Real Estate Agents As a Source of Information for Home Buyers

The concern for the consumer's right to be adequately informed when making a purchase has provided an impetus for legislation and research in a variety of consumer decision areas. Absent from these efforts has been any examination of the most important consumer decision—the purchase of a home. This study examined the quantity and quality of information that a key marketing agent in the purchase of a home, the real estate broker, is capable of providing consumers. A variety of informational areas are examined with most of them centered on the quality of life in a community neighborhood. The results suggest areas where brokers can be better informed and thereby better serve their public as a source of information.     

The Effect of Stylistic Product Information on Consumers’ Aesthetic Responses

This paper investigates the effect of stylistic information about a product, defined as verbal product information aimed at helping consumers to interpret a product's visual design, on consumers’ aesthetic responses. The results of three experimental studies show that for consumers with higher centrality of visual product aesthetics (CVPA), stylistic information positively influences aesthetic responses through perceived meaningfulness of product design (i.e., the extent to which an individual is able to make sense of a product's visual appearance and understands what it represents). Further, these effects translate into consumers’ purchase intentions. For consumers with lower CVPA, stylistic information neither affects aesthetic responses nor perceived meaningfulness of product design. These findings contribute to existing research on consumers’ aesthetic processing by highlighting the importance for consumers to grasp a product's design meaning in order to maximally appreciate its visual appeal.     

Implications of Consumer Information Processing Research for the Design of Consumer Information Systems

The commercial success of computerized consumer information systems will depend heavily on the extent to which they help consumers make choices. A system's usefulness will be a function of both the information it contains and the capabilities it offers to process this information. These capabilities will be incorporated in the system's access “language.” This paper reviews research on how consumers process information to make choices, and discusses the implications of this research for the design of consumer information system languages. A hypothetical example is presented and contrasted briefly with available access languages.     

Brand name influence on brand perception

The impact of hotel names on the evaluation of the hotels by customers prior to their stay was investigated. In general, hotels were rated higher on attributes consistent with the semantic associations of the name than on inconsistent attributes. This name effect was somewhat reduced—but still strong—when actual feature information was given, when consumers were explicitly told that the hotels bearing different names had exactly the same features, when consumers were provided with testimonials from former hotel guests, when consumers were informed that the name had changed in the past or would change in the future, and when the actual features were in with the image evoked by the name. The results corroborate the widely accepted assertion that consumers use brand names as diagnostic and legitimate search attributes. Most notably, the findings imply that the effects are robust and resistant to elimination. Four hundred clients of a travel agency participated in this research. © 2007 Wiley Periodicals, Inc.     

Questioning Conventional Wisdom About Competition in Differentiated Markets

Managerial texts are full of conventional wisdom about competitive markets. Examples of such wisdom include the following ideas: (a) for success, differentiation is a strategic imperative, (b) the viability of a firm is seriously threatened when a competitor is significantly better at reaching and communicating with potential consumers and (c) premium pricing in a market with low levels of differentiation is often evidence of collusive behaviour. These ideas are based on analysis where consumers are assumed to have complete and accurate information about the important alternatives in a category. The objective of this paper is to demonstrate the fallibility of these ideas in a general context. The reality of most small-ticket consumer categories is that consumers are not fully informed about all the alternatives. This is because the majority of information for small-ticket purchases comes from advertising and not all potential consumers are exposed to advertising from every brand. By relaxing the simple assumption that consumers are fully informed, I show that the three ideas cited above are frequently incorrect.     

Private labels versus national brands: The effects of branding on sensory perceptions and purchase intentions

Consumers increasingly consider private labels to be as good as national brands. This research raises the question of whether national brands and private labels equally affect consumers’ sensory perceptions and purchase intentions. The results of two studies show that consumers reverse their evaluation of private labels (vs. national brands) when tasting the product in an informed (vs. blind) condition. When consumers are not aware of brand names, they indicate better taste and higher purchase intentions for private labels. However, the opposite is true when they try products in an informed condition. We discuss the implications for private labels and national brands.     

