William O Bearden
Biographic Data
| ID | 115779 |
|---|---|
| NAME | William O Bearden |
| GIVEN NAMES | William |
| FAMILY NAME | O Bearden |
| SIGNATURE | BEARDEN W O |
| AFFILIATIONS | University of South Carolina |
| VERIFIED | No |
| TOTAL WORKS | 22 |
| TOTAL CITATIONS | 368 |
| AUTHOR COUNT | 22 |
| EDITOR COUNT | 0 |
| FIRST PUBLICATION YEAR | 1977 |
| LATEST PUBLICATION YEAR | 2010 |
| H-INDEX | 10 |
Tracking Costs of Time and Money: How Accounting Periods Affect Mental Accounting
After people incur costs to get future benefits, they usually track these costs in their mental accounts and are keen to receive the benefits when they become available. We introduce the notion that costs and benefits can occur either in the same accounting period (day, season, etc.) or in different periods. Our key ar-gument is that monetary costs are tracked across accounting periods but that temporal costs are written off at the end of the per…
Objective and Subjective Knowledge Relationships: A Quantitative Analysis of Consumer Research Findings
This article presents the results of a meta-analysis of empirical findings associated with the relationship between objective knowledge (OK; i.e., accurate stored information that consumers possess) and subjective knowledge (SK; i.e., consumers' perceptions of their own knowledge). Results of the meta-analysis reveal that OK-SK relationships from prior research were stronger for products versus nonproducts, for public versus private goods, and fo…
Dynamic Pricing and Consumer Fairness Perceptions
Dynamic pricing practices by sellers in response to segment and individual-level differences have been made more feasible as internet buyer behavior increases. While benefits from these pricing practices can accrue to sellers and buyers, the potential for (un)fairness perceptions to mitigate these advantages is important. In an effort to investigate these issues, this article reports the results of three studies that examine the effects of seller…
The use of expert judges in scale development
Consumer Self-Confidence: Refinements in Conceptualization and Measurement
The development and validation of measures to assess multiple dimensions of consumer self-confidence are described in this article. Scale-development procedures resulted in a six-factor correlated model made up of the following dimensions: information acquisition, consideration-set formation, personal outcomes, social outcomes, persuasion knowledge, and marketplace interfaces. A series of studies demonstrate the psychometric properties of the mea…
Consumers' Need for Uniqueness: Scale Development and Validation
Consumers acquire and display material possessions for the purpose of feeling differentiated from other people and, thus, are targeted with a variety of marketing stimuli that attempt to enhance self-perceptions of uniqueness. Because the pursuit of differentness (or counterconformity motivation) varies across individuals to influence consumer responses, we develop and validate a trait measure of consumers' need for uniqueness. Consumers' need fo…
An Attributional Analysis of Resistance to Group Pressure Regarding Illicit Drug and Alcohol Consumption
This article investigates the role of attributional thinking in generating resistance to pressures toward conformity in the illicit consumption of drugs and alcohol. The results of four studies regarding how conformity influences illicit drug and alcohol consumption among high school and college students are reported. In study 1 more than two-thirds of the respondents reported concern for the implications of their own dissent or compliance regard…
Attention to Social Comparison Information: An Individual Difference Factor Affecting Consumer Conformity
Interpersonal influence in consumer behavior is moderated by the extent of consumer sensitivity to social comparison information concerning product purchase and usage behavior (cf. Calder and Burnkrant 1977). Two survey studies indicate that Lennox and Wolfe's (1984) attention-to-social-comparison-information (AT-SCI) scale has adequate convergent and discriminant validity and moderates the relative influence of normative consequences on behavior…
Contextual Influences on Perceptions of Merchant-Supplied Reference Prices
Two contextual variables that have theoretical roots in information processing, attribution, and social judgment theories were manipulated along with three levels of merchant-supplied reference price in a 2 × 2 × 3 analysis of variance design. Results support the hypothesized effects of consistency and distinctiveness as contextual variables that influence internal price standards and purchase evaluations. The three price levels resulted in a cur…
Measurement of Consumer Susceptibility to Interpersonal Influence
The development of a scale for measuring consumer susceptibility to interpersonal influence is described. Consumer susceptibility to interpersonal influence is hypothesized as a general trait that varies across individuals and is related to other individual traits and characteristics (McGuire 1968). The construct is defined as the need to identify with or enhance one's image in the opinion of significant others through the acquisition and use of …
