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The Role of Product Cues in Assessing Risk in Second‐hand Markets

European Journal of Marketing

ISSN: 0309-0566

Article publication date: 1 September 1991

Abstract

In assessing the consumer′s response to risk two main risk reduction strategies have been identified, those of information search and the reliance on product cues. The role of product cues in providing information in second‐hand markets is assessed. A reconceptualisation of the existing intrinsic/extrinsic model of product cues, based upon a new visible/ verifiable dimension, is offered. This model is then applied to the second‐hand car market in order to explain the relationship(s) identified and point to the role of the seller in intervening in the predictive capacity of product cues. This framework highlights a number of complex relationships which may prove of use to marketers in assessing the role of certain product attributes in risk reduction.

Keywords

Citation

Gabbott, M. (1991), "The Role of Product Cues in Assessing Risk in Second‐hand Markets", European Journal of Marketing, Vol. 25 No. 9, pp. 38-50. https://doi.org/10.1108/EUM0000000000623

Publisher

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MCB UP Ltd

Copyright © 1991, MCB UP Limited