Marcel Paulssen
Biographic Data
| ID | 8885997 |
|---|---|
| NAME | Marcel Paulssen |
| GIVEN NAMES | Marcel |
| FAMILY NAME | Paulssen |
| SIGNATURE | PAULSSEN M |
| AFFILIATIONS | HES-SO Genève |
| ORCID | 0000-0003-4389-1512 |
| VERIFIED | Yes |
| TOTAL WORKS | 13 |
| TOTAL CITATIONS | 0 |
| WORKS AS AUTHOR | 13 |
| WORKS AS EDITOR | 0 |
| FIRST PUBLICATION YEAR | 2000 |
| LATEST PUBLICATION YEAR | 2014 |
| H-INDEX | 0 |
Values, attitudes and travel behavior
Modeling Market Structures with Consideration Sets
A result of the discussion about the relationship between consideration sets and market structure was the proposition that market segments as well as strategic groups can be conceived as consumer types with homogeneous consideration sets. Following latent class analysis will be introduced as a method to characterize a set of latent types described by their consideration sets or more broadly by their categorization of brands.
Market Structuring with the Self-regulatory Model of Consideration Set Formation
”What is our market?”, “Who is our customer?”, and “Who are our competitors?” are obvious but important questions for every company. However in the real world these questions are either not asked with enough insistence or answered incorrectly. Otherwise companies could not fail because they “have produced past the market”, they “have missed market developments” or they “were not able to survive competition” (BAUER 1989, p. 17). Key strategic issu…
Methodological Introduction
Theoretical constructs are the fundamental units in hypotheses and theories. Frequently used synonymous terms for theoretical constructs are unobservable variables, latent variables, hypothetical constructs and primitive concepts. Examples of theoretical constructs in marketing comprise attitudes, brand loyalty, brand equity, values, involvement, perceived risk, purchase intention etc. Theoretical constructs are not directly observable but rather…
Goal Constructs
The often cited words of James, “The pursuance of future ends and the choice of means for their attainment are the mark and criterion of the presence of mentality in a phenomenon”, (JAMES 1890, p. 8 cited after AUSTIN & VANCOUVER 1996, p. 8) mark the starting point for research which makes use of the goal concept and a goal-directed or purposive view of behavior. Although research activity in the area of motivation and goal-directed behavior decl…
Summary and Conclusion
The main goal of this dissertation was to contribute to the understanding of the consideration set construct and the consideration stage in the choice process. Academic interest has mainly focused on brand evaluation, neglecting the consideration stage in the choice process. However as brand consideration is a necessary precondition for brand evaluation, a thorough understanding of the processes and determinants of brand consideration is of high …
Categorization Processes
The goal of this chapter is to provide an overview of categorization processes. Following a brief introduction of memory models will be given. Different models of semantic memory will be presented in chapter 2.2. After this a section on taxonomic and goal-derived categorization follows. The chapter ends with a comparison of these two distinct categorization processes and a discussion of their role in consideration set formation.
Modeling Different Goal Levels
Two cross-sectional data sets represent the empirical basis of this dissertation. Both were generated in the context of market research projects between the Department of Marketing I from the Technical University of Berlin and a major German car manufacturer. The first sample was surveyed in September 1993 and the second sample was surveyed in December 1995. Respondents of the two surveys were not identical, so that longitudinal data analysis is …
Introduction
Everybody knows from personal experience that when making a purchase decision, e.g. buying beer in a supermarket, one does not equally consider all brands on offer. Rather one would make the decision of which brand to buy out of a set of 3 to 4 brands that receive intense consideration. For example, one considers Beck’s, Jever and Warsteiner for purchase and chooses Beck’s. This set of alternatives which a consumer considers in a purchase decisio…
Consideration Set Formation as a Goal-derived Categorization Process
Based on propositions A, B and C., a self-regulatory model of consideration set formation was developed.