An Investigation of Individual Responses to Tensile Price Claims
This article describes the results of two studies investigating the effects of tensile price claims (e.g., “save up to 50%”) on consumers' perceptions of offer value, information value, and price reduction. The findings suggest that the use of tensile claims in conjunction with large advertised price reductions may result in decreased perceived offer value and substantial discounting of expected price reductions by the consumer
The Effect of Plausible and Exaggerated Reference Prices on Consumer Perceptions and Price Search
This article examines whether advertisers' regular price claims affect consumer perceptions and price search behavior. Experiments involving simulated shopping via personal computers indicate that compared to an ad with no reference price, an ad with a plausible reference price raised subjects' estimates of the advertiser's regular price and the perceived offer value. An exaggerated reference price had generally the same positive effects on perce…
Measurement and Structure of Kelley's Covariance Theory
In prior attribution research on Kelley's covariance theory, researchers have generally accepted the person-stimulus-circumstance attribution taxonomy based upon covariation between contextual variables (e.g., consistency) and “global” measures of attributions. This article examines the person-stimulus-circumstance taxonomy using both specific-item attribution measures and the more commonly used general-item measures. Factor-analysis results supp…
Crossover Effects in the Theory of Reasoned Action: A Moderating Influence Attempt
Both cognitive and normative structure crossover linkages in the Fishbein and Ajzen behavioral intention model were hypothesized on the basis of nine separate predictions taken from the persuasion and false consensus literatures. In a study of new product trial behavior, a maximum likelihood estimation of the model parameters revealed that the normative structure → attitude path was robust under all data subsets, contrary to the hypothesized rela…
Use of Labeling and Assertions of Dependency in Appeals for Consumer Support
Journal Article Use of Labeling and Assertions of Dependency in Appeals for Consumer Support Get access Ellen M. Moore, Ellen M. Moore Search for other works by this author on: Oxford Academic PubMed Google Scholar William O. Bearden, William O. Bearden Search for other works by this author on: Oxford Academic PubMed Google Scholar Jesse E. Teel Jesse E. Teel Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal …
Warranty and Other Extrinsic Cue Effects on Consumers' Risk Perceptions
Warranty quality, warrantor reputation, and price were manipulated in five separate experiments that were designed to examine the effects of these extrinsic cues on consumer perceptions of the financial and performance risk involved with innovative product concepts. The important role of the warranty as a mechanism for allaying consumers' financial risk perceptions was consistently demonstrated in all five experiments
Reference Group Influence on Product and Brand Purchase Decisions
Consumer perceptions of reference group influence on product and brand decisions were examined using 645 members of a consumer panel and 151 respondents in a followup study. Differences for 16 products in informational, value expressive, and utilitarian influence were investigated in a nested repeated measures design. The results support hypothesized differences in reference group influence between publicly and privately consumed products and lux…
Determinants of Physician and Pharmacist Support of Generic Drugs
A recursive model depicting a theoretical chain between hypothesized determinants of support for generic drug practices was examined using a maximum likelihood estimation procedure, and applied to samples of 412 physicians and 118 pharmacists. Results suggest that confidence in regulation, potential savings, and impact on drug research represent plausible determinants of physician and pharmacist support of generic drugs
Family Income Effects on Measurement of Children's Attitudes Toward Television Commercials
Journal Article Family Income Effects on Measurement of Children's Attitudes Toward Television Commercials Get access William O. Bearden, William O. Bearden Search for other works by this author on: Oxford Academic PubMed Google Scholar Jesse E. Teel, Jesse E. Teel Search for other works by this author on: Oxford Academic PubMed Google Scholar Robert R. Wright Robert R. Wright Search for other works by this author on: Oxford Academic PubMed Googl…
Previous Jury Service as a Moderating Influence on Jurors' Beliefs and Attitudes
