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  Partner: UNT Libraries
 Degree Discipline: Marketing
 Degree Level: Doctoral
 Collection: UNT Theses and Dissertations
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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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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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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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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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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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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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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The influence of sales force newcomers' met expectations on selected outcome variables: Development and testing of a model

The influence of sales force newcomers' met expectations on selected outcome variables: Development and testing of a model

Date: August 2001
Creator: Rylander, David H.
Description: Sales management researchers and practitioners give considerable attention to early employment expectations, attitudes, and behaviors primarily because of a desire to specify the cognition process leading to performance and retention of salespeople. While a massive body of literature exists concerning turnover of employees and determinants of employee performance, more empirical study specific to the sales force as a research population is needed to assess the nature of turnover and performance. Because the bulk of salesperson turnover occurs in early employment, particular attention needs to be devoted to the cognitive process of newcomers to the sales force. The present work examines expectation-based and perception-oriented models of performance and retention for sales force new hires. Interests of this investigation focus on the initial expectations of newly hired sales representatives and on how the degree of fulfillment of these expectations relates to subsequent performance and retention behavior. Extant research suggests that the degree to which expectations are met positively influences mediating variables such as job satisfaction and organizational commitment, and indirectly influences outcomes such as job performance and retention of newcomers. Alternatively, some researchers contend that these results are due to improper measurement of met expectations. A longitudinal research design and alternative measurement ...
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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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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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