Satisfaction: a behavioral perspective on the consumer
Gespeichert in:
1. Verfasser: | |
---|---|
Format: | Buch |
Sprache: | English |
Veröffentlicht: |
Armonk, NY [u.a.]
Sharpe
2010
|
Ausgabe: | 2. ed. |
Schlagworte: | |
Online-Zugang: | Inhaltsverzeichnis Inhaltsverzeichnis |
Beschreibung: | Includes bibliographical references and index |
Beschreibung: | XXII, 519 S. graph. Darst. |
ISBN: | 9780765617705 |
Internformat
MARC
LEADER | 00000nam a2200000 c 4500 | ||
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020 | |a 9780765617705 |c cloth : alk. paper |9 978-0-7656-1770-5 | ||
035 | |a (OCoLC)249134746 | ||
035 | |a (DE-599)GBV577971018 | ||
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100 | 1 | |a Oliver, Richard L. |e Verfasser |0 (DE-588)170242765 |4 aut | |
245 | 1 | 0 | |a Satisfaction |b a behavioral perspective on the consumer |c Richard L. Oliver |
250 | |a 2. ed. | ||
264 | 1 | |a Armonk, NY [u.a.] |b Sharpe |c 2010 | |
300 | |a XXII, 519 S. |b graph. Darst. | ||
336 | |b txt |2 rdacontent | ||
337 | |b n |2 rdamedia | ||
338 | |b nc |2 rdacarrier | ||
500 | |a Includes bibliographical references and index | ||
650 | 4 | |a Consumer satisfaction | |
650 | 4 | |a Consumer satisfaction |x Evaluation | |
650 | 0 | 7 | |a Verbraucherverhalten |0 (DE-588)4062644-1 |2 gnd |9 rswk-swf |
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999 | |a oai:aleph.bib-bvb.de:BVB01-018752954 |
Datensatz im Suchindex
_version_ | 1804140872573386752 |
---|---|
adam_text | CONTENTS
List of Tables
xv
List of Figures
xvii
Preface
xxi
1.
Introduction: What Is Satisfaction?
3
Why Study Satisfaction in a Consumer Context?
4
The Consumer s Perspective
4
The Firm s Perspective
5
The Industry Perspective
5
The Societal Perspective
5
A Diversity of Satisfaction Definitions
6
Satisfaction: A Formal Definition
8
What About Dissatisfaction?
8
Vertical and Horizontal Distinctions
9
Vertical Distinctions
10
Horizontal Distinctions
10
Do Firms Agree on Satisfaction as a Corporate Goal?
11
Consumer Satisfaction Compared to Satisfaction in Other Domains
12
Satisfaction Compared to Related Concepts
13
A First-Time Consumer
14
Repeat Purchasing, Consumption, or Patronization
15
A Note on the
Nonprocessing
of Satisfaction
15
The Structure of This Book
16
The Essentials of the Satisfaction Response
16
Comparison Operators
18
Integrative
Psychological Processes
19
Consequences of Satisfaction
21
Glossary
21
Notes
23
Bibliography
24
PART I. BASIC SATISFACTION MECHANISMS
27
2.
The Performance of Attributes, Features, and Dimensions
29
Traditional Satisfaction Analysis
29
Descriptive
Statistics
30
Importance-Performance Analysis
31
Regression Analysis
33
A Fundamental Shortcoming of Performance Analysis
35
Determining and Measuring Feature Performance
36
Satisfaction Drivers Versus Choice Criteria
36
Levels of Feature Abstraction
39
What Features?
40
Consumer-Generated Lists
44
Scaling Performance
46
Feature or Attribute Importance
50
Alternative Measures of Importance for Satisfaction
52
Importance-Performance Analysis Revisited
53
Conclusion
55
Notes
55
Bibliography
57
3.
Expectations and Related Comparative Standards
61
What Is an Expectation?
63
More on Varieties of Expectations and Performance Referents
64
Anticipations as Expectations: Affective Expectations
64
Expectations of What?
