Why do they make things so complicated?: desperate consumers in complex buying situations
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| Format: | Thesis Book |
| Language: | English |
| Published: |
Lohmar ; Köln
Eul Verlag
Mai 2017
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| Edition: | 1. Auflage |
| Series: | Reihe: Marketing
Band 79 |
| Subjects: | |
| Online Access: | Inhaltsverzeichnis Inhaltsverzeichnis |
| Physical Description: | XXIII, 313 Seiten Diagramme 21 cm x 14.8 cm, 212 g |
| ISBN: | 9783844105117 |
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| 245 | 1 | 0 | |a Why do they make things so complicated? |b desperate consumers in complex buying situations |c Dr. Lisa Monika Anna Mützel |
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| 502 | |b Dissertation |c Universität Koblenz-Landau |d 2017 | ||
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| adam_text | CONTENT
FOREWORD
.................................................................................................................................
V
PREFACE
..............................................................................................................................
VII
ABSTRACT: COMPLEX BUYING SITUATIONS
.......................................................................................
IX
ZUSAMMENFASSUNG: KOMPLEXE KAUFSITUATIONEN
.......................................................................
XI
CONTENT
.............................................................................................................................XIII
LIST OF
FIGURES.......................................................................................................................
XVII
LIST OF
TABLES...........................................................................................................................XIX
LIST OF
ABBREVIATIONS............................................................................................................XXIII
1.
INTRODUCTION................................................................................................................1
1.1 RELEVANCE OF RESEARCH ON COMPLEX BUYING SITUATIONS IN
PRACTICE..............................1
1.2 RELEVANCE OF RESEARCH ON COMPLEX BUYING SITUATIONS FOR
THEORY...............................5
1.3 AIMS AND STRUCTURE OF THIS THESIS
............................................................................
13
2. COMPLEXITY IN PRIOR CONSUMER RESEARCH
................................................................
21
2.1 METHODOLOGY OF THE LITERATURE REVIEWS OF PRODUCT AND CHOICE
COMPLEXITY
............
21
2.2 PRODUCT
COMPLEXITY.................................................................................................23
2.2.1 CONCEPTUALIZING PRODUCT COMPLEXITY AND CATEGORY COMPLEXITY
..............................
25
2.2.1.1 PRIOR DEFINITIONS OF PRODUCT
COMPLEXITY...................................................................26
2.2.1.2 PRODUCT VS. CATEGORY COMPLEXITY AND INHERENT VS. PERCEIVED
COMPLEXITY
...............
27
2.2.1.3 DECOMPOSING PERCEIVED PRODUCT
COMPLEXITY...........................................................30
2.2.2 MEASUREMENT AND MANIPULATION OF INHERENT AND PERCEIVED COMPLEXITY
IN
EMPIRICAL
RESEARCH...................................................................................................40
2.2.3 EMPIRICAL RESEARCH ON PRODUCT COMPLEXITY
............................................................
46
2.2.4 SUMMARY AND
DISCUSSION.........................................................................................58
2.3 CHOICE COMPLEXITY AND TASK
COMPLEXITY..................................................................64
2.3.1 THE CONCEPTUAL RELATIONSHIP BETWEEN RESEARCH STREAMS ADDRESSING
COMPLEXITY......................................................................................
66
2.3.2 PERSPECTIVES ON TASK
COMPLEXITY.............................................................................67
2.3.3 THE TASK COMPLEXITY FRAMEWORK OF LIU AND LI (2012)
..........................................
72
2.3.4 SUMMARY AND
DISCUSSION.........................................................................................74
3. THE REFERENCE FRAMEWORK OF
CBS..........................................................................77
3.1 METHODOLOGY OF STUDY 1
..........................................................................................
77
3.1.1 DATA ANALYSIS: QUALITATIVE CONTENT ANALYSIS
............................................................
78
3.1.2 DATA COLLECTION OF STUDY 1.1: ONLINE SURVEY WITH OPEN QUESTIONS
.........................
80
3.1.3 DATA COLLECTION OF STUDY 1.2:
INTERVIEWS.................................................................82
3.2 OVERVIEW OF THE REFERENCE
FRAMEWORK....................................................................84
3.3 INPUTS AND THE PERCEPTUAL
CONSTRUCT.........................................................................
90
3.3.1 INPUT: INHERENT CATEGORY
COMPLEXITY.......................................................................90
3.3.1.1 INPUT: INHERENT CATEGORY-SPECIFIC COMPLEXITY
.........................................................
