Peer group influences on children’s product preferences

In contrast to earlier studies using adult subjects, this experiment with first graders did not f’md a high degree of brand loyalty development in response to a minimally differentiated product. In fact, while some brand preferences did develop, most subjects appeared to seek some degree of variety in their choices. It is interesting to speculate that children have a “greater need for novelty” than adults and are thus less likely to develop brand loyalty. However, extensive research will be required to remove this proposition from the realm of speculation.     

Informal group influence among situationally/dispositionally-oriented consumers

Consumer susceptibility to reference group influence has been demonstrated for certain products and buying situations. This article reports a study designed to determine if reference group influence varies between consumers classified as situationally-oriented and dispositionally-oriented. Results indicate a considerable difference between the two groups. Independence Health Plan     

The influence of involvement and product class quality on consumer choice sets

The study findings suggest that the level of response involvement (high versus low) and the variability of product class quality (high versus moderate versus low) influence the size of the consumer’s choice set. By manipulating product class quality the authors show that as the variability in product class quality increases, consumers reduce the number of brands they will consider purchasing (evoked set) and increase the number of brands they won’t consider (inept set). They also use the response involvement variable a priori to categorize the (sample) population. The results indicate that, as the variability in product class quality increases, the high response involvement groups form smaller evoked sets and larger inept sets than the low response involvement groups.     

四川居民消费水平的影响因素与改善策略

国内消费是扩大内需，拉动经济增长的重要手段，分析经济发展水平和人口对居民消费水平的影响，并提出改进之策，是在目前既定的生产力水平和人口规模下，提高居民消费水平的重要途径和方法。     

The odd-ending price justification effect: the influence of price-endings on hedonic and utilitarian consumption

This paper examines how odd-ending pricing influences consumption of hedonic and utilitarian products. Four studies test the hypothesis that the discount image associated with odd-ending prices reduces anticipated guilt and provides justification for hedonic consumption – an effect the authors label the odd-ending price justification effect (OPJE). Study 1 reveals people are more likely to choose hedonic over utilitarian products when they have odd-ending prices. Study 2 finds that the effect of odd-ending prices on hedonic consumption is mediated by guilt reduction. Study 3 reveals a boundary condition for the OPJE – purchase likelihood of hedonic products increases only when monetary, not nonmonetary, guilt is reduced. Study 4 suggests the OPJE operates at an unconscious level, as consumers who are made aware of the trivial difference between odd- and round-ending prices are no longer influenced by odd-ending prices. The theoretical, practical, and research implications of these findings are discussed.     

The influence of price,store name,and brand name on perception of product quality

The relationship between product price and perceived product quality has been developed extensively in the literature. Less work has been done to investigate the possible effects of other variables in combination with price as perceived-quality influentials. This paper examines the effect on perceived product quality of price, brand name and store name. The results tend to confirm the hypothesis that consumer quality perception is dependent on a combination of controllable marketing attributes, but that not all classes of products are subject to the same type of interaction.     

How consumers’ assessments of the difficulty of manufacturing a product influence quality perceptions

This research shows that the perceived difficulty of manufacturing a product influences consumers’ perceptions of the firm’s other products. In three experiments (with 152 participants in Study 1, 86 in Study 2, and 91 in Study 3), participants received information about the quality of a firm’s product and then inferred the quality of another product from the firm. When participants believed that the initial product was relatively more difficult to manufacture than the second product, they inferred that the second product would be high in quality. However, when participants believed that the initial product was relatively easy to manufacture, they inferred that the second product would be low in quality. These effects occurred when perceived difficulty of manufacture was manipulated (Study 2) and occurred regardless of whether both products had dissimilar product benefits (Study 1) or whether brand names were present (Study 3). Allison R. Johnson and Valerie S. Folkes contributed equally to this article.     

