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Примечания

871

'"RamyaNeelamegham and Dipakjain, «Consumer Choice Process for Experience Goods: An

Econometric Model and Analysis», Journal of Marketing Research, 36 (August 1999), 373-386.

Mary Frances Luce, John W. Payne, and James R. Bettman, «Emotional Tradeoff Difficul-

ty and Choice», Journal of Marketing Research, 36 (May 1999), 143-159.

Richard P. Bagozzi, Mahesh Gopinath, Prashanth Nyer, «The Role of Emotions in Market-

ing», Joumalofthe A cademy of Marketing Science, 27 (Spring 1999), 184-206.

Richard Oliver, «Cognitive, Affective, and Attribute Bases of the Satisfaction Response»,

Journal of Consumer Research, 20 (December 1993), 418-430.

Ruth N. Bolton and Katherine N. Lemon, «A Dynamic Model of Customers' Usage of Ser-

vices: Usage As an Antecedent and Consequence ofSatisf'action», Journal ofMarketing Research,

36 (May 1999), 171-186.

John Dewey, How We Think\(New York: Heath, 1910).

Icek Ajzen and Martin Fishbein, Understanding Attitudes and Predicting Social Behavior

(Englewood Cliffs, NJ: Prentice-Hall, 1980).

Harold E. Kassarjian, «Consumer Research: Some Recollections and a Commentary», in

Richard J. Lutz, ed., Advances in Consumer Research, 13 (Provo, UT: Association for Consumer

Research, 1986), 6-8.

Wayne D. Hoyer, «Variations in Choice Strategies across Decision Contexts: An Examina-

tion of Contingent Factors», in tutz, Advances, 23-26.

Francis Piron, «Defining Impulse Purchasing», in Rebecca H. Holman and Michael R. So-

lomon, eds., Advances in Consutner Research, 18 (Provo, UT: Association for Consumer Re-

search, 1991), 512-518.

Dennis W. Rook and Stephen J. Hoch, «Consuming Impulses», in Elizabeth C. Hirschman

and Morris B. Holbrook, eds., Advances in Consumer Research, 12 (Provo, UT: Association for

Consumer Research, 1985), 23-$7.

Itamar Simonson, «The Effect of Purchase Quantity and Timing on Variety-Seeking Be-

havior», journal of Marketing Research, 27 (May 1990), 150-162; Wayne D. Hoyer and Nancy

M. Ridgway, «Variety Seeking ap an Explanation for Exploratory Purchase Behavior: A Theo-

retical Model», in Thomas C. Kinnear, ed., Advances in Consumer Research, 11 (Provo, UT:

Association for Consumer Research, 1984), 114-119.

Hans C. M. Van Trijp, Wa^ne D. Hoyer, and J. Jeffrey Inman, «Why Switch? Product

Category—Level of Explanations; for True Variety-Seeking Behavior» Journal of Marketing Re-

search, 33 (August 1996), 281-2|92.

John H. Antil, «Conceptualization and Operationalization of Involvement», in Kinnear,

Advances, 204.

Richard L. Celsi and Jerry (t Olson, «The Role of Involvement in Attention and Compre-

hension Processes», Journal of С

insumer Research, 15 (September 1988), 210-224.

See James Sood, «A Multi-Country Research Approach for Multinational Communication

Strategies» Journal of International Consumer Marketing, 5 (1993), 29-50; Dana L. Alden, Wayne

D. Hoyer, and Guntelee Wechasara, «Choice Strategies and Involvement: A Cross-Cultural

Analysis», in Thomas K. Srull, ed., Advances in Consumer Research, 16 (Provo, UT: Association

for Consumer Research, 1989), 119-125.

Meera P. Venkatraman, «Investigating Differences in the Roles of Enduring and Instru-

mentally Involved Consumers in the Diffusion Process», in Michael J. Houston, ed., Advances

in Consumer Research, 15 (Provo, UT: Association for Consumer Research, 1988), 299-303.

Robin A. Higie and Lawrence E. Feick, «Enduring Involvement: Conceptual and Measure-

ment Issues», in Srull, Advances, 690-696.

See George Brooker, «An Assessment of an Expanded Measure of Perceived Risk», in Kin-

near, Advances, 439-441; John W. Vann, «A Multi-Distributional, Conceptual Framework for

the Studv of Perceived Risk», in Kinnear, Advances, 442-446.

872 Примечания

Russell W. Belk, «Effects of Gift-Giving Involvement on Gift Selection Strategies», in An-

drew Mitchell, ed., Advances in Consumer Research, 9 (Ann Arbor, MI: Association for Consum-

er Research, 1981), 408-411.

•'"Judith L. Zaichkowsky, «Measuring the Involvement Construct»,Journal of Consumer Re-

search, 12 (December 1985), 341-352.

Giles Laurent and Jean-Noel Kapferer, «Measuring Consumer Involvement Profiles» Jour-

nal of Marketing Research, 22 (February 1985), 41-53.

Consumer research was strongly influenced in 1980 by the finding that feelings and mood

(affective responses) operate independently from cognitive responses. See Robert Zajonc, «Feel-

ing and Thinking: Preferences Need No Inferences», American Psychologist, 35 (February 1980),

151-175. This article was followed by an influential article by Mitchell and Olson. See Andrew

Mitchell and Jerry Olson, «Are Product Attribute Beliefs the Only Mediator of Advertising

Effects on Brand Attitudes?» Journal of Marketing Research, 18 (August 1981), 318-322.

