کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
---|---|---|---|---|
5034162 | 1471549 | 2016 | 9 صفحه PDF | دانلود رایگان |
- Analysis of attribute cut-off values when making food choices.
- Using online choice experiment on beef steak employing shelf simulations.
- Latent class analysis determines role of involvement in using attribute cut-off values.
- Consumers who are highly involved are more likely to exhibit attribute cut-off values.
- Consumers who are highly involved are less likely to violate their cut-off values.
In order to lower the cognitive burden of decision making, consumers may apply attribute cut-off values to simplify decision strategies. Products with attributes that do not pass the cut-off values are either not being considered by the individual or are greatly discounted. This study provides new evidence on consumers' heterogeneous use of attribute cut-offs with a unique focus on the relationship with consumer involvement, a key component in consumer choice theory. Behavioral data from an online choice experiment on beef steak employing shelf simulations are combined with questions defining respondents' attribute cut-off values and their validated Personal Involvement Inventory (PII). Evidence from the analysis indicates that consumers who are highly involved are more likely to exhibit attribute cut-off values and are less likely to violate their cut-off values. Further investigation using a latent class model identifies several key consumer segments (e.g., a price sensitive group) based on their choice behavior and reveals that the relationship between involvement, cut-off use and cut-off violations is not uniform across consumer segments.
Journal: Journal of Behavioral and Experimental Economics - Volume 65, December 2016, Pages 58-66