Advertisement

Journal of Business and Psychology

, Volume 4, Issue 2, pp 167–182 | Cite as

Profiling desired state type problem recognizers

  • Gordon C. BrunerII
Articles
  • 61 Downloads

Abstract

Style of recognizing consumer problems has been identified in past research as a unique variable for effectively segmenting a market based upon potential purchase behavior. However, only one product category has been examined in previous studies thereby limiting the generalizability of the results. The present study examined shopping orientation and demographic characteristics of problem recognizers for six different product categories, with special attention devoted to Desired State Type Problem Recognizers. Profiles developed for these Desired State Type consumers were significantly different from Actual State Types for each of the six products. Some limited commonality was found for Desired State Types across five of the six product categories.

Keywords

Demographic Characteristic Social Psychology Social Issue Past Research State Type 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

References

  1. Bauerly, R. J., Bruner II, G. C, & Hensel, P. J. (1987). Self Congruity, Product Involvement, and The Development of Problem Recognition Styles.Proceedings of the Southern Marketing Association, 247–252.Google Scholar
  2. Bloch, P. H. & Richins, M. L. (1983). A Theoretical Model for the Study of Product Importance Perceptions.Journal of Marketing, 47(3), 69–81.Google Scholar
  3. Bruner II, G. C. (1983).Problem Recognition in the Homeostatic Process of Consumer Decision Making: Its Definition, Measurement and Use. Unpublished doctoral dissertation, North Texas State University, Denton, Texas.Google Scholar
  4. Bruner II, G. C. (1986). Problem Recognition Styles and Search Patterns: An Empirical Investigation.Journal of Retailing, 62, (Fall), 281–297.Google Scholar
  5. Bruner II, G. C. (1987a). Problem Recognition Styles: Conceptualization and Scale Development.Journal of Midwest Marketing, 2 (1), 78–86.Google Scholar
  6. Bruner II, G. C. (1987b). The Effect of Problem Recognition Style on Information Seeking.Journal of the Academy of Marketing Science, 15 (Winter), 33–41.Google Scholar
  7. Bruner II, G. C. (1990). Problem Recognition Style: Is It Need Specific or a Generalized Personality Trait?Journal of Consumer Studies and Home Economics, forthcoming.Google Scholar
  8. Darden, W. R. & Howell, R. D. (1987). Socialization Effects of Retail Work Experience on Shopping Orientations.Journal of the Academy of Marketing Science, 15 (Fall), 52–63.Google Scholar
  9. Engel, J. R., Kollat, D. T., & Blackwell, R. D. (1968).Consumer Behavior. Hinsdale, Illinois: The Dryden Press.Google Scholar
  10. Greenberg, B. A., Lumpkin, J. R., & Bruner II, G. C. (1982). Opinion Leadership and Innovativeness in Fashion Diffusion.Proceedings of the American Institute for Decision Sciences, 240–242.Google Scholar
  11. Katz, E. & Lazarsfeld, P. F. (1955).Personal Influence. New York: The Free Press.Google Scholar
  12. Loudon, D. L. & Della Bitta, A. J. (1988).Consumer Behavior: Concepts and Applications. New York: McGraw-Hill Book Company.Google Scholar
  13. Lumpkin, J. R., Greenberg, B. A., & Goldstucker, J. (1985). Marketplace Needs of the Elderly: Determinant Attributes and Store Choice.Journal of Retailing, 61 (Summer), 75–105.Google Scholar
  14. Richins, M. L. & Bloch, P. H. (1986). After the New Wears Off: The Temporal Context of Product Involvement.Journal of Consumer Research, 13 (2), 280–285.Google Scholar
  15. Robertson, T. S. & Myers, J. H. (1969). Personality Correlates of Innovative Behavior.Journal of Marketing Research, 6 (May), 164–168.Google Scholar
  16. Robertson, T. S., Zielinski, J., & Ward, S. (1984).Consumer Behavior. Glenview, Illinois: Scott, Foresman, & Company.Google Scholar
  17. Summers, J. O. (1971). Generalized Change Agents and Innovativeness.Journal of Marketing Research, 8 (August), 313–316.Google Scholar

Copyright information

© Human Sciences Press 1989

Authors and Affiliations

  • Gordon C. BrunerII
    • 1
  1. 1.Southern Illinois UniversityUSA

Personalised recommendations