Pub Date : 2025-02-08DOI: 10.1016/j.jretconser.2025.104255
Yifeng Liu , Xinyu Wang , Hongxu Wei , Zhanhua Cao
Roadside tree canopies may obstruct storefront visibility and impair sales; however, the reverse is also argued to make sense. Disputation occurs because of the unclear relationship between retail shop number (RSN; units/km2) and tree canopy shade at sector-specific locations. In this study, 11.52 million points of interest were extracted from 148 Chinese cities to specify RSNs in food, shopping, life services, hotels, and entertainment sectors in neighborhoods where canopy shade was rated with a green view index (GVI) in 1.29 million streetscapes. Negative RSN-GVI relationships were plotted for shops distributed along expressways and alleys in the hotel and entertainment sectors. When GVI ranged from 10.01 to 11.42%, RSNs in the food and life service sectors were maximized along streets and roads. It was predicted high RSN in food retailing over 4.61 units/km2 and low in entertainment sector (≤2.91 units/km2) against the most recent records of GVI. Our research deepens the managerial implications of verifying venue environment theory by predicting the suitability of newly planned locations for retail against canopy shade.
{"title":"Predicting retail shop number against roadside tree canopy shade: A national wide demonstration across 148 cities of China","authors":"Yifeng Liu , Xinyu Wang , Hongxu Wei , Zhanhua Cao","doi":"10.1016/j.jretconser.2025.104255","DOIUrl":"10.1016/j.jretconser.2025.104255","url":null,"abstract":"<div><div>Roadside tree canopies may obstruct storefront visibility and impair sales; however, the reverse is also argued to make sense. Disputation occurs because of the unclear relationship between retail shop number (RSN; units/km<sup>2</sup>) and tree canopy shade at sector-specific locations. In this study, 11.52 million points of interest were extracted from 148 Chinese cities to specify RSNs in food, shopping, life services, hotels, and entertainment sectors in neighborhoods where canopy shade was rated with a green view index (GVI) in 1.29 million streetscapes. Negative RSN-GVI relationships were plotted for shops distributed along expressways and alleys in the hotel and entertainment sectors. When GVI ranged from 10.01 to 11.42%, RSNs in the food and life service sectors were maximized along streets and roads. It was predicted high RSN in food retailing over 4.61 units/km<sup>2</sup> and low in entertainment sector (≤2.91 units/km<sup>2</sup>) against the most recent records of GVI. Our research deepens the managerial implications of verifying venue environment theory by predicting the suitability of newly planned locations for retail against canopy shade.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"84 ","pages":"Article 104255"},"PeriodicalIF":11.0,"publicationDate":"2025-02-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143369698","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-02-04DOI: 10.1016/j.jretconser.2025.104250
Qian Wu , Han Zheng
Large Language Models (LLMs) enable natural language interactions, offering much potential for personalized consumer engagement in e-commerce. While prior studies have explored how chatbot expressions influence consumers, they often overlook the role of consumers as communicators who shape interactions through strategic language use. Additionally, evidence suggests that question cues can nudge humans to respond differently, but whether LLM chatbots adapt similarly to these cues remains underexplored. Informed by nudging theory, this study proposes that consumers can strategically use question cues to nudge LLM chatbots in response generation. Through a semantic analysis of 5676 responses to 1419 consumers' questions, we investigate the effects of cognitive and socio-emotional question cues on the informational and socio-emotional responses from humans and three LLM chatbots: ChatGPT, Claude and GLM. Findings suggest that, despite differing processing mechanisms, the nudging effect of question cues on LLM chatbots is similar as that on SNS users. Unlike humans, LLM chatbots exhibit a more pronounced tendency to focus exclusively on either informational or socio-emotional responses, rarely combining both aspects as seamlessly as humans do. This research underscores the importance of question formation in shaping consumer-chatbot interactions, suggesting that chatbots outperform humans in providing consistent informational responses regardless of question specificity and emotionality, while SNS users handle complex emotional queries more adeptly, showing their complementary roles in e-commerce.
