MKTG: Consumer Decision Making & Search (Topic)最新文献

{"title":"Was Television Responsible for a New Generation of Smokers?","authors":"Michael Thomas","doi":"10.2139/ssrn.3182074","DOIUrl":"https://doi.org/10.2139/ssrn.3182074","url":null,"abstract":"\u0000 Consumers’ response to mass media can be difficult to assess because individuals choose for themselves the amount of media they consume, and that choice may be correlated with their other consumption decisions. To avoid this selection problem, this article examines the introduction of television to the US, during which some cities gained access to television years before others. This natural experiment makes it possible to estimate the causal impact of television on the decision to start smoking, a consumer behavior with important public health implications. Difference-in-differences analyses of television’s introduction indicate that (1) television did cause people to start smoking, (2) 16- to 21-year-olds were particularly affected by television, and (3) much of the response to television occurred within a couple of years of its introduction. Our preferred estimates suggest that television increased the share of smokers in the population by 5–15 percentage points, generating roughly 11 million additional smokers between 1946 and 1970. More broadly, these results offer causal evidence that (1) mass media can have a large influence on consumers, potentially affecting their health, (2) media exerts an especially strong influence on teens, and (3) mass media can influence consumers more than typical changes in prices.","PeriodicalId":108833,"journal":{"name":"MKTG: Consumer Decision Making & Search (Topic)","volume":"59 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2019-06-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"124185989","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Anticipatory Consumptions","authors":"Liang Guo","doi":"10.1287/mnsc.2019.3367","DOIUrl":"https://doi.org/10.1287/mnsc.2019.3367","url":null,"abstract":"Mental simulations such as anticipatory and/or retrospective emotions can yield higher weight for a delayed consequence than for current well-being (i.e., negative devaluing). In this research, we investigate the behavioral and welfare implications of negative devaluing for intertemporal consumptions in an intrapersonal game. Our general framework accounts for two distinctions: desired versus undesired consumptions, and naive versus sophisticated beliefs about future selves’ preferences. Naive people procrastinate desired consumptions and preproperate undesired ones. The behavior of sophisticated people generally exhibits a cyclical pattern. Sophistication may either mitigate or exacerbate the time-inconsistency problem, and hence may improve or undermine long-run welfare, depending on the valence and the units of consumptions and on whether consumptions are tied consecutively. In addition, our comparative statics analysis generates surprising results with respect to the impacts of decision parameters (e.g., deadline, consumption units). We also discuss implications for targeted pricing, product design, promotion strategies, and savings. This paper was accepted by Matthew Shum, marketing.","PeriodicalId":108833,"journal":{"name":"MKTG: Consumer Decision Making & Search (Topic)","volume":"22 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2019-03-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"127814742","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Overestimating the Valuations and Preferences of Others","authors":"Minah H. Jung, Alice Moon, Leif D. Nelson","doi":"10.2139/ssrn.3352888","DOIUrl":"https://doi.org/10.2139/ssrn.3352888","url":null,"abstract":"People often make judgments about their own and others’ valuations and preferences. Across 12 studies (N=18,818), we find a robust bias in these judgments such that people overestimate the valuations and preferences of others. This overestimation arises because, when making predictions about others, people rely on their intuitive core representation of the experience (e.g., is the experience generally positive?) in lieu of a more complex representation that might also include countervailing aspects (e.g., is any of the experience negative?). We first demonstrate that the overestimation bias is pervasive for a wide range of positive (Studies 1-5) and negative experiences (Study 6). Furthermore, the bias is not merely an artifact of how preferences are measured (Study 7). Consistent with judgments based on core representations, the bias significantly reduces when the core representation is uniformly positive (Studies 8A-8B). Such judgments lead to a paradox in how people see others trade off between valuation and utility (Studies 9A-9B). Specifically, relative to themselves, people believe that an identically-paying other will get more enjoyment from the same experience, but paradoxically, that an identically-enjoying other will pay more for the same experience. Finally, consistent with a core representation explanation, explicitly prompting people to consider the entire distribution of others’ preferences significantly reduced or eliminated the bias (Study 10). These findings suggest that social judgments of others’ preferences are not only largely biased, but they also ignore how others make tradeoffs between evaluative metrics.","PeriodicalId":108833,"journal":{"name":"MKTG: Consumer Decision Making & Search (Topic)","volume":"79 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2019-02-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"121548217","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Insuring