Pub Date : 2023-02-28DOI: 10.1108/jcm-11-2021-5021
A. Roy, Marat Bakpayev, Mélanie F. Boninsegni, Smriti Kumar, J. Péronard, Thomas Reimer
Purpose Technological progress and the advancement of the 4th Industrial Revolution (IR 4.0) are well underway. However, its influence on the transformation of core sectors from the perspective of consumer well-being remains under-explored. Seeking to bridge this gap in the marketing and public policy literature, this study aims to propose a conceptual framework to explicate how data-driven, intelligent and connected IR 4.0 technologies are blurring traditional boundaries between digital, physical and biological domains. Design/methodology/approach This is a conceptual paper using primarily a literature review of the field. The authors position the work as a contribution to consumer well-being and public policy literature from the lens of increasingly important in our technology-integrated society emerging technologies. Findings The authors define and conceptualize technology-enabled well-being (TEW), which allows a better understanding of transformative outcomes of IR 4.0 on three essential dimensions of consumer well-being: individual, societal and environmental. Finally, the authors discuss public policy implications and outline future research directions. Originality/value The authors highlight specific gaps in the literature on IR 4.0. First, past studies in consumer well-being did not incorporate substantial changes that emerging IR 4.0 technologies bring, especially across increasingly blurring digital, physical and biological domains. Second, past research focused on individual technologies and individual well-being. What is unaccounted for is the potential for a synergetic, proactive effect that emerging technologies bring on the aggregate level not only to individuals but also to society and the environment. Finally, understanding the differences between responses to different outcomes of technologies has important implications for developing public policy. Synergetic, proactive effect of technologies on core sectors such as healthcare, education, financial services, manufacturing and retailing is noted.
{"title":"Technology-enabled well-being in the era of IR4.0: marketing and public policy implications","authors":"A. Roy, Marat Bakpayev, Mélanie F. Boninsegni, Smriti Kumar, J. Péronard, Thomas Reimer","doi":"10.1108/jcm-11-2021-5021","DOIUrl":"https://doi.org/10.1108/jcm-11-2021-5021","url":null,"abstract":"\u0000Purpose\u0000Technological progress and the advancement of the 4th Industrial Revolution (IR 4.0) are well underway. However, its influence on the transformation of core sectors from the perspective of consumer well-being remains under-explored. Seeking to bridge this gap in the marketing and public policy literature, this study aims to propose a conceptual framework to explicate how data-driven, intelligent and connected IR 4.0 technologies are blurring traditional boundaries between digital, physical and biological domains.\u0000\u0000\u0000Design/methodology/approach\u0000This is a conceptual paper using primarily a literature review of the field. The authors position the work as a contribution to consumer well-being and public policy literature from the lens of increasingly important in our technology-integrated society emerging technologies.\u0000\u0000\u0000Findings\u0000The authors define and conceptualize technology-enabled well-being (TEW), which allows a better understanding of transformative outcomes of IR 4.0 on three essential dimensions of consumer well-being: individual, societal and environmental. Finally, the authors discuss public policy implications and outline future research directions.\u0000\u0000\u0000Originality/value\u0000The authors highlight specific gaps in the literature on IR 4.0. First, past studies in consumer well-being did not incorporate substantial changes that emerging IR 4.0 technologies bring, especially across increasingly blurring digital, physical and biological domains. Second, past research focused on individual technologies and individual well-being. What is unaccounted for is the potential for a synergetic, proactive effect that emerging technologies bring on the aggregate level not only to individuals but also to society and the environment. Finally, understanding the differences between responses to different outcomes of technologies has important implications for developing public policy. Synergetic, proactive effect of technologies on core sectors such as healthcare, education, financial services, manufacturing and retailing is noted.\u0000","PeriodicalId":35923,"journal":{"name":"Journal of Consumer Marketing","volume":" ","pages":""},"PeriodicalIF":2.8,"publicationDate":"2023-02-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43164426","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-02-28DOI: 10.1108/jcm-01-2022-5146
My Bui, A. Krishen, Elyria A. Kemp
Purpose The purpose of this paper is to build upon reward-learning theory and examine the role of indulgent food consumption and habitual eating behaviors as a means of emotional coping. Design/methodology/approach Both qualitative and quantitative methods were enlisted to explore emotional eating and indulgent tendencies. In Phase 1 of this research, participants responded to open-ended questions regarding the drivers of emotional eating. In Phase 2, a theoretically driven model was developed from Phase 1 findings and quantitative data was collected to test it. Findings Phase 1 findings indicate that negative terms such as “stressed” and “distract” were more prevalent in the high emotional coping group as opposed to the low emotional coping group. Building from Phase 1, findings from Phase 2 demonstrate a link between emotional eating and indulgent food consumption, underscoring the impact of habitual behaviors. Specifically, emotional coping frequency fully explains the relationship between emotional eating habits and indulgent eating frequency, while intentions to eat indulgent foods partially mediates the relationship between attitude toward indulgent foods and indulgent food consumption frequency. In addition, intentions to eat indulgent foods partially mediates the relationship between emotional coping frequency and indulgent food consumption frequency. Practical implications Social marketing efforts can be enlisted to de-market fatty foods to individuals prone to engaging in emotional eating. Individuals might also be encouraged to use emotion regulation techniques to help manage negative emotions. Originality/value This research contributes to the existing marketing and consumer well-being literature by exploring the role of habit formation in the development of emotional eating and indulgent food consumption.
