Purpose – The paper attempts to investigate the term “environmental consciousness” and identify the underlying components of environmental consciousness and its antecedents. Also, to propose the framework explaining the linkage between environmental consciousness, its antecedents,...

Discusses how behavioural scientists have produced a multitude of data on complexities of consumer motivation – but states the sheer diversity of approach is making it difficult for decision‐makers to draw meaningful conclusions. Submits that the correct line of advance lies with a systems...

Provides a perspective by which to look at interactions within a family unit (notably man and wife) that lead to purchasing decisions by that unit. Reveals a model for analysing the interactions of family members in decision making. Discusses the interaction processes influencing perceptions of...

Previous situational influence research has focused primarily on consumption/usage behavior leaving many unanswered questions with respect to the nature of this influence on shopping/purchase behavior. The present study, in an application of Magnusson’s interactionist framework, investigates...

The marketer’s principal objective is typically to build a relationship with buyers, rather than merely to make a single sale. Ideally, the essence of that relationship consists of a strong bond between the buyer and the brand. Outlines six strategies for building that relationship: linking...

Purpose – To propose a model for ethical behaviour based on product, production and marketing methods, and to make use of qualitative data relating to a specific product in order to test its validity. This model is termed the Ethical Cube. Design/methodology/approach – The model was...

A vast array of factors can influence the purchase decision. Focuses on a specific subset of influential factors we term inhibitors. Recognizing and disarming inhibitors by removing, neutralizing or using them to one′s advantage is crucial in terms of garnering sales. In addition, it can lead...

Observes that consumer confusion is a concern for manufacturers because it can lead to weakened brand loyalty, a deterioration of brand image and lost sales. Argues that watch manufacturers in particular suffer from consumer confusion caused by product proliferation, imitation strategies and...

Reports findings from a major study done by a Boston consulting firm showing four solution‐based market segments in high‐tech industries. They are the specialized solution, the customized solution, the value solution, and the packaged solution. One segment is the be‐first “contrarian”...