Donald R Lichtenstein
Dados Biográficos
| ID | 114699 |
|---|---|
| NOME | Donald R Lichtenstein |
| PRENOMES | Donald R |
| SOBRENOME | Lichtenstein |
| ASSINATURA | LICHTENSTEIN D R |
| AFILIAÇÕES | University of Colorado Boulder |
| VERIFICADO | Não |
| TOTAL DE OBRAS | 13 |
| TOTAL DE CITAÇÕES | 108 |
| TOTAL COMO AUTOR | 13 |
| TOTAL COMO EDITOR | 0 |
| PRIMEIRO ANO DE PUBLICAÇÃO | 1986 |
| ANO MAIS RECENTE DE PUBLICAÇÃO | 2016 |
| ÍNDICE H | 6 |
Star Wars
In de Langhe, Fernbach, and Lichtenstein (2016), we argue that consumers trust average user ratings as indicators of objective product performance much more than they should. This simple idea has provoked passionate commentaries from eminent researchers across three subdisciplines of marketing: experimental consumer research, modeling, and qualitative consumer research. Simonson challenges the premise of our research, asking whether objective per…
Navigating by the Stars
This research documents a substantial disconnect between the objective quality information that online user ratings actually convey and the extent to which consumers trust them as indicators of objective quality. Analyses of a data set covering 1272 products across 120 vertically differentiated product categories reveal that average user ratings (1) lack convergence with Consumer Reports scores, the most commonly used measure of objective quality…
Strengthening the Influence of Advertised Reference Prices through Information Priming
The use of advertised reference price promotions, such as "regularly $119.99, sale price $39.99," is ubiquitous in the marketplace. Thirty years of research supports the conclusion that advertised reference prices (e.g., $119.99) exert an influence on consumers' responses to offer prices (e.g., $39.99) via their assimilative influence on consumers' internal reference prices. The present research provides an enriched account of this assimilation p…
Travel Configuration on Consumer Trip-Chained Store Choice
We predict that in evaluating alternative equidistant trip chains (i.e., the combining of multiple destinations into a single outing), consumers will choose trip chains where destinations are more clustered (i.e., closer to each other) and further from the origin over equidistant trip chains where destinations are less clustered but closer to the origin. This prediction is based on the assumptions of diminishing marginal sensitivity and reference…
A Range Theory Account of Price Perception
It is well accepted in the behavioral pricing literature that a consumer's perception of the attractiveness of a market price depends on a comparison of the market price to an internal reference price. The rationale underlying this dynamic has its roots in Adaptation-Level Theory. However, consistent with Range Theory, we postulate that a consumer's assessment of the attractiveness of a market price may also depend on a comparison of the market p…
Assessing the Domain Specificity of Deal Proneness
Results of two studies designed to assess the manner in which the deal proneness construct is best conceptualized are presented. On the basis of a review of the sales promotion literature, three alternatives are identified: (1) deal proneness is a general construct that encompasses various deal types (i.e., a single deal proneness construct), (2) deal proneness is a domain-specific construct (e.g., coupon proneness, sale proneness, rebate pronene…
Trait Aspects of Vanity
Journal Article Trait Aspects of Vanity: Measurement and Relevance to Consumer Behavior Get access Richard G. Netemeyer, Richard G. Netemeyer Search for other works by this author on: Oxford Academic PubMed Google Scholar Scot Burton, Scot Burton Search for other works by this author on: Oxford Academic PubMed Google Scholar Donald R. Lichtenstein Donald R. Lichtenstein Search for other works by this author on: Oxford Academic PubMed Google Schol…
Price Perceptions and Consumer Shopping Behavior
Seven price-related constructs—five consistent with a perception of price in its “negative role” and two consistent with a perception of price in its “positive role”— are used as independent variables to predict marketplace responses/behaviors in five domains: price search, generic product purchases, price recall, sale responsiveness, and coupon redemption. The price-related constructs explain a significant amount of variance in all five domains,…
The Effect of Semantic Cues on Consumer Perceptions of Reference Price Ads
This article examines the differential effects of two types of semantic cues: (1) cues connoting that an advertised price discount exhibits low consistency over time, and (2) cues connoting that an advertised discount is highly distinctive vis-à-vis competitors. Results suggest that, for manipulations of external reference prices with offering price held constant, semantic cues that connote high distinctiveness are more effective in influencing c…
Involvement with the equipment component of sport
The purpose of this paper is to examine the involvement many sports participants have with relevant sports equipment. A structural model is presented which proposes a positive relationship between equipment involvement and recreational commitment. The model also identifies several possible outcomes of equipment involvement such as product spending levels and opinion leadership regarding the equipment. The model is tested using LJSREL analysis for…
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…
Correlates of Price Acceptability