3:1

Meryl Paula Gardner, «Mood States and Consumer Behavior: A Critical RQV'KW»,Journal

of Consumer Research, 12 (December 1985), 281-300.

Haim Mano, «Emotional States and Decision Making», in Marvin E. Goldberg, Gerald

Gom, and Richard W. Pollay, eds., Advances in Consumer Research, 17 (Provo, UT: Association

for Consumer Research, 1990), 577-589.

Глава 4

For a much broader perspective on the solution to this crisis, see Roger D. Blackwell and

Tom Williams, Consumer-Driven Health Care: How a Health Savings Account May Save Your Job

and Solve America's Two Trillion Dollar Crisis (Book Publishing Associates 2005).

Lindsey Tanner, «Surge in Vision Loss Predicted by Researchers», Miami Herald (April 13,

2004), A9.

Deborah Ball, Sarah Ellison, and Janet Adamy, «Just What You Need! It Takes a Lot of

Marketing to Convince Consumers What They're Lacking», Wall Street Journal (October 28,

2004), Bl.

Hannah Karp, «Branson's "Rebel" Persona Places Halo over UK Megacompany», Wall Street

Journal Europe (November IS, 2004), A7.

'This paragraph is based on the following sources: Dina Elboghdady, «Far-Out: Former As-

tronaut Wants to Start a Space Airline», Miami Herald (August 7, 1997), A9; Victoria Griffith

and Clive Cookson, «X Marks the Spot—in Space», Miami Herald (October 9, 2004), C2; Ken-

neth Miller, «Your Spaceship Awaits», Life (October 22, 2004), 6-9; Robin Stansbury, «Space

Tours No Longer Are Sci-Fi», Miami Herald (April 12,1998),J1,J4; «Cheick Diarra», Fast Com-

pany (September 1999), 136; «Like Grandpa, Like Grandson», Miami Herald (July 1,1999), A2.

The statistics cited in this paragraph come from Ball, Ellison, and Adamy, «Just What You

Need!»

This discussion of the furniture industry is based on the following sources: Cheryl Russell,

«The New Consumer Paradigm», American Demographics (April 1999), 50-58; Jennifer Stein-

hauer, «Traditions Hurting Some Big Names in Furniture Industry», Miami Herald (September

14, 1997), F8; Teri Agins, «Furniture Firms Try Show Biz to Woo Public», Wall Street Journal

(November 12, 1993), Bl, B6.

Joella Roy, «The Consumer Purchasing Process—Part 1», www.mrninfo.com (June 1, 2002).

Cheryl Lu-Iien Tan, «Elevating the Family Dinner; Furniture Makers Hope Tall Tables

Ignite Sales; Finding Chairs That Fit», Wall Street Journal (November 4, 2004), D8.

Ball, Ellison, and Adamy, «Just What You Need!»

"Ted Bridis, «Internet Users: Think Your Secure Surfing Net? Click Again», Miami Herald

(October 25, 2004), Al.

Примечания 873

Ian MacMillan and Rita Gunther Mc-Grath, «Discovering New Points of Differentiation»,

Harvard Business Review Q\i\y/August 1997), 133-145.

For an insightful examination of advertising designed to influence generic need recogni-

tion, see Amitav Chakravarti and Chris Janiszewski, «The Influence of Generic Advertising on

Brand Preferences», Journal of Consumer Research, 30 (March 2004), 487-502.

Ibid.

Paula Mergenhagen, «How "got milk?" Got Sales», Marketing Tools (September 1996), 4-7.

Raju Narisetti, «Rubbermaid Ads Pitch Problem Solving», Wall StreetJournal (February 4,

1997), B6.

For research on comparative advertising, see Dhruv Grewal, Sukumar Kavanoor. Edward

F. Fern, Carolyn Costley, and James Barnes, «Comparative versus Noncomparative Advertis-

ing: A Meta-Analysis», Journal of Marketing, 61 (October 1997), 1-15; Cornelia Droge and

Rene Darmon, «Associative Positioning Strategies through Comparative Advertising: Attribute

versus Overall Similarity Approaches», Journal of Marketing Research, 24 (November 1987),

377-388; Kenneth C. Manning, Paul W. Miniard, Randall L. Rose, and Michael J. Barone, «Un-

derstanding the Mental Representations Created by Comparative Advertising», Journal of Ad-

vertising, 30 (Summer 2001), 27-39; Paul W. Miniard, Randall L. Rose, Michael J. Barone, and

Kenneth C. Manning, «On the Need for Relative Measures When Assessing Comparative Ad-

vertising Effects», Journal of Advertising, 22 (September 1993), 41-58; Paul W. Miniard, Ran-

dall L. Rose, Kenneth C. Manning, and Michael J. Barone, «Tracking the Effects of Compara-

tive and Noncomparative Advertising with Relative and Nonrelative Measures: A Further Ex-

amination of the Framing Correspondence Hypothesis»,Joumal of Business Research, 41 (Feb-

ruary 1998), 137-143; A. V. Muthukrislman, Luk Warlop, and Joseph W. Alba, «The Piecemeal

Approach to Comparative Advertising», Marketing Letters, 12 (February 2001), 63-73; Corne-

lia Pechmann and S. Ratneshwar, «The Use of Comparative Advertising for Brand Positioning:

Association versus Differentiation», Journal of Consumer Research, 18 (September 1991), 145-

160; Cornelia Pechmann and David W. Stewart, «The Effects of Comparative Advertising on

Attention, Memory, and Purchase Intentions», Journal of Consumer Research, 17 (September

1990), 180-191;Joseph R. Priesterjohn Godek, D.J.Nayakankuppum.and Kiwan Park, «Brand

Congruity and Comparative Advertising: When and Why Comparative Advertisements Lead

to Greater Elaboration», Journal of Consumer Psychology, 14 (2004), 115-123; Randall L. Rose,

Paul W. Miniard, Michael J. Barone, Kenneth C. Manning, and Brian D. Till, «When Persua-

sion Goes Undetected: The Case of Comparative Advertising», Journal of Marketing Research,

30 (August 1993), 315-330; Shailendra Pratapjain and Steven S. Posavac, «Valenced Compar-

isons», Journal of Marketing Research, 41 (February 2004), 46-58.

