Access the full text.
Sign up today, get DeepDyve free for 14 days.
Loading next page...
/lp/sage/distinguishing-coupon-proneness-from-value-consciousness-an-jFj0k0lmSg
References (59)
-
C. Henderson (1988)
The Interaction of Coupons With Price and Store PromotionsACR North American Advances
-
Buyers' Perceptions of Price: An Update of the Evidence -
B. Cotton, E. Babb (1978)
Consumer Response to Promotional DealsJournal of Marketing, 42
-
Jacob Cohen, P. Cohen, S. West, L. Aiken (1979)
Applied multiple regression/correlation analysis for the behavioral sciences -
W. Massy, R. Frank (1965)
Short Term Price and Dealing Effects in Selected Market SegmentsJournal of Marketing Research, 2
-
S. Raj (1982)
The Effects of Advertising on High and Low Loyalty Consumer SegmentsJournal of Consumer Research, 9
-
C. Henderson (1985)
Modeling the Coupon Redemption DecisionACR North American Advances
-
D. Lichtenstein, W. Bearden (1989)
Contextual Influences on Perceptions of Merchant-Supplied Reference PricesJournal of Consumer Research, 16
-
J. Alba (1983)
The Effects of Product Knowledge on the Comprehension, Retention, and Evaluation of Product InformationACR North American Advances
-
Gilbert Churchill (1979)
A Paradigm for Developing Better Measures of Marketing ConstructsJournal of Marketing Research, 16
-
K. Monroe (1973)
Buyers’ Subjective Perceptions of PriceJournal of Marketing Research, 10
-
(1982)
I generally buy the same brands I have always bought. Brand Loyalty, Behavior -
Noreen Klein, Janet Oglethorpe (1987)
Cognitive Reference Points in Consumer Decision MakingACR North American Advances
-
Peter Bloch, Marsha Richins (1983)
A Theoretical Model for the Study of Product Importance PerceptionsJournal of Marketing, 47
-
(1970)
Some Psychological Aspects of Price," in Pricing Strategy, Bernard -
V. Zeithaml (1988)
Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence:Journal of Marketing, 52
-
P. Raju (1980)
Optimum Stimulation Level: Its Relationship to Personality, Demographics, and Exploratory BehaviorJournal of Consumer Research, 7
-
E. Rosch (1975)
Cognitive reference pointsCognitive Psychology, 7
-
James Anderson, D. Gerbing (1988)
STRUCTURAL EQUATION MODELING IN PRACTICE: A REVIEW AND RECOMMENDED TWO-STEP APPROACHPsychological Bulletin, 103
-
Meryl Gardner (1983)
Advertising Effects on Attributes Recalled and Criteria Used for Brand EvaluationsJournal of Consumer Research, 10
-
Robert Blattberg, Thomas Buesing, Peter Peacock, Subrata Sen (1978)
Identifying the Deal Prone SegmentJournal of Marketing Research, 15
-
C. Narasimhan (1984)
A Price Discrimination Theory of CouponsMarketing Science, 3
-
J. Jacoby, R. Chestnut (1978)
Brand Loyalty: Measurement and Management -
W. Bearden, R. Netemeyer, Jesse Teel (1989)
Measurement of Consumer Susceptibility to Interpersonal InfluenceJournal of Consumer Research, 15
-
R. Bagozzi, L. Phillips (1982)
Representing and testing organizational theories: A holistic construal.Administrative Science Quarterly, 27
-
Terence Shimp, Alican Kavas (1984)
The Theory of Reasoned Action Applied to Coupon UsageJournal of Consumer Research, 11
-
J. Peter (1981)
Construct Validity: A Review of Basic Issues and Marketing PracticesJournal of Marketing Research, 18
-
V. Zeithaml, K. Graham (1983)
The Accuracy of Reported Reference Prices For Professional ServicesACR North American Advances
-
Edward Mcquarrie, J. Munson (1987)
The Zaichkowsky Personal Involvement Inventory: Modification and ExtensionACR North American Advances
-
P. Raju, Manoj Hastak (1980)
Consumer Response to Deals: a Discussion of Theoretical PerspectivesACR North American Advances
-
M. Rothschild, William Gaidis (1981)
Behavioral Learning Theory: Its Relevance to Marketing and PromotionsJournal of Marketing, 45
-
R. Thaler (1983)
Transaction Utility TheoryACR North American Advances
-
E. Hackleman, Jacob Duker (1980)
Deal proneness and heavy usage: Merging two market segmentation criteriaJournal of the Academy of Marketing Science, 8
-
J. Dodson, Alice Tybout, B. Sternthal (1978)
Impact of Deals and Deal Retraction on Brand SwitchingJournal of Marketing Research, 15
-
E. Tauber (1972)
Why Do People ShopJournal of Marketing, 36
-
(1983)
