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  Partner: UNT Libraries
 Degree Discipline: Marketing
 Degree Level: Doctoral
 Collection: UNT Theses and Dissertations
Stereotypes in Retail Print Advertising: The Effects of Gender and Physical Appearance on Consumer Perceptions

Stereotypes in Retail Print Advertising: The Effects of Gender and Physical Appearance on Consumer Perceptions

Date: December 2001
Creator: Allen, Charlotte
Description: The retail sector spends millions of dollars each year advertising to consumers. This is a considerable investment for companies seeking effective ways to inform and persuade the consumer. Consequently, retailers need to develop creative message strategies and tactics that will positively affect consumer attitudes. One particular tactic available to retailers is the use of a spokesperson in the advertisement. Salespersons are used in numerous advertisements and can provide key benefits to an advertiser. However, to maximize these benefits, retailers need to carefully select the spokesperson that will be most effective for their store and product. This purpose of this research is to examine the characteristics that influence consumers' perceptions of print advertisements that include a spokesperson in the advertisement. Most of the past literature concerning spokespersons has concentrated on the consumer perspective of meeting and interacting with a living, breathing person. This research seeks to use the past research on salespeople to examine the spokesperson as a cue in a print advertisement. In this perspective, the consumer views the spokesperson from a visual-only perspective. The proposed experiment will utilize print advertisements from two retail businesses. More specifically the study will investigate how consumers react if the individual viewed in the ...
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The Impact of Visceral Influences on Consumers' Evaluation of Weight Loss Advertising

The Impact of Visceral Influences on Consumers' Evaluation of Weight Loss Advertising

Date: May 2008
Creator: Amos, Clinton L.
Description: The weight loss industry has come under fire from the Federal Trade Commission (FTC) in recent years due to consumer claims that many firms, marketing weight loss products, are using advertisements in an attempt to deceive consumers. Illegitimate weight loss claims have created so much concern that a White Paper call-to-action to investigate misleading weight loss advertisements has been filed. Despite recent interest, little attention has been garnered concerning the understanding of why consumers respond to potentially misleading weight loss claims. Intuitively, an understanding of why consumers fall prey to weight loss claims may aid academics, practitioners, and policy makers as they make important decisions relative to the weight loss industry and its practices. This study fills that void by applying a theory of visceral influences (TVI) to the context of weight loss advertising. Loewenstein's TVI was developed to aid in explaining why consumers make decisions contrary to their long-term self-interest. Visceral influences are drive states that have a direct hedonic impact, have an effect on the relative desirability of various goods and activities, and consequently, have a strong influence over the decisions consumers make. Common visceral cues (cues associated with any reward linked to a visceral factor) include proximity ...
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Consumer Perception of Brand Equity Measurement: a New Scale

Consumer Perception of Brand Equity Measurement: a New Scale

Date: May 2012
Creator: Baalbaki, Sally Samih
Description: Brand equity is perhaps the most important marketing concept in both academia and practice. The term came into use during the late 1980s; and the importance of conceptualizing, measuring, and managing brand equity has grown rapidly in the eyes of practitioners and academics alike. This has resulted in several often-divergent view-points on the dimensions of brand equity, the factors that influence it, the perspectives from which it should be studied, and the ways to measure it. Many different definitions and ways to measure brand equity have been proposed, and most of them are based upon the definition: the added value with which a given brand endows a product. The two most influential conceptualizations of brand equity are Aaker and Keller. Aaker defines brand equity as a set of brand assets and liabilities linked to a brand, its name and symbol, that add to or subtract from the value provided by a product or service to a firm and/or to that firm’s customers. Keller defines consumer-based brand equity (CBBE) as the differential effect of brand knowledge on consumer response to the marketing of the brand. Currently, all research on brand equity has used the same conceptualization of the construct based on ...
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An empirical investigation of how perceived devaluation and income effects influence consumers' intended utilization of savings from coupon redemption.

An empirical investigation of how perceived devaluation and income effects influence consumers' intended utilization of savings from coupon redemption.