90
3.3.1.2 INPUT: INHERENT MARKET
COMPLEXITY...........................................................................96
3.3.2 INPUT: COMMUNICATION INPUTS AND SOCIAL
INPUTS.................................................... 101
3.3.3 PERCEPTUAL CONSTRUCT: PERCEIVED CATEGORY
COMPLEXITY..........................................104
3.4 LEARNING
CONSTRUCTS................................................................................................
104
3.4.1 COGNITIVE RESPONSES TO COMPLEXITY
.......................................................................
105
3.4.1.1 PERCEIVED CHOICE
COMPLEXITY.................................................................................105
3.4.1.2 COGNITIVE
EFFORT......................................................................................................
107
3.4.2 EMOTIONAL RESPONSES TO
COMPLEXITY......................................................................
I L L
3.4.3 INTERACTIONS BETWEEN EMOTIONS AND
COGNITION....................................................... 114
3.4.4 COMPLEXITY REDUCTION
STRATEGIES...........................................................................
115
3.4.4.1 PRE-ACQUISITION AVOIDANCE
STRATEGIES......................................................................116
3.4 .4.2 PRE-ACQUISITION CONFRONTATIVE
STRATEGIES.................................................................118
3.4.4.3 DECISION
STRATEGIES.................................................................................................
120
3.5
OUTPUTS...................................................................................................................126
3.5.1 PRE-PURCHASE CONSEQUENCES OF
CERC...................................................................
127
3.5.2 PURCHASE AND POST-PURCHASE CONSEQUENCES OF
CERC...........................................128
3.6 POSSIBLE MODERATORS AND
MEDIATORS........................................................................133
3.6.1 BUYING
CONTEXT.......................................................................................................136
3.6.2 SITUATIONAL
FACTORS.................................................................................................
137
3.6.3 COGNITIVE
CONSTRUCTS...............................................................................................13
9
3.6.4 PERSONALITY
TRAITS.....................................................................................................143
3.6.5
DEMOGRAPHICS........................................................................................................144
3.7 DISCUSSION AND IMPLICATIONS
.................................................................................
145
3.7.1
SUMMARY................................................................................................................146
3.7.2 INPUTS AND PERCEPTUAL CONSTRUCTS
...........................................................................
146
3.7.3 LEARNING CONSTRUCTS
...............................................................................................
152
3.7.4 OUTPUTS AND POSSIBLE MODERATORS AND
MEDIATORS.................................................. 156
3.7.5 FURTHER
FINDINGS.....................................................................................................
159
4. DEVELOPING A SCALE TO MEASURE NERCO
................................................................
163
4.1 THEORETICAL
FOUNDATIONS........................................................................................166
4.2 CONSTRUCT
DEFINITION..............................................................................................
168
4.3 ITEM GENERATION (STUDY 1.1: OPEN PRODUCT
CONTEXT)..............................................170
4.4 ITEM PURIFICATION (STUDY 2:
LAPTOPS).....................................................................171
4.4.1 STRUCTURE AND
SAMPLE..............................................................................................
171
4.4.2 EXPLORATORY FACTOR
ANALYSIS...................................................................................
172
4.4.2.1 INITIAL
CONSIDERATIONS..............................................................................................173
4.4.2.2 SELECTING THE NUMBER OF
FACTORS.............................................................................175
4.4.2.3 ITEM
REDUCTION.......................................................................................................
177
4A2.4 INTERPRETATION OF THE TWO
FACTORS.............................................................................180
4.4.2.5 INITIAL RELIABILITY
ANALYSIS.......................................................................................182
4.5 INITIAL VALIDATION (STUDY 3: OCCUPATIONAL DISABILITY
INSURANCE).............................184
4.5.1 STRUCTURE AND
SAMPLE.............................................................................................
184
4.5.2 CONFIRMATORY FACTOR
ANALYSIS.................................................................................185
4.5.3 CONSTRUCT
VALIDATION..............................................................................................
189
4.5.3.1 CONVERGENT
VALIDITY................................................................................................
