A comparative examination of consumer decision styles in Austria

Abstract

Mental orientations characterising a consumer's approach to making choices -in short, consumer decision styles -have attracted considerable interest from researchers and practitioners for their value in predicting purchasing behaviour. As a result, they play a key role for marketing activities such as market segmentation, positioning, and tailoring marketing strategies. To contribute to an internationally valid and reliable research instrument, this paper tests a well-documented and accepted research instrument, the Consumer Styles Inventory in another country context and, for the first time, with a sample (n ¼ 225) representative of the general population. Results indicate that some dimensions seem to be universal, while national idiosyncrasies emerged as well.

Economic Recession, Job Vulnerability, and Tourism Decision Making: A Qualitative Comparative Analysis

“…The eight aspects investigated dealt with association of price and quality, best-selling brands, purchase at sale prices, product price, value for money, selection of lower-priced products, price-related purchasing risk, and reasonable price perception. Finally, for quality issues, the studies of Sanchez et al (2006) and Sinkovics, Leelapanyalert, and Yamin (2010) were used. The resulting six statements focused on organized quality of product, risk quality on expectations, quality relative to similar products, quality standards and expectations, overall quality purchased, and selection of best quality.…”

“…The study sets out to investigate important attributes that affect tourism decisions, as identified from the relevant literature (Alegre, Mateo, and Pou 2013;Chikweche and Fletcher 2010;Sanchez et al 2006;Sinkovics, Leelapanyalert, and Yamin 2010;Tarnanidis et al 2015;Thrane and Farstad 2011). Thus, all combinations of binary states (meaning their presence or absence) for the following five attributes were evaluated: job vulnerability, disposable income available for tourism, marketing activities, price issues, and quality issues.…”

“…In service research contexts, “tenet” is the term in use for expressing testable precepts of complexity theory, since the adequacy testing for complex configurations in predicting outcome scores does not usually include consistency metrics or statistical hypothesis testing (Wu et al 2014). The study sets out to investigate important attributes that affect tourism decisions, as identified from the relevant literature (Alegre, Mateo, and Pou 2013; Chikweche and Fletcher 2010; Sanchez et al 2006; Sinkovics, Leelapanyalert, and Yamin 2010; Tarnanidis et al 2015; Thrane and Farstad 2011). Thus, all combinations of binary states (meaning their presence or absence) for the following five attributes were evaluated: job vulnerability, disposable income available for tourism, marketing activities, price issues, and quality issues.…”

Validation of Consumer Styles Inventory for consumer decision making styles

“…Because a solid understanding of consumer decision making styles is crucial to marketing efforts (i.e., market segmentation, positioning, and marketing strategies; see, for example, Sinkovics et al ., 2010; Nayeem and Casidy, 2015; Rezaei, 2015), a substantial body of studies has used CSI to extensively investigate consumer decision making styles. This existing literature focused on demographic differences (e.g., gender, age; Bakewell and Mitchell, 2006), product types (Shim and Koh, 1997; Cowart and Goldsmith, 2007), market types (e.g., online or offline markets; Niu, 2013; Wesley et al ., 2006), and retail channels (Lysonski and Durvasula, 2013; Rezaei, 2015).…”

Prescribed consumption and consumers' decision-making styles: a cross-cultural comparison between Europe and Asia

“…To measure decision-making characteristics and profile DMS, a Consumer Styles Inventory (CSI) is developed and further tested (Sproles and Kendall, 1986). A high number of studies use the CSI in various contexts: product involvement (Bauer et al, 2006), distribution channel (Cowart and Goldsmith, 2007;Wesley et al, 2006;Yang and Wu, 2007), age (Shim, 1996), gender (Mitchell and Walsh, 2004;Tai, 2005;Yasin, 2009), family structure (Hanzaee and Lotfizadeh, 2011), or cross-cultural (Bao et al, 2003;Fan and Xiao, 1998;Hafstrom et al, 1992;Hiu et al, 2001;Leng and Botelho, 2010;Leo et al, 2005;Lysonski and Durvasula, 2013;Mishra, 2010;Mitchell and Bates, 1998;Mokhlis, 2009;Sinkovics et al, 2010;Walsh et al, 2001;Zhou et al, 2010). Nevertheless, despite the prescribers' presence in many markets (construction, industry, gastronomy or healthcare), this measuring tool does not integrate sensitivity to shopping prescription as a basic consumption characteristic.…”