Upload
others
View
0
Download
0
Embed Size (px)
Citation preview
Branding ‐ A research measuring brand involvement and brand attitude and their effects on buying intention.
Author(s): Annie Johansson
Marketing Programme Maria Mitsell Marketing Programme Sanna Lindberg Marketing Programme
Tutor: PhD. Rana Mostaghel
Examiner: PhD. Pejvak Oghazi
Subject: Marketing
Level and semester: Bachelor’s Thesis, Spring 2012
Abstract
The purpose of this thesis was to investigate if there is a relationship between brand
involvement, brand attitude and buying intention. From the purpose, two hypotheses were
developed. Brand involvement has a positive impact on brand attitude and a positive Brand
attitude has a positive impact on buying intention. They were tested on the event
Möbelriksdagen. A quantitative method was used, an e‐mail questionnaire was sent out to
400 previous participants to Möbelriksdagen and 80 of them responded. The result shows
that the hypothesis is supported. There is a clear connection between both brand
involvement and brand attitude, and between brand attitude and buying intention. These
findings give organizations an understanding of the importance of having involved customers
to affect the brand attitude, buying intention and event participation. Recommendations are
presented and could help organizations to know what is important to focus on when they
want to affect buying intention and event participation.
Keywords: Brand involvement, Brand attitude, Buying intention, Buying behaviour, Event, Brand.
Grateful thanks
With this bachelor thesis the authors would like to thank the School of
Business and Economics at Linnaeus University, Växjö. We have enhanced
our knowledge in branding and studied how brand involvement, brand
attitude and buying intention could be applied on companies and
organizations that would like to attract participants to their events. During
this study, the authors have got new experiences that will be helpful for the
future.
The authors would like to express gratitude to the supervisor of the study,
Rana Mostghel, because of her input, help and support through the
process. They would also like to direct their appreciation to the examiner,
Pejvak Oghazi, and the opposition groups for their constructive criticism to
improve the thesis. The authors are grateful to Möbelriksdagen since they
contributed with their time and information about the organization.
Additionally, the authors would like to thank all of the respondents who
participated in the questionnaire and gave valuable information to the
research.
29th of May 2012, Växjö.
Annie Johansson Sanna Lindberg Maria Mitsell
Index 1. Introduction............................................................................................................................6
1.1 The importance of the area ................................................................................................6 1.2 Background ........................................................................................................................6 1.3 Problem discussion .............................................................................................................7 1.4 Purpose ...............................................................................................................................9 1.5 Objectives of thesis.............................................................................................................9
2. Literature review ..................................................................................................................10 2.1 Brand involvement............................................................................................................10 2.2 Brand Attitude ..................................................................................................................12 2.3 Buying intention................................................................................................................14 2.4 Summary ...........................................................................................................................16
3. Research frame.....................................................................................................................17 3.1 Research Gap ....................................................................................................................17 3. 2 Hypothesis........................................................................................................................17 3.3 Operationalization of definitions ......................................................................................18
4. Methodology. .......................................................................................................................20 4.1 Research approach ...........................................................................................................20
4.1.1 Inductive vs. Deductive research .............................................................................20 4.1.2 Qualitative vs. Quantitative research ......................................................................20
4.2 Research Design................................................................................................................21 4.3 Data sources .....................................................................................................................21 4.4 Research strategy .............................................................................................................22 4.5 Data collection method ....................................................................................................23
4.5.1 Implementation ........................................................................................................24 4.6 Data collection instrument ...............................................................................................24
4.6.1 Operationalization ...................................................................................................24 4.6.2 Survey design............................................................................................................27 4.6.3 Pretesting..................................................................................................................27
4.7 Sampling............................................................................................................................27 4.7.1 Sampling frame.........................................................................................................28 4.7.2 Sample selection.......................................................................................................28
4.8 Data analysis method .......................................................................................................28 4.8.1 Mean ........................................................................................................................28 4.8.2 Standard deviation ...................................................................................................28 4.8.3 Correlation and regression ......................................................................................29 4.8.4 One‐Sample T‐test....................................................................................................29 4.8.5 Regression ................................................................................................................29
4.9 Quality criteria ..................................................................................................................30 4.9.1 Content validity.........................................................................................................30 4.9.2 Construct validity .....................................................................................................30 4.9.3 Criterion validity .......................................................................................................30 4.9.4 Reliability ..................................................................................................................31 4.9.5 Response rate ...........................................................................................................31
5. Background information .......................................................................................................32 5.1 Interview with Anders Wisth (CEO, Möbelriket) ..............................................................32 5.2 Pre‐investigation...............................................................................................................33
6. Data analysis.........................................................................................................................34 6.1 Descriptive statistics .........................................................................................................34 6.2 Reliability ..........................................................................................................................34 6.3 Validity ..............................................................................................................................35
6.4 One‐Sample T‐test ............................................................................................................36 6.5 Response rate ...................................................................................................................37 6.6 Hypothesis testing ............................................................................................................38
6.6.1 Brand involvement effect on brand attitude............................................................38 6.6.2 Brand attitude effect on buying intention................................................................39
7. Conclusion and implications..................................................................................................40 7.1 Discussion .........................................................................................................................40
7.1.1 Brand involvement ...................................................................................................40 7.1.2 Brand attitude...........................................................................................................41 7.1.3 Buying intention .......................................................................................................42
7.2 Conclusion.........................................................................................................................44 7.3 Recommendations ...........................................................................................................45 7.4 Theoretical and managerial implications..........................................................................46 7.5 Limitations ........................................................................................................................47 7.6 Future research.................................................................................................................48 Reference list .............................................................................................................................. Appendix 1 ‐ Pre‐investigation.................................................................................................... Appendix 2 ‐ Pre‐investigation results........................................................................................ Appendix 3 ‐ Questionnaire ........................................................................................................ Appendix 4 ‐ Result report.......................................................................................................... Appendix 5 ‐ Standard deviation ................................................................................................ Appendix 6 ‐ Survey results ........................................................................................................
Figures
Figure 3.1 Three‐Stage Model ................................................................................................18
Tables
Table 3.1: Table of definitions ................................................................................................18 Table 4.1: Research strategies ................................................................................................22 Table 4.2: Statements connected to survey questions...........................................................24 Table 6.1: Mean values ...........................................................................................................34 Table 6.2: Reliability of three categories ................................................................................35 Table 6.3: Correlation analysis................................................................................................36 Table 6.4: One‐Sample T‐test .................................................................................................37 Table 6.5: Mean values ...........................................................................................................37 Table 6.6: Mean values ...........................................................................................................38 Table 6.7: Mean values ...........................................................................................................38 Table 6.8: Coefficientsa ...........................................................................................................39 Table 6.9: Model Summary.....................................................................................................39 Table 6.10: Coefficientsa .........................................................................................................39 Table 6.11: Model Summary...................................................................................................39
6
1. Introduction
1.1 The importance of the area
Companies can investigate what customers buy, how much they buy and how they buy (Armstrong
& Kotler, 2009). But it is rather hard to understand why they buy. It is not even clear that customers
themselves can explain why they buy a certain product. However, a known thing is that they
evaluate different alternatives before they decide which product suits them the best. Consumers
tend to buy things they have tried before and are satisfied with (Armstrong & Kotler, 2009). They
use products as symbols, and buy them to express their identity and to show in what group they
belong (Bengtsson & Östberg, 2007).
A satisfied customer talks about the product to friends and pays less attention to competitor’s
advertisement (Armstrong & Kotler, 2009). They also choose what messages they want to take part
of since they are constantly exposed to advertisement (Grant, 2004). These things make it hard for
companies to become visible and stand out from their competitors, which in return make them
forced to come up with something new (Navickas & Malakauskaité, 2007).
Swedish institute for advertisement and media in statistics stated that Swedish companies spent
5.8 billion SEK (8,8 %) in the year of 2011 on sponsoring, and 3.5 billion SEK (5,3 %) on event
marketing. Together they become the largest media channel in Sweden. The statistics include
events that are of external purposes and where customers do not pay anything to participate
(Sefs.se, 2012A). These numbers show that the marketing is changed. People have become more
willing to spend money on experiences than ordinary purchases (Hultén, 2011) and traditional
marketing has developed to a more experiential marketing that involves customers more in the
whole process (Schmitt, 1999).
1.2 Background
Consumer behaviour changes over time and is affected by the environment (Holbrook &
Hirschman, 1982). Today people are not only using products and services that help them in their
everyday lives, but also because these products show who they are as individuals (Bengtsson &
Östberg, 2007), and to extend their identity (Ahuvia, 2005). Individuals who are involved in a
brand often feel the importance of expressing how they differ from those who are not involved
(Muniz & O´Guinn, 2001). They also often choose to take part in different activities hosted by the
7
specific brand or company (Grant, 2004). The use of experiences has increased the latest years
(Pine & Gilmore, 2011). Consumers often chose not to take part of traditional marketing (Grant,
2004; Lee & Ching, 2001;Li & Bernoff, 2011) such as advertisements and therefore there is a need
for change and development in this field (Li & Bernoff, 2011). The marketing could involve
customers more in the process (Duncan & Moriarty, 1998; Hatch & Schultz, 2008; Wohlfeil &
Whelan, 2006A) and give them chances to experience a brand (Holbrook & Hirschman, 1982;
Schmitt 1999). To increase understanding of the subject it is by importance that researchers
investigate different kinds of experiences (Martensen et al., 2007; Leischnig et al., 2011). Event
marketing could be one example of involving and offering customers an experience (Schmitt 1999,
Getz, 2007). But there is a need for more research in this field (Wohlfeil & Whelan, 2006A). A
research which could help companies creating activities (Martensen et al., 2007), and give them
knowledge about how to attract participants (Getz, 2007).
1.3 Problem discussion
People get a lot of commercial messages and they select what kind of information they chose to
ignore. Some of the information is welcomed and some is not (Grant, 2004). For example, during
commercial breaks on TV, people change television channel, perform tasks in the household or
leave the room (Lee & Ching, 2001). This way of selecting commercial messages makes it hard for
companies to reach out to their target group (Lee & Ching, 2001), which make companies develop
and find new ways to spread their messages (Navickas & Malakauskaité, 2007).
Excessive communication can affect customers’ attitude to a brand, it can also affect their buying
behavior and destroy an organizations reputation (Chen & Leu, 2011). At the same time companies
spend a fortune on advertising to communicate their messages to consumers (Li & Bernoff, 2011).
It has been questioned if this kind of one‐way communication is a good way to communicate
(Duncan & Moriarty, 1998). Since many companies use this communication tool, it force companies
to do something more to stand out from the crowd of competitors (Li & Bernoff, 2011). Marketing
is constantly shifting in character depending on technology, culture, economy and politics. These
factors force marketers to understand the changes in the society (Hultén, 2011).
Managers with focus on marketing face a new way of communicating their messages and their
brand to consumers (Hatch & Schultz, 2008). According to several researchers (Duncan & Moriarty,
1998; Li & Bernoff, 2011) one‐way communication is no longer enough. There is a need for co‐
production to create a strong bond between customers and their perceived value of a brand
8
(Cheung & To, 2011). Companies should start using an interactive communication with a focus on a
two‐way conversation, between companies and consumers (Duncan & Moriarty, 1998; Hatch &
Schultz, 2008; Li & Bernoff, 2011). By activating people, a brand can be communicated and
developed in a different way. Customers get involved in the process, and involved customers also
want to become a part of the company and the brand (Li & Bernoff, 2011). It can also be a way to
reduce the risk of making customers unsatisfied (Cheung & To, 2011).
Involvement is personal and connected to values and needs, but it also says something about an
individual’s emotions and thoughts about a brand, a purchase situation or an advertisement. It can
change over time, and it depends on the situation (Zaichkowsky, 1985). By affecting consumers’
attitude to a brand, a strong bond can be created (Rafi et al, 2011). Consumers´ interest in the firm
can get deeper (Priester et al, 2004) and a trust between consumer and brand can be developed
(Garretson & Niedrich, 2004). When a company understand a consumer’s attitude towards a brand
it gets easier to affect buying behavior. If a consumer has a week product attitude it is less likely
that the consumer will buy the product (Priester et al, 2004).
It is complex for companies to use events as a marketing tool, with the main goal to give customers
“the true experience” of a company (Kapustina & Reshetilo, 2011). Guests at an event are
participating because they are wanted, which also force event organizers to give them good
service, and treat them with hospitality in a personal way. These guests might also feel responsible
for the event to succeed (Getz, 2007). An event is often created for a specific group of participants,
such as dancers, musicians or sports athletes. It would not exist if these participants would not be
there. Therefore it is important for event organizers to listen to participants wishes and meet their
needs. Though, it can be a challenge to make customers who pays for an event to feel like guests
(Getz, 2007).
Experiences can make customers create brand awareness, and hopefully give them positive
emotions. If companies can transmit their brand values to customers through experiences, it is a
good chance that they remember the company (Kapustina & Reshetilo, 2011). The reason
companies are creating marketing through events is because they want to develop something
beneficial for potential or future customers whom are connected to a companies’ service or
product. Problems can occur during an event and it needs to be solved in the best way to make the
customers satisfied. Bad problem solving can lead to damage to a brand and its identity (Kapustina
& Reshetilo, 2011).
9
1.4 Purpose
The purpose of this study is to investigate the relationship between brand involvement and brand
attitude and their effects on buying intention.
1.5 Objectives of thesis
The objectives of this thesis are to get a deeper understanding of the subject of brand
involvement, brand attitude and how it leads to buying intention. The study also focuses on the
correlation between brand involvement and brand attitude and how they can affect event
participation. The findings are based on the event Möbelriksdagen and could help organizations to
attract participants to an event.
10
2. Literature review
In this chapter theory from previous research are presented. Brand involvement, brand attitude,
and buying intention are discussed and seen in a context of event.
2.1 Brand involvement
According to Zaichkowsky (1985) involvement is something personal. This is connected to the
individuals’ needs, values, and self‐concept and it reflects the individuals’ thoughts and emotions
about an object. The concept of involvement describes the individuals’ relation to the object, or
how an individual responds to it. The involvement of an object depends on the situation and it
could change over time. It is also depending on the individual and the object in question
(Zaichkowsky, 1985). An object could be a product or a brand, an advertisement, or a purchase
situation (Solomon et al. 2009).
Cheung and To (2011) describes co‐production as a way to involve customers ́ in a product or a
brand. Their study shows that customer involvement reduces the risk of customers become
unsatisfied to a product. To strengthen bonds between customer involvement and the customers’
perceived value, there is a need for co‐production. The customers can chose either to be passive or
active when doing this (Cheung & To, 2011).
Involved customers can be interested in having a relationship with a company (Varki & Wong,
2003; Hanzaee et al. 2011; Guthrie & Kim, 2008). According to Varki and Wong (2003), involved
customers that want a relationship can turn out as a positive thing. It could lead to a chance of
creating long‐term relationships for companies, if it is managed in the right way. This type of
relationship demands high‐involved customers (Varki & Wong, 2003).
There are differences in customer expectations depending on the level of involvement (Varki &
Wong, 2003). Customers that are more involved have more criteria and stronger demands, in
comparison to those who are not that involved in the company. Having a long‐term relationship
with a company makes expectations on economical benefits, but in particular social and
confidence benefits (Varki & Wong, 2003). Goodman et al. (1995) has some similar thoughts
regarding involvement. They state that people that are dissatisfied with something, concerning a
brand, and have a bigger interest are more willing to express it in comparison to those that are less
involved. The study shows that the overall evaluation of a brand is depending on the relationship
customers have with the company (Goodman et al., 1995).
11
O’Cass article (2000) shows that involvement in a specific industry is more than just an interest or
relevance. Customers that think some products are important, does not necessarily feel attached
or have some kind of special bond to the product. These are low‐involved customers. It is
important to focus on customers’ relation to the product, rather than having a stimulating
communication (O ́Cass, 2000). An object can have a big and valuable position in a customer ́s
environment, which indicates on high involvement in the object (O’Cass, 2000; VonReisen &
Herndon, 2011). When a customer has a positive attitude towards a product or a brand, they feel a
stronger commitment (VonReisen & Herndon, 2011). Longfellow and Celuch (1992) states that high
involved customers often have a more positive attitude towards employees at a company, than
low‐involved customers. Highly involved customers seem to be older and they appreciate service
more (Longfellow & Celuch, 1992).
Hochgraefe et al. (2012) findings indicates that to involve customers ́ more, companies need to
create benefits for them, which differs from competitors. To strengthen a relationship and create
loyalty it is important to involve customers’ (Hochgraefe et al., 2012; VonReisen & Herndon, 2011).
