Switching behavior in automobile markets: A consideration-sets model
- 587 Downloads
Consideration-set formation and the direct and indirect consequences of consideration-set size on switching behavior in automobile markets provide the focus for this model development and testing effort. Empirical support is provided for a model revealing that consideration sets, formed as a consequence of prior experience, product knowledge, and satisfaction, play a substantial role in a consumer’s decision to switch or repurchase the same brand acquired on the previous purchase occasion. Consideration sets are shown to affect the switching decision both directly and indirectly (by motivating retailer search activities).
KeywordsProduct Knowledge Product Category Consumer Research Switching Behavior Evaluation Stage
Unable to display preview. Download preview PDF.
- Fiske, Susan T. and Mark A. Pavelchak. 1986. “Category-based versus Piecemeal-based Affective Responses: Developments in Schema-Triggered Affect.” InHandbook of Motivation and Cognition. Ed. Richard M. Sorrentino and E. Tory Higgins. New York: Guilford, 167–203.Google Scholar
- Jacoby, Jacob and Leon Kaplan. 1972. “The Components of Perceived Risk.” InAdvances in Consumer Research. Vol. 3. Ed. M. Venkatesan. Chicago, IL: Association for Consumer Research, 283–383.Google Scholar
- Jöreskog, Karl G. and Dag Sörbom. 1989.LISREL VII: A Guide to the Program and Applications. Second Edition. Chicago, IL: SPSS.Google Scholar
- Jöreskog, Karl G. and Dag Sörbom. 1990.SPSS LISREL VII and PRELIS, Users Guide and Reference. Chicago, IL: SPSS.Google Scholar
- LaTour, Stephen and Nancy Peat. 1979. “Conceptual and Methodological Issues in Satisfaction Research.” InAdvances in Consumer Research. Vol. 6. Ed. William L. Wilkie. Miami, FL: Association for Consumer Research.Google Scholar
- Nedungadi, Prakash and Vinay Kanetkar. 1992. “Incorporating Consideration Sets into Models of Brand Choice.” InAdvances in Consumer Research. Vol. 19. Ed. John F. Sherry and Brian Sternthal. Provo, UT: Association for Consumer Research, 251–252.Google Scholar
- Peter, J. Paul and Jerry C. Olson. 1990.Consumer Behavior and Marketing Strategy. Second Edition. Homewood, IL: Irwin.Google Scholar
- Shocker, Allan D., Moshe Ben-Akiva, Bruno Boccara, and Prakash Nedungadi. 1991. “Consideration Set Influences on Customer Decision-Making and Choice: Issues, Models and Suggestions.”Marketing Letters 2 (August): 181–198.Google Scholar
- Simon, Herbert. 1979.Models of Thought. New Haven, CT: Yale University Press.Google Scholar
- Wright, Peter L. and Frederic Barbour. 1977. “Phased Decision Strategies: Sequels to an Initial Screening.” InNorth Holland/TIMS Studies in the Management Sciences, Vol. 6: Multiple Criteria Decision Making. Eds. Martin K. Starr and Milan Zeleny. Amsterdam: North Holland Publishing, 91–109.Google Scholar