دانلود رایگان مقاله مقیاس انگیزه مصرف کننده توسعه اندازه گیری چند بعدی و حساس به اهداف مصرفی

abstract

The present research describes the development of the multi-dimensional and context-sensitive Consumer Motivation Scale (CMS). Based on an integrative perspective on consumer motivation, studies in economics, marketing, and psychology are reviewed. Three overarching “master goals” are identified – gain, hedonic, and normative – which make up the foundation for the proposed scale. Across three studies, and a variety of consumption contexts, a multi-dimensional goal structure is explored, confirmed, and validated – consisting of the three gain subgoals Value for Money, Quality and Safety; the two hedonic sub-goals Stimulation and Comfort; as well as the two normative sub-goals Ethics and Social Acceptance. The resulting 34-item measure is integrative, multi-dimensional, applicable to a wide range of settings, and takes individual and situational variability into account, and should prove useful in standard marketing research, and for development of tailored marketing strategies and segmentation of consumer groups, settings, or products.

6. Discussion

We set out to create an integrative, multi-dimensional, and contextsensitive measure of consumption goals, applicable to a wide variety of products and settings. The proposed scale, formalized as the Consumer Motivation Scale (CMS), was developed and validated across three studies. The present research demonstrates that consumer motivation is indeed multi-dimensional, varies in importance across contexts, and is related to a variety of consumption determinants, such as search for information, preferences, as well as choice.