65
Expectation Referents Categorized by Level of Desire
66
Referents Categorized by Level of Abstraction
69
Referents Categorized by Focal Comparison Object
72
An Applied Example
73
The Best of the Expectation-Based Comparative Referents
74
Sources of Referents and Reasons for the Level of Abstraction
75
External Sources
76
Internal Sources
77
Measuring Expectations: How and When
79
Predictive Expectations
79
Examples of Measures
80
Measuring Ideal, Should, and Desired Expectations
81
Practical Issues in the Measurement of Multiple Standards
81
Measuring Expectations After the Fact: Retrospective Expectations
82
Updating Expectations During Consumption
83
The Function of Expectations in Satisfaction Formation
84
Expectations as Assimilation Agents
84
Expectations as Contrast Agents
86
Conclusion
86
Notes 86
Bibliography go,
4.
The Expectancy
Disconfirmation
Model of Satisfaction
%
Discrepancy Models of Satisfaction
95
The Consumer Behavior Approach
97
Shortcomings of Assimilation Versus Contrast Interpretations
98
Disconfirmation
Elaborated
99
Objective Versus Subjective Disconfirmation
101
Predicting Satisfaction: Calculated or Subjective Disconfirmation?
104
Expectations and Disconfirmation as Proxies for Assimilation and Contrast
105
What Does This Imply for Managerial Strategy?
107
The Role of Confirmation
107
The Role of Extremes of Disconfirmation
109
Surprise and Disconfirmation in the Consumption Response
110
The Relative Influences of Expectation or Disconfirmation: When Would
One Dominate the Other?
112
When Expectations Dominate
112
When Disconfirmation Dominates
115
Conditions Favoring Strong Disconfirmation Effects
116
Evidence for the Expectancy Disconfirmation Model
117
Performance Influences in the Expectancy Disconfirmation Model
118
Model Variations
120
Sample Versus Individual Influences
121
Other Disconfirmable Comparative Referents
121
Conclusion
126
Notes
127
Bibliography
130
PART
П.
ALTERNATIVE AND SUPPLEMENTARY COMPARATIVE
OPERATORS
135
5.
Need Fulfillment in a Consumer Satisfaction Context
137
Basics of Need
137
Restoration and Enhancement
137
Reinforcement
138
Needs in the Satisfaction Process
140
Two Popular Need Satisfaction Models
142
Marketing Efforts to Apply Two-Factor Theory
147
Need Gratification Theory Elaborated
148
A Consumer Perspective on Need Satisfaction Theory
148
Descriptive and Correlational Data
150
The
Kano
Approach to Satisfiers and Dissatisfiers
152
Practical Implications of the Need Satisfaction Perspective
155
Application Implications
155
Measurement and Analysis
155
Conclusion
158
Notes
158
Bibliography
160
6.
Quality: The Object of Desire
162
Technological Referents: The Historical Approach
162
Technical Comparisons
163
Consumer Perceptions
of Quality
164
Quality Abstractions From the Consumer s Perspective
165
Single-Stimulus Definitions
165
Dual-Stimulus Definitions
167
Ideals as the Quality Standard
168
Use of Excellence as the Quality Standard: SERVQUAL Revisited
169
Quality Response Functions
171
Are Importances Useful in a Quality Model?
172
Measuring Quality as an Encounter or Global Concept
173
Quality Measurement at the Encounter Level
173
Quality Measurement at the Global Level
173
Quality and Satisfaction: Similarities and Differences
175
Conceptual Differences
175
Distinguishing Short-Term and
Long-Term
Quality and Satisfaction Effects
178
Tests of Frameworks Linking Quality and Satisfaction
180
An Encounter Quality Influences Satisfaction Model
181
Satisfaction-Specific and Quality-Specific Attributes
181
The Model
182
Affective Quality: New Directions for Services
184
Conclusion
185
Notes
185
Bibliograhy
187
7.
TheMany Varieties of Value in the Consumption Experience
190
Axiology: The Study of Values
190
Self-Oriented Values
191
Other-Oriented Values
191
Renditions of Value as
Pre-
and Postconsumption Events
192
Single-Stimulus Definitions of Value in Consumption
192
Dual-Stimulus Definitions of Value in Consumption
195
Proposed and Actual Model Tests Containing Quality and Value:
What Can Be Learned?
197
Value as a Satisfaction-Like Postpurchase Comparison
198
What, Now, Is Value?
198
What, Now Is the Role of Value in Satisfaction (or Vice Versa)?