{"title":"It’s a force of habit: influences of emotional eating on indulgent tendencies","authors":"My Bui, A. Krishen, Elyria A. Kemp","doi":"10.1108/jcm-01-2022-5146","DOIUrl":"https://doi.org/10.1108/jcm-01-2022-5146","url":null,"abstract":"\u0000Purpose\u0000The purpose of this paper is to build upon reward-learning theory and examine the role of indulgent food consumption and habitual eating behaviors as a means of emotional coping.\u0000\u0000\u0000Design/methodology/approach\u0000Both qualitative and quantitative methods were enlisted to explore emotional eating and indulgent tendencies. In Phase 1 of this research, participants responded to open-ended questions regarding the drivers of emotional eating. In Phase 2, a theoretically driven model was developed from Phase 1 findings and quantitative data was collected to test it.\u0000\u0000\u0000Findings\u0000Phase 1 findings indicate that negative terms such as “stressed” and “distract” were more prevalent in the high emotional coping group as opposed to the low emotional coping group. Building from Phase 1, findings from Phase 2 demonstrate a link between emotional eating and indulgent food consumption, underscoring the impact of habitual behaviors. Specifically, emotional coping frequency fully explains the relationship between emotional eating habits and indulgent eating frequency, while intentions to eat indulgent foods partially mediates the relationship between attitude toward indulgent foods and indulgent food consumption frequency. In addition, intentions to eat indulgent foods partially mediates the relationship between emotional coping frequency and indulgent food consumption frequency.\u0000\u0000\u0000Practical implications\u0000Social marketing efforts can be enlisted to de-market fatty foods to individuals prone to engaging in emotional eating. Individuals might also be encouraged to use emotion regulation techniques to help manage negative emotions.\u0000\u0000\u0000Originality/value\u0000This research contributes to the existing marketing and consumer well-being literature by exploring the role of habit formation in the development of emotional eating and indulgent food consumption.\u0000","PeriodicalId":35923,"journal":{"name":"Journal of Consumer Marketing","volume":" ","pages":""},"PeriodicalIF":2.8,"publicationDate":"2023-02-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43644494","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-02-13DOI: 10.1108/jcm-02-2021-4456
Madhumitha Ezhil Kumar, S. Pandey, Dheeraj Sharma, H. Rathore
Purpose This study aims to examine the moderating role of two product-related variables – product type and product involvement on the relationship between shelf-based scarcity (SBS) and purchase intention. Design/methodology/approach The authors used four 2 × 2 between-subject experiments to test the proposed moderation. Findings Results from the four experimental studies provide the following insights. SBS enhances customers’ purchase intentions for utilitarian products and decreases purchase intentions for hedonic products. The positive influence of SBS cues on purchase intentions is more pronounced for low-involvement products than for high-involvement products. Perceived popularity and perceived quality mediate the relationship between SBS and perceived consumption risk for utilitarian products but not hedonic products. Research limitations/implications This study builds on prior research on scarcity by investigating the impact of product-related factors on the SBS-purchase intention relationship through the elaboration likelihood model. Practical implications The results suggest that retailers benefit from using SBS cues for utilitarian and low-involvement products to increase purchase intention. Retailers can avoid SBS cues for hedonic products to prevent them from seeming commonplace. Furthermore, retailers can boost purchase intentions by highlighting the popularity and quality of utilitarian and low-involvement products. Originality/value To the best of the authors knowledge, this is the first study to examine the interaction between SBS and product-related attributes, along with the serial mediation of perceived popularity, quality and consumption risk.
