How Enduring and Situational Involvement Combine to Create Involvement Responses

Richins, Marsha L.; Bloch, Peter; McQuarrie, Edward F.

doi:10.1207/s15327663jcp0102_03

Cited by 47 publications

(62 citation statements)

References 10 publications

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“…Since all other scales were of Likert type, we were concerned that respondents would simply regard the items for involvement as all referring to the scale on a continuum between 'strongly disagree' and 'strongly agree.' First, situational involvement was defined as the consumer's temporary perception of product importance that accompanies a particular purchase situation based on the consumer's desire to meet extrinsic goals deriving from the purchase and/or usage of the product (Bloch & Richins, 1983;Richins et al, 1992). In this study, the scale of situational product involvement is based on Zaichkowsky (1994) and consists of seven key items, including "important," "excited," "interesting," "needed," "means a lot," "uninvolving," and "fascinating."…”

Section: Methodsmentioning

confidence: 99%

“…This situationally involved consumer would be much worried that the new necklace ordered might not perform to his expectations, until he finally receives and tests it out. As Richins, Bloch, and McQuarrie (1992) suggest, when a product is important to a consumer, the stakes associated with its purchase increase. Thus, the consumer may fear that the necklace product might be defective, be visually unattractive, or not be genuine.…”

Section: H1mentioning

confidence: 99%

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Understanding the consumer's online merchant selection process: The roles of product involvement, perceived risk, and trust expectation

Hong

2015

International Journal of Information Management

231

119

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Section: Methodsmentioning

confidence: 99%

Section: H1mentioning

confidence: 99%

Understanding the consumer's online merchant selection process: The roles of product involvement, perceived risk, and trust expectation

Hong

2015

International Journal of Information Management

231

119

View full text Add to dashboard Cite

“…The two items (e.g., "If I were to purchase GM food I would first obtain substantial information about particular types of GM food products") measuring the consumer's propensity to search for information were taken from Richins, Bloch, and McQuarrie (1992) and measured with a 7-point Likert-type scale.…”

Section: Propensity To Search For Information On Gm Foodmentioning

confidence: 99%

The effect of knowledge types on consumer‐perceived risk and adoption of genetically modified foods

Klerck¹,

Sweeney

2007

Psychology and Marketing

219

185

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Scientists have asserted that genetically modified (GM) food offers financial, environmental, health, and quality benefits to society, but the realization of such benefits depends on consumer acceptance of this new technology. Consumer concerns about GM food raise questions about what consumers know about GM food and to what extent this knowledge translates into their evaluations of GM products. The present research empirically examines the effect of both objective and subjective knowledge on perceived risk and, in turn, key consumer behaviors associated with GM food. The results reveal that objective knowledge about GM food significantly reduces performance and psychological risks, whereas subjective knowledge influences only physical risk, and the valence of that impact depends on the level of the consumer's objective knowledge. Furthermore, different risk types enhance consumers' information search and reduce their propensity to buy GM food. The overall findings thus suggest the need for cooperation among government, scientific institutions, and the food industry to foster effective communication strategies that increase consumers' objective knowledge, reduce their risk perceptions, and encourage consumer adoptions of GM technology.

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“…This type of involvement arises as a result of ongoing interest with behavior or products and its association with the consumer's self-concept, ego and values (Richins and Bloch, 1986). Enduring involvement is considered to be a stable trait (Richins et al, 1992) and is often contrasted with situational involvement, which rather relates to temporary feelings of involvement. We decided to focus on this part of involvement, as it is more related to how people are and not so much to how they feel in a particular situation.…”

Section: H1mentioning

confidence: 99%

Self-persuasion as marketing technique: the role of consumers’ involvement

Bernritter

Ooijen

Müller

2017

European Journal of Marketing

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Purpose -This paper aims to demonstrate that self-persuasion can be used as a marketing technique to increase consumers' generosity and that the efficacy of this approach is dependent on consumers' involvement with target behavior.Design/methodology/approach -An experimental field-study was conducted to investigate the effects of self-persuasion versus direct persuasion attempts versus no persuasion attempts on consumers' tipping behavior in a lunchroom. Additionally, in a lab experiment, the moderating role of involvement on self-persuasion versus direct persuasion was tested.Findings -The results reveal that self-persuasion is more effective than direct persuasion attempts or no persuasive messages in increasing consumers' generosity. This is moderated by consumers' involvement with the target behavior. For consumers with high involvement, self-persuasion is more effective than direct persuasion, while no differences were found for consumers with moderate or low involvement.Practical implications -The scope of self-persuasion is not limited to the inhibition of undesired behavior, but it also extends to the facilitation of desired behavior, which considerably broadens the scope of this technique. Self-persuasion might be used as a marketing technique to influence consumers' purchase behavior. This might be particularly viable in situations in which consumers feel high involvement with products or behavior.Originality/value -Recently, research in health psychology demonstrated that self-persuasion is a very effective way of inhibiting undesired, addictive behavior and being more successful than direct persuasion. Yet, insufficient knowledge is available about the efficacy of self-persuasion with regard to promoting other

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How Enduring and Situational Involvement Combine to Create Involvement Responses

Cited by 47 publications

References 10 publications

Understanding the consumer's online merchant selection process: The roles of product involvement, perceived risk, and trust expectation

Understanding the consumer's online merchant selection process: The roles of product involvement, perceived risk, and trust expectation

The effect of knowledge types on consumer‐perceived risk and adoption of genetically modified foods

Self-persuasion as marketing technique: the role of consumers’ involvement

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