When re‐purchases occur it often tends to be a sign on customer loyalty and high‐involvement. A
Low‐involved customer that makes a re‐purchase may not indicate loyalty (VonReisen & Herndon,
2011). To separate low‐involved and high‐involved customers’ the packaging could be different.
There is a need for companies to take care of high‐involved customers (Hochgraefe et al., 2012)
since they expect something in return (Varki & Wong, 2003).
Smith and Carsky (1996) states that customers that are more involved in a product are not
attached to a specific store. High‐involved customers are not that willing to go from one brand to
another (Smith & Carsky, 1996). Those customers are seeking to find information and consider the
purchase carefully before making a decision (Drossos & Fouskas, 2010). They want to get high
value for their money (Smith & Carsky, 1996). In comparison to high‐involved customers, low‐
involved customers are easier to influence and they seem to base their purchases in routines
(Drossos & Fouskas, 2010).
Companies can make low involved customers more involved through communication, they can
enhance the importance of the brand (Longfellow & Celuch, 1992). Hanzaee et al. (2011) are
stating that it is difficult for companies to get loyal customers. Involvement could be the most
important part when creating customer loyalty. They also argue that the concept of involvement
and brand loyalty is a complex area. They believe that customers with different types of
12
involvement, effects brand loyalty differently (Hanzaee et al., (2011). One outcome of a high‐
involved customer towards a product or a brand could lead towards positive attitude and positive
buying intention (Chen & Leu, 2011).
2.2 Brand Attitude
Attitude is a wide concept that is used in many different contexts (Solomon, 2009). The word
attitude can be defined as; “...a lasting general evaluation of people, objects, advertisements or
issues” (Solomon, 2009. p.282). Banytė et al. (2007) stated an attitude as; “an achievable, relatively
permanent and at the same time purposeful, gradual, more or less intensive and motivated
consumer’s intention to react to a particular object” (Banytė et al., 2007 p.75). The attitude for an
object can be for example towards a brand of an organization (Solomon, 2009). This concept is
called brand attitude and is defines as; “...a consumer's overall evaluation of a brand” (Martensen,
et al., 2007. p.285). A brand attitude can both be negative and positive (Currás‐Pérez et al., 2009;
Park. et al., 2010), it last over a long time (Solomon, 2009) and it can change if people get a new
experience or reflection about the brand (Solomon, 2009). The attitude depends on the customer
and their so called “brand self connection” (Park. et al., 2010, p.14). A brand can create trust
(Garretson & Niedrich, 2004), strong bonds (Rafi et al., 2011) and interest in a firm (Priester et al.,
2004). Marketers and researchers have, several times, studied and analyzed data about customers’
attitude and how a brand is perceived (Ghosh, 1995, Batra et al., 2012).
Already in the 1960th Katz (1960) divided the attitude in four functions. Many years later Solomon
(2009) also used these functions to describe how people has different attitude towards objects
such as brands. The first function are called Utilitarian function and explains how the consumers
perceives a product depending on what impression they get from it, positive or negative. The
second is Value‐expressive function which describes the consumers’ attitude to how the product
presents them to the environment, what the product says about them. Ego defensive function is
the third, is the internal feelings, who he really is, or external threats, the world around, it is what a
person tries to protect himself from. The final one is the Knowledge function which describes the
individual desire and need but at the same time their desire to understand the environment and
the attitudes help them to do this (Katz, 1960).
An attitude has three components; affect, behavior and cognition. The affect are feelings and
emotions to a brand (Solomon, 2009; VonRiesen et al., 2001) and behavior is what action a person
does with the attitude (Solomon, 2009). Cognition explains what a person think is true about the
13
attitude object (Solomon, 2009; VonRiesen et al., 2001). VonRiesen et al. (2001) describes the
terms affect and cognition as a generalized concept of brand attitude and mean that these
components can be influenced by factors such as; performance, quality, communication and the
experience with the brand (VonRiesen et al., 2001). Close et al. (2009) states that these three parts
are important to use in an event, to increase the effectiveness of how the consumers perceive the
event.
Besides the three components a brand attitude has internal and external perspectives (VonRiesen
et al., 2001). Internal perspectives describes customers believes and feelings about a brand. These
impressions consumers could perceive from previous experiences and information about a brand.
The external dimension describes believes and feelings that a customer probably could give more
attention to. These could be customers’ value, opinions and behaviors (VonRiesen et al., 2001).
Banytė et al. (2007) concluded the similar when saying that depending on how much a customer
involves and engage in a brand, the more likely it is for them to shape an attitude to a brand. Batra
et al. (2012) agree on this when saying, brands which a customer interact with tend to create a
stronger attitude, either negative or positive. Their feelings and previous experience become an
emotional impact on what their attitude will become (Banytė et al., 2007).
Previous researchers has stated that celebrities is a useful resource when try to impact a customer
to become more influenced and by that create a brand attitude to a specific brand (Misra & Beatty,
1990; Lynch & Schuler,1994; Tripp et al., 1994; Till & Shimp, 1998; Ilicic & Webster, 2011). It is
important to use the right celebrities for a brand. If a company chooses a person which consumers
can relate to and feel connected with, they get a positive brand attitude. It does not matter if the
celebrity supports one product related to the brand or many products for the customers to react
this way (Ilicic & Webster, 2011). But according to Tripp et al. (1994) a celebrity should not
represent more than four products, then this can decrease consumers brand attitude. To use this
knowledge even more, companies needs to carefully work with the message they want to send out
to customers. This could have a significant impact on how the consumers are going to receive the
message and how their brand attitude is going to develop (Ilicic & Webster, 2011). One other
important aspect for a company to have in mind when delivering a message is how to include their
norms to it. This is vital and determines whether customers are going to build a relationship with
the brand and in what way they are going to form their brand attitude (Aggarwal, 2004).
14
Event satisfaction and enjoyment during an event decide how a customers’ attitude is shaped
(Leischnig et al., 2011). As said before, a brand attitude can be both negative and positive and it is
reflected through behavior (Park et al., 2010). Previous research has stated that purchase behavior
and brand choice is a result of customers´ brand attitudes (Park et al.,2010; Currás‐ Pérez et al.,
2009). However, this is especially if only one product of a brand is supported by celebrities or if the
products provide trust, commitment and enhances satisfaction (Ilicic & Webster, 2011). And event
is a useful way to enhance the attitude to a brand (Leischnig et al., 2011). But Madrigal (2001) add
some knowledge to this by saying that if consumers identifies themselves with an event the less
impact the attitude has on purchase behavior and vice versa. If the event does not influence the
participants the attitude has a big impact on the purchase (Madrigal, 2001).
An investigation made by Martensen et al. (2007) had the purpose to find how to create an event
that would affect customers’ attitude to a brand in a positive way. (Martensen et al., 2007) They
investigated if high involvement in an event would affect participants’ attitude to a brand. They
found out there was a connection. The more involved participants where in the event, the stronger
brand attitude (Martensen et al., 2007). Companies should carefully work with messages they send
to customers since this could have a big impact on brand attitude (Ilicic & Webster, 2011), and
customer’s brand attitude is affecting customers buying intentions (Leischnig et al., 2011).
2.3 Buying intention
30 years ago researchers stated that traditional marketing should be developed by offering more
value which complemented and enriched the marketing. The idea was to satisfy customers with a
more experiential approach that evoked feelings, fantasies and joy (Holbrook & Hirschman, 1982).
Schmitt (1999) announced in 1999 that the millennium of 2000 would face a new way of
marketing. Marketing has gone from traditional marketing towards a more experiential marketing.
The new marketing strategy was developed because of three phenomena. The first was an
increasing number of technology used to communicate messages, the second, brands have
become more and more important, and the final, that an entertained communication could be
found everywhere (Schmitt, 1999). The environment has also affected people to become more
interested in spending time and money on experiences than before (Pine & Gilmore, 2011). These
kinds of changes force companies to find new ways to reach customers (Navickas & Malakauskaité,
2007). Offering customer experiences, instead of focusing on functional benefits, gives more value
to customers (Pine & Gilmore, 2011).
15
Duncan and Moriarty (1998) were also sceptical to the old way of communicating things to
customers. Persuasion was no longer a good way of spreading companies marketing messages. The
new way was a more interactive communication. It was seen as stronger than persuasion and may
lead to a more valued brand in the eyes of customers, but also that a relationship could be created
between customers and the brand (Duncan & Moriarty, 1998). This is something Hatch & Schultz
(2008) confirms ten years later. Managers would face a new way to communicate with customers.
These force companies to find new ways to spread their messages (Navickas & Malakauskaité,
2007). Like Duncan and Moriarty (1998) discussed, Hatch & Schultz (2008) were saying that a
one‐way communication was no longer enough (Hatch & Schultz, 2008). To make consumers create
a relation to a brand and in return develop their buying intentions (Hatch & Schultz, 2008) it
demanded communication with consumers and not communication to them (Hatch & Schultz,
2008; Li & Bernoff, 2011). Managers would have to change their schedule and focus more on a
two‐way communication by creating "brand community events" (Hatch & Schultz, 2008, p. 207).
This would create opportunities for people with interest in a company to take part of the
management process (Hatch & Schultz, 2008). An interaction with them and with other influential
people would help the organization to find new ideas (Hatch & Schultz, 2008) and develop their
company (Li & Bernoff, 2011). These kinds of brand events, where a specific brand is a host for an
event, is a way to reach and attract people, since people are more willing to participate in them
(Grant, 2004).
An interactive communication would be a good way to reach customers, (Duncan & Moriarty,
1998; Hatch & Schultz, 2008) get new ideas (Hatch & Schultz, 2008) and develop a marketing
strategy and a company (Li & Bernoff, 2011). Finding customers that are very involved in a brand
could be used to reach other potential customers. Satisfied and involved customers might often
want to talk about the brand and recommend it to others. People are also more willing to listen to
what existing users of a brand are saying about it, rather than listen to the brands marketing (Li &
Bernoff, 2011). By letting customers become more involved in a brand it can also lead to that they
want to take part of the brand and the event (Wohlfeil & Whelan, 2006A).
Why people decide to become a part of a specific event may be explained in the degree of
customers brand involvement. A research done by Wohlfeil and Whelan (2006A) investigated why
people wanted to participate in an event created by a company. It was shown that people who
participated were high involved in the companies´ brand (Wohlfeil & Whelan, 2006A). Having a
strong brand and create a brand communication that is innovative which satisfy consumers’ needs
16
of experiences and affect their emotions is a good way to motivate people to participate in an
event (Wohlfeil & Whelan, 2006B). By having an event an organization can reach their target group,
since people that are engaged to the brand also want to participate in the event. When gathering a
company’s enthusiasts in the same event it also gives an opportunity for people to share the
enthusiasm with other ́s (Wohlfeil & Whelan, 2006A). This can help organizations to connect and
create a strong bond between customers (Schouten et al., 2007; Muniz & O´Guinn, 2001), and in
return also a strong bond to the company. It can create a feeling for consumers that they have
been part of something that is bigger than themselves (Schouten et al., 2007). It has also been
shown that when a brand is a host for an event people becomes more willing to be a part of that
event and the specific marketing communication (Grant, 2004).
2.4 Summary
Customers’ expectations are different depending on their involvement. High‐involved customers
have stronger demands and higher criteria compared to customers with low‐involvement. (Varki &
Wong, 2003) If companies manage high‐involved customers in the right way they can create long‐
term relationships (Varki & Wong, 2003). A high‐involved customer could lead to positive attitude
to a brand and positive buying intention (Chen & Leu, 2011). A brand attitude can create strong
bonds (Rafi et al, 2011), trust (Garretson & Niedrich, 2004) and interest in the firm (Priester et al,
2004). Brand attitude can also affect a customer’s behavior (Solomon, 2009). Research has found
that buying intention and what brand customers choose is a result of brand attitude (Park et al.,
2010; Currás‐Pérez et al., 2009). By having an interactive communication, companies and their
customers can create a relationship with each other (Duncan & Moriarty, 1998; Hatch & Schultz,
2008) which can affect a customers buying intentions (Hatch & Schultz, 2008). A strong brand and
a communication that is innovative, satisfy consumers’ needs of experiences and affect their
emotions are something that motivate people to participate in an event (Wohlfeil & Whelan,
2006A). People also participate in events that are hosted by a brand they like (Grant, 2004).
17
3. Research frame
In this chapter a research gap is presented, based on the literature review. The hypothesis in this
study is being presented and has its foundation in the Three‐Stage Model. At the end of the chapter
a research problem and operationalization of definitions are presented.
3.1 Research gap
According to several researchers the relationship between brand involvement, brand attitude and
buying intention is still a current issue (Wohlfeil & Whelan, 2006A ; Banyté et al., 2007; Martensen
et al., 2007; Hatch & Schultz, 2008; Currás‐ Pérez et al., 2009; Park et al.,2010; VonReisen &
Herndon, 2011; Chen & Leu, 2011; Leischnig et al., 2011). The relationship is still current and there
is not much research investigating how these three factors may affect an event (Wohlfeil &
Whelan, 2006A). There is a need for more research in the field of event marketing because of the
increasing use of this kind of marketing (Wohlfeil & Whelan, 2006A). It demands knowledge about
how participants feel about an event to understand their experiences (Getz, 2007). Future research
could be on different kinds of events to find if there are any differences between them (Leischnig
et al., 2011; Martensen et al., 2007). Events are often created for specific groups, such as dancers
and athletes and it would not exist if these groups would not participate. Event organizers
therefore need to know how they can attract these participants, and understand what is needed to
make them feel satisfied. Little research has been made in this area and could therefore be
investigated further (Getz, 2007). The findings between brand involvement, brand attitude and
buying intention could be valuable for marketers and others when creating events and attract
participants.
3.2 Hypothesis
H1: Brand involvement has a positive effect on brand attitude.
H2: Positive brand attitude has a positive effect on buying intention.
Figure 3.1 below shows the link between brand involvement, brand attitude and buying intention.
With help of the hypothesis, the research will present whether there is a correlation between the
three categories and if they depend on each other.
18
Figure 3.1: Three‐Stage Model.
3.3 Operationalization of definitions
Table 3.1 describes how the different terms have been operationalizated into different definitions.
The first column shows different terms used. In the second column shows what different
definitions previous authors have used. The last column describes what definition is chosen and
used in this research.
Table 3.1: Table of definitions.
Terms Definitions by previous authors Used definition
Brand involvement
“A person's perceived relevance of the object based on inherent needs, values, and interests.”( Zaichkowsky, 1995. p.342)
“Involvement (centrality) has been identified as being at the heart of the person–object relationship and the relational variable most predictive of purchase behaviour” (Martin, 1998 in O’Cass article, 2000, p. 546)
“A person's perceived relevance of the object based on inherent needs, values, and interests.”( Zaichkowsky, 1995. p.342)
Brand Attitude
“...a consumer's overall evaluation of a brand.” (Martensen, et al.2007. p.285)
“is defined as consumers' overall evaluation of a brand ± Whether good or bad.” (Low & Lamb, 2000)
“...a consumer's overall evaluation of a brand.” (Martensen, et al.2007. p.285)
Brand Involvement
Brand Attitude
H1 H2 Buying Intention
19
Buying intention
“The customers’ evaluation of the difference between all the benefits and all the costs of a marketing offer relative to those of competing offers.” (Armstrong & Kotler, 2009 pp. 612)
“Satisfied customers buy a product again, talk favourably to others about the product, pay less attention to competing brands and advertising, and buy other products from the company.” (Armstrong & Kotler, 2009 pp. 180)
“Consumers are rational. They gather relevant information they might need in the future. Future buying decision is based on this information.” (Bengtsson & Östberg, 2006 pp. )
“Satisfied customers buy a product again, talk favourably to others about the product, pay less attention to competing brands and advertising, and buy other products from the company”. (Armstrong & Kotler, 2009 pp. 180)
20
4. Methodology
This chapter should get the reader knowledge and an explanation of how, why and what method choices has been made in order to accomplish the research.
4.1 Research approach It is important to make relevant research to find out customers wants and needs, who the
competitors are and the marketing environment, either by doing problem identification or a
problem solving (Bryman & Bell, 2005). A good research consists of relevance and rigorous.
Relevance refers to contexts that relates to the performance of the company that is timely. The
research should come up with something new that has never been stated before and it should also
be able to take action in real life. Therefore it should be easy to understand and communicate.
Rigorous means that the result should be consistent in time and it should be described in order
that other researcher can implement it in their study (Bryman & Bell, 2005).
This research was using problem identification, which means the authors stated the problem
through reading previous articles about this subject. The theory was tested by a survey.
