An Examination of Mediation

2013 ◽  
pp. 106-117
Author(s):  
Kenneth M. Henrie ◽  
Darryl W. Miller
Keyword(s):  
Factor Analysis ◽  
Experimental Results ◽  
Persuasion Knowledge ◽  
Knowledge Model ◽  
Consumer Responses

This paper examines the role of psychological mediators on consumers’ responses to persuasive sales tactics. Factor Analysis is used to determine the actual mediators identified by consumers as potential targets by salespeople and find structure in the data. An exploratory examination identifies four categories of potential psychological mediators. Experimental results reveal that consumers recognize sales tactics designed to influence these psychological mediators. These processes, in turn, mediate the influence of persuasive tactics on consumer responses. Overall, the study lends support to Friestad and Wright’s Persuasion Knowledge Model (1994).

An Examination of Mediation

2011 ◽  
Vol 2 (2) ◽  
pp. 16-27 ◽  
Author(s):  
Kenneth M. Henrie ◽  
Darryl W. Miller
Keyword(s):  
Factor Analysis ◽  
Experimental Results ◽  
Persuasion Knowledge ◽  
Knowledge Model ◽  
Consumer Responses

This paper examines the role of psychological mediators on consumers’ responses to persuasive sales tactics. Factor Analysis is used to determine the actual mediators identified by consumers as potential targets by salespeople and find structure in the data. An exploratory examination identifies four categories of potential psychological mediators. Experimental results reveal that consumers recognize sales tactics designed to influence these psychological mediators. These processes, in turn, mediate the influence of persuasive tactics on consumer responses. Overall, the study lends support to Friestad and Wright’s Persuasion Knowledge Model (1994).

Consumer responses to covert advertising in social media

2017 ◽  
Vol 35 (5) ◽  
pp. 578-593 ◽  
Author(s):  
Fabian Göbel ◽  
Anton Meyer ◽  
B. Ramaseshan ◽  
Silke Bartsch
Keyword(s):  
Social Media ◽  
Unique Contribution ◽  
Persuasion Knowledge ◽  
Knowledge Model ◽  
Content Type ◽  
Consumer Responses ◽  
Brand Evaluations ◽  
The Impact ◽  
Factorial Design Experiment ◽  
Practical Implications

Purpose The purpose of this paper is to contribute to marketing communications literature by exploring consumer responses to covert advertising (CA) in a social media context. Design/methodology/approach The persuasion knowledge model was used to explore the impact of CA on brand evaluations. A factorial design experiment was conducted in a social media context (YouTube). Findings The results of the study show that triggering knowledge about CA changes the way consumers respond to unfamiliar brands that use such tactics. This implies that for unfamiliar brands, with future development of persuasion knowledge, CA in social media will not only be ineffective but also detrimental with damaging effects on the brand. Research limitations/implications An important contribution of this study lies in the application of the persuasion knowledge model to social media context. Practical implications The results indicate that firms should desist from covert product and brand communications in social media contexts, and instead employ disclosed brand communications. Originality/value Given that the effects of CA have not been investigated in an online context, this study makes a unique contribution to brand communications research by providing valuable insights and better understanding of the effects of CA in social media, specifically YouTube.

Transport and fluctuations in nonlinear-dissipative systems: role of interparticle collisions

1999 ◽  
Vol 4 ◽  
pp. 31-86 ◽  
Author(s):  
R. Katilius ◽  
A. Matulionis ◽  
R. Raguotis ◽  
I. Matulionienė
Keyword(s):  
Electric Fields ◽  
Carrier Density ◽  
Experimental Results ◽  
Dissipative Systems ◽  
Doped Semiconductors ◽  
Electron Diffusion ◽  
Electron Collisions ◽  
Electric Noise ◽  
Diffusion Phenomena

The goal of the paper is to overview contemporary theoretical and experimental research of the microwave electric noise and fluctuations of hot carriers in semiconductors, revealing sensitivity of the noise spectra to non-linearity in the applied electric field strength and, especially, in the carrier density. During the last years, investigation of electronic noise and electron diffusion phenomena in doped semiconductors was in a rapid progress. By combining analytic and Monte Carlo methods as well as the available experimental results on noise, it became possible to obtain the electron diffusion coefficients in the range of electric fields where inter-electron collisions are important and Price’s relation is not necessarily valid. Correspondingly, a special attention to the role of inter-electron collisions and of the non-linearity in the carrier density while shaping electric noise and diffusion phenomena in the non-equilibrium states will be paid. The basic and up-to-date information will be presented on methods and advances in this contemporary field - the field in which methods of non-linear analytic and computational analysis are indispensable while seeking coherent understanding and interpretation of experimental results.

