Richard G. Netemeyer

• University of Virginia

How does financial education lead to improved financial behavior and higher financial well-being? An influential Consumer Financial Protection Bureau model (CFPB 2015) proposes that the goal of financial education is to improve financial well-being and that financial education does so by increasing financial knowledge, which improves financial beha...

As children and teen internet use has reached record highs, the protection of their online privacy is a pressing issue for parents, consumer groups, social media firms, and federal, state, and international agencies. Even with strategies to help children protect their personal information, questions remain as to what children really know about the...

In this JPPM article for the 40 th Anniversary of the Journal of Public Policy … Marketing, the authors first share what is meant by “policy,” “public policy,” and “marketing and public policy” for researchers in our field. The authors then offer examples of JPPM research informing policy across different stages of the policy making process: proble...

Examining the effects of what consumers actually know (i.e., objective knowledge) is an important gap in front-of-pack (FOP) nutrition research. In experiments with over 2,000 primary food shoppers, we examine the moderating impact of objective nutrition knowledge on key FOP nutrition symbols (Stop Sign labels, Traffic-Light labels, and a control)...

Graphic visual health warnings (GHWs) on cigarette packaging are used in more than 120 countries globally. Because there are concerns about the effectiveness of using the same visual warnings over many years due to wearout, a primary issue is how to identify the most effective visual stimuli. Adolescent smokers and nonsmokers provided more than 200...

Psychometric measures of ability, attitudes, perceptions, and beliefs are crucial for understanding user behaviors in various contexts including health, security, e-commerce, and finance. Traditionally, psychometric dimensions have been measured and collected using survey-based methods. Inferring such constructs from user-generated text could affor...

Psychometric measures reflecting people’s knowledge, ability, attitudes, and personality traits are critical for many real-world applications, such as e-commerce, health care, and cybersecurity. However, traditional methods cannot collect and measure rich psychometric dimensions in a timely and unobtrusive manner. Consequently, despite their import...

This research examines the roles of health literacy, health numeracy, and trust in doctor on: 1) patient anxiety when consulting a doctor; 2) frequency of physician consultations; and 3) patient subjective well‐being (SWB). Our sample consisted of 4,040 adults representative of the U.S. in terms of age, income, and education, but equally split amon...

How front-of-package (FOP) nutrition icon systems affect product evaluations for more and less healthful objective nutrition profiles is a critical question facing food marketers, consumers, and the public health community. We propose a conceptually-based hierarchical continuum to guide predictions regarding the effectiveness of several FOP systems...

Introduction: A between-subjects experiment examines the effects of different warning types and modified risk e-cigarette ad claims on adolescent e-cigarette craving and future e-cigarette susceptibility for two different themes. One theme focuses on nicotine and addiction, and the other on the effects of potentially harmful constituents (e.g., fl...

Though perceived financial well-being is viewed as an important topic of consumer research, the literature contains no accepted definition of this construct. Further, there has been little systematic examination of how perceived financial well-being may affect overall well-being. Using consumer financial narratives, several large-scale surveys, and...

Objective: The purpose of this study is to provide an experimental test of the effects of plain pack branding and graphic health warnings (GHWs) in three different countries for an important and vulnerable population, that is, adolescents who are experimenting with smoking. Methods: The effects of plain pack branding (logo present, logo absent),...

To date, most studies of graphic health warnings (GHWs) on cigarette packages have focused on adult samples and/or the unique role of evoked fear in influencing smoking beliefs and behaviors. Using a sample of 349 adolescents, classified as either current smokers or nonsmokers, the authors examine the effects of GHWs on a broader array of emotions...

Over the past decade, adolescent prescription drug abuse (PDA) has become such a serious public health problem that it is now classified as an epidemic. In addition, people who abuse prescription drugs are also at greater risk for engaging in other maladaptive behaviors. The purpose of this study is to examine some key adolescent perceptions toward...

Policy makers have embraced financial education as a necessary antidote to the increasing complexity of consumers' financial decisions over the last generation. We conduct a meta-analysis of the relationship of financial literacy and of financial education to financial behaviors in 168 papers covering 201 prior studies. We find that interventions t...

Two-thirds of adolescent and young adult smokers become lifetime smokers, and one-half of those lifetime smokers will die from this habit. The authors examine alternative persuasive pathways to thoughts of quitting taken by adolescent and young adult smokers when exposed to graphic visual health warnings on cigarette packages. For adolescent smoker...