新疆城镇居民预期收入对消费支出的影响

根据预期理论，由于改革进程中社会保障体系不健全，使得居民对未来信心不足，消费低廉，经济增速变缓。就新疆城镇居民而言，预期收入对消费支出的影响十分显。因此，从增大消费需求的角度促进新疆经济的发展，对不同的阶层制定不同的政策，采用不同的宏观调控手段。     

Sustainability and consumption

We consider the implications of the three pillars of sustainability (environment, economy and social justice) on consumption in a wealthy country. Building a theoretical model that includes consumers, business, government, the environment, and economic and political relations between nations, we explore how sustainability should affect the consumption behavior of consumers, charitable aid to poorer countries, and responsible environmental practices by businesses. Our model enables us to provide normative implications for consumers, society and business. Importantly, we assume that all stakeholders will optimize their self-interest, and that altruism will only partly explain behavior consistent with sustainability. Among the more non-obvious findings are that (1) the poorer the poor countries are, the less the rich countries should consume, (2) the more sensitive the global political climate is to economic inequity between the rich and poor nations, the less the rich countries should consume, and (3) if aid to poor countries is effective enough, then the more materialistic the society is, the more charitable aid it should give. We also confirm a number of more intuitive findings, such as that business should use more green technology as the taxes on pollution and/or efficiency of green technology increase, and the more resource-intensive consumption is, the less consumers should consume. Taken as a whole, the findings imply that societal consumption patterns should be sensitive to aspects of environmental impact and social justice, even if altruistic motivations are absent.     

Construct validity of spouses’ relative influence measures: An application of the direct product model

This article investigates the construct validity of three measures of spouses’ relative influence. A joint decision-making exercise was developed and completed by 65 couples in which relative influence was measured by two self-report measures and one outcome measure. The self-report measures were a balanced 5-point “who won” continuum and a 100-point constant sum scale. The outcome measure was derived from part-worth utility weights yielded from dummy-coded ordinary least squares regressions. The direct product model (DPM) was used to analyze the resulting multitrait-multimethod data. The model assumes that correlations among measures are influenced by method effects. Results provide evidence of convergent validity among methods and trait discriminant validity. However, the communality index suggests that the outcome measure captured a different dimension of relative influence than did the self-report measures. Implications of these findings for research in joint decision making are discussed. He received his Ph.D. from the University of Oregon. His areas of interest include the affective consequences of performance consumption, consumer decision making, and research methods. His work has been published in theJournal of Leisure Research, Annals of Tourism Research, Journal of Travel Research, and other journals. He received his Ph.D. from the University of Oregon. His fields of interest include decision making, interdependencies, and statistics. He has published in theJournal of Marketing Research, Journal of Retailing, International Journal of Forecasting, Marketing Letters, and other journals.     

Modeling the effects of dynamic group influence on shopper zone choice,purchase conversion,and spending

In many retail contexts, social interaction plays an important role in the shopping process. We propose a three-stage dynamic linear model that captures the influence of group discussion on shopper behavior within a hierarchical Bayes framework. The model is tested using a video tracking and transaction dataset from a specialty apparel store. The research reveals that group conversations have a significant impact on the shopper’s department or “zone” choice, purchase likelihood, and spending over time. This group influence is magnified by the size of the group (particularly for zone penetration and purchase conversion), and is also moderated by group composition and cohesiveness. The conversations of mixed-age groups and groups who stay together while shopping have a significant influence on shopper behavior across all three stages, while discussions by adult groups exhibit a marginal carryover effect for purchase conversion. When shoppers have repeated discussions in a specific department, they are more likely to return to and buy from this department, while the cumulative number of discussions in the store drives higher spending levels. We also observe that group shoppers visit more departments than their solo counterparts; and mixed-age groups and solo shoppers are more likely to buy than adults-only or teen groups. This study has important implications for how retailers manage shopper engagement and group interaction in their stores.     

