[Truncated abstract] It has been argued that the demand for a product is largely dependent on price and quality (Dodds, Monroe & Grewal, 1991) and that it is possible to provide a global product with a universal brand, as consumers desire reliable and quality products at low prices (Levitt, 1983). As global companies extend their reach around the world and such “global” products become available world wide, it is important for marketers to understand if other factors play a significant role in consumers’ purchase processes, especially in Asia where cultural and social influences can be very different from Western societies . . . Since numerology is deeply rooted in Chinese culture, the present study was undertaken to examine the impact that two important numbers (4 and 8) had on Chinese consumers’ value perceptions when used in sub-brand extensions. These numbers were chosen as Ang (1997) had noted the numbers represented “death” (4) and “prosperity” (8) in Chinese numerology and, consequently, may have a negative or positive impact on the value Chinese consumers attach to a product. While there are many types of products available to consumers and possible juxtapositions of numbers are almost endless, the present study was restricted to examining the impact that the numbers 4 and 8 had on the value Chinese consumers attached to cars and mobile phones to ensure the study was manageable. The study was undertaken in Singapore, but it was hoped that the results could be translated to other Chinese markets so more cost-effective and efficient approaches could be developed for such markets.

Thesis (Ph. D.)--University of Sydney, 2009. / Title from title screen (viewed May 1, 2009) Submitted in fulfilment of the requirements for the degree of Doctor of Philosophy Economics to the Faculty of Economics and Business, University of Sydney. Degree awarded 2009; thesis submitted 2008. Bibliography: leaves 93-97. Also available in print form.

Thesis (M. S.)--Mechanical Engineering, Georgia Institute of Technology, 2010. / Committee Chair: Choi, Seung-Kyum; Committee Member: Allen, Janet K.; Committee Member: Paredis, Chris. Part of the SMARTech Electronic Thesis and Dissertation Collection.

[pt] Dentre as ferramentas mais utilizadas para conquistar a fidelidade do consumidor, destacam-se os programas de fidelidade que, em sua maioria, dão recompensas pelo relacionamento dos clientes com as empresas. Na Internet não é diferente, dado que as empresas virtuais tiveram que se adaptar a nova realidade, na qual o lucro operacional é fundamental à saúde financeira. Nessa dissertação aplicase a teoria de análise conjunta, com o objetivo de apontar o conjunto de características consideradas desejáveis pela classe de consumidores pesquisada acerca de um programa de multi-fidelidade na Internet. O desenvolvimento do trabalho é composto de duas etapas básicas: escolha dos atributos a serem avaliados pelos respondentes e análise dessa avaliação. Para escolher o conjunto de atributos a serem julgados foi utilizada uma entrevista com um grupo de foco. A formação desse conjunto de estímulos foi desenvolvida utilizando-se o software SPSS, versão windows. Em seguida, realizou-se a coleta de dados por meio de questionários, os quais foram enviados por correio eletrônico, sendo que alguns foram entregues pessoalmente. Por fim, também com o auxílio do software SPSS versão windows, o estudo atingiu seu objetivo, identificando o conceito de produto considerado o mais adequado, fruto da combinação de estímulos que gerou maior nível de utilidade. / [en] Among the most common tools used to gain customer s loyalty, companies give a great importance to loyalty programs which, in most cases, give rewards for consumers expenses. It is no different in the internet, as virtual companies had to adapt themselves to a new reality, in which operational profits are essential to their economic health. In this research the conjoint analysis theory is used with the objective of showing the group of characteristics understood as desirable by the class of consumers researched about a multi-loyalty program in the internet. This work is composed of two main basic steps: the choice of the attributes to be evaluated by the respondents and the analysis of this evaluation. The group of stimulus to be evaluated was chosen based on the information collected through the focus group interview. The group of stimulus presentation was developed making use of the SPSS software, for windows. Right after, the data collection was implemented with the questionnaries, sent by e-mail. Some of them were handled personnally. In the last step, also using the SPSS software for windows, this study reached its objective, identifying the concept of product considered the most adequate, as a result of the stimulus combination which generated the highest utility level.