Product Markets","authors":"J. Hinloopen, L. Zhou","doi":"10.2139/ssrn.3287913","DOIUrl":"https://doi.org/10.2139/ssrn.3287913","url":null,"abstract":"We formally link insurance markets with product markets and identify a demand effect of insurance: if risk-averse consumers can buy insurance against possible product failure, there will be some additional consumers that buy the product because they can also purchase protection. The concomitant upward pressure on price is further fueled by those consumers that have a higher willingness to pay if they can also buy insurance. But a higher price causes those consumers to leave the market that would have bought the product absent insurance. Introducing insurance thus has an ambiguous effect on price, consumers' surplus, and total surplus.","PeriodicalId":108833,"journal":{"name":"MKTG: Consumer Decision Making & Search (Topic)","volume":"52 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-11-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"116037016","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Identifying the Picky Shopper","authors":"Andong Cheng, H. Baumgartner, Margaret G. Meloy","doi":"10.2139/ssrn.3152610","DOIUrl":"https://doi.org/10.2139/ssrn.3152610","url":null,"abstract":"Shopper pickiness is an individual difference that is fundamentally associated with how individuals make choices. From lay intuition, we all know someone who is “picky”. Yet to date, research in marketing has neither systematically defined the construct nor provided the means by which to assess relative degrees of pickiness among shoppers. This paper theorizes that individual differences in shopper pickiness are characterized by two primary factors: precise preferences (PP) and flaw sensitivity (FS). The authors develop the Picky Shopper scale and find that pickier shoppers describe their ideal products in more detail, are more critical of advertised products, are less susceptible to social influence, are more likely to spread negative word of mouth, and form smaller consideration sets. In addition, the authors find that picky shoppers care about a wide range of attributes when they make selections, even when deciding on horizontal attributes (e.g. color, taste). Finally, the Picky Shopper scale reliably identifies pickiness across various shopping contexts.","PeriodicalId":108833,"journal":{"name":"MKTG: Consumer Decision Making & Search (Topic)","volume":"20 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-03-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"134140068","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Influencing Factors of Consumer Behaviour in Retail Shops","authors":"A. Gomes","doi":"10.2139/ssrn.3151879","DOIUrl":"https://doi.org/10.2139/ssrn.3151879","url":null,"abstract":"Awareness of the patterns of consumer’s behaviour and its concomitant influencing factors may lead to the profitability of the business. This study aims to discover the influencing factors of consumers buying behaviour and their perception of significant factors like price, place, promotion, product, people, physical evidence and process. Likewise, this study would explore how the 7Ps have a significant influence on consumers buying behaviour who frequently visit the retail stores for their purchases. This study aimed to explore the influencing factors of shoppers’ buying behaviour in retail stores based on Price, Place, Promotion, Product, People, Physical evidence and Process. Specifically, the study has the following main objectives: To identify the factors that influence shoppers’ buying behavior in retail stores in the Kingdom of Bahrain; To measure the level of agreement among shoppers on various dimensions of marketing mix (7Ps) which might affect their buying behaviour in the retail stores; and to examine relationship of the selected dimensions of the 7Ps on the buying behaviour of shoppers in various retail stores. A causal research was used in this study to measure the cause-and-effect relationships and to explain the patterns of relationships among variables. The purposive or judgmental sampling method was used; 120 shoppers were chosen who have had purchased various products from retail stores, specifically those from the Shopping Malls. A survey questionnaire was administered personally with the support of online facility like Google drive. In order to obtain valuable information and to elicit evidence needed to prove the hypotheses of the study, informal interviews were conducted. Based on the results, the majority of the respondents were educated females who belonged to 20-35 age group, mostly married who derived their incomes from both government and private sectors. Furthermore, it was revealed that Pearson r calculations suggest that product, price, place, promotion, people, physical evidence and process have positive relationships with shoppers’ buying behaviour, thus, rejecting all the null hypotheses. It was recommended that companies who owned the retail stores must undertake in-depth studies in understanding both the psychology and the sociology of consumer groups and not only the physical and chemical make-up of the products being offered. In this way, retail owners may be able to understand how retail shoppers may respond to an advertisement, product features, or prices of products being offered.","PeriodicalId":108833,"journal":{"name":"MKTG: Consumer Decision Making & Search (Topic)","volume":"459 