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Title: REPEATEDLY PROCESSING ATTRIBUTES OF PRODUCTS IMPACTS PURCHASING PERFORMANCE: AN FNIRS STUDY.
Creator: Chan, Jasmine Y., Wilcox, Teresa G., Florida Atlantic University, Department of Psychology, Charles E. Schmidt College of Science
Abstract/Description: Few experiments have examined the effects of attribute processing on purchase intentions. This experiment predicts a function of the left prefrontal cortex (PFC) is to process brand-name products for their attributes. Hemodynamic response was measured in bilateral PFC from 48 participants during a study task, where participants processed brand-name products using various attribute processing types (once using one attribute, twice using the same attribute, and twice using two different...
Show moreFew experiments have examined the effects of attribute processing on purchase intentions. This experiment predicts a function of the left prefrontal cortex (PFC) is to process brand-name products for their attributes. Hemodynamic response was measured in bilateral PFC from 48 participants during a study task, where participants processed brand-name products using various attribute processing types (once using one attribute, twice using the same attribute, and twice using two different attributes), and during a purchase intention test, where participants chose to purchase novel or previously processed brand-name products. Analysis of variance compared differences in hemodynamic response as a function of cortical structure, Type of Processing, and task. Results demonstrated repetition suppression in the left PFC for brand-name products that were previously processed for multiple attributes. Findings suggest processing different attributes of the same brand-name product bias purchase intentions, where participants were more likely to purchase brand-name products processed for multiple attributes.
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Date Issued: 2021
PURL: http://purl.flvc.org/fau/fd/FA00013674
Subject Headings: Consumers--Psychology, Consumer behavior
Format: Document (PDF)

Title: THE EFFECT OF NEGATIVE INFORMATION ON PURCHASE REJECTION: AN fNIRS STUDY.
Creator: Caudle, Megan, Barnhardt, Terrance, Florida Atlantic University, Department of Psychology, Charles E. Schmidt College of Science
Abstract/Description: The goal of this study is to determine how negative information affects purchasing decisions and what neurological processes are included in these purchasing decisions. Specifically, this study aims to explore the effect of consumers receiving the same negative attribute twice versus two different negative attributes for a product. The introduction of this study will discuss background concepts like the Controlled Semantic Cognition Framework from Lambon Ralph et al., (2017) and the neural...
Show moreThe goal of this study is to determine how negative information affects purchasing decisions and what neurological processes are included in these purchasing decisions. Specifically, this study aims to explore the effect of consumers receiving the same negative attribute twice versus two different negative attributes for a product. The introduction of this study will discuss background concepts like the Controlled Semantic Cognition Framework from Lambon Ralph et al., (2017) and the neural processes behind selection as discussed in Thompson-Schill et al., (1997). The results indicated that there were differences in hemodynamic response between conditions where the same negative attribute was presented with a product twice versus conditions where two different negative attributes were presented with a product. Both behaviorally and hemodynamically, the results provide evidence supporting an inner conflict when dealing with two negative alternative choices. Future research could include realistic advertisements to better mimic everyday scenarios.
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Date Issued: 2023
PURL: http://purl.flvc.org/fau/fd/FA00014232
Subject Headings: Consumer behavior, Consumer behavior--Psychological aspects, Semantic memory
Format: Document (PDF)

Title: THE INFLUENCE OF POSITIVELY EVALUATIVE ATTRIBUTES ON PURCHASING DECISIONS.
Creator: Temples, Chelsea L., Barnhardt, Terrence M., Florida Atlantic University, Department of Psychology, Charles E. Schmidt College of Science
Abstract/Description: This experiment evaluated the effect of positively evaluative attributes on purchasing decisions by manipulating the Type of Repetition from a study phase to a test phase. Behavioral data and hemodynamic responses were measured using functional near-infrared spectroscopy (fNIRS) in 38 participants during a study task, where brand-name products and product specific attributes were processed, and during a test phase, where participants chose to purchase either new or previously processed...
Show moreThis experiment evaluated the effect of positively evaluative attributes on purchasing decisions by manipulating the Type of Repetition from a study phase to a test phase. Behavioral data and hemodynamic responses were measured using functional near-infrared spectroscopy (fNIRS) in 38 participants during a study task, where brand-name products and product specific attributes were processed, and during a test phase, where participants chose to purchase either new or previously processed products that were presented with either the same attribute, a different attribute, or no attribute. Results at test showed that repeating the association produced the highest accuracy in selecting the previously processed product and the highest hemodynamic activation. In contrast, presenting a different attribute at test produced the lowest accuracy and least hemodynamic activation, much like baseline. This hemodynamic difference between the same and different conditions was especially prevalent in the left hemisphere during the later time windows. These findings suggest that repeating the association biases purchase intention and produces hemodynamic repetition enhancement. In contrast, changing the association leads to interference and reduced selection of the processed product.
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Date Issued: 2023
PURL: http://purl.flvc.org/fau/fd/FA00014238
Subject Headings: Consumer behavior, Consumer behavior--Psychological aspects, Semantic memory
Format: Document (PDF)