189
4.5.3.2 DISCRIMINANT
VALIDITY.............................................................................................190
4.5.3.3 NOMOLOGICAL NETWORK FOR NERCO AND SERVICE COMPLEXITY, PRE-SEARCH
UNCERTAINTY AND SERVICE-CLASS
KNOWLEDGE.............................................................192
4.5.3.4 RESULTS OF NOMOLOGICAL VALIDITY
TESTING..................................................................195
4.6 FINAL VALIDATION (STUDY 4: NEW
AUTOMOBILES).......................................................195
4.6.1 STRUCTURE AND
SAMPLE..............................................................................................
196
4.6.2 VALIDATION OF MEASUREMENT
PROPERTIES..................................................................197
4.6.3 NOMOLOGICAL NETWORK FOR PERCEIVED CHOICE COMPLEXITY, EMOTIONAL
RESIGNATION AND FEAR OF POST-PURCHASE DISSONANCE AND AVOIDANCE
STRATEGIES
......
198
4.6.4 RESULTS OF NOMOLOGICAL VALIDITY TESTING
................................................................
203
4.7 TEST-RETEST ASSESSMENT (STUDY 5: SMARTPHONES)
...................................................
207
4.7.1 STRUCTURE AND
SAMPLE.............................................................................................207
4.7.2 TEST-RETEST
ANALYSIS................................................................................................208
4.8 SUMMARY AND
DISCUSSION.......................................................................................209
4.8.1 RELEVANCE FOR
THEORY.............................................................................................212
4.8.2 RELEVANCE FOR
PRACTICE...........................................................................................214
4.8.3 LIMITATIONS AND FUTURE RESEARCH
............................................................................
215
5. EXPERIMENT ON CERC: THE ROLE OF RECOMMENDATIONS IN COMPLEX BUYING
SITUATIONS...............................................................................................................
219
5.1 THEORETICAL
BACKGROUND........................................................................................222
5.2 HYPOTHESES
DEVELOPMENT......................................................................................
226
5.2.1 MAIN EFFECTS: INFLUENCES OF THE INDEPENDENT VARIABLES ON PERCEIVED
CHOICE
COMPLEXITY............................................................................................................
228
5.2.2 MAIN EFFECTS: INFLUENCES OF THE INDEPENDENT VARIABLES ON NERCO
.....................
234
5.2.3 MEDIATION
HYPOTHESES...........................................................................................240
5.3
PRETEST....................................................................................................................
244
5.4 MAIN
STUDY............................................................................................................
250
5.4.1 DESIGN AND
PROCEDURE...........................................................................................
250
5.4.2
SUBJECTS.................................................................................................................
254
5.4.3
RESULTS...................................................................................................................
256
5.4.3.1 MAIN AND INTERACTION
EFFECTS..................................................................................
256
5.4.3.2 MEDIATION
ANALYSIS................................................................................................
259
5.5 SUMMARY AND
DISCUSSION........................................................................................263
6.
CONCLUSION............................................................................................................
275
6.1 MAJOR RESULTS AND CONTRIBUTIONS
............................................................................
275
6.2 IMPLICATIONS FOR
RESEARCH.......................................................................................
289
6.3 IMPLICATIONS FOR
PRACTICE.......................................................................................
293
REFERENCES.............................................................................................................................
297
Content
Foreword ..............................................................................V
Preface .............................................................................VII
Abstract: Complex buying situations...................................................IX
Zusammenfassung: Komplexe Kaufsituationen.............................................XI
Content ............................................................................XIII
List of figures.....................................................................XVII
List of tables.......................................................................XIX
List of abbreviations..............................................................XXIII
1. Introduction.................................................................1
1.1 Relevance of research on complex buying situations in practice...............1
1.2 Relevance of research on complex buying situations for theory................5
1.3 Aims and structure of this thesis...........................................13
2. Complexity in prior consumer research.......................................21
2.1 Methodology of the literature reviews of product and choice complexity......21
2.2 Product complexity..........................................................23
2.2.1 Conceptualizing product complexity and category complexity..................25
2.2.1.1 Prior definitions of product complexity.....................................26
2.2.1.2 Product vs. category complexity and inherent vs. perceived complexity.......27
2.2.1.3 Decomposing perceived product complexity....................................30
2.2.2 Measurement and manipulation of inherent and perceived complexity in
empirical research.........................................................40
2.2.3 Empirical research on product complexity....................................46
2.2.4 Summary and discussion......................................................58
2.3 Choice complexity and task complexity.......................................64
2.3.1 The conceptual relationship between research streams addressing
complexity.................................................................66
2.3.2 Perspectives on task complexity.............................................67
2.3.3 The task complexity framework of Liu and Li (2012)..........................72
2.3.4 Summary and discussion......................................................74
3. The reference framework of CBS..............................................77
3.1 Methodology of Study 1......................................................77
3.1.1 Data analysis: Qualitative content analysis.................................78
.80
.82
.84
.90
.90
.90
.96
101
104
104
105
105
107
111
114
115
116
118
120
126
127
128
133
136
137
139
143
144
145
146
146
152
156
Data collection of Study 1.1: Online survey with open questions
Data collection of Study 1.2: Interviews.....................
