visibility and expectations of both personal (i.e., intrinsically valued product benefits) and normative outcomes from early adoption. The results have important implications for understanding the role of consumption symbols as mechanisms for social differentiation and integration.
TL;DR: In this paper, a more comprehensive model is developed that incorporates the decision to travel or not and the time and budget allocations, as well as the choice of tour in one utility function with nontourism goods.
TL;DR: In this paper, the authors consider the concept of symbolic interactionism within the context of consumer behavior and examine the implications for market strategy through segmentation variables, consumer and group characteristics, and general exemplary concepts.
Abstract: Considers the concept of symbolic interactionism within the context of consumer behaviour. Examines the implications for market strategy through segmentation variables, consumer and group characteristics, and general exemplary concepts. Surmises that marketers can create a product′s symbolic image, and should manage that image through a clear and consistent marketing program.
TL;DR: A study by telephone interview of 325 medium-sized business owners in the USA showed that positive word-of-mouth is a powerful factor in the purchase of financial services but is less effective in predicting eventual service satisfaction.
Abstract: Bank marketers are making considerable efforts to increase the satisfaction of their commercial customers because satisfied customers are known to display higher levels of source loyalty and to be less vulnerable to the marketing efforts of competitors. A third reason is to create positive word‐of‐mouth among their peer and advisory communities. This study by telephone interview of 325 medium‐sized business owners in the USA shows that positive word‐of‐mouth is a powerful factor in the purchase of financial services but is less effective in predicting eventual service satisfaction.
TL;DR: In this paper, the authors discuss suggestions for improving both the behavioral and attitudinal components of loyalty measurement and propose a theory of psychological commitment as a basis for better operationalizing the attitudinal component of loyalty.
Abstract: Although the construct of consumer loyalty has received considerable attention in the consumer behavior literature, its recent application to recreation and tourist behavior has not sufficiently addressed several theoretical and methodological issues. Following a critique of loyalty research in the leisure literature, we discuss suggestions for improving both the behavioral and attitudinal components of loyalty measurement. Crosby and Taylor's (1983) theory of psychological commitment is proposed as a basis for better operationalizing the attitudinal component of loyalty. This conceptualization describes the psychological phenomena that underlie loyalty to leisure goods and services in terms of preference stability (cognitive consistency) and resistance to change. Adopting this cognitive interpretation would allow leisure researchers to avoid some of the operational difficulties currently evident in consumer loyalty measurement.
TL;DR: In this paper, the consumer behavior of the senior market has become an increasingly important area of interest to various public policy makers and travel marketers, and the authors focus on understanding the consumer behaviour of seniors and nonseniors in the U.S. pleasure travel marketplace.
Abstract: Recently, the consumer behavior of the senior market has become an increasingly important area of interest to various public policy makers and travel marketers. This article focuses on understanding the consumer behavior of seniors and nonseniors in the U.S. pleasure travel marketplace. Specifically, the study determines the types of pleasure trips taken and the differences that exist between the groups in the use of package trips, travel agents, and other travel-related characteristics. Demographic profiles of senior and nonsenior pleasure travelers are also delineated. The study findings are used as the bases for suggesting a number of implications for travel marketers.
TL;DR: The Psychology of Unavailability: Explaining Scarcity and Cost Effects on Value as discussed by the authors is a well-known work in social psychology that deals with scarcity and cost effects on value.
Abstract: (1992). The Psychology of Unavailability: Explaining Scarcity and Cost Effects on Value. Basic and Applied Social Psychology: Vol. 13, No. 1, pp. 3-7.
Book•
01 Jan 1992
TL;DR: In this paper, the authors discuss the use of persuasive techniques to reduce vandalism, develop acceptance of price increases, ensure visitor safety, and optimise tourism advertising, and examine behavioural systems framework, mass communication research, research in tourism advertising.