Quantity of Information and Information Display Type as Predictors of Consumer Choice of Product Brands

Research has shown that consumers like large quantities of product information and believe that it helps them to make better purchase decisions. In light of this finding, it is quite possible that consumers might make brand choice decisions based on the amount of information provided. In cases where brands differ in amount of information, consumers may choose those brands that provide the most information. This article reports the results of exploratory research designed to examine this question as well as the effects of two information display types on brand choice in situations of varying information quantity. The findings revealed evidence to support the hypothesized consumer preference for high-information brands over low-information brands. The magnitude of the effect was also found to differ by type of information display.     

Information Disclosure and Consumer Credit Knowledge: A Longitudinal Analysis

Early evaluations of Truth-in-Lending have observed impressive gains in consumer knowledge about interest rates. Contrary to original goals, consumers with more education, income, and debt experience have benefited far more than low-income and minority consumers. How will these results change over time as consumers gain credit experience with the aid of disclosure? Has disclosure improved consumer understanding about finance charges, and what factors beyond socio-economic status might have enhanced consumer knowledge of credit terms? These questions are addressed in this report of a large sample of California households surveyed at two points in time. The longitudinal analysis shows individual changes in knowledge, the effects of credit experience on learning, and a projection of future levels of credit knowledge.     

Effectiveness of Marketing Cues on Consumer Perceptions of Quality: The Moderating Roles of Brand Reputation and Third‐Party Information

Consumers usually infer unobservable product quality by processing multiple‐quality cues in the environment. Prior research considering the simultaneous effects of marketing cues on consumer quality perceptions is sparse. Despite the growing importance of third‐party information, research examining its simultaneous effects with marketing cues on consumers’ decision making is especially absent. This research, drawing on cue‐diagnosticity, cue‐consistency, and negativity bias theories, proposes and tests a conceptual framework to reveal interplays among various marketing‐ and nonmarketing‐controlled product cues. The first study examines how two‐ and three‐way interactions of high‐scope (i.e., brand reputation) and low‐scope marketing cues (i.e., price and warranty) affect consumer perceptions. The second study examines a set of interaction effects between third‐party quality ratings and marketing cues (i.e., price and warranty) on consumers’ perceptions. Overall, the results reveal theoretical and managerial implications for processing multiple‐quality cues in consumers’ inference‐making behaviors and suggest that consumers generally aggregate perceptions in more complex ways than suggested in the prior literature when making global product quality evaluations.     

Why Consumers in Developing Countries Prefer Foreign Brands: A Study of Japanese Brands in Vietnam

ABSTRACT

Building on social-identity theory, the research develops a model for understanding of the impact of consumer identification with a nation on consumers' brand evaluations. It posits that developing-country consumers' identification with a foreign (developed) nation influences three factors—consumer-based brand equity, consumer-based country image, and consumer-based brand credibility. The research was informed by data from 400 Vietnamese consumers in relation to two Japanese brands Sony and Honda and analyzed using structural equation modeling (SEM). The findings show that Vietnamese (developing-country) consumers prefer Japanese (developed-country) brands over domestic brands, when these consumers identify with the developed nation.     

Consumer Acceptance of the New Red-Fleshed Apple Variety

The aim of this study was to investigate consumer preference for the novel red-fleshed apple genotypes. The information presented provides us with insight into consumer propensity to accept a new variety with radical visible innovative attributes and societal demand for a more sustainable production. The survey was carried out on the population of a province in central Italy, where there is consumer demand for organic and high-quality foods. The consumers’ opinions contrasted greatly and can be divided into two groups. Over one quarter of the respondents declared that they did not like the innovative fruit. The cluster analysis and CHAID analyses were performed on the consumers’ responses to determine sample groupings. Three clusters were identified among the consumers with positive opinions, enthusiastic, health-conscious, and unmotivated illustrating how the hierarchical level of preferences of the potential consumers of the red-fleshed apple fruit are triggered by various motivations. The surveys also pointed out that most consumers of the sampled population were not biased against research activities producing innovative food products. A large number of consumers, especially women, declared that they were willing to pay a higher price considering the increased nutritional value of red-fleshed apple fruits. By examining the broad context of this study, decision-making researchers and operators of the fruit industry will be able to make informed and realistic predictions concerning possible future scenarios and to determine the possible effects and desirability.     

