IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v69y2016i3p1053-1060.html
   My bibliography  Save this article

Antecedents and outcomes of market mavenism: Insights based on survey and purchase data

Author

Listed:
  • Gauri, Dinesh K.
  • Harmon-Kizer, Tracy R.
  • Talukdar, Debabrata

Abstract

In this study, we explore three key dimensions (price search, human capital and perceived benefits) for their roles as influencers of market mavenism behavior by consumers. We also investigate the effect of market mavenism on several managerially relevant and observable market outcomes, such as cross-store price savings and deal proneness are explored. A primary data collection strategy that surveys consumers on their stated price search behavior and attitudes towards price search links explicitly with consumers' actual, observed purchase behavior. The findings are consistent with economics of information model for market mavens. Specifically, we find that mavens engaged in more cross-store price search and perceived a greater price dispersion among retailers. Along the human capital dimension, market knowledge of price and investment search were positive influencers of market mavenism. Lastly, the perceived benefit of prior market knowledge reduced future search for mavens, and reduced their need for cross-store price search.

Suggested Citation

  • Gauri, Dinesh K. & Harmon-Kizer, Tracy R. & Talukdar, Debabrata, 2016. "Antecedents and outcomes of market mavenism: Insights based on survey and purchase data," Journal of Business Research, Elsevier, vol. 69(3), pages 1053-1060.
    • Handle: RePEc:eee:jbrese:v:69:y:2016:i:3:p:1053-1060
    DOI: 10.1016/j.jbusres.2015.08.018
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296315003550
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2015.08.018?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Punj, Girish N & Staelin, Richard, 1983. "A Model of Consumer Information Search Behavior for New Automobiles," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 9(4), pages 366-380, March.
    2. Stigler, George J., 2011. "Economics of Information," Ekonomicheskaya Politika / Economic Policy, Russian Presidential Academy of National Economy and Public Administration, vol. 5, pages 35-49.
    3. Urbany, Joel E, 1986. "An Experimental Examination of the Economics of Information," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 13(2), pages 257-271, September.
    4. Kaltcheva, Velitchka D. & Winsor, Robert D. & Patino, Anthony & Shapiro, Stewart, 2013. "Impact of promotions on shopper price comparisons," Journal of Business Research, Elsevier, vol. 66(7), pages 809-815.
    5. Grewal, Dhruv & Marmorstein, Howard, 1994. "Market Price Variation, Perceived Price Variation, and Consumers' Price Search Decisions for Durable Goods," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 21(3), pages 453-460, December.
    6. Marmorstein, Howard & Grewal, Dhruv & Fishe, Raymond P H, 1992. "The Value of Time Spent in Price-Comparison Shopping: Survey and Experimental Evidence," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 19(1), pages 52-61, June.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Ratchford, Brian & Gauri, Dinesh K. & Jindal, Rupinder P. & Namin, Aidin, 2023. "Innovations in retail delivery: Current trends and future directions," Journal of Retailing, Elsevier, vol. 99(4), pages 547-562.
    2. Nguyen Thi Mai Trang & Nguyen Dinh Tho, 2019. "The role of proactive postsales services in supplier innovativeness and customer satisfaction," Service Business, Springer;Pan-Pacific Business Association, vol. 13(2), pages 249-268, June.
    3. Cheah, Isaac & Shimul, Anwar Sadat, 2018. "Consumer ethnocentrism, market mavenism and social network analysis," Australasian marketing journal, Elsevier, vol. 26(3), pages 281-288.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Dungchun Tsai & Hsiao-Ching Lee, 2007. "Demographics, psychographics, price searching and recall in retail shopping," The Service Industries Journal, Taylor & Francis Journals, vol. 29(9), pages 1243-1259, December.
