Three Essays on the Role of Affect in Consumer Behavior PDF Download
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Author: Christian J. Wagner
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Languages : en
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Author: Christian J. Wagner
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Languages : en
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Author: Yisong Li
Publisher:
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Category :
Languages : en
Pages : 160
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Author: Yiyan Stella Li
Publisher: Open Dissertation Press
ISBN: 9781361422946
Category :
Languages : en
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This dissertation, "Three Essays on Consumer Behavior in Virtual Community: EWOM, Online Trust, and Dynamic Impacts on Brand Selection" by Yiyan, Stella, Li, 李藝燕, was obtained from The University of Hong Kong (Pokfulam, Hong Kong) and is being sold pursuant to Creative Commons: Attribution 3.0 Hong Kong License. The content of this dissertation has not been altered in any way. We have altered the formatting in order to facilitate the ease of printing and reading of the dissertation. All rights not granted by the above license are retained by the author. Abstract: Abstract of thesis entitled Three Essays on Consumer Behavior in Virtual Community: eWOM, Online Trust, and Dynamic Impacts on Brand Selection submitted by Stella Yiyan Li for the degree of Doctor of Philosophy at the University of Hong Kong in June 2007 As increasing numbers of people log into Virtual Communities (VCs) to meet new friends and solve problems, VCs have become an important social phenomenon that attracts research attention from different disciplines. Existing consumer research focuses on the individual motives behind participation in VCs and how brand-based VCs affect consumers' brand loyalty, but neglects the roles of the other important form of VCs, the product-based VCs. Moreover, the dynamic influences remain open to questions. By incorporating social capital theory and emerging theories relevant to VC research, this thesis aims to advance knowledge about the dynamic influences of product-based VCs on consumer behaviour in terms of eWord-of Mouth (eWOM), trust formation, and brand selection. The first study examines eWOM in VCs. WOM is a highly respected form of marketing information. However, because it is difficult to study WOM in the face-to-face context, researchers have limited understanding of its sources of effectiveness or its effects beyond product and brand communications. By conducting a netnography of beauty product enthusiasts in China in order to understand eWOM, the findings of this iistudy reveal four categories of responses: (1) sources of social capital, (2) brand choice facilitation, (3) persuasion knowledge development, and (4) consumer reflexivity. The thesis also proposes a model and offers a set of postulates to guide future research directions. The second study tests the antecedents and consequences of trust formation in VCs. IS research investigates the domains of interpersonal and system trust using streams of research based on different paradigms. Considering the continuous proliferation of VCs, this thesis proposes an integrative model that combines both trust components. Drawing insights from social capital theory, this study extends the research context to a VC sponsored by a commercial portal. Furthermore, it postulates that (1) structured VC contents and members' cognitive and relational motivations are antecedents to both trust components; (2) interpersonal trust is distinct from, and an important driver of, system trust; and (3) both trust components stimulate member online loyalty which enhances value for the sponsoring portal. Tests of the model's hypotheses using an online survey of 899 VC members support propositions in this study and offer both research and managerial implications. The third study examines the dynamic influences of VCs on brand selection. Various studies prove that brand-based VCs strengthen participants' brand loyalty. What remains unclear is how product-based VCs affect consumers' brand selection and how those impacts evolve over time. Using a longitudinal study of 277 members from the same VC, I demonstrate that individual motives (informational and social) and susceptibility to VC normative influence not only enhance consumers' loyalty toward a favourite brand but also increase variety-seeking intentions and consideration set size in iiibrand selection. Informational motives play dominant roles in enhancing variety-seeking intenti
Author: Koichi Yonezawa
Publisher:
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Category : Consumer behavior
Languages : en
Pages : 191
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It is well understood that decisions made under uncertainty differ from those made without risk in important and significant ways. Yet, there is very little research into how uncertainty manifests itself in the most ubiquitous of decision-making environments: Consumers' day-to-day decisions over where to shop, and what to buy for their daily grocery needs. Facing a choice between stores that either offer relatively stable "everyday low prices" (EDLP) or variable prices that reflect aggressive promotion strategies (HILO), consumers have to choose stores under price-uncertainty. I find that consumers' attitudes toward risk are critically important in determining store-choice, and that heterogeneity in risk attitudes explains the co-existence of EDLP and HILO stores - an equilibrium that was previously explained in somewhat unsatisfying ways. After choosing a store, consumers face another source of risk. While knowing the quality or taste of established brands, consumers have very little information about new products. Consequently, consumers tend to choose smaller package sizes for new products, which limits their exposure to the risk that the product does not meet their prior expectations. While the observation that consumers purchase small amounts of new products is not new, I show how this practice is fully consistent with optimal purchase decision-making by utility-maximizing consumers. I then use this insight to explain how manufacturers of consumer packaged goods (CPGs) respond to higher production costs. Because consumers base their purchase decisions in part on package size, manufacturers can use package size as a competitive tool in order to raise margins in the face of higher production costs. While others have argued that manufacturers reduce package sizes as a means of raising unit-prices (prices per unit of volume) in a hidden way, I show that the more important effect is a competitive one: Changes in package size can soften price competition, so manufacturers need not rely on fooling consumers in order to pass-through cost increases through changes in package size. The broader implications of consumer behavior under risk are dramatic. First, risk perceptions affect consumers' store choice and product choice patterns in ways that can be exploited by both retailers and manufacturers. Second, strategic considerations prevent manufacturers from manipulating package size in ways that seem designed to trick consumers. Third, many services are also offered as packages, and also involve uncertainty, so the effects identified here are likely to be pervasive throughout the consumer economy.
