Skip to main content
Fachgebiete
Automobil + Motoren Bauwesen + Immobilien Business IT + Informatik Elektrotechnik + Elektronik Energie + Nachhaltigkeit Finance + Banking Management + Führung Marketing + Vertrieb Maschinenbau + Werkstoffe Versicherung + Risiko
DE
EN
Bücher
Zeitschriften
Themenseiten
Organisationspsychologie Projektmanagement Marketing Smart Manufacturing
Weitere Formate
Podcasts Webinare Technik Webinare Wirtschaft Kongresse Veranstaltungskalender Awards
Jetzt Einzelzugang starten
Zugang für Unternehmen
Referenzkunden
SLX-Digitalkonferenz: Zukunftswerkstatt 2024

Mehr Umsatz mit Top-Kontakten

Am 7. Mai erfahren Sie, wie Vertriebsteams Leadgenerierung, Leadnurturing und Leadstrategien effizient steuern können.
Erweiterte Suche
Anmelden
nach oben
Review of Managerial Science
Erschienen in: Review of Managerial Science 3/2017

05.07.2016 | Original Paper

Assessing perceived value: moderating effects of susceptibility to brand prestige and susceptibility to normative influence

Erschienen in: Review of Managerial Science | Ausgabe 3/2017

Einloggen

Aktivieren Sie unsere intelligente Suche, um passende Fachinhalte oder Patente zu finden.

search-config
loading …

Abstract

Concerns about individuals’ susceptibility to brand prestige and their social implications of consumption often affect consumer behavior. To clarify such concerns in depth, this study assesses the relationship between brand credibility and perceived value by simultaneously examining the main effects and moderating effects of both susceptibility to brand prestige and susceptibility to normative influence. Empirical testing using a survey of 336 smartphone users from the high-tech and banking industries confirms most of the hypothesized effects in this study. Finally, based on its findings, this study discusses managerial implications as well as research limitations.
Vorheriger Artikel Drivers of internationalization success: a conjoint choice experiment on German SME managers

Sie haben noch keine Lizenz? Dann Informieren Sie sich jetzt über unsere Produkte:

Springer Professional "Wirtschaft+Technik"

Online-Abonnement

Mit Springer Professional "Wirtschaft+Technik" erhalten Sie Zugriff auf:

  • über 102.000 Bücher
  • über 537 Zeitschriften

aus folgenden Fachgebieten:

  • Automobil + Motoren
  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Elektrotechnik + Elektronik
  • Energie + Nachhaltigkeit
  • Finance + Banking
  • Management + Führung
  • Marketing + Vertrieb
  • Maschinenbau + Werkstoffe
  • Versicherung + Risiko

Jetzt Wissensvorsprung sichern!

Jetzt informieren

Springer Professional "Wirtschaft"

Online-Abonnement

Mit Springer Professional "Wirtschaft" erhalten Sie Zugriff auf:

  • über 67.000 Bücher
  • über 340 Zeitschriften

aus folgenden Fachgebieten:

  • Bauwesen + Immobilien
  • Business IT + Informatik
  • Finance + Banking
  • Management + Führung
  • Marketing + Vertrieb
  • Versicherung + Risiko




Jetzt Wissensvorsprung sichern!

