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(1 - 9 of 9)
- Title
- An Empirical Test of a Theoretical Model of Surprise in Marketing.
- Creator
- Toteva, Irina T., Shaw, Eric H., Florida Atlantic University, College of Business, Department of Marketing
- Abstract/Description
-
The purpose of this research was to construct and empirically test a theoretical model of surprise and its impact on consumer affect and behavior. First the literature on the emotion of surprise was reviewed with particular emphasis on classification and process models of surprise. A theoretical model of surprise was constructed. A new concept called motivated meaning integration (MMI) was proposed. MMI takes place in a setting that includes the interaction of the appraisal process with...
Show moreThe purpose of this research was to construct and empirically test a theoretical model of surprise and its impact on consumer affect and behavior. First the literature on the emotion of surprise was reviewed with particular emphasis on classification and process models of surprise. A theoretical model of surprise was constructed. A new concept called motivated meaning integration (MMI) was proposed. MMI takes place in a setting that includes the interaction of the appraisal process with factors such as environmental uncertainty and consumers’ individual differences. These interactions impact outcomes such as consumer affect and buying behavior. Ten hypotheses were derived from the theoretical model and empirically tested using several pretests and two main studies. The present research designed and evaluated several surprise manipulations and MMI manipulation checks to effectively test the proposed relationships. Participants were recruited from Amazon Mechanical Turk (Mturk). Although many of the hypotheses were not supported, some important ones were. The results provide some support that a consumer’s sense of personal control interacts with MMI to impact a consumer’s likelihood of choosing unknown or mystery products ( e.g. products in a known category such as beauty products but the actual products are selected by the company). Specifically, consumers who experienced a low sense of personal control (compared to a high sense personal control) were more likely to choose mystery products (vs. objectively similar known products) after they encountered surprise with mystery (vs. with known) elements. The results also provided some support that productivity orientation interacts with surprise appraisal to impact consumer affect. Particularly, consumers with high productivity orientation (vs. low) were more likely to experience higher positive affect after encountering surprise with mystery (vs. with known) elements. The primary implication for theory involves refining the conceptualization of surprise appraisal, especially fast MMI, and adopting adequate measure for testing it. The most relevant implication for marketing management is to offer products with mystery elements because consumers are more likely to choose additional mystery products. If this dissertation stimulates others to pursue research on surprise theory in marketing, my efforts to continue developing scientific theory will be worth it.
Show less - Date Issued
- 2018
- PURL
- http://purl.flvc.org/fau/fd/FA00013102
- Subject Headings
- Marketing., Surprise., Empirical Research.
- Format
- Document (PDF)
- Title
- An Investigation of Consumer Motivation Affecting the Purchase of Service Maintenance Contracts.
- Creator
- Casey, Leonard V., Jr., Florida Atlantic University, Stroh, Thomas F.
- Abstract/Description
-
A study was conducted in the state of Florida of persons having service maintenance contracts on their Frigidaire brand appliances to determine the motivations affecting the purchase of the service maintenance contracts. This study was implemented by the use of a random sample, along with a content analysis. As a result of this research it was discovered that the primary reason for this action was an economic motive. It was further learned that none of the offering agencies played upon this...
Show moreA study was conducted in the state of Florida of persons having service maintenance contracts on their Frigidaire brand appliances to determine the motivations affecting the purchase of the service maintenance contracts. This study was implemented by the use of a random sample, along with a content analysis. As a result of this research it was discovered that the primary reason for this action was an economic motive. It was further learned that none of the offering agencies played upon this economic factor in their promotional appeals. Therefore, the following has been concluded: the consumer's purchase of service maintenance contracts was not made due to the efforts on the part of the selling a gents, but rather in spite of them. And, the total market for service maintenance contracts has been restricted because of insufficient stimulation on the part of the selling agents.
Show less - Date Issued
- 1972
- PURL
- http://purl.flvc.org/fcla/dt/12650
- Subject Headings
- Consumers, Motivation research (Marketing)
- 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
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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.
Show less - 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
- 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.
Show less - 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
- 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.
Show less - 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
- FUTURE MARKET PREDICTION FOR ELECTRIC POWERED AUTOMOBILES IN THE UNITED STATES.
- Creator
- KUGLER, GEORGE CHARLES, Florida Atlantic University, Stroh, Thomas F., Business Communications, College of Business
- Abstract/Description
-
Due to the increased scarcity and price of petroleum based fuels, electric vehicles (EV's) are becoming a viable alternative to internal combustion engine (ICE) powered automobiles. Due to their present limited performance, electric vehicles can replace only a fraction of present ICE automobiles. A quantitative estimate of the market for EV's over the next ten years is arrived at by considering EV performance levels, automobile driving and buying habits of United States automobile purchasers,...
