Do role models influence teenagers’ purchase intentions and behavior?

2000 ◽  
Vol 17 (5) ◽  
pp. 441-453 ◽  
Author(s):  
Craig A. Martin ◽  
Alan J. Bush
Keyword(s):  
Consumer Behavior ◽  
Young Adult ◽  
Role Models ◽  
Purchase Intentions ◽  
Purchase Behavior ◽  
Consumer Market ◽  
And Behavior

Attempts to determine which individual, or group of individuals, has the strongest influence on adolescent consumer purchase intentions and purchase behavior. By introducing the concepts of direct (fathers and mothers) and vicarious (favorite entertainers and favorite athletes) role models into the consumer behavior literature, the study allows greater understanding of the socialization patterns of young adult consumers. Results from this study provide significant contributions for marketing and advertising managers seeking to improve their understanding of the ever‐growing adolescent consumer market.

scholarly journals (I'm) Happy to Help (You): The Impact of Personal Pronoun Use in Customer–Firm Interactions

2018 ◽  
Vol 55 (4) ◽  
pp. 541-555 ◽  
Author(s):  
Grant Packard ◽  
Sarah G. Moore ◽  
Brent McFerran
Keyword(s):  
Customer Service ◽  
Customer Orientation ◽  
Purchase Intentions ◽  
Purchase Behavior ◽  
Personal Pronoun ◽  
Negative Consequences ◽  
Lab Experiments ◽  
Customer Service Representatives ◽  
And Behavior ◽  
The Impact

In responding to customer questions or complaints, should marketing agents linguistically “put the customer first” by using certain personal pronouns? Customer orientation theory, managerial literature, and surveys of managers, customer service representatives, and consumers suggest that firm agents should emphasize how “we” (the firm) serve “you” (the customer), while de-emphasizing “I” (the agent) in these customer–firm interactions. The authors find evidence of this language pattern in use at over 40 firms. However, they theorize and demonstrate that these personal pronoun emphases are often suboptimal. Five studies using lab experiments and field data reveal that firm agents who refer to themselves using “I” rather than “we” pronouns increase customers’ perceptions that the agent feels and acts on their behalf. In turn, these positive perceptions of empathy and agency lead to increased customer satisfaction, purchase intentions, and purchase behavior. Furthermore, the authors find that customer-referencing “you” pronouns have little impact on these outcomes and can sometimes have negative consequences. These findings enhance understanding of how, when, and why language use affects social perception and behavior and provide valuable insights for marketers.

Integration of TAM, TPB, and Self-Image to Study Online Purchase Intentions in an Emerging Economy

2018 ◽  
pp. 374-393
Author(s):  
Devinder Pal Singh
Keyword(s):  
Consumer Behavior ◽  
Technology Acceptance ◽  
Integrated Model ◽  
Purchase Intentions ◽  
Purchase Behavior ◽  
Online Consumer Behavior ◽  
Online Purchase ◽  
Self Image ◽  
Online Consumer ◽  
Acceptance Model

E-commerce offers significant opportunity for retailers in emerging markets like India due to the growing Internet popularity and rising incomes. But the Internet penetration growth does not commensurate with the online retail sales. This necessitates unraveling and understanding the online buying behavior. This paper employs ‘Theory of planned behavior (TPB)', ‘Technology acceptance model (TAM)' and self-image to unfold the online consumer behavior. It proffers an integrated model of online consumer behavior by integrating the self-image variable with the TPB and TAM models. The study tests the various components of integrated model and find that attitudes, subjective norms, self-image, and self-efficacy significantly impact online purchase intentions. The study makes significant theoretical contributions and provides valuable insights into the consumers' online purchase behavior.