Internal search has received relatively little attention in the consumer behavior literature. For

exceptions, see James R. Bettman, An Information Processing Theory of Consumer Choice (Reading,

MA: Addison-Wesley, 1979), 107-111; Gabriel J. Biehal, «Consumers' Prior Experiences and Per-

ceptions in Auto Repair Choice» Journal of Marketing, 47 (Summer 1983), 87-91. For research on

how internal search may affect external search, see Girish Punj, «Presearch Decision Making in

Consumer Durable Purchases», Journal of Consumer Marketing, 4 (Winter 1987), 71-82.

'"John D. Claxton, Joseph N. Fry, and Bernard Portis, «A Taxonomy of Prepurchase Information

Gathering Patterns», Journal of Consumer Research, 1 (December 1974), 35-42; David H. Furse,

Girish N. Punj, and David W. Stewart, «A Typology of Individual Search Strategies among Pur-

chasers of New Automobiles», Journal of Consumer Research, 10 (March 1984), 417-431; David E.

Migley, «Patterns of Interpersonal Information Seeking for the Purchase of a Symbolic Product»,

Journal of Marketing Research, 20 (February 1983), 74-83; Joseph W. Newman, «Consumer Exter-

nal Search: Amount and Determinants», in Arch G. Woodside, Jagdish N. Sheth, and Peter D. Ben-

nett, eds., Consumer and Industrial Buyer Behavior (New York: North Holland, 1977), 79-94.

Biehal, «Consumers' Prior Experiences and Perceptions in Auto Repair Choice».

874 Примечания

Gregan-Paxton and her colleagues have made considerable progress in understanding con-

sumers' propensity to engage in such transference of knowledge. See Jennifer Gregan-Paxton,

«The Role of Abstract and Specific Knowledge in the Formation of Product Judgments: An

Analogical Learning Perspective»,/oMraa/o/ Consumer Psychology, 11 (2001), 141-158; Jenni-

fer Gregan-Paxton and Page Moreau, «How Do Consumers Transfer Existing Knowledge? A

Comparison of Analogy and Categorization Effects» Journal of Consumer Psychology, 13 (2003),

422-430; Jennifer Gregan-Paxton, Steve Hoeffler, and Min Zhao, «When ategorization Is Am-

biguous: Factors That Facilitate the Use of a Multiple Category Inference Strategy», Journal of

Consumer Psychology (2005), forthcoming.

Geoffrey C. Kiel and Roger A. Layton, «Dimensions of Consumer Information Seeking

Behavior» Journal of Marketing Research, 18 (May 1981), 233-239.

Peter H. Bloch, Daniel L. Sherrell, and Nancy M. Ridgway, «Consumer Search: An Ex-

tended Framework», Journal of Consumer Research, 13 (June 1986), 119-126.

Ibid.

Joann Peck and Terry Childers, «To Have and to Hold: The Influence of Haptic Informa-

tion on Product Judgments», Journal of Marketing, 67 (April 2003), 35-48.

Ibid.

For a recent study of consumer in-store search behavior, see Mark Cleveland, Barry J. Bab-

in, Michel Laroche, Philippa Ward, and Jasmin Bergeron, «Information Search Patterns for

Gift Purchases: A Cross-National Examination of Gender Differences», Journal of Consumer

Behaviour, 3 (September 2003), 20-47.

James H. Meyers and Thomas S. Robertson, «Dimensions of Opinion Leadership», Journal

of Marketing Research, 9 (February 1972), 41-46.

Becky Ebenkamp, «Keeping Up with the Joneses», Brandweek, 45 (April 19, 2004), 20.

Ibid.

Barbara Bickart and Robert M. Schindler, «Internet Forums as Influential Sources of Con-

sumer Information», Journal of Interactive Marketing, 15 (Summer 2001), 31-40.

Leslie Walker, «Suddenly, Retail Clicks», Washington Post (June 3, 2004), El.

3:1

Becky Ebenkamp, «Surfing with Mom», Brandweek, 45 (March 8, 2004), 26.

^Ibid.

Brian T. Ratchford, Myung-Soo Lee, and Debabrata Talukdar, «The Impact of the Internet on

Information Search for Automobiles» Journal of Marketing Research, 40 (May 2003), 193-209.

:|G

«Holiday Festivity Drove Web Activity in December, According to comScore Media Me-

trix Top 50 Online Property Ranking», www.comscore.com (January 17, 2005).

«Online Holiday Spending Surges beyond Expectations, Driving E-Commerce to Record

Annual Sales of $117 Billion», www.comscore.com/press/release.asp ?press=546 (January 10,

2005).

Bob Tedeschi, «More Canadians Than Americans Use the Internet, But. They Do Far Less

of Their Shopping There», New York Times (January 26,2004), C5.

«Time Spent Online Continues to Grow», www.studentmonitor.com (January 21, 2005).

