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1.
James W. Taylor D.B.A. Paul S. Hugstad Ph.D. 《Journal of the Academy of Marketing Science》1980,8(3):294-299
The research reported here examines consumer behavior in the trial of new consumer packaged goods. Panel data tracking purchase
patterns over the first two years of introduction for seven low-priced consumer goods was utilized to study both the timing
and quantity of individual household new product trials. A behavior termed “add-on” purchasing (buying trial brands in addition
to regularly purchased brands) was exhibited across all seven new products. Implications of this “add on” behavior are discussed. 相似文献
2.
Richard A. Lancioni 《Journal of the Academy of Marketing Science》1973,1(2):128-131
For a number of years the practioners and scholars of fashion have held different views of the consumer. Fashion designers
and marketers have traditionally regarded consumers as followers who automatically accept the style dictates and purchase
products without any resistance. In contrast, fashion historians and scholars held just the opposite view. To them the consumer
is a free individual whose needs must be examined and considered before a new style is introduced. In this article the ideas
of such historians as Paul Mystiom, Flaccus, and Tarde are examined. While writing in the early 1900’s, their observations
and theories are remarkably similar to the “marketing concept” so often mentioned in the more contemporary marketing literature. 相似文献
3.
Robert Anderson Ph.D. R. Eugene Klippel Ph.D. 《Journal of the Academy of Marketing Science》1976,4(3):554-565
The successful inplementation of public policy decisions depends heavily upon knowing what information is required by the
consumers and knowing the situational factors that determine whether or not the consumer will use the information. Implementation
will only succeed if there is an attempt made to educate the consumer through methods other than “full disclosure.” The successful
education of the consumer will only succeed if the policy decision makers are able to determine what the consumers need to
know and how best to communicate this to them. The purpose of this paper is to present a general methodology for gathering
information about groups of consumers or industries that will be affected by the policy decision. One of the major thrusts
of the model is the emphasis placed on acquiring the information before the policy decision is made. The second major thrust
is the proposal to “test market” policy decisions before they are actually made. 相似文献
4.
We explore superstitious beliefs as a basis of product performance expectations and their impact on initial purchase likelihood
and subsequent satisfaction. In doing so, we demonstrate instances when superstition-driven expectations cause consumers to
make purchase decisions that run counter to economic rationality. In the first set of studies we find that Taiwanese consumers
are relatively more likely to purchase a product with positive superstitious associations based on its “lucky” color, and
are more likely to purchase and are willing to pay more money for a product with a smaller but “lucky” number of units contained
in the package (e.g., eight tennis balls compared to ten). In contrast, consumers who do not hold such superstitious beliefs
adhere to the more rational choice paradigm. Next, we show that the differences in purchase likelihood are driven by superstition-based
performance expectations. We further generalize these findings to product satisfaction, and find support for expectation disconfirmation
sensitivity as a moderator of the effect.
相似文献
Thomas Kramer (Corresponding author)Email: |
5.
Phillip Niffenegger Ph.D. John White M.A. Guy Marmet M.B.A. 《Journal of the Academy of Marketing Science》1982,10(3):281-292
With the dimensions of international trade widening each year, and the oil generated U.S. balance of payments deficit unacceptably
high, the need for American firms to export their products to overseas markets has never been greater. Formulation of a successful
export marketing strategy for the European Community can be greatly assisted by gaining some insight into how the consumers
and businessmen in the various European member nations view American products. With this in mind, a total of 163 retail store
managers in Britain and France were asked to rate products “made in the U.S.A.” on each of 13 product image dimensions, and
to “vote” for which of the 3 countries offered the products of greatest value in 6 different consumer product categories.
The results offer some useful insights for U.S. firms seeking to tap the potential consumer markets in Britain and France. 相似文献
6.
Robert J. Thomas 《Journal of the Academy of Marketing Science》1989,17(3):243-252
This exploratory study focuses on the use of buying center purchase responsibilities as a basis for industrial market segmentation.
Analysis of buying centers revealed differences between organizations with “overlapping” versus “position-dominant” patterns
of purchase responsibility. Hypotheses supporting overlapping versus position-dominant buying centers are discussed, and implications
for industrial marketing management are proposed. 相似文献
7.