LISREL: Analysis of Linear Structural Relationships by the Method of Maximum Likelihood, Version VI. Chicago: National Education Resources -
M. Brucks (1985)
The Effects of Product Class Knowledge on Information Search BehaviorJournal of Consumer Research, 12
-
C. Fornell, D. Larcker (1981)
Evaluating structural equation models with unobservable variables and measurement error.Journal of Marketing Research, 18
-
R. Saxe, Barton Weitz (1982)
The SOCO Scale: A measure of the customer orientation of salespeople.Journal of Marketing Research, 19
-
D. Montgomery (1971)
Consumer Characteristics Associated with Dealing: An Empirical ExampleJournal of Marketing Research, 8
-
A. Gabor, C. Granger (1961)
On the Price Consciousness of ConsumersJournal of The Royal Statistical Society Series C-applied Statistics, 10
-
E. Tauber (1972)
Marketing Notes and Communications: Why Do People Shop?Journal of Marketing, 36
-
J. Bettman (1979)
An information processing theory of consumer choiceJournal of Marketing, 43
-
D. Curry, David Faulds (1986)
Indexing product quality: Issues, theory, and results.Journal of Consumer Research, 13
-
J. Zaichkowsky (1985)
Measuring the Involvement ConstructJournal of Consumer Research, 12
-
F. Webster (1965)
The “Deal-Prone” ConsumerJournal of Marketing Research, 2
-
R. Winer (1986)
A reference price model of brand choice for frequently purchased products.Journal of Consumer Research, 13
-
B. Cotton, E. Babb (1978)
Consumer Response to Promotional Deals: How it varies according to product, household, and type of deal; a case study in the Dairy Products Industry.Journal of Marketing, 42
-
R. Schindler, S. Rothaus (1985)
An Experimental technique For Exploring the Psychological Mechanisms of the Effects of Price PromotionsACR North American Advances
-
S. Raj (1985)
Striking a Balance between Brand “Popularity” and Brand LoyaltyJournal of Marketing, 49
-
William Darden, R. Bagozzi (1980)
Causal Models in MarketingJournal of Marketing Research, 18
-
(1984)
Psychological Perspective on Consumer Response to Sales Promotion -
(1970)
The Influence of Price on the Consumer's Evaluation of Products and Purchases," in Pricing -
(1982)
When buying toothpaste, what percent of the time do you purchase the same brand? Brand Loyalty, Detergent (Raj 1982} When buying laundry detergent -
(1973)
Measuring the Impact of Promotional Offers: An Analytic Approach," in Increasing Marketing Productivity and Conceptual and Methodological Foundations of Marketing -
(1982)
In buying within a given product category, what percent of the time do you purchase the same brand? Brand Loyalty, Toothpaste -
Linda Price, L. Feick, Audrey Guskey-Federouch (1988)
Couponing Behaviors of the Market Maven: Profile of a Super CouponerACR North American Advances
-
V. Zeithaml (1984)
Issues in Conceptualizing and Measuring Consumer Response to PriceACR North American Advances
-
Barwise) Legal Developments in Marketing Marketing Literature Review Book Reviews To order REPRINTS, contact the Reprint Department
- Publisher
- SAGE
- Copyright
- © 1990 American Marketing Association
- ISSN
- 0022-2429
- eISSN
- 1547-7185
- DOI
- 10.1177/002224299005400305
- Publisher site
- See Article on Publisher Site
Abstract
Previous research on coupon proneness has measured the construct only in behavioral terms (i.e., consumers who are more responsive to coupon promotions are coupon prone). On the basis of the study premise that at least one other psychological construct, value consciousness, underlies the behavior of redeeming coupons, the authors argue that coupon proneness should be conceptualized and measured at a psychological level and treated as one construct that affects coupon-responsive behavior rather than as isomorphic with the behavior. They offer conceptual definitions of both coupon proneness and value consciousness and make a theoretical distinction based on acquisition-transaction utility theory. Eight hypotheses that reflect theoretical differences between the two constructs are proposed and tested. Results support the study premise that coupon-responsive behavior is a manifestation of both value consciousness and coupon proneness.
Journal
Journal of Marketing – SAGE
Published: Jul 1, 1990