4.1.1 Inductive vs. Deductive research
An inductive research is when the researcher collects data and then analyzes this to create a
theory. The data can be analyzed in different ways (Bryman & Bell, 2005; Mason, 2002). The
researcher can look at different patterns and by that make a conclusion. Deductive is the opposite,
where the researcher already has the theory and then tests it in real life. Before the theory is being
tested, the researcher comes up with different hypotheses that could be supported or rejected
(Bryman & Bell, 2005; Mason, 2002). It could also be supported or rejected to a certain extent
(Bryman & Bell, 2005).
In this study the authors used deductive research. This because of the information gathered from
the literature review. The hypotheses are based on the literature review and are going to be tested
in a questionnaire survey.
4.1.2 Qualitative vs. Quantitative research
Qualitative research can be made on subjects that has not been explored and researched before
(Bryman & Bell, 2005). This type of research can be based on observations or interviews (Solomon
et al., 2009; Mason, 2002) and attitudes of the reality (Yin, 2006). The significant with quantitative
research is that the result, the measured subject can be shown in some sort of statistic or numbers,
for example in mean or median (Bryman & Bell, 2005). An opposite research technique, is to use
21
surveys and a quantitative method (Solomon et al., 2009).
A quantitative method is more manageable than a qualitative when gathering data. This research
contains of 400 potential respondents and therefore a quantitative method has been chosen.
4.2 Research Design
The research design is a plan to follow that helps the researcher to answer their aim and objectives
of the research. There are three ways of planning the research. The first way is called exploratory
research design and answers questions such as “what is the problem to…”. With this design two
groups of results compares, were one research is disrupted and the other is not (Bryman & Bell,
2005). Descriptive design is the second, and this looks at who, what, when, where and how
questions. This design describes the things in the reality. The third design is called causal design
and explains how one thing leads or relates to another. One example of such question could be,
`what comes first the chicken or the egg?´ (Bryman & Bell, 2005).
For this research, the descriptive design was chosen, this because of how the research hypothesis
was formulated. It included hypothesis regarding attitudes and opinions that make the respondent
describe their relation towards the subject.
4.3 Data sources
There are two different data sources to use when doing a study; secondary and primary data.
Secondary data have been collected for another purpose and in another context (Christensen et al,
2010). It can be used in the beginning of a study, to give basic information about, and understand a
subject (Christensen et al., 2010). It can be used to find gaps in already made research (Christensen
et al., 2010) and it is cheaper than primary data (Bryman & Bell, 2010). Secondary data can be
earlier research (Bryman & Bell, 2010), it can be information within a company (internal data), such
as information about customers and sales, but also public information (external data) from
agencies and consumer panels (Christensen et al., 2010). Problems with this kind of data could be
that the information is too old and it may not fit to the specific research since it is made for
another reason. If this occurs primary data could be a better alternative (Bryman & Bell, 2010).
Primary data is made for a specific study; it gives new information and if the right questions are
being asked the right information will be collected. By using different kinds of field investigations
primary data is collected (Christensen et al., 2010). However, there are some disadvantages with
primary data. It has higher costs than secondary data and takes more time to collect. There might
be a lack of response and the quality may not be as good as needed if the researcher does not have
enough competence (Christensen et al., 2010).
22
In this study both secondary and primary data are being used. To get background information
about the subject, find what have been studied before and find potential research gaps, secondary
data was collected at the first stage. When collecting secondary data a research gap was found and
a purpose and hypothesis developed. To answer the purpose and the hypothesis, new data for this
specific study was collected. The main data source was therefore primary data.
A pre‐investigation was made at Stockholm Furniture Fair 2012, a questionnaire (see Appendix 1)
were handed out. A handout was possible because the respondents were stated at the same
location. The underlying purpose for the pre‐investigation was to get an understanding and insight
of people within the furniture industries knowledge about the event. An interview with the Anders
Wisth, chief executive officer at Möbelriket was also held.
4.4 Research strategy
In table 4.1 the first column, strategy, is presenting different kinds of strategies to choose between
when collecting research data. The choice of strategy is depended on the research question, which
is presented in the second column. If the purpose is to investigate why something happened a case
study could be chosen for instance. If there is a need to control behavior the third column show
what kind of strategy is suggested. The fourth and last column is presenting what strategy to use
depending on if the study is about investigating things that are current right now, or if it is
historical events (Yin, 2006).
Table 4.1: Research strategies.
Stategy Type of research question
Demand a control of behavior?
Focus on current events?
Experiment How, why? Yes Yes
Survey Who, what, where, how many, how much?
No Yes
Analysis of sources Who, what, where, how many, how much?
No Yes/No
Historical study How, why? No No
Case study How, why? No Yes
(Yin, 2006, pp.22)
23
Experiment can be used as a research strategy when investigating something over time, and when
the researcher needs to control a specific situation. Surveys are used when investigating something
right now, when there is no need of controlling behavior and when the focus is on current events.
If there are previous research made on a specific topic and the goal is to analyze them an analysis
of sources can be used as strategy. Historical study is used to investigate how a specific situation
did impact on something else. To understand the reason why something happen, a case study can
be used (Yin, 2006).
In this study surveys are used as data collection method. The hypotheses was about finding what
connection brand involvement, brand attitude and buying intention have to each other, and in
what way it effected event participation. It focused on a current event and when collecting data a
control of respondent behavior was not needed. Therefore survey was the most suited data
collection method.
4.5 Data collection method
When collecting quantitative data, there are several alternatives to chose between; observations,
content analysis, interviews and questionnaires. The alternative to use is depending on what is
going to be investigated (Bryman & Bell, 2005). When the mission of a study is to collect data
about behavior the data collection to be used is observations. Compared to surveys, where
conclusions must be drawn according to respondents’ answers, observations are methods that
observe the behavior right away (Bryman & Bell, 2005). Content analysis is when the purpose is to
analyze information which already exists (Yin, 2006). An interview gives the opportunity for follow‐
up questions, and the order of the questions can be changed along the interview. This alternative
may also give deep information from the respondent (Bryman & Bell, 2005). But when
investigating sensitive subjects a questionnaire is to prefer, rather than interviews. It is easier to get
the truth from a self‐completion questionnaire than from an interview (Bryman & Bell, 2005;
Sudman et al., 1965; Snowball & Willis, 2011). And when the respondents are not in the same
geographical area an internet questionnaire is to prefer, since it is cheaper than a handed out
questionnaire or an interview, and it can also be send to respondents in different areas
(Christensen et al., 2010). It can also easily reach many people (Bryman & Bell, 2005).
An internet questionnaire was best suited for this study since the behavior should not be
investigated, there were no already existing information about previous participants´ involvement
and attitude, some questions might have been sensitive for the respondents to answer, the
24
respondents were not in the same geographical area, it was needed to reach many people and it
also kept low costs.
4.5.1 Implementation
Sending a questionnaire by e‐mail may affect the number of respondents and who is answering it.
By sending out reminders about the questionnaire it may affect the number of respondents
(Bryman & Bell, 2005).
The questionnaire for this study was send from the investigated event’s own e‐mail to get a higher
degree of interest from the respondents. A reminder about the questionnaire was supposed to be
sent to those who did not answer the questionnaire, but because of certain circumstances it was
not possible. To avoid the problem about who was answering the questionnaire it was send to
previous event participants and to their personal e‐mail.
4.6 Data collection instrument
4.6.1 Operationalization
The questionnaire chart was created through an operationalization of three factors proven to
impact the customers’ participation in an event. The three categories, brand involvement, brand
attitude and buying intention are divided from a study by Martensen et al. (2007). The categories
have been broken down into questions to ensure the theoretical framework was measure in the
survey. Table 4.2 below shows how questions in the questionnaire survey were developed and
chosen. It explains the connection between categories, statements and questions.
Table 4.2: Statements connected to survey questions.
Scale & construction Statements Items
Customers’ involvement in an event has a great impact on the participants’ responses to the event (Martensen, 2007).
Brand Involvement (BI)
20 statements with a 7‐point Likert‐scale, were the negative antonym respresents (1) and the positive alternative is (7).
Measure the negative aspects contra positive aspects (Martensen, 2007).
BI1 – Of concern to me BI2 – Important BI3 – Relevant BI4 – Means a lot to me BI5 – Useful BI6 – Valuable BI7– Fundamental BI8 – Beneficial BI9 – Matters to me BI10 – Interested BI11 ‐ Significant BI12 – Vital BI13 – Interesting BI14 – Exciting BI15 – Appealing
25
BI16 – Fascinating BI17 – Essential BI18 – Desirable BI19 – Wanted BI20 ‐ Needed
Brand Attitude (BA)
8 questions with a 5‐point likertscale, were (1) respresents disagree (2) Disagree to a certain extent, (3) Do not know/ No opinion, (4) Agree to a certain extent and (5) Agree.
The importance of customers’ involvement, the higher involvement the higher attitudes towards the event and the brand (Martensen, 2007).
The 9th question has 4 statements anchored with a 5‐point likertscale, were (1) respresents unimportant, (2) Not very important, (3) Do not know, (4) Quite important and (5) Very important.
Celebrities is an important factor when creating brand attitude (Misra & Beatty, 1990; Lynch & Schuler,1994; Tripp et al., 1994; Till & Shimp, 1998; Ilicic & Webster, 2011).
BA1 – Positive association towards brand BA2 – Positive characteristics BA3 – Positive attitude BA4 – Feel good to participate BA5 – Willing to pay a high price BA6 – Reliable and credible BA7 – Interested BA8 – Willing to know more BA9 – Positive impression of professional groups
Buying Intention (BIn)
If customers are satisfied with an event this also affects their buying intention (Martensen, 2007).
The first 2 questions have a 5‐point Likert‐scale, were (1) represents not likely, (2) not very likely, (3) Do not know, (4) rather likely and (5) very likely.
Customers brand attitude is affecting customers buying intentions (Leischnig et al., 2011).
Individuals are asking for an event that delivers experiences which stimulate them and touch their hearts and senses (Schmitt, 1999).
The 2 last questions has a 5‐point likertscale, were (1) represents strongly disagree, (2) disagree to a certain extent, (3) Do not know, (4) agree to a certain extent and (5) strongly agree.
The idea of event is instead to create emotional bonds with the organization by offering events that makes people experience a brand (Wohlfeil & Whelan, 2006B).
Bin1 – Revisit Bin2 – Recommend Bin3 – Personally relevant Bin4 – Arose new viewpoints
26
Brand involvement
Questions about brand involvement aim to measure how it affect brand attitude, and how
important the participants consider their personal interest in participant in the event
Möbelriksdagen. There are 20 words describing this and the responder can grade the statements
from one to seven. Martensen et al. (2007) conclude that customers’ involvement in an event has
a great impact on the participants’ responses to the event. Therefore, 20 statements have
measured brand involvement (see table 3), the negative aspect contra the positive aspect. (See
appendix 3, English version.)
Brand attitude
The brand attitude questions are based on the facts by Martensen et al. (2007) who states the
importance of customers’ involvement, the higher involvement the higher attitudes towards the
event and the brand. This was broken down into nine statements regarding the attitude and the
answers went from “strongly disagree” to “strongly agree” in a 5‐point Likert‐scale. The
statements were; “I think Möbelriksdagen is a good event”, “I think that Möbelriksdagen has some
advantageous characteristics compared to another similar event within the relevant category”, “I
have a positive attitude towards Möbelriksdagen”, “Participation in Möbelriksdagen´s event was a
good decision”, “I think that Möbelriksdagen is a reliable and credible brand”, “I am interested in
Möbelriksdagen”, “I am interesting in knowing more about Möbelriksdagen” and finally a question
with four alternatives “How important do you think it is that following professional participate in
Möbelriksdagen?” The alternatives were politicians, designers, entrepreneurs in the furniture
industry and entrepreneurs in other industries.
Buying intention
The questions regarding buying intention determine if customers are satisfied with the event. If
they are, it leads to a higher buying intention (Martensen et al., 2007). Event participation is seen
as buying intention. Following factors connected to buying intention were asked; How likely is it
that you will participate in Möbelriksdagen again?, Would you recommend Möbelriksdagen to
others?, Möbelriksdagen is relevant to me, and finally Möbelriksdagen gave me new information
that affect me and the region. These questions had a Likert‐scale from one to five.
27
4.6.2 Survey design
A survey can be completed face‐to‐face, telephone or mail (Bryman & Bell, 2005). An internet
survey is not very time and money consuming, however the response rate is usually low,
compared to other ways of distribution. A Likert‐scale is a tool of measuring to what extent a
respondent agrees with a statement. An example of statement could be “agree” or “disagree”
(Andersson, 2001). There are different types of variables, nominal, ordinal, interval and ratio. A
nominal variable is not numeric, the respondent chooses between different categories, for
example gender and occupation (Nolan & Heinzen, 2007). The ordinal variable observes rankings
without decimals (discrete). The respondent gets a statement and rank how well he or she agree
to it. An interval variable has the same distance between variables. It is used for example when
measuring temperature. Ratio variables has a meaningful zero point, otherwise it is the same as
the interval variable. They often examine distance, size and time and it is mostly continuous
numbers (Nolan & Heinzen, 2007).
For this survey handouts were not an option, since the sample of respondents was 400 people and
it would take a long time to collect the data. The survey was instead sent out to the respondents’
e‐mails from an organizations database. To gain test the hypotheses a nominal, ordinal, and
interval scale was used in the questionnaire. The majority of the questions in the survey were
structured of Likert‐scales from 1‐5 or 1‐7. This, to make sure the respondent is alert through the
process.
4.6.3 Pretesting
The pretesting was made to see if there was anything that needed to be corrected before the real
survey was sent out. The survey was sent to seven potential respondents which had expert
knowledge in this field and who work within the furniture industry. According to Bryman and Bell
(2010) this pretesting is important for the authors to see unexpected misunderstandings and
missing questions. The pretesting gave vital information for the authors to improve the
questionnaire. The functionality of the internet survey was not working and the results were not
intact with the answers. The layout was also remade when one responder pointed out a question
that was hard to understand. Therefore a new and updated survey was made and emailed to the
administration of Möbelriksdagen.
4.7 Sampling
It must be defined what population is going to be studied, for example students, employees in a
company or participants in a specific event (Bryman & Bell, 2005). The sample is potential
28
respondents that were chosen from the population. Thus, it’s important that the sample and the
population share the same characteristics since they are depending on each other (Nolan &
Heinzen, 2007). Because of time and resource constraints a sample frame of a population is to
prefer (Bryman & Bell, 2005). To find connections between brand involvement and brand attitude
and how it affect buying intention or event participation the population to this study contained of
previous event participants. The event has been held for the past six years, but having a study with
all these participants included would take a long time. It would also have high costs. Therefore a
sample frame was defined.
4.7.1 Sampling frame
Because of time and resource constraints a sample frame of event participants were defined. The
sampling frame for this study was previous participants at the event Möbelriksdagen 2012, since
they have the latest knowledge about the event.
4.7.2 Sample selection
The sample selection in this study was 400 participants from the event Möbelriksdagen 2012. They
were chosen because they have updated knowledge about the event, but also a better memory of
the event than earlier participants. The optimum of respondents of the questionnaire would have
been all of those 400 previous participants.
4.8 Data analysis method
4.8.1 Mean
The mean is a measurement that is important to calculate. It shows the average of the group of
scores in the questionnaire. The number shows the most common score in the distribution (Nolan
& Heinzen, 2007). It is calculated by taking all of the scores and summarizes them and then divided
them with the total number of scores. Excel will be used to calculate the mean.
4.8.2 Standard deviation
Each category will also have a calculation of their standard deviation. The standard deviation is
defined as “the typical amount that the scores on a sample vary, or deviate, from the mean”
(Nolan & Heinzen, 2007, pp.67). This means that the standard deviation helps the reader
understand the distribution of the data and the variability (Nolan & Heinzen, 2007).
29
4.8.3 Correlation
According to Nolan and Heinzen (2007) a correlation shows direction and strength between two
variables. A positive correlation is when two variables have the same scores, high or low. If the
two variables have different scores, one high and one low, the correlation becomes negative.
This is going to be used to see the correlation between brand involvement and band attitude, and
then between brand attitude and buying intention.