Esta dissertação apresenta um estudo sobre o comportamento do consumidor com foco no processo de decisão de compra. O objetivo é identificar e avaliar a utilidade e a importância dos atributos considerados por clientes organizacionais e não organizacionais do mercado brasileiro de ônibus. O público analisado é o dos operadores de mini e micro-ônibus que fazem o transporte de passageiros no segmento de turismo e fretamento. O suporte empírico é fornecido por duas pesquisas de campo. A primeira, de caráter qualitativo, identifica os atributos mais valorizados pelos operadores no momento de decisão de compra. A segunda, de caráter quantitativo, atribui utilidade (importância) para cada um dos atributos e avalia o peso de cada atributo na decisão, através da técnica de análise conjunta. Os resultados apresentam os atributos de valor de compra e revenda, conforto, consumo, quantidade de assentos e valor de manutenção como sendo os mais importantes respectivamente. Apresentam também informações sobre a preferência dos pesquisados por mini e micro-ônibus com preço semelhante ou inferior ao atualmente praticado no Brasil e, indícios de rejeição por preços mais altos. O público pesquisado apresenta significativa preferência por veículos com maior quantidade de assentos. O estudo aborda também indicações de possível mudança nesse mercado em função de tais preferências. / This dissertation presents a study on consumer behavior with focus on purchase decision process. The objective is to identify and evaluate the utility and importance of the attributes selected by organizational and non-organizational customers. The environment is the Brazilian market of bus and the public considered is the operators of mini and micro-buses that carry passengers in the tourism and charter segments. Two field surveys are carried out. The first, qualitative, identifies the most valued attributes by operators at the time of a purchase decision through conjoint analysis technique. The second, quantitative, assigns utility (importance) for each of the attributes and assesses the weight of each attribute in the decision. The results show the attributes of purchase and resale value, comfort, consumption, number of seats and cost of maintenance to be the most important, respectively. There are also information on the respondents' preference for mini and micro-buses with similar or lower price than the currently practiced in Brazil and evidences of rejection for higher prices. The public reserched also shows significant preference for vehicles with higher number of seats. The study also presents indications of possible changes in the market according to such preferences.

No description available.

Esta dissertação apresenta um estudo sobre o comportamento do consumidor com foco no processo de decisão de compra. O objetivo é identificar e avaliar a utilidade e a importância dos atributos considerados por clientes organizacionais e não organizacionais do mercado brasileiro de ônibus. O público analisado é o dos operadores de mini e micro-ônibus que fazem o transporte de passageiros no segmento de turismo e fretamento. O suporte empírico é fornecido por duas pesquisas de campo. A primeira, de caráter qualitativo, identifica os atributos mais valorizados pelos operadores no momento de decisão de compra. A segunda, de caráter quantitativo, atribui utilidade (importância) para cada um dos atributos e avalia o peso de cada atributo na decisão, através da técnica de análise conjunta. Os resultados apresentam os atributos de valor de compra e revenda, conforto, consumo, quantidade de assentos e valor de manutenção como sendo os mais importantes respectivamente. Apresentam também informações sobre a preferência dos pesquisados por mini e micro-ônibus com preço semelhante ou inferior ao atualmente praticado no Brasil e, indícios de rejeição por preços mais altos. O público pesquisado apresenta significativa preferência por veículos com maior quantidade de assentos. O estudo aborda também indicações de possível mudança nesse mercado em função de tais preferências. / This dissertation presents a study on consumer behavior with focus on purchase decision process. The objective is to identify and evaluate the utility and importance of the attributes selected by organizational and non-organizational customers. The environment is the Brazilian market of bus and the public considered is the operators of mini and micro-buses that carry passengers in the tourism and charter segments. Two field surveys are carried out. The first, qualitative, identifies the most valued attributes by operators at the time of a purchase decision through conjoint analysis technique. The second, quantitative, assigns utility (importance) for each of the attributes and assesses the weight of each attribute in the decision. The results show the attributes of purchase and resale value, comfort, consumption, number of seats and cost of maintenance to be the most important, respectively. There are also information on the respondents' preference for mini and micro-buses with similar or lower price than the currently practiced in Brazil and evidences of rejection for higher prices. The public reserched also shows significant preference for vehicles with higher number of seats. The study also presents indications of possible changes in the market according to such preferences.

