Joseph W Alba
Dados Biográficos
| ID | 101413 |
|---|---|
| NOME | Joseph W Alba |
| PRENOMES | Joseph W |
| SOBRENOME | Alba |
| ASSINATURA | ALBA J W |
| AFILIAÇÕES | University of Florida |
| VERIFICADO | Não |
| TOTAL DE OBRAS | 18 |
| TOTAL DE CITAÇÕES | 418 |
| TOTAL COMO AUTOR | 18 |
| TOTAL COMO EDITOR | 0 |
| PRIMEIRO ANO DE PUBLICAÇÃO | 1983 |
| ANO MAIS RECENTE DE PUBLICAÇÃO | 2023 |
| ÍNDICE H | 10 |
Origin versus Substance
Contemporary developments in material duplication promise product alternatives that are physically and sensorially indistinguishable from incumbent offerings. When fully realized, such duplicate offerings should obsolete the incumbents as a consequence of wider availability and lower monetary and social costs. Disruption will be impeded, however, if consumers favor incumbent products on the basis of non-material qualities. The authors show that t…
Pleasure principles
In Defense of Bumbling
Throughout its history, consumer research has expressed nonuniform levels of affinity for alternative scientific styles. Fondness for the theory-oriented hypothetico-deductive approach has been understandably high, as there is much to recommend it. However, no approach is without shortcomings, and alternative approaches may offer unique avenues to knowledge development. The observations contained in this article are meant to illustrate some disad…
Taste Perception
Perceptual discrimination is fundamental to rational choice in many product categories yet rarely examined in consumer research. The present research investigates discrimination as it pertains to consumers' ability to identify differences—or the lack thereof—among gustatory stimuli. Three experiments reveal systematic bias resulting from the presence of common visual and verbal product cues. Particularly noteworthy is the finding that the amount …
Price Fairness
Prior research suggests that consumers are forgiving of a price increase that is commensurate with increased vendor costs. We argue that the perceived fairness of the price increase will also depend on the alignability of the cost and price increases, such that alignable increases will be perceived as more acceptable than nonalignable increases. Moreover, we predict that when a cost increase is nonalignable, consumers will be more receptive to a …
Locus of Equity and Brand Extension
Prevailing wisdom assumes that brand equity increases when a brand touts its desirable attributes. We report conditions under which the use of attribute information to promote a product can shift the locus of equity from brand to attribute, thereby reducing the attractiveness of extension products. This effect is moderated by the degree of ambiguity in the learning environment, such that prevailing wisdom is refuted when ambiguity is low but is s…
Consumer Perceptions of Price (Un)Fairness
A series of studies demonstrates that consumers are inclined to believe that the selling price of a good or service is substantially higher than its fair price. Consumers appear sensitive to several reference points—including past prices, competitor prices, and cost of goods sold—but underestimate the effects of inflation, overattribute price differences to profit, and fail to take into account the full range of vendor costs. Potential corrective…
Knowledge Calibration
Consumer knowledge is seldom complete or errorless. Therefore, the self-assessed validity of knowledge and consequent knowledge calibration (i.e., the correspondence between self-assessed and actual validity) is an important issue for the study of consumer decision making. In this article we describe methods and models used in calibration research. We then review a wide variety of empirical results indicating that high levels of calibration are a…
Consumer Learning and Brand Equity
A series of experiments illustrates a learning process that enhances brand equity at the expense of quality-determining attributes. When the relationship between brand name and product quality is learned prior to the relationship between product attributes and quality, inhibition of the latter may occur. The phenomenon is shown to be robust, but its influence appears sensitive to contextual variations in the learning environment. Tests of process…
The Effect of Discount Frequency and Depth on Consumer Price Judgments
The intensity of price discounting by retailers and manufacturers raises important questions about consumer price judgments. In the extreme, discounting can take the form of frequent but shallow discounts or deep but infrequent discounts. The research reported here explores the effects of these strategies on consumer estimation of price levels for competing stores and brands. In an initial experiment in which subjects made brand choices over time…
Interactive Home Shopping