Abstract: This book is an excellent text for marketing, administration, tourism, and commercial recreation courses, as well as for practitioners! The authors discuss the use of persuasive techniques to reduce vandalism, develop acceptance of price increases, ensure visitor safety, and optimise tourism advertising. They also examine behavioural systems framework, mass communication research, research in tourism advertising, and more! Social psychology and mass communications principles will help students and practitioners meet communication challenges.
Book•
01 Jan 1992
TL;DR: In this paper, the effects of the format of labels on consumer responses to labels and the correspondence between actual and experimental behaviour are discussed. But the authors focus on the negative effects of food cancer risk warnings on consumers.
Abstract: Hazardous chemical product labelling - methodology - methodology for the consumer surveys hazardous chemical product labelling - risk valuation - risk valuations and the rationality of consumer behaviour, with Joel Huber, altruistic and private components of risk valuation, with Anne Forrest hazardous chemical product labelling - cognitive processes and behaviour - consumer responses to risk information, with Joel Huber, effects of the format of labels on consumer responses to labels, with Joel Huber, the correspondence between actual and experimental behaviour two studies of other applications of information regulation - home energy audits, with Peter F. Brucato, Jr., and John W. Payne, predicting the effects of food cancer risk warnings on consumers, implications for information provision policies. Appendices: toilet bowl cleaner/no children mall questionnaire insect spray/no children mall questionnaire narrative description of mall intercept questionnaire telephone questionnaire toilet bowl cleaner cards used with mall questionnaire insect spray cards used with mall questionnaire determinants of risk avoidance values multivariate results house description and home energy analysis input sheet five formats of the home energy analysis reports audit protocol for the five formats two questionnaires.
TL;DR: This paper reviewed empirical work relating to both personal and corporate buying behaviour and suggested the IMP framework as a basis for future conceptual work because of its emphasis on the relationships and interactions in the buying process.
Abstract: Examines existing models of buyer behaviour and evaluates their relevance to financial services in the light of the specific characteristics of the sector and its products. Reviews empirical work relating to both personal and corporate buying behaviour and suggests the IMP framework as a basis for future conceptual work because of its emphasis on the relationships and interactions in the buying process.
Posted Content•
TL;DR: This article found that consumer attitudes, as reflected in surveys of consumer sentiment, have a significant influence on household purchases of durable goods and that consumer sentiment can move independently from current economic conditions.
Abstract: This paper finds that consumer attitudes, as reflected in surveys of consumer sentiment, have a significant influence on household purchases of durable goods. Normally, consumer sentiment moves with current economic conditions and bears a stable relationship to a few economic variables. At times of a major economic or political event like the Gulf War, however, consumer sentiment can move independently from current economic conditions. At such times it provides useful information about future consumer expenditures that is not otherwise available.
Posted Content•
01 Jan 1992
TL;DR: Magat and Viscusi as mentioned in this paper conducted a series of extensive surveys to assess the likely response of consumers to risk labeling information on hazardous household chemicals and pesticides and found that consumers are willing to pay for increased product safety under various conditions.
Abstract: How does risk labeling information on hazardous household chemicals and pesticides influence consumer behavior? While many studies speculate on the effects of risk information, Magat and Viscusi draw on a series of extensive surveys to assess the likely response. Their set of original studies of household chemicals, energy audits, and food risk labeling establishes guidelines for the design and evaluation of these informational regulations. Their findings also include new estimates of the valuation of nonfatal health risks, the first estimates in the literature of the role of altruism, and an assessment of the influence of irrational responses to risk. Although economists suggest that giving consumers information about potentially hazardous goods is preferable to direct regulation of product content, implementation of information regulation raises a host of issues that need to be addressed. Magat and Viscusi document the cognitive limitations that consumers have in processing information and break new ground by showing how, given this behavior, the informational regulations should be designed. Case studies assess the degree to which different kinds of consumers notice, remember, and heed printed warnings in a range of wordings and formats. They then examine risk valuation, showing how much consumers are willing to pay for increased product safety under various conditions. A concluding chapter synthesizes the results and discusses their implications for regulatory policy.