Dimensional analysis of schoolchildren's food label comprehension: a pilot study

This article discusses some weaknesses in current research into young consumers’ abilities to comprehend and successfully manipulate food label information and describes the development of a research project through to an analysis of the pilot phase. The research programme identifies a method of measuring the effectiveness of state education in enabling the next generation of consumers to make informed food choices through the provision of appropriate tools and skills, both of which are necessary to fully understand a label's informational elements within a marketing context. The article also discusses the appropriateness of a quantitative questionnaire to measure the abilities and skills of individuals through the identification of some key comprehension dimensions required by modern food consumers. Finally, the article questions the appropriateness of the context in which information is provided to food consumers. Through a continuing programme of research, it is envisaged that a more appropriate context for certain elements important in the choice of a diet that is relevant to an individual's lifestyle may be proposed.     

Examining the Use of Nutrition Information on Restaurant Menus

Over the past decade, the world has been facing an obesity epidemic. In the popular press and certain governmental and public policy circles, this seems to be attributed to the marketing efforts of fast-food and chain restaurants. As a solution to this problem, many have proposed increasing the amount of nutrition information available to the public by adding nutrition information to restaurant menus and menu boards. However, some debate has ensued about the use and function of this nutrition information. Specifically, this research attempts to uncover whether consumer actually use the nutrition information to aid their decision-making process. In two experimental studies, results are presented to enlighten the discussion of consumers’ reactions to nutrition information when it is present on restaurant menus. Contrary to what public policy makers have stated, this research shows that only small groups of consumers use nutrition information on a restaurant menu. The results in both studies indicate that when consumers eat out at restaurants, their decisions are based on taste and preference rather than nutrition information if it is presented on a menu. These results may have implications for the provision of nutrition information on restaurant menus and consumer decision-making.     

Information and Knowledge as Antecedents of Consumer Attitudes and Intentions to Buy and Recommend Fair-Trade Products

The authors propose and empirically test a causal model to understand how the availability of fair-trade information and consumer knowledge about this issue affect consumers’ attitudes and intentions toward fair-trade products. The model is built upon the attitude-behavior paradigm and the premises of agency theory. It is tested through structural equation modeling with a sample of 292 Spanish consumers. The findings are that consumers do not have good knowledge about fair trade and that this is significantly determined by the lack of information about this in the market. It is also observed that consumers’ perceptions about the availability of fair-trade information have negative effects on their concern about this issue and that such information as is available is not effective in reducing consumer skepticism. The research represents an extension of previous fair-trade literature because the role of information and communication in improving consumer attitudes and buying intentions has rarely been explored in the case of ethical products.     

The Provision of Trans Fat Information and Its Interaction with Consumer Knowledge

The first significant change to the Nutrition Facts panel since its inception is the addition of trans fat information. This research examines whether this modification may have a significant effect on consumers’ disease risk perceptions and on the perceived importance of trans fat information. The results of an experiment that varied exposure to induced trans fat knowledge, trans fat levels, and Nutrition Facts Panel formats indicate that without consumer education efforts that enhance consumers’ knowledge and understanding of trans fat, effects of the new labeling regulations on consumers may be limited.     

Consumer Response to Advertising Endorsers' Sexual Information: Western Individualism vs. Eastern Confucian Conservatism

Focusing on the cultural differences between the United States and South Korea, this study examines the moderating effects of advertising endorsers' gender (male vs. female) and intimate sexual information (i.e., premarital sexual behavior) on consumer responses to advertising. The results demonstrate that intimate sexual information of advertising endorsers was negatively perceived among Korean consumers but not among U.S. consumers. In addition, Korean consumers evaluated intimate sexual information of female endorsers more negatively than that of male endorsers, suggesting gender-biased processing. These findings provide several theoretical and practical implications.     