Title: HABIT, EMULATION, AND SURVIVAL IN THE SUPERMARKET.
Creator: Brundage, Brendan, Boudreaux, Christopher, Florida Atlantic University, Department of Economics, College of Business
Abstract/Description: Substantivism helps us appreciate two views on the meaning of the economy: the institutional view and the neoclassical view. This study analyzes the behaviors of producers and consumers in the supermarket industry and finds that the neoclassical school lacks a realistic behavioral theory. We observe that institutional behavioral theory is closer to reality because it recognizes that consumers are affected by their social environment through habit and emulation, and producers are survival...
Show moreSubstantivism helps us appreciate two views on the meaning of the economy: the institutional view and the neoclassical view. This study analyzes the behaviors of producers and consumers in the supermarket industry and finds that the neoclassical school lacks a realistic behavioral theory. We observe that institutional behavioral theory is closer to reality because it recognizes that consumers are affected by their social environment through habit and emulation, and producers are survival maximizers. These social obstacles prevent humans from acting like homoeconomicus. We focus only on the supermarket industry, but this conclusion can be applied to all industries.
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Date Issued: 2020
PURL: http://purl.flvc.org/fau/fd/FA00013536
Subject Headings: Economics, Supermarkets, Consumer behavior, Economy
Format: Document (PDF)

Title: Consumer evaluations of multiple price changes over time versus a single dollar equivalent price change.
Creator: Tewari, Jitendra Kumar, Florida Atlantic University, Georgoff, David M.
Abstract/Description: In many markets sellers have to make decisions on the rate of price change for a product. Prices can be increased or decreased by making a single large change, or as by making multiple smaller changes over time, leading to the same final price. The concern of sellers is the consumer response, in terms of the product's demand. With the exception of deliberate demarketing, sellers seek to minimize demand decreases in response to price increases, and maximize the positive impact in terms of...
Show moreIn many markets sellers have to make decisions on the rate of price change for a product. Prices can be increased or decreased by making a single large change, or as by making multiple smaller changes over time, leading to the same final price. The concern of sellers is the consumer response, in terms of the product's demand. With the exception of deliberate demarketing, sellers seek to minimize demand decreases in response to price increases, and maximize the positive impact in terms of increased purchases, when prices are decreased. Price changes can be made in a short period, or over a more extended duration. In some buying contexts the market may be characterized by highly fluctuating prices that create price uncertainty in the minds of the consumer. Further, consumers give varying levels of importance or weight to their past purchase experience when they make purchase decisions. This research develops theory and examines hypotheses to examine the effectiveness of single versus multiple price change strategies over time, in different contexts, using a prospect theory and reference price framework. The study finds (1) The greater the number of purchase occasions between successive price changes, the lesser is the impact on demand of a strategy of multiple price changes. (2) In situations of high price uncertainty strategies of multiple price increases lead to smaller demand decreases, and strategies of multiple price increases lead to higher demand increases, when compared to price certain situations. (3) The importance or weight assigned by consumers to the last purchase experience does not appear to significantly impact the outcomes of intertemporal price strategies. (4) The impact of price decreases appears to be more than that of price increases, in the two contexts of uncertainty, and a greater weight being assigned to the last purchase occasion. In previous research prospect theory has been used primarily in a static framework, and the prospect theory approach has used reference prices to analyze the impact of price changes in product bundling situations. This research extends the prospect theory and reference price framework to price change strategies over time, where reference prices vary and adapt.
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Date Issued: 2001
PURL: http://purl.flvc.org/fcla/dt/11950
Subject Headings: Prices, Consumption (Economics), Consumer Behavior
Format: Document (PDF)

