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Kognitiewe oriëntasie as determinant van verbruikerbesluitneming

M.Comm. (Investment Management) / It was postulated that the aim of consumer psychology as a science is to create constructs which can serve as a framework according to which consumer behaviour can be explained, predicted and influenced. The consumer decision-making process approach proves to be the most comprehensive and integrated approach to explain and predict consumer behaviour in terms of the individualised consumer. A fundamental problem, however, is that, as a result of their complexity and cognitive substructure, the models which have been designed to express this approach cannot easily be verified in practice. It was indicated that the model designed by Overton (1981) provides a way out of this dilemma. On the one hand the model relates well to existing consumer decision-making models, and on the other hand it is extremely useful from the viewpoint of the marketer, since consumers can be segmented according to two scales resulting from 'the model in terms of their cognitive orientation towards prcxiJct purchasing in general. The two scales were defined operationally as a rational and social consumer orientation respectively. The aim of this study was to obtain more information about cognitive consumer orientation. Contently, the study also aimed to promote scientific unity by integrating cognitive consumer orientation theoretically with field dependence and field independence, to provide a broader classification system from which new hypotheses could be derived. It was shOW1 that field independence and a rational consumer orientation both point to autonomous and cognitive-analytical functioning. A social-interpersonal disposition, on the other hand, underlies both field dependence and a social consumer orientation. Hierarchically, the constructs were set out with field dependence and field independence as the two general constructs, and the social and rational consumer orientations as the two consumer-specific constructs. The theoretical implications which the broader classification system has for cognitive consumer orientation were spelled out; amongst others, that it indicates that "field independent" could be substituted for the troublesome term "rational" . It was also shown what implications research of field dependence and field independence with regard to certain biographical correlates has for cognitive consumer orientation in terms of certain existing market segments. scenarios for certain demographic and socia-economic market segments, as well as for the so-called black and white consumer markets, were outlined. Recently it was found that field dependence does not occupy a bipolar position with regard to field independence in a•unitary construct, as has been traditionally accepted, but that the two are independent constructs. Consequently, the empirical study could be conducted more narrowly than the literature study to which it refers. Cognitive consumer orientation was also only tested in terms of cross-Cultural and gender differences…
Date05 February 2014
CreatorsCrous, Frederik
Source SetsSouth African National ETD Portal
Detected LanguageEnglish
RightsUniversity of Johannesburg

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