IDEAS home Printed from https://ideas.repec.org/a/spr/sjobre/v51y1999i1d10.1007_bf03371557.html
   My bibliography  Save this article

Sicherheitswert und Vorhersagewert von Qualitätssignalen

Author

Listed:
  • Heribert Gierl

    (Universität Augsburg)

  • Armin Stich

    (Universität Augsburg)

Abstract

Summary The present article is concerned with the determinants of the use of extrinsic product attributes as signals of product quality exemplary for country of origin. A two-stage conjoint analysis has been performed and validated to separate the quality effect from the overall country of origin-effect. As the results of the first experiment show, consumers are using an extrinsic attribute as an indicator of quality only if the attribute has a high predictive value as well as a high confidence value. Based on covariation assessment theory a high predictive value of country of origin is the result of prior expectations that high quality technological products can only be manufactured properly in a few advanced countries. In accordance with theory of information economics the confidence value is influenced by the perceived verifiability of the signal. Accordingly the confidence value of country of origin is high, only if consumers perceive low international interpenetration of production processes. A second experiment has been conducted to analyze the effect of additional information of high credible communicators on predictive value. The results show that additional information can change the predictive value in the intended direction. Contrary to the hypotheses there was no stronger effect of extrem compared to moderate discrepant additional information. The results rather give indications for a weak credibility of extrem discrepant additional information even from high credible sources.

Suggested Citation

  • Heribert Gierl & Armin Stich, 1999. "Sicherheitswert und Vorhersagewert von Qualitätssignalen," Schmalenbach Journal of Business Research, Springer, vol. 51(1), pages 5-32, January.
    • Handle: RePEc:spr:sjobre:v:51:y:1999:i:1:d:10.1007_bf03371557
    DOI: 10.1007/BF03371557
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/BF03371557
    File Function: Abstract
    Download Restriction: no
    File URL: https://libkey.io/10.1007/BF03371557?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
    ---><---

    References listed on IDEAS

    as
    1. Yalch, Richard F & Elmore-Yalch, Rebecca, 1984. "The Effect of Numbers on the Route to Persuasion," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 11(1), pages 522-527, June.
    2. Ford, Gary T & Smith, Darlene B & Swasy, John L, 1990. "Consumer Skepticism of Advertising Claims: Testing Hypotheses from Economics of Information," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 16(4), pages 433-441, March.
    3. Broniarczyk, Susan M & Alba, Joseph W, 1994. "The Role of Consumers' Intuitions in Inference Making," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 21(3), pages 393-407, December.
    4. Jacoby, Jacob, et al, 1994. "Tracing the Impact of Item-by-Item Information Accessing on Uncertainty Reduction," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 21(2), pages 291-303, September.
    5. Alba, Joseph W & Hutchinson, J Wesley, 1987. "Dimensions of Consumer Expertise," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 13(4), pages 411-454, March.
    6. repec:dau:papers:123456789/13919 is not listed on IDEAS
    7. Goldberg, Marvin E & Hartwick, Jon, 1990. "The Effects of Advertiser Reputation and Extremity of Advertising Claim on Advertising Effectiveness," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 17(2), pages 172-179, September.
    8. Victor V Cordell, 1992. "Effects of Consumer Preferences for Foreign Sourced Products," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 23(2), pages 251-269, June.
    9. Green, Paul E & Srinivasan, V, 1978. "Conjoint Analysis in Consumer Research: Issues and Outlook," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 5(2), pages 103-123, Se.
    10. Warren J Bilkey & Erik Nes, 1982. "Country-of-Origin Effects on Product Evaluations," Journal of International Business Studies, Palgrave Macmillan;Academy of International Business, vol. 13(1), pages 89-100, March.
    11. Han, C. Min & Lee, Byoung-Woo & Ro, Kong-Kyun, 1994. "The choice of a survey mode in country image studies," Journal of Business Research, Elsevier, vol. 29(2), pages 151-162, February.
    12. Nelson, Philip, 1974. "Advertising as Information," Journal of Political Economy, University of Chicago Press, vol. 82(4), pages 729-754, July/Aug..
    13. Baumgartner, Hans, 1995. "On the Utility of Consumers' Theories in Judgments of Covariation," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 21(4), pages 634-643, March.
    14. Urbany, Joel E & Dickson, Peter R & Wilkie, William L, 1989. "Buyer Uncertainty and Information Search," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 16(2), pages 208-215, September.
    15. Zaichkowsky, Judith Lynne, 1985. "Measuring the Involvement Construct," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 12(3), pages 341-352, December.
    16. Bettman, James R & John, Deborah Roedder & Scott, Carol A, 1986. "Covariation Assessment by Consumers," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 13(3), pages 316-326, December.
    17. Boulding, William & Kirmani, Amna, 1993. "A Consumer-Side Experimental Examination of Signaling Theory: Do Consumers Perceive Warranties as Signals of Quality?," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 20(1), pages 111-123, June.
    18. Pechmann, Cornelia & Ratneshwar, S, 1992. "Consumer Covariation Judgments: Theory or Data Driven?," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 19(3), pages 373-386, December.
    19. John, Deborah Roedder & Scott, Carol A & Bettman, James R, 1986. "Sampling Data for Covariation Assessment: The Effect of Prior Beliefs on Search Patterns," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 13(1), pages 38-47, 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. Christian Homburg & Phoebe Kebbel, 2001. "Komplexität als Determinante der Qualitätswahrnehmung von Dienstleistungen," Schmalenbach Journal of Business Research, Springer, vol. 53(5), pages 478-499, August.