To ascertain the effect that prior jury service had on beliefs and over-ail attitude towards service, 166 randomly selected registered voters who had been summoned for jury service were administered questionnaires on the first day of their service. Multiple regression analyses were used to examine interrelationships between juror beliefs concerning service and over-all attitudes for both those who had and those who had not served previously. Resu…
Normative and Attitudinal Control as Moderating Influences on Marijuana Use
Consumers' Beliefs, Demographics, and Development of Market Segmentation Strategy
Evaluative beliefs underlying attitudes toward brands and demographic measures for a panel of 172 respondents were included as sets of variables in four canonical analyses, two brands in each of two product categories. The resulting canonical functions tentatively support the combination of consumers' beliefs about product attributes and the demographic characteristics of those consumers as a means of suggesting both specific segments of consumer…
Consumers' Need for Uniqueness: Scale Development and Validation
Consumers acquire and display material possessions for the purpose of feeling differentiated from other people and, thus, are targeted with a variety of marketing stimuli that attempt to enhance self-perceptions of uniqueness. Because the pursuit of differentness (or counterconformity motivation) varies across individuals to influence consumer responses, we develop and validate a trait measure of consumers' need for uniqueness. Consumers' need fo…
Reference Group Influence on Product and Brand Purchase Decisions
Consumer perceptions of reference group influence on product and brand decisions were examined using 645 members of a consumer panel and 151 respondents in a followup study. Differences for 16 products in informational, value expressive, and utilitarian influence were investigated in a nested repeated measures design. The results support hypothesized differences in reference group influence between publicly and privately consumed products and lux…
Measurement of Consumer Susceptibility to Interpersonal Influence
The development of a scale for measuring consumer susceptibility to interpersonal influence is described. Consumer susceptibility to interpersonal influence is hypothesized as a general trait that varies across individuals and is related to other individual traits and characteristics (McGuire 1968). The construct is defined as the need to identify with or enhance one's image in the opinion of significant others through the acquisition and use of …
Dynamic Pricing and Consumer Fairness Perceptions
Dynamic pricing practices by sellers in response to segment and individual-level differences have been made more feasible as internet buyer behavior increases. While benefits from these pricing practices can accrue to sellers and buyers, the potential for (un)fairness perceptions to mitigate these advantages is important. In an effort to investigate these issues, this article reports the results of three studies that examine the effects of seller…
Consumer Self-Confidence: Refinements in Conceptualization and Measurement
The development and validation of measures to assess multiple dimensions of consumer self-confidence are described in this article. Scale-development procedures resulted in a six-factor correlated model made up of the following dimensions: information acquisition, consideration-set formation, personal outcomes, social outcomes, persuasion knowledge, and marketplace interfaces. A series of studies demonstrate the psychometric properties of the mea…
Objective and Subjective Knowledge Relationships: A Quantitative Analysis of Consumer Research Findings
This article presents the results of a meta-analysis of empirical findings associated with the relationship between objective knowledge (OK; i.e., accurate stored information that consumers possess) and subjective knowledge (SK; i.e., consumers' perceptions of their own knowledge). Results of the meta-analysis reveal that OK-SK relationships from prior research were stronger for products versus nonproducts, for public versus private goods, and fo…
The Effect of Plausible and Exaggerated Reference Prices on Consumer Perceptions and Price Search
This article examines whether advertisers' regular price claims affect consumer perceptions and price search behavior. Experiments involving simulated shopping via personal computers indicate that compared to an ad with no reference price, an ad with a plausible reference price raised subjects' estimates of the advertiser's regular price and the perceived offer value. An exaggerated reference price had generally the same positive effects on perce…
Attention to Social Comparison Information: An Individual Difference Factor Affecting Consumer Conformity
Interpersonal influence in consumer behavior is moderated by the extent of consumer sensitivity to social comparison information concerning product purchase and usage behavior (cf. Calder and Burnkrant 1977). Two survey studies indicate that Lennox and Wolfe's (1984) attention-to-social-comparison-information (AT-SCI) scale has adequate convergent and discriminant validity and moderates the relative influence of normative consequences on behavior…
