The Role of Personal Values in Marketing and Consumer Behavior

Vinson, Donald E.; Scott, Jerome E.; Lamont, Lawrence M.

doi:10.1177/002224297704100215

“…Values, attitudes and behaviours A significant number of researchers suggest that values affect various aspects of consumption behaviours and attitudes (Becker and Connor, 1981;Donthu and Cherian, 1994;Prakash and Munson, 1985;Valencia, 1989;Vinson et al, 1977). Rokeach (1973) referred to value as an enduring belief that a specific mode of conduct or end-state is personally preferable to its opposite or converse mode of conduct or end-state of existence.…”

Section: Theoretical Contextmentioning

confidence: 99%

“…Values account for the selection and maintenance of goals toward which individuals strive, while simultaneously regulating the manner in which this striving takes place (Vinson et al, 1977). Kahle (1983) argues that values are similar to attitudes in that both are adaptation abstractions that emerge continuously from the assimilation, accommodation, organisation, and integration of environmental information in order to promote interchanges with the environment favourable to the preservation of an optimum function.…”

Section: Theoretical Contextmentioning

confidence: 99%

Personal values’ influence on e‐shopping attitude and behaviour

Jayawardhena

¹

2004

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If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information. About Emerald www.emeraldinsight.comEmerald is a global publisher linking research and practice to the benefit of society. The company manages a portfolio of more than 290 journals and over 2,350 books and book series volumes, as well as providing an extensive range of online products and additional customer resources and services.Emerald is both COUNTER 4 and TRANSFER compliant. The organization is a partner of the Committee on Publication Ethics (COPE) and also works with Portico and the LOCKSS initiative for digital archive preservation. AbstractA value-attitude-behaviour model was applied to investigate the roles of personal values in e-shopping consumer behaviour. Structural equation modelling identified that personal values (self-direction values, enjoyment values and self-achievement values) were significantly related to positive attitudes toward e-shopping. Individual attitudes toward e-shopping were a direct predicator of e-shopping behaviour and mediated the relationship between personal values and behaviour. This hierarchical relationship among personal values, attitudes and behaviour may be exploited by e-tailers to position e-shops and provide a persuasive means for e-shoppers to satisfy their needs.

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“…The major limitation in this study is that neither food-related attitudes nor domain-specific values [45] were assessed. Further research will have to tackle these variables because they might mediate, to a considerable extent, the relationships between values and consumption patterns.…”

Section: Discussionmentioning

confidence: 99%

The Influence of Values on Compensatory Eating Behaviour

Grunert¹

1991

British Food Journal

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If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information. About Emerald www.emeraldinsight.comEmerald is a global publisher linking research and practice to the benefit of society. The company manages a portfolio of more than 290 journals and over 2,350 books and book series volumes, as well as providing an extensive range of online products and additional customer resources and services.Emerald is both COUNTER 4 and TRANSFER compliant. The organization is a partner of the Committee on Publication Ethics (COPE) and also works with Portico and the LOCKSS initiative for digital archive preservation.

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“…The means end theory contributes to thought and application in segmentation (Vinson et al, 1997;Gutman, 1982;Valette-Florence and Rapacchi, 1991), product planning (Vinson et al, 1997;Gutman, 1982), product assessment (Valette-Florence and Rapacchi, 1991), new product development (Vriens and Ter Hofstede, 2000), advertising strategy (Vinson et al, 1997;Gutman, 1982;Valette-Florence and Rapacchi,1991), positioning (Vriens and Ter Hofstede, 2000;Gutman, 1984), market analysis (Gutman, 1982), and public policy (Vinson et al, 1997). Zeithaml (1988) used a means end chain in an exploratory investigation relating price, perceived quality, and perceived value.…”

Section: Ijpdlm 371mentioning

confidence: 99%

Functional/dysfunctional supply chain exchanges

Davis‐Sramek

¹

,

Fugate

²

,

Omar

³

2007

International Journal of Physical Distribution &Amp; Logistics Management

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If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information. About Emerald www.emeraldinsight.comEmerald is a global publisher linking research and practice to the benefit of society. The company manages a portfolio of more than 290 journals and over 2,350 books and book series volumes, as well as providing an extensive range of online products and additional customer resources and services.Emerald is both COUNTER 4 and TRANSFER compliant. The organization is a partner of the Committee on Publication Ethics (COPE) and also works with Portico and the LOCKSS initiative for digital archive preservation. AbstractPurpose -The purpose of this paper is to propose a means-end value chain framework to understand two supply chain party's values by presenting a value-matching framework. Design/methodology/approach -Using means end theory, qualitative data from third party logistics (3PL) providers and manufacturers were used to construct means end value hierarchies to demonstrate how values between buyers and sellers can be mismatched. Findings -In comparing the responses from the 3PLs and manufacturers, examples were found of exchange-specific value matches and exchange-specific value mismatches. The analysis showed that the 3PL managers interviewed were seeking to provide the value of being "market-driven" (refers to a reactive business logic, which favors incremental adjustments to changes in the business environment), while the manufacturers desired their 3PLs to be "market-driving" (refers to innovative business logic by providing break-through ideas, practices and processes). Research limitations/implications -This research focuses more attention on an important objective of the marketing concept often overlooked in the business-to-business relationship literature: fulfilling the local firm's needs. This paper extends the use of the MEVHM and expands its applicability beyond understanding the focal firm's values to all exchange parties, including suppliers, third parties and cooperative alignments with competitors. Additionally, this paper contributes to the literature by suggesting that exchange values are a type of value important in achieving functional exchanges, and the concept of "value matching". Practical implications -Applying the MEVHM to both the focal firm and their supply chain exchange party provides a decision analysis tool for the management of exchanges. Additionally, this paper's model can be a guiding mechanism for managers to assist in the exchange party search and selection process. Originality/value -The literature and the qualitative study suggest that the MEVHM could be a useful tool in understanding supply chain partners. However, this should be performed while fulfilling the firm's need (e.g. at a profit). In order for a focal firm to fulfill these needs from a...

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The Role of Personal Values in Marketing and Consumer Behavior

Abstract: Can Personal Values be used to assist marketers in determining consumer choice behavior?

Cited by 363 publications

References 4 publications

Personal values’ influence on e‐shopping attitude and behaviour

Personal values’ influence on e‐shopping attitude and behaviour

The Influence of Values on Compensatory Eating Behaviour

Functional/dysfunctional supply chain exchanges

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