Do Intentions Really Predict Behavior? Self-Generated Validity Effects in Survey Research

2005 ◽  
Vol 69 (2) ◽  
pp. 1-14 ◽  
Author(s):  
Pierre Chandon ◽  
Vicki G. Morwitz ◽  
Werner J. Reinartz
Keyword(s):  
Large Scale ◽  
Field Studies ◽  
Purchase Intentions ◽  
Purchase Behavior ◽  
Second Stage ◽  
Large Scale Field ◽  
Reactive Effect ◽  
And Behavior ◽  
The Relationship ◽  
Measurement Effects

Studies of the relationship between purchase intentions and purchase behavior have ignored the possibility that the very act of measurement may inflate the association between intentions and behavior, a phenomenon called “self-generated validity.” In this research, the authors develop a latent model of the reactive effects of measurement that is applicable to intentions, attitude, or satisfaction data, and they show that this model can be estimated with a two-stage procedure. In the first stage, the authors use data from surveyed consumers to predict the presurvey latent purchase intentions of both surveyed and nonsurveyed consumers. In the second stage, they compare the strength of the association between the presurvey latent intentions and the postsurvey behavior across both groups. The authors find large and reliable self-generated validity effects across three diverse large-scale field studies. On average, the correlation between latent intentions and purchase behavior is 58% greater among surveyed consumers than it is among similar nonsurveyed consumers. One study also shows that the reactive effect of the measurement of purchase intentions is entirely mediated by self-generated validity and not by social norms, intention modification, or other measurement effects that are independent of presurvey latent intentions.

Is religiosity an important consideration in Muslim consumer behavior

2019 ◽  
Vol 10 (4) ◽  
pp. 1288-1307 ◽  
Author(s):  
Syed Faheem Hasan Bukhari ◽  
Frances M. Woodside ◽  
Rumman Hassan ◽  
Ayesha Latif Shaikh ◽  
Saima Hussain ◽  
...  
Keyword(s):  
Consumer Behavior ◽  
Food Consumption ◽  
Food Products ◽  
Structured Interview ◽  
Purchase Behavior ◽  
Western World ◽  
Major Theme ◽  
Muslim Country ◽  
Consumer Market ◽  
Content Type

PurposeThis study aims to explore whether religiosity influences consumer purchase behavior among Muslim consumers in Pakistan.Design/methodology/approachAn in-depth, semi-structured interview protocol was developed and administered to a sample of 90 participants, both male and female, across eight metropolitan cities of Pakistan. Professionals, university students and housewives were part of the sample. NVivo Version 11 was used for data analysis to answer the research questions raised in this study. Moreover, the purposive sampling method has been used in this research.FindingsThe behavior of consumers was found to vary with the degree of involvement and the degree of religiosity. Study findings are divided into three themes. Firstly, a high level of religiosity makes Muslim consumers follow the Islamic principles of food consumption, by evaluating the product ingredients, spending moderately and verifying a halal logo at the time of purchase. Secondly, a major theme is the view that religiosity has no influence on food consumption; it is more about individuals’ needs and priorities. Finally, the consumers’ overall perception of quality, product value, purity and health consciousness over-powers the concept of religiosity.Research limitations/implicationsBecause of its qualitative and exploratory nature, the generalizability of this paper is limited. In addition to that, this research is just focused on one Muslim country.Practical implicationsThis study suggests that western food exporters may use religiosity and other factors as probable segmentation variables to effectively position their brands. Religious images and other factors may be highlighted in product packaging and communication campaigns by marketers to gain recognition and usage of western food and consumption among religious, Pakistani Muslim consumers. The output of this research may support prospective entrants into the food business; those interested in exploring the Asian consumer market. Findings from this study may also be helpful for those in the west interested in exploring Pakistan as an emerging consumer market.Social implicationsThe presence of western imported food may improve the quality of life by having more opportunities and healthier options for the nation. Western food products can also bring cultural convergence whereby the underdeveloped nation feels upgraded and modern. Moreover, if the western food products are certified halal, the product has a fair chance of adoption and penetration in the society. Also, the food products coming from the western world induces mindfulness, people are more aware about innovative and useful ingredients that can satisfy their taste buds, improve their health, increase their life expectancy and contented approach toward life.Originality/valueThus far, limited research has analyzed religiosity of an overwhelmingly Muslim population and its impact on consumer behavior. This study is a preliminary effort to provide a basic understanding of the behavior of Pakistani Muslims, who have been insufficiently investigated by marketing and consumer researchers. The intriguing results are to remind marketers that there are several factors that govern religiosity and lead to a purchase decision.