4.8.4 One‐Sample T‐test
The T‐ statistics helps the research to show the distance between the sample mean and the mean
of the population (Nolan & Heinzen, 2008). In a One‐Sample T‐test the researchers are able to
compare data from a single sample to (Nolan & Heinzen, 2008). In this research the mean of the
population is known, 400 participants from the event. When calculating the One Sample T‐test a
score called degrees of freedom, or df, will be shown. Degrees of freedom are the number of
different potential scores of the sample used and it also shows the size of the sample (Nolan &
Heinzen, 2008). The One‐Sample T‐test will be used to see if there are any differences between
the categories mean score in relation to the known mean of the Likert‐scale, which are 4. A Likert‐
scale from 1‐7 are going to be used, when investigating brand involvement and a 1‐5 scale for
brand attitude and buying intention. The mean values, or test values, for brand involvement is 4
and for brand attitude and buying intention it is 3. In this way it was possible to measure if the
different attributes are important for the respondents. With a positive mean, higher than 4, it
indicates that respondents associate all factors important for the category. If the mean become
less than 4, the attributes is not important for them.
4.8.5 Regression
By using the correlation, a regression can be calculated. The regression indicates if there are any
significant correlation between the dependent variable and the independent variable used (Nolan
and Heinzen, 2007). A regression is going to be used as an indicator of the different categories’
connection. A p‐value less than 0.05 (alpha) mean that the variables have a significant impact on
each other. In this study the regression analysis is a way to test the hypotheses and if they are
supported or not.
30
4.9 Quality criteria
To establish high quality criteria, there is a need for rigorous. It means that it is a high validity and
reliability (Bryman and Bell, 2005). The concept of validity is to estimate if the conclusions that has
been generated from the research are related to each other (Bryman & Bell, 2005). Validity and
reliability are depending on each other (Malhotra, 2009). If there is unreliability in measuring, the
outcome is that the validity is not perfectly valid. If the reliability is missing it leads to a negative
impact on validity. Reliability does not affect the validity itself, it is not sufficient but necessary
(Malhotra, 2009).
The data analyse is going to be presented in different formulas and tables. First, the three
categories are going to be tested on their reliability to see if the questions are useful and reliable
due to the respondents’ answers. According to Nolan and Heinzen (2007) the reliability is
calculated by “…taking the average of all possible split‐half correlations” (Nolan & Heinzen, 2007,
pp. 233). To measure these questions and the answers will be exported to SPSS to calculate it. If
the results are between 0,6 and 1 the categories are reliable.
4.9.1 Content validity
Content validity, also called face validity, represents the scale and how well it measures the way it
should (Malhotra, 2009). This is a subjective and systematic valuation. It is of importance that
researchers value the scale and see if it covers the entire construct that should be measured.
Content validity evaluation is not appropriate when only measuring it by itself. Then, it is better to
examine the scales scores. The criterion validity is a more formal evaluation (Malhotra, 2009).
4.9.2 Construct validity
Construct validity concerns the construct and characteristics of what the scale is measuring
(Malhotra, 2009). By doing this, the researcher are trying to give answers concerning why the scale
works and deductions that could be made regarding underlying theory (Malhotra, 2009). This sort
of validity is the most difficult one to establish. Construct validity should not correlate too high,
correlation > 0.9 (Malhotra, 2009).
4.9.3 Criterion validity
Criterion validity is investigating the scales performance, as expected, in connection with other
variables selected as meaningful criteria. It is also called criterion variables (Malhotra, 2009).
These variables could include characteristics like demographics and psychographic, and measures
in attitude and behaviour, or even scores from some other scales (Malhotra, 2009).
31
4.9.4 Reliability
Reliability means that fairly consistent results appear when repeating the investigation (Malhotra,
2009; Bryman & Bell, 2005). This is often more suitable in quantitative studies, because of the
researcher is mostly interested in the stability of measurement (Bryman & Bell, 2005). Systematic
sources do not affect the reliability, since it has a consistent impact it does not lead to
contradiction. Thus, lower reliability occurs through random errors. Therefore, a high reliability is
gained when avoiding random errors. There are different methods for estimating reliability such as
test‐retest, alternative‐forms, and internal consistency methods (Malhotra, 2009). The Cronbach’s
alpha should be higher than 0.6 or preferably 0.7 (Hair, 2003).
4.9.5 Response rate
Surveys are associated with a low response rate (Bryman & Bell, 2005), especially those without
face‐to‐face interaction (Christensen et al., 2010). According to Christensen et al. (2010) it is not
unusual with a response rate at 20 percent. In on‐line surveys a response rate of 10 percent or
lower is common according to Patrick et al. (1995). It is by importance to take into account what
impacts a low response rate may have on the results (Bryman & Bell, 2005).
32
5. Background information
In this chapter an interview with the organization Möbelriket, and a pre‐investigation made at
Stockholm Furniture Fair 2012 are presented.
5.1 Interview with Anders Wisth
Anders Wisth has worked within the organization as a project manager and this year he became
the chief executive officer at Möbelriket.
Möbelriket is an organization that is located in Lammhult, in the region Småland. The organization
arranges different events for the furniture industry and they hope to attract both local and
national furniture businesses to the region. Companies within the furniture industry can be
partners in different projects and events that are arranged by Möbelriket. At the moment the
organization has about 50 partners and they are placed in the region, Småland. Their vision is to
become a place where people with an interest in Swedish furniture can meet and exchange
knowledge.
Möbelriksdagen is one of Möbelrikets events and has been held every year for the last six years.
The idea is to gather decision makers, such as politicians and people in the furniture industry and
create a forum to discuss questions that concern the region. The organisation wants the visitors to
bring up questions regarding the development of the region.
“Almedalen is the biggest event for Swedish politics. Our vision is to become the capital for
Swedish furniture industry and develop the event Möbelriksdagen to become the region Smålands
Almedalen.” Anders Wisth, 2012‐02‐01
Today the organization use advertisement, press releases, homepage, e‐mail and social media
such as Facebook. This year Möbelriksdagen had 400 visitors.
“So far, the amount of participants is good, but we want to reach a bigger amount of participants
in a long term. The big question for us is how to reach strategic target groups and how to attract
them to the event Möbelriksdagen.” Anders Wisth, 2012‐02‐01
33
5.2 Pre‐investigation
A pre‐investigation was made at the Stockholm Furniture Fair, where thirty people within the
furniture industry, such as chief executive officers, salespersons, entrepreneurs and designers
answered a questionnaire (see Appendix 1). This was to give the authors a foundation of how
much people within the industry knew about the event, Möbelriksdagen. The research showed
results (Appendix 2) that every respondent except one had heard about it. This could indicate that
the organization is good of spreading information about the event, maybe even through different
marketing channels. Only one respondent had visited the event and nearly half of the respondents
did not answer on were they got the information about the event and eight respondents had
heard about the event through Möbelriket’s Johan Sjöberg and Anders Wisth. The lack of
participation could be the cause of where the organization puts the information about the event.
Another effect of why only one respondent had visited the event could be because of the
uninterest in the organization.
34
6. Data analysis
In this chapter the empirical material from the questionnaire is presented. This combined with an analysis of the data gathering. It also shows the reliability of the three categories, brand involvement, brand attitude and buying intention. This, to gain a broader perspective on what conclusions could be drawn.
6.1 Descriptive statistics
The amount of respondents in this study was 80, which represents 20 % of 400 potential
respondents. It was 32.5 % of the respondents who were females and 67.5 % males. There was a
big dispersion in the age, from 22‐71, and therefore a mean were made, the result was 53.5 (see
table 6.1 below). The most common profession was entrepreneurs in the furniture industry with
26.3 % and 18.8 % of the respondents were entrepreneurs in other industries. There were 15 %
who were politicians and 7.5 % designers. The majority, 32.5 % of the respondents, had another
profession, but most of these had a connection to design and the furniture industry. See Appendix
4 for detailed information.
Table 6.1: Mean values
Median Mean Age Span
49 53.5 22 ‐ 71
6.2 Reliability
Brand involvement had 20 statements in the questionnaire survey. To make sure these statements
were reliable and useful, a reliability test was made. The result showed that these statements had
a reliability of 0.958 which means that it is very reliable. Thus, the minimum of reliability is 0.6 and
maximum is 1 (Hair et al., 2003). If the reliability shows > 0.7 it has a trustworthy reliability (Hair et
al. 2003). Table 6.2 shows the three different categories, their alpha of reliability and the number
of questions for each category. The questionnaire contained of 13 questions regarding brand
attitude. When testing the reliability on these questions the result was 0.873 which indicates on
high reliability. The category buying intention contained four questions and the reliability of these
was 0.794 which means that it is reliable.
35
Table 6.2: Reliability of three categories.
Reliability Statistics of; Alpha of Reliability Numbers of Questions
Brand Involvement 0.958 20
Brand Attitude 0.873 13
Buying Intention 0.794 4
All three categories reliabilities are high, this because of the questions are based on Martensen et
al. (2007) article. By using and develop these questions that were already tested the reliability was
once again proved high. For example in brand attitude the question regarding professionals was
added.
6.3 Validity
Table 6.3 below explains the correlation between two variables. The different questions was first
summarized into the three categories, brand involvement, brand attitude and buying intention.
By that the answers was gathered and combined into one total mean for each category. None of
the constructs has a Pearson Correlation value that exceeds 0.9, a number which Malhotra (2010)
states.
In this research the correlation between brand involvement and brand attitude is positive and has
a Pearson Correlation value of 0.672. The correlation between brand attitude and buying intention
were also positive with a value of 0.773. This indicates that the Three‐Stage Model is supported,
there is a relation between the concepts.
36
Table 6.3: Correlation analysis.
Brand Involvement
Brand Attitude
Buying Intention
Brand Involvement
Pearson Correlation
(Sig. 2‐tailed)
Brand Attitude Pearson Correlation
(Sig. 2‐tailed)
.627**
.000
Buying Intention Pearson Correlation
(Sig. 2‐tailed)
.640**
.000
.773**
.000
**. Correlation is significant at the 0.01 level (2‐tailed).
6.4 One‐Sample T‐test
The One‐Sample T‐test measures all questions, which represents the same category either brand
involvement, brand attitude or buying intention. The mean of each question that was representing
the same category were added and calculated into one mean.
For brand involvement this becomes a mean difference of 1.41000. Brand attitude has a mean
difference of 1.04688 and buying intention 1.12188. All categories received means that were
higher than the midpoint of the Likert‐scale, 4 to brand involvement and or 5 to brand attitude
and buying intention. The table 6.4 illustrates the categories and their mean differences. It also
shows that all the constructs had a significance score of 0.000.
37
Table 6.4: One‐Sample T‐test.
Construct t df Sig. (2‐tailed) Mean Difference
Brand Involvement
(Test‐value = 4)
14.924 79 .000 1.41000
Brand Attitude (Test‐value = 3)
15.137 79 .000 1.04688
Buying intention (Test‐value = 3)
14.191 79 .000 1.12188
6.5 Response rate The quantitative study was sent out by the organizations data base to 400 people who
participated at Möbelriksdagen this year. The questionnaire (see Appendix 3) was available in four
weeks and 80 people responded, which provides a response rate of 20 %. Major parts of the
respondents answered it during the first four days.
Brand involvement
Statements abut brand involvement had a Likert‐scale, 1‐7. Overall, the majority of the answers
were clearly positive. The respondents seem involved in the event and satisfied with it.
Throughout all answers regarding brand involvement very few respondents answered negatively
or vague (for more detailed information see Appendix 6). The questions regarding brand
involvement had a mean more than 5 on the Likert‐scale, with the lowest on 5.05 and the highest
5.60 (see table 6.5). The mean was 5.39. All questions had a very low standard deviation (between
0.91 and 1.44) which shows that the questions are answered similarly. For detailed information
see Appendix 5.
Table 6.5: Mean values.
Lowest mean Highest mean Mean
5.05 5.60 5.39
38
Brand attitude
When the answers was summarized they got labeled with numbers, were “disagree” got number 1
and “agree” number 5. Questions and statements together resulted in the lowest mean at 2.81
and the highest at 4.78 (see table 6.6). The total mean was 4.16. Six out of eight statements had a
mean of more than 4 on a Liker‐scale of 5 (for more detailed information see Appendix 6). The
standard deviation was low, between 0.69 and 1.11 (see Appendix 5). This indicates that the
respondents gave similar answers.
Table 6.6: Mean values.
Lowest mean Highest mean Mean
2.81 4.78 4.16
Buying intention
When the answers was summarized they got labeled with numbers, were “disagree” got number 1
and “agree” number 5. Questions regarding buying intention, also presented in Appendix 5, had a
lowest mean at 3.77 and the highest was 4.31 (se table 6.7 below). The mean of all four questions
resulted in 4.12. This shows that the majority answered positively (for more detailed information
see Appendix 6). With a standard deviation between 0.78 and 1.01 the outliers are few and the
answers are very similar from the respondents.
Table 6.7: Mean values.
Lowest mean Highest mean Mean
3.77 4.31 4.12
6.6 Hypothesis testing
6.6.1 Brand involvement effect on brand attitude
Table 6.8 below explains the correlation between an independent variable, brand involvement and
a dependent variable, brand attitude. The table shows that the p‐value is less than 0.05 (alpha)
and therefore brand involvement has a significant effect on brand attitude. The other table
presents how well the data matches the regression line. Table 6.9 present R square with a value of
38 percent (0.38), which indicates the influence brand involvement has on brand attitude.
39
In a previous study made by Martensen et al. (2007) brand involvement had a lower influence on
brand attitude (0.31). This outcome could be caused by that their research are investigating a
bigger amount of hypothesis. According to these results the hypothesis, brand involvement has a
positive effect on brand attitude, is supported.
Table 6.8: Coefficientsa.
Unstandardized Coefficients
Standardized Coefficient
Model B Std. Error Beta t Sig. 1 (Constant) 2.101 .301 6.985 .000
Brand involvement .383 .055 .619 6.965 .000
a. Dependent Variable: Brand attitude.
Table 6.9: Model Summary. Model R R Square Adjusted R Square Std. Error of the Estimate
1 .619a .383 .376 .41276
a. Predictors: (Constant), Brand involvement.
6.6.2 Brand attitude effect on buying intention The significance between brand attitude and buying intentions shows in table 6.10, were the
number of 0.00 is less than 0.05. It indicates that there is a significant relation between these
variables. The hypothesis, brand attitude has a positive effect on buying intention, is supported. To
evaluate the category brand attitude, as independent variable, and buying intention, as dependent
variable, a linear regression was made. The R square, which is presented in table 6.11, had a value
of 65 percent (0.65) which confirms the influence brand attitude has on buying intention. Previous
research (Martensen et al., 2007) states an effect on buying intention of 50 percent (0.50).
Table 6.10: Coefficientsa.
Unstandardized Coefficients
Standardized Coefficient
Model B Std. Error Beta t Sig. 1 (Constant) ‐.452 .378 ‐1.196 .235
Brand attitude 1.096 .090 .810 12.192 .000
a. Dependent Variable: Buying intention.
Table 6.11: Model Summary. Model R R Square Adjusted R Square Std. Error of the Estimate
1 .810a .656 .651 .41746
a. Predictors: (Constant), Brand attitude.
40
7. Conclusion and implications
In this chapter the theory and empirical results are discussed and compared. According to that a conclusion is drawn, recommendations to the investigated event are presented and further research are discussed.
7.1 Discussion 7.1.1 Brand involvement
The majority of the respondents answered positively on the 20 statements about brand
involvement and could therefore be seen as high involved customers. The participants’
involvement could change over time and is depending on the situation (Zaichkowsky, 1985), which
force companies to do things to maintain it. The involvement level was high, which according to
Varki & Wong (2003), Hanzaee et al. (2011) and Guthrie & Kim (2008) could indicate that
participants are willing to have a relationship with the organization (Varki & Wong, 2003; Hanzaee
et al. 20011; Guthrie & Kim, 2008) and have a wish for co‐production (Cheung & To, 2011).
The result indicates that Möbelriksdagen is associated with something important and relevant.
This shows that the event has invited the right people, who are interested in questions concerning
furniture and the region. And that the event brings up questions that are relevant for the industry.
The negative answers on the 20 statements were few and the ones that chose to answer
negatively might be participants that have not seen what the event has given them. According to
O’Cass (2000) it might indicate that they are not attached nor has a special bond to the event. It
could be hard to feel the usefulness of an event if the respondents have no relation to the
industry. However, the majority had positive thoughts about usefulness. The reason might be that
these people are more involved in the furniture industry and the development of the region.
These professionals are for example designers, people within the industry and decision‐makers.
