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Abstract

The purpose of the study was to provide evidence for the influence of situational variables on consumer preferences toward the image product of men's fragrances, and to illustrate how these situational variables can be used to create positioning strategies. In a 3 × 3 experimental design, male and female subjects provided purchasing preference ratings for, and rated each cologne on, a number of scales related to price, brand image and packaging, scent, and inferred characteristics of the typical consumer. ANOVAs and a constrained unfolding analysis using GENFOLD2 were used to analyze the data. The analyses revealed that subjects' preferences were influenced by the purchasing target (self or others), and suggested that people's preferences may be mediated by person prototypes and situation prototypes. © 1995 John Wiley & Sons, Inc.