Show moreDue to the increased scarcity and price of petroleum based fuels, electric vehicles (EV's) are becoming a viable alternative to internal combustion engine (ICE) powered automobiles. Due to their present limited performance, electric vehicles can replace only a fraction of present ICE automobiles. A quantitative estimate of the market for EV's over the next ten years is arrived at by considering EV performance levels, automobile driving and buying habits of United States automobile purchasers, and ownership statistics. A maximum market potential for electric automobiles of 30 percent of the new car market in ten years is derived.
Show less - Date Issued
- 1978
- PURL
- http://purl.flvc.org/fcla/dt/13944
- Subject Headings
- Automobiles--United States--Marketing, Electric automobiles--Research
- 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.
Show less - 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
- Product placement within violent media: investigating the role of emotion on product memory.
- Creator
- Berger, Johanna D., Charles E. Schmidt College of Science, Department of Psychology
- Abstract/Description
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Despite extensive research into memory and violence, relatively little is known about the relationship between violent media and memory of advertised products. Research has yielded contradictory evidence ; some scholars have found a negative relationship, others a nonexistent one... This research investigated the role of emotion in the relationship between violent media and product placement memory. This study creates insight into inconclusive previous findings by providing evidence that...
Show moreDespite extensive research into memory and violence, relatively little is known about the relationship between violent media and memory of advertised products. Research has yielded contradictory evidence ; some scholars have found a negative relationship, others a nonexistent one... This research investigated the role of emotion in the relationship between violent media and product placement memory. This study creates insight into inconclusive previous findings by providing evidence that violence influences product memory. Specifically, participants were significantly worse at remembering products placed within violent clips (e.g., free recall, cued recall, recognition. Participants' emotional responses to the violent clips also appeared to influence their memory for embedded products ; product recognition was significantly correlated with disgust, avoidance, and interest ratings.... Interestingly, stronger negative responses to the violent clips were correlated with decreased preference for the embedded products. Furthermore, the pattern of differences for product preference between target and non-target violent products varied according to negative emotional reaction. Therefore, this dissertation provides insight into the role emotion plays in the relationship between viewing violent media and product placement memory.
Show less - Date Issued
- 2012
- PURL
- http://purl.flvc.org/FAU/3358283
- Subject Headings
- Mass media, Marketing, Advertising, Psychological aspects, Persuasion (Psychology), Product placement in mass media, Violence in mass media, Psychological aspects, Human information processing, Research
- Format
- Document (PDF)
- Title
- The Role of Cues in Buyers' Evaluations of Service Innovations.
- Creator
- Ramesan, Jayendra, Florida Atlantic University, Georgoff, David M.
- Abstract/Description
-
This dissertation integrates knowledge from consumer behavior, diffusion research, strategy and MIS to investigate the effects of information cues such as price, brand equity, and technology on buyers' service evaluations and behavioral intentions. Specifically, the effects of these information cues on buyers' perceptions of service quality, value and purchase intentions are examined. In addition, this study examines the role of two intervening variables, namely, sacrifice (monetary costs)...
Show moreThis dissertation integrates knowledge from consumer behavior, diffusion research, strategy and MIS to investigate the effects of information cues such as price, brand equity, and technology on buyers' service evaluations and behavioral intentions. Specifically, the effects of these information cues on buyers' perceptions of service quality, value and purchase intentions are examined. In addition, this study examines the role of two intervening variables, namely, sacrifice (monetary costs) and ease of use (non-monetary costs) in buyers' service evaluations. Two interactive services, a home banking service (Citibank & Ameritech) and a home shopping service (Time Warner) were described in a concept test format to subjects in a 4 x 2 x 2 between-subjects factorial design experiment. The sample for the home banking service (281) was composed of undergraduate students drawn from the university while the sample for the home shopping service (409), was composed of individuals living in the South Florida area. The experimental treatments, manipulation checks, dependent and intervening variables were measured using multiple-item seven point Likert-type scales. The data was analyzed using econometric modeling techniques. In both experiments, service quality perceptions were found to be significantly influenced by technology and brand equity perceptions. Brand equity was the main determinant of service quality in both experiments. Service value perceptions were driven by direct effects from service quality, sacrifice and ease of use and indirectly driven by technology and price perceptions. The role of brand equity in value perceptions is ambiguous. Sacrifice was related positively to price perceptions in both studies. Purchase intentions were explained only by value perceptions in both studies. The results suggest that service quality and service value are very different. The value function is more complex than service quality. Service organizations that attempt to create customer value by maximizing service quality ratings at the lowest price need to emphasize other value based determinants such as technology and ease of use. The model suggests a crossfunctional approach should be employed for service design and development in order to maximize service quality and customer value. In addition, this study recommends a substantive pre-launch service concept development and delivery effort by service organizations before introducing new services.
Show less - Date Issued
- 1996
- PURL
- http://purl.flvc.org/fcla/dt/12452
- Subject Headings
- Human Information Processing--Research, Consumer Satisfaction--Evaluation, Marketing--Management, Quality of Products--Evaluation, Technological innovations, Customer services--Quality control
- Format
- Document (PDF)