The authors examine the implications of electronic shopping for consumers, retailers, and manufacturers. They assume that near-term technological developments will offer consumers unparalleled opportunities to locate and compare product offerings. They examine these advantages as a function of typical consumer goals and the types of products and services being sought and offer conclusions regarding consumer incentives and disincentives to purchas…
The Influence of Prior Beliefs, Frequency Cues, and Magnitude Cues on Consumers' Perceptions of Comparative Price Data
A widespread practice in grocery store advertising is to compare the advertised store's prices to a competitor's prices on multiple items. An important, but largely unexplored, issue is how this information is processed and used in conjunction with prior beliefs to influence price perceptions. In our initial studies we manipulated prior beliefs and two data-based cues—frequency of price advantage and magnitude of price advantage—to determine thei…
The Role of Consumers' Intuitions in Inference Making
Traditional explorations of inference making have examined consumers' reactions to product descriptions that lack information about salient attributes. Such studies frequently report systematically lower evaluations of incompletely described alternatives along with a generally low incidence of unprompted attribute-to-attribute inference. We argue that the nature and likelihood of an inference are dependent on the cues available at the time of dec…
Ignoring Irrelevant Information
Three experiments examined the effects of situational factors on the ability to learn simple rules for classifying products and estimating prices. In each experiment, multiattribute information about stereo speakers was presented to subjects in a training phase. However, only one attribute was diagnostic. Analytic processing (i.e., the ability to isolate the diagnostic attribute in a subsequent test of product knowledge) was measured. Results sho…
The Situational Importance of Recall and Inference in Consumer Decision Making
An experiment, which examines the relationship between cognition and attitude toward a product as a function of time and the presence of information about a competing product, is described. A scheme, which partitions cognitive responses into categories on the basis of their relative abstractness and, therefore, memorability, is proposed. Results show that the proposed scheme accounts for a significant amount of attitude variance and outperforms t…
Dimensions of Consumer Expertise
The purpose of this article is to review basic empirical results from the psychological literature in a way that provides a useful foundation for research on consumer knowledge. A conceptual organization for this diverse literature is provided by two fundamental distinctions. First, consumer expertise is distinguished from product-related experience. Second, five distinct aspects, or dimensions, of expertise are identified: cognitive effort, cogn…
The Effects of Frequency Knowledge on Consumer Decision Making
The proposition is advanced that knowledge about the mere number of positive and negative attributes possessed by a brand is an important component of a consumer's knowledge structure. A series of experiments is presented that illustrates the unique character of frequency knowledge and its potential role in decision making. In general, it is shown that frequency knowledge can influence judgment and choice, particularly when other types of informa…
Is memory schematic
ion Information that has been selected because it is important and/or relevant to the schema is further reduced during the encoding process by abstraction. This process codes the meaning but not the format of a message (e.g., Bobrow, 1970; Bransford, Barclay, & Franks, 1972). Thus, details such as the lexical form of an individual word (e.g., Schank, 1972, 1976) and the syntactic form of a sentence (e.g., Sachs, 1967) will not be preserved in mem…
Dimensions of Consumer Expertise
The purpose of this article is to review basic empirical results from the psychological literature in a way that provides a useful foundation for research on consumer knowledge. A conceptual organization for this diverse literature is provided by two fundamental distinctions. First, consumer expertise is distinguished from product-related experience. Second, five distinct aspects, or dimensions, of expertise are identified: cognitive effort, cogn…
Knowledge Calibration
Consumer knowledge is seldom complete or errorless. Therefore, the self-assessed validity of knowledge and consequent knowledge calibration (i.e., the correspondence between self-assessed and actual validity) is an important issue for the study of consumer decision making. In this article we describe methods and models used in calibration research. We then review a wide variety of empirical results indicating that high levels of calibration are a…
Consumer Perceptions of Price (Un)Fairness
