Consideration-set formation and the direct and indirect consequences of consideration-set size on switching behavior in automobile markets provide the focus for this model development and testing effort. Empirical support is provided for a model revealing that consideration sets, formed as a consequence of prior experience, product knowledge, and satisfaction, play a substantial role in a consumer `s decision to switch or repurchase the same brand acquired on the previous purchase occasion. Consideration sets are shown to affect the switching decision both directly and indirectly (by motivating retailer search activities).
Get full access to this article
View all access options for this article.
References
1.
Anderson, James C.
and David W. Gerbing. 1988. "Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach."Psychological Bulletin103 (May): 411-423.
2.
Beatty, Sharon E.
and Scott M. Smith. 1987. "External Search Effort: An Investigation across Several Product Categories."Journal of Consumer Research14 (June): 83-95.
3.
Brucks, Merrie
. 1985. "The Effects of Product Class Knowledge on Information Search Behavior."Journal of Consumer Research7 (June): 1-16.
4.
Fast, Janet
, Richard Vosburgh, and William Frisbee. 1989. "The Effects of Consumer Education on Search."Journal of Consumer Affairs23 (Summer): 65-90.
5.
Fiske, Susan T.
and Mark A. Pavelchak. 1986. "Category-based versus Piecemeal-based Affective Responses: Developments in Schema-Triggered Affect." In Handbook of Motivation and Cognition. Ed. Richard M. Sorrentino and E. Tory Higgins.New York: Guilford, 167-203.
6.
Fornell, Claes
and Donald F. Larcker. 1981. "Evaluating Structural Equation Models with Unobservable Variables and Measurement Error."Journal of Marketing Research18 (February): 39-50.
7.
Furse, David H.
, Girish N. Punj, and David W. Stewart. 1984. "A Typology of Individual Search Strategies among Purchasers of New Automobiles."Journal of Consumer Research10 (March): 417-431.
8.
Gensch, Dennis
. 1987. "A Two-stage Disaggregate Attribute Choice Model."Marketing Science6 (Summer): 223-240.
9.
Jacoby, Jacob
and Leon Kaplan. 1972. "The Components of Perceived Risk." In Advances in Consumer Research. Vol. 3. Ed. M. Venkatesan.Chicago, IL: Association for Consumer Research, 283-383.
10.
Jöhnson
, Eric J. and J. Edward Russo. 1984. "Product Familiarity and Learning New Information."Journal of Consumer Research11 (June): 542-550.
11.
Jöreskog, Karl G.
and Dag Sorbom. 1990. SPSSLISREL VII and PRELIS, Users Guide and Reference. Chicago, IL: SPSS.
12.
Kardes, Frank R.
, Gurumurthy Kalyanaram, Murali Chankrashekaran, and Ronald J. Dornoff. 1993. "Brand Retrieval Consideration Set Composition, Consumer Choice, and the Pioneering Advantage."Journal of Consumer Research20 (June): 62-75.
13.
LaTour, Stephen
and Nancy Peat. 1979. "Conceptual and Methodological Issues in Satisfaction Research." In Advances in Consumer Research. Vol. 6. Ed. William L. Wilkie.Miami, FL: Association for Consumer Research.
14.
Nedungadi, Prakash
. 1990. "Recall and Consumer Consideration Sets: Influencing Choice without Altering Brand Evaluations."Journal of Consumer Research17 (December): 263-276.
15.
Nedungadi, Prakash
and Vinay Kanetkar. 1992. "Incorporating Consideration Sets into Models of Brand Choice." In Advances in Consumer Research. Vol. 19. Ed. John F. Sherry and Brian Sternthal.Provo, UT: Association for Consumer Research, 251-252.
16.
Peter, J. Paul
and Jerry C. Olson. 1990. Consumer Behavior and Marketing Strategy. Second Edition.Homewood, IL: Irwin.
17.
Punj, Girish
and Richard Staelin. 1983. "A Model of Consumer Information Search Behavior for New Automobiles."Journal of Consumer Research9 (March): 366-380.
18.
Richins, Marsha L.
and Peter H. Bloch. 1991. "Post-purchase Product Satisfaction: Incorporating the Effects of Involvement and Time."Journal of Business Research23 (September): 145-158.
19.
Shocker, Allan D.
, Moshe Ben-Akiva, Bruno Boccara, and Prakash Nedungadi. 1991. "Consideration Set Influences on Customer Decision-Making and Choice: Issues, Models and Suggestions."Marketing Letters2 (August): 181-198.
20.
Simon, Herbert
. 1979. Models of Thought. New Haven, CT: Yale University Press.
21.
Srinivasan, Narasimhan
and Brian T. Ratchford. 1991. "An Empirical Test of a Model of External Search for Automobiles."Journal of Consumer Research18 (September): 233-242.
22.
Sujan, Mita
. 1985. "Consumer Knowledge Effects on Evaluation Strategies Mediating Consumer Judgments."Journal of Consumer Research12 (June): 31-46.
23.
Tulving, Endel
and Zena Pearlstone. 1966. "Availability versus Accessibility of Information in Memory for Words."Journal of Verbal Learning and Verbal Behavior5 (August): 381-391.
24.
Wilde, Louis
. 1981. "Information Costs, Duration of Search and Turnover: Theory and Applications."Journal of Political Economy89 (6): 1122-1141.
25.
Wright, Peter L.
and Frederic Barbour. 1977. "Phased Decision Strategies: Sequels to an Initial Screening." In North Holland/JIMS Studies in the Management Sciences, Vol. 6: Multiple Criteria Decision Making. Eds. Martin K. Starr and Milan Zeleny.Amsterdam: North Holland Publishing, 91-109.
