Why Switch? Product Category: Level Explanations for True Variety-Seeking Behavior

Trijp, J.C.M. van; Hoyer, Wayne D.; Inman, J. Jeffrey

doi:10.2307/3152125

Cited by 294 publications

(204 citation statements)

References 20 publications

(27 reference statements)

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“…Møller Jensen and Hansen (2006) found that situational factors such as altenative brands influence to variety seeking tendency positively. Van Trijp et al (1996) proved that variety seeking intensity differs across the categories of product.…”

Section: Variety Seeking Tendency (Vst)mentioning

confidence: 99%

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Relationship among big five personality traits, compulsive buying and variety seeking

Ünalan¹,

Erciş²

2017

Pressacademia

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Purpose-This study examined associations among the Big Five personality dimensions and compulsive buying tendency and variety seeking tendency in Erzurum. Methodology-Participants (n=389) completed a survey that included measures of personality, compulsive buying and variety seeking. Findings-The results revealed that four personality traits (extraversion, agreeableness, conscientiousness, and openness to experience) were positively correlated with variety seeking tendency. Extraversion was positively related with compulsive buying tendency, and conscientiousness was negatively related with CBT. Finally, compulsive buying tendency was positively related with variety seeking tendency. Conclusion-Six of eleven hypotheses are accepted in our model. Our study shows that the perception levels of participants in the way of variables, the highest-valued personality factors are agreeableness and conscientiousness, while the lowest-valued personality trait is emotional stability. The perception level of compulsive buying tendency is very low. However, the perception level of variety seeking is high.

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Section: Variety Seeking Tendency (Vst)mentioning

confidence: 99%

“…When consumers want to buy a product, they try to look different brands because change feels good (Van Trijp et al 1996). The reasons of some things such as boredom with choice task, relief of attribute satiation, variety seeking behavior is positively valued by consumers (Van Trijp et al 1996).…”

Section: Variety Seeking Tendency (Vst)mentioning

confidence: 99%

Relationship among big five personality traits, compulsive buying and variety seeking

Ünalan¹,

Erciş²

2017

Pressacademia

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“…This phenomenon is called variety seeking. 13 Van Trijp, Hoyer and Inman 14 increase the amount of searching, as the comprehension of the results would be no problem. Knowledge uncertainty on the other hand seemed to lower the amount of search.…”

Section: Information Searchmentioning

confidence: 99%

Longitudinal comparison of Finnish and US online shopping behaviour among university students: The five-stage buying decision process

Comegys

Hannula²,

Väisänen³

2006

J Target Meas Anal Mark

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Jaani Vä isä nenreceived his Master's Degree in Statistics from the University of Tampere, Finland. He currently works as a researcher in the Institute of Business Information Management at Tampere University of Technology, where he is also completing his doctoral studies. His current research interests are related to electronic commerce and especially in the use of search engines in the marketing field.Abstract This study investigates the online purchase behaviour of a key segment of the population, the 'Net Generation' university-aged student, from two of the world's most advanced IT nations with the greatest potential in e-commerce: Finland and the USA. Information about online shopping behaviour in 2002 is compared with 2004/2005 for the two countries. The research also answers the question whether online shoppers from the two countries approach the consumer buying decision process differently over time. The results provide useful guidance to consumer e-marketing companies.

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“…A Bootstrapping procedure (Efron 1979) has been frequently used in the marketing literature (e.g., Bone, Sharma, and Shimp 1989;Inman and McAlister 1993;Van Trijp, Hoyer, and Inman 1996;Brown, Homer, and Inman 1998;Subin and Workman 2004;Hennig-Thurau, Houston, and Walsh 2006), and it has been found useful in overcoming this type of issue. In addition, the research model includes interaction terms to test moderators, which tend to be multivariate non-normal, and the lack of distributional assumptions makes bootstrapping suitable (Yuan, Chan, and Bentler 2000).…”

Section: A Comparison With Bootstrapping Resultsmentioning

confidence: 99%

Bad Apples, Bad Barrels, and the Structure of Marketing Channel Relationships: Analyses of the Propensity for Opportunism and Opportunistic Behaviors

Ishida¹

2014

Marketing, Technology and Customer Commitment in the New Economy

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The theoretical frameworks of transaction cost economics and agency theory are widely used to design appropriate governance structure for constraining opportunism within marketing channels. These approaches generally assume that marketing channel managers are opportunistic, and only economic constraints deter opportunism in exchange relationships. However, some empirical studies have shown that managers do not always behave opportunistically even if conditions permit such behavior. In addition, some researchers have proposed a "cycle of self-fulfilling prophecy" and have argued that the uncritical assumption of opportunism and excessive use of control mechanisms such as monitoring only exacerbates the problem. Thus, it is important to identify conditions in which opportunism likely occurs.The present research argues that marketing channel managers exhibit differing propensities for opportunism (PFO), and it spans three levels of analysis to identify contributing factors. The individual-level analysis treats marketing channel managers as a heterogeneous population and investigates the impact of individual traits on their behaviors in business relationships. At the dyadic level, I modify standard microeconomics models to incorporate norms of fairness. Finally, the extra-dyadic level of analysis goes beyond the traditional dyadic focus to include network-wide social influence on a relationship. Using the data collected from 162 unit franchieees. the hypotheses were tested using structural path analyses.The findings of this dissertation provide guidance on the extent to which costly and potentially damaging control mechanisms are really necessary in a given marketing channel relationship. Overall, the research contributes to the existing literature by reexamining a fundamental behavioral assumption about marketing channel managers and providing an alternative framework that can meaningfully inform us as to when and why opportunism occurs.

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Why Switch? Product Category: Level Explanations for True Variety-Seeking Behavior

Cited by 294 publications

References 20 publications

Relationship among big five personality traits, compulsive buying and variety seeking

Relationship among big five personality traits, compulsive buying and variety seeking

Longitudinal comparison of Finnish and US online shopping behaviour among university students: The five-stage buying decision process

Bad Apples, Bad Barrels, and the Structure of Marketing Channel Relationships: Analyses of the Propensity for Opportunism and Opportunistic Behaviors

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