Consumer decision‐making styles: a multi‐country investigation

Lysonski, Steven; Durvasula, Srinivas; Zotos, Yorgos

doi:10.1108/03090569610153273

Cited by 245 publications

(278 citation statements)

References 17 publications

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“…Indeed, Sproles and Kendall 22 requested that 'to establish generality further, [the CSI] must be administered to other populations'. Several authors have responded and replications have been carried out in South Korea, 23 New Zealand, 24 Greece, the USA, India and New Zealand, 25 Great Britain 26 and China. 27,28 The original structure of decision-making style, by and large, was confirmed in all seven countries.…”

mentioning

confidence: 99%

Consumers' decision-making style as a basis for market segmentation

Walsh

Hennig‐Thurau²,

Wayne-Mitchell³

et al. 2001

J Target Meas Anal Mark

102

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consumer behaviour, eg personality, 2 attitude 3 or lifestyle. 4 One approach to categorising consumer behaviour is to identify decision-making typologies. Such typologies aim to attribute certain decision-making traits to consumers in order to classify them as economic, 5 Understanding buying-related decision-making behaviour of consumers is important for companies' strategic marketing activities and effective communication with different consumer segments is helped by understanding psychological constructs which relate to Abstract Decision-making styles are important to marketing because they determine consumer behaviour, are relatively stable over time and thus are relevant for market segmentation. The need to test the generalisability of Sproles and Kendall's 1 consumer styles inventory (CSI) in different countries and an attempt to extend the original work led the authors to test the structure of decision-making styles of German shoppers and its use in segmenting consumers. From a sample of 455 German consumers, a seven-dimensional structure of decision-making styles was found using principal components analysis and confirmatory factor analysis. Cluster analysis identified six meaningful and distinct decision-making groups. These decision-making groups can be viewed as basic segments that can be used in conjunction with traditional market segmentation approaches. Implications for marketing research and practitioners are discussed. 16 The objective of this study was to examine the usefulness of the CSI for apathetic, 6 quality conscious, 7 choosy, 8 information seeking, 9 price conscious, 10 variety seeking 11 or brand loyal. 12 Despite its intuitive appeal, the latter approach can be criticised because it is doubtful that consumers can be grouped into distinct unidimensional behaviour typologies. Labelling a consumer always as either 'economic' or 'price conscious' is unrealistically simplistic and does not reflect the growing research into the so-called 'hybrid consumer'. 13 Consumers are rarely exclusively fashion or price conscious, but tend to make buying decisions related to a specific buying situation. Therefore, for most consumers, several decision-making dimensions prevail. In addition, existing characterisations are based on separate theoretical concepts and consequently only capture certain aspects of consumer decision-making behaviour. This means the existing decision-making typologies are often unrelated and their practical relevance is limited. Klaus-Peter Wiedmann Gianfranco WalshMore recent approaches attempt to address and avoid these weaknesses by postulating a multidimensional

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mentioning

confidence: 99%

Consumers' decision-making style as a basis for market segmentation

Walsh

Hennig‐Thurau²,

Wayne-Mitchell³

et al. 2001

J Target Meas Anal Mark

102

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“…However, they formed two different factors in our study and it can be said that this may have resulted from cultural differences. This can be seen from other studies in which different consumer styles have been obtained in various countries and cultures (Hafstrom, et al, 1992;Durvasula et al, 1993;Lysonski, et al, 1996;Fan and Xiao, 1998;Hiu et al, 2001;Walsh et al, 2001).…”

Section: Discussionmentioning

confidence: 68%

“…In these studies, some characteristics have been found to be similar while others have been found to be different in various countries (Hafstrom et al, 1992;Durvasula et al, 1993;Lysonski et al, 1996;Fan andXiao, 1998, Hiu et al, 2001;Walsh et al, 2001;Tai, 2005). In a study carried out by Bauer, Sauer and Beeker in 2002, consumer styles with respect to convenience goods and shopping goods were examined.…”

Section: Consumer's Decision-making Stylesmentioning

confidence: 99%

“…These eight styles describe the most basic mental characteristics of a consumer's decision-making process, which are directly linked to consumer choice behavior. Consumer's decision-making styles have been investigated across several countries and cultures (Hafstrom et al, 1992;Durvasula et al, 1993;Lysonski et al, 1996;Fan andXiao, 1998, Hiu et al, 2001;Walsh et al, 2001;Tai, 2005), convenience and shopping goods (Bauer, et al, 2002;Wang, et al, 2004), and gender differences (Mitchell and Walsh, 2004). In this study, we first investigated whether there are any differences in the purchasing styles of males and females.…”

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confidence: 99%

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The Role of Gender Differences in Determining the Style of Consumer Decision-Making

Ünal¹,

Erciş²

2008

boun

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“…In some countries all the styles and in some countries a number of the styles are been verified. For instance the research of Park et al (2010) in China, Mishra (2015) in India, Tarnanidis, Frimpong, Nwankwo, & Omar (2015) in Greece, Lysonski, Durvasula, & Zotos (1996) in four countries of Greece, New Zealand, India and the United States as a comparative study can be mentioned.…”

Section: Shopping Styles Of the Consumer In Adoption The Productmentioning

confidence: 99%

The Influence of Cognitive Innovativeness on the Behavior and Style of Consumer Adoption: Implications for Electronic-Banking Service Adoption

Zarandi

Lotfizadeh²

2016

IJMS

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Cognitive Innovative consumers are an important market segment for marketers. Revenue from new products adopted by innovative consumers plays a pivotal role for many firms. Hence having a correct understanding from the behavior and style of their purchase helps the firms to create and implement effective marketing plans for the new products. The current study investigates the behavior and shopping style of cognitive innovative consumers in electronic banking services through a hierarchical perspective. This research is quantitative and is practical in terms of the purpose. Yet it is a field study in terms of data gathering. The statistical population of this research includes the students of Azad University of Qazvin in Iran and the sample size is 384 persons. The resulted findings from this research, verify the hierarchy perspective of consumer innovativeness, specially the fact that cognitive innovativeness and domain-specific innovativeness are the best combination of predicting the adoption of new product behavior. Moreover the adoption behavior of these consumers follows the quality consciousness style. Results show that banks should target the cognitive innovative customers in order to have a successful marketing in regards with attracting customers and increasing the revenues from selling the electronic banking services.

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Consumer decision‐making styles: a multi‐country investigation

Cited by 245 publications

References 17 publications

Consumers' decision-making style as a basis for market segmentation

Consumers' decision-making style as a basis for market segmentation

The Role of Gender Differences in Determining the Style of Consumer Decision-Making

The Influence of Cognitive Innovativeness on the Behavior and Style of Consumer Adoption: Implications for Electronic-Banking Service Adoption

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