Title: PURCHASE INTENTION AFTER EXPOSURE TO SAME VERSUS DIFFERENT ATTRIBUTES OF BRAND-NAME PRODUCTS: AN FNIRS STUDY.
Creator: Chan, Jasmine Y., Wilcox, Teresa G., Florida Atlantic University, Department of Psychology, Charles E. Schmidt College of Science
Abstract/Description: When viewing advertisements, one could be exposed to new information about the product. During that time, one could construct ad hoc categories or simple attributes for the brand-name product. The current experiment used functional near-infrared spectroscopy (fNIRS) to measure bilateral frontal and temporal cortices to understand the contribution of constructing ad hoc categories and simple attributes on purchase intentions. The current experiment also examined the feasibility of using the...
Show moreWhen viewing advertisements, one could be exposed to new information about the product. During that time, one could construct ad hoc categories or simple attributes for the brand-name product. The current experiment used functional near-infrared spectroscopy (fNIRS) to measure bilateral frontal and temporal cortices to understand the contribution of constructing ad hoc categories and simple attributes on purchase intentions. The current experiment also examined the feasibility of using the tensor decomposition method compared to the grand averaging method in multidimensional fNIRS signal analysis. This is to see if tensor decomposition can maintain the pattern of hemodynamic response without losing the temporal dynamics and spatial array to find a more optimized time and regions of interest to average across. The current experiments consisted of two parts: 1) participants studied brand-name products for various ad hoc categories (Experiment 1) or various simple attributes (Experiment 2) and 2) pick for purchase brand-name products in a two-alternative forced choice purchase intention test. Three methods were used to analyze the hemodynamic response data: the grand averaging method, the tensor decomposition method, and the revised grand averaging method. The revised grand averaging method is the same as the grand averaging method but uses information from the tensor decomposition method to inform what time and channel to average across. There were behavioral priming benefits compared to products that were not studied. However, there were no differences across the study conditions. Results revealed processing benefits, not purchasing benefits, for brand-name products studied for different simple attributes as marked by changes in the left prefrontal cortex. The results from tensor decomposition revealed more details on the time and channels of interest than the grand averaging method. Findings suggest that studying different simple attributes of a brand-name product produces benefits in the purchase intention process. Also, findings suggest tensor decomposition is a feasible method for fNIRS signal analysis.
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Date Issued: 2024
PURL: http://purl.flvc.org/fau/fd/FA00014392
Subject Headings: Consumer behavior, Psychology, Experimental, Near infrared spectroscopy
Format: Document (PDF)

Title: Consumer varied purchasing behavior: Definition, taxonomy and scale development.
Creator: Yang, Young I., Florida Atlantic University, Smith, Allen E.
Abstract/Description: Nonloyal consumer purchasing behavior has long been a topic of interest to marketers. A good deal of evidence unearthed suggests that many consumers do not buy the same brand time after time and may rarely remain brand loyal over the long-term. Progress in understanding nonloyal purchasing behavior is limited due, in part, to the lack of attention paid to defining the construct and its domain. The Determinants of Consumer Varied Purchasing Behavior (DCVPB) Scale developed in the study permits...
Show moreNonloyal consumer purchasing behavior has long been a topic of interest to marketers. A good deal of evidence unearthed suggests that many consumers do not buy the same brand time after time and may rarely remain brand loyal over the long-term. Progress in understanding nonloyal purchasing behavior is limited due, in part, to the lack of attention paid to defining the construct and its domain. The Determinants of Consumer Varied Purchasing Behavior (DCVPB) Scale developed in the study permits marketing managers and researchers to identify the facets of nonloyal purchasing behavior, termed Consumer Varied Purchasing Behavior, underlying consumer purchasing behavior for a brand or product category in question. Moreover, an Extended Taxonomy of Consumer Varied Purchasing Behavior (CVPB) is offered. It is needed to revamp and reorganize better the existing terms and add new, relevant dimensions to the structure. All forms of explicable nonloyal purchasing behavior are viewed as explicable brand switching. It is classified into four subcategories termed: (1) past purchase dissatisfaction; (2) promotion effect; (3) hybrid; and (4) CVPB. As postulated here, CVPB is defined as any explicable consumer choice that differs from its predecessor for reasons other than dissatisfaction with the past brand and/or pure promotion effect. Instead, CVPB is motivated by one of thirteen facets or determinants of consumer varied purchasing behavior (DCVPB). CVPB is marked by either exploratory behavior (i.e., absolute or relative novelty seeking) or variety seeking among known brands alternation among known brands, (i.e., alteration among known brands, switching among known brands to enjoy a simple change of pace). The study revealed thirteen facets of CVPB, which include: (1) affiliation, (2) change in constraints, (3) change in feasible set, (4) change in other environmental factors, (5) change in tastes, (6) decision uncertainty, and (7) desire for the unfamiliar. Other dimensions include: (8) desire for variation among known brands/products, (9) distinction, (10) information seeking, (11) multiple situations, (12) multiple users, and (13) physiological influences. Analysis suggests that the scale meets rigorous standards for reliability and validity. The DCVPB Scale is a diagnostic test revealing to managers the facets causing CVPB in the product/service-market of interest.
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Date Issued: 1994
PURL: http://purl.flvc.org/fcla/dt/12372
Subject Headings: Consumer Behavior, Consumers' Preferences, Motivation Research (Marketing), Scale Analysis (Psychology), Consumers
Format: Document (PDF)