This paper posits and tests a model of the individual characteristics of self-efficacy, competitiveness, and effort as potential antecedents of salesperson performance. Based on two studies in different selling contexts, it is observed that whereas effort mediates the relationship between competitiveness and sales performance, self-efficacy has bot...

Two repeated-measure experiments examine the role of spokescharacters in defending consumer perceptions of brand attitude, brand trust, and the willingness to pay a price premium (WPPP) for the brand. Based on the theory of anthropomorphization, the first experiment assesses the moderating role of the alignment between the spokescharacter personali...

Examining the cross-national applicability of advertising measures is becoming increasingly important, especially in rapidly changing countries such as Russia. Therefore, our study's purpose is first to demonstrate recommended procedures for testing the cross-national equivalence of advertising belief and attitude measures. Then, we conduct an init...

As the regulator of all national food advertising, the Federal Trade Commission (FTC) has expressed concern that consumers may be misled by certain comparative nutrient content claims in advertising. To help examine this issue, primary food shoppers were recruited and interviewed in three U.S. markets according to generally accepted procedures for...

The effects of spokescharacter personality characteristics on key elements of brand equity are hypothesized and tested in two studies. More specifically, two studies assess the role of the spokescharacter personality characteristics of excitement, sincerity, and competence in affecting brand trust, brand attitude, and willingness to pay a price pre...

With data from a specialty apparel retailer, we present two studies that investigate the impact of an in-store boutique displaying merchandise of a new retail brand on overall performance of the parent stores in which the boutiques are placed, and on customer spending on merchandise offered by each of the two brands. Findings from the two studies g...

Two constructs important to academicians and managers are the degree to which employees and customers identify with an organization, employee organizational identification (employee OI) and customer-company identification (customer identification), respectively. This research examines the effects of these identification constructs and the related c...

The effects of spokescharacter personality characteristics on key elements of brand equity are hypothesized and tested in two studies. More specifically, two studies assess the role of the spokescharacter personality characteristics of excitement, sincerity, and competence in affecting brand trust, brand attitude, and willingness to pay a price pre...

Each scale is prefaced by the same information. Details are provided of construct, description, development, samples, validity, scores, sources, references, and other evidence. The book includes a number of measures that have been used in several studies. The volume serves as a guide to the literature and may spur further refinement of existing mea...

Based on emotional contagion theory and the value-profit chain literatures, the present study posits a number of hypotheses that show how managers in the small store, small number of employees retail context may affect store employees, customers, and potentially store performance. With data from 306 store managers, 1,615 store customer-contact empl...

Based on the premise of an interpersonal “chain of influence” with respect to organizational identification, we posit a relationship between company managers, employees, and customers with respect to organizational identification with the retailer. Specifically, we hypothesize that the level of a store manager's identification with the retailer is...

Planning has pronounced effects on consumer behavior and intertemporal choice. We develop a six-item scale measuring individual differences in propensity to plan that can be adapted to different domains and used to compare planning across domains and time horizons. Adaptations tailored to planning time and money in the short run and long run each s...

This study examines the role of the highest levels of caloric knowledge, obesity consequences knowledge, and motivation to search for nutrition information in the processing of relative nutrient content claims in advertisements, such as “half the calories” or “half the fat,” for products relatively high in total calorie levels. After controlling fo...

The authors test a value chain model entailing a progression of influence from retail employee job perceptions → retail employee job performances → customer evaluations → customer spending and comparable store sales growth. The authors test the model using three matched samples of 1,615 retail employees, 57,656 customers, and 306 stores of a single...

Based on data from Maxham and Netemeyer [Maxham, J. G. and R. G. Netemeyer (2003). “Firms Reap What They Sow: The Effects of Employee Shared Values and Perceived Organizational Justice on Customer Evaluations of Complaint Handling,”Journal of Marketing, 67, 46–62], the authors present two field samples to examine predictive validity differences of...

This article presents two studies that examine similarities and differences with respect to how adults and adolescents process and respond to information in an antitobacco ad campaign. Study 1 examines (1) the effects of antitobacco advertising campaign measures (e.g., campaign advertisement integration, perceived strength of ad-based messages, att...

Retailers use a variety of semantic cues to advertise discounts at their stores. In this paper we introduce the concept of cue concreteness and examine its impact on effectiveness of semantic cues. Four studies were conducted which concur with the findings of earlier research in this area and expand our knowledge about the effectiveness of semantic...

By integrating research from attitude challenge matching and consumer alignment and judgment revision, the authors explore how firms can position brands to insulate them from negative publicity and how consumers evaluate brands in reaction to such publicity. They introduce an important moderator of brand evaluation revision, prior brand attitude ce...