Jetzt informieren
Anhänge
Nur mit Berechtigung zugänglich
Literatur
Ahuvia AC, Lacobucci D, Thompson CJ (2005) Beyond the extended self: loved objects and consumers identity narratives. J Consum Res 32(1):171–184CrossRef
Aldas-Manzano J, Ruiz-Mafe C, Sanz-Blas S, Lassala-Navarré C (2011) Internet banking loyalty: evaluating the role of trust, satisfaction, perceived risk and frequency of use. Serv Ind J 31(7):1165–1190CrossRef
Anderson JC, Gerbing DW (1988) Structural equation modeling in practice: a review and recommended two-step approach. Psychol Bull 103(3):411–423CrossRef
Baek TH, Kim J, Yu JH (2010) The differential roles of brand credibility and brand prestige in consumer brand choice. Psychol Mark 27(7):662–678CrossRef
Bal PM, De Lange AH, Ybema JF, Jansen PGW, Van der Velde MEG (2011) Age and trust as moderators in the relation between procedural justice and turnover: a large-scale longitudinal study. Appl Psychol Int Rev 60(1):66–86CrossRef
Bearden WO, Netemeyer RG, Teel JE (1989) Measurement of consumer susceptibility to interpersonal influence. J Consum Res 15(4):473–481CrossRef
Bentler PM, Bonett DG (1980) Significance tests and goodness-of-fit in the analysis of covariance structures. Psychol Bull 88(3):588–606CrossRef
Berger LK, Otto-Salaj LL, Stoffel VC, Hernandez-Meier J, Gromoske AN (2009) Barriers and facilitators of transferring research to practice: an exploratory case study of motivational interviewing. J Soc Work Pract Addict 9(2):145–162CrossRef
Bhattacherjee A, Lin CP (2015) A unified model of IT continuance: three complementary perspectives and crossover effects. Eur J Info Syst 24(4):364–373CrossRef
Bjerke R, Polegato R (2006) How well do advertising images of health and beauty travel across cultures? a self-concept perspective. Psychol Mark 23(10):865–884CrossRef
Caffiau S, Girard P, Scapin DL, Guittet L, Sanou L (2008) Assessment of object use for task modeling. In: Forbrig P, Paternò F (eds) Engineering interactive systems. Springer, Berlin, pp 14–28
Campbell-Meiklejohn DK, Bach DR, Roepstorff A, Dolan RJ, Frith CD (2010) How the opinion of others affects our valuation of objects. Curr Biol 20(13):1165–1170CrossRef
Chang S, van Witteloostuijn A, Eden L (2010) From the editors: common method variance in international business research. J Int Bus Stud 41(2):178–184CrossRef
Chen ML, Lin CP (2013) Assessing the effects of cultural intelligence on team knowledge sharing from a socio-cognitive perspective. Hum Resour Manag 52(5):675–695CrossRef
Chen ML, Lin CP (2014) Modeling perceived corporate citizenship and psychological contracts: a mediating mechanism of perceived job self-efficacy. Eur J Work Organ Psychol 23(2):231–247CrossRef
Chen C-A, Lee H-L, Yang Y-H, Lee M-H (2013) Develop Taiwan’s nation brand with a cultural perspective. Chiao Da Manag Rev 33(2):181–207
Cialdini RB, Goldstein NJ (2004) Social influence: compliance and conformity. Annu Rev Psychol 55:591–621CrossRef
Clark RA, Zboja JJ, Goldsmith RE (2007) Status consumption and role-relaxed consumption: a tale of two retail consumers. J Retail Consum Serv 14(1):45–59CrossRef
Dholakia UM, Bagozzi RP, Pearo LK (2004) A social influence model of consumer participation in network-and small-group-based virtual communities. Int J Res Mark 21(3):241–263CrossRef
Ekinci Y, Riley M (2003) An investigation of self-concept: actual and ideal self-congruence compared in the context of service evaluation. J Retail Consum Serv 10(4):201–214CrossRef
Erdem T, Swait J (1998) Brand equity as a signaling phenomenon. J Consum Psychol 7(2):131–157CrossRef
Erdem T, Swait J (2004) Brand credibility, brand consideration, and brand choice. J Consum Res 31(1):191–198CrossRef
Erdogmus I, Büdeyri-Turan I (2012) The role of personality congruence, perceived quality and prestige on ready-to-wear brand loyalty. J Fash Mark Manag 16(4):399–417CrossRef