Title: Tailored vs. invasive advertising: an empirical examination of antecedents and outcomes of consumers’ attitudes toward personalized advertising.
Creator: Gironda, John, Korgaonkar, Pradeep, Florida Atlantic University, College of Business, Department of Marketing
Abstract/Description: Personalized advertising represents an emerging trend in online advertising. Using enhanced data collection techniques, marketers can craft seemingly made to order advertisements tailored to specific individuals. In turn, this should lead to advertisements that are more relevant for consumers and more effective for marketers. Therefore, personalized advertising has the potential to benefit both consumers and firms alike. However, consumer acceptance of the technique remains a huge hurdle, as...
Show morePersonalized advertising represents an emerging trend in online advertising. Using enhanced data collection techniques, marketers can craft seemingly made to order advertisements tailored to specific individuals. In turn, this should lead to advertisements that are more relevant for consumers and more effective for marketers. Therefore, personalized advertising has the potential to benefit both consumers and firms alike. However, consumer acceptance of the technique remains a huge hurdle, as many consumers seem uncomfortable with the practice due in part to privacy concerns over the vast amounts of data collected and analyzed when generating personalized advertisements. Therefore, it is critical to garner a better understanding of consumers’ attitudes towards personalized advertising in order to be able to use those insights to alleviate consumer privacy concerns. The purpose of this research is to work towards developing a more thorough understanding of consumers’ attitudes towards personalized advertising by exploring the antecedents and outcomes of those attitudes. In particular, we examine what factors determine whether personalized advertising is perceived favorably vs. invasively by consumers and what effects those perceptions have on consumers’ attitudes and intentions. The research lends contributions to academicians, marketing practitioners, and consumers by helping to achieve an increased understanding of personalized advertising’s impact on consumers’ perceptions. The empirical study employed in this research utilizes a conceptual framework that integrates privacy calculus theory with previous research on invasiveness, advertising acceptance, and innovation adoption. In addition, this research contributes to the marketing and information privacy literatures by making a theoretical connection between perceived invasiveness and its relationship with privacy concerns, as well as its impact on consumers’ attitudes and behavioral intentions. The results from the empirical research reveal that a number of constructs, such as perceived invasiveness, privacy concerns, perceived usefulness, and consumer innovativeness demonstrate significant relationships with consumers attitudes and behavioral intentions in the context of personalized advertising. Implications for managers, researchers, and consumers are discussed.
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Date Issued: 2014
PURL: http://purl.flvc.org/fau/fd/FA00004114, http://purl.flvc.org/fau/fd/FA00004114
Subject Headings: Consumer behavior, Consumer relations, Decision support systems, Information display systems, Marketing -- Management, Relationship marketing
Format: Document (PDF)

Title: Level of consumer acculturation and the moderating effects of place of birth, and dominant culture on attitudes toward money.
Creator: Torres, Luis Eduardo., College of Business, Department of Marketing
Abstract/Description: Although growth in the Hispanic population and its buying power has outpaced by far non-Hispanic U.S. growth in the last decade, only a limited amount of attention has been given to study consumer acculturation among Hispanic subcultures. That lack of research represents one of the biggest gaps in the ethnic marketing literature. Previous research has shown that leveln of acculturation is one of the best ways to segment markets, yet key concepts in the acculturation literature have been used...
Show moreAlthough growth in the Hispanic population and its buying power has outpaced by far non-Hispanic U.S. growth in the last decade, only a limited amount of attention has been given to study consumer acculturation among Hispanic subcultures. That lack of research represents one of the biggest gaps in the ethnic marketing literature. Previous research has shown that leveln of acculturation is one of the best ways to segment markets, yet key concepts in the acculturation literature have been used interchangeably (Wallendorf & Reilly, 1983 ; Metha & Belk, 1991 ; Hui, Laroche and Kim, 1998 ; Webster, 1994 ; Penaloza, 1994 ; Laroche, Kim, Hui, and Tomiuk, 1998 ; Ogden, Ogden & Schau, 2004). This research clarifies such concepts and studies the effects of level of acculturation on attitudes toward money among Mexican Americans. Findings suggest that one of the sub-processes of acculturation, integration, can be effectively used to predict Mexican American attitudes toward money. Results address the need of a better understanding of consumption among Hispanic Americans. The importance of research in this area is underlined for public administrators, marketing managers and scholars alike.
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Date Issued: 2012
PURL: http://purl.flvc.org/FAU/3356017
Subject Headings: Target marketing, Consumer behavior, Hispanic American consumers, Hispanic Americans, Cultural assimilation
Format: Document (PDF)

Title: Validating the search, experience, and credence product classification framework in a model of patronage intentions.
Creator: Girard, Tulay., Florida Atlantic University, Korgaonkar, Pradeep
Abstract/Description: Although the Internet as a shopping medium provides convenience to easily access products, the U.S. e-commerce retail sales still make up a very small percentage of the U.S. total retail sales. To better understand what influences consumers' choices to shop for products or services on the Internet versus local retail stores, this study tests the influence of antecedent factors of consumer patronage intentions for Internet and local retail stores. The study draws the antecedent factors from...
Show moreAlthough the Internet as a shopping medium provides convenience to easily access products, the U.S. e-commerce retail sales still make up a very small percentage of the U.S. total retail sales. To better understand what influences consumers' choices to shop for products or services on the Internet versus local retail stores, this study tests the influence of antecedent factors of consumer patronage intentions for Internet and local retail stores. The study draws the antecedent factors from the extant literature, which include product classes, the importance consumers place on retailer attributes, and consumer perceived risk in product classes. Because the Internet instituted a convenient shopping medium with information distribution and search capabilities, nomological validity of the search, experience, and credence (SEC) product classification framework is tested in the online shopping context. This study tests the validity of the SEC product classification framework by examining whether significant differences exist in (1) the level of importance that consumers place on retailer attributes, (2) the amount and type of risks that online shoppers perceive in product classes (search, experience, and credence), and (3) their patronage intentions for two retailer types---Internet and local retail stores---based on product classes. In the same model, the study also tests the mediating effects of perceived risk in product classes in the relationship between the importance of retailer attributes and patronage intentions for retailer types. Although the relationships between some of the antecedent factors of patronage intentions have been tested in previous studies, they have never been tested jointly in the context of Internet shopping. Data were collected in three stages. The first two stages were the pretest studies that were conducted to select products as examples to represent each product category. The hypotheses were tested using data collected from a nationwide survey of those who previously purchased products or services on the Internet. The results of the analyses support the hypotheses.
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Date Issued: 2005
PURL: http://purl.flvc.org/fcla/dt/12142
Subject Headings: Marketing--Planning, Consumer behavior, Retail trade--Management, Consumers' preferences--Longitudinal studies, Electronic commerce
Format: Document (PDF)