The theory of reasoned action (Ajzen & Fishbein, 1980) and the theory of planned behavior (Ajzen, 1985) are compared in terms of predictive validity and a comparison between behavioral expectation (BE) and behavioral intention (BI) as the immediate antecedent of behavior is offered. In addition, the relationships between attitude-toward-the-act (Aa...

Potential for trademark dilution occurs when a new brand introduces itself with an identical or substantially similar mark to that of an existing brand. Currently, there is neither a clear standard for legal proof of dilution nor widely accepted measures for managerial use. Using a shared-brand-network model, the authors use three different but con...

Potential for trademark dilution occurs when a new brand introduces itself with an identical or substantially similar mark to that of an existing brand. Currently, there is neither a clear standard for legal proof of dilution nor widely accepted measures for managerial use. Using a shared-brand-network model, the authors use three different but con...

We examined whether specific antismoking advertising-based beliefs regarding the addictiveness of smoking, the dangers of environmental tobacco smoke, and the tobacco industry's use of deceptive advertising practices are associated with adult smokers' consideration of quitting. We also assessed whether interactions between such beliefs and having c...

Because customer service employees often represent the sole contact a customer has with a firm, it is important to examine job-related factors that affect customer service employee performance and customer evaluations. In two diverse customer settings, the authors capture matched responses from service employees, supervisors, and customers. The aut...

Alcohol consumption frequency and alcohol warning label type are examined for their influence on label believability, attitude toward the label, and attitude confidence. Findings from a convenience sample of students indicate a differential impact among five warning labels on label believability and label attitudes. As expected, frequent alcohol us...

This article proposes a model of job-related outcomes of four role variables in a retail sales context: work-family conflict (WFC), family-work conflict (FWC), work role conflict (RC), and work role ambiguity (RA). We tested the applicability of the model with three cross-national samples, that is, the United States, Puerto Rico, and Romania, and...

Telephone interviews were conducted with more than 900 adolescents aged 12 to 18 as part of a multimillion dollar, statewide, antitobacco advertising campaign. The interviews addressed two primary questions: (1) Do counter-advertising campaign attitudes directly affect antismoking beliefs and intent in a manner similar to those of conventional adve...

This article presents four studies that develop measures of “core/primary” facets of customer-based brand equity (CBBE). Drawing from various CBBE frameworks, the facets chosen are perceived quality (PQ), perceived value for the cost (PVC), uniqueness, and the willingness to pay a price premium for a brand. Using numerous advocated scale developmen...

To succeed in an era of increasing competition requires salespeople to engage in creative problem-solving activities. However, the contemporary sales literature has not explicitly examined the creative aspects of selling. Based on social psychological research on creativity and our own qualitative study, we conceptualize salesperson creative perfor...

There are many health risks involved with the use of weight loss products by normal weight women. The mass media may compound this problem through the promotion of weight loss products and a thin body size. This study tested women's perceptions of different weight loss product ads to determine if body dysphoria (i.e., an over concern with body size...

Employing elements of organizational theory and service recovery research, the authors examine how employees' perceptions of shared values and organizational justice can stimulate customer-directed extra-role behaviors when handling complaints. They also investigate how these extra-role behaviors affect customers' perceptions of justice, satisfacti...

‘This is an excellent book which introduces the underlying concepts and practical issues related to psychosocial measurement and scale development’ - Statistics in Medicine. Effective measurement is a cornerstone of scientific research. Yet many social science researchers lack the tools to develop appropriate assessment instruments for the measurem...

Muscle dysmorphia has recently been described as a variant of body dysmorphic disorder that involves an intense preoccupation with one’s perceived lack of muscle size. Currently, no assessment measures specific to the cognitive, affective, and behavioral dimensions of the construct of muscle dysmorphia have been published. To address this need, the...

This paper proposes a model of the effects of perceived justice on customer satisfaction and intent following a service or product failure and a recovery attempt. We tested the model using two field studies that captured customer perceptions over time, and the results largely support the model’s path estimates and explanatory power. Study One also...

The authors report a repeated measures field study that captures complaining customers’ perceptions of their overall satisfaction with the firm, likelihood of word-of-mouth recommendations, and repurchase intent during a 20-month span that includes two service failures and recovery attempts. The findings suggest that though satisfactory recoveries...

In this paper we discuss some key issues involved in developing, validating, and reducing multi-item scales of paper and pencil measures. Specifically, we examine the importance of content validity, dimensionality, coefficient alpha, scale length, and item redundancy with a focus on the inter-relatedness of these psychometric properties. We also ex...

