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  Partner: UNT Libraries
 Degree Discipline: Marketing
 Degree Level: Doctoral
 Collection: UNT Theses and Dissertations
Regulatory Orientation, Message Framing and Influences of Fit on Customer Behaviors

Regulatory Orientation, Message Framing and Influences of Fit on Customer Behaviors

Date: August 2012
Creator: Tran, Trang Phuc
Description: Existing literature on consumer behavior has argued that an individual’s regulatory orientation interacts with message framing. If there is a match between regulatory orientation (promotion versus prevention) and message framing, this results in positive attitudes toward a given advertisement. Conversely, if there is a mismatch, the effect is opposite, i.e., attitudes toward that advertisement are less positive and less favorable. This research extends the term of compatibility by examining how regulatory focus moderates the impact of two aspects of message framing (attribute framing and risky choice framing) on customer perceptions. It also examines whether regulatory fit is created when there are interactions between individuals’ regulatory orientation and message framing and how the fit changes customer perceptions about a message. Specifically, this dissertation provides answers to the following questions: (1) does regulatory fit take place when regulatory focus is compatible with two aspects of message framing (attribute and risky choice)?; (2) does regulatory fit take place when one aspect of message framing (attribute) is compatible with the other (risky choice)?; and (3) how do customer perceptions change if customers experience regulatory fit? The results show that the effects of utilitarian attributes and national brands are dominating and that both promotion- and ...
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An empirical investigation of the salient dimensions of Baby Boomer and Generation Y consumers' health care decision choices.

An empirical investigation of the salient dimensions of Baby Boomer and Generation Y consumers' health care decision choices.

Date: August 2006
Creator: Krishnankutty Nair Rajamma, Rajasree
Description: The purpose of this research is to empirically investigate consumers' health care decision choices in a dynamic market setting. The unprecedented demands on the U.S. health care system coupled with the mounting controversies surrounding health care reform suggest that consumers' health care decisions warrant empirical research attention. Toward this end, this dissertation empirically explored (1) the characteristics of consumers who possess a willingness to use non-conventional treatments over conventional treatments, (2) the characteristics of consumers who elect self-medication in lieu of health care practitioner-directed medication, and (3) the salient dimensions of consumers' channel choice for the procurement of health care products. Each of these decision choice factors were tested across two U.S. generational segments to assess whether differences existed across Baby Boomers' and Gen Yers' health care decision choices. The conceptual framework for empirical assessment is Bandura's (1986) social cognitive theory. From Bandura's social cognitive theory, a general model of healthcare decision choice is proposed to assess consumers' states of mind, states of being and states of action (decision choice). Results indicate that social cognitive factors (e.g., self-efficacy, objectivism) play an important role in each of the decision domains explored in this dissertation. Moreover, health value was found to be ...
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Symbolic visuals in advertising: The role of relevance.

Symbolic visuals in advertising: The role of relevance.

Date: August 2008
Creator: Holmes, Gary R.
Description: Relevance has been applied to various conditions in the marketing literature but no single definition has been developed. A single clear definition will be helpful to researchers investigating relevance in the marketing and consumer behavior fields. Confusion also exists in the literature regarding to what extent a symbolic visual in an advertisement is relevant. Many researchers are also calling for empirical evidence of a linkage between relevance and response through a theoretical measure of relevance. The central theory used in this dissertation is Sperber and Wilson's (1995) theory of relevance (TOR). TOR can help researchers and marketing managers by explaining how consumers may interpret visuals in advertising. TOR explains why some visuals thought to be unconnected with the product become relevant in advertising. This study makes the assertion that TOR has been underutilized and even ignored by some researchers in past marketing literature. Thus, TOR is used to provide greater explanatory power of consumers' interpretation and response to advertising visuals than what is currently realized by researchers and marketing managers. A reliable measure of relevance was developed using TOR as a foundation. Experiments were conducted to empirically test TOR and support was found for most aspects of the theory. This ...
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The impact of gender effects on consumers' perceptions of brand equity: A cross-cultural investigation.

The impact of gender effects on consumers' perceptions of brand equity: A cross-cultural investigation.

Date: August 2008
Creator: Ye, Lei
Description: Despite a long-standing tradition to view gender as a unitary theoretical construct, there is an increasing approbation afforded to gender identity as a multifarious construct. Over and above physiological characteristics, gender identity is a psychological and a social construct. More than simply a biological classification, both gender and gender identity have been explored as portentous moderators of consumers' cognitive and emotive states, brand attributions and shopping behaviors. How might gender differences be manifested in building and sustaining brand relationships? This is the seminal question addressed in the present research. The overarching objective of this research is to address how the broadened conceptualization of gender impacts customer-based brand equity across U.S. and Chinese consumers. The focal populations of interest are related to markedly different levels of brand penetration in each a post-developed and transitional market setting. Furthermore, it provides a platform for investigating how gender identities may differ across two of the largest consumer buying groups in the global marketplace. Toward this goal, this research explores the multidimensionality of gender as a construct, and then empirically investigates how an extended view of gender may or may not impact consumer-based brand equity. Based on an integration of extant theories in gender identity ...
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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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How componential factors and constraint enhance creativity in the development of new product ideas.

How componential factors and constraint enhance creativity in the development of new product ideas.