    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. Davies, Antony & Cline, Thomas W., 2005. "A consumer behavior approach to modeling monopolistic competition," Journal of Economic Psychology, Elsevier, vol. 26(6), pages 797-826, December.
    2. Desmet, Pierre & Le Nagard, Emmanuelle & Vinzi, Vincenzo Esposito, 2012. "Refund depth effects on the impact of price-beating guarantees," Journal of Business Research, Elsevier, vol. 65(5), pages 603-608.
    3. Vlaev, Ivo & Chater, Nick & Lewis, Rich & Davies, Greg, 2009. "Reason-based judgments: Using reasons to decouple perceived price-quality correlation," Journal of Economic Psychology, Elsevier, vol. 30(5), pages 721-731, October.
    4. Lee, Hanjoon & Herr, Paul M. & Kardes, Frank R. & Kim, Chankon, 1999. "Motivated Search: Effects of Choice Accountability, Issue Involvement, and Prior Knowledge on Information Acquisition and Use," Journal of Business Research, Elsevier, vol. 45(1), pages 75-88, May.
    5. Jiménez, Nadia Huitzilin & San Martín, Sonia, 2010. "The role of country-of-origin, ethnocentrism and animosity in promoting consumer trust. The moderating role of familiarity," International Business Review, Elsevier, vol. 19(1), pages 34-45, February.
    6. Suwelack, Thomas & Hogreve, Jens & Hoyer, Wayne D., 2011. "Understanding Money-Back Guarantees: Cognitive, Affective, and Behavioral Outcomes," Journal of Retailing, Elsevier, vol. 87(4), pages 462-478.
    7. Amin Ansary & Nik M. Hazrul Nik Hashim, 2018. "Brand image and equity: the mediating role of brand equity drivers and moderating effects of product type and word of mouth," Review of Managerial Science, Springer, vol. 12(4), pages 969-1002, October.
    8. Yoo, Boonghee & Donthu, Naveen, 2001. "Developing and validating a multidimensional consumer-based brand equity scale," Journal of Business Research, Elsevier, vol. 52(1), pages 1-14, April.
    9. Shalom Levy & Israel Nebenzahl, 2008. "The influence of product involvement on consumers’ interactive processes in interactive television," Marketing Letters, Springer, vol. 19(1), pages 65-77, March.
    10. Fabrice Larceneux & Florence Benoît-Moreau & Valérie Renaudin, 2012. "Why Might Organic Labels Fail to Influence Consumer Choices? Marginal Labelling and Brand Equity Effects," Post-Print hal-00656485, HAL.
    11. Heribert Gierl & Julia Koncz, 2007. "Unternehmenswachstum und Internationalität als Qualitätssignale," Metrika: International Journal for Theoretical and Applied Statistics, Springer, vol. 17(4), pages 389-409, January.
    12. Fabrice Larceneux & Florence Benoit-Moreau & Valérie Renaudin, 2012. "Why Might Organic Labels Fail to Influence Consumer Choices? Marginal Labelling and Brand Equity Effects," Journal of Consumer Policy, Springer, vol. 35(1), pages 85-104, March.
    13. 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.
    14. U.R. Orth & Z. Firbasová, 2002. "Ethnocentrism and consumer evaluations of Czech made yoghurt," Agricultural Economics, Czech Academy of Agricultural Sciences, vol. 48(4), pages 175-182.
    15. Angshuman Ghosh & Sanjeev Varshney & Pingali Venugopal, 2014. "Social Media WOM: Definition, Consequences and Inter-relationships," Management and Labour Studies, XLRI Jamshedpur, School of Business Management & Human Resources, vol. 39(3), pages 293-308, August.
    16. Ernst, Holger & Wickede, Anje, 1999. "Einflußfaktoren auf die Glaubwürdigkeit kundenorientierter Produkt-Vorankündigungen: Ein signaltheoretischer Ansatz," Manuskripte aus den Instituten für Betriebswirtschaftslehre der Universität Kiel 515, Christian-Albrechts-Universität zu Kiel, Institut für Betriebswirtschaftslehre.
    17. Li, Zhan G. & Murray, L. William & Scott, Don, 2000. "Global Sourcing, Multiple Country-of-Origin Facets, and Consumer Reactions," Journal of Business Research, Elsevier, vol. 47(2), pages 121-133, February.
    18. Paul R. Steffens & Clinton S. Weeks & Per Davidsson & Lauren Isaak, 2014. "Shouting from the Ivory Tower: A Marketing Approach to Improve Communication of Academic Research to Entrepreneurs," Entrepreneurship Theory and Practice, , vol. 38(2), pages 399-426, March.
    19. Leonidas C. Leonidou & Bilge Aykol & Saeed Samiee & Nikolaos Korfiatis, 2022. "A Meta-analysis of the Antecedents and Outcomes of Consumer Foreign Country Image Perceptions: The Moderating Role of Macro-level Country Differences," Management International Review, Springer, vol. 62(5), pages 741-784, October.
    20. Veale, Roberta & Quester, Pascale, 2009. "Do consumer expectations match experience? Predicting the influence of price and country of origin on perceptions of product quality," International Business Review, Elsevier, vol. 18(2), pages 134-144, April.

    More about this item

    Statistics

    Access and download statistics

    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:spr:sjobre:v:51:y:1999:i:1:d:10.1007_bf03371557. 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: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    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.