Author: Mark Andrew Holmgren
Publisher:
ISBN:
Category : Consumer behavior
Languages : en
Pages : 142
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This dissertation examines consumer behavior in different markets. Six different types of Utah snow skiers, namely, half day, local, multiday, college and k-12 students, and season ticket holders, are analyzed in the first paper to determine their demand response to changes in prices, income, weather, transportation costs, and particular days. A quadratic term for temperature, and interaction terms between temperature, snowfall, and snow density are included to allow for nonlinear impacts of these factors. The point price elasticity of demand and the point cross price elasticity of demand are computed. Skiers purchasing daily tickets are more price sensitive than season ticket holders except for college student season ticket holders. The second essay analyzes season ticket consumption behavior for different groups of skiers. This study uses three different approaches to model the decision process for the season ticket holder, for four different groups of skiers. The first approach shows how different prices affect the number of season tickets sold. The second compares the pay-per-use price of the season ticket to the daily price. The effects of price and different seasons on the average number of visits are analyzed in the third approach. For each of the groups of skiers, on average season ticket holders use the season ticket enough to be cheaper than the daily price. The third essay uses two models to identify the effect students' background characteristics have on first year cumulative gpa, and whether students with the same high school gpa from different high schools have the same level of success in college. The first model estimates the effect of different background characteristics on first year cumulative gpa and is used to identify high schools having a large number of outliers. The second model includes a dummy variable for each high school having a significant number of students attending wsu, as an intercept and slope shifter with high school gpa. The interaction term is the interaction between hsgpa and the high school dummy variable. Results show predicted first year success at college is not consistent for students with the same gpa from different high schools. [The dissertation citations contained here are published with the permission of ProQuest llc. Further reproduction is prohibited without permission. Copies of dissertations may be obtained by Telephone (800) 1-800-521-0600. Web page: http://www.proquest.com/en-US/products/dissertations/individuals.shtml.].
Author:
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Languages : en
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Author:
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Category :
Languages : en
Pages : 170
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Author: Robert Allen Peterson
Publisher: Free Press
ISBN:
Category : Business & Economics
Languages : en
Pages : 216
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Author: Jing Xie
Publisher:
ISBN:
Category :
Languages : en
Pages : 122
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Intention is another reason why respondents behave differently in different non-hypothetical experiments. Since we have found significant estimated gaps between real choice experiments and experimental auction, the third essay only focuses on these two experiments. When including respondents purchase intention in the analysis, the results show that purchase intention had different effects on consumers behavior in experimental auctions and real choice experiments. One novel good and two non-novel goods were used in the experiments. Results show that respondents purchase intention only affect respondents choice on non-novel goods in the experimental auctions, but purchase intention only affect respondents choice on novel good in the choice experiments. In conclusion, besides price bargaining preferences, purchase intention is also an important factor that researchers should consider when conducting experiments to evaluation consumers willingness-to-pay.
Author: Siddharth Bhattacharya
Publisher:
ISBN:
Category :
Languages : en
Pages : 220
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In my dissertation, I study the strategic interplay among firm's online communication, firm's digital strategies and its impact on consumer decision making. I identify important strategies that firms can adopt while targeting consumers on search engine platforms, such as Google and Bing. For technology-firms interested in providing information cues to consumers, online advertising serves as an important tool to nudge consumers decision making. Through the use of diverse methodologies, including empirical, analytical, and behavioral, I attempt to answer important questions in this research space. Moreover, I investigate how firm strategies are affected by factors such as heterogeneity of consumer preferences, product quality, and competition. The research spans across disciplines, and makes contributions to Information Systems, Operations Management and Marketing. In essay 1 I investigate the novel context of "competitive poaching", a phenomenon where firms can generate traffic from search advertising by bidding on competitors' keywords. In this research I examine the factors that influence the effectiveness of competitive poaching, specifically the role of different ad copies and the type of competitor (poached brand) from which a brand is "poaching. "I also examine how the presence of sponsored ads from the poached brand and its physical location affect competitive poaching. In Essay 2, I investigate a similar context but here instead of only competing against each other, firms are simultaneously competing and cooperating with each other while advertising on the search engine. Thus, we have a novel context where a firm and its third-party referral partner (often referred to as "Infomediaries") compete and cooperate while advertising simultaneously on the search engine. In this context, how equilibrium payment and advertising strategies are affected by factors such as traffic quality, advertising effectiveness, leakage, and the nature of contract between the two firms, remains an open question. Using a game-theoretic model, I show that the novel balance between the competitive and the collaborative nature of the interaction, which itself gets affected by the choice of contract and changes in the environmental factors, alters equilibrium strategies commonly expected in existing literature. In my third essay, I study the novel yet increasingly common phenomenon of "multiscreen viewing", a phenomenon where consumers are increasingly using additional devices (like smartphones or tablets) while watching TV. This provides an additional advertising channel for marketers, specifically the second screen. However, this is not without its complexities; as marketers must optimally time advertisements on the second screen conditional on multiple factors including consumers' engagement level on the primary screen, consumers' engagement level on the second screen, and the psychological involvement with the content on the primary screen. Administering multiple behavioral experiments, I investigate how factors such as users' engagement with the primary screen (e.g., TV), users' engagement with a second screen (e.g., Mobile), timing of the advertisement, and message congruence, affect second screen usage and ad recall. Theoretical and managerial contributions of each of these essays are discussed.