{"title":"Seeing is buying: should offline retailers use shelf-based scarcity to sell products?","authors":"Madhumitha Ezhil Kumar, S. Pandey, Dheeraj Sharma, H. Rathore","doi":"10.1108/jcm-02-2021-4456","DOIUrl":"https://doi.org/10.1108/jcm-02-2021-4456","url":null,"abstract":"\u0000Purpose\u0000This study aims to examine the moderating role of two product-related variables – product type and product involvement on the relationship between shelf-based scarcity (SBS) and purchase intention.\u0000\u0000\u0000Design/methodology/approach\u0000The authors used four 2 × 2 between-subject experiments to test the proposed moderation.\u0000\u0000\u0000Findings\u0000Results from the four experimental studies provide the following insights. SBS enhances customers’ purchase intentions for utilitarian products and decreases purchase intentions for hedonic products. The positive influence of SBS cues on purchase intentions is more pronounced for low-involvement products than for high-involvement products. Perceived popularity and perceived quality mediate the relationship between SBS and perceived consumption risk for utilitarian products but not hedonic products.\u0000\u0000\u0000Research limitations/implications\u0000This study builds on prior research on scarcity by investigating the impact of product-related factors on the SBS-purchase intention relationship through the elaboration likelihood model.\u0000\u0000\u0000Practical implications\u0000The results suggest that retailers benefit from using SBS cues for utilitarian and low-involvement products to increase purchase intention. Retailers can avoid SBS cues for hedonic products to prevent them from seeming commonplace. Furthermore, retailers can boost purchase intentions by highlighting the popularity and quality of utilitarian and low-involvement products.\u0000\u0000\u0000Originality/value\u0000To the best of the authors knowledge, this is the first study to examine the interaction between SBS and product-related attributes, along with the serial mediation of perceived popularity, quality and consumption risk.\u0000","PeriodicalId":35923,"journal":{"name":"Journal of Consumer Marketing","volume":" ","pages":""},"PeriodicalIF":2.8,"publicationDate":"2023-02-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45035915","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Charles Jebarajakirthy, Scott Weaven, D. Arli, Haroon Iqbal Maseeh
The development of internet technology facilitated the online collection, storage, retrieval, manipulation and transmission of an individual’s personal information, resulting in a new stream of information privacy research, i.e. online information privacy (Acquisti et al., 2012; Jebarajakirthy et al., 2021; Maseeh et al., 2021; Yun et al., 2019). Online information privacy became a serious concern after the introduction of e-commerce websites (Lwin et al., 2007; Turban et al., 2017) because such websites require individuals’ personal information while creating an account with them. Further advancements in digital technologies, such as smartphone applications, cloud computing technology, artificial intelligence (AI), wearable devices, drones, robotics and autonomous vehicles, brought new conceptions in the online information privacy concerns (Conger et al., 2013). Big data is another technological development enabling organisations to handle a massive amount of data in various formats, such as website texts, audio and video data from social networking sites, location data from mobile location-based services, medical laboratories data and RFID tags (Erevelles et al., 2016; Sathi, 2013). Regardless of the richness of big data, it raises severe issues of information privacy and is considered a “troubling manifestation of Big Brother” (Boyd andCrawford, 2012). The online information privacy concerns are one of the main challenges for organisations with every new technology brings its own privacy concerns and risks (Conger et al., 2013; Smith et al., 2011; Westin, 2003). However, little is known about consumer privacy in the context of digital marketing (Martin and Murphy, 2017). Therefore, the present special issue has been called to prompt a thorough investigation of consumer privacy in the present era of ultra-high-tech advancements.