Although self-efficacy has been demonstrated to be positively associated with performance-related variables, few studies have looked at its possible antecedents in the context of personal selling. Applying social cognitive theory, this study posits that while self-efficacy positively affects performance, the salesperson's learning effort directly a...

The latent structure of eating disorder symptoms, as defined by DSM-IV, was tested in a group of 341 women with and without an eating disorder diagnosis. The study group consisted of 201 participants with a diagnosis of anorexia nervosa, bulimia nervosa, binge eating disorder, or eating disorder not otherwise specified; 24 comparison subjects who w...

The primary aim of this study was to develop and validate the Food-Craving Inventory (FCI), a self-report measure of specific food cravings. In a preliminary study, participants (n = 474) completed the initial version of the FCI. The results from this study were used in developing the revised FCI. Participants (n = 379) completed the revised FCI in...

Measures of depression are increasingly being used as outcomes or predictors by organizational and consumer psychologists. One such measure is the Automatic Thoughts Questionnaire (ATQ). However, questions about the 30-item ATQ’s factor structure and its length for use in survey research remain. The authors offer 15-and 8-item shortened versions of...

https://deepblue.lib.umich.edu/bitstream/2027.42/144267/1/jcpy83.pdf

This study tested a psychosocial model of binge eating symptoms in obese men and women. Predictor variables included depression, dietary restraint, self-esteem, weight cycling, history of teasing, body dissatisfaction, and neuroticism. Participants (N = 808) completed a packet of self-report questionnaires. Weight cycling, teasing about weight and...

This paper proposes a model of potential psychological risk factors antecedent to pathological gambling. Proposed relationships are tested using a structural equations methodology for 2 samples: (a) gamblers composed of members of Gamblers Anonymous and individuals clinically diagnosed and in treatment for pathological gambling. and (b) a demograph...

The effects of ad disclosure information on evaluations of the brand, the advertisement, and purchase intentions are postulated to vary across different ad claim types. In addition, consumers'' product health perceptions are hypothesized to mediate the effects of the disclosure information and ad claim type on brand and ad-related evaluations. Resu...

This investigation studied eating disorder symptoms and psychosocial correlates of eating disorders among heterosexual females, lesbians, heterosexual males, and gay males. The dependent variables of the study measured: depression, concern for physical appearance, personal evaluation of physical appearance, perceived sociocultural pressure for thin...

The Psychosocial Risk Factors Questionnaire (PRFQ) was developed to measure perceived attractiveness, concern about physical appearance, and social pressure for thinness. These variables have been identified as correlates of eating disorder symptoms. The PRFQ has four subscales: Social Pressure for Thinness, Media Pressure for Thinness, Concern for...

Doctoral programs are under continuous pressure to justify their mission, their training and their graduates’ success. To better understand the challenges and prospects facing doctoral education in marketing, this paper first reviews the extant literature and then proposes a model of marketing doctoral program performance. This conceptual framework...

Results from two studies indicate that exposure to the advertising sale flyer for retail supermarkets is significantly and positively related to the number of advertised products purchased, the amount spent on these products, the number of coupons redeemed, and the total number of products purchased. Using the no advertising exposure condition as a...

This 1-year longitudinal study tested risk factors for the prediction of bulimic symptoms in 148 high school girls. Overconcern with body shape and size was found to be the most significant predictor of bulimic symptoms 1 year later. The perception of media promoting a thin ideal body size, body dissatisfaction, depression, and concern for physical...

A measure of consumers’ attitude toward private label brands is developed, and its psychometric properties are assessed. Predictions are then tested regarding relationships between private label attitude and (1) latent perceptual and sales promotion constructs, and (2) purchase behaviors measured in a field setting. The measure is positively relate...

Although considerable research exists on consumer processing of nutrition labeling and package claims, less is known about consumer interpretation of nutrient content claims in advertising. This is important because product advertising often provides a significant first step for consumers in learning new nutrition information. Yet, unlike package c...

Although considerable research exists on consumer processing of nutrition labeling and package claims, less is known about consumer interpretation of nutrient content claims in advertising. This is important because product advertising often provides a significant first step for consumers in learning new nutrition information. Yet, unlike package c...

Consistent with a specific objective of the National Gambling Impact and Policy Commission Act (Public Law 104-169, 100 Stat., Section 4), this article examines some background, psychological, comorbidity, and personality characteristics and beliefs associated with pathological gambling. The authors develop hypotheses pertaining to differences betw...

