This study examined the relationship of consumer values, needs and purchase behavior in two Asian consumer markets, China and South Korea. Between self‐directed values and social affiliation values, self‐directed values were the underlying determinant of needs to be satisfied by apparel...

Marketers in service industries face challenges similar to those in packaged and durable goods. However, the approach to these challenges is often quite different. This case study examines how a health insurance company used common market segmentation techniques to better understand member needs...

Builds on past studies in the USA and assesses the market potential for functional goods through investigating consumer needs and attitudes. Aims to add to past research through: assessing consumer knowledge and beliefs on nutrition and diet‐health relationships; analysing the influence of...

This paper tries to draw links between the creation of new Diderot unities (products consumed in a group and that have an internal consistency based on lifestyle) with “impulse purchases” as key departure products. A study, using exploratory in‐depth interviews, is reported. Common themes...

Socialisation by children is seen as taking place within a socio‐cultural environment where family patterns of communication play a pivotal role. The socio‐ and concept‐orientation are two predominant parental communication styles that are likely to affect the perceived influence that...

Previous attempts to enhance consumer loyalty have failed, including point reward schemes such as frequent fliers. In response to the poor performance of existing loyalty programs, this study explores an alternative way of actively influencing consumer loyalty and subsequent purchase behavior. A...

With a focus on the purchasing behaviour of parents buying luxury brands of infant apparel, this paper considers the concepts of buying roles, conspicuous consumption/social consumption motivation, and materialism. A survey of 134 mothers who had purchased luxury brands of clothing for their...

This study replicated an earlier study conducted in the USA and examined Israeli families’ decision making regarding various products and decision‐making stages. The results revealed that teenage children have influence over family purchases, particularly for products relevant to them (like...

Customer loyalty presents a paradox. Many see it as primarily an attitude‐based phenomenon that can be influenced significantly by customer relationship management initiatives such as the increasingly popular loyalty and affinity programs. However, empirical research shows that loyalty in...