• Title/Summary/Keyword: Congruency effect

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Comparison of Experienced and Inexperienced Consumers' Utilisation of Extrinsic Cues in Product Evaluation: Evidence from the Korean Fine Arts Market

  • Kim, Yoonjeun;Park, Kiwan;Kim, Yaeri;Chung, Youngmok
    • Asia Marketing Journal
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    • v.17 no.3
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    • pp.105-127
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    • 2015
  • This study compares experienced and inexperienced consumers' patterns in cue utilisation in product evaluations in the arts market. Borrowing the notion of high- and low-scope cues introduced by the cue-diagnosticity framework, we differentiate between the two most readily discernible extrinsic cues in the fine arts market - an art gallery's brand reputation (a high-scope cue) and certificates of authenticity (a low-scope cue). These two cues are different in nature; the former is more abstract, intangible, and rich in content, so is more difficult to interpret than the latter. Given the differences in experienced and inexperienced consumers' information processing styles, we hypothesise that experienced arts consumers form perceived credibility of and purchase intentions towards artworks based on high-scope cues, whereas inexperienced consumers do so based on low-scope cues. To test our hypothesis, we conducted a consumer intercept study at Korea's two most representative art fairs. The survey participants were categorised into either experienced or inexperienced consumers based on their prior purchase experience, and their responses to a set of attribute combinations about two artworks created by the same artist were collected. The results indicate that experienced participants show higher purchase intentions when an art gallery's reputation is very high, whereas inexperienced participants show higher purchase intentions when artworks are accompanied by certificates of authenticity. This congruency effect between prior experience and cue type is mediated by the perceived credibility of the artworks. The findings suggest a correspondence between a consumer's prior experience and the types of extrinsic cues that are important in product evaluations. To the best of our knowledge, this study is the first attempt ever to investigate the role of prior experience in determining when to use high- or low-scope cues. It also provides a useful frame of reference to advise marketers on the effective sales approach based on a client's prior purchase experience.

The effects of adjective meaning on response to color: A test using Stroop task (형용사의 의미가 색 구별에 미치는 영향: 스트룹 과제를 통한 검증)

  • Hong, Seongkyun;Kim, Kyungho;Li, Hyung-Chul O.;Kim, ShinWoo
    • Korean Journal of Cognitive Science
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    • v.28 no.1
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    • pp.27-42
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    • 2017
  • Stroop effect(Stroop, 1935) is a reliable paradigm which has been used in various psychological research. Although classic Stroop experiment used color and color name for experimental stimuli, subsequent research reported that a color(e.g. green) and an object(e.g. grass) which displays a typical color show similar effects depending on color-object congruency(Klein, 1964). Because past research that used Stroop effect to investigate semantic representation tested association between concrete object and color, they predominantly used concrete nouns and their corresponding color names as stimuli(e.g. Dalrymple-Alford, 1968, 1972; Klein, 1964). Recently, Sherman and Clore(2009) reported that response time to white or black words is affected by moral value of words (e.g., honesty, crime) even when the words do not have specific referents. Based on this result, we tested association between thermesthesia-related adjectives(e.g., 따스한, 냉정한) and color(warm color, cold color) using Stroop task. The results showed that subjects were faster in their response to color when adjective-color was congruent than when incongruent, and there was an interaction between color and meaning of adjectives. The Stroop effect in this research is unique because, contrary to previous research that used concrete nouns, the effect was obtained even with abstract adjectives which do not have specific referents. In addition, unlike Sherman and Clore(2009) that used achromatic color, our results show that Stroop effect obtains between abstract adjectives and chromatic color.