Submitted by Gustavo Moreira Tavares (gustavo.gmt@hotmail.com) on 2016-05-05T20:25:08Z No. of bitstreams: 1 Gustavo Tavares - MSc Thesis 2016.pdf: 1175635 bytes, checksum: 195b027ba9e3ef81b9ebb9753d2fcd73 (MD5) / Approved for entry into archive by ÁUREA CORRÊA DA FONSECA CORRÊA DA FONSECA (aurea.fonseca@fgv.br) on 2016-05-20T15:43:37Z (GMT) No. of bitstreams: 1 Gustavo Tavares - MSc Thesis 2016.pdf: 1175635 bytes, checksum: 195b027ba9e3ef81b9ebb9753d2fcd73 (MD5) / Approved for entry into archive by Marcia Bacha (marcia.bacha@fgv.br) on 2016-06-07T18:13:15Z (GMT) No. of bitstreams: 1 Gustavo Tavares - MSc Thesis 2016.pdf: 1175635 bytes, checksum: 195b027ba9e3ef81b9ebb9753d2fcd73 (MD5) / Made available in DSpace on 2016-06-07T18:13:27Z (GMT). No. of bitstreams: 1 Gustavo Tavares - MSc Thesis 2016.pdf: 1175635 bytes, checksum: 195b027ba9e3ef81b9ebb9753d2fcd73 (MD5) Previous issue date: 2016-04-28 / Although research on Implicit Leadership Theories (ILT) has put great effort on determining what attributes define a leader prototype, little attention has been given to understanding the relative importance of each of these attributes in the categorization process by followers. Knowing that recognition-based leadership perceptions are the result of the match between followers’ ILTs and the perceived attributes in their actual leaders, understanding how specific prototypical leader attributes impact this impression formation process is particularly relevant. In this study, we draw upon socio-cognitive theories to explore how followers cognitively process the information about a leader’s attributes. By using Conjoint Analysis (CA), a technique that allows us to measure an individual’s trade-offs when making choices about multi-attributed options, we conducted a series of 4 studies with a total of 879 participants. Our results demonstrate that attributes’ importance for individuals’ leadership perceptions formation is rather heterogeneous, and that some attributes can enhance or spoil the importance of other prototypical attributes. Finally, by manipulating the leadership domain, we show that the weighting pattern of attributes is context dependent, as suggested by the connectionist approach to leadership categorization. Our findings also demonstrate that Conjoint Analysis can be a valuable tool for ILT research.