Overview of the reference framework..........................
Inputs and the perceptual construct..........................
Input: Inherent category complexity..........................
*
Input: Inherent category-specific complexity.................
Input: Inherent market complexity............................
Input: Communication inputs and social inputs................
Perceptual construct: Perceived category complexity..........
Learning constructs..........................................
Cognitive responses to complexity............................
Perceived choice complexity..................................
Cognitive effort.............................................
Emotional responses to complexity............................
Interactions between emotions and cognition..................
Complexity reduction strategies..............................
Pre-acquisition avoidance strategies.........................
Pre-acquisition confrontative strategies.....................
Decision strategies..........................................
Outputs......................................................
Pre-purchase consequences of CERC............................
Purchase and post-purchase consequences of CERC..............
Possible moderators and mediators............................
Buying context...............................................
Situational factors..........................................
Cognitive constructs.........................................
Personality traits...........................................
Demographics.................................................
Discussion and implications..................................
Summary......................................................
Inputs and perceptual constructs.............................
Learning constructs..........................................
Outputs and possible moderators and mediators................
159
163
166
168
170
171
171
172
173
175
177
180
182
184
184
185
189
189
190
192
195
195
196
197
198
203
207
207
208
209
212
214
Further findings.......................................................
Developing a scale to measure NERCO....................................
Theoretical foundations................................................
Construct definition...................................................
Item generation (Study 1.1: Open product context)......................
Item purification (Study 2: Laptops)...................................
Structure and sample...................................................
Exploratory factor analysis............................................
Initial considerations.................................................
Selecting the number of factors........................................
Item reduction.........................................................
Interpretation of the two factors......................................
Initial reliability analysis...........................................
Initial validation (Study 3: occupational disability insurance)........
Structure and sample...................................................
Confirmatory factor analysis...........................................
Construct validation...................................................
Convergent validity....................................................
Discriminant validity..................................................
Nomological network for NERCO and service complexity, pre-search
uncertainty and service-class knowledge................................
Results of nomological validity testing................................
Final validation (Study 4: New automobiles)............................
Structure and sample...................................................
Validation of measurement properties...................................
Nomological network for perceived choice complexity, emotional
resignation and fear of post-purchase dissonance and avoidance strategies
Results of nomological validity testing................................
Test-retest assessment (Study 5: Smartphones)..........................
Structure and Sample...................................................
Test-retest analysis...................................................
Summary and discussion.................................................
Relevance for theory...................................................
Relevance for practice.................................................
4.8.3 Limitations and future research ...........................................215
5. Experiment on CERC: The role of recommendations in complex buying
situations.................................................................219
5.1 Theoretical background................................................. 222
5.2 Hypotheses development.....................................................226
5.2.1 Main effects: Influences of the independent variables on perceived choice
complexity.................................................................228
5.2.2 Main effects: Influences of the independent variables on NERCO........... 234
5.2.3 Mediation hypotheses.......................................................240
5.3 Pretest....................................................................244
5.4 Main study............................................................... 250
