product involvement
DESCRIPTION
TRANSCRIPT
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PRODUCT INVOLVEMENT
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Definition:
Feelings of interest and enthusiasm consumers hold for various
product categories. These feelings may be evidenced in
• Consumer tendencies to attach more importance to specific products.
• Have more knowledge about specific product attributes and brands.
• Be attentive to information or advertisements concerning the product
class of interest.
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Importance
The degree of consumer involvement
in a product category has become a
major factor relevant to advertising
and promotional strategies.
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Classification
1. Enduring involvement
2. Situational involvement
3. Response involvement
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Enduring involvement
• is seen as a characteristic or property of an attitude,
enduring or stable over time.
• That is motivated by the degree to which the product or
object relates to the self and/or pleasure received from it.
• That indicates the perceived personal relevance of an
object to an individual.
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Enduring involvement (cognitive elements)
• self-
knowledge
• interests
• needs
• Values
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Situation involvement
• That represents a temporary interest or concern with and
object which have been triggered by a particular cause.
• That relates to the degree to which the situation
engenders involvement.
• represents a mental state and has nothing to do with
cognitive elements such as value and needs.
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Response involvement
• Denotes a behavioral orientation of
involvement.
• Response involvement reflects time
and or intensity or effort expended in
the undertaking of behavior
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Condition for greater involvement
• the consumer lacks information about alternatives for
satisfying the need.
• a large amount of money is involved.
• the product has considerable social importance.
• The product is seen as having a potential for
providing significant benefits.
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High involvement product
• Price is high.
• That have close substitutes.
• The level of knowledge with regard to the
product is high.
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Highly involved customers
• individuals have more searching behaviors such as
searching for product information.
• they have more reaction about product/service brand such
as perception of brand difference, brand preference and
brand loyalty.
• They are more likely to be influenced by reference groups.
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Highly involved customers
• They would seek to maximize expected satisfaction
from their brand choice through and extensive choice
process (e.g., comparing many brands, spending time,
using multiple attributes).
• They are more likely to express they lifestyle and
personality characteristic in their brand choice.
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Low involvement product
• Price is low.
• That is not very important for
costumer.
• The level of knowledge with regard to
the product is low.
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Low involved customers
They arouse little searching behaviors
or reaction about brand because:
(the risk is small and effort can be
reduced accordingly)
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Measuring involvement
• It cannot be measured directly.
• We can use consumer involvement
profile (CIP)
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Consumer involvement profile (CIP)
Five “facets” or “antecedents” of involvement
are:
1. Hedonic value
2. sign value
3. Risk probability
4. Risk impact
5. Importance
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• Celsi, R.L. and Olson, J.C. (1988), “The role of
involvement in attention and comprehension
processes”, The Journal of Consumer Research.
References
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References
• Goldsmith, R.E. and Emmert, J. (1991), “Measuring
product category involvement: a multitrait-
multimethod study”, Journal of Business Research,
• Laurent G, Kapferer JN (1985). Measuring consumer
involvement profiles. Journal of Marketing Research.
• Richins, M.L., Bloch, P.H. and McQuarrie, E.F. (1992),
“How enduring and situational involvement combine
to create involvement responses”, Journal of
Consumer Psychology.
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