Prepurchase Behavior of Buyers of Small Electrical Appliances

Udell, Jon G.

doi:10.1177/002224296603000411

Cited by 64 publications

(21 citation statements)

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“…·C A wealth of earlier research has indicated the limited nature of consumers' prepurchase search activities (Claxton, Fry, and Portis 1974;Ferber 1955;Katona and Mueller 1955;Newman 1977;Newman and Staelin 1972;Smith 1970;Udell 1966). It appears common for buyers of major household appliances to visit only one or two stores and to consider only two or three models prior to purchase.…”

Section: Barrier 1: Limited Cognitive Capacitymentioning

confidence: 99%

Barriers to Consumer Choice of Energy Efficient Products

Anderson¹,

Claxton²

1982

J CONSUM RES

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A number of barriers deter consumers from making energy conserving choices when buying major durables. In a field experiment, refrigerator energy labels and sales staff emphasis were manipulated in an attempt to help put these barriers into perspective. Energy information was most effective in the low price market segment when consumers were choosing between manual and frost-free refrigerators.T here is continuing interest in appliance energy labels as a means of encouraging consumers to select appliance models that are more energy efficient. Currently, energy labeling programs for major appliances are in operation in France, Switzerland, Canada, and the United States, and are expected shortly in Great Britain. The purpose of this paper is:• To relate energy labeling to consumer behavior research, particularly consumer information processing research• To report on a major field experiment that assessed the impact of energy labels and sales staff energy information emphasis on refrigerator sales• To discuss future labeling efforts in terms of major barriers that mitigate against consumer choice of energy efficient products BARRIERS TO ENERGY EFFICIENT CHOICEOthers have noted the low impact of label information in general (Day 1976), and of energy labels in particular (McNeill and Wilkie 1979). A synthesis of the research in this area indicates four major barriers to energy efficient choice.

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Section: Barrier 1: Limited Cognitive Capacitymentioning

confidence: 99%

Barriers to Consumer Choice of Energy Efficient Products

Anderson¹,

Claxton²

1982

J CONSUM RES

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“…Active consumers are also likely to be satisfied with their experience, leading to positive interpersonal communication which is known to drive the success of a product. Research lends support to the notion that interpersonal communication is often the most important source of information and influence (Anglin 1989;Arndt 1967;Kiel and Layton 1981;Price and Feick 1984), and that interpersonal communication is a key factor in influencing potential subscribers to adopt (Price and Feick 1984;Udell 1966). …”

Section: The Importance Of Accurate Discontinuer Predictionmentioning

confidence: 84%

Modeling online service discontinuation with nonparametric agents

Walczak

Parthasarathy

2005

ISeB

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The internet and world wide web are an increasingly important resource, both as a market and as an information source, to both individual users and business entities. An estimated 120 million active web users exist in the United States alone. Access to these electronic marketplaces and information sources is accomplished through either a direct internet connection or through a service provider. Internet service providers (ISPs) enable internet and web access for most of these users either via dial-up modems (62.2 percent), or DSL connections (17 percent). Customers of ISPs frequently switch or discontinue service. The model selection perspective is used to extend previous work in this area through the development of a multi-agent system with neural network wrappers. The nonparametric (neural network) agents identify over 92 percent of those users that either stop or change service, which is a 15 percent increase over previous models.

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“…This again implies a relatively &dquo;lower price&dquo; per consideration and comparison, which should result in, for purchases demanding large expenses and where there is much to gain, that persons with high education will consider more alternatives than others. Findings from previous studies seem to support this assumption (Katona, Mueller 1955, Udell 1965. c) Time may be considered as a scarcity factor.…”

Section: Introductionmentioning

confidence: 79%

“…Now, it is a fact that the buyer also may make use of other information sources, like asking other persons for advice, make a shop visit and so on. Some findings imply that persons with higher level of education visit more shops (Katona, Mueller 1955, Udell 1965) than others. These findings imply that persons with higher education generally are more active information seekers than others.…”

Section: Introductionmentioning

confidence: 99%

Education and Buyer Behavior

Grønhaug

1974

Acta Sociologica

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Intuitively it seems reasonable to assume that education may have some "treatment effect" on the individual. This paper reports some findings from a study exploring how education influences 1) information seeking, 2) number of alternatives evaluated, 3) decision time, and 4) venturesomeness in a buying situation.The following results were found -as expected -that, the higher the education the more active the use of information, the more alternatives evaluated the longer the decision time, and the more venturesome in a complex buying situation.

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Prepurchase Behavior of Buyers of Small Electrical Appliances

Cited by 64 publications

References 0 publications

Barriers to Consumer Choice of Energy Efficient Products

Barriers to Consumer Choice of Energy Efficient Products

Modeling online service discontinuation with nonparametric agents

Education and Buyer Behavior

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