Low‐involved customers participate in an event as a routine (Drossos & Frouskas, 2010) and they
ask for high values for their money (Smith & Carsky, 1996). A high‐involved participant can have
difficulties of visiting competitor’s event (Smith & Carsky, 1996) which could depend on the strong
connection participants’ feels to the event. It can be a challenge to satisfy these customers since
they have stronger demands than low‐involved customers (Goodman et al. 1995). The
respondents were united with that participating in Möbelriksdagen generates in something
beneficial for them. It could have a foundation in the participants work situation, interest or
41
personal values in the subject. They might want to be a part of the development of the region, but
also stand for the same values as Möbelriksdagen.
There are some weak answers regarding excitement. Those participants who are not excited may
not consider the event meaningful. Reasons that might influence this result could be many, and
could therefore be investigated further. According to Pine and Gilmore (2011) people are asking
for experiences, which Möbelriksdagen might not offer to an extent participants are asking for.
The respondents thought that the event is fascinating and essential. The positive reaction from
the respondents could depend on that they already have a relationship with the organization.
When the customer can get involve in something at an event there is a greater chance for
satisfaction (Cheung & To, 2011). Answers regarding if the event is wanted and needed were very
positive, which shows that Möbelriksdagen has meet participants demands and succeeded to
satisfy them. Since the event is wanted, and people are willing to participate again there is a
future need for this arrangement.
7.1.2 Brand attitude
Brand attitude can both be negative and positive (Currás‐Pérez et al. 2009; Park. et al. 2010) and
last over a long time (Solomon, 2009). Therefore is it important for events, such as
Möbelriksdagen, to immediately create a positive attitude towards their brand. The result in this
study shows that Möbelriksdagen is associated with something positive. Möbelriksdagen is seen as
a positive event and could further been known as one. Respondents who associated the event
with something positive were also very interested in the firm. This strengthens Priester et al.
(2004) theory that a brand creates customers interest in an organization.
The utilitarian function is according to Katz (1960) and Solomon (2009) how customers perceive a
product depending on what impression, positive or negative, they get. The results in this study
show that the respondents consider Möbelriksdagen to be a very reliable and credible event. With
this result, the responders utilitarian function is very positive and therefore could their value
express function, which describes the customers attitude to how a product represents them to the
environment (Solomon,2009), also become something they can stand for and represent. The
knowledge function describes the individuals’ desire and need but at the same time their desire to
understand the environment (Katz, 2009). This could explain the respondents’ desire and
42
willingness to know more about Möbelriksdagen and their interest in the event. When their
attitude is positive, they also have a desire of knowing more about the event.
Despite the positive attitude towards Möbelriksdagen, the respondents do not feel satisfied
enough to pay more for this event than a similar event. This could be connected to what Solomon
(2009) says about behavior, that a person’s attitude affects what kind of action he takes. The
participants of the questionnaire have in general positive feelings and emotions to the brand,
Möbelriksdagen. But it is not strong enough to make their behavior positive. They may not think
the event has a major affect on them, and for that reason do not want to pay more for this event.
The quality and the performance at the event might not be good enough for the participants
(VonRiesen et al., 2001). Another reason could be the lack in communication (Vonriesen et al.,
2009) which also has been confirmed in the pre‐investigation, where the respondents did not
know where they have got the information about Möbelriksdagen. However, it is important for
the organization to make the event an experience for the respondents (Banyt et al., 2007).
Previous researcher has stated that celebrities is a useful source when try to impact a customer to
become more influenced and create a positive attitude to a specific brand (Misra & Beatty, 1990;
Lynch & Schuler,1994; Tripp et al., 1994; Till & Shimp, 1998; Ilicic & Webster, 2011). The results in
this study show that respondents think designers, entrepreneurs within the region and politicians
are the most important participants for Möbelriksdagen. This could be useful information when
attracting participants, but also to make them ready to pay more for the event.
The only answer standing out negatively in the questionnaire reslut is the fact that participants do
not want to pay more for this event than a similar event. However, it is possible to change an
attitude if people get a new experience or reflection to the brand (Solomon, 2009). And
Möbelriksdagen needs to be aware of how to make all of the respondents interested in the firm
and how they can create a better attitude towards the brand.
7.1.3 Buying intention
Interactive communication, where people get involved in the process, for instance an event, could
create a relationship between customers and a brand (Duncan & Moriarty, 1998) and affect the
buying intentions (Hatch & Schultz, 2008). Customers that are engaged to a certain brand are also
more willing to participate in events hosted by the brand (Grant, 2004; Algesheimer et al., 2005;
43
Wohlfeil & Whelan, 2006A). The respondents in this study answered the question about if they
want to participate in the event again. The answers were positive and could be a result of the
event given participants a feeling of engagement and involvement. The result could also indicate
that a relationship has been created. Event is appreciated by the participants and could be
connected to what Pine and Gilmore (2011) stated about experiences, that customers today are
more willing to spending time on experiences than before and it gives a high value to them (Pine &
Gilmore, 2011).
According to Li and Bernoff (2011) customers that are satisfied and involved in a brand wants to
talk about it and recommend it to others. Finding these satisfied customers could be a way to
reach other potential customers (Li & Bernoff, 2011). The majority of Möbelriksdagens
participants want to revisit the event and recommend it to others, which show that they are
satisfied. This also indicates that the theory is still true. Satisfied participants want to talk about,
and recommend it to others. Some respondents were negative to participate again and a pattern
could be noticed here. These respondents had a quite high rate on brand involvement and a lower
rate on brand attitude in the questionnaire. Möbelriksdagen seems to be an event that involves
almost all participants. Even those that got a negative attitude to the event felt involved. The
negative answers could not be connected to a specific profession, but to all; designers, politicians,
entrepreneurs within the furniture industry, entrepreneurs in another industry and others, which
could makes it hard to find reasons to negative results. One important thing to remember is that
these respondents were only a few, and therefore it might not be very important to investigate it
further.
Most of the respondents felt the event was personally relevant for them to a certain point. One
reason could be that there are different questions brought up at the event. Some questions
regarding the region might not be relevant for a designer, and specific questions that mostly
concern the furniture industry might not be relevant for an entrepreneur in another industry or
other participants. Important to remember is though that there is still a high rate that agree to the
statement. The reason for this could depend on what earlier researchers stated. People that are
engaged in a specific brand are also more willing to participate in the brands events (Grant, 2004;
Algesheimer et al., 2005; Wohlfeil & Whelan, 2006A). The respondents chose to participate in the
event since they might feel engaged in it and think it is personally relevant for them.
44
Most of the respondents have a connection to the furniture industry, but they have different
positions which also might affect the awareness of questions regarding the industry. A Chef
executive officer and a marketing manager might already have a good view over these kinds of
questions, and others might not. Communication can create a relationship between brand and
customer, which affect buying intention. An interaction with participants also gives the brand an
opportunity to get new ideas which in return can help them to develop (Hatch & Schultz, 2008; Li
& Bernoff, 2011). Möbelriksdagens vision is to bring up questions that concern the region. The
positive results regarding if the event gave the participants new viewpoints could indicate that
Möbelriksdagen have a good communication with its participants. However, the most common
choice was that it gave the participants new viewpoints to a certain point, which mean that the
communication could be developed even more. By doing that they get a better understanding
about participants needs and wants, and in return; they can offer them even more of what they
are asking for.
7.2 Conclusion In this study a model, called Three‐Stage Model, was applied on an event to see if there were any
significant correlation between brand involvement, brand attitude and buying intention. The
results show that the model structure is supported. Involvement in the event affected brand
attitude to a high extent and brad attitude affected buying intention. This indicates that a high‐
involved participant has a positive attitude towards the brand and is willing to participate in the
event. However, in this case, high‐involved participants were not willing to pay a higher price.
Möbelriksdagen invite designers, politicians, entrepreneurs within the industry and entrepreneurs
in another industry. This research shows that previous participants are satisfied with these invited
guests. However, entrepreneurs in another industry are the less important participants. The
respondents who had low rate on the questions regarding buying intention were not connected to
a specific professional. With this said, there are no specific group that are more negative to
participate than another.
The results indicate that brand attitude has an effect on buying intention when the respondents
do not feel interested to know more about Möbelriksdagen. At the same time they do not feel
totally that the event is personal relevant for them.
The respondents in this study who are interested, involved, have a positive attitude towards the
event also want to participate again. This shows that there are clear connection between brand
45
involvement, brand attitude and buying intention.
7.3 Recommendations
The survey indicates that Möbelriksdagen has high involved customers. To make the event stay
interesting for the visitors, Möbelriksdagen have to renew the event and make it useful for the
visitors. At the moment, a minority of the participants who are involved are showing that the
event was not useful for them. Möbelriksdagen could try to invite involved participants who feel
connected to the event. The organization could get those kinds of participants if the co‐produce
with them, through making them being a part of the event, this to get new influences and get a
positive reputation. Möbelriksdagen can use different local or national “celebrities” that are vital
for their event. As previous researchers has stated, celebrities is a useful resource when try to
impact a customer to become more influence and by that create a brand attitude to a specific
brand (Misra & Beatty,1990; Lynch & Schuler,1994; Tripp et al., 1994; Till & Shimp, 1998; Ilicic &
Webster, 2011). For example Möbelriksdagen can use curtain professionals in the furniture
industry can have an impact on some participant and attract more participants to come and visit
Möbelriksdagen. This area has a vital function when try to attract people to visit the event.
Therefore when choosing the right “celebrity” Möbelriksdagen needs to think about how they
want to be perceived and in what context they will be placed in.
Möbelriksdagen needs to be aware of how to make all of the respondents interested in the
organization and how they can create a better attitude towards the brand. But during this
research the majority felt engage and willing to know more about Möbelriksdagen. Despite the
positive reaction towards Möbelriksdagen, the respondents do not feel satisfied enough to pay
more for this event than a similar event. This could be something to aware of when plan the next
event. Is it the time when the event is holed or the activities during the event.
On the statement that, the event gave them new viewpoints, they agree to a certain point and a
lot fewer agreed totally. This might be something to consider when Möbelriksdagen create the
event next year. A way to affect consumers buying intentions and create a relationship with them
is to communicate, and this could e done in many different ways. Möbelriksdagen has to consider
what context they want to be in and which way they want to be seen. An interaction with
participants gives the brand an opportunity to get new ideas that in return can help them to
develop Möbelriksdagen.
46
As earlier stated in the research, brand involvement and brand attitude are affecting buying
intention, and this has a significant impact in how Möbelriksdag has to think when they developing
their future events. To see how brand involved customers create a positive attitude and by that
become more attractive. This could also lead to, the participants’ willingness to pay more for this
vent than other.
The results regarding if the event gave the participants new viewpoints could, to a certain point,
indicate that Möbelriksdagen might need to have a better communication with participants to
understand their needs and wants, and in return offer them what they are asking for. The results
in this question could therefore be an important factor to investigate further.
7.4 Theoretical and managerial implications
Existing literature is presenting and discussing different categories that effect buying intention
(Wohlfeil & Whelan, 2006A; Banyté et al., 2007; Martensen et al., 2007; Hatch & Schultz, 2008;
Currás‐ Pérez et al., 2009; Park et al.,2010; VonReisen & Herndon, 2011; Chen & Leu, 2011;
Leischnig et al., 2011), but according to Wohlfeil and Whelan (2006A) there are not much research
investigating how these categories might affect event. This study had the purpose to find what
things that affect buying intention. In this case buying intention was connected to participation in
an event. This study was influenced by Martensen et al. (2007), who identified two important
categories, brand involvement and brand attitude, that affect the third category, buying intention.
This study investigated this and can confirm that the relation between them is still the case. It also
indicates that existing literature are still current. High involved event participants have a positive
attitude towards the brand and the event and they are also willing to participate in it. Martensen
et al. (2007) found that participants and respondents of their research felt high involved and they
had a very positive attitude towards the brand. However, the results in this study shows that even
though the participants in the studied event are both very involved, has a positive attitude in
general and want to participate again they are not willing to pay a higher price for it. This is
something to consider and could be investigated further.
According to Smith and Carsky (1996) high‐involved customers want to get high value for their
money. It is important to meet customers’ needs and values (Zaichkowsky, 1985). This study shows
that participants are high‐involved in the event. However, when asking if they felt that the event
was personally relevant for them the answers were fairly positive. The result could have been
stronger. Event managers should consider what they can do to bring high value into their event,
but also find what customers ask for.
47
Attitudes can be both positive and negative (Curráz‐Pérez et al., 2009), it last over a long time and
it can change if customers get new experiences or reflections about it (Solomon, 2009). According
to this study the participants had a positive attitude towards the event. To the statement if they
felt that the event gave them new viewpoints about questions that concerned the region they
agreed to a certain extent. This answer was distinctive in comparison to other results.
Development of an event can be good because of participants changing demands. However it is
important to have in mind that new experiences or reflections can affect the attitude in both a
positive or negative way. It is also important to remember that it could last over a long time and
might therefore be hard to change.
7.5 Limitations
In this research one event was investigated and it was done at a specific time, which might have
affected the results. An idea could be to do a longitudinal study in the future that investigate the
phenomenon over time, and study if there are any differences between different events. The
respondents received the questionnaire by e‐mail which could have affected the response rate. To
get a higher response rate the questionnaire could have been handed out at the event, or at their
working place, but because of time constraints ant that the event had already been held it was not
possible for this study.
Sample
The response rate in this study was 20%, where 32.5 % respondents were females and 67.5 %
males. This might affected the results, but nothing this study could investigate further. Those who
answered the questionnaire did it rather fast. Many did it the first or second day. This might also
have affected the positive result. Positive participants might have a stronger will to help an
investigation that is focusing on the event Möbelriksdagen.
Reliability test
All questions and statements in the questionnaire had a higher Cronbachs´s Alpha than 0.6. Buying
intention had the lowest, with 0.794 and consisted of four questions. Even though this result is
positive, more questions might increase the Cronbach´s alpha. More questions could also be a way
to get a broader perspective about buying intention.
48
7.6 Future research
The results in this study have been collected by using a quantitative method and an internet
questionnaire. It might have affected the results and the response rate, which indicate that a
future study could use another method to see if there are any differences. The study also
investigated a track of three different categories inspired by Martensen’s et al. (2007) model. For
further research it could be interesting to test other tracks and categories from the model. See if
those categories are connected to each other and have an impact. This research has only used
respondents that have participated in the event. For a greater view and a broader foundation,
further research can study people that have not participated in the event. The results may not
have been the same as in this study. For this research Möbelriksdagen had a specific impact and it
could be interesting to investigate other events. Events were people have to take their own
initiative to participate could also be researched. A quantitative study has been the major
empirical method and the results might be different if the study is based on a qualitative method
instead.
For future research an investigation could focus on how to attract participants with less
knowledge about the brand. There is also a need to investigate who the right professionals are,
and which celebrity attracts people to visit Möbelriksdagen. From the empirics the authors drew a
conclusion regarding the respondents buying power of this event. Questions that arise were; what
would make them pay more for an event? What makes an event attractive for people to
participate? These questions could be investigated further.
References Ahuvia, C.A. (2005). Beyond the Extended Self: Loved Objects and Consumers' Identity Narratives.
Journal of consumer research, Vol. 32, No. 1, pp. 171‐184. Aggarwal, P. (2004). The Effects of Brand Relationship Norms on Consumer Attitudes and Behavior.
Journal of Consumer Research, Vol. 31, No. 1, pp. 87‐101.
Algesheimer, R., Dholakia, U.M., Herrman, A. (2005). The Social Influence of Brand Community: Evidence from European Car Clubs. Journal of Marketing, Vol. 69, No. 3, pp. 19‐34.
Andersson, B.E. (2001). Som man frågar får man svar: En introduktion i intervju‐ och enkätteknik. 1st
Ed. Stockholm: Prisma. Armstrong, G & Kotler, K (2009). Marketing an introduction. 9th Ed. New Jersey: Pearson Education. Banytė, J., Jokšaitė, E., Virvilaitė, R. (2007). Relationship of Consumer Attitude and Brand: Emotional
Aspect. Engineering Economics, Vol. 2, No. 2, pp. 65‐77.
Batra, R., Ahuvia, A., Bagozzi, R.P. (2012). Brand love. Journal of Marketing, Vol. 76, No. 2, pp. 1‐16.
Bengtsson, A. & Östberg, J. (2007). ”Märken och människor” 1:3 Ed. Malmö: Studentlitteratur. Bryman, A. & Bell, E. (2005). Företagsekonomiska forskningsmetoder. 1:1 Ed. Malmö: Liber AB.
Chen, F‐P. & Leu, J‐D. (2011). Product involvement in the link between scepticism toward advertising and its effects. Social Behavior & Personality: An International Journal, Vol. 39, No. 2, pp. 153‐159.
Cheung, M.F.Y. & To, W.M. (2011). Customer involvement and perceptions; The moderating role of customer co‐production. Journal of Retailing and Consumers Services, Vol. 18, No. 4, pp. 271‐277.
