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An Exploratory Study of the Responses and Relationships Involved in the Evaluation of, and in the Intention to Purchase New Rock Music

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  • Lacher, Kathleen T
  • Mizerski, Richard

Abstract

Recorded music is a multibillion dollar industry, yet little consumer research has addressed the decision-making process behind its purchase. This study examined the responses new rock music creates in the listener and how those responses influenced the intention to later buy the music. Experimental findings revealed that the sensorial, emotional, imaginal, and analytical responses to music all had direct effects on the affective and experimental responses, which in turn influenced purchase intention. The strongest indicator of purchase intention was the need to re-experience the music. Liking the music (e.g., affective response) was not as strong an indicator of purchase intention as was the experimental response, which measures the music's ability to create an absorbing experience. Copyright 1994 by the University of Chicago.

Suggested Citation

  • Lacher, Kathleen T & Mizerski, Richard, 1994. "An Exploratory Study of the Responses and Relationships Involved in the Evaluation of, and in the Intention to Purchase New Rock Music," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 21(2), pages 366-380, September.
    • Handle: RePEc:oup:jconrs:v:21:y:1994:i:2:p:366-80
    DOI: 10.1086/209404
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    1. Chia-chen Wang & Chin-ta Chen & Shu-chen Yang & Cheng-kiang Farn, 2009. "Pirate or Buy? The Moderating Effect of Idolatry," Journal of Business Ethics, Springer, vol. 90(1), pages 81-93, November.
    2. Giles, David C. & Pietrzykowski, Stephen & Clark, Kathryn E., 2007. "The psychological meaning of personal record collections and the impact of changing technological forms," Journal of Economic Psychology, Elsevier, vol. 28(4), pages 429-443, August.
    3. Steininger, Dennis M. & Gatzemeier, Simon, 2019. "Digitally forecasting new music product success via active crowdsourcing," Technological Forecasting and Social Change, Elsevier, vol. 146(C), pages 167-180.
    4. Dilmperi, Athina & King, Tamira & Dennis, Charles, 2011. "Pirates of the web: The curse of illegal downloading," Journal of Retailing and Consumer Services, Elsevier, vol. 18(2), pages 132-140.
    5. Makoto Takeuchi & Soichiro Morishita & Yukie Sano, 2022. "Music Roles Affect the Selection of Consumption Means: A Questionnaire Survey of People’s Expectations for Music and Exploratory Factor Analysis," The Review of Socionetwork Strategies, Springer, vol. 16(2), pages 453-464, October.
    6. Babin, Barry J. & Griffin, Mitch, 1998. "The nature of satisfaction: An updated examination and analysis," Journal of Business Research, Elsevier, vol. 41(2), pages 127-136, February.
    7. Hannes Datta & George Knox & Bart J. Bronnenberg, 2018. "Changing Their Tune: How Consumers’ Adoption of Online Streaming Affects Music Consumption and Discovery," Marketing Science, INFORMS, vol. 37(1), pages 5-21, January.
    8. McIntyre, Charles, 2011. "News from somewhere: The poetics of Baby Boomer and Generation Y music consumers in tracking a retail revolution," Journal of Retailing and Consumer Services, Elsevier, vol. 18(2), pages 141-151.
    9. Andrea Ordanini, 2006. "Selection models in the music industry: How a prior independent experience may affect chart success," Journal of Cultural Economics, Springer;The Association for Cultural Economics International, vol. 30(3), pages 183-200, December.
    10. Jean-Julien Aucouturier & Marketa Fujita & Hiroko Sumikura, 2015. "Experiential response and intention to purchase in the co-creative consumption of music: the Nine Inch Nails experiment," Post-Print hal-01107164, HAL.
    11. Adams, Peter & Farrell, Mark & Dalgarno, Barney & Oczkowski, Edward, 2017. "Household Adoption of Technology: The Case of High-Speed Broadband Adoption in Australia," Technology in Society, Elsevier, vol. 49(C), pages 37-47.
    12. Ryang Suk Lee & Sheng Yen Lee, 2023. "Analysis of Relationship between Service Quality of Food and Beverage and Customer Behaviors for Sustainable Golf Course Management," Sustainability, MDPI, vol. 15(14), pages 1-19, July.
    13. Hollebeek, Linda D. & Abbasi, Amir Zaib & Schultz, Carsten D. & Ting, Ding Hooi & Sigurdsson, Valdimar, 2022. "Hedonic consumption experience in videogaming: A multidimensional perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 65(C).
    14. Hausman, Angela, 2011. "Attribute satisfaction and experiential involvement in evaluations of live musical performance: Theory and managerial implications for services," Journal of Retailing and Consumer Services, Elsevier, vol. 18(3), pages 210-217.
    15. Babin, Barry J. & Darden, William R. & University, Louisiana State & Shreveport & Lousiana & Babin, Laurie A., 1998. "Negative Emotions in Marketing Research: Affect or Artifact?," Journal of Business Research, Elsevier, vol. 42(3), pages 271-285, July.
    16. Liza Rybina, 2011. "Music Piracy in Transitional Post-Soviet Economies: Ethics, Legislation, and Expertise," Eurasian Business Review, Springer;Eurasia Business and Economics Society, vol. 1(1), pages 3-17, June.
    17. Larsen, Gretchen & Lawson, Rob & Todd, Sarah, 2009. "The consumption of music as self-representation in social interaction," Australasian marketing journal, Elsevier, vol. 17(1), pages 16-26.
    18. Han-Jen Niu & Fei-Hsu Sun Hung & Po-Ching Lee & Yensen Ni & Yuhsin Chen, 2023. "Eco-Friendly Transactions: Exploring Mobile Payment Adoption as a Sustainable Consumer Choice in Taiwan and the Philippines," Sustainability, MDPI, vol. 15(24), pages 1-18, December.

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