Effect of Motor Cues and Secondary Task Complexity on Driving Performance and Task Switching While Driving (운전 중 IVIS 조작 상황에서 Motor Cue와 과제의 난이도가 과제 전환과 운전 주행에 미치는 영향)

  • Ryoo, Eunhyun;Han, Kwanghee
    • Science of Emotion and Sensibility
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    • v.21 no.2
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    • pp.29-42
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    • 2018
  • As information technology is more actively incorporated into automobiles, the role of IVIS (In-Vehicle Infotainment System) is becoming increasingly important for providing convenience and entertainment for drivers. However, using the infotainment systems while driving requires task switching and attending to two visual resources simultaneously. We simulated a setting where participants have to drive while interacting with the infotainment system and examined how task difficulty and motor cues impact driver task-switching and driving performance, specifically whether the effects of motor cues differ depending on task difficulty. For the infotainment display, we used two types of number array depending on the congruency between the digit repetition and the chunking unit, while task difficulty was manipulated by the size of the touch-keys. Participants were instructed to dial two numbers on the screen while we recorded the dialing time, lateral position, inter-key press intervals, and steering wheel control. We found that dialing time and lateral position were affected by task difficulty, while the type of number array had no effect. However, the inter-key press intervals between chunked numbers and steering wheel movement both increased when participants had to use an incongruent number array, which indicates that, if number digits are repeated, chunking is ignored by the drivers. Our findings indicate that, in a dual-task condition, motor cues offset the effect of chunking and can effectively signal the timing for task switching.

The Effect of Congruency between User Participation and Producer Response on User Generated Content (컨텐츠 유통 플랫폼에서 이용자 참여와 생산자 반응의 적합성 효과에 관한 연구)

  • Son, Jung-Min;Lee, Jun-Seop
    • Journal of Distribution Science
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    • v.13 no.8
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    • pp.73-80
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    • 2015
  • Purpose - This study's objective is to analyze the content of the communications between users and producers based on the construal level theory. User generated content refers to content created in an online-based service where users and producers communicate interactively with each other. In a user generated content platform, the messages sent and received between the many players, the users and producers who use the content, may be analyzed at the psychological level based on construal level theory. Research design, data, and methodology - This study gathered user and producer participation through a snow-bowling sampling method. The data analyzed includes 125 video clips and 2,912 comments. The period of the data collection was from September 2014 to December 2014. The collected data was analyzed using a t-test and two-way ANOVA. Results - This study obtained the following research results. First, users who were a short social distance from producers responded to user participatory activities stated in concrete language rather than abstract language. In contrast, users who were at a longer social distance from producers tended to respond to the content requesting user participation through abstract language. Second, if users and producers were at a short social distance from each other, user preference increased more when a producer response to user participation was expressed concretely rather than when it was expressed abstractly. In contrast, if the users were at a longer social distance, users' preferences increased more when producer response was expressed abstractly rather than when it was expressed concretely. Conclusion - This study found that the effect of suitability, in which the social distance and the content were in congruence at the construal level, could be observed. Therefore, based on this, academic and practical implications were drawn. The three main insights of the study are as follows. First, firms can use psychological factors to analyze the message content of users in their distribution platforms. This study reveals managerial implications for marketing managers who want to take make use of this analysis of user and producer communications. This study indicates that the main factors include the concrete and abstract scores and social distance between users and producers. Second, we also provide the strategic guidelines to maximizing user preferences and other outcomes. The main dependent variable in this study is the user preference shift; the variable increases through the congruence effect; and the construal level is determined by the social distance between the users and producers and the type of producer response. The outcomes here from users can be utilized to develop several systemic strategies. One process to use the outcomes could be: (1) firms could measure the users and producers social distance; (2) calculate the concreteness or abstractness of the messages; and, (3) predict the user preference outcomes by the congruence between user and producer social distance and the abstractness or concreteness of the message content.

Gender Differences in the Influence of Sex Roles on Appearance Satisfaction and Self Esteem (성역할 정체성 및 성역할 불일치가 여성과 남성의 외모만족도와 자아존중감에 미치는 영향 비교)