Title: Perceived Risk and Consumer Adoption of Service Innovations.
Creator: Savas, Selen, Koku, Paul Sergius, Florida Atlantic University, College of Business, Department of Marketing
Abstract/Description: This study examines the influence of various facets of perceived risk on the attitudes toward really new services (RNS) and adoption intentions. Although there is considerable research examining perceived risk and consumer adoption of innovations, three aspects of the relationship have been neglected. First, much of the research on really new innovations is product-focused with little attention to services. Second, there is limited research examining perceived risk as a multidimensional...
Show moreThis study examines the influence of various facets of perceived risk on the attitudes toward really new services (RNS) and adoption intentions. Although there is considerable research examining perceived risk and consumer adoption of innovations, three aspects of the relationship have been neglected. First, much of the research on really new innovations is product-focused with little attention to services. Second, there is limited research examining perceived risk as a multidimensional construct. Third, consumer characteristics that affect the relationship between perceived risks and adoption intentions have not been included in most of the innovation studies. Thus, this study seeks to provide answers to the questions of “which types of perceived risk are more likely to affect adoption intentions of RNS?” and “which consumer characteristics affect the relationship between perceived risks and adoption intentions of RNS?”. The findings of the study show the influence of perceived risk in the service innovations area. We contribute to theory and practice by identifying the specific risks that cause consumers to resist adopting RNS as well as showing the explanatory power of Regulatory Focus Theory (RFT) to understand why consumers react differently when they encounter service innovations.
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Date Issued: 2017
PURL: http://purl.flvc.org/fau/fd/FA00004805, http://purl.flvc.org/fau/fd/FA00004805
Subject Headings: Consumer behavior., Customer services., Risk perception., Regulatory focus (Psychology)
Format: Document (PDF)

Title: User Behavior Modeling in Online Display Advertising.
Creator: Van Nice, Kara, Zhu, Xingquan, Florida Atlantic University, College of Engineering and Computer Science, Department of Computer and Electrical Engineering and Computer Science
Abstract/Description: Online display advertising intends to find the best match between advertise- ment (ad) campaigns and online users, conditioned by user specific contexts such as geographic locations, and hobbies etc. During this matching process, user behavior plays a crucial role in determining whether and when the user, who has been served the ad, will result in a conversion event. Advertisers seek to understand how users behave if they are continuously served impressions from the same campaign, as well as...
Show moreOnline display advertising intends to find the best match between advertise- ment (ad) campaigns and online users, conditioned by user specific contexts such as geographic locations, and hobbies etc. During this matching process, user behavior plays a crucial role in determining whether and when the user, who has been served the ad, will result in a conversion event. Advertisers seek to understand how users behave if they are continuously served impressions from the same campaign, as well as any noticeable patterns between campaign categorization and user behavior. This thesis carries out data analytics to investigate correlation between user behavior and campaign conversion rates (CVR), including click-through conversion rates and view- through conversion rates. We investigate campaign categorization based on both IAB categories, and campaign dfficulty level defined by effective CPA (eCPA). We carry out large scale analytics over billions of impressions from over 1000 campaigns, observing consistent patterns and significant findings.
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Date Issued: 2018
PURL: http://purl.flvc.org/fau/fd/FA00013018
Subject Headings: Consumer behavior, Advertising campaigns--Data processing, Internet advertising
Format: Document (PDF)

