The DOI matches its Crossref record; 2 of the 2 references it cites were found in a registry or an index.
The Consumption of Performance
Abstract
This article develops a vocabulary to describe the management of performance and the nature of consumer judgments of staged performance quality. It distinguishes three kinds of performance—contractual, enacted, and dramatistic. While all marketing actions are by nature dramatistic, this article explores how marketing can obscure the traces of dramatism by reframing the performance as contractual or enacted. Alternatively, marketing may seek to emphasize a performance's dramatistic character, selecting among skill, show, thrill, or festive frames. I apply this framework to examine the issue of the quality of performances.
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Cites
A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions
Oliver, R. L. (1980) · Journal of Marketing Research · doi:10.1177/002224378001700405 · Cited by 14,494
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Belk, R. W. (1988) · Journal of Consumer Research · doi:10.1086/209154 · Cited by 9,064
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The Persuasion Knowledge Model: How People Cope with Persuasion Attempts
Friestad, M., & Wright, P. (1994) · Journal of Consumer Research · doi:10.1086/209380 · Cited by 3,811
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Arnould, E. J., & Price, L. L. (1993) · Journal of Consumer Research · doi:10.1086/209331 · Cited by 2,572
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Kozinets, R. V., Sherry, Jr., Storm, D., Duhachek, A., Nuttavuthisit, K., & DeBerry‐Spence, B. (2004) · Journal of Consumer Research · doi:10.1086/425101 · Cited by 360
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Phillips, B. J., & McQuarrie, E. F. (2010) · Journal of Consumer Research · doi:10.1086/653087 · Cited by 350
Exploring Consumptive Moments of Value‐Creating Practice in Online Community
Hartmann, B. J., Wiertz, C., & Arnould, E. J. (2015) · Psychology & Marketing · doi:10.1002/mar.20782 · Cited by 77
Drengner, J., Jahn, S., & Gaus, H. (2012) · Schmalenbach Business Review · doi:10.1007/bf03396838 · Cited by 53
Motivations and relationship outcomes: The mediating role of trust and satisfaction
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Metadata
- Authors
- Deighton, J.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 1992-12
- Volume
- 19
- Issue
- 3
- Pages
- 362
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W2063674320
- Cited by
- 356
- References
- 2
- FWCI
- 18.16
- Type
- journal article
- Language
- en
- Open access
- closed
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
