Predictors of intention-purchase correspondence and programmed reinforcement levels of specialty brands
Autor(a) principal: | |
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Data de Publicação: | 2020 |
Outros Autores: | , , |
Tipo de documento: | Artigo |
Idioma: | eng |
Título da fonte: | REMark - Revista Brasileira de Marketing |
Texto Completo: | https://periodicos.uninove.br/remark/article/view/11126 |
Resumo: | Objective: To determine which retail environment and consumer learning history variables influence the fulfillment of purchase plans (intention-purchase correspondence) and purchases of brands with programmed reinforcement levels (utilitarian and informational) in the retail of specialty durable goods.Methods: We conducted a quasi-experimental study, operationalized in a natural environment with 109 purchases made by 99 customers within a retail chain. We used logistic regressions to calculate the probability effects on the dependent variables.Originality/Relevance: The research shows the effects of situational versus consumer dispositional variables on real acquisitions of specialty durable good brands, contrasting with previous research on high frequency purchase product or service brands and/or in simulated purchases. Investigations into the effects on real purchasing behavior in a natural environment have been rare in the research on consumption.Results: The results reveal that only learning history is a predictor for the fulfillment of consumer purchase plans and that, together with the retail environment variables, it influences brand purchases that lead to different programmed reinforcement levels (utilitarian and informational) in the retail of specialty durable goods.Theoretical/methodological contributions: The study used the Behavioral Perspective Model to interpret the phenomenon. This has been useful for explaining consumer dynamics, contextualizing the emitted responses and the possible informational and utilitarian consequences caused by purchases. |
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Predictors of intention-purchase correspondence and programmed reinforcement levels of specialty brandsPreditores da correspondência intenção-compra e dos níveis de reforço programado de marcas de especialidadeProgrammed Reinforcement; Planned Purchase; Intention-Purchase; Behavioral Perspective Model; Durable GoodsReforço Programado; Planejamento de compra; Intenção-Compra; Modelo da Perspectiva Comportamental; Bens duráveisObjective: To determine which retail environment and consumer learning history variables influence the fulfillment of purchase plans (intention-purchase correspondence) and purchases of brands with programmed reinforcement levels (utilitarian and informational) in the retail of specialty durable goods.Methods: We conducted a quasi-experimental study, operationalized in a natural environment with 109 purchases made by 99 customers within a retail chain. We used logistic regressions to calculate the probability effects on the dependent variables.Originality/Relevance: The research shows the effects of situational versus consumer dispositional variables on real acquisitions of specialty durable good brands, contrasting with previous research on high frequency purchase product or service brands and/or in simulated purchases. Investigations into the effects on real purchasing behavior in a natural environment have been rare in the research on consumption.Results: The results reveal that only learning history is a predictor for the fulfillment of consumer purchase plans and that, together with the retail environment variables, it influences brand purchases that lead to different programmed reinforcement levels (utilitarian and informational) in the retail of specialty durable goods.Theoretical/methodological contributions: The study used the Behavioral Perspective Model to interpret the phenomenon. This has been useful for explaining consumer dynamics, contextualizing the emitted responses and the possible informational and utilitarian consequences caused by purchases. Objetivo: Aferir quais variáveis do ambiente do varejo e da história de aprendizagem dos consumidores influenciam a efetividade de planos de compra (correspondência intenção-compra) e as compras de marcas com níveis de reforço programado (utilitário e informativo) no varejo de produtos duráveis de especialidade.Método: Conduzimos uma pesquisa quase-experimental, operacionalizada em ambiente natural com 109 compras realizadas por 99 clientes dentro de uma rede varejista. Utilizamos regressões logísticas para cálculo dos efeitos de probabilidade nas variáveis dependentes.Originalidade/Relevância: A pesquisa mostra os efeitos de variáveis situacionais versus disposicionais do consumidor nas aquisições reais de marcas de produto durável de especialidade, contrastando com pesquisas anteriores de marcas de produtos ou serviços de alta frequência de compra e/ou em compras simuladas. A investigação acerca de efeitos no comportamento de compra real em ambiente natural tem sido rara nas pesquisas em consumo.Resultados: Os resultados revelam que apenas a história de aprendizagem é preditora para efetivar os planos de compra dos consumidores e que ela, em conjunto com as variáveis do ambiente de varejo, influenciam as compras de marcas que levam a diferentes níveis de reforço programado (utilitário e informativo) de produto durável de especialidade.Contribuições teóricas/metodológicas: O estudo utilizou o Modelo da Perspectiva Comportamental para interpretar o fenômeno. Ele tem sido útil para explicar as dinâmicas do consumidor, contextualizando as respostas emitidas e as possíveis consequências informativas e utilitárias propiciadas pelas compras.Universidade Nove de Julho - UninoveAlmeida, Marcos Inácio Severo deCoelho, Ricardo Limongi FrançaPorto, Rafael BarreirosSantos, Jhenyfer Aguiar2020-12-16info:eu-repo/semantics/articleinfo:eu-repo/semantics/publishedVersionAvaliado por ParesPeer-reviewed Articleapplication/pdfhttps://periodicos.uninove.br/remark/article/view/1112610.5585/remark.v19i4.11126ReMark - Revista Brasileira de Marketing; v. 19, n. 4 (2020): (out./dez.); 738-7612177-5184reponame:REMark - Revista Brasileira de Marketinginstname:Universidade Nove de Julho (UNINOVE)instacron:RBMenghttps://periodicos.uninove.br/remark/article/view/11126/8660Direitos autorais 2020 Revista Brasileira de Marketing – Remarkhttps://creativecommons.org/licenses/by-nc-sa/4.0info:eu-repo/semantics/openAccess2021-03-09T20:16:16Zoai:https://periodicos.uninove.br:article/11126Revistahttps://periodicos.uninove.br/remarkPRIhttps://periodicos.uninove.br/remark/oaiclaudiaraac@uol.com.br || admin@revistabrasileiramarketing.org || admin@revistabrasileiramarketing.org2177-51842177-5184opendoar:2021-03-09T20:16:16REMark - Revista Brasileira de Marketing - Universidade Nove de Julho (UNINOVE)false |
dc.title.none.fl_str_mv |
Predictors of intention-purchase correspondence and programmed reinforcement levels of specialty brands Preditores da correspondência intenção-compra e dos níveis de reforço programado de marcas de especialidade |
title |
Predictors of intention-purchase correspondence and programmed reinforcement levels of specialty brands |
spellingShingle |
Predictors of intention-purchase correspondence and programmed reinforcement levels of specialty brands Almeida, Marcos Inácio Severo de Programmed Reinforcement; Planned Purchase; Intention-Purchase; Behavioral Perspective Model; Durable Goods Reforço Programado; Planejamento de compra; Intenção-Compra; Modelo da Perspectiva Comportamental; Bens duráveis |
title_short |
Predictors of intention-purchase correspondence and programmed reinforcement levels of specialty brands |
title_full |
Predictors of intention-purchase correspondence and programmed reinforcement levels of specialty brands |
title_fullStr |
Predictors of intention-purchase correspondence and programmed reinforcement levels of specialty brands |
title_full_unstemmed |
Predictors of intention-purchase correspondence and programmed reinforcement levels of specialty brands |
title_sort |
Predictors of intention-purchase correspondence and programmed reinforcement levels of specialty brands |
author |
Almeida, Marcos Inácio Severo de |
author_facet |
Almeida, Marcos Inácio Severo de Coelho, Ricardo Limongi França Porto, Rafael Barreiros Santos, Jhenyfer Aguiar |
author_role |
author |
author2 |
