Jacob Hornik

Determinants of recycling behavior: A synthesis of research results

Abstract This article classifies variables affecting consumer recycling behavior into four theoretical groups: intrinsic incentives, extrinsic incentives, internal facilitators, and external facilitators. These clusters of variables, taken from 67 empirical studies culled from published and unpublished research, were metanalyzed. Of these sets of variables, the strongest predictors of recycling are internal facilitators: specifically, consumer knowledge and commitment to recycling best predicts propensity to recycle. External incentives—in particular, monetary rewards and social influence—are the next best predictors. One external facilitator that significantly relates to recycling is frequency of collection. Finally, these relationships are further examined to isolate the impact of moderator variables. Three variables are shown to have some moderating effects: sample size, when the study was done, and mode of data collection. Based on the results, the authors propose a model and provide practical implications for motivating consumer participation in waste separation programs.

Effects of Physical Contact on Customers' Shopping Time and Behavior

Touch is considered an important factor in various social situations. The present results show that touching customers in the store increased their shopping time, their evaluation of the store and also the amount of shopping. The findings suggest that interpersonal touch can be an important aid to salespeople and servers.

Information dissemination via electronic word-of-mouth

People disseminate more negative than positive information.People disseminate negative information to more recipients and longer time.Negative online information is more elaborated and detailed.There are more negative reactions to positive information.There are less positive reactions to negative information. The purpose of this research is to investigate negativity bias in secondary electronic word-of-mouth (eWOM). Two experiments, one laboratory and one field, were conducted to study actual dissemination behavior. The results demonstrate a strong tendency toward the negative in the dissemination of secondary commercial information. In line with Dynamic Social Impact Theory, our findings show that consumers disseminate online negative content to more recipients, for a longer period of time and in more elaborated and assimilated manner than they do positive information. The research is important from both a theoretical and managerial perspective. In the former, it enriches existing literature on eWOM by providing insight into theoretical dimensions of the negativity theory not examined before (duration, role of valence, elaboration, and assimilation). Findings provide managerial insights into designing more effective WOM and publicity campaigns.

An Experimental Study of the Effectiveness of Commercial Billboards in Televised Sports Arenas

Advertising billboards in sports arenas can be seen in mass televised sports programmes. Through the use of recall measures, an attempt was made to evaluate some of the characteristics and effectiveness of this medium. Results show that this medium is of questionable effectiveness. Managerial and theoretical implications are discussed, along with suggestions for further studies.

Cognitive thoughts mediating compliance in multiple request situations

Abstract The purpose of this investigation is to examine the effects of two different cognitive sets in the foot-in-the-door paradigm which were expected to differentially affect compliance with a second request. A field experiment showed that subjects, for whom compliance with a first request is accompanied by a set implying a continuous involvement with a charitable cause will be more likely to comply with a subsequent request related to that cause, than will subjects whose initial compliance is accompanied by a set implying that their obligation to the cause has been fulfilled.

Increasing compliance in costly telephone interviews: A test of four inducement techniques

Abstract Two experiments examine the relative effectiveness of two non-pressure compliance techniques (low ball, foot-in-the-door) and of their combination in increasing respondent cooperation in costly telephone surveys. Results show that while both techniques increase compliance when compared to the control group, the most significant increase occurs when using the newly formed combined technique. In fact, the data in both studies provide evidence that the combined routine is an important technique for solliciting response in relatively long telephone interviews and in telephone surveys concerning highly sensitive topics.

Theory construction and data analysis in marketing communication: A facet analytical approach

The history of science shows that the development and growth of disciplines is a matter of developing and testing theories that best represent the elements that define the discipline and make it unique. The main methodological issue in construction theories in marketing communications is the complexities of the domain and the difficulties to define variables and state their interactions. This paper provides an overview of facet theory (FT), a systematic approach to facilitate theory construction, research design, and data analysis for complex disciplines, that is appropriate for developing marketing communications theories and particularly advertising. The use of facet theory and conceptual tools like ‘Mapping Sentence’ and ‘Universe of Content’, is shown to provide new insights into existing advertising data; it allows for the diagnosis and discrimination of marketing communications constructs and makes the generalizability and replication of findings easier.

A System Point Approach to Nonuniform Advertising Insertions

This paper introduces a stochastic model and uses the system point theory for queues and dams to obtain the long range probability distribution function of consumer response in a single ad campaign with Poisson repetitions. The consumer response is treated analogously to the content of a dam with a general release rule and stochastically decreasing increments from higher contents. This approach to repetition effects provides an alternative technique to contemporary marketing models. The paper also discusses applications to the choice of media schedules that optimize market response and generalizations of the model.

Path-type reliability assessments for consumer panel data

Abstract The usefulness of path analysis-type test-retest reliability models for explaining consumer panel data variability is assessed. Assumptions are made about the casual structure to obtain estimates of the various paths coefficients. The methodology is applied to substantive empirical problems. Models limitations and extensions are discussed.

A circumplex model for the behavioral constructs towards television advertising

The purpose of this study was to test the proposed model in order to explain some ambiguity in the advertising process. The model was formulated by focusing attention on relevant socio-psychological parameters motivating television viewers regarding television commercials. The fundamental structure of this model stemmed from a theory advanced by Louis Guttman. Utilizing this theory, an attempt was made to demonstrate empirically the advertising process from the consumer-viewer side.