Ebenkamp, «Surfing with Mom».

Ibid.

Mark Dolliver, «People Keep Expanding Their Internet Activity», Adweek, 45 (April 19,

2004), 35.

«Walker, «Suddenly, Retail Clicks».

«Car Buyers Turn to the Web for Research», New Media Age (April 15, 2004), 15.

«Six Out of Ten House-Hunters Use the Web for Research», New Media Age (December

11,2003), 12.

Richard A. D'Errico, «Online Shopping Grows, But May Not Be Every Business' Cup of

Tea», Business Review (February 27, 2004), 19.

Примечания 875

For recent research, see Gerald J. Gorn, Amitava Chattopadhyay, Jaideep Sengupta, and

Shashank Tripathi, «Waiting for the Web: How Screen Color Affects Time Perception», Jour-

nal of Marketing Research, 41 (May 2004), 215-225; Charla Mathwick and Edward Rigdon,

«Play, Flow, and the Online Search Experience», Journal of Consumer Research, 31 (September

2004), 324-332; Kenneth С. С Yang, «Effects of Consumer Motives on Search Behavior Using

Internet Advertising», Cyber Psychology & Behavior, 7 (2004), 435-447.

Kate Fitzgerald, «Debate Grows Over Net Data», Advertising Age, 75 (March 15,2004), 4-5.

«comScore Study Reveals the Impact of Search Engine Usage on Consumer Buying»,

www.comscore.com/press/release .asp?id=526 (December 13, 2004).

A special thanks to Lizzie Babarczy at Hitwise for her assistance in preparing this material

for our use.

Gavin O'Malley, «Diets, Denim, and Divas Dominate AOL Search», www.media post.com

(December 15, 2004).

Linda Holiday and Bruce Grant, «On the Web: If You're Not Everywhere, You're No-

where», Pharmaceutical Executive, 23 (December 2003), 102-105.

Patricia Braus, «What Is Good Service?» American Demographics (July 1990), 36-39.

Peter R. Dickson and Alan G. Sawyer, «The Price Knowledge and Search of Supermarket

Shoppers» Journal of Marketing, 54 (July 1990), 42-53. Also see Wayne D. Hoyer, «An Exam-

ination of Consumer Decision Making for a Common Repeat Purchase Product», Journal of

Consumer Research, 11 (December 1984), 822-829.

Ross Fadner, «Study: Retailers' Search Engines Dry Online Purchases», www

.mediapost.com (November 3, 2004).

JoellaRoy, «The Consumer Purchasing Process—Part 1», www.furninfo.com (June 1,2002).

Joel E. Urbany, «An Experimental Examination of the Economics of Information»,/oMwa/

of Consumer Research, 13 (September 1986), 257-271. Also see Narasimhan Srinivasan and

Brian T. Ratchford, «An Empirical Test of a Model of External Search for Automobiles»,Jour-

nal of Consumer Research, 18 (September 1991), 233-242.

J. Edward Russo, «The Value of Unit Price Information», Journal of Marketing Research,

14 (May 1977), 193-201; J. Edward Russo, Gene Krieser, and Sally Miyashita, «An Effective

Display of Unit Price Information» Journal of Marketing, 39 (April 1975), 11-19.

Urbany, «An Experimental Examination of the Economics of Information». Also see Joel

E. Urbany, Peter R. Dickson, and William L. Wilkie, «Buyer Uncertainty and Information

Search», Journal of Consumer Research, 16 (September 1989), 208-215; Calvin P. Duncan and

Richard W. Olshavsky, «External Search: The Role of Consumer Beliefs» Journal of Marketing

Research, 19 (February 1982), 32-43.

Kiel and Layton, «Dimensions of Consumer Information Seeking Behavior».

James R. Bettman and С Whan Park, «Effects of Prior Knowledge and Experience and

Phase of the Choice Process on Consumer Decision Processes: A Protocol Analysis» Journal of

Consumer Research, 7 (December 1980), 234-248.

Braus, «What Is Good Service?»

Joel E. Urbany and Peter R. Dickson, «Consumer Information, Competitive Rivalry, and

Pricing in the Retail Grocery Industry», working paper, University of South Carolina (1988).

Maria A. Morales, «It Pays to Shop Around for Uniforms», Miami Herald (July 20,1997), Bl, B2.

For research on consideration sets, see Joseph W. Alba and Amitava Chattopadhyay, «Ef-

fects of Context and Part-Category Cues on Recall of Competing Brands»,/oMrrca/ of Marketing

Research, 22 (August 1985), 340-349; JuanitaJ. Brown and Albert R. Wildt, «Consideration

Set Measurement» Journal of the Academy of Marketing Science, 20 (Summer 1992), 235-243;

Tulin Erdem and Joffre Swait, «Brand Credibility, Brand Consideration, and Choice» Journal

of Consumer Research, 31 G

une

2004), 191-198; John R. Hauser and Birger Wernfelt, «An

Evaluation Cost Model of Consideration Sets» Journal ofConsumer Research, 16 (March 1990),

876 Примечания

393-408; Frank R. Kardes, Gurumurthy Kalyanaram, Murali Chandrashekaran, and Ronald J.