Date: August 2007
Creator: Hirunyawipada, Tanawat
Description: New product ideation is the transformation of a raw idea into a robust concept with consideration of fit and feasibility of technologies, customer benefits, and market opportunity. Although the ideation process often involves ambiguous processes, it is the most critical activity in new product development (NPD). As a creativity task, the ideation process is considered heuristic rather than algorithmic. However, managing the ideation process as either a completely heuristic or an entirely algorithmic procedure leads to just conventional outcomes. Rooted in cognitive psychology, this study proposes that ideation activities in NPD should be pursued as Simonton's "constrained stochastic behavior." An ideation task not only needs good componential factors but also requires constraint to frame the task by precluding unwieldy ideas while promoting high variability of ideas. Focusing on the inputs and attempting to strike a balance between algorithmic and heuristic ideation process may provide the mechanisms to manage the psychological perceptions with an aim to stimulate and orchestrate the ideation staff's cognitive efforts to generate the creative idea. To achieve this goal, new product idea creativity is considered as the ideas that could turn out to be products that are novel to and useful for customers, and appropriate to firms' ...
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Performance Implications of Multi-Channel Strategic Decisions by Incumbent Retailers: The Role of Order of Entry and Degree of Inter-Channel Coordination

Performance Implications of Multi-Channel Strategic Decisions by Incumbent Retailers: The Role of Order of Entry and Degree of Inter-Channel Coordination

Date: May 2008
Creator: Pentina, Iryna
Description: The rapidly intensifying adoption of the Internet channel for marketing and sales by incumbent bricks-and-mortar retailers underscores the importance of assessing the impact of the online channel strategies on firm performance in the dynamic competitive environment. At the time when store-based retailers increasingly dominate online sales the questions of when and how an incumbent retailer should adopt an online channel to achieve and sustain a competitive advantage are of utmost interest for both marketing scholars and practitioners. This dissertation investigates the role of two strategic decisions in affecting firm performance: (a) the order of adopting an online channel by incumbent retailers and (b) the degree of coordination between store and online sales channels. The resource-based view and the dynamic capabilities approach are used as theoretical foundations for the study. Following resource-based logic and applying a contingency perspective, this research proposes that firm-specific resource endowments determine the success of the order of online entry strategy for incumbent retailers. This dissertation utilizes the dynamic capabilities approach to propose that the strategy of inter-channel channel coordination leads to higher performance when core, unique dynamic capabilities pertaining to e-commerce are developed in-house, as opposed to being outsourced. By posing and answering the research questions ...
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An exploratory investigation of the effects of co-production and co-consumption on the characteristics and adoption of service innovations: the customer's perspective.

An exploratory investigation of the effects of co-production and co-consumption on the characteristics and adoption of service innovations: the customer's perspective.

Date: August 2007
Creator: Zolfagharian, Mohammadali
Description: Customers play an active role throughout the marketing process. This dissertation concerns itself with customer's co-creation of value for self (co-production) and for other customers (co-consumption) during service production and delivery. With the servuction system as its overarching framework, this study explains how changes in the customer's perceived co-production and co-consumption, caused by a service innovation, influence her perceptions of service innovation characteristics and modify her adoption behavior. It draws on a multidisciplinary body of knowledge and develops a conceptual framework and a set of substantive propositions. The empirical research was contextualized in three services: self check-out at grocery stores, Build-A-Bear stores, and meal assembly centers. It focused on members of Generations X and Y who were familiar with these services. The qualitative investigations and pilot study helped adapt the extant scales and construct new scales. In line with prior works, the focal service encounters were simulated through a series of consumption scenarios. The exploratory factor analysis in the pilot study and the confirmatory factor analysis in the main study indicated that the instruments were culturally informed, internally reliable, and construct-wise valid. The results indicate that co-production and co-consumption play important roles in explaining innovation characteristics and adoption decisions. More ...
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Explaining Buyer Opportunism in Business-to-Business Relationships

Explaining Buyer Opportunism in Business-to-Business Relationships

Date: May 2007
Creator: Hawkins, Timothy Glenn
Description: The interaction among firms in the supply chain is necessary for business process execution and relationship success. One phenomenon of great significance to buyer-supplier relationships is opportunism. Opportunism is defined as behavior that is self-interest seeking with guile. It is manifested in behaviors such as stealing, cheating, dishonesty, and withholding information. Opportunism negatively impacts relational exchange tenets such as trust, commitment, cooperation, and satisfaction. Furthermore, perceptions of opportunism negatively affect firm performance. In lieu of the known negative effects of opportunistic behavior on buyer-supplier relationships, why do agents continue to engage in opportunistic tactics with their exchange partners? A comprehensive examination is necessary in order to understand why sourcing professionals engage in acts of opportunism. Understanding why opportunism occurs will reveal how to deter it, and this remains a gap in the literature. Based on theories in economics, marketing channels, supply chain management, decision science, and psychology, a comprehensive model tested a set of factors hypothesized to drive the use of opportunistic tactics. Factors include buyer-supplier relationship-specific factors, environmental factors, individual personality-related factors, and situational factors. Data was collected via internet survey of sourcing professionals from private industry and government agencies. Common to many studies of ethics, respondents made choices ...
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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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