200
Measuring Consumer Values
202
What of Value in Marketing Strategy?
203
Conclusion
204
Notes
204
Bibliography
206
8.
Equity: How Consumers Interpret Fairness
211
Equity: What It Is
211
A Mathematical Representation of Equity and Its Problems
212
Positive Inequity
214
The Effect of Differing Roles
214
The Role of Equity in Consumer Satisfaction
215
Person-to-Person Comparisons
215
Person-to-Merchant
Comparisons
217
Consequences of Inequity
218
Historical Versus Contemporary Interpretations of Equity Influences
218
Nonintervening Frameworks
218
Intervening Approaches
220
Additional Topics in Consumer Equity
224
Distributive Versus Procedural and Interactional Fairness
224
Does Equity Work in Parallel With
Disconfirmation?
226
Equity Sensitivity: Who and How Many Are Affected?
229
Conclusion
229
Notes
230
Bibliography
232
9.
Regret and Hindsight: What Might Have Been and What I Knew Would Be
237
The Comparative Nature of Regret and Hindsight
237
Hindsight and Regret Categorized by Perceived Responsibility
238
Regret
239
Sources of Referents for the Occurrence of Regret
241
Positive Regret: Clarifying Rejoicing
243
Common Alternative Negative Correlates of Regret
244
A Priori Consideration of Regret
244
Joint Operation of Regret and
Disconfirmation
246
Determinants of Regret
246
Evidence for the Consequences of Regret
250
Regret as an Initiator of Self-Protection
251
Hindsight Bias
251
Moderating Conditions and Causes
252
Evidence in a Marketing Context
253
Conclusion
253
Notes
254
Bibliography
256
PART
Ш.
SATISFACTION PROCESSES AND MECHANISMS
261
10.
Cognitive Dissonance: Fears of What the Future Will Bring (and a Few Hopes)
263
Decision-Making Stages
264
Four Phases of Consumption
264
Purchase Phase Stresses
266
Dissonance: The Concept
267
Causes
267
What Dissonance Is
270
How Can Consumers Stand It?
270
Dissonance: The Evidence
271
Dissonance-Inducing Factors
272
Dissonance Reduction Strategies
274
Examples of Consumer Dissonance Induction and Reduction
278
Proposed Relations Between Dissonance and Satisfaction
279
Beta and Gamma Phase Effects
279
Delta Phase Effects
281
Measuring Dissonance in the Satisfaction Process
281
Conclusion
283
Notes
284
Bibliography
285
11.
Attribution in the Satisfaction Response: Why Did It Happen?
290
The Origins of Attribution Theory
291
Actors and Observers
291
Causes and Reasons
292
Attributions to the Person or Situation
293
Biases and Errors of Judgment in Attribution
293
The Weiner Framework
295
The Three Dimensions
295
Consumer Interpretations
296
Postpurchase Marketing Examples
298
Locus of Causality
298
Controllability
299
Stability
299
The Causal Basis for Attributions
300
The Role of
Disconfirmation
300
The Model
302
Attribution-Dependent Affect
303
Attribution Measurement
304
Qualitative Measures
304
Standard Scales
305
Conclusion
306
Notes
307
Bibliography
309
12.
Emotional Expression in the Satisfaction Response
314
Emotion and Its Origin
315
The Brain and Emotion
316
Emotion, Affect, and Mood
317
The Structure of Universal Emotions
31
g
Emotions as Discrete Affects
31
g
Affect as a Two-Dimensional Construct
31
g
Emotion as a Blend of Affects
320
Evidence for Satisfaction in Emotion Frameworks
320
Measuring Affect in Satisfaction Contexts
323
Identifying Consumption Emotions
323
Bipolar Versus Unipolar Scales in Emotion Measurement
325
Intensity Versus Frequency
325
Studies of Consumer Emotion
327
Origins of Consumer Emotion
327
Emotion
and Satisfaction in Consumption
327
Preconsumption Emotion Effects
329
Affects During Transient and Extended Consumption
330
Emotions as Satisfaction Outcomes
333
Cognitive Determinants of Emotion
334
Cognitive Appraisal Revisited
334
Two-Appraisal Models
335
Affects Resulting From Cognitive Appraisal
335
Where Is Satisfaction?