Title: Net transaction value: Toward a unified theory of buyer decision-making.
Creator: Branchik, Blaine J., Florida Atlantic University, Shaw, Eric H.
Abstract/Description: Buyer decision-making, a fundamental marketing activity, is studied from a variety of perspectives. This study proposes Net Transaction Value (NTV), a unified theory of buyer decision-making. NTV hypothesizes that a buyer makes an implicit and subjective calculation before making a purchase in a high involvement context. In making this calculation, the buyer deducts the costs anticipated from a transaction or transaction stream from its associated benefits. Benefits in the NTV equation...
Show moreBuyer decision-making, a fundamental marketing activity, is studied from a variety of perspectives. This study proposes Net Transaction Value (NTV), a unified theory of buyer decision-making. NTV hypothesizes that a buyer makes an implicit and subjective calculation before making a purchase in a high involvement context. In making this calculation, the buyer deducts the costs anticipated from a transaction or transaction stream from its associated benefits. Benefits in the NTV equation reflect not only the product or service offering itself, but the monetary aspects of the transaction or purchase deal. Costs reflect the buyer's own self-imposed costs over and above price as well as those costs over and above price imposed by the seller on the buyer. This study uses the NTV model to develop and test the relationships between these benefit and cost variables and the buyer's perceptions of net transaction value. Results confirm that the buyer includes the benefits of the product or service offering itself and seller-imposed costs in the calculation of NTV. As a result, NTV provides a valuable tool for predicting and describing buyer decision-making.
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Date Issued: 2005
PURL: http://purl.flvc.org/fau/fd/FADT12121
Subject Headings: Marketing research, Consumer behavior, Decision making, Business forecasting
Format: Document (PDF)

Title: The relationship between employee job satisfaction and key customer outcomes: A study among temporary workers.
Creator: Hagan, Christine M., Florida Atlantic University, Bernardin, Harold John
Abstract/Description: This dissertation investigates the nature of the relationship that exists between job satisfaction among temporary workers and general customer perceptions of service quality, customer-based appraisal of specific service provider performance, and customers' future behavioral intentions concerning doing business with the firm in the future (e.g., to increase business, to recommend the organization to others, etc.). The Job Descriptive Index (JDI) and its related Job-in-General scale were used...
Show moreThis dissertation investigates the nature of the relationship that exists between job satisfaction among temporary workers and general customer perceptions of service quality, customer-based appraisal of specific service provider performance, and customers' future behavioral intentions concerning doing business with the firm in the future (e.g., to increase business, to recommend the organization to others, etc.). The Job Descriptive Index (JDI) and its related Job-in-General scale were used to measure employee satisfaction. SERVQUAL was used to gauge general customer perceptions of service quality. A 13-item battery derived from marketing literature was used to measure customer future behavioral intentions. The customer appraisal of service provider performance was based on performance appraisal literature. Results indicated significant correlation between worker satisfaction and customer perceptions of service quality (r = .27; p < .01), customer-based appraisal of specific service provider performance (r = .30; p < .01), and customer intentions concerning doing business with the organization in the future (r = .20; p < .05). Customer quality perceptions were significantly associated with their future intentions (r = .71; p < .01) and with specific customer performance appraisal (r = .63; p < .01). However, when combined with general customer service perceptions (SERVQUAL), specific customer appraisal of service provider performance did not contribute unique predictive or explanatory capability. Unexpectedly, temporary workers' satisfaction with co-workers on their job assignment was significantly related to all customer outcome measures. The results are described and discussed in comparison with meta-analyses about job satisfaction, and in terms of other studies concerning contingent workers.
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Date Issued: 1999
PURL: http://purl.flvc.org/fcla/dt/12602
Subject Headings: Job satisfaction, Consumer behavior, Temporary employees, Customer services
Format: Document (PDF)

Title: How green is the mouse?: a look at the use of green marketing in Walt Disney World to promote environmental policy and standards.
Creator: Piccirillo, Cara., Harriet L. Wilkes Honors College
Abstract/Description: My project "How Green is the Mouse?" analyses the ways in which the Disney Company utilizes various green marketing strategies in an effort to appeal to the growing number of eco-conscious consumers. My study examines different strategies of green marketing and evaluates the use of these strategies in relation to discussions of the "greenwash" concept. Examples of such strategies include green selling, when a company continues to manufacture a pre-existing product with changes only in...
Show moreMy project "How Green is the Mouse?" analyses the ways in which the Disney Company utilizes various green marketing strategies in an effort to appeal to the growing number of eco-conscious consumers. My study examines different strategies of green marketing and evaluates the use of these strategies in relation to discussions of the "greenwash" concept. Examples of such strategies include green selling, when a company continues to manufacture a pre-existing product with changes only in marketing and not policy or output, and green partnerships, when a company undertakes a more eco-friendly appearance simply by collaborating with a well-known environmental organization. In this study, I investigate the various methods of green marketing utilized throughout the parks and other attraction areas of Walt Disney World, located near Orlando, Florida.
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Date Issued: 2008
PURL: http://purl.flvc.org/FAU/77683
Subject Headings: Green marketing, Consumption (Economics), Environmental aspects, Consumer behavior, Marketing
Format: Document (PDF)