Dornoff, «Brand Retrieval, Consideration Set Composition, Consumer Choice, and the Pio-

neering Advantage», Journal of Consumer Research, 20 (June 1993), 62-75; Michel Laroche,

Chankon Kim, and Takayoshi Matsui, «Which Decision Heuristics Are Used in Consideration

Set Formation?» Journal of Consumer Marketing, 20 (2003), 192-209; Prakash Nedungadi,

«Recall and Consumer Consideration Sets: Influencing Choice Without Altering Brand Evalu-

ations», Journal of Consumer Research, 17 (December 1990), 263-276; John H. Roberts and

James M. Lattin, «Development and Testing of a Model Consideration Set Composition»,_/o«r-

nal of Marketing Research, 28 (November 1991), 429-440.

Ratchford, Lee, and Talukdar, «The Impact of the Internet on Information Search for Au-

tomobiles».

"Maricris G. Briones, «And They're Off», Marketing News (March 30, 1998), 1, 14.

Alba and Chattopadhyay, «Effects of Context and Part-Category Cues on Recall of Com-

peting Brands».

Joseph W. Alba and J. Wesley Hutchinson, «Dimensions of Consumer Expertise», Journal

of Consumer Research, 13 (March 1987), 411-454.

Wayne D. Hoyer and Stephen P. Brown, «Effects of Brand Awareness on Choice for a Com-

mon, Repeat-Purchase Product», Journal of Consumer Research, 17 (September 1990), 141-148.

Carolyn B. Mervis and Eleanor Rosch, «Categorization of Natural Objects», in Mark R.

Rozenzweig and Lyman W. Porter, eds., Annual Review of Psychology, 32 (Palo Alto, CA: An-

nual Reviews, 1981), 89-115.

Mita Sujan, «Consumer Knowledge: Effects on Evaluation Strategies Mediating Consum-

er Judgments», Journal of Consumer Research, 12 (June 1985), 31-46.

Robert M. McMath, «The Perils of Typecasting», American Demographics (February

1997), 60.

Jane L. Levere, «The Makers of Huggies and Pampers Are Seeking to Extend Their Brands

into Children's Toiletries», New York Times (January 18,2005), C8.

"Ibid.

For research on brand extensions, see David A. Aaker and Kevin Lane Keller, «Consumer

Evaluations of Brand Extensions», Journal of Marketing, 54 (January 1990), 27-41; Subrama-

nian Balachander and Sanjoy Ghose, «Reciprocal Spillover Effects: A Strategic Benefit of Brand

Extensions», Journal of Marketing, 67 (January 2003), 4-13; Michael J. Barone and Paul W.

Miniard, «Mood and Brand Extension Judgments: Asymmetric Effects for Desirable and Unde-

sirable Brands», Journal of Consumer Psychology, 12 (2002), 283-290; Michael J. Barone, Paul

W. Miniard, and Jean Romeo, «The Influence of Positive Mood on Consumers' Evaluations of

Brand Extensions», Journal of Consumer Research, 26 (June 2000), 386-400; Paul A. Bottom-

ley and Stephen J. S. Holden, «Do We Really Know How Consumers Evaluate Brand Exten-

sions? Empirical Generalizations Based on Secondary Analysis of Eight Studies», Journal of

Marketing Research, 38 (November 2001), 494-500; David M. Boush and Barbara Loken,

«A Process-Tracing Study of Brand Extension Evaluation», Journal of Marketing Research, 28

(February 1991), 16-28; Kevin Lane Keller and David A. Aaker, «The Effects of Sequential

Introduction of Brand Extensions», Journal of Marketing Research, 29 (February 1992), 35-50;

Richard R. Klink and Daniel C. Smith, «Threats to the External Validity of Brand Extension

Research», Journal of Marketing Research, 38 (August 2001), 326-335; Vicki R. Lane, «The

Impact of Ad Repetition and Ad Content on Consumer Perceptions of Incongruent Extensions»,

Journal of Marketing, 64 (April 2000), 80-91; Barbara Loken and Deborah Roedder John, «Di-

luting Brand Beliefs: When Do Brand Extensions Have a Negative Impact?» Journal of Market-

ing, 57 (July 1993), 71-84; Tom Meyvis and Chris Janiszewski, «When Are Broader Brands

Stronger Brands? An Accessibility Perspective on the Success of Brand Extensions»,Journal of

Consumer Research, 31 (September 2004), 346-357; С Whan Park, Sandra Milberg, and Rob-

Примечания 877

ert Lawson, «Evaluation of Brand Extensions: The Role of Product Feature Similarity and Brand

Concept Consistency», Journal of Consumer Research, 18 (September 1991), 185-193; Vanitha

Swaminathan, Richard J. Fox, and Srinivas K. Reddy, «The Impact of Brand Extension Intro-

duction on Choice», Journal of Marketing, 65 (October 2001), 1-15.

"James R. Bettman and Mita Sujan, «Effects of Framing on Evaluation of Comparable and

Noncomparable Alternatives by Expert and Novice Consumcrs»,/ouma/ of Consumer Research,

14 (September 1987), 141-154; Kim R. Corfman, «Comparability and Comparison Levels Used

in Choices among Consumer Products», Journal of Marketing Research, 28 (August 1991), 368-

374; Michael D.Johnson, «Consumer Choice Strategies for Comparing Noncomparable Alterna-

tives», Journal of Consumer Research, 11 (December 1984), 741-753; Michael D.Johnson, «Com-

parability and Hierarchical Processing in Multialternative Choice»,Journal of Consumer Research,

15 (December 1988), 303-314; Michael D. Johnson, «The Differential Processing of Product

Category and Non-comparable Choice Alternatives»,_/oMnza/ of Consumer Research, 16 (Decem-

ber 1989), 300-309; С Whan Park and Daniel С Smith, «Product-Level Choice: A Тор-Down or

Bottom-Up Process?» Journal of Consumer Research, 16 (December 1989), 289-299.