Date: August 2007
Creator: Barat, Somjit
Description: Coupons are one of the most popular and attractive tools of promotion. Redeeming coupons makes shoppers feel that they are doing something good for their family's budget, because coupons offer 'savings.' On the other hand, a coupon might have several negative effects on purchase behavior as well, which might 'devalue' the promoted product in the consumer's perception. But a review of the literature shows a lack of attention afforded to the above-mentioned aspects of coupon redemption. In addition, the consumer's coupon redemption behavior is moderated by several factors drawn from research in the fields of market pricing, economics and psychology, each of which have contributed to the current study in their own way. Finally, there does not exist any substantive research as to why coupon redemption rates have been on the decline, despite an increase in distribution of coupons. Therefore, this research not only fills existing gaps in the literature but also enriches it by synthesizing views from different academic disciplines. This dissertation concentrates on grocery products. Data is collected from about 2500 adults, primarily residing in the Dallas-Fort Worth area. The conceptual framework is based on the theory of reasoned action, which suggests that an individual's beliefs influence his/her ...
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An Examination of the Nature of a Problematic Consumer Behavior : Compulsive Purchasing as a Learned Adaptive Response, Addiction, and Personality Disorder

An Examination of the Nature of a Problematic Consumer Behavior : Compulsive Purchasing as a Learned Adaptive Response, Addiction, and Personality Disorder

Date: August 1989
Creator: Briney, Alicia L. (Alicia Lyn)
Description: The problem examined in this study was the nature of compulsive purchasing behavior. Three proposed models depicting this behavior as a learned adaptive response to anxiety and/or depression, an addiction, and a personality disorder were introduced and discussed in Chapter I. Background information concerning the areas examined in the models was presented in Chapter II. The research methodology was discussed in Chapter III and the findings of the research presented in Chapter IV. A summary, conclusions, implications, and recommendations were presented in Chapter V.
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Commercial Motor Vehicle Driver Safety:  An Application of Ethics Theory

Commercial Motor Vehicle Driver Safety: An Application of Ethics Theory

Date: August 2009
Creator: Douglas, Matthew Aaron
Description: Safety is an important aspect of ethical, socially responsible logistics. Current U.S. motor carrier (MC) safety research topical coverage includes the effects of individual and environmental influences, carrier safety management, and regulatory compliance on carrier safety and driver fatigue/safety performance. Interestingly, little research on the subject of truck drivers' safety attitudes and behaviors exists and the underlying decision-making processes that guide drivers' safety-related behaviors have received little attention. Furthermore, researchers have not provided an integrated framework that explains individual, organizational, and regulatory factors' impact on drivers' safety decision-making and performance. Truck drivers' safety judgments, decisions, and actions must adhere to societal safety norms. To that end, ethical decision-making theory that draws from the deontological and teleological traditions in moral philosophy provides a theoretical foundation and integrated framework necessary to better understand drivers' safety decision-making processes. The current research sought to determine how drivers rely on safety norms and perceived consequences in forming safety judgments and behavioral intentions. Furthermore, the study was designed to explore how various factors (i.e., individual, organizational, and regulatory) influence drivers' safety decision-making processes. Specifically, the study sought to answer the broad question, "How do commercial motor vehicle drivers make safety-related decisions, and how do individual, organizational, ...
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An Assessment of Consumers' Willingness to Patronize Foreign-Based Business Format Franchises: An Investigation in the Fast-Food Sector

An Assessment of Consumers' Willingness to Patronize Foreign-Based Business Format Franchises: An Investigation in the Fast-Food Sector