互联网技术的发展促进了个人信息的在线收集、存储、检索、操作和传输，从而产生了一种新的信息隐私研究潮流，即在线信息隐私(Acquisti et al.， 2012;Jebarajakirthy等人，2021;Maseeh et al.， 2021;Yun et al.， 2019)。电子商务网站引入后，网络信息隐私成为一个严重的问题(Lwin et al.， 2007;Turban等人，2017)，因为这些网站在创建帐户时需要个人的个人信息。数字技术的进一步发展，如智能手机应用、云计算技术、人工智能(AI)、可穿戴设备、无人机、机器人和自动驾驶汽车，带来了在线信息隐私问题的新概念(Conger et al.， 2013)。大数据是另一项技术发展，使组织能够处理各种格式的大量数据，例如网站文本、来自社交网站的音频和视频数据、来自移动位置服务的位置数据、医学实验室数据和RFID标签(Erevelles et al.， 2016;Sathi, 2013)。尽管大数据非常丰富，但它也引发了严重的信息隐私问题，被认为是“老大哥令人不安的表现”(Boyd and crawford, 2012)。在线信息隐私问题是组织面临的主要挑战之一，每项新技术都会带来自己的隐私问题和风险(Conger等人，2013;Smith et al.， 2011;威斯汀,2003)。然而，人们对数字营销背景下的消费者隐私知之甚少(Martin and Murphy, 2017)。因此，在当今这个高科技发展的时代，人们呼吁对消费者隐私进行彻底的调查。
{"title":"Guest editorial: Consumer privacy in the technological era","authors":"Charles Jebarajakirthy, Scott Weaven, D. Arli, Haroon Iqbal Maseeh","doi":"10.1108/jcm-03-2023-057","DOIUrl":"https://doi.org/10.1108/jcm-03-2023-057","url":null,"abstract":"The development of internet technology facilitated the online collection, storage, retrieval, manipulation and transmission of an individual’s personal information, resulting in a new stream of information privacy research, i.e. online information privacy (Acquisti et al., 2012; Jebarajakirthy et al., 2021; Maseeh et al., 2021; Yun et al., 2019). Online information privacy became a serious concern after the introduction of e-commerce websites (Lwin et al., 2007; Turban et al., 2017) because such websites require individuals’ personal information while creating an account with them. Further advancements in digital technologies, such as smartphone applications, cloud computing technology, artificial intelligence (AI), wearable devices, drones, robotics and autonomous vehicles, brought new conceptions in the online information privacy concerns (Conger et al., 2013). Big data is another technological development enabling organisations to handle a massive amount of data in various formats, such as website texts, audio and video data from social networking sites, location data from mobile location-based services, medical laboratories data and RFID tags (Erevelles et al., 2016; Sathi, 2013). Regardless of the richness of big data, it raises severe issues of information privacy and is considered a “troubling manifestation of Big Brother” (Boyd andCrawford, 2012). The online information privacy concerns are one of the main challenges for organisations with every new technology brings its own privacy concerns and risks (Conger et al., 2013; Smith et al., 2011; Westin, 2003). However, little is known about consumer privacy in the context of digital marketing (Martin and Murphy, 2017). Therefore, the present special issue has been called to prompt a thorough investigation of consumer privacy in the present era of ultra-high-tech advancements.","PeriodicalId":35923,"journal":{"name":"Journal of Consumer Marketing","volume":" ","pages":""},"PeriodicalIF":2.8,"publicationDate":"2023-02-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44960321","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-01-31DOI: 10.1108/jcm-11-2021-5011
Sharad Gupta, Weng Marc Lim, H. Verma, M. Polonsky
Purpose Mindful consumption is a popular concept that is often associated with mindfulness and religious faith, but nonetheless, its empirical associations to these remain relatively underexplored. Clarifying the impact of mindfulness and religious faith on mindful consumption is important to delineate their effectiveness in influencing consumers to reconsider consumption decisions (e.g. the need for additional products) given the detrimental effects of mindless consumption (e.g. financial debt, environmental degradation and materialistic culture). The concern about mindfulness potentially being a religious matter can also be resolved through empirical validation. Hence, the purpose of this research is to advance the empirical understanding of how mindfulness and religious faith impact on mindful consumption and whether mindfulness and religious faith are interrelated. Design/methodology/approach The authors adopt a multistudy approach to scaffold the exploration of mindfulness and religious faith as precursors of mindful consumption. Findings Study 1 carries out an experiment with undergraduates and demonstrates that mindfulness encourages mindful consumption. Study 2 conducts an offline survey with undergraduates and provides evidence that mindfulness and religious faith independently (i.e. without interacting with each other) encourage mindful consumption. Study 3 uses an online survey of consumers for conceptual replication and reaffirms the findings of Studies 1 and 2 across gender, occupations and household incomes (except middle-income households). Research limitations/implications The implications of these findings are discussed, wherein mindfulness and religious faith are earmarked as viable avenues for promoting mindful consumption. Originality/value This seminal attempt uses multiple studies to empirically validate the nature and generalizability of relationships between mindfulness, religious faith and mindful consumption.
