USING CONJOINT ANALYSIS TO PREDICT TRIAL AND REPEAT-PURCHASE PATTERNS OF NEW FREQUENTLY PURCHASED PRODUCTS*

A new approach is proposed to evaluate new-product opportunities. This approach uses the distribution of brand-purchase probability of the new product over a population of potential customers and the outputs from conjoint analysis. The heterogeneous distribution of brand-purchase probability is expressed by a beta binomial brand-choice model compounded with a negative binomial product-class purchase-incidence model. The resulting model provides a way to predict trial and repeat-purchase patterns of new-product concepts. The paper discusses the development of the model. It also discusses issues of measurement, estimation, testing, and implementation of the proposed approach based on actual empirical data.     

The effects of information form and domain-specific knowledge on choice deferral

Three studies examined the effect of information form on choice deferral in consumer choice and explored the moderating role of knowledge about the product domain. Two theoretical approaches were contrasted: (1) The process approach predicting that choice deferral varies as a function of information form, and (2) the communication approach predicting an interaction of information form and domain-specific knowledge. Participants were presented with different laptops described in an absolute (e.g. ‘300 GB hard disc’), evaluative-numerical (e.g. ‘hard disc with 30 out of 100 points in an expert rating’) or evaluative-verbal (e.g. ‘bad hard disc’) information form, and they could choose to buy one of the laptops or defer. Domain-specific knowledge was also assessed. In Study 1, evaluative-numerical and evaluative-verbal values led to more deferral in people with high domain-specific knowledge. The pattern for evaluative-numerical and evaluative-verbal values was replicated for a different information organization in Study 2. Study 3 showed that absolute values led to more deferral the less knowledgeable participants were and demonstrated that domain-specific knowledge and deferral were unrelated when absolute and evaluative-verbal values were presented in combination. In sum, the results support the communication approach and have methodological implications for decision research and theoretical implications for understanding choice deferral in real-life decisions.     

Consumer trust repair: A critical literature review

Consumers are fundamental to organisational functioning and survival. Their loyalty, commitment, product acceptance and good long-term relationships with firms and brands are underpinned by their trust. Unfortunately, over the last decade or so, we have witnessed some of the more spectacular violations of consumer trust in the history of business. This has led to negative consequences, such as loss of competitive advantage, rage, lack of commitment and decrease in turnover. Consequently, study of trust repair has become an important theoretical concern for a growing number of trust scholars. This article reviews and synthesises existing theory and research on the topic. It first sketches general characteristics of the consumer trust repair literature, including its meta-theoretical underpinning. It then identifies specific strategies associated with consumer trust repair and synthesises them into five categories of trust repair strategies. In addition, this paper highlights theoretical processes that explain why/how trust repair strategies work. Third, the paper proposes six fruitful avenues for future research. This study contributes to the field of consumer trust repair research by critically reviewing and synthesising emerging theory and research on strategies associated with consumer trust repair, by showing why and how these strategies work and by identifying most fruitful research areas.     

Consumer Effort in Promotional Incentives

Consumers need to exert effort to use the incentives provided in a promotion campaign. This effort is critical in the consumers’ decision process and for the success of the campaign. We develop a model of consumer redemption effort that is general in nature and is applicable to coupons, rebates, and other price‐discrimination devices. We find that the impact of redemption effort is quite intricate on a firm’s profit and consumers’ surplus. We find that there are cases where a firm would like to operate in a low redemption cost environment while consumers would be better off with higher costs. We identify cases where price can remain the same with or without the promotion. In these cases, it is possible that the surplus for each individual consumer is higher when a firm price discriminates and improves its profit. Our results indicate that a firm would rather have variation in consumer redemption costs than to have variation in consumer valuations. However, in a market with low valuation variability, consumer redemption cost variability is essential for an efficient promotion campaign. Therefore, the markets that naturally have a lot of variability in consumer valuations should be the ones targeted for online promotion programs that reduce consumer effort levels, not the markets with low variability.     