Bradley D. Lockeman Ph.D. John H. Hallaq Ph.D. 《Journal of the Academy of Marketing Science》1982,10(4):457-472
Utilizing a systematic sample of 200 sales managers selected from manufacturing and wholesaling firms listed in the Dun and
BradstreetMillion-Dollar Directory, a survey was conducted to determine whether or not a general profile of “successful” salespersons and another profile of
“unsuccessful” salespersons could be constructed. A seven-point semantic differential scale was used to obtain ratings by
sales managers of salespeople on each of twenty-four personal attributes. Profiles of “successful” and “unsuccessful” salespersons
were found which showed large differences in ratings on the twenty-four personal attributes. Using factor analysis, a reduced
set of personal characteristics was determined to predict “successful” and “unsuccessful” salespersons. 相似文献
8.
Database marketers often use a scoring model to predict the likely value of contacting customers based on their purchase histories
and demographics. However, when purchase history has been a partial result of the firm’s own contacting efforts, these contacts
should also be accounted for in the scoring model. The current work extends the existing literature to account for the firm’s
contacts by focusing on each customer’s most recent purchase. Contacts prior to that purchase are designated “prior contacts”
and those after that purchase “recent contacts.” A new latent variables formulation of the customer’s propensity to respond
is used to predict the likelihood and time of response as well as the relationship to the independent variables. The methodology
also addresses the statistical problems of “selection bias” and “endogeneity,” which have been largely ignored in most customer
scoring models. An application to the database of a charitable organization confirms that, in this case: (1) the effect of
the firm’s customer contact efforts is associated with a stronger propensity to respond than is the case for the included
demographics; (2) the firm’s “recent contact” efforts are associated with larger returns in customers’ propensity to respond
than the “prior contact” efforts; and (3) the “recent contact” efforts are associated with an at-first increasing but then
diminishing propensity to respond up to a point beyond which actual decreasing returns are observed with further contacts.
Clearly, too much contacting can alienate would-be donors. The proposed model is general enough to calibrate such impacts
in other database marketing applications where the relative effects might be different.
相似文献
Subom RheeEmail: |
9.
This paper examines the early contributions of women to marketing thought with particular emphasis on marketing's evolving
interest in the consumer. The emergence of marketing and home economics in the beginning of the present century provides a
background for development of consumer theory and the relationships between these two disciplines. In addition, the contributions
of women more closely aligned with mainstream marketing thought in the first half of the century are described and the significance
of the “feminine perspective” and unique understanding of the consumer is demonstrated. 相似文献
10.
William J. Hannaford Ph.D. 《Journal of the Academy of Marketing Science》1974,2(4):567-581
Increasingly competitive pressures during the past decade have caused both industrial buyers and suppliers to search for new
economies and means for achieving greater profitability. Industrial wholesaler-distributors have responded with a variety
of contractually based “systems” that are designed to simplify customers' purchase of supplies while ensuring distributor
profits. The two main varieties of such Systems are popularly called “Blanket Orders” and ”Systems Contracts,” but the latter
are more comprehensive extensions of the former. Specifically, Systems Contracts imply a total commitment by a distributor
toward solving his customers' supplies problems. Such agreements typically involve a shifting of the supplies warehousing
function back to the vendor, where items are then automatically reordered by plant-level users as opposed to purchasing agents.
Rounding out the System is an extensive array of vendor-supplied services: 24-hour item delivery, computer-processed item
usage reports, a control feature, and vendor consultation and problem solving. The Contract effectively links buyer and supplier
together in a harmonious, profitable relationship. 相似文献
11.
While innovators may rush to purchase many new products, most consumers are more conservative and do not want to buy into fads but purchase only those new products that are viable. How do the majority of consumers make judgments about whether they will adopt an innovation? This article examines the evaluative aspects of adoption as a means for better understanding consumer adoption and the market factors that may influence the success of an innovation. This research introduces a conceptual model that shows how consumers’ evaluation of product category attractiveness affects the adoption decision for really new products. These consumer evaluations are based on the attributes of the product category (“extrabrand” attributes) rather than brand attributes. Results from a test of the model indicate that consumers do use extrabrand attributes to assess the attractiveness of innovative new products. 相似文献
12.
In this paper, we investigate whether information on the history of purchase intentions is useful in predicting actual purchase behavior. The research is motivated by two factors. The first
factor is the empirical finding in the literature that measuring intentions just prior to purchase provides better predictions
of actual purchase as compared to when these intentions are measured earlier. The second factor is the role of the timing
of the formation of intentions prior to purchase. While one stream of literature based on preference fluency predicts that
early formation of intentions is more likely to lead to actual purchase, the other stream based on the memory-based “recency”
effect predicts that formation of intentions just prior to purchase is more likely to lead to actual purchase. Together, these
two factors motivate the potential need to account for the entire history of intentions prior to purchase. A canonical example
of a market where intention histories are tracked is the movie industry, where “first choice” movie watching intentions are
tracked up to (and in some cases beyond) the time of release. Accommodating the history of intentions in an econometric model
that predicts actual box office performance is challenging due to the differing numbers of observations for the movies, the
large numbers of observations for certain movies, as well as the role of various time-invariant and time-varying covariates
influencing intentions. We propose a two-part model where the first part involves a hierarchical growth model that summarizes
the trajectories of intentions via “growth factors.” These growth factors also reflect the role of the various covariates.