Christensen, L., Engdahl, N., Grääs, K., Haglund, L. (2010). Marknadsundersökning ‐ en handbok. 3th Ed. Lund: Studentlitteratur AB.
Close, A.G., Krishen, A.S., Latour, M.S. (2009) This Event is Me! How Consumer Event Self‐Congruity Leverages Sponsorship, Journal of Advertising Research. Vol. 49, No. 3, pp. 271‐284
Currás‐ Peréz, R., Bigné‐ Alcañiz, E., Alvarado‐Herrera, A. (2009). The Role of Self‐Definitional Principles in Consumer Identification with a Socially Responsible Company. Journal of Business Ethics, Vol. 89, No. 4, pp. 547‐564.
Drossos, D. A. & Fouskas, K. G. (2010). Mobile Advertising: Product involvement and its effect on intention to purchase. Ninth International Conference on Mobile Business and 2010 Ninth Global Mobility Roundtable, (ICMB‐GMR) pp. 183‐189.
Duncan, T. & Moriarty, E.S.A. (1998). Communication‐Based Marketing Model for Managing Relationships. Journal of marketing, Vol. 62, No. 2, pp. 1‐13.
Garretson, J.A. & Niedrich, R.W. (2004). Spokes‐Characters: Creating Character Trust and Positive Brand Attitudes. Journal of Advertising, Vol. 33, No. 2, pp. 25‐36.
Getz, D (2007) “Event Studies: Theory, research and policy for planned events”1st Ed. Great Britain: Elsevier Ltd.
Ghosh, A.K., Chakraborty, G., Ghosh, D.B. (1995). Improving brand preference by altering consumers brand uncertainty. Journal of Product & rand Management, Vol. 4 No. 5, pp. 14‐20.
Goodman, P. S., Fichman, M., Lerch, J.F., Snyder, P.R. (1995) Customer‐firm relationships, involvement, and customer satisfaction. Academy of Management Journal. Vol. 38 Issue 5, pp. 1310‐1324.
Grant, I.C. (2004). Communicating with young people through the eyes of marketing practitioners. Journal of Marketing Management, Vol. 20, No. 5‐6, pp. 591‐616.
Guthrie, M.F., & Kim, H‐S (2008) The relationship between consumer involvement and brand perceptions of female cosmetic consumers. Journal of brand management, Vol. 17 Issue 2, pp.114‐133.
Hair,J.F., Babin, B., Money,A.H., Samouel,P. (2003) Essential of business research methods. Wiley & Sons, Inc., Danvers, MA, USA on Page 172
Hanzaee, K.H., Khoshpanjeh, M., Rahnama, A. (2011). Evaluation of the effects of product involvement facets on brand loyalty. African Journal of Business Management, Vol. 5, No. 16, pp. 6964‐6971.
Hatch, M.J., Schultz, M., Olins, W. (2008). Taking Brand Initiative: How Companies Can Align Strategy, Culture and identity through corporate branding. 1st Ed., New York: Jossey‐ Bass Inc.
Hochgraefe, C., Faulk, S., Vieregge, M. (2012). Links Between Swiss Hotel Guests’ Product Involvement and Brand Loyalty. Journal of Hospitality Marketing & Management, Vol. 21, No. 1, pp. 20‐39.
Holbrook, M.B. & Hirschman, E.C (1982). The experiential aspects of consumption: Consumer fantasies, feelings, and fun. Journal of consumer research, Vol. 9, No. 2, pp. 132‐140.
Hultén, B. (2011). Sensory marketing: the multi‐sensory brand‐experience concept. European Business Review, Vol. 23, No. 3, pp. 256 – 273.
Ilicic, J. & Webster, C.M. (2011). Effects of multiple endorsements and consumer–celebrity attachment on attitude and purchase intention. Australasian Marketing Journal, Vol. 19, No. 4, pp. 230‐237.
Jin, L. (2011), Improving response rates in web surveys with default settings, International Journal of
Market Research, Vol. 53, No. 1, pp. 75‐94. Kapustina, L. & Reshetilo, T. (2011). The Event Marketing in Car‐selling Industry in Russia: The
Experience and the Efficiency. International Journal of Management Cases, Vol. 13, No. 4, pp. 151‐155.
Katz, D. (1960). The functional approach to the study of attitudes. American Association for Public
Opinion Research, Vol. 24, No. 2, pp. 163‐204. Lee, R.P.W. & Ching, B.T. (2001). Zapping Behavior during Commercial Breaks. Journal of advertising
Research, Vol. 41, No. 3, pp. 25‐29.
Leischnig, A., Schwertfeger, M., Geigenmüller, A. (2011). Shopping events, shopping enjoyment, and consumers attitude towards retail brands – An empirical examination. Journal of Retailing and Consumer Service, Vol. 18, No. 3, pp. 218‐223.
Li, C., Bernoff, J. (2011). Groundswell: Winning in a World Transformed by Social Technology. Expanded and reviced Ed, Boston: Harvard Business School Press
Longfellow, T.A., & Celuch, K.G. (1992) A Comparison of High versus Low Involvement Bank Customers, Journal of business and psychology. Vol. 6 Issue 4, pp. 483‐493.
Lynch, J. & Schuler, D. (1994). The match‐up effect of spokesperson and product congruency: a schema theory interpretation. Psychology and Marketing, Vol. 11, No. 5, pp. 417–445.
Madrigal, R. (2001) Social Identity Effects in a Belief–Attitude–Intentions Hierarchy: Implications for Corporate Sponsorship. Psychology & Marketing. Vol. 18, No. 2, pp. 145‐165.
Malhotra, N. (2009) Marketing, Global ed of 6th revised ed, Research, Pearson Education.
Martensen, A., Gronholdt,L., Bendtsen, L., Jensen, J.M. (2007). Application of a Model for the Effectiveness of Event Marketing. Journal of advertising research, Vol. 47, No. 3, pp. 283‐301.
Mason, J. (2002) Qualitative researching, 2nd ed. London: Sage Publications Ldt.
Misra, S. & Beatty, S.E. (1990). Celebrity spokesperson and brand congruence: An assessment of recall and affect. Journal of Business Research, Vol. 21, No. 2, pp. 159–173.
Muniz, M.A. & O´Guinn, C.T. (2001). Brand Community. Journal of consumer research, Vol. 27, No.4, pp. 412‐432.
Navickas,V. & Malakauskaité, A. (2007). Efficiency of Event Usage for the Increase in Competitiveness of Companies. Commerce of engineering decisions, Vol. 52, No. 2 , pp. 91‐97.
Nolan, S.A. & Heinzen, T.E. (2007). Statistics for the Behavioral Sciences. Illustrated Ed. USA: Worth Publishers.
O’Cass, A. (2000). An assessment of consumers product, purchase decision, advertising and consumption involvement in fashion clothing. Journal of Economic Psychology, Vol. 21, No. 5, pp.545‐576.
Park, C.W., MacInns, D.J., Priester, J., Eisingerich, A.B., Iacobucci, D. (2010). Brand Attachment and brand Attitude Strength: Conceptual and Empirical Differentiation of Tow Critical Brand Equity Drivers. Journal of marketing, Vol. 74, No. 6, pp. 1‐17.
Pine, B.J. & Gilmore, J.H., (2011). The Experience Economy. Updated Ed. Boston: Harvard Business School Press.
Priester, J.R., Nayakankuppam, D., Fleming, M.A., Godek, J. (2004). The A2SC2 Model: The influence of attitudes and attitude strength on consideration and choice. Journal of consumer research, Vol. 30, No. 4, pp. 574‐587.
Rafi, A., Ahsan, M., Saboor,F., Hafeez, S., Usman, M. (2011). Knowledge Metrics of Brand Equity: Critical Measure of Brand Attachment and Brand Attitude Strength. Asian Journal of Business Management, Vol. 3, No. 4, pp. 294‐298.
Reid, S. (2011). Event stakeholder management: developing sustainable rural event practices. International Journal of Event and Festival Management, Vol. 2, No. 1, pp. 20‐36.
Schmitt, B.H (1999). Experiential Marketing: How to get Customer to Sense, Feel, Think, ACT and Relate to your Company and Brands. Ed. New York: The Free Press.
Schouten, W.J., McAlexander, H.J., Koenig, F.H. (2007). Transcendent customer experience and brand community. Journal of Academy of Marketing Science, Vol. 35, No. 3, pp. 357‐368.
Sefs.seA [2012‐02‐15] Electronic source, Available at: http://www.sefs.se/statistik
Sefs.seB [2012‐02‐15] Electronic source, Available at: http://www.sefs.se/omsponsevent/ordlista
Sjöberg, J. & Williamsson, H. (2011). Boken om möbelriket småland 2011‐2012. 2 Edt. Värnamo: Elanders Fälth & Hässler.
Smith, M.S. & Carsky, M.L. (1996). Grocery shopping behavior: a comparison of uninvolved and involved customers. Journal of Retailing and Customer Services, Vol. 3, No. 2, pp. 73‐80.
Snowball, J.D. & Willis, K.G. (2011). Interview versus self‐completion questionnaires in discrete choice experiments. Applied Economics Letters, Vol. 18, No.16, pp. 1521‐1525.
Solomon, M.R. (2009). Consumer Behavior‐ Buying, Having and Being. 8th Ed. New Jersey: Pearson education.
Solomon, M.R., Bamossy, G., Askegaard, S., Hogg, M.K. (2009). Consumer behaviour a european perspective. 4th Ed. Harlow: Financial Times/ Prentice hall.
Sudman, S., Greeley, A., Pinto, L., (1965). The effectiveness of self‐administered questionnaires. Journal of Marketing Research, Vol. 11, No. 3, pp. 293‐297.
Svenskaakademien.se [2012‐02‐15] Electronic source, Available at: http://www.svenskaakademien.se/svenska_spraket/svenska_akademiens_ordlista/saol_pa_natet/ordlista
Till, B.D. & Shimp, T.A. (1998). Endorsers in advertising: the case of negative celebrity information. Journal of Advertising, Vol. 27, No. 1, pp. 67–82.
Tripp, C., Jensen, T.D., Carlson, L. (1994). The effects of multiple product endorsements by celebrities on consumers’ attitudes and intentions. Journal of Consumer Research, Vol. 20, No. 4, pp. 535–547.
Varki & Wong (2003) Customer Involvement in Relationship Marketing of Services. Vol. 6, pp. 83‐91.
VonReisen, R.D., Herndon, N.C. (2011) Consumer Involvement With the Product and the Nature of Brand Loyalty. Journal of Marketing Channels, Vol. 18, No. 4, pp. 327 – 352.
VonReisen, R.D., Herndon, N.C.Jr., Vonriesen, C.K. (2001). An Investigation of Attitude Toward the Brand, Commitment, and True Brand Loyalty in a Cross‐Cultural Context. Journal of East‐West Business, Vol. 7, No. 1, pp. 37‐64.
Wisth, A. VD Möbelriket, Personal interview, 1st of february 2012.
Wohlfeil, M., Whelan, S. (2006A). Consumer Motivations to Participate in Event‐Marketing Stategies. Journal of Marketing Management, Vol. 22, No 5/6, pp. 643‐669.
Wohlfeil, M., Whelan, S. (2006B). Communicating brands through engagement with "lived" experiences. Brand Management. Vol. 13, No. 4/5, pp. 313‐329.
Yin, R.K. (2006). Fallstudier: design och genomförande. 1:1 Ed. Malmö: Liber AB.
Zaichkowsky, J.L. (1985). Measuring the involvement construct. Journal of Consumer Research, Vol. 12, No. 1, pp. 3.
Appendix 1
Linnaeus University School of Business and Economics 351 Växjö• Besökadress Universitetsplatsen 1• Telefon 0772‐28 80 00• Telefax 0470‐824 78• E‐post [email protected] Lnu.se
Please take a few moments to read and answer all questions. We would like to thank you in advance for your time and assistance in helping us to collect data for this important research. Your opinion is highly valuable and greatly appreciated! We assure you that all questionnaires will be treated with complete confidentiality and anonymity.
Respondent Profile Your current position held at the firm/organization:
Your number of years working for the firm:
Your number of years working in this industry:
Awareness of the event
Have you heard “Möbelriksdagen” in Lammhult?
Yes No (If no, thank you for participation!)
Have you been there?
Yes No
How did you receive the information about the event?
Möbelrikets homepage Facebook
News paper/magazine Press release Direct mail Others:
Thank you for your participation!
Appendix 2
Summary of the pre‐investigation
Yes No Have you heard "Möbelriksdagen" in Lammhult? 15 15 Have you visited the event? 1 29
How did you receive the information about the event? Möbelrikets homepage 2 Facebook 0 News paper/ Magazine 4 Press release 2 Direct mail 4 Others: 8 Bortfall 13
*Please take into consideration that the respondents could fill in more that one alternative and that the study is based on30 participants involved in the furniture industry.
Appendix 3
The purpose with this survey is to develop Möbelriksdagen in Lammhult, to increase the amount of participants. We would appreciate if you could take five minutes to read through and answer the questions. We would like to thank you in advance for your time for helping us gathering data for this investigation. Your opinion is valuable and very appreciated! We ensure you that all questions will be treated with complete confidentiality and anonymity.
1. Gender ○ Woman
○ Man
2. Age
3. Profession ○ Politician ○ Designer ○ Entrepreneur within the furniture industry ○ Entrepreneur in another industry ○ Other
4. Where on the scale below would you place your personal interest in "Möbelriksdagen"? 1 2 3 4 5 6 7 Of no concern to me
○ ○ ○ ○ ○ ○ ○ Of concern to me
Unimportant ○ ○ ○ ○ ○ ○ ○ Important Irrelevant ○ ○ ○ ○ ○ ○ ○ Relevant Means nothing to me
○ ○ ○ ○ ○ ○ ○ Means a lot to me
Useless ○ ○ ○ ○ ○ ○ ○ Useful Worthless ○ ○ ○ ○ ○ ○ ○ Valuable Trivial ○ ○ ○ ○ ○ ○ ○ Fundamental Not beneficial ○ ○ ○ ○ ○ ○ ○ Beneficial Do not matter ○ ○ ○ ○ ○ ○ ○ Matters to me Uninterested ○ ○ ○ ○ ○ ○ ○ Interested Insignificant ○ ○ ○ ○ ○ ○ ○ Significant Superfluous ○ ○ ○ ○ ○ ○ ○ Vital Boring ○ ○ ○ ○ ○ ○ ○ Interesting Unexciting ○ ○ ○ ○ ○ ○ ○ Exciting Unappealing ○ ○ ○ ○ ○ ○ ○ Appealing
Mundane ○ ○ ○ ○ ○ ○ ○ Fascinating Nonessential ○ ○ ○ ○ ○ ○ ○ Essential Undesirable ○ ○ ○ ○ ○ ○ ○ Desirable Unwanted ○ ○ ○ ○ ○ ○ ○ Wanted Not needed ○ ○ ○ ○ ○ ○ ○ Needed
5. Following questions are regarding your attitude to Möbelriksdagen. Disagree Disagree to Don´t know Agree to Agree
a certain
extent /No opiniona certain
extent I associate Möbelriksdagens ○ ○ ○ ○ ○ brand with something positive
I think Möbelriksdagen has ○ ○ ○ ○ ○ positive characteristics compared to similar events
I have a positive attitude towards ○ ○ ○ ○ ○ Möbelriket
It was a good decision to ○ ○ ○ ○ ○ participate in Möbelriksdagen
I am willing to pay a higher price ○ ○ ○ ○ ○ to participate in Möbelriksdagen compared to other events
I think that Möbelriksdagen is a ○ ○ ○ ○ ○ reliable and credible event
I am interested in Möbelriksdagen ○ ○ ○ ○ ○ I am interested to know more ○ ○ ○ ○ ○ about Möbelriksdagen 6. How important is it for you that the following professional groups participate in Möbelriksdagen? Unimportant Not very important Do not know Quite important Very important
Politicians ○ ○ ○ ○ ○
Designers ○ ○ ○ ○ ○
Entrepreneurs within ○ ○ ○ ○ ○ the furniture industry
Entrepreneurs in ○ ○ ○ ○ ○ other industries
7. How likely is it that you will visit Möbelriksdagen again?
Very likely Not very likely Do not know Rather likely Very likely ○ ○ ○ ○ ○
8. Would you recommend others to participate in Möbelriksdagen?
Very likely Not very likely Do not know Rather likely Very likely ○ ○ ○ ○ ○
9. Möbelriksdagen in personally relevant to me
Strongly disagree Disagree to a Do not know Agree to a Strongly agree certain extent certain extent ○ ○ ○ ○ ○
10. Möbelriksdagen gave me new viewpoints on questions regarding the region
Strongly disagree Disagree to a Do not know Agree to a Strongly agree certain extent certain extent ○ ○ ○ ○ ○
Möbelriksdagen, en undersökning av LinnéuniversitetetSyftet med denna undersökning är att utveckla Möbelriksdagen i Lammhult, för att öka antaletdeltagare. Vi skulle uppskatta om ni har möjlighet att ägna cirka fem minuter till att läsa igenomoch svara på dessa frågor. Vi vill tacka er på förhand för att ni tar er tid att hjälpa oss samla in
data för denna undersökning. Er åsikt är värdefull och mycket uppskattad!