An important contribution to consumer research has been the development and international application of the CETSCALE, measuring consumer ethnocentrism. Our study extends this contribution by comparing the CETSCALE's psychometric properties and mean values between the U.S. and Russia, a country for which relatively little consumer research exists....

The authors report the results of two studies that attempt to model antecedents of organizational citizenship behaviors in a personal selling context. They draw the antecedents from extant research and propose that the willingness to perform organizational citizenship behaviors is related to the job-related perceptions of the degree of organization...

The authors report the results of two studies that attempt to model antecedents of organizational citizenship behaviors in a personal selling context. They draw the antecedents from extant research and propose that the willingness to perform organizational citizenship behaviors is related to the job-related perceptions of the degree of organization...

This research examines if there are consumer segments that have a propensity to be deal prone in general and/or segments that reflect a proneness to deals at some more specific level (e.g., a segment reflecting a propensity to respond to price promotions but not nonprice promotions, a specific coupon prone segment, a rebate prone segment). Analyses...

Researchers have identified eating disorders among prepubertal children, and attention is being focused on children who may be at risk for developing an eating disorder. In this investigation, a total of 148 girls ages 8 to 13 in grades 3 through 7 completed the Children's Eating Attitudes Test, Children's Depression Inventory, Piers-Harris Childre...

Researchers report on a 3-sample study that developed and validated short, self-report scales of work–family conflict (WFC) and family–work conflict (FWC). Using conceptualizations consistent with the current literature, the researchers offer content domains and definitions of the constructs. Advocated procedures were used to develop the scales and...

Results of two studies designed to assess the manner in which the deal proneness construct is best conceptualized are presented. On the basis of a review of the sales promotion literature, three alternatives are identified: (1) deal proneness is a general construct that encompasses various deal types (i.e., a single deal proneness construct), (2) d...

Risk factors for the development of eating disorder symptoms in female college athletes were studied using structural equation modeling. Three risk factors: social influence for thinness, athletic performance anxiety, and self-appraisal of athletic achievement, were selected for study. The association of these risk factors and eating disorder sympt...

High and low weight-preoccupied women were instructed to imagine themselves in situations described by ambiguous sentences related to body size. These ambiguous sentences could be interpreted in either a positive or negative manner. In a subsequent recognition memory test, subjects highly preoccupied with body weight were found to recall their imag...

Recent studies have found that the eating disorders can best be conceptualized as multidimensional. Four factors have consistently emerged from factor analytic studies of eating disorder symptoms: dietary restraint, bulimic behaviors, neurotic personality characteristics, and body image/body dysphoria. Confirmatory factor analysis was utilized to d...

In this article, trait aspects of vanity are defined and scales measuring these aspects are developed. Extensive validation procedures are employed, including assessing the relationships between the vanity scales and numerous consumer-related attitudes and behaviors. Five studies, encompassing seven samples, are reported. Studies related the vanity...

Drawing from a sociocultural perspective, the authors examine the influences of gender and concern and perception of appearance on a variety of dependent variables in four different studies. Although appearance concern affects the attitudes and behaviors of both men and women, gender often moderates the strength of these relationships. Several of t...

Using a nested models approach, four models of the outcomes of role perception variables - the Bedeian and Armenakis (1981) model; the Schaubroeck, Cotton, and Jennings (1989) model; the Wunder, Dougherty, and Welsh (1982) model; and a proposed model - are compared. Results suggest that both fit indices and individual path significance tests are re...

Seven price-related constructs—five consistent with a perception of price in its “negative role” and two consistent with a perception of price in its “positive role”— are used as independent variables to predict marketplace responses/behaviors in five domains: price search, generic product purchases, price recall, sale responsiveness, and coupon re...

Examining the cross-national applicability of consumer behavior constructs and models is becoming increasingly more important. In this study, procedures for testing the cross-national applicability of models are illustrated. Specifically, the authors specify a model of attitude toward advertising in general and test its cross-national applicability...

The authors examine an important public policy issue, namely, the effectiveness of federally mandated and proposed alcohol warning labels. Specifically, warning label cognitive responses are tested as mediators of effects of five different alcohol warning label types on label attitudes. On the basis of requirements for ANOVA-based mediation, net su...

The theory of reasoned action (Ajzen and Fishbein 1980) has been widely used to predict behavioral intention toward marketing- and consumer-related behaviors. Miniard and Cohen (1983) have also proposed a model that is designed to predict behavioral intention. Their model is similar in structure to the theory of reasoned action, but has important t...