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-03-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"129227716","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"The Quantity Integration Effect: When Integrating Purchase and Quantity Decisions Increases Sales","authors":"Kristen E. Duke, On Amir","doi":"10.2139/ssrn.3099746","DOIUrl":"https://doi.org/10.2139/ssrn.3099746","url":null,"abstract":"Customers often decide not only whether to purchase, but also what quantity to purchase. The current research investigates the consequences of combining these two decisions. Specifically, it compares the quantity-sequential (QS) selling format, under which shoppers first choose to purchase and then choose the quantity, with a quantity-integrated (QI) selling format, under which shoppers simultaneously indicate whether and how much to buy. Although many retailers use the QS format, the QI format yields higher purchase rates. Across various product offers with over 16,000 observations, this simple change in framing increased the likelihood of purchase by 41% and increased the overall sales volume by 29%. While contextual factors (e.g., the verbiage used) may contribute to this effect, it is primarily driven by a heightened sense of closure afforded by quantity integration. The authors discuss the practical and theoretical implications of these findings.","PeriodicalId":108833,"journal":{"name":"MKTG: Consumer Decision Making & Search (Topic)","volume":"4 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-01-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"125118928","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"From Slum Tourism to Smiley Selfies: The Role of Social Identity Strength in the Consumption of Morally Ambiguous Experiences","authors":"Julia von Schuckmann, Lucia S. G. Barros, Rodrigo S. Dias, Eduardo B. Andrade","doi":"10.2139/ssrn.3089033","DOIUrl":"https://doi.org/10.2139/ssrn.3089033","url":null,"abstract":"Why do some consumers find a consumption activity appealing while others see it as morally appalling? A series of five experiments in two different morally ambiguous contexts shows that differences in social identity strength can in part explain discrepant reactions to the very same consumption experience. Consumers who identify weakly (vs. strongly) with the people most related to the consumption environment are less likely to question the experience on moral grounds. As a result, they are more likely to choose a morally ambiguous consumption experience or to act in a morally ambiguous manner. The impact of social identity strength on consumer preference vanishes when the consumption experience is morally neutral or when all consumers are prompted to judge the experience on moral grounds. Statistical analyses based on post-hoc justifications provide further evidence for the mediating role of moral considerations.","PeriodicalId":108833,"journal":{"name":"MKTG: Consumer Decision Making & Search (Topic)","volume":"31 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2017-12-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"130679196","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Category and Brand Purchase Rates (Still) Follow the NBD Distribution","authors":"J. Dawes, G. Trinh","doi":"10.2139/ssrn.3042332","DOIUrl":"https://doi.org/10.2139/ssrn.3042332","url":null,"abstract":"Analysis of category and brand purchase rates using Nielsen-Kilts 2014 panel data for the US show they closely fit the Negative Binomial Distribution. Data for Carbonated Soft Drinks, over the counter Pain Medication and Breakfast Cereal are used.","PeriodicalId":108833,"journal":{"name":"MKTG: Consumer Decision Making & Search (Topic)","volume":"65 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2017-09-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"127111494","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Preference Disaggregation: Towards an Integrated Framework","authors":"Mohammad Ghaderi","doi":"10.2139/ssrn.2973415","DOIUrl":"https://doi.org/10.2139/ssrn.2973415","url":null,"abstract":"La desagregacion de preferencias pretende capturar modelos de preferencias mediante la descomposicion de la informacion obtenida con preferencias indirectas que estan en forma de elecciones holisticas o juicios. Desde una perspectiva de ayuda a la toma de decisiones multicriterio, dicha informacion se toma como punto de partida en un proceso de inferencia que conduce a modelo de preferencias basado en puntos de vista, generalmente conflictivos, que conjuntamente forman una base para la decision. El estudio de las decisiones humanas ha recibido una atencion creciente en los ultimos anos desde varias disciplinas, que incluyen desde las ciencias del comportamiento (analisis de decisiones, desagregacion de preferencias), la inteligencia artificial (aprendizaje de preferencias), hasta la economia y el marqueting (teoria de la eleccion). Las tres corrientes, aunque originadas por diferentes filosofias, convergen rapidamente hacia una comprension integral de las preferencias, que es el elemento basico para las decisiones y acciones humanas. Esta tesis doctoral profundiza en esta area de investigacion mediante la introduccion de un marco analitico integrado que permite capturar las preferencias de una forma compleja a partir de la observacion de opciones holisticas, decisiones y juicios.","PeriodicalId":108833,"journal":{"name":"MKTG: Consumer Decision Making & Search (Topic)","volume":"4 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2017-05-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"126818498","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}