Retail Influence on Evoked Set Formation and Final Choice of Shopping Goods

Investigates retailers′ relative influence on consumers′ sequential decision-making process of forming evoked sets and then making purchase decisions from the evoked sets. Describes a study in which consumers report on 23 durable goods grouped into three product categories. Evoked set sizes were sma...

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Bibliographic Details
Published in:International journal of retail & distribution management 1994-11, Vol.22 (7), p.10-17
Main Authors: LeBlanc, Ronald P, Turley, L.W
Format: Article
Language:English
Subjects:
Attitude (Psychology)
Beliefs, opinions and attitudes
Consumer behavior
Consumers
Decision making
Durable goods
Impacts
Influence
Investigations
Marketing
Product development
Product lines
Retail stores
Retailing
Shopping
Stores
Studies
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Summary:Investigates retailers′ relative influence on consumers′ sequential decision-making process of forming evoked sets and then making purchase decisions from the evoked sets. Describes a study in which consumers report on 23 durable goods grouped into three product categories. Evoked set sizes were smaller than those for previously studied convenience goods but larger than those suggested by recent reports on consumer durable purchases. The findings indicate that the influence of the retailer is higher in evoked set development than in the final purchase stage of consumer decision making and that the influence of the retailer on product choice varies significantly across different categories of durable products.
ISSN:0959-0552
1758-6690
DOI:10.1108/09590559410069882