The role of motivated reasoning in vendor consideration

Park, Ju‐Young; Sohi, Ravipreet S.; Marquardt, Ray

doi:10.1002/(sici)1520-6793(199709)14:6<585::aid-mar4>3.0.co;2-3

Cited by 5 publications

(2 citation statements)

References 52 publications

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“…Buyers are more likely to adopt a cognitively less demanding, noncompensatory approach by taking short‐cuts in their search and evaluation effort”. According to Park et al (1997), uncertainty in a buying situation has been found to trigger biased decision making and use of subjectivity. Stereotyping helps to simplify the various factors that an industrial buyer would need to consider in choosing an overseas vendor.…”

Section: Vendor Selection and Iso 9000mentioning

confidence: 99%

Identification of overseas vendor selection criteria used by Canadian apparel buyers

Thaver

Wilcock²

2006

Journal of Fashion Marketing and Management: An International Journal

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PurposeThe purpose of this study is to determine the criteria used by members of the textile and apparel chain to select overseas vendors. Of specific interest is the value (if any) of ISO 9000 registration, i.e. whether Canadian apparel buyers are influenced by such registration, and whether there are determinants of how buyers respond to registration when selecting vendors.Design/methodology/approachA list of 16 criteria used by textile and apparel buyers to select overseas vendors was generated based on the literature, in‐depth interviews, and content analysis of a major industry publication. The criteria were tested for importance by use of a survey of representatives of the textile‐apparel supply chain in Canada.FindingsCriteria relating to a vendor's flexibility and responsiveness were most important. Registration to a quality program such as ISO 9000 was not considered important nor did it seem to give an overseas vendor a business advantage over its domestic non‐registered counterpart. Two factors, category of apparel firm and the firm's use of quality programs, were potential determinants of favorable responses to registration.Originality/valueThis study furthers the understanding of importer behavior and overseas vendor selection criteria as well as the importance of ISO 9000 registration to buyers in the soft goods industries.

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Section: Vendor Selection and Iso 9000mentioning

confidence: 99%

Identification of overseas vendor selection criteria used by Canadian apparel buyers

Thaver

Wilcock²

2006

Journal of Fashion Marketing and Management: An International Journal

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“…The biases described by Kunda that result from the differing motivations of accuracy versus directional goals seem in many ways similar to the way that people who are high or low on impulsivity would differ from each other. Motivated reasoning has been applied to a wide range of topics, including stereotyping , health-related persuasion (Keller & Block, 1999), depth of processing (Jain & Maheswaran, 2000), and vendor considerations (Park, Sohi, Marquardt, 1997). However, researchers have rarely examined how personality and individual differences might moderate motivation.…”

Section: Impulsivitymentioning

confidence: 99%

I would rather be happy than right

Bellman¹

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Consumer impulsivity accounts for a large percentage of purchases yet this aspect of personality is measured with a variety of instruments. Three studies were conducted to examine how measures of consumer impulsiveness relate to each other, other measures of trait level impulsivity, and a variety of decisions and judgments. These studies looked at the relationship between biases resulting from motivated reasoning and the trait of impulsiveness. Motivated reasoning and impulsiveness was considered within the context of consumer and other choice decisions. Consumer impulsivity was found to be related to both general measures of trait level impulsivity as well as containing a lot of content overlap among the three measures considered here. One measure was distinct and formed its own factor in a factor analysis suggesting it may be the most specific measure of consumer impulsivity. The other measures of consumer impulsivity overlapped quite a bit with general impulsivity. The Iowa Gambling Task was used to measure both choice behavior and anticipatory SCR, however no significant results were found. The cups task, a risky decision making task, was also administered and results mirrored classic findings such that participants were more risk averse in the domain of gains than losses. Additionally, both expected value and outcome magnitude influenced results. Individuals who scored higher on the UPPS urgency subscale made more risk advantageous choices when looking at sensitivity to expected value. The third task assessed differences in purchase time for hedonic and utilitarian items. Impulsive consumers reported they would purchase both hedonic and utilitarian items sooner than their less impulsive counterparts.

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Decision making in personal selling: Testing the ?K.I.S.S. principle?

Macintosh

Gentry²

1999

Psychol. Mark.

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The role of motivated reasoning in vendor consideration

Cited by 5 publications

References 52 publications

Identification of overseas vendor selection criteria used by Canadian apparel buyers

Identification of overseas vendor selection criteria used by Canadian apparel buyers

I would rather be happy than right

Decision making in personal selling: Testing the ?K.I.S.S. principle?

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