Warranty and Other Extrinsic Cue Effects on Consumers' Risk Perceptions
Warranty quality, warrantor reputation, and price were manipulated in five separate experiments that were designed to examine the effects of these extrinsic cues on consumer perceptions of the financial and performance risk involved with innovative product concepts. The important role of the warranty as a mechanism for allaying consumers' financial risk perceptions was consistently demonstrated in all five experiments
Crossover Effects in the Theory of Reasoned Action: A Moderating Influence Attempt
Both cognitive and normative structure crossover linkages in the Fishbein and Ajzen behavioral intention model were hypothesized on the basis of nine separate predictions taken from the persuasion and false consensus literatures. In a study of new product trial behavior, a maximum likelihood estimation of the model parameters revealed that the normative structure → attitude path was robust under all data subsets, contrary to the hypothesized rela…
Tracking Costs of Time and Money: How Accounting Periods Affect Mental Accounting
After people incur costs to get future benefits, they usually track these costs in their mental accounts and are keen to receive the benefits when they become available. We introduce the notion that costs and benefits can occur either in the same accounting period (day, season, etc.) or in different periods. Our key ar-gument is that monetary costs are tracked across accounting periods but that temporal costs are written off at the end of the per…
An Attributional Analysis of Resistance to Group Pressure Regarding Illicit Drug and Alcohol Consumption
This article investigates the role of attributional thinking in generating resistance to pressures toward conformity in the illicit consumption of drugs and alcohol. The results of four studies regarding how conformity influences illicit drug and alcohol consumption among high school and college students are reported. In study 1 more than two-thirds of the respondents reported concern for the implications of their own dissent or compliance regard…
Contextual Influences on Perceptions of Merchant-Supplied Reference Prices
Two contextual variables that have theoretical roots in information processing, attribution, and social judgment theories were manipulated along with three levels of merchant-supplied reference price in a 2 × 2 × 3 analysis of variance design. Results support the hypothesized effects of consistency and distinctiveness as contextual variables that influence internal price standards and purchase evaluations. The three price levels resulted in a cur…
An Investigation of Individual Responses to Tensile Price Claims
This article describes the results of two studies investigating the effects of tensile price claims (e.g., “save up to 50%”) on consumers' perceptions of offer value, information value, and price reduction. The findings suggest that the use of tensile claims in conjunction with large advertised price reductions may result in decreased perceived offer value and substantial discounting of expected price reductions by the consumer
Measurement and Structure of Kelley's Covariance Theory
In prior attribution research on Kelley's covariance theory, researchers have generally accepted the person-stimulus-circumstance attribution taxonomy based upon covariation between contextual variables (e.g., consistency) and “global” measures of attributions. This article examines the person-stimulus-circumstance taxonomy using both specific-item attribution measures and the more commonly used general-item measures. Factor-analysis results supp…
Use of Labeling and Assertions of Dependency in Appeals for Consumer Support
Journal Article Use of Labeling and Assertions of Dependency in Appeals for Consumer Support Get access Ellen M. Moore, Ellen M. Moore Search for other works by this author on: Oxford Academic PubMed Google Scholar William O. Bearden, William O. Bearden Search for other works by this author on: Oxford Academic PubMed Google Scholar Jesse E. Teel Jesse E. Teel Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal …
Consumers' Beliefs, Demographics, and Development of Market Segmentation Strategy
Evaluative beliefs underlying attitudes toward brands and demographic measures for a panel of 172 respondents were included as sets of variables in four canonical analyses, two brands in each of two product categories. The resulting canonical functions tentatively support the combination of consumers' beliefs about product attributes and the demographic characteristics of those consumers as a means of suggesting both specific segments of consumer…
Previous Jury Service as a Moderating Influence on Jurors' Beliefs and Attitudes
