摘要:

AbstractEffects of interpersonal anxiety on consumer information processing were investigated from a psychoanalytic perspective. Findings indicate that increases in the number and importance of others in subjects' decision environments heighten experienced levels of anxiety. In addition, the relationship of anxiety to information processing was found to be curvilinear (inverted U‐shaped) as indicated by the total amount of information and the processing mode selected by subjects during a decision task. Implications for marketers and future research directions are provide

ISSN:0742-6046    

DOI:10.1002/mar.4220040203

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1987

数据来源: WILEY

摘要:

AbstractThe popular belief in subliminal advertising has remained robust in spite of the fact that advertising professionals almost universally discount it as a practical technique. The current psychological theories of Silverman [Silverman, L. H. (1976). Psychoanalytic theory: The reports of my death are greatly exaggerated.American Psychologist, 31(Sept.), 621–637] and his colleagues provide a conceptual basis for how changes in behavior might result from subliminal stimulation. However, the theory specifies stimulus conditions which make it highly unlikely that successful use of subliminal messages could be achieved in a promotional context. In light of Silverman's theories, even two recent demonstrations of subliminal effects in the advertising literature fail to enhance the credibility of subliminal advertising as a professional too

ISSN:0742-6046    

DOI:10.1002/mar.4220040204

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1987

数据来源: WILEY

摘要:

AbstractThis investigation examined the relationship between subcultural group membership and the importance of various product attributes in purchase decisions. Subcultural group membership was defined on the basis of Hispanic ethnicity and level of assessed acculturation. The results indicate that cost considerations such as price and the availability of credit best distinguish these groups. This is particularly meaningful, given that these results persist even when income level is statistically controlled. The second major purpose of the investigation was to test the appropriateness of the traditional progressive learning model of acculturation within the specific buyer behavioral context of product attribute importance. The findings clearly indicate support for this model.

ISSN:0742-6046    

DOI:10.1002/mar.4220040205

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1987

数据来源: WILEY

摘要:

AbstractThis study gathered ratings of the importance of the 36 Rokeach terminal and instrumental values from 37 black adults, 53 white adults, 105 black and 113 white students. The purpose was to replicate Ness and Stith's (1984) [Ness, T. E., and Smith, M. T. (1984). Middle‐class values in blacks and whites. In Pitts, R. E., and Woodside, A. G. (Eds.),Personal values and consumer psychology(pp. 231–237). Lexington, MA: D.C. Heath&Co.] finding that black adults rated many of these values higher than did white adults at the same socioeconomic level. The results support this finding. Black students rated many of the values higher than white students, and students in general rated many of the values higher than did adults in general. Measuring and controlling for two response sets, yeasaying and social desirability, showed that the race difference for the adult subsample could not be ascribed to these artifacts, but that many apparent age differences in value ratings could be accounted for by response set effe

ISSN:0742-6046    

DOI:10.1002/mar.4220040206

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1987

数据来源: WILEY

摘要:

AbstractPredicting consumers' responses to inflationary pressures has been a dominant research area in psychology, economics, and marketing. The present study attempts to model consumers' inflation‐induced adaptive behavior using demographic, shopping patterns, and attitudes as predictors. Also, the present study is not limited to purchase behaviors. Rather, inflation‐induced adaptive behaviors are examined for the purchase, preparation, and consumption of necessity goods (food items) involving a relatively low expenditure per purchase but a relatively high annual expendit

ISSN:0742-6046    

DOI:10.1002/mar.4220040207

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1987

数据来源: WILEY

摘要:

AbstractMarketing has benefitted tremendously by psychological theories of persuasion. Unfortunately marketers have not taken full advantage of the psychological perspectives upon instilling resistance to persuasion. The purpose of this paper is to provide a review and analysis of the extant research in psychology and marketing pertaining to resistance to persuasion. Directions for future research are also discussed.

ISSN:0742-6046    

DOI:10.1002/mar.4220040208

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1987

数据来源: WILEY

ISSN:0742-6046    

DOI:10.1002/mar.4220040202

出版商:Wiley Subscription Services, Inc., A Wiley Company    

年代:1987

数据来源: WILEY