French versus American consumers’ attachment of value to a product in a common consumption context: A cross-national comparison

This article investigates the influence of French and American national culture on consumer perceptions of productrelated value. Employing means-end theory, hypotheses are developed to predict how French versus American national culture influences the content and structure of consumer value hierachies. Hypotheses are tested using data from in-depth laddering interviews with a matched sample of French and American consumers. The findings support the contention that differences exist in the meaning and relative importance of consumer value hierarchy dimensions across the two national cultures. Furthermore, the analysis suggests that consumption consequences are especially culturally sensitive. Jeffrey W. Overby (joverby@cob.fsu.edu) is an assistant professor of marketing and international business in the Department of Marketing at Florida State University. He holds a doctorate from the University of Tennessee, Knoxville. His research interests focus on customer value determination, service quality, and cross-cultural marketing issues. His work has appeared inInternational Marketing Review and numerous domestic and international conferences, includingProceeding of the 2001 Academy of Marketing Science Annual Conference andProceeding of the Tenth Biennial World Marketing Conference. Sarah Fisher Gardial (sgardial@utk.edu) is an associate professor and associate dean for academic programs in the College of Business Administration at the University of Tennessee. She holds a doctorate from the University of Houston. Her research interests focus on customer value and satisfaction, consumer decision making and information processing, and buyer/seller dyadic relations. Her work has appeared in numerous journals, including theJournal of Consumer Research, theJournal of Advertising, Industrial Marketing Management, and theJournal of Macromarketing. Robert B.Woodruff (rwoodruff@utk.edu) is the Proffitt’s, Inc. Professor of Marketing and head of the Department of Marketing and Logistics at the University of Tennessee. His primary interests are in customer value theory, customer satisfaction theory, and market opportunity analyses, all with applications to customer-value-based marketing strategies. His work has appeared in theJournal of Marketing, theJournal of Marketing Research, theJournal of the Academy of Marketing Science, theJournal of Consumer Research, and theJournal of Satisfaction, Dissatisfaction & Complaining Behavior. He has received two outstanding reviewer awards from theJournal of the Academy of Marketing Science.     

The measurement of intergenerational communication and influence on consumption: Development, validation, and cross-cultural comparison of the IGEN scale

This article develops and validates measures of intergenerational communication and influence about consumption. Despite the widespread belief that parents play a pivotal role in the consumer socialization of their children, empirical research on the skills, attitudes, and preferences transmitted from one generation to the next is quite limited. One factor that may explain this deficiency is the lack of appropriate instruments for assessing intergenerational issues. Drawing on consumer socialization theory and research, intergenerational transmission is defined in terms of three components directly relevant to marketplace transactions: (1) consumer skills, (2) preferences, and (3) attitudes toward marketer-supplied information. Multi-item scales are developed to measure each of these components. The findings of three studies supporting the reliability, dimensionality, and validity of the intergenerational scales are reported. Validation efforts incorporate cross-cultural analyses from the United States and Thailand, as well as dyadic-level comparisons between parents and children. Madhubalan Viswanathan is an associate professor of marketing at the University of Illinois. He received his Ph.D. from the University of Minnesota. His research interests include consumer psychology and measurement. His research appears in several journals including theJournal of Consumer Psychology, theJournal of Marketing Research, theJournal of Applied Psychology, Personality and Social Psychology Bulletin, andPsychology and Marketing. He serves on the editorial review boards of theJournal of Consumer Psychology andPsychology and Marketing. Terry L. Childers is a professor of marketing at the University of Minnesota. He received his Ph.D. from the University of Wisconsin. His research interests include visual information processing, measurement, and psychometrics. His work has been published in several journals including theJournal of Marketing Research, theJournal of Consumer Research, theJournal of Consumer Psychology, and theJournal of Mental Imagery. He serves on the editorial review boards of theJournal of Consumer Research and theJournal of Business Research. Elizabeth S. Moore is an assistant professor of marketing at the University of Notre Dame. She received her Ph.D. from the University of Florida. Her research interests include consumer decision processes within the household, the effects of advertising and promotion on children, as well as marketing and society issues. Her work has been published in theJournal of Marketing, theJournal of Consumer Research (in press), and theJournal of Macromarketing, as well as other books and conference proceedings.     