5.4.1 Design and procedure..................................................... 250
5.4.2 Subjects...................................................................254
5.4.3 Results................................................................ 256
5.4.3.1 Main and interaction effects...............................................256
5.4.3.2 Mediation analysis.........................................................259
5.5 Summary and discussion................................................... 263
6. Conclusion............................................................. 275
6.1 Major results and contributions............................................275
6.2 Implications for research................................................ 289
6.3 Implications for practice..................................................293
References ..........................................................................297
|
| any_adam_object | 1 |
| author | Mützel, Lisa 1990- |
| author_GND | (DE-588)1023114526 |
| author_facet | Mützel, Lisa 1990- |
| author_role | aut |
| author_sort | Mützel, Lisa 1990- |
| author_variant | l m lm |
| building | Verbundindex |
| bvnumber | BV044398456 |
| classification_rvk | QW 300 |
| ctrlnum | (OCoLC)1002275843 (DE-599)BVBBV044398456 |
| discipline | Wirtschaftswissenschaften |
| edition | 1. Auflage |
| format | Thesis Book |
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| genre | (DE-588)4113937-9 Hochschulschrift gnd-content |
| genre_facet | Hochschulschrift |
| id | DE-604.BV044398456 |
| illustrated | Not Illustrated |
| indexdate | 2024-07-10T07:51:53Z |
| institution | BVB |
| institution_GND | (DE-588)1065867972 |
| isbn | 9783844105117 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-029800568 |
| oclc_num | 1002275843 |
| open_access_boolean | |
| owner | DE-384 DE-12 DE-1047 |
| owner_facet | DE-384 DE-12 DE-1047 |
| physical | XXIII, 313 Seiten Diagramme 21 cm x 14.8 cm, 212 g |
| publishDate | 2017 |
| publishDateSearch | 2017 |
| publishDateSort | 2017 |
| publisher | Eul Verlag |
| record_format | marc |
| series | Reihe: Marketing |
| series2 | Reihe: Marketing |
| spelling | Mützel, Lisa 1990- Verfasser (DE-588)1023114526 aut Why do they make things so complicated? desperate consumers in complex buying situations Dr. Lisa Monika Anna Mützel 1. Auflage Lohmar ; Köln Eul Verlag Mai 2017 XXIII, 313 Seiten Diagramme 21 cm x 14.8 cm, 212 g txt rdacontent n rdamedia nc rdacarrier Reihe: Marketing Band 79 Dissertation Universität Koblenz-Landau 2017 Kaufverhalten (DE-588)4073331-2 gnd rswk-swf Kaufentscheidung (DE-588)4073328-2 gnd rswk-swf Kognitive Komplexität (DE-588)4125180-5 gnd rswk-swf (DE-588)4113937-9 Hochschulschrift gnd-content Kaufverhalten (DE-588)4073331-2 s Kaufentscheidung (DE-588)4073328-2 s Kognitive Komplexität (DE-588)4125180-5 s DE-604 Josef Eul Verlag GmbH (DE-588)1065867972 pbl Reihe: Marketing Band 79 (DE-604)BV011297884 79 DNB Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=029800568&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis Digitalisierung UB Augsburg - ADAM Catalogue Enrichment application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=029800568&sequence=000003&line_number=0002&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Mützel, Lisa 1990- Why do they make things so complicated? desperate consumers in complex buying situations Reihe: Marketing Kaufverhalten (DE-588)4073331-2 gnd Kaufentscheidung (DE-588)4073328-2 gnd Kognitive Komplexität (DE-588)4125180-5 gnd |
| subject_GND | (DE-588)4073331-2 (DE-588)4073328-2 (DE-588)4125180-5 (DE-588)4113937-9 |
| title | Why do they make things so complicated? desperate consumers in complex buying situations |
| title_auth | Why do they make things so complicated? desperate consumers in complex buying situations |
| title_exact_search | Why do they make things so complicated? desperate consumers in complex buying situations |
| title_full | Why do they make things so complicated? desperate consumers in complex buying situations Dr. Lisa Monika Anna Mützel |
| title_fullStr | Why do they make things so complicated? desperate consumers in complex buying situations Dr. Lisa Monika Anna Mützel |
| title_full_unstemmed | Why do they make things so complicated? desperate consumers in complex buying situations Dr. Lisa Monika Anna Mützel |
| title_short | Why do they make things so complicated? |
| title_sort | why do they make things so complicated desperate consumers in complex buying situations |
| title_sub | desperate consumers in complex buying situations |
| topic | Kaufverhalten (DE-588)4073331-2 gnd Kaufentscheidung (DE-588)4073328-2 gnd Kognitive Komplexität (DE-588)4125180-5 gnd |
| topic_facet | Kaufverhalten Kaufentscheidung Kognitive Komplexität Hochschulschrift |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=029800568&sequence=000001&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=029800568&sequence=000003&line_number=0002&func_code=DB_RECORDS&service_type=MEDIA |
| volume_link | (DE-604)BV011297884 |
| work_keys_str_mv | AT mutzellisa whydotheymakethingssocomplicateddesperateconsumersincomplexbuyingsituations AT josefeulverlaggmbh whydotheymakethingssocomplicateddesperateconsumersincomplexbuyingsituations |
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