| Author: | Alien, M. W. Ng, S. H. Wilson, M. |
| Title: | A functional approach to instrumental and terminal values and the value -attitude-behaviour system of consumer choice |
| Journal: | European Journal of Marketing
2002 : VOL. 36:1-2, p. 111-135 |
| Index terms: | MARKETING CONSUMERS CONSUMER CHOICE RESEARCH VALUATION |
| Language: | eng |
| Abstract: | The present studies provide support for a functional approach to instrumental and terminal values and the value-attitude-behaviour system. Study 1 surveyed individuals' human values, the type of meaning to which they prefer to attend in products (i.e., utilitarian or symbolic), and how they choose to evaluate the products (i.e. a piecemeal or affective judgment). The study found that individuals who favored instrumental to terminal human values showed a predisposition to attend to the utilitarian meanings of products and make piecemeal judgments. Study 2 found that individuals who favored instrumental to terminal values had stronger instrumental attitudes towards cars and sunglasses. |
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