Title: Viral advertising: conceptual and empirical examination of antecedents, context and its influence on purchase intentions.
Creator: Petrescu, Maria., College of Business, Department of Marketing
Abstract/Description: The purpose of this paper is to focus on viral advertising and study the conditions under which ads become viral, how they are intentionally transmitted by consumers to their social network and their relationship with classical advertising variables, such as attitude toward the ad, attitude toward the brand and purchase intention of the consumer. We first analyze studies focusing on different aspects of the viral communication, "electronic word-of-mouth", "word-of-mouse", "viral marketing"...
Show moreThe purpose of this paper is to focus on viral advertising and study the conditions under which ads become viral, how they are intentionally transmitted by consumers to their social network and their relationship with classical advertising variables, such as attitude toward the ad, attitude toward the brand and purchase intention of the consumer. We first analyze studies focusing on different aspects of the viral communication, "electronic word-of-mouth", "word-of-mouse", "viral marketing" and "buzz" in order to clarify the concept of viral advertising. After clarifying the viral advertising concept, the project analyzes the viral process and its main antecedents and influencers, by taking into consideration emotional and ad appeals theories. The results show that ad appeals influence attitude toward the ad and viral intentions, with humor being the most significant appeal in the context of viral advertising. The study also focuses on the social aspects of advertising and consumption , including influential differences related to the source of the message, social influencers analyzed in the socialization literature, such as family and peers, the tie strength element from the social network theory and consumer market maven traits. The findings show the significance of family communication and market maven characteristics in relation to consumers' viral intentions. We then integrate our key variable, viral intentions, in a classical advertising framework based on attitudes theory and their influence on behavioral intentions. The results confirm previously studied relationships between attitude toward the ad, attitude toward the brand and purchase intentions., The findings bring into attention two key new relationships: the significant effect of attitude toward the brand on viral intentions, and the positive relationship between viral intentions and purchase intentions, a very important relationship for marketing research the viral advertising concept, analyzes its key antecedents, and studies the relationship between attitudes and behavioral intentions in a viral advertising context. The paper also establishes a key positive relationship between viral intentions and purchase intentions regarding the advertised product.
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Date Issued: 2012
PURL: http://purl.flvc.org/FAU/3352280
Subject Headings: Viral marketing, Marketing, Management, Relationship marketing, Internet marketing, Mass media, Social aspects, Consumer behavior
Format: Document (PDF)

Title: The impact of IT security psychological climate on salient user beliefs toward IT security: an empirical study.
Creator: Warner, Janis A., College of Business, Information Technology and Operations Management
Abstract/Description: There is a growing need to better understand what influences user behavior for developing comprehensive IT security systems. This study integrates two prominent bodies of research, the theory of planned behavior used to frame the factors influencing user behavior and individual level climate perceptions used to frame organizational environment influences, to develop a multidimensional IT security user behavior model. The model is then used as the basis for a survey based research to...
Show moreThere is a growing need to better understand what influences user behavior for developing comprehensive IT security systems. This study integrates two prominent bodies of research, the theory of planned behavior used to frame the factors influencing user behavior and individual level climate perceptions used to frame organizational environment influences, to develop a multidimensional IT security user behavior model. The model is then used as the basis for a survey based research to empirically test the hypotheses whether the perceived IT security climate of an organization significantly influences the users beliefs regarding the use of IT security. The intent of the study is to extend the theory of planned behavior and IT security literature by investigating salient IT security beliefs and environmental influences on those beliefs. First, anti-spyware was identified as an appropriate target IT security artifact, and then incorporated into a multi-phased research approach. Second, a semi-structured interview process was used to elicit salient beliefs regarding use of the IT security artifact. Third, IT security psychological climate was conceptualized based on the extant literature on organizational climate, safety climate and IT security in order to examine the organizational environment influences on these beliefs. Finally, a survey was used to collect data to validate the constructs and test the hypothesized relationships., The study found that there was a significant positive relationship between IT security psychological climate and 1) the belief that anti-spyware will protect organizational interests such as privacy and data, 2) the belief that anti-spyware will prevent disruptions to work, 3) the belief that the approval of anti-spyware use by the technical support group is important, 4) the belief that monetary resources are needed to enable the use of anti-spyware, and 5) the belief that time is a facilitating condition for the use of anti-spyware. A discussion of the findings and their implications for theory and practice is provided.
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Date Issued: 2009
PURL: http://purl.flvc.org/FAU/186772
Subject Headings: Security (Psychology), Electronic commerce, Security measures, Web sites, Design, Consumer behavior, Mathematical models, Organizational effectiveness
Format: Document (PDF)

