German Market Mavens' decision making styles

Journal of Euromarketing

Volumn 10, Issue 4, 2001, Pages 83-107

  Walsh, Gianfranco ^a   Mitchell, Vincent Wayne ^b  

^a LEIBNIZ UNIVERSITY HANNOVER   (Germany)

^b UNIVERSITY OF MANCHESTER   (United Kingdom)

Author keywords

Decision making styles; German market; Germany; Market maven concept; USA

Indexed keywords

DECISION MAKING; MARKETING;

EID: 0035786405     PISSN: 10496483     EISSN: None     Source Type: Journal    
DOI: 10.1300/j037v10n04_05     Document Type: Article

References (49)

1. Abratt, R., Nel, D. & Nezer, C. (1995). Role of the Market Maven in Retailing: A General Marketplace Influencer. Journal of Business and Psychology, Vol. 10, No. 1 (Fall), 31-56.
2. Anders, H. J. (1991). Produkt-und Markenpolitik im gemeinsamen Binnenmarkt [Product and Brand Policy in the Common Market]. Marktforschung und Management, No. 1, 3-8.
3. Arndt, T. (2000). Meinungsführer: Mehr Einfluss denn je [Opinion Leaders: More Influence than ever]. www.ecin.de/spotlight/2-2000/000621-spotlight.html, 06. 26.2000.
4. Assael, H. (1998). Consumer Behavior and Marketing Action (6th ed.). Cincinatti: South-Western College Publishing.
5. Churchill, G. A. (1991). Marketing Research: Methodological Foundations. London: The Dryden Press.
6. Elliott, M. T. & Warfield, A. E. (1993). Do Market Mavens Categorize Brands Differently? In L. McAlister & M. L. Rothchild (Eds.), Advances in Consumer Research (Vol. 20, pp. 202-208). Provo, UT: Association for Consumer Research.
7. Feick, L. F. & Price, L. L. (1987). The Market Maven: A Diffuser of Marketplace Information. Journal of Marketing, 51 (Jan.), 83-97.
8. Gilly, M. C., Graham, J. L., & Wolfinbarger, M. F. (1998). A Dyadic Study of Interpersonal Information Search. Journal of the Academy of Marketing Science, Vol. 26, No. 2, 83-100.
9. Hackley, C. E. & Kitchen, P. J. (1999). Ethical Perspectives on the Postmodern Communications Leviathan. Journal of Business Ethics, Vol. 20, No. 1 (May), 15-26.
10. Hair, J. F., Anderson, R. E., & Tatham, R. L. (1987). Multivariate Data Analysis (2nd ed.). London: Collier Macmillan Publishers.
11. Hall, E. & Hall, M. R. (1990). Understanding Cultural Differences. Yarmouth: Intercultural Press, Inc.
12. Hennig-Thurau, T., Walsh, G., Gwinner, K. P., & Gremler, D. D. (2001). Electronic Word-of-Mouth-Why and to What Effect Customers Articulate Themselves on Web-based Consumer Opinion Platforms. Working Paper, Department of Marketing, University of Hanover, Germany.
13. Hennig-Thurau, T., Walsh, G. & Wruck, O. (2001). An Investigation into the Factors Determining the Success of Service Innovations-The Case of Motion Pictures. Academy of Marketing Science Review [Online] 01 Available: [when you accessed article].
14. Herr, P. M., Kardes, F. R., & Kim, J. (1991). Effects of Word-of-Mouth and Product-Attribute Information on Persuasion: An Accessibility-Diagnosticity Perspective. Journal of Consumer Research, 17 (March), 454-62.
15. Higie, R. A., Price, L. F., & Feick, L. L. (1987). Types and Amount of Word-of-Mouth Communications About Retailers. Journal of Retailing, Vol. 63, No. 3, 260-278.
16. Hofstede, G. (1984). Culture's Consequences. London: Saga Publications.
17. Howe, W. S., Jürgens, U., & Werwy, H. (1998). Comparative structure and development of retailing in the United Kingdom and Germany 1980-92. The International Review of Retail, Distribution and Consumer Research, Vol. 8 (Jan.), 79-99.
18. Kassarjian, H. H. (1981). Low Involvement-A Second Look. In K. E. More (Ed.), Advances in Consumer Research (Vol. 8, pp. 31-34). Ann Arbor: Association for Consumer Research.
19. Keaveney, S. M. (1995). Customer Switching Behavior in Service Industries: An Exploratory Study. Journal of Marketing, 59 (April), 71-82.
20. Kerby, J. K. (1975). Consumer Behavior, New York: Dun-Donnelley Publishing.
21. Kiel, G. C. & Layton, R. A. (1981). Dimensions of Consumer Information Seeking Behavior. Journal of Marketing Research, 18 (May), 233-239.
22. Kotler, P. & Zaltman, G. (1976). Targeting Prospects for a New Product. Journal of Advertising Research, 16 (February), 7-18.
23. Langeard, E., Croussilat, M., & Weisz, R. (1978). Exposure to Cultural Activities and Opinion Leadership. In K. Hunt (Ed.), Advances in Consumer Research (Vol. 5, pp. 606-610). Ann Arbor: Association for Consumer Research.
24. LeGrand, B. & Udell, J. (1964): Consumer Behavior in the Market Place. Journal of Retailing, 40 (Fall), 32-48.