A series of studies demonstrates that consumers are inclined to believe that the selling price of a good or service is substantially higher than its fair price. Consumers appear sensitive to several reference points—including past prices, competitor prices, and cost of goods sold—but underestimate the effects of inflation, overattribute price differences to profit, and fail to take into account the full range of vendor costs. Potential corrective…
Is memory schematic
ion Information that has been selected because it is important and/or relevant to the schema is further reduced during the encoding process by abstraction. This process codes the meaning but not the format of a message (e.g., Bobrow, 1970; Bransford, Barclay, & Franks, 1972). Thus, details such as the lexical form of an individual word (e.g., Schank, 1972, 1976) and the syntactic form of a sentence (e.g., Sachs, 1967) will not be preserved in mem…
The Role of Consumers' Intuitions in Inference Making
Traditional explorations of inference making have examined consumers' reactions to product descriptions that lack information about salient attributes. Such studies frequently report systematically lower evaluations of incompletely described alternatives along with a generally low incidence of unprompted attribute-to-attribute inference. We argue that the nature and likelihood of an inference are dependent on the cues available at the time of dec…
Ignoring Irrelevant Information
Three experiments examined the effects of situational factors on the ability to learn simple rules for classifying products and estimating prices. In each experiment, multiattribute information about stereo speakers was presented to subjects in a training phase. However, only one attribute was diagnostic. Analytic processing (i.e., the ability to isolate the diagnostic attribute in a subsequent test of product knowledge) was measured. Results sho…
Taste Perception
Perceptual discrimination is fundamental to rational choice in many product categories yet rarely examined in consumer research. The present research investigates discrimination as it pertains to consumers' ability to identify differences—or the lack thereof—among gustatory stimuli. Three experiments reveal systematic bias resulting from the presence of common visual and verbal product cues. Particularly noteworthy is the finding that the amount …
Consumer Learning and Brand Equity
A series of experiments illustrates a learning process that enhances brand equity at the expense of quality-determining attributes. When the relationship between brand name and product quality is learned prior to the relationship between product attributes and quality, inhibition of the latter may occur. The phenomenon is shown to be robust, but its influence appears sensitive to contextual variations in the learning environment. Tests of process…
The Effect of Discount Frequency and Depth on Consumer Price Judgments
The intensity of price discounting by retailers and manufacturers raises important questions about consumer price judgments. In the extreme, discounting can take the form of frequent but shallow discounts or deep but infrequent discounts. The research reported here explores the effects of these strategies on consumer estimation of price levels for competing stores and brands. In an initial experiment in which subjects made brand choices over time…
The Influence of Prior Beliefs, Frequency Cues, and Magnitude Cues on Consumers' Perceptions of Comparative Price Data
A widespread practice in grocery store advertising is to compare the advertised store's prices to a competitor's prices on multiple items. An important, but largely unexplored, issue is how this information is processed and used in conjunction with prior beliefs to influence price perceptions. In our initial studies we manipulated prior beliefs and two data-based cues—frequency of price advantage and magnitude of price advantage—to determine thei…
The Effects of Frequency Knowledge on Consumer Decision Making
The proposition is advanced that knowledge about the mere number of positive and negative attributes possessed by a brand is an important component of a consumer's knowledge structure. A series of experiments is presented that illustrates the unique character of frequency knowledge and its potential role in decision making. In general, it is shown that frequency knowledge can influence judgment and choice, particularly when other types of informa…
Price Fairness
Prior research suggests that consumers are forgiving of a price increase that is commensurate with increased vendor costs. We argue that the perceived fairness of the price increase will also depend on the alignability of the cost and price increases, such that alignable increases will be perceived as more acceptable than nonalignable increases. Moreover, we predict that when a cost increase is nonalignable, consumers will be more receptive to a …
The Situational Importance of Recall and Inference in Consumer Decision Making