TL;DR: In this article, the authors investigate the rationales consumers use when selecting prevalent disposition options (keep, throw away, sell, donate with tax deduction, donate without tax deduction and pass along) and continue the research stream initiated by Hanson (1980a).
Abstract: The ways consumers dispose of usable but no longer wanted products has become an increasingly important issue. While consumers select, acquire, use, and dispose of products, most researchers have focused on the first part of the cycle, limiting attention to brand choice and product acquisition (Rassuli and Harrell 1990). A few consumer theorists have noted that usage and disposition are both important aspects of consumer behavior (Holbrook 1987; Jacoby 1976; Nicosia and Mayer 1976), and the last phase of the process is now receiving increasing public attention. Recently, disposal has been added to definitions of consumer behavior in textbooks and has been highlighted as a relevant topic for research. Consumer researchers introduced disposal as an important topic in the late 1970s (Jacoby, Berning, and Dietvorst 1977); Hanson (1980b) developed a useful model of several salient factors involved in the disposition decision process. After a flurry of interest in consumer disposal in the early 1980s, research attention appears to have faded, although disposal has grown to be of considerable consequence to business, government, and consumer groups. Clearly, in light of current public concern about recycling and the worldwide landfill crisis, research in this area is both intellectually relevant and operationally timely. This study investigates the rationales consumers use when selecting prevalent disposition options (keep, throw away, sell, donate with tax deduction, donate without tax deduction, and pass along) and continues the research stream initiated by Hanson (1980a). Essentially, a field study was conducted with consumers to learn more about how their characteristics relate to the selection of several important disposition options. Before presenting the research, a background discussion of disposal issues and research helps position this study. Secondly, a modified taxonomy and several research propositions are offered. Next, the study design and its findings are presented, followed by implications and directions for future research. BACKGROUND Post consumption impact of trashing products has become a grassroots public concern, encompassing issues such as disposal of goods, environmental protection, and recycling in an era of diminishing landfill capacity. Corson (1990) reported that in 1978 the United States had 20,000 landfills; by 1988, the number had dropped to 6,000 with 80 percent of solid waste going into landfills. In the past five years, 3,000 of these have been closed; by 1993, about 2,000 more will cease operations. While waste management organizations are constantly seeking sites for new landfills, the NIMBY (Not In My Back Yard) syndrome makes it difficult to expand. Although consumers have many disposal options, disposal by trashing carries few negative consequences. Useful resources go unconsumed; with antiquated landfills not governed by recent regulations for clay or plastic liners, contaminants may seep into the water table (Commoner 1971), excrete noxious fumes, and/or spontaneously combust (Boraiko 1985; Corson 1990; Nichols 1988). Little wonder why landfills, which are often unsightly and expensive to build and maintain, are in limited supply (Corson 1990; U.S. Environmental Protection Agency 1988; White 1983). Pollock (1987) has pointed out the difficulties municipalities face in attempting to manage the burgeoning solid waste created by consumers. She further notes that the recycling solution depends upon the cooperation of consumers as well as on the availability of markets for recovered materials. There is evidence that curbside recycling programs can be extremely expensive to taxpayers, relative to dumping, and are economically wasteful (Wiseman 1991). A number of new enterprises have arisen, directly or indirectly, from the trash that threatens to overwhelm us (Brammer 1986). Combined with manufacturer attention to eliminate product waste (Center for National Policy 1988), extending product life through disposition alternatives could reduce waste and resource depletion (Box 1983). …
TL;DR: In this paper, the authors analyze the buying behavior of trade show attendees in order to devise an approach to selling that is best adapted to the unique show environment, using the industrial buying literature to frame hypotheses which test aspects of attendee behavior that underlie and motivate effective selling strategies for trade shows.