Gabriel Biehal and Dipankar Chakravarti, «Information Accessibility as a Moderator of

Consumer Choice», Journal of Consumer Research, 10 (June 1983), 1-14; Gabriel Biehal and

Dipankar Chakravarti, «Consumers' Use of Memory and External Information in Choice: Mac-

ro and Micro Perspectives, Journal of Consumer Research, 12 (March 1986), 382-405; John G.

Lynch Jr., Howard Marmorstein, and Michael R. Weigold, «Choices from Sets Including Re-

membered Brands: Use of Recalled Attributes and Prior Overall Evaluations», Journal of Con-

sumer Research, 15 (September 1988), 169-184.

For research on cutoff usage, see Barton Weitz and Peter Wright, «Retrospective Self-

Insight on Factors Considered in Product Evaluations», Journal of Consumer Research, 6 (De-

cember 1979), 280-294; Peter L. Wright and Barton Weitz, «Time Horizon Effects on Product

Evaluation Strategies», Journal of Marketing Research, 14 (November 1977), 429-443.

Susan M. Petroshius and Kent B. Monroe, «Effects of Product-Line Pricing Characteris-

tics on Product Evaluations», Journal of Consumer Research, 13 (March 1987), 511-519.

William B. Dodds, Kent B. Monroe, and Dhruv Grewal, «Effects of Price, Brand, and Store

Information on Buyers' Product Evaluations»,Journal of Marketing Research, 28 (August 1991),

307-319; Gary M. Erickson and Johnny K.Johansson, «The Role of Price in Multi-Attribute

Product Evaluations», Journal of Consumer Research, 12 (September 1985), 195-199; Michael

Etgar and Naresh K. Malhotra, «Determinants of Price Dependency: Personal and Perceptual

Product Evaluations», Journal of Consumer Research, 8 (September 1981), 217-222; Zarrel V.

Lambert, «Product Perception: An Important Variable in Price Strategy», Journal of Market-

ing, 34 (October 1970), 68-76; Irwin P. Levin and Richard D. Johnson, «Estimating Price-

Quality Tradeoffs Using Comparative Judgments», Journal of Consumer Research, 11 (June 1984),

593-600; Kent B. Monroe, «The Influence of Price Differences and Brand Familiarity on Brand

Preferences», Journal of Consumer Research, 3 (June 1976), 42-49; Akshay R. Rao and Kent B.

Monroe, «The Effect of Price, Brand Name, and Store Name on Buyers' Perceptions of Product

Quality: An Integrative Review», Journal of Marketing Research, 26 (August 1989), 351-357.

Priya Raghubir and Kim P. Corfman, «When Do Price Promotions Affect Brand Evalua-

tions?» Journal of Marketing Research, 36 (May 1999), 211-222.

William Boulding and Amna Kirmani, «A Consumer-Side Experimental Examination of

Signaling Theory: Do Consumers Perceive Warranties as Signals of Quality?»/oMraa/ of Con-

sumer Research, 20 Qime 1993), 111-123.

Washing Machines», Consumer Reports (February 1991), 112-117.

Michelle Locke, «Top Wines Uncorked», Miami Herald (June 25, 2004), Cl.

Terry C. Evans, «Editorial», Home Channel News, 30 (March 8, 2004), 11.

Robert Johnson, «In the Chips», Wall Street Journal (March 22, 1991), B1-B2.

878 Примечания

For a discussion of other forms of non-compensatory evaluation strategics, see James R.

Bettman, An Information Processing Theory of Consumer Choice (Reading, MA: Addison-Wes-

ley, 1979), 181-182.

For a study of the conjunctive decision rule, see David Grether and Louis Wilde, «An Anal-

ysis of Conjunctive Choice: Theory and Experiments»,/ow??za/o/ Consumer Research, 10 (March

1984), 373-385.

Joseph W. Alba and Howard Marmorstein, «The Effects of Frequency Knowledge on Con-

sumer Decision Making», Journal of Consumer Research, 14 Qune 1987), 14-25.

Peter L. Wright, «Use of Consumer Judgment Models in Promotion Planning»,_/o«r?7a/o/

Marketing, 37 (October 1973), 27-33.

Noel Capon and Deanna Kuhn, «Can Consumers Calculate Best Buys?» Journal of Con-

sumer Research, 8 (March 1982), 449-453. Also see Catherine A. Cole and GaryJ. Gaeth, «Cog-

nitive and Age-Related Differences in the Ability to Use Nutritional Information in a Complex

Environment», Journal of Marketing Research, 27 (May 1990), 175-184.

Valli Herman-Cohen, «Mixed Up About Blenders? You Can't Judge by Price», The Herald

(October 16, 2003), 22.

Melanie Eversley, «Interest Rising in Regulations on Rentals», Miami Herald (August 21,

1997), C1,C3.

Shawn Young, «Bad Phone Deals Haunt Consumers», Wall Street Journal (September 16,

2004), D9.

Madhubalan Viswanathan, Jose Antonio Rosa, and James Edwin Harris, «Decision Mak-

ing and Coping by Functionally Illiterate Consumers and Some Implications for Marketing

Management», Journal of Marketing, 69 (2005), 15-31.

Marcy Gordon, «Groups Urge Consumers to Pass on Credit Insurance», Miami Herald

(March 18, 1999), A19.

Глава 5

Ravi Dhar, «Consumer Preference foraNo-Choice Option», JournalofConsumer Research,

24 (September 1997), 215-231.