Ethier KA, Deaux K (1994) Negotiating social identity when contexts change: maintaining identification and responding to threat. J Pers Soc Psychol 67(2):243–251CrossRef
Fornell C, Larcker DF (1981) Evaluating structural equation models with unobservable variables and measurement error. J Mark Res 18(1):39–50CrossRef
Gong G, Keller W (2003) Convergence and polarization in global income levels: a review of recent results on the role of international technology diffusion. Res Policy 32(6):1055–1079CrossRef
Gopinath M, Nyer PU (2009) The effect of public commitment on resistance to persuasion: the influence of attitude certainty, issue importance, susceptibility to normative influence, preference for consistency and source proximity. Int J Res Mark 26(1):60–68CrossRef
Govers PCM, Schoormans JPL (2005) Product personality and its influence on consumer preference. J Consum Mark 22(4/5):189–197CrossRef
Ha S, Im H (2012) Identifying the role of self-congruence on shopping behavior in the context of U.S. shopping malls. Cloth Text Res J 30(2):87–101CrossRef
Hogg MK, Banister EN (2001) Dislikes, distastes and the undesired self: conceptualizing and exploring the role of the undesired end state in consumer experience. J Mark Manag 17(1/2):73–104CrossRef
Holligan C, Deuchar R (2011) Contested urban spaces: exploring the analytics of young persons’ experiences of living in Glasgow’s deprived zones. Pastor Care Educ 29(2):67–82CrossRef
Hsu F-M, Fan C-T, Chen T-Y, Wang S (2013) Exploring perceived value and usage of information systems in government context. Chiao Da Manag Rev 33(2):75–104
Hudek-Knežević J, Kardum I (2000) The effects of dispositional and situational coping, perceived social support, and cognitive appraisal on immediate outcome. Eur J Psychol Assess 16(3):190–201CrossRef
Hunt SD, Morgan RM (1994) Organizational commitment: one of many commitments or key mediating construct? Acad Manag J 37(6):1568–1587CrossRef
Jansen BJ, Zhang M, Sobel K, Chowdury A (2009) Micro-blogging as online word of mouth branding. In: Proceedings of the 27th international conference extended abstracts on human factors in computing systems. ACM, Boston, pp 3859–3864. doi:10.​1145/​1520340.​1520584
Kim SH (2008) Moderating effects of job relevance and experience on mobile wireless technology acceptance: adoption of a smartphone by individuals. Inf Manag 45(6):387–393CrossRef
Klein B, Leffler KB (1981) The role of market forces in assuring contractual performance. J Polit Econ 89(4):615–641CrossRef
Kotler P, Pfoertsch W (2007) Being known or being one of many: the need for brand management for business-to-business (B2B) companies. J Bus Ind Mark 22(6):357–362CrossRef
Kuenzel S, Halliday SV (2010) The chain of effects from reputation and brand personality congruence to brand loyalty: the role of brand identification. J Target Meas Anal Mark 18(3/4):167–176CrossRef
Lam SK, Ahearne M, Hu Y, Schillewaert N (2010) Resistance to brand switching when a radically new brand is introduced: a social identity theory perspective. J Mark 74(6):128–146CrossRef
Lee YK, Chang CT, Lin Y, Cheng ZH (2014) The dark side of smartphone usage: psychological traits, compulsive behavior and technostress. Comput Hum Behav 31:373–383CrossRef
Leischnig A, Geigenmüller A, Enke M (2012) Brands you can rely on!: an empirical investigation of brand credibility in services. Schmalenbach Bus Rev 64:44–58
Lin CP (2010) Learning virtual community loyalty behavior from a perspective of social cognitive theory. Int J Hum Comput Interact 26(4):345–360CrossRef
Lin CP, Bhattacherjee A (2009) Understanding online social support and its antecedents: a socio-cognitive model. Soc Sci J 46(4):724–737CrossRef
