The effect of familiarity with the response category labels on item response to likert scales
Publication type
FT ranked journal articlePublication Year
2013Journal
Journal of Consumer ResearchPublication Volume
40Publication Issue
2Publication Begin page
368Publication End page
381
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Show full item recordAbstract
Nowadays, an increasing number of information technology tools are implemented in order to support decision making about marketing strategies and improve customer relationship management (CRM). Consequently, an improvement in CRM can be obtained by enhancing the databases on which these information technology tools are based. This study shows that data augmentation with situational variables of the purchase occasion can significantly improve purchasing behavior predictions for a home vending company. Three dimensions of situational variables are examined: physical surroundings, temporal perspective and social surroundings respectively represented by weather, time, and salesperson variables. The smallest, but still significant, increase in predictive performance was measured by enhancing the model with time variables. Besides the moment of the day, this study shows that the incorporation of weather variables, and more specifically sunshine, can also improve the accuracy of a CRM model. Finally, the best improvement in purchasing behavior predictions was obtained by taking the salesperson effect into account using a multilevel model.Knowledge Domain/Industry
Marketing & SalesDOI
10.1086/670394ae974a485f413a2113503eed53cd6c53
10.1086/670394