    2. Monga, Ashwani & Saini, Ritesh, 2009. "Currency of Search: How Spending Time on Search is Not the Same as Spending Money," Journal of Retailing, Elsevier, vol. 85(3), pages 245-257.
    3. DeSarbo, Wayne S. & Choi, Jungwhan, 1998. "A latent structure double hurdle regression model for exploring heterogeneity in consumer search patterns," Journal of Econometrics, Elsevier, vol. 89(1-2), pages 423-455, November.
    4. Singh, Sonika & Jang, Sungha, 2022. "Search, purchase, and satisfaction in a multiple-channel environment: How have mobile devices changed consumer behaviors?," Journal of Retailing and Consumer Services, Elsevier, vol. 65(C).
    5. Veeman, Michele M. & Adamowicz, Wiktor L. & Hu, Wuyang, 2005. "Risk Perceptions, Social Interactions and the Influence of Information on Social Attitudes to Agricultural Biotechnology," Project Report Series 24052, University of Alberta, Department of Resource Economics and Environmental Sociology.
    6. Smith, Gerald E. & Venkatraman, Meera P. & Dholakia, Ruby Roy, 1999. "Diagnosing the search cost effect: Waiting time and the moderating impact of prior category knowledge," Journal of Economic Psychology, Elsevier, vol. 20(3), pages 285-314, June.
    7. Maity, Moutusy & Dass, Mayukh & Malhotra, Naresh K., 2014. "The Antecedents and Moderators of Offline Information Search: A Meta-Analysis," Journal of Retailing, Elsevier, vol. 90(2), pages 233-254.
    8. Sonntag, Axel, 2015. "Search costs and adaptive consumers: Short time delays do not affect choice quality," Journal of Economic Behavior & Organization, Elsevier, vol. 113(C), pages 64-79.
    9. Magnini, Vincent P. & Karande, Kiran, 2011. "Understanding consumer services buyers based upon their purchase channel," Journal of Business Research, Elsevier, vol. 64(6), pages 543-550, June.
    10. Talukdar, Debabrata & Gauri, Dinesh K. & Grewal, Dhruv, 2010. "An Empirical Analysis of the Extreme Cherry Picking Behavior of Consumers in the Frequently Purchased Goods Market," Journal of Retailing, Elsevier, vol. 86(4), pages 336-354.
    11. Hauser, John R., 2014. "Consideration-set heuristics," Journal of Business Research, Elsevier, vol. 67(8), pages 1688-1699.
    12. Bronnenberg, Bart & Dube, Jean-Pierre, 2016. "The Formation of Consumer Brand Preferences," CEPR Discussion Papers 11648, C.E.P.R. Discussion Papers.
    13. Rami Zwick & Amnon Rapoport & Alison King Chung Lo & A. V. Muthukrishnan, 2001. "Consumer Search: Not Enough Or Too Much?," Experimental 0110002, University Library of Munich, Germany.
    14. Lu, Qiang (Steven) & Yang, Yupin & Yuksel, Ulku, 2015. "The impact of a new online channel: An empirical study," Annals of Tourism Research, Elsevier, vol. 54(C), pages 136-155.
    15. Hauser, John R. & Urban, Glen L. & Weinberg, Bruce D., 1992. "Time flies when you're having fun : how consumers allocate their time when evaluating products," Working papers 3439-92., Massachusetts Institute of Technology (MIT), Sloan School of Management.
    16. Malakhov, Sergey, 2018. "Limits to the «theorem of lemons»: demand for good cars under equilibrium price dispersion," MPRA Paper 88594, University Library of Munich, Germany.
    17. Verma, Pranay & Sharma, Anil Kumar, 2018. "Assortment satisfaction: The tale of online footwear sales," Technology in Society, Elsevier, vol. 54(C), pages 57-65.
    18. Szymanowski, Maciej & Gijsbrechts, Els, 2013. "Patterns in consumption-based learning about brand quality for consumer packaged goods," International Journal of Research in Marketing, Elsevier, vol. 30(3), pages 219-235.
    19. Malakhov, Sergey, 2020. "Law of nature or invisible hand: when the satisficing purchase becomes optimal," MPRA Paper 99158, University Library of Munich, Germany.
    20. Baltas, George & Argouslidis, Paraskevas C. & Skarmeas, Dionysis, 2010. "The Role of Customer Factors in Multiple Store Patronage: A Cost–Benefit Approach," Journal of Retailing, Elsevier, vol. 86(1), pages 37-50.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:69:y:2016:i:3:p:1053-1060. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.