The Consideration Set
It is a well-known fact that consumers do not equally consider all brands in a given market before making a purchase decision. Due to a lack of perceived quality or an excessively high price, some brands may be clearly irrelevant for a purchase, whereas other brands receive intense consideration. The concept “evoked set” was first mentioned by HOWARD (1963, p. 84), when he stated that the number of brands a consumer would consider in a purchase s…
Individual Goal Hierarchies as Antecedents of Market Structures
Individual Goal Hierarchies as Antecedents of Market Structures
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Modeling Market Structures with Consideration Sets
A result of the discussion about the relationship between consideration sets and market structure was the proposition that market segments as well as strategic groups can be conceived as consumer types with homogeneous consideration sets. Following latent class analysis will be introduced as a method to characterize a set of latent types described by their consideration sets or more broadly by their categorization of brands.
Market Structuring with the Self-regulatory Model of Consideration Set Formation
”What is our market?”, “Who is our customer?”, and “Who are our competitors?” are obvious but important questions for every company. However in the real world these questions are either not asked with enough insistence or answered incorrectly. Otherwise companies could not fail because they “have produced past the market”, they “have missed market developments” or they “were not able to survive competition” (BAUER 1989, p. 17). Key strategic issu…
Methodological Introduction
Theoretical constructs are the fundamental units in hypotheses and theories. Frequently used synonymous terms for theoretical constructs are unobservable variables, latent variables, hypothetical constructs and primitive concepts. Examples of theoretical constructs in marketing comprise attitudes, brand loyalty, brand equity, values, involvement, perceived risk, purchase intention etc. Theoretical constructs are not directly observable but rather…
Goal Constructs
The often cited words of James, “The pursuance of future ends and the choice of means for their attainment are the mark and criterion of the presence of mentality in a phenomenon”, (JAMES 1890, p. 8 cited after AUSTIN & VANCOUVER 1996, p. 8) mark the starting point for research which makes use of the goal concept and a goal-directed or purposive view of behavior. Although research activity in the area of motivation and goal-directed behavior decl…
Summary and Conclusion
The main goal of this dissertation was to contribute to the understanding of the consideration set construct and the consideration stage in the choice process. Academic interest has mainly focused on brand evaluation, neglecting the consideration stage in the choice process. However as brand consideration is a necessary precondition for brand evaluation, a thorough understanding of the processes and determinants of brand consideration is of high …
Categorization Processes
The goal of this chapter is to provide an overview of categorization processes. Following a brief introduction of memory models will be given. Different models of semantic memory will be presented in chapter 2.2. After this a section on taxonomic and goal-derived categorization follows. The chapter ends with a comparison of these two distinct categorization processes and a discussion of their role in consideration set formation.
Modeling Different Goal Levels
Two cross-sectional data sets represent the empirical basis of this dissertation. Both were generated in the context of market research projects between the Department of Marketing I from the Technical University of Berlin and a major German car manufacturer. The first sample was surveyed in September 1993 and the second sample was surveyed in December 1995. Respondents of the two surveys were not identical, so that longitudinal data analysis is …
Introduction
Everybody knows from personal experience that when making a purchase decision, e.g. buying beer in a supermarket, one does not equally consider all brands on offer. Rather one would make the decision of which brand to buy out of a set of 3 to 4 brands that receive intense consideration. For example, one considers Beck’s, Jever and Warsteiner for purchase and chooses Beck’s. This set of alternatives which a consumer considers in a purchase decisio…
Consideration Set Formation as a Goal-derived Categorization Process
Based on propositions A, B and C., a self-regulatory model of consideration set formation was developed.
The Consideration Set
It is a well-known fact that consumers do not equally consider all brands in a given market before making a purchase decision. Due to a lack of perceived quality or an excessively high price, some brands may be clearly irrelevant for a purchase, whereas other brands receive intense consideration. The concept “evoked set” was first mentioned by HOWARD (1963, p. 84), when he stated that the number of brands a consumer would consider in a purchase s…
Individual Goal Hierarchies as Antecedents of Market Structures
Individual Goal Hierarchies as Antecedents of Market Structures
Values, attitudes and travel behavior
Business (7 works) · Computer Science (7 works) · Set (abstract data type) (7 works) · Marketing (5 works) · Psychology (5 works) · Engineering (4 works) · Artificial Intelligence (3 works) · Categorization (3 works) · Corporate Governance and Management (3 works) · Econometrics (3 works)