Title: An enhanced model for measuring service quality.
Creator: Jagannathan, Venkatakrishnan., Florida Atlantic University, Shaw, Eric H.
Abstract/Description: Three models have been proposed to measure service quality in the marketing literature. These models are: (1) Perception minus Expectations (P-E) Model, (2) Ideal Point (IP) Model, and (3) Performance-based (P-based) model. Underlying the models are two types of attributes: (a) vector point attributes (in the P-E and P-based models), and (b) ideal point attributes (in the IP model). With vector point attributes, increasing performance levels produce increased levels of favorable evaluation by...
Show moreThree models have been proposed to measure service quality in the marketing literature. These models are: (1) Perception minus Expectations (P-E) Model, (2) Ideal Point (IP) Model, and (3) Performance-based (P-based) model. Underlying the models are two types of attributes: (a) vector point attributes (in the P-E and P-based models), and (b) ideal point attributes (in the IP model). With vector point attributes, increasing performance levels produce increased levels of favorable evaluation by customers. With ideal point attributes, increased levels of performance produces favorable evaluation up to the ideal, but beyond the ideal further performance is unfavorably evaluated. This research extends the attribute typology by introducing a third type called the "threshold point attribute." Threshold point attributes are those where customers' evaluation are posited to be favorable when performance increases up to a threshold point. Beyond the threshold point increases in performance are not accompanied by incremental increases in favorable evaluation (as with vector attributes), nor do they turn negative (as with ideal point attributes). That is, the marginal change in evaluation (whether an increase or decrease) is zero after the threshold level. In addition to extending the attribute typology, this research also proposes an enhanced model which subsumes vector, ideal and threshold point attributes. Because of its inclusiveness, the enhanced model is hypothesized to better represent the construct of service quality than the P-E, IP, and P-based models. A survey was mailed to 4,975 customers of an internationally known service firm. Results of a piecewise regression analysis on the data show that threshold point attributes exist in services. The enhanced model, however, does not perform better than other models in criterion and construct validity tests. One significant implication for managers is that they can avoid expenditures on features that customers do not desire beyond a threshold level. The most important direction for future research is to develop and test a contingency theory of customers' attribute classifications.
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Date Issued: 1996
PURL: http://purl.flvc.org/fcla/dt/12486
Subject Headings: Customer services--Research, Marketing research, Consumer behavior--Research, Quality assurance
Format: Document (PDF)

Title: The Influence of Consumers' Perspectives of Transaction Costs in Business-to-Consumer Markets, their Risk-bearing Propensity, and the Categories of Goods purchased on Consumers' Preference of Shopping Medium.
Creator: Byramjee, Framarz, Korgaonkar, Pradeep, Florida Atlantic University
Abstract/Description: Despite increased internet usage, transactions conducted by consumers via ecommerce still constitute a very small percentage of total U.S. retail sales. To better understand what influences consumers' choices to shop for products or services on the internet versus local retail stores, this study tests the influence of consumers' transaction costs, coupled with the risk-bearing propensity of individuals (risk-taking or risk-averse attitude) in a shopping context, and the category of goods...
Show moreDespite increased internet usage, transactions conducted by consumers via ecommerce still constitute a very small percentage of total U.S. retail sales. To better understand what influences consumers' choices to shop for products or services on the internet versus local retail stores, this study tests the influence of consumers' transaction costs, coupled with the risk-bearing propensity of individuals (risk-taking or risk-averse attitude) in a shopping context, and the category of goods involved in the purchase process (such as search or experience goods), which will ultimately influence consumers' preference of shopping medium (such as online or traditional). This research study introduces the construct of consumers' transaction costs as an important predictor of consumers' preference of shopping medium, develops two segregated categories of consumers' transaction costs, namely the individual costs and the social costs, and implements a system of measurement of these costs with regard to how much they matter to individual consumers with regard to their preference of shopping medium. Several pretests were initially conducted to operationalize the variables and their measurement scales, and to validate the manipulation checks employed for the study. The data for the main study was then collected via four versions of the designed and pre-tested survey instrument, employing a between-subjects design, and subject to the appropriate statistical analyses. The results convey that individuals with higher risk-bearing propensity would prefer the online shopping medium, while individuals with lower risk-bearing propensity would prefer the traditional shopping medium. Further, search goods would have a greater tendency to be bought online, while experience goods would have a greater tendency to be bought in-store. These findings bear support to past literature wherein similar results have been found, and serve to strengthen these conjectures. With regard to the effects of consumers' transaction costs, the individual costs and the social costs tend to only influence consumers' reference of shopping medium without providing a sense of the actual choice of medium. Further, the nonsignificant interaction effects of individuals' risk-bearing propensity and goods' categories with consumers' transaction costs imply that these variables do not moderate the impact of transaction costs on consumers' preference of shopping medium. The study then discusses the analytical and theoretical reasoning pertaining to these results, along with the managerial implications which this research bears, and the limitations of this study which could warrant potential future research.
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Date Issued: 2007
PURL: http://purl.flvc.org/fau/fd/FA00000301
Subject Headings: Consumer behavior--Research, Electronic commerce, Internet marketing, Marketing--Psychological aspects, Motivation research (Marketing)
Format: Document (PDF)

Title: Nietzsche at the mall: deconstructing the consumer.
Creator: White, Daniel R., Hellerick, Gert
Date Issued: 1994
PURL: http://purl.flvc.org/fcla/dt/15867
Subject Headings: Philosophy, Modern 20th century, Consumer behavior--Social aspects, Materialism--Social aspects, Mass society, Postmodernism
Format: Document (PDF)

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