  • Lee Yoon-Jung
    • Journal of the Korean Society of Clothing and Textiles
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    • v.30 no.3 s.151
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    • pp.436-446
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    • 2006
  • The purpose of this study was to compare the influences of men's and women's sex role identities and sex role discrepancies on their appearance satisfaction and self esteem. Congruency theory, androgyny theory, masculinity theory and self discrepancy theory were used to explore the influence of sex roles on appearance satisfaction and self esteem. Theories suggest that the influence would be different by gender. Data were collected from a convenience sample of 125 men and 197 women aged between 20 and 40 years living in the Seoul metropolitan area. Structural equation modeling was employed to analyze the data. For men, both appearance satisfaction and self esteem were influenced only by their perceived masculinity. For women, however, perceived femininity, femininity discrepancy and masculinity discrepancy had an influence on appearance satisfaction. All the four sex role variables had an influence on women's self esteem. BMI had a negative effect on self esteem for women, but no effect for men. According to the results, unlike men, whose appearance satisfaction and self esteem are only determined by how masculine they are, the women's levels of appearance satisfaction and self esteem are influenced not only by how feminine they are, but also by how masculine and feminine they want to be. The results of this study have implications for body image counselors or practitioners who try to help young women increase their self esteem and satisfaction to their appearance.

Effect of Contruals on Social Action Perception: Modulation of Motor Resonance Effect by Perspectives (사회적 행위 지각에 있어 해석 효과: 관점에 따른 운동공명효과의 조절)

  • Lee, Dong-Hoon;Shin, Cheon-Woo;Shin, Hyun-Jung
    • Korean Journal of Cognitive Science
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    • v.23 no.1
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    • pp.109-132
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    • 2012
  • According to recent embodied cognition approach, understanding of actions is not based on abstract symbolic process but based on mental simulation of sensory-motor information related to those actions. As supporting evidence, motor resonance effect is a facilitation/interference effect of motor response in terms of similarity between observed action and concurrent own action. In the current research, we investigated this effect in the situation to perceive a complex social action perception and how it would be modulated by perspectives of construals of the social action scene. For this purpose, we created three kinds of fighting action scenes of two people in terms of body actions of the subject(ie., hitting, stepping, biting), and described them in two perspectives; active and passive. During the experiment, subjects had to verify the congruency of the picture and the description first, and if they are congruent, they had to do two different actions in terms of color of following cues. In the first experiment, subjects' response time for stepping on a pedal and pressing a button were analyzed for measuring motor resonance effect for the foot movement. In the second experiment, voice response time with a microphone and button pressing time were analyzed for the mouth movement motor resonance effect. Results showed the facilitation of the foot movement(in Exp1), and the mouth movement(in Exp2) only when the action scene was described in active perspective. Our results indicate that the motor resonance effect can be occurred during perception of social actions in the real life situation, but it can be also modulated by the perspective of the mental construal of the action event.

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Can Online Community Managers Enhance User Engagement?: Evidence from Anonymous Social Media Postings (온라인 커뮤니티 이용자 참여 증진을 위한 관리자의 운영 전략: 대학별 대나무숲 분석을 중심으로)

  • Kim, Hyejeong;Hwang, Seungyeup;Kwak, Youshin;Choi, Jeonghye
    • Knowledge Management Research
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    • v.23 no.2
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    • pp.211-228
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    • 2022
  • As social media marketing becomes prevalent, it is necessary to understand the administrative role of managers in promoting user engagement. However, little is known about how community managers enhance user engagement in social media. In this research, we study how managers can boost online user participation, including clicking likes and writing comments. Using the SUR (Seemingly Unrelated Regression) model, we find out that the active participation of managers increases user engagement of both passive (likes) and active (comments) ones. In addition, we find that the number of emotional words included in posts has a positive effect on the passive engagement whereas it negatively affects the active engagement. Lastly, the congruency between posts and comments positively affects users' passive engagement. This study contributes to prior literature related to online community management and text analyses. Furthermore, our findings offer managerial insights for practitioners and social media managers to further facilitate user engagement.

The Effect of Brand Extension of Private Label on Consumer Attitude - a focus on the moderating effect of the perceived fit difference between parent brands and an extended brand - (PL의 브랜드확장이 소비자태도에 미치는 영향에 관한 연구 : 모브랜드 적합도 인식 차이의 조절효과를 중심으로)

