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Article
Publication date: 1 September 1997

Andreas Herrmann, Frank Huber and Robin Higie Coulter

Examines the effects of four factors (the bundle: pure or mixed, the price discount, the functional complementarity of bundle components, and the number of bundle…

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13041

Abstract

Examines the effects of four factors (the bundle: pure or mixed, the price discount, the functional complementarity of bundle components, and the number of bundle components) on consumers’ intentions to purchase product and service bundles. The findings were relatively consistent across product (automobile) and service (automotive service) contexts, and illustrate that pure bundles are preferred to mixed bundles, and a greater price discount is preferred to a lesser one. The results also indicate that five component bundles generate greater purchase intention than either three or seven component bundles, and that “very related” bundle components result in greater purchase intention than either moderately or not related components. Additionally, several interactions are present.

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Pricing Strategy and Practice, vol. 5 no. 3
Type: Research Article
ISSN: 0968-4905

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Article
Publication date: 1 February 2001

Frank Huber, Andreas Herrmann and Robert E. Morgan

Within the customer value literature there is a lacuna of theoretical frameworks and models that underlie consumers’ overall product valuation. This paper addresses this…

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14796

Abstract

Within the customer value literature there is a lacuna of theoretical frameworks and models that underlie consumers’ overall product valuation. This paper addresses this limitation and presents a model integrating consumer values, product benefits, and various costs of consumption. In the proposed model, benefits and costs are defined in terms of consumers’ perceptions in the activities of acquisition, consumption, and maintenance, as well as consumers’ expectation of value satisfaction before buying.

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Journal of Consumer Marketing, vol. 18 no. 1
Type: Research Article
ISSN: 0736-3761

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Article
Publication date: 1 June 2001

Frank Huber, Andreas Herrmann and Martin Wricke

The goal of this current study is to extend customer satisfaction research in two important ways. First, it attempts to demonstrate the relationship between customer…

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6624

Abstract

The goal of this current study is to extend customer satisfaction research in two important ways. First, it attempts to demonstrate the relationship between customer satisfaction and price acceptance. Second, as Voss, Parasuraman and Grewal claim that only a small proportion of the existant satisfaction research focuses on services, we empirically analyze the relationship between customer satisfaction and price acceptance in the hotel industry. Finally, the implications of the study’s findings for research into purchasing patterns and pricing policy are discussed.

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Journal of Product & Brand Management, vol. 10 no. 3
Type: Research Article
ISSN: 1061-0421

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Article
Publication date: 6 March 2007

Andreas Herrmann, Lan Xia, Kent B. Monroe and Frank Huber

This paper aims to link conceptually the concepts of price fairness and customer satisfaction and empirically demonstrate the influence of perceived price fairness on…

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13588

Abstract

Purpose

This paper aims to link conceptually the concepts of price fairness and customer satisfaction and empirically demonstrate the influence of perceived price fairness on satisfaction judgments. Further, it seeks to examine specific factors that influence fairness perceptions including price perception and consumer vulnerability.

Design/methodology/approach

The study is conducted in the context of automobile purchases in major German car dealerships. Based on a theoretical conceptualization of the constructs and an empirical pretest, 246 car buyers were surveyed and their fairness perceptions and satisfaction judgments with the car buying process measured.

Findings

The research shows that price perceptions directly influence satisfaction judgments as well as indirectly through perceptions of price fairness. Results also indicated that consumers' vulnerability, which is induced by a perceived demand‐supply relationship and the urgency of need from the consumers' side, had a negative effect on perceived price offer fairness.

Research limitations/implications

The research demonstrated the influence of perceived price fairness on satisfaction judgments empirically. The study was conducted in the context of car purchases and the generalizability of the model should be further tested.

Practical implications

The effect of consumer vulnerability implies that sellers should not only avoid exploiting their customers but should also anticipate consumers' potential feelings of being exploited. Being sensitive to the buyers’ psychological state and assuring buyers of fair treatment will enhance perceptions of price fairness without changing the price offer.

Originality/value

Both the direct and indirect effects of price perception on satisfaction judgment were examined in the paper. Specifically, the influences of consumer vulnerability and price procedure fairness on satisfaction judgments are new and contribute to the dual‐entitlement principle and our existing knowledge in price fairness.

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Journal of Product & Brand Management, vol. 16 no. 1
Type: Research Article
ISSN: 1061-0421

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Article
Publication date: 1 April 2006

Andreas Herrmann, Frank Huber, René Algesheime and Torsten Tomczak

Quality function deployment (QFD) has had considerable success in terms of its implementation in companies. It has also been the subject of many studies in recent years…

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3629

Abstract

Purpose

Quality function deployment (QFD) has had considerable success in terms of its implementation in companies. It has also been the subject of many studies in recent years. It seems, however, that there are some shortcomings in the research on this subject and in particular the lack of an adequate conceptual framework suitable for empirical research. The purpose of this paper is to address this issue.

Design/methodology/approach

This study proposes and elaborates a model which examines QFD in relation to three dimensions of performance: improvement of product quality, reduction in costs for R&D, shorter R&D time. The model is empirically tested on data gathered on a stratified random sample of manufacturing plants through the application of valid and reliable measures. The model is tested using structural equation modeling.