To ascertain the effect that prior jury service had on beliefs and over-ail attitude towards service, 166 randomly selected registered voters who had been summoned for jury service were administered questionnaires on the first day of their service. Multiple regression analyses were used to examine interrelationships between juror beliefs concerning service and over-all attitudes for both those who had and those who had not served previously. Resu…
Normative and Attitudinal Control as Moderating Influences on Marijuana Use
Family Income Effects on Measurement of Children's Attitudes Toward Television Commercials
Journal Article Family Income Effects on Measurement of Children's Attitudes Toward Television Commercials Get access William O. Bearden, William O. Bearden Search for other works by this author on: Oxford Academic PubMed Google Scholar Jesse E. Teel, Jesse E. Teel Search for other works by this author on: Oxford Academic PubMed Google Scholar Robert R. Wright Robert R. Wright Search for other works by this author on: Oxford Academic PubMed Googl…
Determinants of Physician and Pharmacist Support of Generic Drugs
A recursive model depicting a theoretical chain between hypothesized determinants of support for generic drug practices was examined using a maximum likelihood estimation procedure, and applied to samples of 412 physicians and 118 pharmacists. Results suggest that confidence in regulation, potential savings, and impact on drug research represent plausible determinants of physician and pharmacist support of generic drugs
Warranty and Other Extrinsic Cue Effects on Consumers' Risk Perceptions
Warranty quality, warrantor reputation, and price were manipulated in five separate experiments that were designed to examine the effects of these extrinsic cues on consumer perceptions of the financial and performance risk involved with innovative product concepts. The important role of the warranty as a mechanism for allaying consumers' financial risk perceptions was consistently demonstrated in all five experiments
Reference Group Influence on Product and Brand Purchase Decisions
Consumer perceptions of reference group influence on product and brand decisions were examined using 645 members of a consumer panel and 151 respondents in a followup study. Differences for 16 products in informational, value expressive, and utilitarian influence were investigated in a nested repeated measures design. The results support hypothesized differences in reference group influence between publicly and privately consumed products and lux…
Crossover Effects in the Theory of Reasoned Action: A Moderating Influence Attempt
Both cognitive and normative structure crossover linkages in the Fishbein and Ajzen behavioral intention model were hypothesized on the basis of nine separate predictions taken from the persuasion and false consensus literatures. In a study of new product trial behavior, a maximum likelihood estimation of the model parameters revealed that the normative structure → attitude path was robust under all data subsets, contrary to the hypothesized rela…
Use of Labeling and Assertions of Dependency in Appeals for Consumer Support
Journal Article Use of Labeling and Assertions of Dependency in Appeals for Consumer Support Get access Ellen M. Moore, Ellen M. Moore Search for other works by this author on: Oxford Academic PubMed Google Scholar William O. Bearden, William O. Bearden Search for other works by this author on: Oxford Academic PubMed Google Scholar Jesse E. Teel Jesse E. Teel Search for other works by this author on: Oxford Academic PubMed Google Scholar Journal …
Measurement and Structure of Kelley's Covariance Theory
In prior attribution research on Kelley's covariance theory, researchers have generally accepted the person-stimulus-circumstance attribution taxonomy based upon covariation between contextual variables (e.g., consistency) and “global” measures of attributions. This article examines the person-stimulus-circumstance taxonomy using both specific-item attribution measures and the more commonly used general-item measures. Factor-analysis results supp…
An Investigation of Individual Responses to Tensile Price Claims
This article describes the results of two studies investigating the effects of tensile price claims (e.g., “save up to 50%”) on consumers' perceptions of offer value, information value, and price reduction. The findings suggest that the use of tensile claims in conjunction with large advertised price reductions may result in decreased perceived offer value and substantial discounting of expected price reductions by the consumer
The Effect of Plausible and Exaggerated Reference Prices on Consumer Perceptions and Price Search
This article examines whether advertisers' regular price claims affect consumer perceptions and price search behavior. Experiments involving simulated shopping via personal computers indicate that compared to an ad with no reference price, an ad with a plausible reference price raised subjects' estimates of the advertiser's regular price and the perceived offer value. An exaggerated reference price had generally the same positive effects on perce…
Contextual Influences on Perceptions of Merchant-Supplied Reference Prices
