Search Results

Civility Matters

Description: While the proliferation of literature on the subject of growing incivility in society demonstrates the increasing importance given to civility by corporate America, there has been little academic investigation of the concept. The limited number of academic studies on civility reveals immense negative consequences for uncivil behavior. One question for marketers of businesses is whether lack of civility among front-end personnel can negatively influence sales. This dissertation is an attempt to fill this research gap by exploring responses to uncivil behavior under the theoretical framework of attribution theory. Using the CDSII scale based on attribution theory, experimental research design was used with current civil and uncivil behavior by the store employees and past experiences (positive, negative, and no-experience) with the store as stimulus. The consumers' perception of civility, attributions and behavioral intentions were measured and used as dependent variables. The results of the experiment showed that when a customer discerns employee behavior to be uncivil, the customer's perception of the level of the ability of the employee to control his own behavior decreases. The results of the study enhance the knowledge of two important consumer behaviors, namely complaining and switching behaviors by empirically studying their antecedents in a particular market interaction context. The results imply that it is important to eliminate or minimize any experience that the customer may construe as negative at a store. If practitioners can work towards eliminating or decreasing certain attributions of consumers, they can reduce the switching behaviors and thus impact customer retention rates and future sales. Though this study contributes to marketing theory and provides vital insights to practitioners, this study is but a starting point for further examination of the role of civility in consumer behavior and decision making.
Date: May 2011
Creator: Vahie, Archna
Partner: UNT Libraries

A Comparison of Mall Shopping Behavior Between Hispanic-Americans and Anglo-Americans

Description: The population percentage, population growth, buying power, and geographic concentration of Hispanic-Americans in the United States is causing marketers and retailers to carefully examine this market segment. Through a better understanding of Hispanic-American consumers, marketers and retailers will be more capable of meeting their wants and needs. Tailoring marketing promotions and strategies can help a company more effectively reach the Hispanic-American market. This study compared Hispanic-Americans and Anglo-Americans in their general shopping characteristics, responses to excitement in the mall, consumption patterns, and repatronage intention. A total of seven hypotheses were developed, all of which were either supported or partially supported.
Date: August 2002
Creator: Sanchez, Marissa R.
Partner: UNT Libraries

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

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.
Date: August 1989
Creator: Briney, Alicia L. (Alicia Lyn)
Partner: UNT Libraries

An Exploratory Field Study of Adolescent Consumer Behavior: The Family Purchasing Agent

Description: An exploratory field study was conducted to examine internal and external factors that influence adolescents' consumer behavior when serving as the family purchasing agents. Demographic, lifestyle, and marketing activities were examined to determine the influences that affect whether the adolescent will purchase the preferred family brands or other brands. Participating adolescents were sent by their parents to the grocery store on two separate occasions to purchase four preselected grocery items. The brands purchased were recorded and compared to the preferred brand names provided by the parents. While no statistical significance was found, occasional trends were observed. The analysis indicated that adolescents who experience a pluralistic family communication style will purchase products other than the preferred household brands. Adolescents who are exposed to television and radio tend to deviate more from the preferred family brands more often than do adolescents with less media exposure. Adolescents who work are more likely to go to the grocery store more often for their families than do nonworking adolescents. Also, adolescents seem to possess a price sensitivity to both high and low-involvement grocery items.
Date: August 1989
Creator: Hardy, Jane P.
Partner: UNT Libraries

In-store Event Needs and Technology Use Among Half Price Books Customers

Description: Half Price Books, Records, Magazines, Inc. (HPB), fills a unique niche by selling a variety of new, used and rare merchandise primarily in their chain of 116 stores in sixteen states and online. The company has noticed increased mobile device use among customers in their stores while sales have declined in recent years. To remain viable HPB is attempting to adapt to market forces in a timely manner while remaining continually interested in growth and innovation. A major part of adapting, growing, and innovating is the adoption and astute utilization of technology in-store and a more complete understanding of their customers’ activities and preferences. The goal is to make Half Price Books a more technologically savvy destination for shopping, community events, and entertainment. One purpose of this study is to give the company a better idea of how customers use technology in searching for merchandise including information searches generated in-store from mobile devices and how customers use the internet to find merchandise prior to and following their experiences in HPB’s stores. Another important purpose is to also determine what kinds of events such as book signings, poetry readings and other special events customers would like to see at Half Price Books, since the company has indicated a strong desire to provide fun and memorable experiences as well as products. The major research aims of this study are (1) To explore how customers use technology in searching for books in relation to two Half Price Books locations in Arlington, Texas and (2) To determine what customers want in terms of in-store events at these same locations.
Date: December 2013
Creator: Wilson, Steven K.
Partner: UNT Libraries

Social Exclusion and Green Consumption

Description: Social exclusion has garnered much attention from researchers across the social sciences, especially among social psychologists. However, given the fact that social relationships and consumption are two of the central activities in daily life, there is surprisingly little research on the impact of social connection threats within the realm of consumer behavior. This study examines the effect of social exclusion on proenvironmental behavior and green consumption. More precisely, the objectives of this study are threefold. The first objective is to examine whether the findings in social psychology literature on how excluded individuals respond to exclusion when they are exposed to proenvironmental consumption behavior. The second objective of this research is to find the underlying mechanism and to rule out some of the possible explanations (e.g., mood) for this effect. The final objective of this study is to establish some of the boundary conditions (individual differences and situational factors) for the proposed effect. The hypotheses of this study were developed based on two main theoretical bases borrowed from social psychology literature: empathy-altruism hypothesis (Batson 1991) and social reconnection hypothesis (Maner et al. 2007). Overall, it was proposed that while social exclusion decreases individuals’ inclination to engage in proenvironmental activities, socially excluded people are motivated to use green consumption behaviors to establish new social bonds with others. These propositions were tested and supported across four experiments. Across these experiments, the findings demonstrated that social exclusion causes people to express lower tendency to engage in proenvironmental behaviors. The findings also consistently suggest that mood does not explain why social rejection leads to negative environmental outcomes. Additionally, social exclusion appears to cause a temporary absence of empathic concern toward others, which leads to less green behavior with altruistic motivation. Further, the role of emotional empathy as a boundary condition was tested in this study ...
Date: August 2013
Creator: Naderi, Iman
Partner: UNT Libraries

The Role of Information in the Selection Process of a Primary Care Physician

Description: There is a paucity of information about the various factors that influence the selection of primary care physicians. Also, the relative significance of these factors is not known, making it difficult to properly address ways to improve the information flow to patients when they select a primary care physician.
Date: December 1993
Creator: Butler, E. Sonny
Partner: UNT Libraries

The Effects of Price and Durability on Individual Discounting Functions When Purchasing Hypothetical Goods in a Simulated Internet Store

Description: Online shopping has rapidly expanded in the last decade. Online shopping necessarily imposes delays on all transactions. Behavior analysis has long studied the effects of delay on choice. Additionally, a number of researchers are beginning to study consumer behavior using a behavior-analytic approach. The current study attempted to extend research focusing on consumer behavior in online contexts. The experimenters attempted to evaluate whether goods acquire functional properties and whether these properties influence consumer choice. The researchers were specifically interested in studying acquisition costs and durability and in simulating a natural online shopping environment. Results from the current study extend the findings showing that delay and price influence choice. The data from the current study provide mixed evidence for control by item durability.
Date: August 2012
Creator: Gesick, Jeffrey Glen
Partner: UNT Libraries