Findings

The results show three distinct paths of direct influence which lead, respectively, to superior economic performance. The empirical study has shown that the success of a QFD project is mainly influenced by motivated employees in the QFD project team. A comprehensive technical support for the QFD project is also a crucial key success factor. The strict organization of the QFD project is of minor, however still remarkable importance for the success.

Originality/value

This article specifically addresses the following four questions. What are the variables which affect QFD? What are the outcomes from using QFD? What relationships exist between QFD variables and outcomes? What guidelines may be offered for managers of QFD? By answering these questions the manager will get a clear understanding of the impact of QFD on corporate success.

Details

International Journal of Quality & Reliability Management, vol. 23 no. 4
Type: Research Article
ISSN: 0265-671X

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Article
Publication date: 20 January 2007

Stuart J. Barnes, Hans H. Bauer, Marcus M. Neumann and Frank Huber

This research sets about discovering if it is possible to identify distinct, practice‐relevant and addressable clusters by means of selected criteria for constructing…

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6906

Abstract

Purpose

This research sets about discovering if it is possible to identify distinct, practice‐relevant and addressable clusters by means of selected criteria for constructing typologies – such as psychographic, culturally‐specific and purchasing behaviour‐relevant features – which permit an online supplier to efficiently and effectively focus on attractive consumer segments.

Design/methodology/approach

To answer the research question, the study conducted an online survey with 1,011 participants. The respondents were from three countries, each with culturally‐distinct features: France, Germany and the US. Underpinning the research are theoretically‐secured constructs of purchasing behaviour on the internet.

Findings

Cluster analysis confirmed the outstanding validity of a three‐cluster‐solution (97.7 per cent score) – risk‐averse doubters, open‐minded online shoppers, and reserved information‐seekers. Discriminant analysis shows that certain constructs, particularly “neuroticism”, “willingness to buy” and “shopping pleasure”, separate the clusters best.

Research limitations/implications

An extension of our clustering approach to more countries and especially non‐western cultures promises interesting results. Furthermore, researchers are encouraged to enlarge the catalogue of clustering variables to allow an even more specific fine‐tuning of the main clusters identified in this research.

Practical implications

The classification created provides the potential for a much closer fit between a company's goods and services and heterogeneous customer needs.

Originality/value

The principal contribution of the paper is the identification of three different clusters of internet users. This can be of good use for shaping internet marketing, particularly by virtue of the likely stability over time from cultural and personality characteristics.

Details

European Journal of Marketing, vol. 41 no. 1/2
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 1 October 1996

Hans H. Bauer, Frank Huber and Andreas Herrmann

Outlines awareness of political marketing in Germany and argues that there is a need for the German political parties to market themselves. Discusses some of the essential…

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1956

Abstract

Outlines awareness of political marketing in Germany and argues that there is a need for the German political parties to market themselves. Discusses some of the essential aspects of political marketing, with particular reference to the institutions, ingredients and instruments involved. Concentrates on an analysis of party membership as a form of system transaction, in the light of the sharp decline in the membership of the major parties.

Details

European Journal of Marketing, vol. 30 no. 10/11
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 21 September 2015

Frank Huber, Frederik Meyer and David Alexander Schmid

This paper aims to investigate the dynamic nature of consumer–brand relationships and, in particular, the passionate dimension of brand love. It explores the relevance of…

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3920

Abstract

Purpose

This paper aims to investigate the dynamic nature of consumer–brand relationships and, in particular, the passionate dimension of brand love. It explores the relevance of the two dimensions of the identification construct (inner and social self) for the creation of passionate love for a brand. More precisely, it attends to the possible mediating character of identification between the perceived utilitarian or hedonic value and passionate brand love. These effects are analysed in consideration of the moderating effect of relationship duration taking a further-reaching perspective and contributing to the understanding of the transformation of the brand love construct within a long-term consumer–brand relationship.

Design/methodology/approach

A survey on universally known brands representing both a hedonic and a utilitarian concept was conducted. The model has been tested using the partial least squares approach to structural equation modelling.

Findings

The effects of the antecedents of passionate brand love in general vary with increasing relationship duration. Inner self has a stronger effect on passionate brand love than social self and becomes even more important as the relationship matures. Hedonic and utilitarian value both show substantial direct and indirect effects, but the importance of utilitarian aspects grows with time, substantiating the rational nature of brand love within a long-term consumer–brand relationship.

Research limitations/implications

As we assessed the perceived duration of an intimate relationship, longitudinal analysis should provide even more profound results.

Practical implications

Inasmuch as emotional attributes drive passionate feelings for a brand, the core utilitarian assets of a brand also evoke passionate love and should be highlighted, especially in long-term relationships with customers.

Originality/value

This paper investigates the interdependent effects of identification and customer perceived value (hedonic and utilitarian value) as antecedents of passionate brand love. This paper adapts a dynamic perspective on consumer–brand relationships by taking into account the moderating effect of perceived relationship duration.

Details

Journal of Product & Brand Management, vol. 24 no. 6
Type: Research Article
ISSN: 1061-0421

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Article
Publication date: 16 October 2007

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456

Abstract

Details

International Journal of Quality & Reliability Management, vol. 24 no. 9
Type: Research Article
ISSN: 0265-671X

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Abstract

Details

Review of Marketing Research
Type: Book
ISBN: 978-0-85724-727-8

1 – 10 of 347