Personal Value Influences on Consumer Product Class and Brand PReferences

Pitts, Robert E.; Woodside, Arch G.

doi:10.1080/00224545.1983.9924440

Cited by 84 publications

(62 citation statements)

References 5 publications

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“…17 Because values are assumed to be grouped in a logical and meaningful way, they have to be examined as a system rather than individually. 28,29 Indeed, this grouping makes it possible to aggregate similar consumption behaviours and the individual ' s choice criteria.…”

Section: Methodology Value-system Measurementmentioning

confidence: 99%

“…For example, a car or a trip symbolic character could be a crucial choice criteria for achievers. 29 Moreover, a creative approach that presents the product as a reward for some kind of achievement should be very effective. 38 The positive attitude women achievers show towards the use of sexual appeals in advertising might also be considered as a potential tool to effectively communicate with this segment.…”

Section: Strategic Implications For Cinema Advertisingmentioning

confidence: 99%

“…38,40,42 -44 For example, the luxurious features of a car will especially attract this target group. 29 They have a positive attitude towards the use of humour and sexual appeals in advertising. 41 At last, cinema does not seem to be an effective medium to reach the emphatic segment since it attracts only 18 per cent of these people.…”

Section: Strategic Implications For Cinema Advertisingmentioning

confidence: 99%

See 2 more Smart Citations

‘LOV’ and the big screen: A value-system segmentation of movie goers

Marchand

Khallaayoune²

2010

J Target Meas Anal Mark

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In this study, Kahle ' s (1983) list of values (LOV) was used as an approach to segmentation. The objective was to identify the existence of segments among movie goers based on the LOV value-system . The results show that the achievers segment is made up of more than half of the movie audience, the hedonists segment is made up of nearly a third, while the emphatics segment is very small, but nevertheless exists. The consequences of these fi ndings for advertising strategy decisions regarding choice of media and the most appropriate products to advertise on the big screen are presented.

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Section: Methodology Value-system Measurementmentioning

confidence: 99%

Section: Strategic Implications For Cinema Advertisingmentioning

confidence: 99%

Section: Strategic Implications For Cinema Advertisingmentioning

confidence: 99%

See 1 more Smart Citation

‘LOV’ and the big screen: A value-system segmentation of movie goers

Marchand

Khallaayoune²

2010

J Target Meas Anal Mark

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“…One study examined the linkages among values and product class/brand choice criteria importance, preferences, and purchase intentions (Pitts & Woodside, 1983). Results indicated that consumer value structures are significantly correlated (causal relationships were not investigated) with importance of choice criteria for both product classes and brands.…”

Section: The Cognitive Hierarchymentioning

confidence: 99%

“…First, some researchers have found that consumers' attitudes mediate their personal values and behavior (Homer & Kahle, 1988;Shim & Eastlick, 1998). Second, research has emphasized the direct linkage between a consumer's personal values and the importance he or she attaches to particular product attributes (e.g., Madrigal & Kahle, 1994;Muller, 1991;Pitts & Woodside, 1983, 1986. Similarly, research utilizing the means -end theory has been used to detect the relationship between personal values and product attributes by linking product attributes (means) to the consequences or benefits that product attributes imply and, ultimately to their personal values or motives (ends) (e.g., Gutman, 1982;Reynolds & Gutman, 1988).…”

mentioning

confidence: 99%

A study of Japanese consumers' cognitive hierarchies in formal and informal gift‐giving situations

Lotz¹,

Shim²,

Gehrt³

2002

Psychology and Marketing

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In recent years, academicians have shown an increasing interest in Asian gift-giving behavior. Yet studies investigating Asians' cognitive hierarchical structures in the gift-giving context have been limited. Additionally, the literature suggests that Asian consumers' cognitive structures are particularly affected by situational contingencies. Thus, this study examines Japanese consumers' cognitive hierarchies, in a gift-giving context, in formal and informal situations utilizing a most-abstract to least-abstract cognitive hierarchical framework. Data were collected through a mail survey of Japanese consumers in the greater Tokyo area and six other major metropolitan cities. As hypothesized, structural-equation modeling results revealed that the Japanese consumer's cognitive hierarchical flow from most-to least-abstract cognitions remained intact regardless of the situation. In contrast, as expected, differing situations were found to influence intercognitive dimensional relationships. Implications of these findings are discussed. ᭧

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Understanding consumer purchase of free‐of cosmetics: A value‐driven TRA approach

Hansen

Risborg²,

Steen

2012

J of Consumer Behaviour

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This study concerns the free‐of trend on the cosmetics market as expressed by a tendency among consumers to prefer cosmetics that are free of certain ingredients. Combining the Theory of Reasoned Action with a value‐driven approach, this study empirically investigates the association between consumers' personal values and their attitude and behaviour associated with purchasing free‐of cosmetics. A quantitative online survey of 250 Danish female consumers was conducted using self‐administering questionnaires. The findings indicate that consumers' willingness to purchase free‐of cosmetics (R² = .48) is both influenced by attitude (β = .65) and perceived subjective norm (β = .21) with attitude having the largest predictive power. Moreover, consumers' attitude towards willingness to purchase free‐of cosmetics seems to be value driven. Our results indicate that two values, self‐transcendence (β = .28) and self‐enhancement (β = −.21), significantly influence attitude towards free‐of cosmetics purchase (R² = .10). Copyright © 2012 John Wiley & Sons, Ltd.

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Personal Value Influences on Consumer Product Class and Brand PReferences

Cited by 84 publications

References 5 publications

‘LOV’ and the big screen: A value-system segmentation of movie goers

‘LOV’ and the big screen: A value-system segmentation of movie goers

A study of Japanese consumers' cognitive hierarchies in formal and informal gift‐giving situations

Understanding consumer purchase of free‐of cosmetics: A value‐driven TRA approach

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