Submitted by Felipe Fernandes Cordeiro (felipefcordeiro@oi.com.br) on 2016-12-17T17:50:49Z No. of bitstreams: 1 Dissertação_Felipe_Fernandes_Cordeiro_versão_FINAL.pdf: 2192070 bytes, checksum: 28582a34599b9cc44e0d6cf31fbbcd0a (MD5) / Approved for entry into archive by Janete de Oliveira Feitosa (janete.feitosa@fgv.br) on 2016-12-27T11:50:53Z (GMT) No. of bitstreams: 1 Dissertação_Felipe_Fernandes_Cordeiro_versão_FINAL.pdf: 2192070 bytes, checksum: 28582a34599b9cc44e0d6cf31fbbcd0a (MD5) / Made available in DSpace on 2017-01-04T16:49:09Z (GMT). No. of bitstreams: 1 Dissertação_Felipe_Fernandes_Cordeiro_versão_FINAL.pdf: 2192070 bytes, checksum: 28582a34599b9cc44e0d6cf31fbbcd0a (MD5) Previous issue date: 2016-11-21 / Há uma discussão se o cliente de bunker (combustível marítimo) é sensível apenas ao preço. Por tratar-se de uma operação de venda de produto associada a um serviço de entrega e dada a natureza intangível da operação, é possível que outros atributos, com maior grau de intangibilidade, possam influenciar, conjuntamente, a decisão de compra. Ao identificar e avaliar os atributos do produto, elementos relevantes nas decisões de compra, este trabalho pretende produzir como resultado final a avaliação e a importância percebida desses atributos por meio da aplicação da metodologia de pesquisa de marketing, denominada conjoint analysis. Dessa forma, pretende-se fazer uma revisão bibliográfica das principais teorias relacionadas ao valor percebido pelo cliente no contexto business-to-business (B2B) e também do papel moderador do preço na satisfação do cliente, buscando identificar, à luz dessas teorias, o nível de influência dos atributos do produto nas decisões dos clientes em abastecerem suas embarcações no Brasil. / There is a discussion on whether the bunker’s client (marine fuel) is only sensitive to price. Since the sales transaction of a product is associated with a delivery service, and given the intangible nature of the operation, it is possible that other attributes, with a greater degree of intangibility, can jointly influence the purchase decision. By identifying and evaluating the product’s attributes, which are relevant factors in purchase decisions, this study aims to produce as a final result an assessment of these attributes and their perceived importance through the application of a marketing research methodology, known as conjoint analysis. Thus, we intend to conduct a literature review of the main theories related to perceived customer value in the business-to-business (B2B) context and also the moderating role of price in customer satisfaction, in order to identify, in the light of these theories, the level of influence of the product’s attributes in customers’ decisions in supplying their vessels in Brazil.

Este estudo tem por objetivo identificar quais são os atributos de produto mais importantes – e seu grau de importância relativa – na compra ou recomendação de interruptores a consumidores finais, eletricistas e arquitetos. O método foi dividido em fases, com abordagem qualitativa e quantitativa. Inicialmente, foram conduzidas entrevistas em profundidade com consumidores e especialistas, com o objetivo de levantar o máximo de atributos salientes, bem como seus níveis. Em seguida, uma survey online, com 558 consumidores, identificou quais desses atributos são mais importantes no processo decisório de compra e uma validação com executivos da área foi conduzida. Os cinco atributos definidos como mais importantes foram: Marca, Acabamento, Garantia, Material Amarelar e Preço. Para identificar o grau de importância relativa de cada atributo, foi utilizado o método conjoint analysis. A pesquisa foi desenvolvida com 116 pessoas, sendo 60 consumidores finais, 28 arquitetos e 28 eletricistas, de cinco regiões do Brasil. Os resultados foram segmentados e analisados de forma agregada, por região, por atuação profissional e por clusters, grupos com preferências de atributo em comum. A análise conjunta revelou que Marca e Material Amarelar obtiveram a maior importância relativa para a amostra total. Pretende-se que este estudo contribua para que executivos da área possam aplicar estratégias de marketing em seus negócios, a fim de obter melhores resultados. / This study aims to identify what are the most important product attributes - and its degree of relative importance – in the purchase or recommendation of interrupters by end users, electricians and architects. The method was divided into phases of qualitative and quantitative approach. Initially, interviews in depth were conducted with consumers and experts in order to enumerate the maximum salient attributes and their levels. Then an online survey with 558 consumers identified which of those attributes are most important in the decision buying process and a validation with area executives was conducted. The five attributes defined as most important were: Brand, Finishing, Warranty, Material Yellowing and Price. To identify the degree of relative importance of each attribute, conjoint analysis method was used. The survey was conducted with 116 people, 60 end users, 28 architects and 28 electricians on five different regions of Brazil. The results were segmented and analyzed in aggregate way, by region, by professional role and by clusters, group with attribute preferences in common. The analysis revealed that the Brand and the Material Yellowing obtained the greater relative importance for the total sample. It is intended that this study will contribute to that area executives can apply marketing strategies in their business in order to get better results.