Integration of TAM, TPB, and Self-image to Study Online Purchase Intentions in an Emerging Economy

2015 ◽  
Vol 5 (1) ◽  
pp. 20-37 ◽  
Author(s):  
Devinder Pal Singh
Keyword(s):  
Consumer Behavior ◽  
Technology Acceptance ◽  
Integrated Model ◽  
Purchase Intentions ◽  
Purchase Behavior ◽  
Online Consumer Behavior ◽  
Online Purchase ◽  
Self Image ◽  
Online Consumer ◽  
Acceptance Model

E-commerce offers significant opportunity for retailers in emerging markets like India due to the growing Internet popularity and rising incomes. But the Internet penetration growth does not commensurate with the online retail sales. This necessitates unraveling and understanding the online buying behavior. This paper employs ‘Theory of planned behavior (TPB)', ‘Technology acceptance model (TAM)' and self-image to unfold the online consumer behavior. It proffers an integrated model of online consumer behavior by integrating the self-image variable with the TPB and TAM models. The study tests the various components of integrated model and find that attitudes, subjective norms, self-image, and self-efficacy significantly impact online purchase intentions. The study makes significant theoretical contributions and provides valuable insights into the consumers' online purchase behavior.

Engagement platforms

2016 ◽  
Vol 26 (5) ◽  
pp. 559-589 ◽  
Author(s):  
Lorena Blasco-Arcas ◽  
Blanca Isabel Hernandez-Ortega ◽  
Julio Jimenez-Martinez
Keyword(s):  
Brand Image ◽  
Interactive Media ◽  
Structural Equations ◽  
Purchase Intentions ◽  
Customer Participation ◽  
Purchase Behavior ◽  
Customer Engagement ◽  
Content Type ◽  
And Behavior

Purpose The purpose of this paper is to explore the role of emotions in developing customer engagement and brand image during virtual service interactions. The authors explore the concept of engagement platforms (EPs) and how their extrinsic characteristics or cues (i.e. C2C interactions–and personalization-related cues) originate both non-transactional (i.e. customer engagement and brand image) and transactional (i.e. purchase intentions) responses. Specifically, the authors propose that customer emotions (i.e. pleasure, arousal and dominance) mediate the influence of EP cues on customer responses. The authors also analyze how the engagement developed during interactions in EPs contributes to brand image perceptions and the effect of these two concepts on purchase intentions. Design/methodology/approach Building on servicescapes and stimulus-organism-response theories, the present paper carries out two studies. Study 1 adopts an experimental approach to explore C2C interactions–and personalization-related cues. Study 2 focusses on the importance of customer emotions to foster engagement and brand image, and also analyzes their effect on purchase intentions. It employs structural equations modeling techniques. Both studies analyze the effect of customer engagement on brand image. Findings Findings corroborate that, during interactions in the platform, customer engagement with the firm influences brand image. Moreover, the pleasure and arousal experienced by customers influence their engagement while dominance modifies brand image. Finally, customer engagement and brand image have a positive effect on purchase behavior. Research limitations/implications This paper contributes to research demonstrating the key role of emotions in interactions with EPs. The authors demonstrate the importance of fostering pleasant and arousing experiences to enhance the level of customer engagement with the firm in first interactions. Dominance constitutes a key dimension to improve brand image in EPs. Finally, the research demonstrates that engagement develops customers’ transactional behaviors and not only non-transactional ones, as seen in previous literature. Originality/value In digital worlds, EPs emerge as touch points beyond purchase that allow individuals to integrate resources and co-create value between them and with the firm. Despite the interest of BCPs, few works have analyzed how interactions with these platforms and the elicited emotions contribute to developing customer engagement and brand image, key factors for understanding customer participation and behavior in interactive media.