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Date: May 2010
Creator: Ertekin, Selcuk
Description: This study aimed to address consumers' stereotypical categorizations in the form of essentialist views about foreign cultures and their effect on individual consumers, including their negative or aroused emotions and subsequent retail patronage behaviors. The research mission was to empirically assess the salient dimensions of consumers' states of mind (positive and negative affect, psychological essentialism, epistemic curiosity), states of being (store atmospherics), and states of action (retail patronage behaviors) in a cultural context based on Mehrabian-Russell theory of environmental psychology. Specifically, the retail patronage setting was selected as foreign-based fast-food franchises because it represents both a relevant and timely situational context for consumer behavior. This dissertation makes several contributions to international retail patronage literature. First, it frames curiosity as an aroused emotional state and finds support for the relationship between consumer epistemic curiosity and retail patronage. Second, it provides support for the linkage between consumer affect and retail patronage in an international retail setting. Third, it reveals that affect has a greater impact on retail patronage than epistemic curiosity. The overarching finding of this study is an inability to tie the cultural elements in retail atmospherics, including signs, symbols, and artifacts, to consumer emotions. In addition, we were unable to ...
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No-thought Shopping: Understanding and Controlling Nonconscious Processing in Marketing

No-thought Shopping: Understanding and Controlling Nonconscious Processing in Marketing

Date: December 2012
Creator: Fabrize, Jr., Robert O.
Description: This dissertation explores how nonconscious thought processing might be affected and activated in ways that influence consumer decision making. To activate nonconscious thought processes, this dissertation relies on priming—the unobtrusive activation of mental representations by stimuli in a social context, which occurs without participants' conscious awareness. Three dimensions of consumer decision making are investigated: purchase intention, product evaluation and arousal. The dissertation is based on the auto-motive model of nonconscious goal pursuit and somatic marker hypothesis. The dissertation is driven by three experiments, which respectively explore crucial areas in priming effects and addresses the following research question: can primes be shaped or controlled by marketers? Specifically, the dissertation examines whether shopping behavior can be primed. Second, the dissertation also examines how facial primes displaying basic emotions (happiness, anger, contempt, disgust, fear, sadness, and surprise) can prime emotion and arousal. Finally the dissertation examines the effect of the interaction of the buying prime with the primes of faces displaying basic emotions on the dependent variables of purchase intention, product evaluation, emotion, and arousal. Results from three experimental studies show that shopping behavior can be primed, and primed participants will exhibit higher product evaluation than those exposed to a control prime. Second ...
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Supply Chain Network Evolution: Demand-based Drivers of Interfirm Governance Evolution

Supply Chain Network Evolution: Demand-based Drivers of Interfirm Governance Evolution

Date: August 2007
Creator: Gravier, Michael J.
Description: Which form of exchange governance performs better in a dynamic environment? This remains an unanswered question in the transaction cost analysis (TCA) and relational exchange literatures. Some researchers purport that transactional governance provides superior performance by providing firms the flexibility to change suppliers. Others suggest that relational governance leads to superior performance because of the willingness of both parties to adapt. Reviews of TCA have turned up ambivalent empirical findings with regard to the effects of uncertainty despite a track record of strong empirical support for other predictions. Because most of TCA and relational exchange theories' predictions enjoy strong support, this research builds upon these theories to propose a theoretical modeling framework for a dynamic environment in a supply chain network (SCN) setting. This dissertation extends TCA and relational exchange to a dynamic, network environment. It uses the approach of building a simulation in order to study in detail the relationship between key exchange factors and the selection of transactional and relational exchange governance over time. This research effort extended TCA theory with a complex adaptive model of supply chain network governance evolution that attempts to link environmental, network, production, firm and exchange factors in a continuously evolving loop. The ...
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The Role and Contributions of Independent Sales Representatives in the Relationship Between Merchandise Suppliers and Small Retailers: Dynamic Interactions in the Channel

The Role and Contributions of Independent Sales Representatives in the Relationship Between Merchandise Suppliers and Small Retailers: Dynamic Interactions in the Channel

Date: May 1998
Creator: Gruben, Kathleen H. (Kathleen Hall)
Description: Small retailers are searching for a basis of competitive advantage to compete against larger retailers. The independent sales representative (rep) may represent such a basis. Little is known about how the role of reps and their performance is perceived by suppliers and retailers. We do not know what is expected from reps, if the reps' performance meets suppliers and retailers expectations, or whether met expectations lead to a basis of competitive advantage. Primarily, the study was designed to identify the role and contributions reps in the interactions between the supplier and retailer in the channel of distribution.
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