Lin CP, Tsai YH, Wang YJ, Chiu CK (2011) Modeling IT relationship quality and its determinants: a potential perspective of network externalities in e-service. Technol Forecast Soc Chang 78(1):171–184CrossRef
Liu HY (2011) 2011 Smartphone use and user behavior in Taiwan. Ministry of Economic Affairs, Taipei (in Chinese)
Liu C-C, Chen S-Y, Liao C-H (2015) The relationships among emotional capital, job satisfaction and organizational citizenship behavior: a cross-level analysis. Chiao Da Manag Rev 35(1):1–24
Louis W, Davies S, Smith J, Terry D (2007) Pizza and pop and the student identity: the role of referent group norms in healthy and unhealthy eating. J Soc Psychol 147(1):57–74CrossRef
Luo L-M, Yang PY, Lee SHT, Tsai W-P (2014) The real-option value contained in consumers’ initial purchase. Chiao Da Manag Rev 34(2):27–49
Mackie DM (1986) Social identification effects in group polarization. J Pers Soc Psychol 50(4):720–728CrossRef
Netemeyer RG, Bearden WO, Teel JE (1992) Consumer susceptibility to interpersonal influence and attributional sensitivity. Psychol Mark 9(5):379–394CrossRef
Nysveen H, Pedersen PE, Thorbjørnsen H (2005) Explaining intention to use mobile chat services: moderating effects of gender. J Consum Mark 22(5):247–256CrossRef
Onkvisit S, Shaw J (1987) Self-concept and image congruence: some research and managerial implications. J Consum Mark 4(1):13–23CrossRef
Orth U, Kahle L (2008) Intrapersonal variation in consumer susceptibility to normative influence: toward a better understanding of brand choice decisions. J Soc Psychol 148(4):423–448CrossRef
Patterson PG, Spreng RA (1997) Modelling the relationship between perceived value, satisfaction and repurchase intentions in a business-to-business, services context: an empirical examination. Int J Serv Ind Manag 8(5):414–434CrossRef
Petty MM, Singleton B, Connell DW (1992) An experimental evaluation of an organization incentive plan in the electric utility industry. J Appl Psychol 77(4):427–436CrossRef
Podsakoff PM, MacKenzie SB, Lee J-Y, Podsakoff NP (2003) Common method biases in behavior research: a critical review of the literature and recommended remedies. J Appl Psychol 88(5):879–903CrossRef
Ratner RK, Kahn BE (2002) The impact of private versus public consumption on variety-seeking behavior. J Consum Res 29(2):246–257CrossRef
Roberts JH, Urban GL (1988) Modeling multiattribute utility, risk and belief dynamics for new consumer durable brand choice. Manag Sci 34(2):167–185CrossRef
Sanford C, Oh H (2010) The role of user resistance in the adoption of a mobile data service. Cyberpsychol Behav Soc Netw 13(6):663–672CrossRef
Scheinberg AM, Gibson W, Hughes D, Miles A, Murphy P, Noronha J (2005) Survey of paediatric case management practices in Australia for children and young people with acquired brain injury. Child Care Health Dev 31(6):679–684CrossRef
Schmitt BH, Schultz CJ (1995) Situational effects on brand preferences for image products. Psychol Mark 12(5):433–446CrossRef
Sen S, Gürhan-Canli Z, Morwitz V (2001) Withholding consumption: a social dilemma perspective on consumer boycotts. J Consum Res 28(3):399–417CrossRef
Shyu SH-P (2014) Establishing a value-creation model on mergers and acquisitions: an integrated strategy approach. Chiao Da Manag Rev 34(1):117–139
Sirgy MJ (1982) Self-concept in consumer behavior: a critical review. J Consum Res 9(3):287–300CrossRef
Sirgy MJ, Su C (2000) Destination image, self-congruity and travel behaviour: toward an integrative model. J Travel Res 38(2):340–352CrossRef
Spry A, Pappu R, Cornwell TB (2011) Celebrity endorsement, brand credibility and brand equity. Eur J Mark 45(6):882–909CrossRef
Srivastava A, Adams JW (2013) Core self-evaluations and work satisfaction: further examination of linkages. Int J Bus Strategy 13(1):69–78CrossRef
Steenkamp J-BEM (2001) The role of national culture in international marketing research. Int Mark Rev 18(1):30–44CrossRef