  • Kim, Jong-Keun;Kim, Hyang-Mi;Lee, Jong-Ho
    • Journal of Distribution Research
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    • v.16 no.4
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    • pp.1-27
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    • 2011
  • Introduction: Sales of private labels(PU have been growing m recent years. Globally, PLs have already achieved 20% share, although between 25 and 50% share in most of the European markets(AC. Nielson, 2005). These products are aimed to have comparable quality and prices as national brand(NB) products and have been continuously eroding manufacturer's national brand market share. Stores have also started introducing premium PLs that are of higher-quality and more reasonably priced compared to NBs. Worldwide, many retailers already have a multiple-tier private label architecture. Consumers as a consequence are now able to have a more diverse brand choice in store than ever before. Since premium PLs are priced higher than regular PLs and even, in some cases, above NBs, stores can expect to generate higher profits. Brand extensions and private label have been extensively studied in the marketing field. However, less attention has been paid to the private label extension. Therefore, this research focuses on private label extension using the Multi-Attribute Attitude Model(Fishbein and Ajzen, 1975). Especially there are few studies that consider the hierarchical effect of the PL's two parent brands: store brand and the original PL. We assume that the attitude toward each of the two parent brands affects the attitude towards the extended PL. The influence from each parent brand toward extended PL will vary according to the perceived fit between each parent brand and the extended PL. This research focuses on how these two parent brands act as reference points to one another in the consumers' choice consideration. Specifically we seek to understand how store image and attitude towards original PL affect consumer perceptions of extended premium PL. How consumers perceive extended premium PLs could provide strategic suggestions for retailer managers with specific suggestions on whether it is more effective: to position extended premium PL similarly or dissimilarly to original PL especially on the quality dimension and congruency with store image. There is an extensive body of research on branding and brand extensions (e.g. Aaker and Keller, 1990) and more recently on PLs(e.g. Kumar and Steenkamp, 2007). However there are no studies to date that look at the upgrading and influence of original PLs and attitude towards store on the premium PL extension. This research wishes to make a contribution to this gap using the perceived fit difference between parent brands and extended premium PL as the context. In order to meet the above objectives, we investigate which factors heighten consumers' positive attitude toward premium PL extension. Research Model and Hypotheses: When considering the attitude towards the premium PL extension, we expect four factors to have an influence: attitude towards store; attitude towards original PL; perceived congruity between the store image and the premium PL; perceived similarity between the original PL and the premium PL. We expect that all these factors have an influence on consumer attitude towards premium PL extension. Figure 1 gives the research model and hypotheses. Method: Data were collected by an intercept survey conducted on consumers at discount stores. 403 survey responses were attained (total 59.8% female, across all age ranges). Respondents were asked to respond to a series of Questions measured on 7 point likert-type scales. The survey consisted of Questions that measured: the trust towards store and the original PL; the satisfaction towards store and the original PL; the attitudes towards store, the original PL, and the extended premium PL; the perceived similarity of the original PL and the extended premium PL; the perceived congruity between the store image and the extended premium PL. Product images with specific explanations of the features of premium PL, regular PL and NB we reused as the stimuli for the Question response. We developed scales to measure the research constructs. Cronbach's alphaw as measured each construct with the reliability for all constructs exceeding the .70 standard(Nunnally, 1978). Results: To test the hypotheses, path analysis was conducted using LISREL 8.30. The path analysis for verification of the model produced satisfactory results. The validity index shows acceptable results(${\chi}^2=427.00$(P=0.00), GFI= .90, AGFI= .87, NFI= .91, RMSEA= .062, RMR= .047). With the increasing retailer use of premium PLBs, the intention of this research was to examine how consumers use original PL and store image as reference points as to the attitude towards premium PL extension. Results(see table 1 & 2) show that the attitude of each parent brand (attitudes toward store and original pL) influences the attitude towards extended PL and their perceived fit moderates these influences. Attitude toward the extended PL was influenced by the relative level of perceived fit. Discussion of results and future direction: These results suggest that the future strategy for the PL extension needs to consider that positive parent brand attitude is more strongly associated with the attitude toward PL extensions. Specifically, to improve attitude towards PL extension, building and maintaining positive attitude towards original PL is necessary. Positioning premium PL congruently to store image is also important for positive attitude. In order to improve this research, the following alternatives should also be considered. To improve the research model's predictive power, more diverse products should be included in study. Other attributes of product should also be included such as design, brand name since we only considered trust and satisfaction as factors to build consumer attitudes.

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