Individual Differences in the Name Similarity Effect

2014 ◽  
Vol 35 (2) ◽  
pp. 111-118
Author(s):  
Daniel J. Howard ◽  
Roger A. Kerin
Keyword(s):  
Individual Differences ◽  
Impression Management ◽  
Interactive Effect ◽  
Purchase Intentions ◽  
Brand Attitude ◽  
Self Monitoring ◽  
Similarity Effect ◽  
And Behavior ◽  
Usage Context

The name similarity effect is the tendency to like people, places, and things with names similar to our own. Although many researchers have examined name similarity effects on preferences and behavior, no research to date has examined whether individual differences exist in susceptibility to those effects. This research reports the results of two experiments that examine the role of self-monitoring in moderating name similarity effects. In the first experiment, name similarity effects on brand attitude and purchase intentions were found to be stronger for respondents high, rather than low, in self-monitoring. In the second experiment, the interactive effect observed in the first study was found to be especially true in a public (vs. private) usage context. These findings are consistent with theoretical expectations of name similarity effects as an expression of egotism manifested in the image and impression management concerns of high self-monitors.

Ethical Evaluation of the Use of Women in Advertisements

2021 ◽  
Author(s):  
Imran Aslan ◽  
Sedat Şi̇mşe
Keyword(s):  
Content Analysis ◽  
Role Models ◽  
Physical Appearance ◽  
Sexual Content ◽  
Ethical Evaluation ◽  
Ethical Violations ◽  
And Behavior

Advertisements that offer consumers both lifestyle and behavior show women in forms. How should consumers’ physical appearance be is said in advertisements. The woman must be beautiful, well-groomed and thin in advertisements. If a fat, ugly or not well-groomed woman is in the advertisement, she changes thanks to the product. Thus, it is thought that consumers who take beautiful women in advertisements as role models will use the product by trying to be like them. The constant beautiful and attractive role of the woman revealed the problem of her commodification in advertisements. This causes ethical violations. Although the target consumers are not fellows, women appear as sexual objects in different product groups. It is common for women to be used in an admirable position other than the roles of housewife, employee, mother or spouse. Accordingly, advertisements can be divided into advertisements with or without sexual content. Women also attract attention in advertisements with or without sexual content. However, women are seen more in advertisements that emphasize sexuality.This study aims to reveal which tabloid magazine advertisements are using women, in which role women are involved in these advertisements, and whether sexuality is used or not. For this purpose, content analysis was performed on 119 advertisements published in magazines and the data were evaluated in the SPSS program. As a result, it is concluded that sexuality is used in the advertisements involving women.

scholarly journals ANALISIS PERILAKU KONSUMEN PEREMPUAN TERHADAP KESEHATAN REPRODUKSI DAN PERILAKU PENGGUNAAN PEMBALUT

2012 ◽  
Vol 11 (1) ◽  
pp. 1
Author(s):  
Julina Julina
Keyword(s):  
Cervical Cancer ◽  
Consumer Behavior ◽  
Reproductive Health ◽  
Purchase Behavior ◽  
Sources Of Information ◽  
Women’S Reproductive Health ◽  
Women's Reproductive Health ◽  
Special Time

This research try to discover women consumer behavior towards their reproductive health and the use of pads. It was found that most respondent used magazines, newspapers, or newspapers as sources of information to acquire knowledge about reproductive health. Respondents spent special time to increase knowledge about reproductive health of women and prioritize read articles about women's reproductive health. Pads is one of product that is familiar with the women reproductive health, but women in this study had no certainty about its safety for use and whether the pads can cause cancer. Additionally, more than half of respondents would consider using the traditional way with a washable cloth pads if the current pads is proven can cause cervical cancer. Price of the pads is a factor that affects their purchase behavior and although they have a favorite brand, they are not particularly loyal to the brand if it is not available when needed.

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