Gain-probability diagrams in consumer research

Marketing scholars often compare groups that occur naturally (e.g., socioeconomic status) or due to random assignment of participants to study conditions.

Introduction

Inter-group differences, like those between consumers exhibiting unlike distribution-channelhopping patterns, often interest consumer researchers (Lee & Jung, 2020). In non-experimental research, consumer groups may differ on cultural or personal characteristics (e.g., gender, socioeconomic status, and psychological traits). In experimental research, consumer groups may differ based on manipulations such as different questionnaire presentations or brand communications (Antonetti & Baghi, 2021; Guin et al., 2012).

When comparing groups, consumer researchers often rely on group means, standard deviations, null hypothesis significance testing, and effect sizes. Yet, these traditional ways to report inter-group comparisons—whether they entail significance testing or effect sizes—lack probabilistic information...

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