The cognitive tradeoff between price and product quality is used as a basis for hypothesizing interrelationships between two individual difference variables and two price-related responses. Results of a correlational study support the hypothesis of an inverse relationship between price consciousness and product involvement and the hypotheses that price consciousness and product involvement have opposite implications for several price-related cons…
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…
A Range Theory Account of Price Perception
It is well accepted in the behavioral pricing literature that a consumer's perception of the attractiveness of a market price depends on a comparison of the market price to an internal reference price. The rationale underlying this dynamic has its roots in Adaptation-Level Theory. However, consistent with Range Theory, we postulate that a consumer's assessment of the attractiveness of a market price may also depend on a comparison of the market p…
Correlates of Price Acceptability
The cognitive tradeoff between price and product quality is used as a basis for hypothesizing interrelationships between two individual difference variables and two price-related responses. Results of a correlational study support the hypothesis of an inverse relationship between price consciousness and product involvement and the hypotheses that price consciousness and product involvement have opposite implications for several price-related cons…
Involvement with the equipment component of sport
The purpose of this paper is to examine the involvement many sports participants have with relevant sports equipment. A structural model is presented which proposes a positive relationship between equipment involvement and recreational commitment. The model also identifies several possible outcomes of equipment involvement such as product spending levels and opinion leadership regarding the equipment. The model is tested using LJSREL analysis for…
Trait Aspects of Vanity
Journal Article Trait Aspects of Vanity: Measurement and Relevance to Consumer Behavior Get access Richard G. Netemeyer, Richard G. Netemeyer Search for other works by this author on: Oxford Academic PubMed Google Scholar Scot Burton, Scot Burton Search for other works by this author on: Oxford Academic PubMed Google Scholar Donald R. Lichtenstein Donald R. Lichtenstein Search for other works by this author on: Oxford Academic PubMed Google Schol…
Navigating by the Stars
This research documents a substantial disconnect between the objective quality information that online user ratings actually convey and the extent to which consumers trust them as indicators of objective quality. Analyses of a data set covering 1272 products across 120 vertically differentiated product categories reveal that average user ratings (1) lack convergence with Consumer Reports scores, the most commonly used measure of objective quality…
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…
The Effect of Semantic Cues on Consumer Perceptions of Reference Price Ads
This article examines the differential effects of two types of semantic cues: (1) cues connoting that an advertised price discount exhibits low consistency over time, and (2) cues connoting that an advertised discount is highly distinctive vis-à-vis competitors. Results suggest that, for manipulations of external reference prices with offering price held constant, semantic cues that connote high distinctiveness are more effective in influencing c…
Assessing the Domain Specificity of Deal Proneness
Results of two studies designed to assess the manner in which the deal proneness construct is best conceptualized are presented. On the basis of a review of the sales promotion literature, three alternatives are identified: (1) deal proneness is a general construct that encompasses various deal types (i.e., a single deal proneness construct), (2) deal proneness is a domain-specific construct (e.g., coupon proneness, sale proneness, rebate pronene…
Travel Configuration on Consumer Trip-Chained Store Choice
We predict that in evaluating alternative equidistant trip chains (i.e., the combining of multiple destinations into a single outing), consumers will choose trip chains where destinations are more clustered (i.e., closer to each other) and further from the origin over equidistant trip chains where destinations are less clustered but closer to the origin. This prediction is based on the assumptions of diminishing marginal sensitivity and reference…
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…
Strengthening the Influence of Advertised Reference Prices through Information Priming
The use of advertised reference price promotions, such as "regularly $119.99, sale price $39.99," is ubiquitous in the marketplace. Thirty years of research supports the conclusion that advertised reference prices (e.g., $119.99) exert an influence on consumers' responses to offer prices (e.g., $39.99) via their assimilative influence on consumers' internal reference prices. The present research provides an enriched account of this assimilation p…
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…
Correlates of Price Acceptability
The cognitive tradeoff between price and product quality is used as a basis for hypothesizing interrelationships between two individual difference variables and two price-related responses. Results of a correlational study support the hypothesis of an inverse relationship between price consciousness and product involvement and the hypotheses that price consciousness and product involvement have opposite implications for several price-related cons…