{"title":"How can we encourage mindful consumption? Insights from mindfulness and religious faith","authors":"Sharad Gupta, Weng Marc Lim, H. Verma, M. Polonsky","doi":"10.1108/jcm-11-2021-5011","DOIUrl":"https://doi.org/10.1108/jcm-11-2021-5011","url":null,"abstract":"\u0000Purpose\u0000Mindful consumption is a popular concept that is often associated with mindfulness and religious faith, but nonetheless, its empirical associations to these remain relatively underexplored. Clarifying the impact of mindfulness and religious faith on mindful consumption is important to delineate their effectiveness in influencing consumers to reconsider consumption decisions (e.g. the need for additional products) given the detrimental effects of mindless consumption (e.g. financial debt, environmental degradation and materialistic culture). The concern about mindfulness potentially being a religious matter can also be resolved through empirical validation. Hence, the purpose of this research is to advance the empirical understanding of how mindfulness and religious faith impact on mindful consumption and whether mindfulness and religious faith are interrelated.\u0000\u0000\u0000Design/methodology/approach\u0000The authors adopt a multistudy approach to scaffold the exploration of mindfulness and religious faith as precursors of mindful consumption.\u0000\u0000\u0000Findings\u0000Study 1 carries out an experiment with undergraduates and demonstrates that mindfulness encourages mindful consumption. Study 2 conducts an offline survey with undergraduates and provides evidence that mindfulness and religious faith independently (i.e. without interacting with each other) encourage mindful consumption. Study 3 uses an online survey of consumers for conceptual replication and reaffirms the findings of Studies 1 and 2 across gender, occupations and household incomes (except middle-income households).\u0000\u0000\u0000Research limitations/implications\u0000The implications of these findings are discussed, wherein mindfulness and religious faith are earmarked as viable avenues for promoting mindful consumption.\u0000\u0000\u0000Originality/value\u0000This seminal attempt uses multiple studies to empirically validate the nature and generalizability of relationships between mindfulness, religious faith and mindful consumption.\u0000","PeriodicalId":35923,"journal":{"name":"Journal of Consumer Marketing","volume":" ","pages":""},"PeriodicalIF":2.8,"publicationDate":"2023-01-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48885400","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-01-27DOI: 10.1108/jcm-06-2020-3909
Kenneth R. Lord, S. Putrevu, Elizabeth A. Olson
Purpose This study aims to enhance the understanding of impulse buying in grocery stores, where such purchases are pervasive and consumers face greater decision fatigue and diminished willpower than in more frequently examined retail environments. The intent is to demonstrate the influence of variables known to affect impulse buying in other environments on grocery shopping behavior, identify and profile segments that vary along those constructs and reveal how those segment characteristics help to explain impulse buying differences. Design/methodology/approach A purposive sample of 234 grocery shoppers approached at the point of purchase in a metropolitan area in Northeastern USA completed scales for theoretically derived variables and reported on their impulse purchases. Findings Anxiety, perceived financial pressure (PFP), novelty/variety seeking and shopping enjoyment positively influenced, whereas need for cognition had a negative effect on impulse-purchase activity. Two distinct segments of impulse buyers emerged: anxious and innovative shoppers. Anxious shoppers were higher in anxiety, PFP and compulsive buying, whereas innovative shoppers had higher levels of need for cognition and novelty/variety seeking. Originality/value The evidence for the dominance of anxiety and novelty/variety seeking as key motivators of distinct segments of impulse buyers in grocery stores is unique to this study. Results yield new insight on tension between the effects of motivational variables on the immediate impulse buying decision and post-purchase evaluation and add precision to marketers’ efforts to encourage spontaneous in-store decision-making.
{"title":"Impulsiveness in the grocery store: psychographic drivers and segments","authors":"Kenneth R. Lord, S. Putrevu, Elizabeth A. Olson","doi":"10.1108/jcm-06-2020-3909","DOIUrl":"https://doi.org/10.1108/jcm-06-2020-3909","url":null,"abstract":"\u0000Purpose\u0000This study aims to enhance the understanding of impulse buying in grocery stores, where such purchases are pervasive and consumers face greater decision fatigue and diminished willpower than in more frequently examined retail environments. The intent is to demonstrate the influence of variables known to affect impulse buying in other environments on grocery shopping behavior, identify and profile segments that vary along those constructs and reveal how those segment characteristics help to explain impulse buying differences.\u0000\u0000\u0000Design/methodology/approach\u0000A purposive sample of 234 grocery shoppers approached at the point of purchase in a metropolitan area in Northeastern USA completed scales for theoretically derived variables and reported on their impulse purchases.\u0000\u0000\u0000Findings\u0000Anxiety, perceived financial pressure (PFP), novelty/variety seeking and shopping enjoyment positively influenced, whereas need for cognition had a negative effect on impulse-purchase activity. Two distinct segments of impulse buyers emerged: anxious and innovative shoppers. Anxious shoppers were higher in anxiety, PFP and compulsive buying, whereas innovative shoppers had higher levels of need for cognition and novelty/variety seeking.\u0000\u0000\u0000Originality/value\u0000The evidence for the dominance of anxiety and novelty/variety seeking as key motivators of distinct segments of impulse buyers in grocery stores is unique to this study. Results yield new insight on tension between the effects of motivational variables on the immediate impulse buying decision and post-purchase evaluation and add precision to marketers’ efforts to encourage spontaneous in-store decision-making.\u0000","PeriodicalId":35923,"journal":{"name":"Journal of Consumer Marketing","volume":" ","pages":""},"PeriodicalIF":2.8,"publicationDate":"2023-01-27","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42209634","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-01-24DOI: 10.1108/jcm-09-2020-4109
Marek Hudík, Miroslav Karlíček, David Ríha
Purpose This paper aims to examine whether consumers’ appreciation of promotional gifts exceeds firms’ cost of providing these gifts. The paper also compares characteristics of appreciated and unappreciated gifts. Design/methodology/approach The authors surveyed 1,289 college students in five European countries. The authors use willingness to accept cash (WTA) for an item to assess consumers’ appreciation of promotional gifts. They then compare WTA to firms’ estimated cost of providing the gifts. Findings On average, consumers’ appreciation of promotional gifts is 2.4 times the estimated cost of these gifts to sellers. Appreciated gifts tend to be less costly, tend to accompany more expensive purchased items and are more likely to complement these items. The results also reveal that more expensive items come with more costly gifts, although the gifts’ cost increases less than proportionally with the associated items’ price. The gift items are appreciated by men more than women. Originality/value This study enriches the literature on promotional gifting by introducing a simple measurement that can help firms decide whether to use gifts or discounts to promote their products.