Alain d'Asdtous, Idriss Bensouda, and Jean Guindon, «A Re-Examination of Consumer De-

cision Making for a Repeat Purchase Product: Variations in Product Importance and Purchase

Frequency», in Thomas K. Srull, Advances in Consumer Research, 16 (Provo, UT: Association

for Consumer Research, 1989), 433-438.

C. Whan Park, Easwar S. Iyer, and Daniel C. Smith, «The Effects of Situational Factors on

In-Store Grocery Shopping Behavior: The Role of Store Environment and Time Available for

Shopping», Journal of Consumer Research, 15 (March 1989), 422-433.

France Leclerc and John D. C. Little, «Can Advertising Copy Make FSI Coupons More

Effective?» Journal of Marketing Research, 4 (November 1997), 473-484.

For a careful analysis of the impact of retail promotions, see Rodney G. Walters, «Assessing

the Impact of Retail Price Promotions on Product Substitution, Complementary Purchase, and

Interstore Sales Displacement», Journal of Marketing, 55 (April 1991), 17-28.

J. Jeffrey Inmanand Russell Winer, «Impulse Buying», Wall StreetJournal (April 15,1999), Al.

Pradeep K. Chintagunta and Sudeep Haldar, «Investigating Purchase Timing Behavior in

Two Related Product Categories», Journal of Marketing Research, 35 (February 1998), 43-53.

David I. Kollat and Ronald P. Willett, «Customer Impulse Purchasing Behavior», Journal

of Marketing Research, 4 (February 1967), 21-31.

Dilip Soman, «The Illusion of Delayed Incentives: Evaluating Future Effort-Money Trans-

actions», Journal of Marketing Research, 35 (November 1998), 427-437.

'"Laura Loro, «Data Bases Seen as "Driving Force,"« Advertising Age (March 18, 1991), 39.

Примечания 879

"Joseph В. Cahill, «Sears' Credit Business May Have Helped Larger Retailing Woes», Wall

Street Journal (July 6, 1999), Al.

James U. McNeal and Daryl McKee, «The Case of Antishoppers», in Robert E. Lusch et al., eds.,

1985 AMA Educators' Proceedings (Chicago: American Marketing Association, 1985), 65-68.

Jack A. Lesser and Sanjay Jain, «A Preliminary Investigation of the Relationship Between

Exploratory and Epistemic Shopping Behavior», in Robert E. Lusch et al., eds., 1985 AMA Ed-

ucators' Proceedings (Chicago: American Marketing Association, 1985), 75-81.

Arch G. Woodside and Randolph J. Trappey III, «Finding Out Why Customers Shop Your

Store and Buy Your Brand: Automatic Cognitive Processing Models of Primary Choice», jowr-

nal of Advertising Research, 32 (November-December 1992), 59-78.

See Jay D. Lindquist, «The Meaning of Image», Journal of Retailing, 50 (Winter 1974/

1975), 29-38; Robert A. Hansen and Terry Deutscher, «An Empirical Investigation of Attribute

Importance in Retail Store Selection», Journal of Retailing, 53 (Winter 1977/1978), 59-72;

Leon Arons, «Does Television Viewing Influence Store Image and Shopping Frequency?»,/»?^^

nal of Retailing, 37 (Fall 1961), 1-13; Ernest Dichter, «What's in an Image», Journal of Con-

sumer Marketing, 2 (Winter 1985), 75-81.

""Pierre Martineau, «The Personality of the Retail Store», Harvard Business Review, 36 (Jan-

uary/February 1958), 47.

"For semantic differential, see G. H. G. Mc-Dougall and J. N. Fry, «Combining Two Methods

of Image Measurement», Journal of Retailing, 50 (Winter 1974/1975), 53-61. For customer pro-

totypes, see W. B. Weale, «Measuring the Customer's Image of a Department Store», Journal of

Retailing, 37 (Spring 1961), 40-48. For Q-sort, see William Stephenson, «Public Images of Public

Utilities», Journal of Advertising Research, 3 (December 1963), 34-39. For Gunman scale, see

Elizabeth A. Richards, «A Commercial Application of Guttman Attitude Scaling Techniques»,

Journal of Marketing, 22 (October 1957), 166-173. For multidimensional scaling, see Peter Doyle

and Ian Fenwick, «How Store Image Affects Shopping Habits in Grocery Chains», Journal of

Retailing, 50 (Winter 1974/ 1975), 39-52. For psycholinguistics, see Richard N. Cardozo, «How

Images Vary by Product Class» Journal of Retailing, 50 (Winter 1974/1975), 85-98. For multi-

attribute approach, see Don L James, Richard M. Durand, and Robert A. Dreves, «The Use of a

Multi-Attribute Model in a Store Image Study», Journal of Retailing, 52 (Summer 1976), 23-32.

Gilbert D. Harrell, Michael D. Gutt, and James С Anderson, «Path Analysis of Buyer Be-

havior under Conditions of Crowding», Journal of Marketing Research, 17 (February 1980),

45-51. See also Michael K. Hui and John E. G. Bateson, «Perceived Control and the Effects of

Crowding and Consumer Choice on the Service Experience», Journal of Consumer Research, 18

(September 1991), 174-184.

David B. Mackay and Richard W. Olshavsky, «Cognitive Maps of Retail Locations: An

Investigation of Some Basic Issues», Journal of Consumer Research, 2 (December 1975); and

Edward M. Mazze, «Determining Shopper Movements by Cognitive Maps», Journal of Retail-

ing, 50 (Fall 1974), 43-48.

