The Effects of Frequency Knowledge on Consumer Decision Making

Alba, Joseph W.; Marmorstein, Howard

doi:10.1086/209089

Cited by 225 publications

(120 citation statements)

References 17 publications

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“…In a series of experiments, a positive relationship has been found between the number of attributes associated with the brand, and subsequent choice of that brand. 23 Other researchers who have examined quantity, rather than quality, of information have also found encouraging results. 24 In some instances it has been suggested as an indicator of the strength of an overall attitude.…”

Section: Brand Salience/share Of Mindmentioning

confidence: 95%

Measuring brand perceptions: Testing quantity and quality

Romaniuk

Sharp²

2003

J Target Meas Anal Mark

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Section: Brand Salience/share Of Mindmentioning

confidence: 95%

Measuring brand perceptions: Testing quantity and quality

Romaniuk

Sharp²

2003

J Target Meas Anal Mark

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“…• Frequency of good and bad features (Alba & Marmorstein, 1987): The positive and negative attributes of each alternative are counted. Choice can then be made based on the fewest number of bad features or the largest number of good features.…”

Section: Tuning and Schema Evolutionmentioning

confidence: 99%

The Single Client Resonance Model: Beyond Rigor and Relevance

Gill

2008

InformingSciJ

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Once a message meets the criteria of rigor and relevance, it may still fail to inform a client if it lacks resonance: the ability to impact client mental models. To achieve resonance with an individual client involves issues beyond the nature of the message itself. Filters that can interfere with resonance include informational, cognitive, risk/time preference, motivational, and visceral (e.g., emotions, moods). These are found to operate differently at different levels of structural complexity. As a consequence, the nature of the challenges faced when informing a single client can vary considerably depending upon the client's existing base of knowledge, psychological state, and the nature of the informing to be accomplished. The types of informing challenges likely to be encountered as a consequence of these filters-and how these challenges may be addressed-are examined with the goal of identifying what needs to be understood about the client in order to inform effectively.

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“…The selection is carried out after analyzing positive and negative attributes. However, people sometimes also take into account the im-portance of positive attributes, essentially multiplying brand ratings by importance weights (Alba & Marmorstein, 1987).…”

Section: Bmentioning

confidence: 99%

Identifying the Relevant Factors in Newspaper Advertising Effectiveness

Benavides¹,

Leiva²

2014

Pacla

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This study explores several factors in order to establish which are the most important in driving local newspaper readers to buy, visit shops and look for additional information about products or services promoted by ads. The behavior in the process of buying is a consequence of a complex interplay among cultural, social, personal and psychological dimensions. This process -which occurs prior to the action-has relevant implications and marketing departments should pay attention to it. A series of hypotheses based on how advertising appeals to consumers and how it affects decision making at the time of buying are tested using a survey administered to a sample of 1,333 respondents in Chile. A discriminant analysis is also performed to find out why some newspapers readers are driven to buy goods or services, visit a shop or search for more information. The results show that the appeal of the deal advertised is the single most important factor in explaining subsequent consumer behavior.

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The Effects of Frequency Knowledge on Consumer Decision Making

Cited by 225 publications

References 17 publications

Measuring brand perceptions: Testing quantity and quality

Measuring brand perceptions: Testing quantity and quality

The Single Client Resonance Model: Beyond Rigor and Relevance

Identifying the Relevant Factors in Newspaper Advertising Effectiveness

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