338
Inductive Approaches
338
Insights in the Postpurchase Literature
339
Appraisal-Based Consumption Emotions
339
The Tertiary Phase: Action Tendencies
340
Conclusion
341
Notes
342
Bibliography
345
13.
The Processing of Consumption
352
A Response Mode Approach to Consumption
352
The Dilemma for Management
353
Satisfaction in a Classification Context
353
Satisfaction in an Appraisal Context Revisited
354
A Formal Appraisal Model for the Satisfaction Response
355
The Favorable Outcome Sequence
356
The Unfavorable Outcome Sequence
357
The Unexpected Outcome Sequence
358
The Success and Failure Attribution Sequences
359
Adding the Appraisal Framework to the Expectancy
Disconfirmation
Model
360
Satisfaction Prototypes
360
Proposed Categories of Consumption Response Orientation
364
Summary of the Model
367
A Test of the Model
367
The Study
368
Response Mode Profiles
370
Processing Profiles
371
Emotional Linkages
373
Other Proposed Satisfaction States
376
Conclusion
378
Notes
379
Bibliography
380
PART IV. SATISFACTION S CONSEQUENCES: WHAT HAPPENS NEXT?
383
14.
After Satisfaction: The Short-Run Consequences
385
What Do Consumers Do?
386
Nonresponse
Following Successful Consumption
386
Nonresponse
Following Unsuccessful Consumption
386
Xli
A Complaint Process Model
389
Complaint Handling Within the Expectancy
Disconfirmation
Model
392
Indirect Evidence for the Complaining Framework
393
More Problems of Overgenerosity
395
The Case of Unknown Complaint Expectations
396
Other Consumer Responses
397
Firm Strategies: Promoting Complaints and Encouraging Compliments
397
Encouraging Complaints
397
What About Compliments?
399
Integrated Psychological Processes: Attribution, Equity, and Appraisal
399
Consumer Dissatisfaction Profiles
402
Nontheoretic Frameworks
402
The Hirschman Exit, Voice, and Loyalty Theoretical Framework
403
Consumer Dissatisfaction Studies Using the Hirschman Framework
404
Word of Mouth: Current Interpretations
404
Determinants
405
Company WOM Responses and Strategies
407
Measuring the Short-Term Consequences
408
Primary Postpurchase Variables
· 408
Secondary Satisfaction
409
Conclusion
410
Notes
410
Bibliography
415
15.
Loyalty and Financial Impact: Long-Term Effects of Satisfaction
424
The Development of Loyalty: A Framework
425
Intentions and Behavior: Historical Perspective as Relating to Loyalty
428
Intention as a Proxy for Loyalty
429
Behavior as a Proxy for Loyalty
430
A Definition of Loyalty
432
The Phases of Loyalty Elaborated
433
Cognitive Loyalty
433
Affective Loyalty
433
Cognitive Loyalty
434
Action Loyalty
434
Tests of the Phases
434
Obstacles to Loyalty
436
Consumer Idiosyncrasies
436
Switching Incentives
437
Interpersonal Loyalty: Additional Effects in Services
44O
Loyalty Patterns
44O
Three Loyalty Categorizations
44
j
Loyalty Programs
442
Philosophy and Evidence
442
Excess Returns to Loyalty
444
New Perspectives on Loyalty Generation and Maintenance:
Consumption Communities
445
ХНІ
Dimensions
of the Framework
445
Self-Isolation as a Sustainer of Loyalty
446
The Social Organization: The Village
448
Individual and Social Integration: Fully Bonded Loyalty
449
The Relation Between Satisfaction and Loyalty
450
Is Brand Loyalty an Anachronism?