An experiment, which examines the relationship between cognition and attitude toward a product as a function of time and the presence of information about a competing product, is described. A scheme, which partitions cognitive responses into categories on the basis of their relative abstractness and, therefore, memorability, is proposed. Results show that the proposed scheme accounts for a significant amount of attitude variance and outperforms t…
In Defense of Bumbling
Throughout its history, consumer research has expressed nonuniform levels of affinity for alternative scientific styles. Fondness for the theory-oriented hypothetico-deductive approach has been understandably high, as there is much to recommend it. However, no approach is without shortcomings, and alternative approaches may offer unique avenues to knowledge development. The observations contained in this article are meant to illustrate some disad…
Locus of Equity and Brand Extension
Prevailing wisdom assumes that brand equity increases when a brand touts its desirable attributes. We report conditions under which the use of attribute information to promote a product can shift the locus of equity from brand to attribute, thereby reducing the attractiveness of extension products. This effect is moderated by the degree of ambiguity in the learning environment, such that prevailing wisdom is refuted when ambiguity is low but is s…
Is memory schematic
ion Information that has been selected because it is important and/or relevant to the schema is further reduced during the encoding process by abstraction. This process codes the meaning but not the format of a message (e.g., Bobrow, 1970; Bransford, Barclay, & Franks, 1972). Thus, details such as the lexical form of an individual word (e.g., Schank, 1972, 1976) and the syntactic form of a sentence (e.g., Sachs, 1967) will not be preserved in mem…
Dimensions of Consumer Expertise
The purpose of this article is to review basic empirical results from the psychological literature in a way that provides a useful foundation for research on consumer knowledge. A conceptual organization for this diverse literature is provided by two fundamental distinctions. First, consumer expertise is distinguished from product-related experience. Second, five distinct aspects, or dimensions, of expertise are identified: cognitive effort, cogn…
The Effects of Frequency Knowledge on Consumer Decision Making
The proposition is advanced that knowledge about the mere number of positive and negative attributes possessed by a brand is an important component of a consumer's knowledge structure. A series of experiments is presented that illustrates the unique character of frequency knowledge and its potential role in decision making. In general, it is shown that frequency knowledge can influence judgment and choice, particularly when other types of informa…
The Situational Importance of Recall and Inference in Consumer Decision Making
An experiment, which examines the relationship between cognition and attitude toward a product as a function of time and the presence of information about a competing product, is described. A scheme, which partitions cognitive responses into categories on the basis of their relative abstractness and, therefore, memorability, is proposed. Results show that the proposed scheme accounts for a significant amount of attitude variance and outperforms t…
Ignoring Irrelevant Information
Three experiments examined the effects of situational factors on the ability to learn simple rules for classifying products and estimating prices. In each experiment, multiattribute information about stereo speakers was presented to subjects in a training phase. However, only one attribute was diagnostic. Analytic processing (i.e., the ability to isolate the diagnostic attribute in a subsequent test of product knowledge) was measured. Results sho…
The Influence of Prior Beliefs, Frequency Cues, and Magnitude Cues on Consumers' Perceptions of Comparative Price Data
A widespread practice in grocery store advertising is to compare the advertised store's prices to a competitor's prices on multiple items. An important, but largely unexplored, issue is how this information is processed and used in conjunction with prior beliefs to influence price perceptions. In our initial studies we manipulated prior beliefs and two data-based cues—frequency of price advantage and magnitude of price advantage—to determine thei…
The Role of Consumers' Intuitions in Inference Making
Traditional explorations of inference making have examined consumers' reactions to product descriptions that lack information about salient attributes. Such studies frequently report systematically lower evaluations of incompletely described alternatives along with a generally low incidence of unprompted attribute-to-attribute inference. We argue that the nature and likelihood of an inference are dependent on the cues available at the time of dec…
Interactive Home Shopping