Vi försäkrar er om att alla frågor kommer att behandlas med fullständig sekretess ochanonymitet.
1. Kön
Please pick one of the answers below.
Kvinna
Man
2. Ålder
Please use the blank space to write your answers.
.................................................. .................................................. .................................................. .....................................
3. Yrke
Please pick one of the answers below or add your own.
Politiker
Formgivare
Företagare inom möbelbranschen
Företagare i annan bransch
Annat
.................................................. .................................................. .................................................. .....................................
Page 1 of 4
4. Var på nedanstående skala skulle du placera ditt personliga intresse i ”Möbelriksdagen”?
Please mark the corresponding circle - only one per line.
1 2 3 4 5 6 7
Känner ingendelaktighet|||Kännerdelaktighet
Oviktig|||Viktig
Irrelevant|||Relevant
Obetydlig|||Betydelsefull
Oanvändbar|||Användbar
Värdelös|||Värdefull
Meningslös|||Meningsfull
Ofördelaktig|||Fördelaktig
Ej angeläget|||Angeläget
Ointressant|||Intressant
Ejutmärkande|||Utmärkande
Onödig|||Nödvändig
Tråkig|||Underhållande
Ej spännande|||Spännande
Ej tilltalande|||Tilltalande
Oengagerande|||Engagerande
Oväsentlig|||Väsentlig
Ej omtyckt|||Omtyckt
Oönskad|||Önskad
Obehövlig|||Behövlig
Page 2 of 4
5. Följande frågor berör din attityd till Möbelriksdagen.
Please mark the corresponding circle - only one per line.
Tar helt ochhållet avstånd
Tar delvisavstånd
Vet ej/har ingenåsikt
Håller delvismed
Håller helt ochhållet med
Jag associerarMöbelriksdagens varumärkemed något positivt.
Jag anser attMöbelriksdagen har positivakaraktärsdrag jämfört medliknande evenemang.
Jag har en positiv attityd tillMöbelriksdagen.
Att medverka iMöbelriksdagen var ett brabeslut.
Jag är villig att betala etthögre pris för deltagande iMöbelriksdagen, jämförtmed andra evenemang.
Jag anser attMöbelriksdagen är ettpålitligt och trovärdigtevenemang.
Jag är intresserad avMöbelriksdagen.
Jag är intresserad av attveta mer omMöbelriksdagen
6. Hur viktigt anser du det vara att följande yrkesgrupper deltar i Möbelriksdagen?
Please mark the corresponding circle - only one per line.
Oviktigt Ganska oviktigt Vet ej Ganska viktigt Mycket viktigt
Politiker
Formgivare
Företagare inommöbelbranschen
Företagare inom annanbransch
Page 3 of 4
7. Hur troligt är det att du kommer delta i Möbelriksdagen igen?
Please mark the corresponding circle - only one per line.
Inte alls troligtInte särskilt
troligt Vet inte Ganska troligt Mycket troligt
8. Skulle du rekommendera andra att delta i Möbelriksdagen?
Please mark the corresponding circle - only one per line.
Inte alls troligtInte särskilt
troligt Vet inte Ganska troligt Mycket troligt
9. Möbelriksdagen är personligen relevant för mig.
Please mark the corresponding circle - only one per line.
Instämmer intealls
Instämmer i vissmån inte Vet inte
Instämmer i vissmån
Instämmer heltoch hållet
10. Möbelriksdagen gav mig nya synvinklar på frågor som berör regionen.
Please mark the corresponding circle - only one per line.
Instämmer intealls
Instämmer i vissmån inte Vet inte
Instämmer i vissmån
Instämmer heltoch hållet
Page 4 of 4
Appendix 4 In this appendix the result form the questionnaire is presented. It is presented in both percent and in amount due to the respondents’ answers. All of the questions are also showing how many alternatives there was for each question and what the alternative was named.
(QN¦WXQGHUV¸NQLQJ�0¸EHOULNVGDJHQ
.¸Q 5HVSRQVH3HUFHQW
5HVSRQVH7RWDO
.YLQQD ႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃ ����� ��
0DQ ႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃ ����� ��
7RWDO���RI�UHVSRQGHQWV����6WDWLVWLFV�EDVHG�RQ����UHVSRQGHQWV����ILOWHUHG����VNLSSHG�
�OGHU 5HVSRQVH7RWDO
��
7RWDO���RI�UHVSRQGHQWV����6WDWLVWLFV�EDVHG�RQ����UHVSRQGHQWV����ILOWHUHG����VNLSSHG�
<UNH 5HVSRQVH3HUFHQW
5HVSRQVH7RWDO
3ROLWLNHU ႃႃႃႃႃႃႃႃႃႃႃႃ ��� ��
)RUPJLYDUH ႃႃႃႃႃႃ ���� �
)¸UHWDJDUH�LQRPP¸EHOEUDQVFKHQ ႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃ ������ ��
)¸UHWDJDUH�L�DQQDQ�EUDQVFK ႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃ ������ ��
$QQDW ႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃႃ ����� ��
7RWDO���RI�UHVSRQGHQWV����6WDWLVWLFV�EDVHG�RQ����UHVSRQGHQWV����ILOWHUHG����VNLSSHG�
3DJH���RI��
9DU�S§�QHGDQVW§HQGH�VNDOD�VNXOOH�GX�SODFHUD�GLWW�SHUVRQOLJD�LQWUHVVH�L�ರ0¸EHOULNVGDJHQರ"
� � � � � � �
��ႃ
��ႃ
��ႃ
��ႃ
��ႃ
��ႃ
��ႃ
5HVSRQVH7RWDO
.¦QQHU�LQJHQGHODNWLJKHW___.¦QQHU�GHODNWLJKHW
����b����
����b����
���b����
�����b�����
����b�����
�����b�����
����b�����
��
2YLNWLJ___9LNWLJ �b����
����b����
�b����
����b�����
��b�����
����b�����
�����b�����
��
,UUHOHYDQW___5HOHYDQW
����b����
����b����
���b����
�����b�����
�����b�����
��b�����
��b����� ��
2EHW\GOLJ___%HW\GHOVHIXOO
�b����
���b����
���b����
����b����
����b�����
�����b�����
����b�����
��
2DQY¦QGEDU___$QY¦QGEDU
�b����
�b����
�b����
�����b�����
�����b�����
�����b�����
�����b�����
��
9¦UGHO¸V___9¦UGHIXOO
����b����
����b����
����b����
��b����
�����b�����
��b�����
��b����� ��
0HQLQJVO¸V___0HQLQJVIXOO
����b����
����b����
���b����
����b����
�����b�����
�����b�����
�����b�����
��
3DJH���RI��
2I¸UGHODNWLJ___)¸UGHODNWLJ
����b����
����b����
����b����
�����b�����
�����b�����
�����b�����
����b�����
��
(MDQJHO¦JHW___$QJ
HO¦JHW
����b����
�b����
���b����
����b�����
����b�����
�����b�����
��b����� ��
2LQWUHVVDQW___,QWUHVVDQW
����b����
�b����
�b����
��b����
����b�����
��b�����
�����b�����
��
(MXWP¦UNDQGH___8W
P¦UNDQGH
����b����
�b����
����b����
�����b�����
����b�����
�����b�����
����b�����
��
2Q¸GLJ___1¸GY¦QGLJ
����b����
�b����
�b����
�����b�����
�����b�����
����b�����
����b����
��
7U§NLJ___8QGHUK§OODQGH
����b����
���b����
�b����
��b�����
�����b�����
�����b�����
�����b����
��
(MVS¦QQDQGH___6S
¦QQDQGH�b����
���b����
����b����
�����b�����
�����b�����
�����b�����
���b���� ��
(MWLOOWDODQGH___7LOOWDO
DQGH�b����
����b����
����b����
�����b�����
����b�����
�����b�����
����b�����
��
2HQJDJHUDQGH___(QJDJHUDQGH
�b����
�b����
����b����
�����b����
����b�����
����b�����
��b����� ��
3DJH���RI��
2Y¦VHQWOLJ___9¦VHQWOLJ
�b����
�b����
���b����
����b�����
��b�����
�����b�����
�����b����
��
(MRPW\FNW___2PW\F
NW�b����
�b����
���b����
���b����
�����b�����
����b�����
�����b�����
��
2¸QVNDG___�QVNDG
�b����
�b����
�b����
�����b����
��b�����
��b�����
�����b�����
��
2EHK¸YOLJ___%HK¸YOLJ
�b����
�b����
�b����
����b����
��b�����
�����b�����
��b����� ��
7RWDO���RI�UHVSRQGHQWV����6WDWLVWLFV�EDVHG�RQ����UHVSRQGHQWV����ILOWHUHG����VNLSSHG�
3DJH���RI��
)¸OMDQGH�IU§JRU�EHU¸U�GLQ�DWWLW\G�WLOO�0¸EHOULNVGDJHQ�
$ % & ' (5HVSRQVH7RWDO
-DJ�DVVRFLHUDU0¸EHOULNVGDJHQ
V�YDUXP¦UNHPHG�Q§JRW
SRVLWLYW�
�b����
���b����
����b����
��b�����
�����b����� ��
-DJ�DQVHU�DWW0¸EHOULNVGDJHQ
KDU�SRVLWLYDNDUDNW¦UVGUDJM¦PI¸UW�PHG
OLNQDQGHHYHQHPDQJ�
�b����
�b����
�����b�����
����b�����
�����b����� ��
-DJ�KDU�HQSRVLWLY�DWWLW\G�WLOO0¸EHOULNVGDJHQ�
�b����
���b����
����b����
�����b�����
��b����� ��
$WW�PHGYHUND�L0¸EHOULNVGDJHQ
YDU�HWW�EUDEHVOXW�
�b����
����b����
��b����
��b�����
�����b����� ��
-DJ�¦U�YLOOLJ�DWWEHWDOD�HWW�K¸JUH
SULV�I¸UGHOWDJDQGH�L
0¸EHOULNVGDJHQ�M¦PI¸UW�PHG
DQGUDHYHQHPDQJ�
�����b�����
��b�����
�����b�����
�����b�����
����b���� ��
-DJ�DQVHU�DWW0¸EHOULNVGDJHQ
¦U�HWW�S§OLWOLJWRFK�WURY¦UGLJWHYHQHPDQJ�
�b����
���b����
��b����
����b�����
��b����� ��
-DJ�¦ULQWUHVVHUDG�DY
0¸EHOULNVGDJHQ��b����
����b����
����b����
��b�����
����b����� ��
-DJ�¦ULQWUHVVHUDG�DY
DWW�YHWD�PHU�RP0¸EHOULNVGDJHQ
����b����
����b����
����b�����
�����b�����
�����b����� ��
3DJH���RI��
7RWDO���RI�UHVSRQGHQWV����6WDWLVWLFV�EDVHG�RQ����UHVSRQGHQWV����ILOWHUHG����VNLSSHG�
/HJHQG�IRU�5DQN�*ULG�WDEOH�)¸OMDQGH�IU§JRU�EHU¸U�GLQ�DWWLW\G�WLOO�0¸EHOULNVGDJHQ�
&ROXPQV�
$ ႃ
7DU�KHOW�RFK�K§OOHW�DYVW§QG
% ႃ
7DU�GHOYLV�DYVW§QG
& ႃ
9HW�HM�KDU�LQJHQ�§VLNW
' ႃ
+§OOHU�GHOYLV�PHG
( ႃ
+§OOHU�KHOW�RFK�K§OOHW�PHG
+XU�YLNWLJW�DQVHU�GX�GHW�YDUD�DWW�I¸OMDQGH�\UNHVJUXSSHU�GHOWDU�L�0¸EHOULNVGDJHQ"
$ % & ' (5HVSRQVH7RWDO
3ROLWLNHU �b����
����b����
����b����
����b�����
����b����� ��
)RUPJLYDUH �b����
����b����
���b����
����b�����
�����b����� ��
)¸UHWDJDUH�LQRPP¸EHOEUDQVFKH
Q�b����
����b����
����b����
�����b�����
�����b����� ��
)¸UHWDJDUH�LQRPDQQDQ�EUDQVFK
�b����
����b����
�����b�����
�����b�����
�����b����� ��
7RWDO���RI�UHVSRQGHQWV����6WDWLVWLFV�EDVHG�RQ����UHVSRQGHQWV����ILOWHUHG����VNLSSHG�
3DJH���RI��
/HJHQG�IRU�5DQN�*ULG�WDEOH�+XU�YLNWLJW�DQVHU�GX�GHW�YDUD�DWW�I¸OMDQGH�\UNHVJUXSSHU�GHOWDU�L�0¸EHOULNVGDJHQ"
&ROXPQV�
$ ႃ
2YLNWLJW
% ႃ
*DQVND�RYLNWLJW
& ႃ
9HW�HM
' ႃ
*DQVND�YLNWLJW
( ႃ
0\FNHW�YLNWLJW
+XU�WUROLJW�¦U�GHW�DWW�GX�NRPPHU�GHOWD�L�0¸EHOULNVGDJHQ�LJHQ"
$ % & ' (5HVSRQVH7RWDO
���b����
����b����
����b����
����b�����
����b����� ��
7RWDO���RI�UHVSRQGHQWV����6WDWLVWLFV�EDVHG�RQ����UHVSRQGHQWV����ILOWHUHG����VNLSSHG�
/HJHQG�IRU�5DQN�*ULG�WDEOH�+XU�WUROLJW�¦U�GHW�DWW�GX�NRPPHU�GHOWD�L�0¸EHOULNVGDJHQ�LJHQ"
&ROXPQV�
$ ႃ
,QWH�DOOV�WUROLJW
% ႃ
,QWH�V¦UVNLOW�WUROLJW
& ႃ
9HW�LQWH
' ႃ
*DQVND�WUROLJW
( ႃ
0\FNHW�WUROLJW
3DJH���RI��
6NXOOH�GX�UHNRPPHQGHUD�DQGUD�DWW�GHOWD�L�0¸EHOULNVGDJHQ"
$ % & ' (5HVSRQVH7RWDO
�b����
���b����
����b�����
�����b�����
�����b����� ��
7RWDO���RI�UHVSRQGHQWV����6WDWLVWLFV�EDVHG�RQ����UHVSRQGHQWV����ILOWHUHG����VNLSSHG�
/HJHQG�IRU�5DQN�*ULG�WDEOH�6NXOOH�GX�UHNRPPHQGHUD�DQGUD�DWW�GHOWD�L�0¸EHOULNVGDJHQ"
&ROXPQV�
$ ႃ
,QWH�DOOV�WUROLJW
% ႃ
,QWH�V¦UVNLOW�WUROLJW
& ႃ
9HW�LQWH
' ႃ
*DQVND�WUROLJW
( ႃ
0\FNHW�WUROLJW
0¸EHOULNVGDJHQ�¦U�SHUVRQOLJHQ�UHOHYDQW�I¸U�PLJ�
$ % & ' (5HVSRQVH7RWDO
�b����
���b����
�b����
�����b�����
�����b����� ��
7RWDO���RI�UHVSRQGHQWV����6WDWLVWLFV�EDVHG�RQ����UHVSRQGHQWV����ILOWHUHG����VNLSSHG�
3DJH���RI��
/HJHQG�IRU�5DQN�*ULG�WDEOH�0¸EHOULNVGDJHQ�¦U�SHUVRQOLJHQ�UHOHYDQW�I¸U�PLJ�
&ROXPQV�
$ ႃ
,QVW¦PPHU�LQWH�DOOV
% ႃ
,QVW¦PPHU�L�YLVV�P§Q�LQWH
& ႃ
9HW�LQWH
' ႃ
,QVW¦PPHU�L�YLVV�P§Q
( ႃ
,QVW¦PPHU�KHOW�RFK�K§OOHW
0¸EHOULNVGDJHQ�JDY�PLJ�Q\D�V\QYLQNODU�S§�IU§JRU�VRP�EHU¸U�UHJLRQHQ�
$ % & ' (5HVSRQVH7RWDO
����b����
��b����
����b�����
����b�����
�����b����� ��
7RWDO���RI�UHVSRQGHQWV����6WDWLVWLFV�EDVHG�RQ����UHVSRQGHQWV����ILOWHUHG����VNLSSHG�
/HJHQG�IRU�5DQN�*ULG�WDEOH�0¸EHOULNVGDJHQ�JDY�PLJ�Q\D�V\QYLQNODU�S§�IU§JRU�VRP�EHU¸U�UHJLRQHQ�
&ROXPQV�
$ ႃ
,QVW¦PPHU�LQWH�DOOV
% ႃ
,QVW¦PPHU�L�YLVV�P§Q�LQWH
& ႃ
9HW�LQWH
' ႃ
,QVW¦PPHU�L�YLVV�P§Q
( ႃ
,QVW¦PPHU�KHOW�RFK�K§OOHW
3DJH���RI��
Appendix 5
Question 4 Brand Involvement
Statements Mean Standard
deviation Of no concern to me ‐ Of concern to me
5,11 1,44
Unimportant ‐ Important
5.53 1,24
Irrelevant ‐ Relevant
5.32 1,20
Means nothing to me ‐ Means a lot to me
5,60 1,19
Useless ‐ Useful
5,37 1,07
Worthless ‐ Valuable
5,53 1,15
Trivial ‐ Fundamental
5,48 1,14
Not beneficial ‐ Beneficial
5,28 1,12
Doesn't matter ‐ Matters to me
5,53 1,14
Uninterested ‐ Interested
5,57 1,19
Insignificant ‐ Significant
5,30 1,12
Superfluous ‐ Vital
5,08 1,11
Boring ‐ Interesting
5,13 1,22
Unexciting ‐ Exciting
5,05 1,10
Unappealing ‐ Appealing
5,36 1,09
Mundane ‐ Fascinating
5,43 1,18
Nonessential ‐ Essential
5,43 0,93
Undesirable ‐ Desirable
5,57 0,91
Unwanted ‐ Wanted
5,71 0,95
Not needed ‐ Needed 5,72 0,88
Question 5 Brand Attitude
Statements Mean Standard
Deviation “I associate Möbelriksdagens brand with something positive.”
