W. Fred van Raaij

Brand equity: extending brand awareness and liking with Signal Detection Theory

Brand equity, which is a central topic in modern marketing, may be assessed from three perspectives: customer mind set, product market outcomes and financial market outcomes. Brand awareness (memory) and brand liking are elements of customer mind set brand equity. The factors determining brand awareness and likeability are also determinants of the change in financial brand equity. In order to understand these factors, Signal Detection Theory is employed for finding the components of brand awareness and likeability. Signal Detection Theory has a strong tradition in psychology, but is under‐represented in marketing and consumer behaviour. This study extended the concept of brand awareness to ‘awareness sensitivity and bias’ and the concept of ‘brand likeability’ to ‘liking sensitivity and bias’ using Signal Detection Theory. The effect of divided attention on the extended components was investigated in three laboratory experiments. It was found that, in the attended mode compared with the unattended mode, consumers perform better in preserving a favourable brand awareness and have a conservative reaction tendency. This effect of attention occurs in building brand awareness for short presentations, but not for long presentations. These findings may serve as guidelines for a strategy formulation for enhancing customer mind set brand equity.

New developments in marketing communications and consumer behavior

Abstract In this special issue of the Journal of Business Research , some new developments in marketing communication and consumer behavior will be sketched. The developments pertain to price communication, consumer information processing and attitude change, brand loyalty, memory for radio advertisements with the help of mnemonic devices, and the impact of sales promotion on store choice. The five papers of this special issue were selected from the papers presented at the second International Seminar on Marketing Communications and Consumer Behavior, held at La Londe les Maures, France, June 3–6, 1997.

Consumer Financial Behavior

Consumer financial behavior is a domain between micro-economics, behavioral finance, and marketing. It is based on insights and behavioral theories from cognitive, economic, and social psychology (biases, heuristics, social influences), in the context of and sometimes in conflict with micro-economic theories of consumers, investors, and markets. Behavioral finance has a descriptive approach, how people make financial decisions. Not always rational, but often in a systematic irrational way. Consumer financial behavior is also a basis and starting point for the marketing management of financial products and services, as well as for consumer education and protection policy. This monograph is on the determinants/drivers and consequences of spending, saving, borrowing, insuring, and investing. Ultimately, this monograph is on the financial requirements for financial inclusion, and participation in present society with its myriad of products and services, experiences, social media, information (overload), and the pursuit of meaning, satisfaction, happiness, and wellbeing.

THE ROLE OF MENTAL BUDGETING IN HEALTHY FINANCIAL BEHAVIOR: A SURVEY AMONG SELF-EMPLOYED ENTREPRENEURS

Self-employed entrepreneurs (without personnel) manage their business and household finances at the same time. Both domains tend to interact with each other. In this study, it is studied whether and how self-employed entrepreneurs manage their finances. More specifically, the role of mental budgeting and time orientation in healthy financial behavior is studied. Mental budgeting is a way to manage expenses. It entails setting budgets, making reservations on budgets, compensating after too much spending on a budget, and non-fungibility (treating money as earmarked and categorized). It can be expected that self-employed entrepreneurs using mental budgeting strategies behave in a more healthy financial manner. Survey data were collected among self-employed people without personnel in The Netherlands. The survey contained, among others, questions about the company, time orientation, financial management, tax attitude, reported tax compliance, and concern or worry about the future. Questions were factor analyzed using principal component analyses. The resulting scales were used for further analyses. Regression analyses were performed to predict concern or worry about finances, financially restricting to and exceeding budgets, and reporting tax compliance. In this paper, two components of time orientation are distinguished: awareness of consequences and carelessness about the future. From these components, four orientation types of self-employed people were obtained. The orientation type focusing on long-term consequences shows more healthy financial behavior, whereas the orientation type focusing on the present and less on consequences shows less healthy financial behavior. Responsible and healthy financial behavior of self-employed entrepreneurs is related to focusing on long-term consequences, using mental budgeting, and keeping one’s budgets. Aspects of mental budgeting are predicting worry about business finances. Differential effects of mental budgeting were found on restricting one’s budgets, and exceeding budgets, respectively. Of two measures of future circumstances (work disability, pension), only pension measures were predicting worrying about finances. Mental budgeting was not related to tax compliance, except for fungibility. Past tax behavior is predictive of other (past) tax behaviors. Fiscal history measures prove to be correlated with present measures.