Role of Brand experience in Fashion brands

2019 ◽  
Vol 118 (1) ◽  
pp. 57-64
Author(s):  
G. Aiswarya ◽  
Dr. Jayasree Krishnan
Keyword(s):  
Factor Analysis ◽  
Purchase Intention ◽  
Great Influence ◽  
Brand Experience ◽  
Brand Preference ◽  
Mediating Role ◽  
Confirmatory Factor ◽  
Selling Strategies ◽  
The Impact

Traditionally the products were pushed into the hands of customers by production and selling strategies; then the marketing strategy evolved which gained momentum by understanding the customer needs and developing products satisfying those needs. This strategy is most prevalent and what should be done to stand up in this most competitive scenario? The answer to this key question is to create an experience. The customers now also seek good experiences than other benefits. Brand experience has gained more attention, especially fashion brands. Previous studies demonstrate the role of the brand experience in brand equity and other consumer behavior constructs. But very little is known about the impact of brand experiences on fashion brands. The aim of this study is to develop a model which makes our understanding better about the role of Brand preference and Brand experience and its influence on purchase intention of the brand. An initial exploratory study is conducted using a focus group to generate items for the study. The items, thus generated are prepared in the form of a questionnaire and samples were collected.  Exploratory factor analysis is conducted and the reliability of the constructs is determined. These constructs are loaded onto AMOS to perform Confirmatory factor analysis. The results confirmed the scales used. We also noticed that Brand preference has a great influence on the Brand experience. Thereby the finding supports the role of the brand experience which tends to have a mediating role in influencing the purchase intention.

Numerical Formats within Risk Disclosures and the Moderating Effect of Investors' Concerns about Management Discretion

2014 ◽  
Vol 90 (3) ◽  
pp. 1149-1168 ◽  
Author(s):  
Mark W. Nelson ◽  
Kathy K. Rupar
Keyword(s):  
Moderating Effect ◽  
Cognitive Capacity ◽  
Persuasion Knowledge ◽  
Knowledge Model ◽  
Accounting Disclosures ◽  
Financial Disclosures ◽  
Risk Judgments ◽  
Risk Disclosures

ABSTRACT We report the results of two experiments that provide evidence that investors' risk judgments are affected by the numerical format used to describe outcomes within accounting disclosures. Consistent with prior research in psychology, investors assess higher risk in response to dollar-formatted disclosures than to equivalent percentage-formatted disclosures. Consistent with the Persuasion Knowledge Model (Friestad and Wright 1994), this effect is moderated when investors have both (1) awareness that management has discretion over format, and (2) sufficient cognitive capacity to consider its implications. Our results provide insight about the effects of current disclosure formats and suggest implications for managers who choose formats, investors who interpret formatted information, and regulators who consider whether to further prescribe the formats that are used in financial disclosures.

scholarly journals Relationships between Final Purchasers and Offerors in the Context of Their Perception by Final Purchasers

Energies ◽  
2021 ◽  
Vol 14 (11) ◽  
pp. 3271
Author(s):  
Agnieszka Izabela Baruk
Keyword(s):  
Factor Analysis ◽  
Statistical Analysis ◽  
World Literature ◽  
Empirical Studies ◽  
Primary Data ◽  
Survey Method ◽  
Chi Square ◽  
Marketing Process ◽  
Research Gap

The aim of this article was to identify the role of good mutual relationships with offerors for final purchasers, as well as define the meaning of the perception of offerors in the scope of listening to purchasers’ opinions and profiting from purchasers’ readiness to cooperate for the specificities of the prosumeric activity. A deep analysis of the world literature was used to prepare the theoretical part of this paper. The results of this analysis confirm the existing cognitive gap and research gap regarding mentioned aspects, including energy market. Empirical studies were conducted to reduce identified gaps. The survey method was used to collect primary data. The collected data were subjected to quantitative analysis, during which statistical analysis methods and tests were applied (Pearson chi-square independence test, V-Cramer factor analysis, Kruskal–Wallis test (KW), and exploratory factor analysis). The results of the statistical analysis and testing allowed the three research hypotheses formulated to be checked. Between the significance of good relationships with offerors and their perception, a statistically significant dependence was identified for all groups of offerors. The perception of offerors was a feature differentiating respondents’ opinions about the significance of good relationships with offerors for the two following groups: producers and traders. Additionally, the perception of offerors was a feature differentiating forms of prosumeric activity of respondents only for three interpurchase behaviors. The results obtained have a visible cognitive and applicability value. They contribute to the theory of marketing, as well as possibly facilitating the formation of good mutual relationships between offerors (including offerors of energy) and final purchasers as key partners cooperating with offerors in the marketing process. The approach presented in this paper has not been studied and analyzed so far, either in theoretical or in practical terms. This fact confirms its originality and value.

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