Stern BB (2006) What does brand mean? historical-analysis method and construct definition. J Acad Mark Sci 34(2):216–223CrossRef
Stroud D (2008) Social networking: an age-neutral commodity—social networking becomes a mature web application. J Direct Data Digit Mark Pract 9(3):278–292CrossRef
Sweeney J, Swait J (2008) The effects of brand credibility on customer loyalty. J Retail Consum Serv 15(3):179–193CrossRef
Tai Y-H, Wang W-Y, Chang Y-H (2012) Product-mix decision integrated with ABC for better profitability management: the case of communications equipment firm in Taiwan. Chiao Da Manag Rev 32(2):37–76
Tajfel H, Turner JC (1979) The social identity theory of intergroup behavior. In: Worchel S, Austin WG (eds) Psychology of intergroup relations. Nelson-Hall, Chicago, pp 33–47
Tsai C-C, Ho C-C (2013) The study on brand personality of automobile advertisements and the communication of brand personality. Chiao Da Manag Rev 33(2):139–180
Tsai YH, Joe SW, Lin CP, Wang RT (2014) Modeling job pursuit intention: moderating mechanisms of socio-environmental consciousness. J Bus Ethics 125(2):287–298CrossRef
Turel O, Serenko A, Bontis N (2007) User acceptance of wireless short messaging services: deconstructing perceived value. Inf Manag 44(1):63–73CrossRef
Turner CS, Holman RH (1980) A sociological approach to brand choice: the concept of situational elf image. Adv Consum Res 7:610–614
Ulaga W, Eggert A (2006) Relationship value and relationship quality: broadening the nomological network of business-to-business relationships. Eur J Mark 40(3/4):311–327CrossRef
Vocino A (2005) A brand credibility perspective on store names. In: 34th EMAC conference: rejuvenating marketing: contamination, innovation, integration, Milan
Wattanasuwan K (2005) The self and symbolic consumption. J Am Acad Bus 6(1):179–184
White KM, Terry DJ, Hogg MA (2002) Improving attitude-behavior correspondence through exposure to normative support from a salient ingroup. Basic Appl Soc Psychol 24(2):91–103CrossRef
Yang C, Trappey CV (2012) Using trust and willingness to influence the spread of electronic word-of-mouth. Chiao Da Manag Rev 32(2):105–134
Yang P-Y, Wang J-H, Ruan W-Y (2013) Service innovation strategies in financial service industry: the perspective of reverse product cycle and innovation type. Chiao Da Manag Rev 33(2):31–74
Yeh C-W (2012) The study of the relationship among service climate, goal orientation, affective professional commitment and service performance. Chiao Da Manag Rev 32(2):171–205
Yim CKB, Chan KW, Hung K (2007) Multiple reference effects in service evaluations: roles of alternative attractiveness and self-image congruity. J Retail 83(1):147–157CrossRef
Zeithaml VA (1988) Consumer perceptions of price, quality, and value: a means-end model and synthesis of evidence. J Mark 52(3):2–22CrossRef
Metadaten
Titel
Assessing perceived value: moderating effects of susceptibility to brand prestige and susceptibility to normative influence
Publikationsdatum
05.07.2016
Erschienen in
Review of Managerial Science / Ausgabe 3/2017
Print ISSN: 1863-6683
Elektronische ISSN: 1863-6691
DOI
https://doi.org/10.1007/s11846-016-0203-2

Weitere Artikel der Ausgabe 3/2017

Review of Managerial Science 3/2017 Zur Ausgabe

Original Paper

Understanding the links among innovation performance, market performance and financial performance

Original Paper

Corporate and managerial characteristics as drivers of social responsibility disclosure by state-owned enterprises

Original Paper

Hold or sell? How capital gains taxation affects holding decisions

Original Paper

Firm-bank trusting relationship and discouraged borrowers

Original Paper

Drivers of internationalization success: a conjoint choice experiment on German SME managers

Original Paper

Is a powerful rival a right partner?