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This research examines the effects of message framing of health advertisements and individual differences in temporal orientation on consumer risk perceptions, attitude, and behavioral intentions. Results from two between-subjects experiments indicate that consumers' temporal orientation moderates ad-framing effects related to goal pursuit strategies (GPS). In Study 1, a GPS manipulation in the ad message has a significant influence on consumers' attitude toward the ad; this effect is moderated by temporal orientation, however. Also, results suggest that consumer risk perceptions mediate the interaction effect. Study 2 demonstrates that a "fit" between a GPS manipulation in the ad and consumers' chronic regulatory focus increases the effectiveness of the advertisement, but the regulatory fit effect is moderated by temporal orientation. Implications are offered for theory, as well as for creators of public service advertising campaigns. [ABSTRACT FROM AUTHOR]

Given that the impact of retail shelf facings and price on a product’s market share is of substantial interest to marketing managers in the retail supply chain, we examine whether these relationships may be interdependent with the firm’s supply chain activities. We offer predictions regarding the interdependence of the marketing and supply chain variables using monthly in-store observations from 62 different retail stores from five different chains, taken over a 24-month period. The in-store observations included price and number of facings, which is combined with data obtained from the manufacturer on case pack quantity and market share data from the ACNielsen HomeScan consumer scanner panel. Results indicate that shelf facings impact the effects of price and case pack quantity on market share. In addition, we explore the strength of relationships across retailers employing everyday low price versus HiLo pricing strategies. Generally, our findings suggest that retailers and suppliers must work to integrate marketing activities and supply chain processes both within and across firms to most effectively serve the consumer at the retail shelf and increase market share. [ABSTRACT FROM AUTHOR]

Although consumer behavior and policy researchers have contributed to legislation and legal decisions for reference price advertising, there is hardly any research on how ‘other’ external price information may influence the effects of reference prices and associated semantic cues. The authors study these issues with two × 2 × 2 experiments. Results of the first study indicate that consumer evaluations are influenced by other external price information within a plausible reference price range. In addition, presence of other external price information results in more positive perceptions of the offer when respondents are exposed to an abstract semantic cue. The results of the second study show that other external price information has no effect when the respondents are exposed to implausible or highly implausible prices, but the reference price level affects consumers' perceptions of value, attitude toward the deal, and search intentions. The authors discuss the possible public policy and managerial implications. [ABSTRACT FROM AUTHOR]

Drawing from theories of social cognition and perception, the effects of information consistency and distinctiveness implied by semantic cues in reference price ads are examined in a 2 (Levels of Distinctiveness) x 2 (Levels of Consistency) x 3 (Levels of Reference Price) between-subjects experimental design. Both the reference-price level and the perceived distinctiveness of information implied by the semantic cue had significant effects on internal price standard and attitudinal and perceptual dependent variables. Consistency information had no effect. Competing rationales drawn from assimilation-contrast theory and anchoring and adjustment effects on judgment are offered as bases for reference-price predictions. Results reveal that reference-price level had a monotonic effect on most dependent variables, and thus are more consistent with effects predicted by anchoring and adjustment rationales. [ABSTRACT FROM AUTHOR]

A conceptual model of the relationships between enduring, situational, and response involvement is proposed and tested in the context of decision-making associated with a political election. Specifically, the model concerns relationships between involvement, knowledge, confidence, and the stability of preference for a specific candidate over time. Empirical support for the proposed model is found, and implications for involvement researchers and political marketers are offered. [ABSTRACT FROM AUTHOR]

Attraction and substitution effects have been shown to be important determinants of brand choice when a new brand is added to a choice set. A simple framework is proposed for predicting the effect on relative market shares when a new brand is added to the choice set in an experimental setting. The study attempts to replicate previous results concerning the relative impact of attraction and similarity and to extend empirical findings to brand attribute positionings not examined in recent research on the attraction effect. Generally, the proposed framework operates as hypothesized, and results suggest that, in some instances, a new brand may benefit substantially from the joint effects of attraction and similarity. [ABSTRACT FROM AUTHOR]

An exercise is described which helps students understand the benefits of conjoint analysis. The exercise may be used with undergraduate students who have little or no statistical background or may be adapted for students with a basic understanding of ANOVA and/or regression techniques. The exercise has proven effective in communicating the variety of benefits available from the results of a conjoint study and the principal ideas underlying the calculation of conjoint results. [ABSTRACT FROM AUTHOR]

The objective of this article is to demonstrate the relevance for marketing practitioners of the recent research findings concerning the decision framing process. An overview of recent empirical research findings Is presented along with a brief description of the theoretical rationale on which this research is based. Actual and hypothetical examples of the importance of this work on decision-framing are offered for consumer marketers and consumer research practitioners. Decision-making processes employed by consumers to choose among available alternatives have received a large amount of research attention from marketers over the past two decades. However, relatively little research effort has focused on how consumers initially frame the choice problem. The decision-frame Is defined as the way in which the choice problem, the alternatives, and the perceived consequences associated with the selection of an alternative are perceived by the decision maker. For example, when business students are told that a proposed new business venture has an 80 percent chance of success, the majority of the students give the go-ahead; when the new business venture decision is framed so that it has a 20 percent chance of failure, the majority turn it down.

A measure of consumers' attitude toward private label brands is developed, and its psychometric properties are assessed. Predictions are then tested regarding relationships between private label attitude and (1) latent perceptual and sales promotion constructs, and (2) purchase behaviors measured in a field setting. The measure is positively related to value consciousness, deal proneness, and smart-shopper self-perceptions, and negatively related to the propensity to be brand loyal and hold price-quality perceptions. Predictive validity of the private label measure is supported by a positive relationship with private label purchases from a grocery store shopping trip. Despite a positive relationship between the latent constructs of private label attitude and deal proneness, the consumer segment that allocated a high percentage of total purchases to prime label products made fewer purchases on sale or with a coupon. These findings suggest that consumers may choose between price-related deals and private label purchases. [ABSTRACT FROM AUTHOR]