{"title":"Do consumers appreciate promotional gifts?","authors":"Marek Hudík, Miroslav Karlíček, David Ríha","doi":"10.1108/jcm-09-2020-4109","DOIUrl":"https://doi.org/10.1108/jcm-09-2020-4109","url":null,"abstract":"\u0000Purpose\u0000This paper aims to examine whether consumers’ appreciation of promotional gifts exceeds firms’ cost of providing these gifts. The paper also compares characteristics of appreciated and unappreciated gifts.\u0000\u0000\u0000Design/methodology/approach\u0000The authors surveyed 1,289 college students in five European countries. The authors use willingness to accept cash (WTA) for an item to assess consumers’ appreciation of promotional gifts. They then compare WTA to firms’ estimated cost of providing the gifts.\u0000\u0000\u0000Findings\u0000On average, consumers’ appreciation of promotional gifts is 2.4 times the estimated cost of these gifts to sellers. Appreciated gifts tend to be less costly, tend to accompany more expensive purchased items and are more likely to complement these items. The results also reveal that more expensive items come with more costly gifts, although the gifts’ cost increases less than proportionally with the associated items’ price. The gift items are appreciated by men more than women.\u0000\u0000\u0000Originality/value\u0000This study enriches the literature on promotional gifting by introducing a simple measurement that can help firms decide whether to use gifts or discounts to promote their products.\u0000","PeriodicalId":35923,"journal":{"name":"Journal of Consumer Marketing","volume":" ","pages":""},"PeriodicalIF":2.8,"publicationDate":"2023-01-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48902154","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-01-20DOI: 10.1108/jcm-06-2020-3904
Cid Gonçalves Filho, Kip Kiefer, M. Fetscherin, A. Blandina, Marcelo Nacif Rocha, P. R. Monteiro
Purpose This paper aims to explore how brand relationship quality (BRQ) influences consumers’ perceived sense of justice in the context of service recovery situations. Design/methodology/approach The authors conducted a survey of 368 Brazilian consumers who experienced real-life automotive service recovery situations. The authors tested their model and underlying hypotheses using structural equation modeling. Findings Stronger BRQ led to higher levels of perceived justice (distributive, procedural and interactional), which in turn led to higher customer satisfaction of complaint handling. Ultimately, higher customer satisfaction led to lower complaining, lower retaliation and higher purchase intention. The authors' alternative model tested the effects of BRQ sub-dimensions on justice perception. Interestingly, trust produced a “love-is-blind” effect, while intimacy revealed a “love-becomes-hate” effect. Originality/value This study assessed BRQ and its sub-dimensions (self-connection, satisfaction, commitment, trust and intimacy) on sense of justice (distributive, procedural and interactional) within service recovery. Also, this study demonstrated the opposing effects of the brand relationship sub-dimensions trust and intimacy on perceptions of justice.
