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Consumers Involvement Profiles: New Empirical Result

Author

Listed:
  • Jean-Noël Kapferer

    (HEC Paris - Recherche - Hors Laboratoire - HEC Paris - Ecole des Hautes Etudes Commerciales)

  • Gilles Laurent

    (GREGH - Groupement de Recherche et d'Etudes en Gestion à HEC - HEC Paris - Ecole des Hautes Etudes Commerciales - CNRS - Centre National de la Recherche Scientifique)

Abstract

A new stream of research on consumer involvement is reviewed. A cumulative body of empirical results, based on 22 product categories and more than 4400 observations, leads to three main implications : 1. One should stop measuring involvement by a single indicator, but substitute it by an involvement profile based on the antecedents of involvement. 2. Prediction of the consequences of involvement entails taking into account the full involvement profile. The consequences depend on the antecedent conditions of involvement. 3. In each market, it is possible to identify segments with contrasted involvement profiles. An illustrative application is presented. High and low involvement are just two situations among many others.

Suggested Citation

  • Jean-Noël Kapferer & Gilles Laurent, 1985. "Consumers Involvement Profiles: New Empirical Result," Post-Print hal-00786784, HAL.
    • Handle: RePEc:hal:journl:hal-00786784
    as

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    Citations

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    Cited by:

    1. Steiner, B.E. & Peschel, A.O. & Grebitus, C., 2017. "Multi-Product Category Choices Labeled for Ecological Footprints: Exploring Psychographics and Evolved Psychological Biases for Characterizing Latent Consumer Classes," Ecological Economics, Elsevier, vol. 140(C), pages 251-264.
    2. Jorge Vera Martínez, 2010. "La influencia de los componentes del valor percibido de la marca en los componentes del perfil de involucramiento del consumidor," Revista Ciencias Estratégicas, Universidad Pontificia Bolivariana, December.
    3. repec:jtr:journl:v:9:y:2014:i:1:p:28-64 is not listed on IDEAS
    4. Rebekkah Navas & Hyo Jung (Julie) Chang & Samina Khan & Jo Woon Chong, 2021. "Sustainability Transparency and Trustworthiness of Traditional and Blockchain Ecolabels: A Comparison of Generations X and Y Consumers," Sustainability, MDPI, vol. 13(15), pages 1-16, July.
    5. Peschel, Anne O. & Grebitus, Carola & Colson, Gregory & Hu, Wuyang, 2016. "Explaining the use of attribute cut-off values in decision making by means of involvement," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 65(C), pages 58-66.
    6. Li Li & Xiaotong Li & Wenmin Qi & Yue Zhang & Wensheng Yang, 2022. "Targeted reminders of electronic coupons: using predictive analytics to facilitate coupon marketing," Electronic Commerce Research, Springer, vol. 22(2), pages 321-350, June.
    7. Alfredo Coelho & Victor Manuel Castillo Girón, 2023. "Profiling Tourist Segmentation of Heritage Destinations in Emerging Markets: The Case of Tequila Visitors," Sustainability, MDPI, vol. 15(5), pages 1-15, February.

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    Keywords

    Consumers Involvement; Profiles;

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