Two contextual variables that have theoretical roots in information processing, attribution, and social judgment theories were manipulated along with three levels of merchant-supplied reference price in a 2 × 2 × 3 analysis of variance design. Results support the hypothesized effects of consistency and distinctiveness as contextual variables that influence internal price standards and purchase evaluations. The three price levels resulted in a cur…
Measurement of Consumer Susceptibility to Interpersonal Influence
The development of a scale for measuring consumer susceptibility to interpersonal influence is described. Consumer susceptibility to interpersonal influence is hypothesized as a general trait that varies across individuals and is related to other individual traits and characteristics (McGuire 1968). The construct is defined as the need to identify with or enhance one's image in the opinion of significant others through the acquisition and use of …
Attention to Social Comparison Information: An Individual Difference Factor Affecting Consumer Conformity
Interpersonal influence in consumer behavior is moderated by the extent of consumer sensitivity to social comparison information concerning product purchase and usage behavior (cf. Calder and Burnkrant 1977). Two survey studies indicate that Lennox and Wolfe's (1984) attention-to-social-comparison-information (AT-SCI) scale has adequate convergent and discriminant validity and moderates the relative influence of normative consequences on behavior…
An Attributional Analysis of Resistance to Group Pressure Regarding Illicit Drug and Alcohol Consumption
This article investigates the role of attributional thinking in generating resistance to pressures toward conformity in the illicit consumption of drugs and alcohol. The results of four studies regarding how conformity influences illicit drug and alcohol consumption among high school and college students are reported. In study 1 more than two-thirds of the respondents reported concern for the implications of their own dissent or compliance regard…
Consumer Self-Confidence: Refinements in Conceptualization and Measurement
The development and validation of measures to assess multiple dimensions of consumer self-confidence are described in this article. Scale-development procedures resulted in a six-factor correlated model made up of the following dimensions: information acquisition, consideration-set formation, personal outcomes, social outcomes, persuasion knowledge, and marketplace interfaces. A series of studies demonstrate the psychometric properties of the mea…
Consumers' Need for Uniqueness: Scale Development and Validation
Consumers acquire and display material possessions for the purpose of feeling differentiated from other people and, thus, are targeted with a variety of marketing stimuli that attempt to enhance self-perceptions of uniqueness. Because the pursuit of differentness (or counterconformity motivation) varies across individuals to influence consumer responses, we develop and validate a trait measure of consumers' need for uniqueness. Consumers' need fo…
The use of expert judges in scale development
Dynamic Pricing and Consumer Fairness Perceptions
Dynamic pricing practices by sellers in response to segment and individual-level differences have been made more feasible as internet buyer behavior increases. While benefits from these pricing practices can accrue to sellers and buyers, the potential for (un)fairness perceptions to mitigate these advantages is important. In an effort to investigate these issues, this article reports the results of three studies that examine the effects of seller…
Objective and Subjective Knowledge Relationships: A Quantitative Analysis of Consumer Research Findings
This article presents the results of a meta-analysis of empirical findings associated with the relationship between objective knowledge (OK; i.e., accurate stored information that consumers possess) and subjective knowledge (SK; i.e., consumers' perceptions of their own knowledge). Results of the meta-analysis reveal that OK-SK relationships from prior research were stronger for products versus nonproducts, for public versus private goods, and fo…
Tracking Costs of Time and Money: How Accounting Periods Affect Mental Accounting
After people incur costs to get future benefits, they usually track these costs in their mental accounts and are keen to receive the benefits when they become available. We introduce the notion that costs and benefits can occur either in the same accounting period (day, season, etc.) or in different periods. Our key ar-gument is that monetary costs are tracked across accounting periods but that temporal costs are written off at the end of the per…
Psychology (22 works) · Business (12 works) · Computer Science (11 works) · Consumer Behavior in Brand Consumption and Identification (11 works) · Social Psychology (11 works) · Customer Service Quality and Loyalty (8 works) · Economics (8 works) · Marketing (7 works) · Marketing (7 works) · Perception (7 works)