Involvement with the equipment component of sport
The purpose of this paper is to examine the involvement many sports participants have with relevant sports equipment. A structural model is presented which proposes a positive relationship between equipment involvement and recreational commitment. The model also identifies several possible outcomes of equipment involvement such as product spending levels and opinion leadership regarding the equipment. The model is tested using LJSREL analysis for…
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…
The Effect of Semantic Cues on Consumer Perceptions of Reference Price Ads
This article examines the differential effects of two types of semantic cues: (1) cues connoting that an advertised price discount exhibits low consistency over time, and (2) cues connoting that an advertised discount is highly distinctive vis-à-vis competitors. Results suggest that, for manipulations of external reference prices with offering price held constant, semantic cues that connote high distinctiveness are more effective in influencing c…
Price Perceptions and Consumer Shopping Behavior
Seven price-related constructs—five consistent with a perception of price in its “negative role” and two consistent with a perception of price in its “positive role”— are used as independent variables to predict marketplace responses/behaviors in five domains: price search, generic product purchases, price recall, sale responsiveness, and coupon redemption. The price-related constructs explain a significant amount of variance in all five domains,…
Assessing the Domain Specificity of Deal Proneness
Results of two studies designed to assess the manner in which the deal proneness construct is best conceptualized are presented. On the basis of a review of the sales promotion literature, three alternatives are identified: (1) deal proneness is a general construct that encompasses various deal types (i.e., a single deal proneness construct), (2) deal proneness is a domain-specific construct (e.g., coupon proneness, sale proneness, rebate pronene…
Trait Aspects of Vanity
Journal Article Trait Aspects of Vanity: Measurement and Relevance to Consumer Behavior Get access Richard G. Netemeyer, Richard G. Netemeyer Search for other works by this author on: Oxford Academic PubMed Google Scholar Scot Burton, Scot Burton Search for other works by this author on: Oxford Academic PubMed Google Scholar Donald R. Lichtenstein Donald R. Lichtenstein Search for other works by this author on: Oxford Academic PubMed Google Schol…
A Range Theory Account of Price Perception
It is well accepted in the behavioral pricing literature that a consumer's perception of the attractiveness of a market price depends on a comparison of the market price to an internal reference price. The rationale underlying this dynamic has its roots in Adaptation-Level Theory. However, consistent with Range Theory, we postulate that a consumer's assessment of the attractiveness of a market price may also depend on a comparison of the market p…
Travel Configuration on Consumer Trip-Chained Store Choice
We predict that in evaluating alternative equidistant trip chains (i.e., the combining of multiple destinations into a single outing), consumers will choose trip chains where destinations are more clustered (i.e., closer to each other) and further from the origin over equidistant trip chains where destinations are less clustered but closer to the origin. This prediction is based on the assumptions of diminishing marginal sensitivity and reference…
Strengthening the Influence of Advertised Reference Prices through Information Priming
The use of advertised reference price promotions, such as "regularly $119.99, sale price $39.99," is ubiquitous in the marketplace. Thirty years of research supports the conclusion that advertised reference prices (e.g., $119.99) exert an influence on consumers' responses to offer prices (e.g., $39.99) via their assimilative influence on consumers' internal reference prices. The present research provides an enriched account of this assimilation p…
Star Wars
In de Langhe, Fernbach, and Lichtenstein (2016), we argue that consumers trust average user ratings as indicators of objective product performance much more than they should. This simple idea has provoked passionate commentaries from eminent researchers across three subdisciplines of marketing: experimental consumer research, modeling, and qualitative consumer research. Simonson challenges the premise of our research, asking whether objective per…
Navigating by the Stars
This research documents a substantial disconnect between the objective quality information that online user ratings actually convey and the extent to which consumers trust them as indicators of objective quality. Analyses of a data set covering 1272 products across 120 vertically differentiated product categories reveal that average user ratings (1) lack convergence with Consumer Reports scores, the most commonly used measure of objective quality…
Psychology (10 obras) · Consumer Behavior in Brand Consumption and Identification (9 obras) · Consumer Market Behavior and Pricing (9 obras) · Mathematics (7 obras) · Social Psychology (7 obras) · Business (6 obras) · Econometrics (6 obras) · Economics (6 obras) · Computer Science (5 obras) · Marketing (5 obras)