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Article: Harmonizing conflict in husband-wife purchase decision making: Perceived fairness and spousal influence dynamics

TitleHarmonizing conflict in husband-wife purchase decision making: Perceived fairness and spousal influence dynamics
Authors
KeywordsFamily Purchase Decision Making
Spousal Assertiveness
Spousal Relative Influence
Spousal Sense Of Fairness
Issue Date2008
Citation
Journal Of The Academy Of Marketing Science, 2008, v. 36 n. 3, p. 378-394 How to Cite?
AbstractTo market important products to families successfully, salespeople must understand how couples behave in concert to resolve conflict across major decisions. The authors develop a model of spousal fairness and test it with a study of multi-period family purchase decision making. The results show that a spousal sense of fairness serves as a mechanism for contemporary couples to harmonize conflict over time in family decisions. Specifically, spouses' perceived fairness mediates the relationship between spousal prior influence and spousal decision behavior in subsequent decisions. Spouses also consider their partner's perceptions of fairness when taking action to restore fairness. Moreover, the effects of perceived fairness are moderated by spousal traits of empathy, egalitarianism, and empowerment in a gendered pattern. © 2007 Academy of Marketing Science.
Persistent Identifierhttp://hdl.handle.net/10722/178010
ISSN
2015 Impact Factor: 3.744
2015 SCImago Journal Rankings: 3.861
ISI Accession Number ID
References

 

DC FieldValueLanguage
dc.contributor.authorSu, Cen_US
dc.contributor.authorZhou, KZen_US
dc.contributor.authorZhou, Nen_US
dc.contributor.authorLi, JJen_US
dc.date.accessioned2012-12-19T09:41:16Z-
dc.date.available2012-12-19T09:41:16Z-
dc.date.issued2008en_US
dc.identifier.citationJournal Of The Academy Of Marketing Science, 2008, v. 36 n. 3, p. 378-394en_US
dc.identifier.issn0092-0703en_US
dc.identifier.urihttp://hdl.handle.net/10722/178010-
dc.description.abstractTo market important products to families successfully, salespeople must understand how couples behave in concert to resolve conflict across major decisions. The authors develop a model of spousal fairness and test it with a study of multi-period family purchase decision making. The results show that a spousal sense of fairness serves as a mechanism for contemporary couples to harmonize conflict over time in family decisions. Specifically, spouses' perceived fairness mediates the relationship between spousal prior influence and spousal decision behavior in subsequent decisions. Spouses also consider their partner's perceptions of fairness when taking action to restore fairness. Moreover, the effects of perceived fairness are moderated by spousal traits of empathy, egalitarianism, and empowerment in a gendered pattern. © 2007 Academy of Marketing Science.en_US
dc.languageengen_US
dc.relation.ispartofJournal of the Academy of Marketing Scienceen_US
dc.subjectFamily Purchase Decision Makingen_US
dc.subjectSpousal Assertivenessen_US
dc.subjectSpousal Relative Influenceen_US
dc.subjectSpousal Sense Of Fairnessen_US
dc.titleHarmonizing conflict in husband-wife purchase decision making: Perceived fairness and spousal influence dynamicsen_US
dc.typeArticleen_US
dc.identifier.emailZhou, KZ: kevinz@hkucc.hku.hken_US
dc.identifier.authorityZhou, KZ=rp01127en_US
dc.description.naturelink_to_subscribed_fulltexten_US
dc.identifier.doi10.1007/s11747-007-0079-4en_US
dc.identifier.scopuseid_2-s2.0-48849116427en_US
dc.identifier.hkuros156107-
dc.relation.referenceshttp://www.scopus.com/mlt/select.url?eid=2-s2.0-48849116427&selection=ref&src=s&origin=recordpageen_US
dc.identifier.volume36en_US
dc.identifier.issue3en_US
dc.identifier.spage378en_US
dc.identifier.epage394en_US
dc.identifier.isiWOS:000257946500006-
dc.publisher.placeNetherlandsen_US
dc.identifier.scopusauthoridSu, C=7402819677en_US
dc.identifier.scopusauthoridZhou, KZ=7202914654en_US
dc.identifier.scopusauthoridZhou, N=7103170571en_US
dc.identifier.scopusauthoridLi, JJ=9434943800en_US
dc.identifier.citeulike5999967-

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