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Industrial buyer behaviour: Some aspects of the search process

Luffman, George A - In: European Journal of Marketing 8 (1974) 2, pp. 93-107

Investigates those aspects of the communication process which relate to the conditions determining the receptiveness of the individual buyer to marketing communicative and the manner in which he/she searches the market. Examine the factors which stimulate search behaviour and identifies the...

Persistent link: https://www.econbiz.de/10014725236

Breaking the ice of low financial involvement

Hauff, Jeanette Carlsson; Carlander, Anders; Gamble, Amelie - In: International Journal of Bank Marketing 34 (2016) 2, pp. 151-170

Purpose – The purpose of this paper is to investigate how trust in the sender of financial information and a narrative vs fact-related format of the information influence intentions to save in a mutual fund. Design/methodology/approach – In Experiment 1, 186 undergraduates participate and in...

Persistent link: https://www.econbiz.de/10014760646

Does the interactive quality of premium asset management service promote customers’ referral intentions? The moderating effect of customer’s asset size

Park, Kyoo Bae; Park, Min Jae - In: International Journal of Bank Marketing 35 (2017) 4, pp. 596-615

equation modeling for testing research hypotheses with stepwise moderating effect test. Findings The results indicate that …

Persistent link: https://www.econbiz.de/10014760770

Storytelling as a means to increase consumers’ processing of financial information

Carlsson Hauff, Jeanette; Carlander, Anders; Gamble, Amelie - In: International Journal of Bank Marketing 32 (2014) 6, pp. 494-514

fact-related information format. The dependent variables were the same as in Experiment 2. Findings – The research finds … emotive response which jointly with positive affect impacts on purchase intention. Practical implications – The research …

Persistent link: https://www.econbiz.de/10014760940

Understanding consumer reactions to premium‐based promotional offers

d’Astous, Alain; Jacob, Isabelle - In: European Journal of Marketing 36 (2002) 11/12, pp. 1270-1286

Reports the results of a three‐study research program whose purpose is to gain a better understanding of consumer … consumers when they are presented with premium promotions and develops a series of research hypotheses from qualitative … interviews with 12 consumers. In the final study, conducts a survey of 182 adult consumers to test these research hypotheses. The …

Persistent link: https://www.econbiz.de/10014722054

An experimental investigation of factors affecting consumers' perceptions of sales promotions

d'Astous, Alain; Landreville, Valérie - In: European Journal of Marketing 37 (2003) 11/12, pp. 1746-1761

concluded that more research is needed on this managerially relevant topic in light of the complex dynamics that appear to …

Persistent link: https://www.econbiz.de/10014722136

Strategic implications of a multi‐dimensional pricing environment

Estelami, Hooman - In: Journal of Product & Brand Management 12 (2003) 5, pp. 322-334

A significant amount of research in pricing has focused on price as a unidimensional construct – one consisting of a … regulators is examined. The paper concludes with a discussion of the implications of multi‐dimensional pricing on past research …

Persistent link: https://www.econbiz.de/10014895770

A process model of brand cocreation: brand management and research implications

Boyle, Emily - In: Journal of Product & Brand Management 16 (2007) 2, pp. 122-131

Purpose – In light of the increasing acceptance of the concept of brand cocreation this paper aims to develop a model of the process in order to elucidate the roles of the various stakeholders, particularly the company and the brand consumers, in it and the implications of the concept for...

Persistent link: https://www.econbiz.de/10014895956

The Price Is Right...or is it? Demographic and category effects on consumer price knowledge

Estelami, Hooman - In: Journal of Product & Brand Management 7 (1998) 3, pp. 254-266

For over a quarter of a century, the television game show The Price Is Right has been testing American consumers’ knowledge of prices for a wide array of products. The settings of this highly popular game show allow for a broad examination of the extent of price knowledge consumers possess...

Persistent link: https://www.econbiz.de/10014896512

The computational effect of price endings in multi‐dimensional price advertising

Estelami, Hooman - In: Journal of Product & Brand Management 8 (1999) 3, pp. 244-256

Research in marketing indicates that consumers may be sensitive to the final digits of prices. For example, despite …, existing research has primarily focused on the effects of price endings in the context of uni‐dimensional prices – prices …

Persistent link: https://www.econbiz.de/10014896550