{"title":"The effects of brand relationships on justice perceptions in service recovery","authors":"Cid Gonçalves Filho, Kip Kiefer, M. Fetscherin, A. Blandina, Marcelo Nacif Rocha, P. R. Monteiro","doi":"10.1108/jcm-06-2020-3904","DOIUrl":"https://doi.org/10.1108/jcm-06-2020-3904","url":null,"abstract":"\u0000Purpose\u0000This paper aims to explore how brand relationship quality (BRQ) influences consumers’ perceived sense of justice in the context of service recovery situations.\u0000\u0000\u0000Design/methodology/approach\u0000The authors conducted a survey of 368 Brazilian consumers who experienced real-life automotive service recovery situations. The authors tested their model and underlying hypotheses using structural equation modeling.\u0000\u0000\u0000Findings\u0000Stronger BRQ led to higher levels of perceived justice (distributive, procedural and interactional), which in turn led to higher customer satisfaction of complaint handling. Ultimately, higher customer satisfaction led to lower complaining, lower retaliation and higher purchase intention. The authors' alternative model tested the effects of BRQ sub-dimensions on justice perception. Interestingly, trust produced a “love-is-blind” effect, while intimacy revealed a “love-becomes-hate” effect.\u0000\u0000\u0000Originality/value\u0000This study assessed BRQ and its sub-dimensions (self-connection, satisfaction, commitment, trust and intimacy) on sense of justice (distributive, procedural and interactional) within service recovery. Also, this study demonstrated the opposing effects of the brand relationship sub-dimensions trust and intimacy on perceptions of justice.\u0000","PeriodicalId":35923,"journal":{"name":"Journal of Consumer Marketing","volume":" ","pages":""},"PeriodicalIF":2.8,"publicationDate":"2023-01-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43259143","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-01-18DOI: 10.1108/jcm-09-2020-4130
Nadia Steils
Purpose Vlogging constitutes a potential advertising channel for branded products. This paper aims to investigate the role and antecedents of the learning value, i.e. substantive (vs nonsubstantive) information processing, in consumers’ purchase behavior online. Design/methodology/approach The authors used a mixed-methods approach including qualitative data from 25 interviews, and two quantitative studies (a field study on 4,560 members of a vlogging learning community and a replication survey on 118 participants in a different context). Findings The results highlight the predominant role played by perceived learning due to the characteristics of the online environment. The authors further identify the components of vlog tutorials’ learning value. The findings distinguish structured from destructured learning content depending on consumers’ level of expertise. Practical implications The findings recommend developing the learning value for consumers. Managers should provide micro learning unit tutorials for expert consumers and complete structured learning units for novices based on core and additional learning components. Originality/value In contrast with traditional entertainment videos, tutorials provide added learning value that affects purchase behaviors to a greater extent. The results present in learning components that are recommended when developing learning tutorials.
{"title":"Learning value of video tutorials in online learning communities","authors":"Nadia Steils","doi":"10.1108/jcm-09-2020-4130","DOIUrl":"https://doi.org/10.1108/jcm-09-2020-4130","url":null,"abstract":"\u0000Purpose\u0000Vlogging constitutes a potential advertising channel for branded products. This paper aims to investigate the role and antecedents of the learning value, i.e. substantive (vs nonsubstantive) information processing, in consumers’ purchase behavior online.\u0000\u0000\u0000Design/methodology/approach\u0000The authors used a mixed-methods approach including qualitative data from 25 interviews, and two quantitative studies (a field study on 4,560 members of a vlogging learning community and a replication survey on 118 participants in a different context).\u0000\u0000\u0000Findings\u0000The results highlight the predominant role played by perceived learning due to the characteristics of the online environment. The authors further identify the components of vlog tutorials’ learning value. The findings distinguish structured from destructured learning content depending on consumers’ level of expertise.\u0000\u0000\u0000Practical implications\u0000The findings recommend developing the learning value for consumers. Managers should provide micro learning unit tutorials for expert consumers and complete structured learning units for novices based on core and additional learning components.\u0000\u0000\u0000Originality/value\u0000In contrast with traditional entertainment videos, tutorials provide added learning value that affects purchase behaviors to a greater extent. The results present in learning components that are recommended when developing learning tutorials.\u0000","PeriodicalId":35923,"journal":{"name":"Journal of Consumer Marketing","volume":" ","pages":""},"PeriodicalIF":2.8,"publicationDate":"2023-01-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43434214","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-01-17DOI: 10.1108/jcm-09-2020-4102
Delancy H. S. Bennett, Geraldo R M Matos, Nwamaka A. Anaza, Cecilia Ruvalcaba, Mitchell L. Hamilton