452
Measuring Loyalty
453
Basic Loyalty Scales: Staying and Switching
453
The Social Support of the Community
455
The Translation of Loyalty Into Profits
455
The Big Picture: Satisfaction Matters
456
How Satisfaction Indirectly Influences Profits
457
Market Share and Shareholder Wealth
458
Conclusion
459
Notes
460
Bibliography
465
Name Index
479
Subject Index
503
About the Author
519
|
any_adam_object | 1 |
author | Oliver, Richard L. |
author_GND | (DE-588)170242765 |
author_facet | Oliver, Richard L. |
author_role | aut |
author_sort | Oliver, Richard L. |
author_variant | r l o rl rlo |
building | Verbundindex |
bvnumber | BV035895528 |
callnumber-first | H - Social Science |
callnumber-label | HF5415 |
callnumber-raw | HF5415.335 |
callnumber-search | HF5415.335 |
callnumber-sort | HF 45415.335 |
callnumber-subject | HF - Commerce |
classification_rvk | MS 5560 QP 620 QW 300 |
ctrlnum | (OCoLC)249134746 (DE-599)GBV577971018 |
dewey-full | 658.8/12 |
dewey-hundreds | 600 - Technology (Applied sciences) |
dewey-ones | 658 - General management |
dewey-raw | 658.8/12 |
dewey-search | 658.8/12 |
dewey-sort | 3658.8 212 |
dewey-tens | 650 - Management and auxiliary services |
discipline | Soziologie Wirtschaftswissenschaften |
edition | 2. ed. |
format | Book |
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id | DE-604.BV035895528 |
illustrated | Illustrated |
indexdate | 2024-07-09T22:06:53Z |
institution | BVB |
isbn | 9780765617705 |
language | English |
lccn | 2008039870 |
oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-018752954 |
oclc_num | 249134746 |
open_access_boolean | |
owner | DE-945 DE-703 DE-92 DE-N2 DE-1043 DE-384 DE-188 DE-473 DE-BY-UBG DE-521 DE-19 DE-BY-UBM |
owner_facet | DE-945 DE-703 DE-92 DE-N2 DE-1043 DE-384 DE-188 DE-473 DE-BY-UBG DE-521 DE-19 DE-BY-UBM |
physical | XXII, 519 S. graph. Darst. |
publishDate | 2010 |
publishDateSearch | 2010 |
publishDateSort | 2010 |
publisher | Sharpe |
record_format | marc |
spelling | Oliver, Richard L. Verfasser (DE-588)170242765 aut Satisfaction a behavioral perspective on the consumer Richard L. Oliver 2. ed. Armonk, NY [u.a.] Sharpe 2010 XXII, 519 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Includes bibliographical references and index Consumer satisfaction Consumer satisfaction Evaluation Verbraucherverhalten (DE-588)4062644-1 gnd rswk-swf Verbraucherzufriedenheit (DE-588)4129147-5 gnd rswk-swf Verbraucherzufriedenheit (DE-588)4129147-5 s Verbraucherverhalten (DE-588)4062644-1 s DE-188 http://www.loc.gov/catdir/toc/ecip0828/2008039870.html Inhaltsverzeichnis Digitalisierung UB Bayreuth application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=018752954&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
spellingShingle | Oliver, Richard L. Satisfaction a behavioral perspective on the consumer Consumer satisfaction Consumer satisfaction Evaluation Verbraucherverhalten (DE-588)4062644-1 gnd Verbraucherzufriedenheit (DE-588)4129147-5 gnd |
subject_GND | (DE-588)4062644-1 (DE-588)4129147-5 |
title | Satisfaction a behavioral perspective on the consumer |
title_auth | Satisfaction a behavioral perspective on the consumer |
title_exact_search | Satisfaction a behavioral perspective on the consumer |
title_full | Satisfaction a behavioral perspective on the consumer Richard L. Oliver |
title_fullStr | Satisfaction a behavioral perspective on the consumer Richard L. Oliver |
title_full_unstemmed | Satisfaction a behavioral perspective on the consumer Richard L. Oliver |
title_short | Satisfaction |
title_sort | satisfaction a behavioral perspective on the consumer |
title_sub | a behavioral perspective on the consumer |
topic | Consumer satisfaction Consumer satisfaction Evaluation Verbraucherverhalten (DE-588)4062644-1 gnd Verbraucherzufriedenheit (DE-588)4129147-5 gnd |
topic_facet | Consumer satisfaction Consumer satisfaction Evaluation Verbraucherverhalten Verbraucherzufriedenheit |
url | http://www.loc.gov/catdir/toc/ecip0828/2008039870.html http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=018752954&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
work_keys_str_mv | AT oliverrichardl satisfactionabehavioralperspectiveontheconsumer |
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