The authors examine the implications of electronic shopping for consumers, retailers, and manufacturers. They assume that near-term technological developments will offer consumers unparalleled opportunities to locate and compare product offerings. They examine these advantages as a function of typical consumer goals and the types of products and services being sought and offer conclusions regarding consumer incentives and disincentives to purchas…
The Effect of Discount Frequency and Depth on Consumer Price Judgments
The intensity of price discounting by retailers and manufacturers raises important questions about consumer price judgments. In the extreme, discounting can take the form of frequent but shallow discounts or deep but infrequent discounts. The research reported here explores the effects of these strategies on consumer estimation of price levels for competing stores and brands. In an initial experiment in which subjects made brand choices over time…
Knowledge Calibration
Consumer knowledge is seldom complete or errorless. Therefore, the self-assessed validity of knowledge and consequent knowledge calibration (i.e., the correspondence between self-assessed and actual validity) is an important issue for the study of consumer decision making. In this article we describe methods and models used in calibration research. We then review a wide variety of empirical results indicating that high levels of calibration are a…
Consumer Learning and Brand Equity
A series of experiments illustrates a learning process that enhances brand equity at the expense of quality-determining attributes. When the relationship between brand name and product quality is learned prior to the relationship between product attributes and quality, inhibition of the latter may occur. The phenomenon is shown to be robust, but its influence appears sensitive to contextual variations in the learning environment. Tests of process…
Locus of Equity and Brand Extension
Prevailing wisdom assumes that brand equity increases when a brand touts its desirable attributes. We report conditions under which the use of attribute information to promote a product can shift the locus of equity from brand to attribute, thereby reducing the attractiveness of extension products. This effect is moderated by the degree of ambiguity in the learning environment, such that prevailing wisdom is refuted when ambiguity is low but is s…
Consumer Perceptions of Price (Un)Fairness
A series of studies demonstrates that consumers are inclined to believe that the selling price of a good or service is substantially higher than its fair price. Consumers appear sensitive to several reference points—including past prices, competitor prices, and cost of goods sold—but underestimate the effects of inflation, overattribute price differences to profit, and fail to take into account the full range of vendor costs. Potential corrective…
Price Fairness
Prior research suggests that consumers are forgiving of a price increase that is commensurate with increased vendor costs. We argue that the perceived fairness of the price increase will also depend on the alignability of the cost and price increases, such that alignable increases will be perceived as more acceptable than nonalignable increases. Moreover, we predict that when a cost increase is nonalignable, consumers will be more receptive to a …
Taste Perception
Perceptual discrimination is fundamental to rational choice in many product categories yet rarely examined in consumer research. The present research investigates discrimination as it pertains to consumers' ability to identify differences—or the lack thereof—among gustatory stimuli. Three experiments reveal systematic bias resulting from the presence of common visual and verbal product cues. Particularly noteworthy is the finding that the amount …
In Defense of Bumbling
Throughout its history, consumer research has expressed nonuniform levels of affinity for alternative scientific styles. Fondness for the theory-oriented hypothetico-deductive approach has been understandably high, as there is much to recommend it. However, no approach is without shortcomings, and alternative approaches may offer unique avenues to knowledge development. The observations contained in this article are meant to illustrate some disad…
Pleasure principles
Origin versus Substance
Contemporary developments in material duplication promise product alternatives that are physically and sensorially indistinguishable from incumbent offerings. When fully realized, such duplicate offerings should obsolete the incumbents as a consequence of wider availability and lower monetary and social costs. Disruption will be impeded, however, if consumers favor incumbent products on the basis of non-material qualities. The authors show that t…
Consumer Behavior in Brand Consumption and Identification (12 obras) · Psychology (12 obras) · Business (10 obras) · Computer Science (9 obras) · Marketing (7 obras) · Product (mathematics) (7 obras) · Social Psychology (7 obras) · Cognitive psychology (6 obras) · Consumer Market Behavior and Pricing (6 obras) · Decision-Making and Behavioral Economics (6 obras)