4,55 0,69
“I think that Möbelriksdagen has positive characteristics compared to similar events.”
4,15 0,84
“I have a positive attitude towards Möbelriksdagen.”
4,51 0,69
”To participate in Möbelriksdagen was a good decision.”
4,33 0,81
“I am willing to pay a higher price to participate in Möbelriksdagen compared to other events.”
2,81 1,11
“I think that Möbelriksdagen is a reliable and credible event.”
4,10 0,86
“I am interested of Möbelriksdagen.” 4,31 0,78
“I am interested to know more about Möbelriksdagen.”
3,60 1,03
“How important is it for you that the following professional groups participates in Möbelriksdagen?“
Alternatives Mean Standard
Deviation Politicians 4,51 0,63
Designers 4,41 0,79
Companies within the furniture industry 4,77 0,52
Companies within other industry 3,87 0,84
Question 6 Buying Intention
Questions Mean Standard
deviation “How likely is it that you will visit Möbelriksdagen again?”
4,28 0,95
“Would you recommend others to participate in Möbelriksdagen?”
4,31 0,78
“Möbelriksdagen is personally relevant for me.”
4,11 0,81
“Möbelriksdagen gave me knew viewpoints on questions regarding the region.”
3,77 1,01
Appendix 6
Brand involvement
The research shows that the majority of the participants answered positively regarding
concern in Möbelriket, 17.5 % answered a seven and 21.25 % answered a six. Most of the
respondents, 37.5 %, answered a five. There were also some vague answers, 13.75 %
answered a four that also mean that they do not know. The minority of the answers very
negative and very few, 3.75 % answered both a one and a two on the 1‐7 point Likert scale.
The smallest amount, 2.5 % of the respondents answered a three (see more detailed
information in Appendix 4).
When the respondents were answering how important and relevant the event is for them,
the answers turned out positive. When gathering the results regarding how important the
respondents think that Möbelriksdagen is, the majority answered clearly positive. Many of
the respondents, 28.75 %, answered seven. The largest amount of respondents, 30 %,
answered a five and 22.5 % answered a six. Some of the respondents, 10 %, answered vague
or that they did not know. The minority and very few respondents answered negatively, 1.25
% answered a two and 5 % of answered a three. None of the respondents answered a one.
Another question that was investigated was regarding the relevancy of Möbelriksdagen. The
majority of the answers were positive in this question also, were 15 % of the respondents
answered a seven. The largest amount, 35 %, answered with a six and 26.25 % answered a
five. Some of the respondents, 18.75 answered vague or that they did not know. The
minority and the very few answers were negative and 1.23 % answered both one and two,
and 2.5 % answered a three.
A question regarding the respondents’ personal opinion in the usefulness of Möbelriksdagen
was asked. The majority had positive thoughts about the usefulness of the event, 13.75 %
answered a seven. The largest amount of respondents, 36.25 % answered a six and 28.75 %
answered a five. Some of the respondents, 16.25 %, answered vague or that they did not
know. The minority of the answers were negative, only 5 % answered three.
The statement concerning how valuable and fundamental were positive according to the
respondents. This means that it is a very positive result and the respondents feel involved in
the event and organization. When evaluating the answers that represents the respondents
opinion in how valuable Möbelriksdag, 20 % answered a seven and 35 % answered a six.
Many of the respondents, 31.25 % answered five. Some of the respondents, 10 %, answered
vague or that they did not know. The clear minority answered negatively, 1.25 % answered
one, two and three. The investigation was also questioning the respondents’ opinion in how
fundamental the event is. In this question, the majority of the answers were also positive,
16.25 % of the respondents answered seven and 38.75 %, which was the largest amount,
answered a six. A big amount, 31.25 % answered a five. Some of the respondents, 8.75 %,
answered vague or negatively. The minority answered negatively and 1.25 % answered one
and two, while 2.5 % of the respondents answered three.
The respondents were united with that participating in Möbelriksdagen generates in
something beneficial for them in return. The majority answered positively and 12.5 %
answered a seven, that they totally agreed that Möbelriksdagen is beneficial. More positive
answers were made and 31.25 % with a value of six, and 36.25 % answered a five. While
16.25 % of the respondents’ hade did not know what to answer or did not know what to
think. The minority of the respondents answered more negatively. It was 1.25 % that
answered one, two and three on the Likert scale.
When investigating if the event is interesting and if it matters, the majority agreed with
those statements. The answers from investigating the respondents view on if
Möbelriksdagen is interesting. The majority of the respondents thought that the event is
interesting. Thus, 21.25 % answered a seven and 40 % answered a six. While, 22.5 % of the
respondents answered a five, this indicates that the respondents have positive thoughts
about the interest of Möbelriksdagen. Even in this question, the respondents answered
negatively and were very few. Some of the respondents answered that they do not know, a
five, they were 10 %, and 5 % answered a four. Only 1.25 % answered one, that they do not
think that Möbelriksdagen is interesting. Another question concerning how much the event
matters for the respondents was investigated. The majority of the respondents answered
positively, 20 % of the respondents thought that the event matters to them and answered a
seven. There were more answers that were positive, 36.25 % of the respondents answered a
six and 27.5 % answered a five. Some of the respondents, 12.5 %, gave vague answers and
did not know. The minority of the answers was negative and 1.25 % answered a one and
2.5% answered a three. Since the respondents seem to be interested and have a positive
attitude towards the event they also feel stronger commitment.
The respondents answered positively when placing their personal interest in
Möbelriksdagen. The answers resulted in that the event is significant, exciting and
appealing. Regarding the significance of the event, 8.75 % of the respondents answered
seven. The respondents, 27.5 %, answered six and 27.5 % answered five. Some of the
respondents, 21.25 %, answered vague or that they did not know. The minority of the
respondents answered negatively, only 1.25 % answered one and 3.75 % three. Another
investigation was made concerning the excitement of Möbelriksdagen and the answers were
clearly positive, 7.5 % answered seven. The respondents, 26.25 % answered six and 41.25 %
five. Some of the respondents, 16.25 %, answered vague or that they did not know. And the
minority of the answers was negative, 6.25 %, answered three and only 2.5 % answered two.
When investigating how appealing the respondents thought Möbelriksdagen is the answers
turned out positive. The majority of the answers were positive and 12.5 % of the
respondents answered seven. The biggest amount of respondents, 38.75 %, answered six
and 27.5 % five. Some, 16.25 % gave vague answers or that they did not know. The minority
were thought more that the event was unappealing than appealing. These were very few,
1.25 % answered two and 3.75 % answered three.
The respondents thought that the event is fascinating and essential, they answered positive
when answering this statement. When investigating how fascinating the respondents
thought Möbelriksdagen is the results turned out as follows. The majority answered positive
and 20 % answered seven and 32.5 % six. A large amount, 27.5 % answered a five. Some of
the respondents, 11.25 % answered vague or that they did not know. No of the respondents
answered one or two, but 8.75 % answered three. When discussing the respondents result
when investigating how essential Möbelriksdagen is they turned out positive. The majority
of the respondents agreed that the event is essential and 11.25 % answered seven, while the
highest amount of respondents, 38.75 %, answered six. Other positive answers were that 35
% answered five. Some of the respondents, 12.5 %, gave weak answers or that they did not
know. The minority and very few of the respondents answered negatively, 2.5 % answered
three. None of the respondents answered one or two on the 1‐7 point Likert scale.
Both the statement if the event is wanted and needed was positive, see tables 6 and 7
below. The diagrams explains the positive results, were the first staple is representing
number one (unwanted) and the last number 7 (wanted). None of the answers were
negative, some were only vague. When investigating how wanted the event is from the
respondents, 23.75 % answered seven and 35 % six. Another positive result was that 33.75 %
had answered a five. Only some vague answers showed and 11.25 % of the respondents
answered three. When investigating both wanted and needed, it was showed that there are
the less negative statements in these categories of involvement. When measuring how
needed Möbelriksdagen is the results turned out positive. The majority, 20 %, answered
seven and 41.25 % six. It was 30 % that answered five and only 8.75 % were vague.
Table 6. Unwanted – wanted.
Where in the scale below would you place your personal interest in Möbelriksdagen?
0
5
10
15
20
25
30
1 2 3 4 5 6 7
Unwanted (1) - Wanted (7)
Table 7. Not needed – needed.
Where in the scale below would you place your personal interest in Möbelriksdagen?
0
5
10
15
20
25
30
35
1 2 3 4 5 6 7
Not Needed (1) - Nedded (7)
Brand attitude
The research shows that the majority of respondents chose to rank statement one, two and
three (in question five) with the value four or five. In statement one there were a total of
63.75% of the respondents who answered , the value five, that they had a strong positive
attitude towards the brand Möbelriksdagen. This statement had the highest percent of value
five.
Table 9. Question 5:1
I associate Möbelriksdagens brand with something positive.
0
10
20
30
40
50
60
Disagree Disagree to acertain extent
Do not know Agree to a certainextent
Agree
The statement about if Möbelriksdagen has positive characteristics compared to similar
events the result showed a high percent with 42.5% of value four and 38.75% of the value
five.
In statement three there were a very high percent of bout value four and five. Together it
was 93.75% of the respondents who answered either four or five. In all of the first three
statements there were a clear positive reaction and attitude towards Möbelriksdagen.
The respondents though it was a good decision to participate in the event. With a total of
51.25% of the respondent ranking the statement a five and with 35% ranking it a four, the
statement had a very positive reaction. Despite the positive reaction towards
Möbelriksdagen, the respondents do not feel satisfied enough to pay more for this event
than a similar event (see the table 10 below). The most common answer was three and it
had a percent of 33.75% which indicate a middle value or they do not know what to answer.
Table 7. Question 5:5
I am more willing to pay a higher price to participate in Möbelriksdagen compared to other events.
0
5
10
15
20
25
30
Disagree Disagree to acertain extent
Do not know/ Noopinion
Agree to a certainextent
Agree
The participants of the questionnaire have in general positive feelings and emotions to the
brand, Möbelriksdagen. They were willing to know more about the organization and 87.5%
were interested in Möbelriksdagen when they ranked it a four or a five.
In the questionnaire the respondent were asked about “How important is it for you that the
following professional groups participates in Möbelriksdagen?” There were presented four
groups of professionals; politicians, designer, entrepreneurs within the furniture industry
and entrepreneurs within other industry. The result indicated that there was a great interest
in having all of the four groups but the entrepreneurs within the furniture business was the
most important professional group.
According to the respondents entrepreneurs within the furniture industry is the most
important professionals to participate in the event Möbelriksdagen. The majority, 81.25%
have ranked this a five and think these professionals are very important and 16.25% of the
respondents think it is quite important.
Politicians and designers are the second most important participants at Möbelriksdagen. The
politicians thinks 57.5% is very important, 37.5% think it is quite important, 3.27
respondents do not know and 1.25% think politician is not important. No one answered that
politicians is not important at all. The designers has the similar answers when the
respondent answers 56.25% of very important to have designers as participants, 32.5% think
it is quite important, 7.5% do not know and 3.75% think it is not that important. No one
answered that designers is not important at all.
The entrepreneurs in other industries are also interesting for the respondents to have on the
event. With 53.75% on the value four and 21.25% on value five. The respondents who do not
know are 16.25% and 8.75% of the respondents thinks it is not important. No one answered
that entrepreneurs in other industries is not important at all.
Buying intention The question about if the respondent will visit Möbelriksdagen again has a Likert‐scale with
five variables where number one represents the answer “not likely” and five represent “is
very likely”. The majority answered four, 32.5% and five, 52.5% (see table 12 below). There
were few of the respondents that chose number one and two. The majority of
Möbelriksdagens participants will revisit the event.
Table 12. Question 10:1.
How likely is it that you will visit Möbelriksdagen again?
0
5
10
15
20
25
30
35
40
45
Not likely Not very likely Do not know Rather likely Very likely
They question concerning if the respondent would recommend others to participate in
“Möbelriksdagen”, the majority answered positively. The question consisted of a scale from
“not likely” to “very likely”. There were 48.75% of the respondents who answered “very
likely”, while 36.25% respondents answered “quite likely”. A few, 2.5%, answered that it is
“not very likely” (see table 13 below). A pattern could be seen that these respondents were
also negative to participate again. They had a quite high rate on brand involvement and a
lower rate on brand attitude in the questionnaire. Something that was noticed was also that
these respondents did not work in the same field. They were politicians, designers,
entrepreneurs within the region, entrepreneurs outside the region and others. One
important thing to remember is that these respondents were only a few. Those that were
satisfied with the event would also recommend it to others and the majority had a high rate
on brand involvement and a little lower rate on brand attitude.
Table 13. Question 10:2.
Would you recommend others to participate in Möbelriksdagen?
0
5
10
15
20
25
30
35
40
45
Not likely Not very likely Do not know Rather likely Very likely
The statement regarding to what degree Möbelriksdagen is personally relevant for the
respondent, had a scale from “disagree” to “agree”. The majority of the answers were
positive. The respondents who rated the statement with value four and five had an amount
of 87.5%. There were 7.5% of the respondents who answered “disagree to a certain extent”
and 5% who answered that they “did not know”.
The statement about if the respondent got new viewpoints regarding the region when
participating in Möbelriksdagen had a scale from “disagree” to “agree”. The majority of the
respondents, 52.5%, answered “agree to certain extent”. 21.25% respondents answered
“agree” and 12.5% respondents answered “do not know”. Eight respondents answered
“disagree to a certain extent”.
Table 14. Question 10:4.
Möbelriksdagen gave me new viewpoints on questions regarding the region.
0
5
10
15
20
25
30
35
40
45
Disagree Disagree to acertain extent
Do not know Agree to a certainextent
Agree
Linnaeus University – a firm focus on quality and competence On 1 January 2010 Växjö University and the University of Kalmar merged to form Linnaeus University. This new university is the product of a will to improve the quality, enhance the appeal and boost the development potential of teaching and research, at the same time as it plays a prominent role in working closely together with local society. Linnaeus University offers an attractive knowledge environment characterised by high quality and a competitive portfolio of skills. Linnaeus University is a modern, international university with the emphasis on the desire for knowledge, creative thinking and practical innovations. For us, the focus is on proximity to our students, but also on the world around us and the future ahead. Linnæus University SE-391 82 Kalmar/SE-351 95 Växjö Telephone +46 772-28 80 00