Effects of Construal Level on the Price-Quality Relationship
Articles / Price / Quality / Recommended Reading / Relationship / Theory

Effects of Construal Level on the Price-Quality Relationship

Effects of Construal Level on the Price-Quality Relationship Dengfeng Yan Jaideep Sengupta Journal of Consumer Research Volume 38, Number 2, August 2011 Published by The University of Chicago Press Abstract Drawing on construal level theory, this research proposes that consumer reliance on price (vs. feature-specific product attributes) for making quality inferences will be enhanced when the judgment is psychologically … Continue reading

Truly, Madly, Deeply
Articles / Recommended Reading / Relationship / Theory

Truly, Madly, Deeply

Truly, Madly, Deeply: Consumers in the Throes of Material Possession Love John L. Lastovicka Nancy J. Sirianni Journal of Consumer Research Volume 38, Number 2, August 2011 Published by The University of Chicago Press Abstract This research on material possession love expands an understanding of the role that discrete emotional attachment forms play in identifying commercial value for marketers … Continue reading

Creating a Superior Customer-Relating Capability
Articles / Recommended Reading / Relationship

Creating a Superior Customer-Relating Capability

Creating a Superior Customer-Relating Capability George S. Day MIT Sloan Management Review Magazine: Spring 2003 Research Feature April 15, 2003 In most markets, there are one or two companies that outperform their rivals by staying more closely connected to their customers — Enterprise Rent-A-Car, Pioneer Hi-Bred Seeds, Fidelity Investments, Lexus and Intuit are prominent examples. … Continue reading