The second part is a regression of the box office performance on the growth factors and other covariates. The models are simultaneously
estimated within a Bayesian framework. Consistent with the previous literature, we find that including information on intentions
improves our ability to predict behavior, with the recent intentions being the most informative. Importantly, when the history
of intentions is accounted for, our results indicate that the data support the “recency” literature—intentions grow over time
leading up to purchase, and this growth has a positive impact on opening box office performance. While a linear growth model
performs best for most movies, there exists a subset of movies for which the quadratic growth model better captures the “spike”
in intentions just prior to purchase. Further, accounting for information on the history of intentions dramatically improves
model fit and forecasting performance relative to when only the intentions at one point in time (e.g., the ones just prior
to purchase) are accounted for. 相似文献
13.
In today’s retail markets, products display opaque pricing, i.e., a single number that provides no information about the allocation
of the retail proceeds among agents who bring the product to market. We study transparent pricing, which is an alternative strategy in which allocation information is revealed. We differentiate transparent pricing from related
marketing practices such as social marketing, cause-related marketing, and pay-what-you-want. Using controlled experiments
in multiple product categories with diverse sampling frames, we find that transparent prices systematically alter consumer
utility functions and stated choice behavior. Our results support explanations drawn from both neoclassical and behavioral
economic theory, including inequity aversion, procedural justice, and altruism. Classical theory predicts that price transparency
should have little effect on consumer behavior. However, results from behavioral economics suggest that consumers may relax
“self-interest” in the face of transparent prices, leading to counter-intuitive preferences. For example, in one set of studies
we observe a significant proportion of consumers selecting the more expensive of two replicates of the same product. In another
study, a subset of motorists willingly pays higher gasoline taxes for the same gallon of gas, increasing the overall price
per gallon. We explain this behavior via parameterized utility functions that contain both self-interested and other-interested
components moderated by characteristics of the decision-maker and characteristics of the choice context. 相似文献
14.
Christopher Gilson Harold W. Berkman Ph.D. 《Journal of the Academy of Marketing Science》1979,7(4):428-441
In 1977 the Supreme Court ruled that lawyers could not be prevented from advertising their prices for routine services, thus
outlawing a long standing restriction imposed by the legal profession on its own members. This decision prompted a ferocious
controversy (even for lawyers) over the proprieties of advertising legal services, not to mention the effect that “marketplace
ethics” might wield on the delivery pricing, and quality of services offered to the great lay public.
This article looks at how legal consumers are affected by the kind of high-volume, low-priced delivery of routine services
that can only be offered profitably through aggressive marketing. Then it discusses how one firm used segmentation strategy
and a consumer orientation to introduce the clinic concept on the East Coast. Finally, some implications of the immediate
future of lawyer marketing for marketing professionals are analyzed. 相似文献
15.
产品的搜寻属性、经验属性和信任属性是影响消费购买行为的重要因素。本文运用焦点座谈小组的定性分析方法,在手机购买的情景下考察了产品的搜寻属性、经验属性和信任属性的构成维度及其对购买行为的影响。结果发现,除了传统的三大产品属性,个人属性也是影响手机购买的重要因素,这些发现可为手机制造商和经销商提供重要的营销实践参考。 相似文献
16.
Scot Burton Judith A. Garretson Anne M. Velliquette 《Journal of the Academy of Marketing Science》1999,27(4):470-480
The nutrition facts panel on food packages was designed to provide comprehensible quantitative nutrition information that
would allow consumers to make more informed food choices that could result in significant long-term health benefits. This
study (1) examines how accurately consumers can use nutrient information in the facts panel to determine if a product has
more or less than the recommended daily values of certain nutrients and (2) offers predictions and tests of the relationships
between this usage ability and product nutrition evaluations and purchase intentions. Results show that more accurate use
moderates the effect of product nutrition value on consumer evaluations, as predicted. Findings also reveal that several variables
(e.g., measures of nutrition knowledge, attitude toward the “facts” label) are related to accuracy in the usage task. Implications
based on these findings are offered.
