The Influence of Involvement on Disaggregate Attribute Choice Models

Gensch, Dennis H.; Javalgi, Rajshekhar G.

doi:10.1086/209094

Cited by 64 publications

(22 citation statements)

References 33 publications

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“…(Batra & Ray, 1986;Celsi & Olson, 1988;Gensch & Javalgi, 1987;Lutz et al, 1983;Sujan, 1985). Some research shows empirical results that the correlation between involvement and product knowledge is considerably high despite the fact they are separate constructs.…”

Section: Previous Research Trendsmentioning

confidence: 99%

The relationship between product involvement and product knowledge: Moderating roles of product type and product knowledge type

Park

Moon

2003

Psychology and Marketing

165

128

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To shed further light on the correlation between consumer product involvement and consumer product knowledge, the authors examined such correlation by treating product type and product knowledge type as moderating variables. The results show that the correlation between a consumer's product involvement and objective product knowledge is higher in a utilitarian product than in a hedonic product. On the contrary, the correlation between a consumer's product involvement and subjective product knowledge is higher in a hedonic product than in a utilitarian product. The implications of these results are discussed. ᭧

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Section: Previous Research Trendsmentioning

confidence: 99%

The relationship between product involvement and product knowledge: Moderating roles of product type and product knowledge type

Park

Moon

2003

Psychology and Marketing

165

128

View full text Add to dashboard Cite

show abstract

“…Clothing researchers frequently examined evaluative criteria (Eckman et al 1990). Their categories and classifications vary by a purchase situation (Dickson 1982), the nature of alternatives evaluated (Corfman 1991), involvement level (Gensch and Javagli 1987), and individual differences and environmental influences (Eckman et al 1990). Evaluative criteria previously examined by researchers include price, style, quality, design, size/fit, color, fabric, coordination with other clothing, comfort, pattern, pleasantness to others, appropriateness, brand name, and country of origin (Eckman et al 1990;Hsu, and Burns 2002;Jin et al 2010;Lee and Park 2006a;Ong et al 2010).…”

Section: Evaluative Criteriamentioning

confidence: 99%

“…They can provide valuable information to manufacturers and marketers because they reflect underlying consumer values, attitudes, knowledge, experience, and various psychological, sociological, and economic influences (Forney et al 2005). Evaluative criteria vary by purchase situation (Dickson 1982), the nature of alternatives evaluated (Corfman 1991), involvement level (Gensch and Javagli 1987), knowledge level (Lee and Park 2006a), age (Han and Kim 2000), and ethnicity (Jin et al 2010).…”

Section: Introductionmentioning

confidence: 99%

Impact of evaluative criteria on satisfaction and dissatisfaction: identifying the role of knitwear involvement

Jeong

Lee

2014

Fashion and Textiles

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This research explores an impact of evaluative criteria on consumer responses to knitwear products (satisfaction and dissatisfaction). Two conceptual frameworks are developed to identify the role of knitwear involvement as an antecedent of evaluative criteria and as a moderator between evaluative criteria and consumer responses. The survey was administered with a total of 382 Korean consumers. Structural equation modeling was employed to test the proposed hypotheses. The results confirmed the significant effects of knitwear involvement as an antecedent as well as a moderator on evaluative criteria, satisfaction, and dissatisfaction. Differential influences of evaluative criteria on satisfaction and dissatisfaction are shown. Theoretical and managerial implications are discussed.

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“…Other areas of research which show promise for organizational buying including: memory (Keller 1987, andWegner 1987), involvement (Krugmann 1965;Petty, Cacioppo and Shumann 1983;Zaichkowsky 1985;and Gensch and Javalgi 1987) and the distraction hypothesis (Festinger and Maccoby 1964;Nelson, Duncan and Frontczak 1985). Again to illustrate the point, it is as valuable (maybe even more so) for industrial marketers to understand how distraction affects counter argumentation during communication as it is for consumer marketers.…”

Section: Individual Internal Characteristicsmentioning

confidence: 99%

Prescriptions to Narrow a Consumer/Organizational Buying Behavior Logical Inconsistency

Hunt

Good

2014

Proceedings of the 1990 Academy of Marketing Science (AMS) Annual Conference

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This paper "re-visits" and extends a point made by Johnston and Bonoma (1977) that a logical inconsistency exists between behavior research. Although the organizational market is larger than the consumer market in dollar purchases, organizational buying behavior has failed to receive the degree of academic attention allocated to consumer buying behavior. Two streams of inquiry are proposed to remedy this logical inconsistency.The first stream of inquiry argues that neither viewing the unit of analysis as an individual nor viewing the unit of an analysis as the organization captures the essence of the organizational buying process. Instead, it is asserted that a more fertile ground for organizational buying theory discovery and justification may be found through use of a combinative process. Secondly, the paper advocates the importance of neglected individuals internal factors to the study of organizational buying behavior.Lastly, a normative model of organizational buying behavior is created which incorporates individual internal factors.

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The Influence of Involvement on Disaggregate Attribute Choice Models

Cited by 64 publications

References 33 publications

The relationship between product involvement and product knowledge: Moderating roles of product type and product knowledge type

The relationship between product involvement and product knowledge: Moderating roles of product type and product knowledge type

Impact of evaluative criteria on satisfaction and dissatisfaction: identifying the role of knitwear involvement

Prescriptions to Narrow a Consumer/Organizational Buying Behavior Logical Inconsistency

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