Coelho, Ricardo Limongi França Porto, Rafael Barreiros Santos, Jhenyfer Aguiar |
author2_role |
author author author |
dc.contributor.none.fl_str_mv |
|
dc.contributor.author.fl_str_mv |
Almeida, Marcos Inácio Severo de Coelho, Ricardo Limongi França Porto, Rafael Barreiros Santos, Jhenyfer Aguiar |
dc.subject.por.fl_str_mv |
Programmed Reinforcement; Planned Purchase; Intention-Purchase; Behavioral Perspective Model; Durable Goods Reforço Programado; Planejamento de compra; Intenção-Compra; Modelo da Perspectiva Comportamental; Bens duráveis |
topic |
Programmed Reinforcement; Planned Purchase; Intention-Purchase; Behavioral Perspective Model; Durable Goods Reforço Programado; Planejamento de compra; Intenção-Compra; Modelo da Perspectiva Comportamental; Bens duráveis |
description |
Objective: To determine which retail environment and consumer learning history variables influence the fulfillment of purchase plans (intention-purchase correspondence) and purchases of brands with programmed reinforcement levels (utilitarian and informational) in the retail of specialty durable goods.Methods: We conducted a quasi-experimental study, operationalized in a natural environment with 109 purchases made by 99 customers within a retail chain. We used logistic regressions to calculate the probability effects on the dependent variables.Originality/Relevance: The research shows the effects of situational versus consumer dispositional variables on real acquisitions of specialty durable good brands, contrasting with previous research on high frequency purchase product or service brands and/or in simulated purchases. Investigations into the effects on real purchasing behavior in a natural environment have been rare in the research on consumption.Results: The results reveal that only learning history is a predictor for the fulfillment of consumer purchase plans and that, together with the retail environment variables, it influences brand purchases that lead to different programmed reinforcement levels (utilitarian and informational) in the retail of specialty durable goods.Theoretical/methodological contributions: The study used the Behavioral Perspective Model to interpret the phenomenon. This has been useful for explaining consumer dynamics, contextualizing the emitted responses and the possible informational and utilitarian consequences caused by purchases. |
publishDate |
2020 |
dc.date.none.fl_str_mv |
2020-12-16 |
dc.type.driver.fl_str_mv |
info:eu-repo/semantics/article info:eu-repo/semantics/publishedVersion Avaliado por Pares Peer-reviewed Article |
format |
article |
status_str |
publishedVersion |
dc.identifier.uri.fl_str_mv |
https://periodicos.uninove.br/remark/article/view/11126 10.5585/remark.v19i4.11126 |
url |
https://periodicos.uninove.br/remark/article/view/11126 |
identifier_str_mv |
10.5585/remark.v19i4.11126 |
dc.language.iso.fl_str_mv |
eng |
language |
eng |
dc.relation.none.fl_str_mv |
https://periodicos.uninove.br/remark/article/view/11126/8660 |
dc.rights.driver.fl_str_mv |
Direitos autorais 2020 Revista Brasileira de Marketing – Remark https://creativecommons.org/licenses/by-nc-sa/4.0 info:eu-repo/semantics/openAccess |
rights_invalid_str_mv |
Direitos autorais 2020 Revista Brasileira de Marketing – Remark https://creativecommons.org/licenses/by-nc-sa/4.0 |
eu_rights_str_mv |
openAccess |
dc.format.none.fl_str_mv |
application/pdf |
dc.publisher.none.fl_str_mv |
Universidade Nove de Julho - Uninove |
publisher.none.fl_str_mv |
Universidade Nove de Julho - Uninove |
dc.source.none.fl_str_mv |
ReMark - Revista Brasileira de Marketing; v. 19, n. 4 (2020): (out./dez.); 738-761 2177-5184 reponame:REMark - Revista Brasileira de Marketing instname:Universidade Nove de Julho (UNINOVE) instacron:RBM |
instname_str |
Universidade Nove de Julho (UNINOVE) |
instacron_str |
RBM |
institution |
RBM |
reponame_str |
REMark - Revista Brasileira de Marketing |
collection |
REMark - Revista Brasileira de Marketing |
repository.name.fl_str_mv |
REMark - Revista Brasileira de Marketing - Universidade Nove de Julho (UNINOVE) |
repository.mail.fl_str_mv |
claudiaraac@uol.com.br || admin@revistabrasileiramarketing.org || admin@revistabrasileiramarketing.org |
_version_ |
1799138641434378240 |