Evaluating the Effectiveness of Risk-Reduction Strategies for Consumer Chemical Products

Communication about risks offers a voluntary approach to reducing exposure to pollutants. Its adequacy depends on its impact on behavior. Estimating those impacts first requires characterizing current activities and their associated risk levels, and then predicting the effectiveness of risk-reduction strategies. Characterizing the risks from chemical consumer products requires knowledge of both the physical and the behavioral processes that influence exposures. This article presents an integrated approach that combines consumer interviews, users' beliefs and behaviors, and quantitative exposure modeling. This model was demonstrated in the context of consumer exposure to a methylene chloride-based paint stripper, showing how it could be used to evaluate current levels of risk and predict the effectiveness of proposed voluntary risk-reduction strategies.     

消费行为中的民族中心与民族淡漠倾向

消费者民族中心主义反映了消费者的国货中心意识。通过测量京、穗、渝三地的消费者民族中心主义倾向,调查三地消费者对三个产品类别中外品牌的态度,运用因子分析和多变量方差分析(MANOVA)研究发现,中国消费者同时存在民族中心和民族淡漠两种复杂或矛盾的心理倾向。文章分析讨论了中国消费者行为中这种矛盾心理的社会经济原因。     

Toward Improving Food Safety in the Domestic Environment: A Multi-Item Rasch Scale for the Measurement of the Safety Efficacy of Domestic Food-Handling Practices

To reduce consumer health risks from foodborne diseases that result from improper domestic food handling, consumers need to know how to safely handle food. To realize improvements in public health, it is necessary to develop interventions that match the needs of individual consumers. Successful intervention strategies are therefore contingent on identifying not only the practices that are important for consumer protection, but also barriers that prevent consumers from responding to these interventions. A measure of food safety behavior is needed to assess the effectiveness of different intervention strategies across different groups of consumers. A nationally representative survey was conducted in the Netherlands to determine which practices are likely conducted by which consumers. Participants reported their behaviors with respect to 55 different food-handling practices. The Rasch modeling technique was used to determine a general measure for the likelihood of an average consumer performing each food-handling behavior. Simultaneously, an average performance measure was estimated for each consumer. These two measures can be combined to predict the likelihood that an individual consumer engages in a specific food-handling behavior. A single "food safety" dimension was shown to underlie all items. Some potentially safe practices (e.g., use of meat thermometers) were reported as very difficult, while other safe practices were conducted by respondents more frequently (e.g., washing of fresh fruit and vegetables). A cluster analysis was applied to the resulting data set, and five segments of consumers were identified. Different behaviors may have different effects on microbial growth in food, and thus have different consequences for human health. Once the microbial relevance of the different consumer behaviors has been confirmed by experiments and modeling, the scale developed in the research reported here can be used to develop risk communication targeted to the needs of different consumer groups, as well as to measure the efficacy of different interventions.     

降价表述方式与消费者感知的降价幅度和购买意愿

降价的表述方式通常有相对于原价的百分比降幅和绝对减让幅度两种.本研究分析了这两种降价表述方式对消费者感知的降价幅度和购买意愿的影响,结果表明:在不同的产品价格水平和降价幅度下,这两种降价表述方式对感知降价幅度的影响是不同的.此外,对低价格产品,消费者对价格信息关注的程度会影响他们感知两种降价表述方式下的降价幅度.     

产品危害事件对品牌资产变动的影响

本文采用达沃和皮洛特的分析框架和两项实验,探索了产品危害事件中公司反应和消费者先前预期是如何影响品牌资产变动的。结果发现,消费者对公司反应的解释取决于其先前预期:出现产品危害事件时,不管公司采用何种反应措施,强预期条件下较弱预期条件下造成的品牌资产损失小。     

Enabling SMEs to take full advantage of e-business

Electronic business is rapidly changing the relationships between supply chain partners. This paper looks at what is needed to allow SMEs to participate fully in supply chain integration. First, current trends in supply chain integration, electronic commerce, and Internet support are examined. Next, the goals and results of a study are presented which addressed SME needs in fast moving consumer goods supply chains. These concepts are then integrated to determine a way forward for SMEs to participate in e-business. It is found that current Virtual Markets (web-sites or on-line communities that facilitate finding a buyer or seller and track orders) address some customer - supplier relationships but need many enhancements before they can support fully integrated supply chains.