25. Lichtenstein, D. R. & Burton, S. (1990). An Assessment of the Moderating Effects of Market Mavenism and Value Consciousness on Price-Quality Perception Accuracy. In M. E. Goldberg, G. Gorn, & R. W. Pollay (Eds.), Advances in Consumer Research (Vol. 17, pp. 53-59). Provo, UT: Association for Consumer Research.
26. Lightfoot, C. & Gerstman, R. (1998). Brand Packaging. In S. Hart & J. Murphy (Eds.), Brands-The New Wealth Creators (pp. 47-55). Interbrand.
27. Lutz, R. & Reilly, P. (1973). An Exploration of the Effects of Perceived Social and Performance Risk on Consumer Information Acquisition. Proceedings, Fourth Annual Conference, The Association for Consumer Research, 393-405.
28. Malhotra, N. K., Argawal, J., & Peterson, M. (1996). Methodological Issues in Cross- Cultural Marketing Research. International Marketing Review, Vol. 13, No. 5, 7-43.
29. Mitchell, V.-W. & Bates, L. (1998). UK Consumer Decision-Making Styles. Journal of Marketing Management, 14, 199-225.
30. Nasif, E. G., AI-Daeaj, H., Ebrahimi, B., & Thibodeaux, M. S. (1991). Methodological Problems in Cross-Cultural Research: An Updated Review. Management International Review, 31 (1), 79-91.
31. Price, L. L., Feick, L. F., & Guskey-Federouch, A. (1988). Coupon Behaviors of the Market Maven: Profile of a Super Couponer. In M. J. Houston (Ed.), Advances in Consumer Research (Vol. 15, pp. 354-359). Provo, UT: Association for Consumer Research.
32. Robertson, T. (1971). Innovative Behavior and Communication. New York: Holt, Rinehart & Winston.
33. Rook, D. W. & Hoch, S. J. (1985). Consuming impulses. In E. C. Hirschman & M. B. Holbrook (Eds.), Advances in Consumer Research (Vol. 12, pp. 23-27). Ann Arbor: Association for Consumer Research.
34. Samli, A. C. (1970). Interrelationships Between the Market Segments and the Buyer Behavior. In D. J. Rachmann (Ed.), Retail Management Strategy: Selected Reading. Englewood Cliffs, NJ: Prentice Hall, Inc.
35. Schiffman, L. G. & L. L. Kanuk (1997). Consumer Behavior (6th ed.), Upper Saddle River, NJ: Prentice Hall.
36. Schneider, K. C. & Rodgers, W. C. (1993). Generalized Marketplace Influencers ('Market Mavens') Attitudes Toward Direct Mail as a Source of Information. Journal of Direct Marketing, Vol. 7, No. 4, 20-28.
37. Sekaran, U. (1983). Methodological and Theoretical Issues and Advancements in Cross-cultural Research. Journal of International Business Studies, 61-73.
38. Sheth, J. N. (1971). Word-of-Mouth in Low-Risk Innovations. Journal of Advertising Research, 11 (June), 15-18.
39. Slama, M. E. & Tashchian, A. (1985). Selected Socioeconomic and Demographic Characteristics Associated with Purchasing Involvement. Journal of Marketing, 49 (Winter), 72-82.
40. Slama, M. E. & Williams, T. G. (1990). Generalizations of the Market Maven's Information Provision Tendency Across Product Categories. In M. E. Goldberg, G. Gorn, & R. W. Pollay (Eds.), Advances in Consumer Research (Vol. 17, pp. 48-52). Provo, UT: Association for Consumer Research.
41. Slama, M. E., Nataraajan, R., & Williams, T. G. (1992). Generalization of the market maven's information provision tendency across product categories. In V. L. Crittenden (Ed.), Developments in Marketing Science (Vol. 15, pp. 90-93). Provo, UT: Association for Consumer Research.
42. Solomon, M. & Schopler, J. (1982). Self Consciousness and Clothing. Personality and Social Psychology, 8 (September), 508-514.
43. Sproles, G. B. (1985). From Perfectionism to Fadism: Measuring Consumers' Decision-Making Styles. Proceedings, American Council on Consumer Interests, 3, 79-85.
44. Sproles, G. B. & Kendall, E. (1986). A Methodology for Profiling Consumers' Decision-Making Styles. Journal of Consumer Affairs, Vol. 20, No. 2 (Winter), 267-279.
45. Sternthal, B., Dholaika, R., & Leavitt, C. (1978). The Persuasive Effects of Source Credibility: Tests of Cognitive Response. Journal of Consumer Research, 4, 252-260.
46. Tigert, D. J., Ring, L. J., & King, C. W. (1976). Fashion Involvement and Buying Behavior: A Methodological Study. In B. B. Anderson (Ed.), Advances in Consumer Behavior (Vol. 3, pp. 46-52).
47. Williams, T. G. & Slama, M. E. (1995). Market maven's purchase decision evaluative criteria: Implications for brand and store promotion effort. Journal in Consumer Marketing, Vol. 12, No. 3, 4-21.
48. Wilson, J. R. (1991). Word-of-Mouth Marketing. New York: Wiley.
49. Winakor, G., Canton, B. & Wolins, L. (1980). Perceived Fashion Risk and Self Esteem of Males and Females. Home Economics Research Journal, Vol. 9, No. 1, Sep., 45-56.