Identification of the order in which households acquire
financial assets has important market segmentation and
sales forecasting strategy implications. Utilizing Guttman
scalogram analysis, this study finds that for ten financial
assets a systematic priority pattern is operative for a large
sample of Canadian households. Results are compared
with those of a similar study carried out in the United
States.
Get full access to this article
View all access options for this article.
References
1.
Brown, D.A., S.F. Buck, and F.G. Pyatt.1965. "Improving the Forecast for Consumer Durables," Journal of Marketing Research , II (August): 229-34.
2.
Clarke, Yvonne and Geoffrey N. Soutar .1982. "Consumer Acquisition Patterns for Durable Goods: Australian Evidence," Journal of Consumer Research, 8 (March): 456-60.
3.
Dickson, Peter R., Robert F. Lusch, and William L. Wilkie .1983. "Consumer Acquisition Priorities for Home Appliances: A Replication and Re-evaluation," Journal of Consumer Research, 9 (March): 432-5.
4.
Green, Bert F.1956. "A Method of Scalogram Analysis Using Summary Statistics ," Psvchometrika, 21, 1 (March). 79-88.
5.
Guttman, Louis1944. "A Basis for Scaling Qualitative Data," American Sociological Review, 9, 139-50.
6.
Guttman, Louis1947. "The Cornell Technique for Scale Intensity and Analysis ," Educational and Psychological Meosurement , 7 (Summer): 247-80.
7.
Hebden, J.J. and J.F. Pickering.1974. "Patterns of Acquisition of Consumer Durables," Oxford Bulletin of Economics and Statistics . 36 (May): 67-94.
8.
Howard, John A. and Jagdish N. Sheth .1969. The Theory of Buyer BehaviorNew York: John Wiley and Sons .
9.
Kasulis, Jack J., Robert F. Lusch, and Edward F. Stafford , Jr.1979. "Consumer Acquisition Patterns for Durable Goods," Journal of Consumer Research , 6 (June): 47-57.
10.
Lee, Betty1983. "Canadians Have Definite Views on Securities Market ," The Globe and Mail (May 9): R1.
11.
Life Insurance Fact Book. 1983. Washington, D.C.: American Council of Life Insurance.
12.
McCarthy, E. Jerome and Stanley J. Shapiro .1983. Basic Marketing , Third Canadian Edition. Homewood, Illinois: Richard D. Irwin, Inc.
13.
McFall, John1969. "Priority Patterns and Consumer Behavior," Journal of Marketing, 33 (October). 50-5.
Menzel, Herbert1953. "A New Coefficient for Scalogram Analysis," Public Opinion Quarterly, 17 (Summer). 268-280.
16.
OECD Economic Surveys 1983-84. United States1984. Pans: Organization for Economic Co-operation and Development .
17.
Paroush, Jacob.1965. "The Order of Acquisition of Consumer Durables ," Econometrica, 33, 1 (January): 225-35.
18.
Pessemier, Edgar A., Albert C. Bemmaor, and Dominique M. Hanssens .1977. "Willingness to Supply Human Body Parts: Some Empirical Results," Journal of Consumer Research, 4 (December): 131-40.
19.
Pickering, J.F.1977. The Acquisition of Consumer DurablesNew York: John Wiley and Sons.
20.
Pyatt, F. Graham (Editor) 1964. Priority Patterns and the Demand for Household Durahle Goods. London : Cambridge University Press.
21.
Stafford, Edward F., Jr., Jack J. Kasulis. and Robert F. Lusch.1982. "Consumer Behavior in Accumulating Household Financial Assets," Journal of Busirress Research, 10 (December): 397-417.
22.
Steiner, Ivan D.1955-6. "Scalogram Analysis as a Tool for Selecting Poll Questions ," Public Opinion Quarterly , 19 (Winter): 279-84.
23.
Stover, Robert E.1958. "The Measurement of a Change in a Uni-dimensional Attitude by Guttman Scale Analysis Techniques," Public Opinion Quarterly, 22 (Summer): 116-22.
24.
Suchman, E.A.1950. "The Scalogram Board Technique for Scale Analysis" and "The Utility of Scalogram Analysis" in Stouffer, et al. Measurement and Prediction, New Jersey: Princeton University Press, 91-171.