‘Better safe than sorry’: consumer perceptions of and deliberations on nanotechnologies

Although nanotechnologies are considered key technologies that can drive growth‐generating innovations in well‐saturated markets, worldwide investment in nanotechnologies has to date focused largely on technology‐related development programmes and little effort has been expended to research associated risks. As a result, even though prior discourses have sensitized western consumers to potential health‐related dangers, solid knowledge on, for example, the toxicological and eco‐toxicological risks and unintended side effects of nanotechnology are scarce. This paper therefore presents an overview of the current evidence on consumer knowledge and perceptions of nanotechnology and public engagement with it, with a focus on the US, the UK and Germany. Overall, even though survey data suggest that awareness of the term ‘nanotechnology’ has risen slightly, today's consumers are generally ill informed about its nature and its applications in consumer‐related products. Hence, based on our analysis of these data, we argue that early political engagement in the nanotechnology issue – for example, consumer policy options that support consumer interest in the marketing of ‘nanos’– would facilitate objective public discourse.     

Seller honesty and product line pricing

We study upselling in markets where the seller observes consumer need but the consumer herself may not (e.g., medical care, durable repairs, financial and legal services). The seller may recommend excessive product features to uninformed consumers. In a monopoly with two types of consumer (one with a basic need and the other an advanced need) and two types of service (a basic service which fulfills only the basic need and an advanced service which fulfills both needs), we investigate the firm’s honesty and product-line pricing. We reach several results. First, the firm is honest if the basic service is superior (in that it generates higher per-capita social surplus than the advanced service under the efficient allocation) or if the consumers with the basic need are sufficiently many. Second, when there exist informed consumers who neglect seller recommendation, the presence of informed consumers may cause consumer welfare to decrease, and a larger informed population may cause firm profits and social welfare to increase or decrease. Lastly, when the informed consumers boycott a dishonest firm and withhold purchase, firm profits may increase because the threat of boycotting makes the firm more credible and allows a higher price of the advanced service.     

The Effects of Impression Management on Coupon Redemption across Cultures

This research examines the effects of impression management on consumers’ coupon redemption and suggests different underlying mechanisms with respect to cultural self‐construal. Four studies show that, when primed with impression management, individualistic (vs. collectivistic) consumers are more likely to redeem coupons, because individualists believe that coupon redemption creates the impression of being smart. On the other hand, collectivistic consumers are less likely to redeem coupons when coupon usage is visible to others, because they believe that coupon redemption gives the impression of being cheap. These findings are explained within the context of cultural self‐construal and regulatory focus theory.     

Developing Consumer-Based Service Brand Equity via the Internet: The Role of Personalization and Trialability

The commercialization of the Internet has provided opportunities for building service brands in the minds of consumers. Services are characterized as intangible, heterogeneous, inseparable, and perishable features that often engender high information costs and, hence, low perceived value to potential consumers. When a service is available via the Internet—a medium that can subdivide and rebuild the service into personalized offerings—potential consumers become better informed in advance of what the service provides. The Internet also permits most services to be trialable before consumption. These new features, empowered by the Internet, have important implications for what we call consumer-based service brand equity (CSBE), the value that potential consumers assign to a service brand. This article investigates the effects of service personalization and trialability on the development of CSBE of Internet banking service, a typical service available via the Internet. Results from a laboratory experiment indicate that both service personalization and trialability have significant positive influences on the development of the CSBE of an Internet banking service brand. While personalization was found to indirectly influence CSBE development by mediating the perceived benefits of the brand, trialability exerted both a direct and an indirect effect. Trialability developed the brand's CSBE by first mediating the information through gathering cost savings and then the perceived benefits of the brand. Implications of the study's results are discussed.