Scot Burton is a professor and Wal-Mart chairholder in the Department of Marketing and Transportation at the University of Arkansas.
His research interests include public policy and consumer welfare concerns, consumer price and promotion perceptions, and
survey research measurement issues. His work has been published in theJournal of Marketing, Journal of Marketing Research, Journal of Consumer Research, Journal of the Academy of Marketing Science,
Public Opinion Quarterly, Journal of Applied Psychology, and other journals.
Judith A. Garretson is a Ph.D. candidate in the Department of Marketing and Transportation at the University of Arkansas. Her research interests
include promotion issues public policy and consumer welfare, and consumer behavior in general. Her work has appeared in journals
including theJournal of the Academy of Marketing Science, Journal of Public Policy & Marketing, and theJournal of Professional Services Marketing, as well as in conference proceedings such as the American Marketing Association and the Association for Consumer Research.
Anne M. Velliquette is a Ph.D. candidate in the Department of Marketing and Transportation at the University of Arkansas. Her research interests
include consumer behavior and public policy. She has published in theJournal of Public Policy & Marketing, Journal of Professional Services Marketing, and proceedings of the Association for Consumer Research as well as other conference proceedings and journals. 相似文献
17.
Donald F. Dixon 《Journal of the Academy of Marketing Science》1990,18(4):337-343
The conventional view of marketing as somehow adding to the work of manufacturing is rooted in the concept of production as
the creation of material attributes. A view of marketing as an integral part of a productive process generating “bundles of
utilities” has a long history in economic analysis. This approach offers several advantages for marketing thought. 相似文献
18.
It’s not easy being green: the effects of attribute tradeoffs on green product preference and choice
Erik L. Olson 《Journal of the Academy of Marketing Science》2013,41(2):171-184
Despite widespread pro-green attitudes, consumers frequently purchase non-green alternatives. One possible explanation for this value–action gap is the tradeoffs that green products often force on their users: higher prices, lower quality, and/or reduced performance. The current study uses conjoint analysis to uncover the attribute preferences of car and TV buyers when green attributes are negatively correlated with conventional attributes. These attribute preferences are then used to predict choice among sets of green and less green alternatives currently sold in the marketplace. Strong preferences for green products are found when tradeoffs are not apparent, but preference shifts significantly to less green compromise alternatives when the actual attribute tradeoffs are considered. Although general preference is reduced by tradeoffs, a green product offering some compensatory advantage on a conventional attribute does attract a broader spectrum of consumers, while only “dark green” consumers are willing to pay the price to go green when the product offers few compensatory qualities. In all cases, however, predicted buyers of the greenest technologies offset some of their environmental benefits by choosing more energy-thirsty specifications on negatively correlated conventional attributes. Managerial and public policy implications of the findings are then discussed. 相似文献
19.
Richard A. Werbel Ph.D. 《Journal of the Academy of Marketing Science》1976,4(3):631-643
There is some empirical evidence which indicates that current measures of the relative influence of husband and wife upon
a purchase decision may not be completely valid. In this paper, a new measure of relative influence is presented. Extent of
influence is determined primarily by the extent that one member of the dyad's brand preferences are influenced by the other
member or by comparing the brand purchased to the brand preferences of one or both members of the dyad. This measure should
be an improvement over current measures because respondents do not need to define the term “influence” with the measure, and
because it assumes that an individual may not be able to determine whether an attempt to influence a decision is successful
and/or assess whether he or she influences a decision without attempting to do so. 相似文献
20.
Rom J. Markin D.B.A. 《Journal of the Academy of Marketing Science》1979,7(4):316-334
Consumer behavior theory, as it has largely evolved from economics with its rigid adherence to marginal utility theory, suggests
that consumers are highly rational and that they basically strive to maximize utility or satisfaction by the careful rationing
of resources. In this paper, the typical assumptions in consumer decision process models are reviewed and analyzed, the empirical
evidence supporting the models of the rational consumer is challenged, the concept of rationalization is developed and the
existential support for the concept is examined, the role and significance of alternative ego state on consumer decision processes
are explained and finally, the rudiments of a revisionist approach to consumer behavior are advanced.
An earlier draft of this paper entitled “Consumer Decision Processes: The Role and Influence of Rationalization” was presented
at the annual meeting of The American Psychological Association Division 23 in 1977. The author was assisted in the preparation
and development of this earlier draft by Dr. Chem Narayana. This assistance is herewith acknowledged. 相似文献