理性与非理性消费行为刍议

改革开放以来 ,我国的产品生产能力已达到了较高水平 ,城乡居民 ,尤其是城镇居民的个人可支配收入得到了大幅度提高 ,足以满足城乡消费者的绝大部分需要。但是 ,我们也应该看到 ,随着消费品市场的进一步发展和人们收入水平之间差距的进一步拉大 ,消费群体的分化也日益明显 ,部分消费者经济能力的不同 ,文化观念的落后乃至消费心理扭曲等现象正逐渐在其消费行为上显现出来 ,即我国的消费品市场也和世界众多的消费品市场一样 ,存在着理性与非理性消费行为     

多元化效应对企业集团化发展的影响

企业的大型化、集团化是顺应当今经济发展潮流而形成的大趋势。多元化经营既是企业实现大规模扩张的一种有效方式，但又不是一条任何企业走得通的成功之路，因而，多元化经营是企业发展的一把“双刃剑”，必须全面地认识多元化战略，充分考虑多元化的正负面效应，趋利避害，促使企业的大型化，集团化。     

The influence of organic organizational cultures, market responsiveness, and product strategy on firm performance in an emerging market

Organizational culture is a strategic resource that influences a range of activities within firms, and empirical evidence from management and marketing demonstrates that it impacts performance. In this study, we investigate how organic types of organizational culture (i.e., adhocracy and clan) serve as a strategic resource to influence marketing effectiveness and performance in an emerging economy, using an extended form of the resource-based view as our theoretical framework. We posit that organic cultures, which are relatively dominant in emerging-nation firms, serve as antecedents of competitive advantage and superior performance. We selected China as the context to test the veracity of our model and use multiple informants and archival performance data to minimize common method variance. Our results support the proposed model and demonstrate that organic cultures impact market responsiveness, while confirming the critical roles of market responsiveness and product strategy change in producing superior performance. We further demonstrate a direct effect between clan culture and product strategy change, in addition to its indirect effect. Importantly, our results uncover that, although individually either adhocracy or clan culture can significantly improve the firm’s responsiveness, their combined effect does not enhance market responsiveness; that is, their interaction yields a negative coefficient. Additionally, the influence of organic cultures on market responsiveness varies across different industry types. These important differences, along with theoretical contributions and managerial implications of our findings, are discussed, and several avenues for future research are proposed.     

网络通路：跨媒体市场推动力——对“快乐购”网络通路目前存在的问题及经营策略的思考

“快乐购”致力于全新形态的现代电视购物,在实现从原来的电视卖场向全方位家庭购物平台的转变中,其对网络通路的拓展成为一种必然。快乐购物网的开通为“快乐购”频道打开了一扇新的赢利之门,也成为一种跨媒体的市场推动力。本文将尝试对其目前存在的问题及原因进行归纳和分析,提出相应的解决方案,希望对其发展提供可借鉴的参考。     

线上线下融合式教学研究

线上教学与线下教学优势互补,资源共享,形成双线融合式教学模式。线上线下融合式教学能够充分调动教学双方主动性、积极性,使教师、学生有全新体验。融合式教学能够转变教学理念,创新教学模式,科学地进行教学评价。融合式教学模式降低教学活动的交易成本,提高教学效率。     

浅论在线广告的发展历程及前景

作为一种新兴的广告形式,在线广告最近几年获得了很快的发展,且已经成为西方广告业发达国家最热门的广告形式.在线广告是随着信息产业的发展而兴起的,而其未来的发展也理应获得更多的关注.了解在线广告的发展历程、展望其发展前景,并从中获得启示,对在线广告的发展有着极积的作用.