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Investigation of Consumer Motivation Affecting the Purchase of Service Maintenance Contracts
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.
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Date Issued
1972
PURL
http://purl.flvc.org/fcla/dt/12650
Subject Headings
Consumers, Motivation research (Marketing)
Format
Document (PDF)
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
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)
Consumer varied purchasing behavior: Definition, taxonomy and scale development
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)