Purpose Prior research has indicated that narratives may lead to fantasy which may evoke narrative transportation. Researchers have also established that narrative transportation affects persuasion, changes in attitudes and brand evaluations. To this end, several studies have focused on narrative consumption (i.e. being hooked into a narrative) and the aforementioned consequences of narrative transportation. However, research investigating the role that fantasy plays in consumers’ journey from narrative consumption to narrative transportation is scant. The purpose of this paper is to develop a multidimensional scale for measuring narrative-driven fantasy in order to detail which dimensions of fantasy facilitate narrative transportation. Further, this paper posits that prior research has overlooked the mediating role that fantasy plays within the narrative consumption and narrative transportation process. As the exploration of overlooked mediators is important for theory development, this paper uses the scale developed here to test for fantasy as a mediator. Design/methodology/approach This research involves four studies, taking a multi-methodology approach including one-on-one interviews and questionnaires. Exploratory factor analysis and sequential equation modeling are used to develop a valid scale for fantasy. Findings This work results in the development of an eight-item scale of narrative-driven fantasy, highlighting two dimensions of fantasy: identification and passport. Further, this work finds that both dimensions of fantasy mediate the relationship between the level of narrative consumption (being hooked into the narrative) and narrative transportation. Research limitations/implications The studies were conducted with respondents only from the USA, potentially limiting its generalizability to other countries and cultures. This research has several implications. This paper introduces a model that highlights fantasy’s role within the narrative consumption and narrative transportation fields of study. It also delineates a scale that measures the different dimensions of fantasy. This scale can be used to gain further understanding of the strength and type of fantasy that narratives consumed via various mediums (music, movies, commercials) evoke, the relationship between these measures and narrative transportation, and the subsequent changes in intentions and attitudes. Further, the identification of fantasy as a mediator in the relationship between narrative consumption and narrative transportation allows for further theory development and exploration. Practical implications The fantasy scale that is detailed in this paper may be used to indicate which celebrities, music, images, movies, commercials, products, brands and other stimuli best evoke narrative-based fantasy. The scale should apply to all types of fantasizing, enhancing the understanding of what increases levels of fantasy and the effects of such fantasy on persuasion.
{"title":"Is this real life? Is it just fantasy? The development and validation of a media-evoked fantasy scale","authors":"Delancy H. S. Bennett, Geraldo R M Matos, Nwamaka A. Anaza, Cecilia Ruvalcaba, Mitchell L. Hamilton","doi":"10.1108/jcm-09-2020-4102","DOIUrl":"https://doi.org/10.1108/jcm-09-2020-4102","url":null,"abstract":"\u0000Purpose\u0000Prior research has indicated that narratives may lead to fantasy which may evoke narrative transportation. Researchers have also established that narrative transportation affects persuasion, changes in attitudes and brand evaluations. To this end, several studies have focused on narrative consumption (i.e. being hooked into a narrative) and the aforementioned consequences of narrative transportation. However, research investigating the role that fantasy plays in consumers’ journey from narrative consumption to narrative transportation is scant. The purpose of this paper is to develop a multidimensional scale for measuring narrative-driven fantasy in order to detail which dimensions of fantasy facilitate narrative transportation. Further, this paper posits that prior research has overlooked the mediating role that fantasy plays within the narrative consumption and narrative transportation process. As the exploration of overlooked mediators is important for theory development, this paper uses the scale developed here to test for fantasy as a mediator.\u0000\u0000\u0000Design/methodology/approach\u0000This research involves four studies, taking a multi-methodology approach including one-on-one interviews and questionnaires. Exploratory factor analysis and sequential equation modeling are used to develop a valid scale for fantasy.\u0000\u0000\u0000Findings\u0000This work results in the development of an eight-item scale of narrative-driven fantasy, highlighting two dimensions of fantasy: identification and passport. Further, this work finds that both dimensions of fantasy mediate the relationship between the level of narrative consumption (being hooked into the narrative) and narrative transportation.\u0000\u0000\u0000Research limitations/implications\u0000The studies were conducted with respondents only from the USA, potentially limiting its generalizability to other countries and cultures. This research has several implications. This paper introduces a model that highlights fantasy’s role within the narrative consumption and narrative transportation fields of study. It also delineates a scale that measures the different dimensions of fantasy. This scale can be used to gain further understanding of the strength and type of fantasy that narratives consumed via various mediums (music, movies, commercials) evoke, the relationship between these measures and narrative transportation, and the subsequent changes in intentions and attitudes. Further, the identification of fantasy as a mediator in the relationship between narrative consumption and narrative transportation allows for further theory development and exploration.\u0000\u0000\u0000Practical implications\u0000The fantasy scale that is detailed in this paper may be used to indicate which celebrities, music, images, movies, commercials, products, brands and other stimuli best evoke narrative-based fantasy. The scale should apply to all types of fantasizing, enhancing the understanding of what increases levels of fantasy and the effects of such fantasy on persuasion.\u0000\u0000\u0000","PeriodicalId":35923,"journal":{"name":"Journal of Consumer Marketing","volume":"1 1","pages":""},"PeriodicalIF":2.8,"publicationDate":"2023-01-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"62068337","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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