M. Joseph Sirgy

Self-Concept in Consumer Behavior: A Critical Review

The self-concept literature in consumer behavior can be characterized as fragmented, incoherent, and highly diffuse. This paper critically reviews self-concept theory and research in consumer behavior and provides recommendations for future research.

Assessing the predictive validity of two methods of measuring self-image congruence

The predictive validity of two measurement methods of self-image congruence—traditional versus new—were compared in six studies involving different consumer populations, products, consumption settings, and dependent variables (brand preference, preference for product form, consumer satisfaction/dissatisfaction, brand attitude, and program choice). The traditional method is based on tapping the subject’s perception of product-user image and the subject’s perception of his/her self-image along a predetermined set of image attributes and adding the self-congruity scores across all image dimensions. Three problems were identified and discussed in relation to the traditional method: (1) the use of discrepancy scores, (2) the possible use of irrelevant images, and (3) the use of the compensatory decision rule. The new method is based on tapping the psychological experience of self-congruity directly and globally. The findings demonstrated the predictive validity of the new method over and beyond the traditional method.

Destination Image, Self-Congruity, and Travel Behavior: Toward an Integrative Model

An integrative model of destination image, self-congruity, and travel behavior is described in this article. In particular, the model postulates relationships between destination environment, destination visitor image, tourists’ self-concept, self-congruity, functional congruity, and travel behavior. Travel behavior is hypothesized to be influenced significantly by both self-congruity and functional congruity. Self-congruity is the match between the destination visitor image and tourists’ self-concept (actual, ideal, social, and ideal social self-image). Functional congruity is the match between the utilitarian attributes of the destination and the tourist’s ideal expectations related to those attributes. Self-congruity is hypothesized to influence functional congruity. It is argued that the destination environment influences the formation and change of the destination visitor image and the tourist-perceived utilitarian destination attributes.

Value-Expressive versus Utilitarian Advertising Appeals: When and Why to Use Which Appeal

Abstract Value-expressive advertising appeals are effective when the product is value-expressive, while utilitarian appeals are effective when the product is utilitarian. When the product is value-expressive, audience persuasion is influenced through self-congruity. Conversely, when the product is utilitarian, audience persuasion is influenced through functional congruity. The effectiveness of the value-expressive as opposed to utilitarian appeals is argued also to be a function of such product-related factors as differentiation, life cycle, scarcity, and conspicuousness, and consumer-related factors such as involvement, prior knowledge, and self-monitoring. Future research and managerial implications are discussed.

Using self-congruity and ideal congruity to predict purchase motivation

Abstract This study tested the hypothesis that the effects of self-congruity and ideal congruity on purchase motivation are additive. Self-esteem and self-consistency theories were used to explain this relationship. The results of this study demonstrate support for this relationship. Research implications based on the theoretical model proposed in this study are also discussed.

A New Measure of Quality of Work Life (QWL) Based on Need Satisfaction and Spillover Theories

A new measure of QWL was developed based on need satisfaction and spillover theories. The measure was designed to capture the extent to which the work environment, job requirements, supervisory behavior, and ancillary programs in an organization are perceived to meet the needs of an employee. We identified seven major needs, each having several dimensions. These are: (a) health and safety needs (protection from ill health and injury at work and outside of work, and enhancement of good health), (b) economic and family needs (pay, job security, and other family needs), (c) social needs (collegiality at work and leisure time off work), (d) esteem needs (recognition and appreciation of work within the organization and outside the organization), (e) actualization needs (realization of ones potential within the organization and as a professional), (f) knowledge needs (learning to enhance job and professional skills), and (g) aesthetic needs (creativity at work as well as personal creativity and general aesthetics). The measures convergent and discriminant validities were tested and the data provided support to the construct validity of the QWL measure. Furthermore, the measures nomological (predictive) validity was tested through hypotheses deduced from spillover theory. Three studies were conducted – two studies using university employees and the third using accounting firms. The results from the pooled sample provided support for the hypotheses and thus lent some support to the nomological validity to the new measure.

A path analytic model of store loyalty involving self-concept, store image, geographic loyalty, and socioeconomic status

A model is introduced which posits that store loyalty is primarily determined by store-image evaluation and shopping-complex loyalty. Store image-evaluation, in turn, is hypothesized to be determined, to a major extent, by self-image/store-image congruity, and shopping-complex loyalty by area loyalty and socioeconomic status. The model was tested using a path analytic procedure and the results were consistent with the model. A replication study was attempted and the results reinforced the validity of the proposed model.

The Role of Satisfaction with Leisure Travel/ Tourism Services and Experience in Satisfaction with Leisure Life and Overall Life

Abstract We attempt to develop a measure of satisfaction with leisure travel/tourism services that is related to life satisfaction. The hypothesized model of the study is based on the hierarchy of life satisfaction model. The model postulates that overall life satisfaction can be determined by satisfaction with major life domains (e.g., leisure life). The affect within the leisure life domain spills over vertically to the most superordinate domain (life in general), thus contributing to life satisfaction or dissatisfaction. A survey of 373 consumers of travel/tourism services employed in a major state university was conducted. A LISREL analysis was performed to test the goodness of fit of the model. The LISREL analysis suggested modification of the original model. The findings of the study reveal that travel/tourism trip experiences have a direct impact on the overall life satisfaction of leisure travelers.

The psychology of quality of life

Preface. Part I: Introduction. 1. Definitions and Distinctions. 2. Examples of Measures of Subjective Well Being. 3. Motives Underlying Subjective Well Being. Part II: Inter-domain Strategies. 4. Bottom-up Spillover. 5. Top-down Spillover. 6. Horizontal Spillover. 7. Compensation. Part III: Intra-domain Strategies. 8. Re-evaluation Based on Personal History. 9. Re-evaluation Based on Self-concept. 10. Re-evaluation Based on Social Comparison. 11. Goal Selection. 12. Goal Implementation and Attainment. 13. Re-appraisal. Part IV: Inter- and Intra-domain Strategies. 14. Balance. Index. About the Author.

How Does a Travel Trip Affect Tourists' Life Satisfaction?

The goal of the research reported in this article was to develop a model describing how positive and negative affect associated with specific experiences of a travel trip influence tourists’ overall sense of well-being (life satisfaction). The model is based on the theoretical notion that a travel trip influences life satisfaction through tourists’ experiences of positive and negative affect associated with a recent tourist trip couched within various life domains (e.g., social life, leisure life, family life, cultural life, health and safety, love life, work life, and financial life). We conducted two studies. The first study was qualitative, designed to identify specific sources of positive and negative affect generated by the most recent tourist trip experiences in the context of various life domains. The second study involved a survey of tourists ( N = 264) to test the model in a formal manner. The data provided support for the overall model; the data also helped identify specific sources of positive and negative affect that play a significant role in tourists’ overall sense of well-being. Specific managerial recommendations are made for tourist operators based on the study findings.