Assessing the domain specificity of deal proneness: a field study

Article Abstract:

Results of two studies designed to assess the manner in which the deal proneness construct is best conceptualized are presented. On the basis of a review of the sales promotion literature, three alternatives are identified: (1) deal proneness is a general construct that encompasses various deal types (i.e., a single deal proneness construct), (2) deal proneness is a domain-specific construct (e.g., coupon proneness, sale proneness, rebate proneness), or (3) deal proneness is a construct that includes only certain types of details (e.g., price-oriented deals, active-oriented deals). Across both studies, operationalizations consistent with each of the alternatives are developed, confirmatory factor models consistent with each are compared, and the predictive validity of the alternatives is assessed by relating operationalizations consistent with each alternative to a variety of deal-responsive behaviors collected unobtrusively in natural field settings. Results support treating deal proneness as a domain-specific construct. (Reprinted by permission of the publisher.)

Sales promotions

---

The effect of semantic cues on consumer perceptions of reference price ads

Article Abstract:

This article examines the differential effects of two types of semantic cues: (1) cues connoting that an advertised price discount exhibits low consistency over time, and (2) cues connoting that an advertised discount is highly distinctive vis-a-vis competitors. Results suggest that, for manipulations of external reference prices with offering price held constant, semantic cues that connote high distinctiveness are more effective in influencing consumers' price-related evaluations when the external reference price is otherwise implausibly high than are semantic cues that connote low consistency. For manipulations of offering prices with external reference price held constant, however, semantic cues connoting high distinctiveness exert more relative influence on price-related cognitions when offering prices are high. (Reprinted by permission of the publisher.)

Psychological aspects, Analysis, Prices, Brand choice, Advertising research, Semantics

---

Trait aspects of vanity: measurement and relevance to consumer behavior

Article Abstract:

In this article, trait aspects of vanity are defined and scales measuring these aspects are developed. Extensive validation procedures are employed, including asessing the relationships between the vanity scales and numerous consumer-related attitudes and behaviors. Five studies, encompassing seven samples, are reported. Studies related the vanity measures to various constructs and behaviors for samples that included individuals selected for Who's Who in America, players from a nationally ranked NCAA Division 1 football team, professional fashion models, and samples from the general population. (Reprinted by permission of the publisher.)

Pride and vanity, Pride, Vanity

Similar abstracts:

• Abstracts: Sampling variance in attenuated correlation coefficients: a Monte Carlo study. Averaging correlation coefficients: Should Fisher's z transformation be used?
• Abstracts: Pac-Man metaphysics and the modest hubris of the professional intellectual. Rapid discovery, crossbreeding networks, and the scientific revolution
• Abstracts: On the relationship between cognitive and affective processes: a critique of Zajonc and Markus. A meta-analysis of effect sizes in consumer behavior experiments
• Abstracts: The assessment of alternative measures of consumer expertise. Effects of initial product judgments on subsequent memory-based judgments
• Abstracts: When managers decide not to decide autocratically: an investigation of leader-member exchange and decision influence

This website is not affiliated with document authors or copyright owners. This page is provided for informational purposes only. Unintentional errors are possible.