R. Mittelstaedt et al., «Psychophysical and Evaluative Dimensions of Cognized Distance

in an Urban Shopping Environment», in R. C. Curhan, ed., Combined Proceedings (Chicago:

American Marketing Association, 1974), 190-193.

Charles Brooks, Patrick Kaufmann, and Donald Lichtenstein, «Travel Configuration on Con-

sumer Trip-Chained Store Choice» Journal of Consumer Research, 31 (September 2004), 241-249.

Hansen and Deutscher, «An Empirical Investigation»; Lindquist, «The Meaning of Im-

age»; Gentry and Burns, «How Important»; and John D. Claxton andj. R. Brent Ritchie, «Con-

sumer Prepurchase Shopping Problems: A Focus on the Retailing Component», Journal of Re-

tailing, 55 (Fall 1979), 24-43.

Walter K. Levy, «Department Stores—The Next Generation: Form and Rationale», Retail-

ing Issues Letter, 1 (August 1987), 1.

880 Примечания

Robert H. Williams, John J. Painter, and Herbert R. Nicholas, «A Policy-Oriented Typol-

ogy of Grocery Shoppers», Journal of Retailing, 54 (Spring 1978), 27-42.

Kent B. Monroe, «Buyers' Subjective Perceptions of"Price*, Journal of Marketing Research,

10 (February 1973), 73-80.

Joseph N. Fry and Gordon H. McDougall, «Consumer Appraisal of Retail Price Advertise-

ments», Journal of Marketing, 38 (July 1974); V. Kumar and Robert P. Leone, «Measuring the

Effect of Retail Store Promotions on Brand and Store Substitution», Journal of Marketing Re-

search, 25 (May 1988), 178-185.

Alan L. Montgomery and Peter E. Rossi, «Estimating Price Elasticities with Theory-Based

Priors», Journal of Marketing Research, 36 (November 1999), 413-423.

John Roberts, «Developing New Rules for New Markets», Journal of the Academy of Mar-

keting Science, 28 (Winter 2000), 31-44.

Randolf E. Bucklin, Sunil Gupta, and S. Siddarth, «Determining Segmentations in Sales

Response Across Consumer Purchase Behaviors» Journal of 'Marketing Research, 35 (May 1998),

189-197.

:!0

Greg Allenby, «Reassessing Brand Loyalty, Price Sensitivity, and Merchandising Effects

on Consumer Brand Choice», working paper, 1993.

Stephen K. Keiser and James R. Krum, «Consumer Perceptions of Retail Advertising with

Overstated Price Savings*, Journal of Retailing, 45 (Fall 1976), 27-36.

«Service: Retail's No. 1 Problem», Chain Store Age Executive (.January 1987), 19.

Gilbert A. Churchill Jr., Neil M. Ford, Steven W. Hartley, and Orville С Walker Jr., «The

Determinants of Salesperson Performance: A Meta-Analysis», Journal of Marketing Research,

22 (May 1985), 103-118.

This categorization has its roots in Peter H. Reingen and Arch G. Woodside, Buyer-Seller Inter-

actions: Empirical Research and Normative Issues (Chicago: American Marketing Association, 1981).

Arch G. Woodside and William Davenport Jr., «The Effect of Salesman Similarity and

Expertise on Consumer Purchasing Behavior», Journal of Marketing Research, 11 (May 1974),

198-203. Also see Paul Busch and David T. Wilson, «An Experimental Analysis of a Salesman's

Expert and Referent Bases on Social Power in the Buyer-Seller Dyad», Journal of Marketing

Research, 13 (February 1976), 3-11.

Paul H. Schurr and Julie Ozanne, «Influences on Exchange Processes: Buyers' Preconcep-

tions of a Seller's Trustworthiness and Bargaining Toughness», Journal of Consumer Research,

11 (March 1985), 939-953.

Siew Meng Leong, Paul S. Busch, and Deborah Roedder John, «Knowledge Bases and Sales-

person Effectiveness: A Script-Theoretic Analysis», Journal of Marketing Research, 26 (May

1989), 164-178; Harish Sujan, Mita Sujan, and James R. Bettman, «Knowledge Structure Dif-

ferences between More Effective and Less Effective Sales People», Journal of Marketing Re-

search, 25 (February 1988), 81-86; and David M. Syzmanski, «Determinants of Selling Effec-

tiveness», Journal of Marketing, 52 (January 1988), 64-77.

:(8

Greg Gattuso, «Customer Rapport», Direct Marketing (January 1994), 46.

'"Howard Schultz and Dori Yang, «Pour Your Heart Into It: How Starbucks Built A Com-

pany One Cup at a Time», (New York: Hyperion, 1999).

Joel A. Baglole, «Loblaw Supermarkets Add Fitness Clubs to Offerings», Wall Street Jour-

nal (December 27, 1999), B4.

Rajeev Batra and Indrajit Sinha, «Consumer-Level Factors Moderating the Success of Pri-

vate Label Brands», Journal of Retailing, 76 (Summer 2000), 175-192.

Philip Kotler, «Atmospherics as a Marketing Too\»Journal of Retailing, 49 (Winter 1973/

1974), 48-63. Also see Robert J. Donovan and John R. Rossiter, «Store Atmosphere: An Envi-

ronmental Psychology Approach», Journal of Retailing, 58 (Spring 1982), 34-57; Elaine Sher-

man and Ruth Belk Smith, «Mood States of Shoppers and Store Image: Promising Interactions