Consumer Involvement and its Outcomes: Revealing asymmetrical relationships.
(2012) BUSN29 20121Department of Business Administration
- Abstract
- Thesis purpose: The purpose of this study is to further develop and nuance the area of consumer involvement by using existing measurement tools and testing them in connection to consumer responses in form of outcomes of involvement. We also aim to investigate what dimensions of involvement that can be traced to different responses, clarifying what marketers should focus on if wanting to increase involvement and gain specific responses.
Methodology: This study was performed through a quantitative study where questionnaires were used in both the pre-study and the main study. The hypotheses were tested through linear regression analysis.
Theoretical perspective: The main theories can be classified according to involvement; where... (More) - Thesis purpose: The purpose of this study is to further develop and nuance the area of consumer involvement by using existing measurement tools and testing them in connection to consumer responses in form of outcomes of involvement. We also aim to investigate what dimensions of involvement that can be traced to different responses, clarifying what marketers should focus on if wanting to increase involvement and gain specific responses.
Methodology: This study was performed through a quantitative study where questionnaires were used in both the pre-study and the main study. The hypotheses were tested through linear regression analysis.
Theoretical perspective: The main theories can be classified according to involvement; where Laurent and Kapferer’s five dimensional involvement measurement was highlighted and used in tests, and consumer response outcomes; which is divided between information search, knowledge, willingness to pay, word of mouth and brand loyalty.
Empirical data: The data was gathered through online questionnaires, resulting in 84 respondents in the pre-study and 286 respondents in the main study.
Conclusion: The study concludes that involvement does have a significant relationship on the tested outcomes, meaning that involvement leads to consumer responses and that to some extent, it is possible to influence the degree of consumer response. Furthermore, regarding the five involvement dimensions it can be concluded that not all dimensions of involvement will have affect on consumer responses, and the relationship between the dimensions of involvement and the outcomes is assymetrical. For information search, risk importance is vital to meet, for willingness to pay only the dimension of sign was proven significant and for loyalty, word of mouth and knowledge, interest is the most important dimension; proving that increasing involvement leads to the consumer responses. Since several of these outcomes are directly connected to brands, we can also conclude that involvement affects the brand and brand equity. These findings lead to several managerial implications, theoretical contributions and further research propositions. (Less)
Please use this url to cite or link to this publication:
http://lup.lub.lu.se/student-papers/record/2970124
- author
- Kyring, Oskar LU and Blomberg, Anna
- supervisor
- organization
- course
- BUSN29 20121
- year
- 2012
- type
- H1 - Master's Degree (One Year)
- subject
- keywords
- Involvement, Consumer response outcomes, Brands, Brand Strategy, Consumer Behavior.
- language
- English
- id
- 2970124
- date added to LUP
- 2012-08-10 09:34:06
- date last changed
- 2012-08-10 09:34:06
@misc{2970124,
abstract = {{Thesis purpose: The purpose of this study is to further develop and nuance the area of consumer involvement by using existing measurement tools and testing them in connection to consumer responses in form of outcomes of involvement. We also aim to investigate what dimensions of involvement that can be traced to different responses, clarifying what marketers should focus on if wanting to increase involvement and gain specific responses.
Methodology: This study was performed through a quantitative study where questionnaires were used in both the pre-study and the main study. The hypotheses were tested through linear regression analysis.
Theoretical perspective: The main theories can be classified according to involvement; where Laurent and Kapferer’s five dimensional involvement measurement was highlighted and used in tests, and consumer response outcomes; which is divided between information search, knowledge, willingness to pay, word of mouth and brand loyalty.
Empirical data: The data was gathered through online questionnaires, resulting in 84 respondents in the pre-study and 286 respondents in the main study.
Conclusion: The study concludes that involvement does have a significant relationship on the tested outcomes, meaning that involvement leads to consumer responses and that to some extent, it is possible to influence the degree of consumer response. Furthermore, regarding the five involvement dimensions it can be concluded that not all dimensions of involvement will have affect on consumer responses, and the relationship between the dimensions of involvement and the outcomes is assymetrical. For information search, risk importance is vital to meet, for willingness to pay only the dimension of sign was proven significant and for loyalty, word of mouth and knowledge, interest is the most important dimension; proving that increasing involvement leads to the consumer responses. Since several of these outcomes are directly connected to brands, we can also conclude that involvement affects the brand and brand equity. These findings lead to several managerial implications, theoretical contributions and further research propositions.}},
author = {{Kyring, Oskar and Blomberg, Anna}},
language = {{eng}},
note = {{Student Paper}},
title = {{Consumer Involvement and its Outcomes: Revealing asymmetrical relationships.}},
year = {{2012}},
}