{"title":"Consumers' questions as nudges: Comparing the effect of linguistic cues on LLM chatbot and human responses","authors":"Qian Wu , Han Zheng","doi":"10.1016/j.jretconser.2025.104250","DOIUrl":"10.1016/j.jretconser.2025.104250","url":null,"abstract":"<div><div>Large Language Models (LLMs) enable natural language interactions, offering much potential for personalized consumer engagement in e-commerce. While prior studies have explored how chatbot expressions influence consumers, they often overlook the role of consumers as communicators who shape interactions through strategic language use. Additionally, evidence suggests that question cues can nudge humans to respond differently, but whether LLM chatbots adapt similarly to these cues remains underexplored. Informed by nudging theory, this study proposes that consumers can strategically use question cues to nudge LLM chatbots in response generation. Through a semantic analysis of 5676 responses to 1419 consumers' questions, we investigate the effects of cognitive and socio-emotional question cues on the informational and socio-emotional responses from humans and three LLM chatbots: ChatGPT, Claude and GLM. Findings suggest that, despite differing processing mechanisms, the nudging effect of question cues on LLM chatbots is similar as that on SNS users. Unlike humans, LLM chatbots exhibit a more pronounced tendency to focus exclusively on either informational or socio-emotional responses, rarely combining both aspects as seamlessly as humans do. This research underscores the importance of question formation in shaping consumer-chatbot interactions, suggesting that chatbots outperform humans in providing consistent informational responses regardless of question specificity and emotionality, while SNS users handle complex emotional queries more adeptly, showing their complementary roles in e-commerce.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"84 ","pages":"Article 104250"},"PeriodicalIF":11.0,"publicationDate":"2025-02-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143171762","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-02-03DOI: 10.1016/j.jretconser.2025.104247
Yaping Chang , Han Wang , Zhenjiang Guo
Virtual streamers are gaining traction in the thriving live streaming commerce with the support of artificial intelligence technology. While virtual streamers have excellent interactive capabilities, effectively leveraging them to enhance sales remains a significant challenge for companies. This research analyzes 1,960,444 real live streaming comments from 30 brands and conducts three experimental studies and half-structured interviews for this dilemma. The findings reveal that consumers exhibit a higher tendency to seek promotional information (vs. product information) when engaging with virtual streamers (vs. human streamers). This unique shopping mentality is mediated by consumers' motivation inference about the company. Consequently, aligning virtual streamers with promotional products and human streamers with new products can be beneficial in driving sales by catering to diverse consumer information preferences. These findings provide valuable insights into effectively adopting virtual streamers, optimizing recommendation strategies, and understanding consumers' subjective perceptions.
{"title":"Artificial intelligence in live streaming: How can virtual streamers bring more sales?","authors":"Yaping Chang , Han Wang , Zhenjiang Guo","doi":"10.1016/j.jretconser.2025.104247","DOIUrl":"10.1016/j.jretconser.2025.104247","url":null,"abstract":"<div><div>Virtual streamers are gaining traction in the thriving live streaming commerce with the support of artificial intelligence technology. While virtual streamers have excellent interactive capabilities, effectively leveraging them to enhance sales remains a significant challenge for companies. This research analyzes 1,960,444 real live streaming comments from 30 brands and conducts three experimental studies and half-structured interviews for this dilemma. The findings reveal that consumers exhibit a higher tendency to seek promotional information (vs. product information) when engaging with virtual streamers (vs. human streamers). This unique shopping mentality is mediated by consumers' motivation inference about the company. Consequently, aligning virtual streamers with promotional products and human streamers with new products can be beneficial in driving sales by catering to diverse consumer information preferences. These findings provide valuable insights into effectively adopting virtual streamers, optimizing recommendation strategies, and understanding consumers' subjective perceptions.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"84 ","pages":"Article 104247"},"PeriodicalIF":11.0,"publicationDate":"2025-02-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143171764","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-02-03DOI: 10.1016/j.jretconser.2025.104248
Guangkuan Deng , Jiayi Kang , Lijuan He , Ying Xu
As virtual influencers (VIs) become increasingly prominent in digital marketing, identifying the most effective presentation formats is essential. This study investigates the impact of VI presentation formats on endorsement effectiveness. Through five comprehensive experiments, we find that co-endorsements with real influencers significantly enhance endorsement effectiveness compared to VIs endorsing alone, with perceived credibility serving as a mediator. Furthermore, the research reveals that sensory cues and future cues moderate these effects. Co-endorsements are more effective when proximal sensory cues (e.g., haptic and olfactory cues) are emphasized, while solo endorsements are as effective as co-endorsements when distal sensory cues (e.g., visual and auditory cues) are highlighted. Additionally, the presence of future cues in advertisements enhances the impact of solo endorsements, whereas their absence increases the effectiveness of co-endorsements. This research contributes to the literature by elucidating the mechanisms and boundary conditions through which VI presentation formats influence endorsement effectiveness. The findings provide actionable insights for marketers on optimizing VI endorsement strategies to maximize consumer engagement and brand impact.
{"title":"Endorsing alone or with humans: Investigating the impact of virtual influencers’ presentation formats on endorsement effectiveness","authors":"Guangkuan Deng , Jiayi Kang , Lijuan He , Ying Xu","doi":"10.1016/j.jretconser.2025.104248","DOIUrl":"10.1016/j.jretconser.2025.104248","url":null,"abstract":"<div><div>As virtual influencers (VIs) become increasingly prominent in digital marketing, identifying the most effective presentation formats is essential. This study investigates the impact of VI presentation formats on endorsement effectiveness. Through five comprehensive experiments, we find that co-endorsements with real influencers significantly enhance endorsement effectiveness compared to VIs endorsing alone, with perceived credibility serving as a mediator. Furthermore, the research reveals that sensory cues and future cues moderate these effects. Co-endorsements are more effective when proximal sensory cues (e.g., haptic and olfactory cues) are emphasized, while solo endorsements are as effective as co-endorsements when distal sensory cues (e.g., visual and auditory cues) are highlighted. Additionally, the presence of future cues in advertisements enhances the impact of solo endorsements, whereas their absence increases the effectiveness of co-endorsements. This research contributes to the literature by elucidating the mechanisms and boundary conditions through which VI presentation formats influence endorsement effectiveness. The findings provide actionable insights for marketers on optimizing VI endorsement strategies to maximize consumer engagement and brand impact.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"84 ","pages":"Article 104248"},"PeriodicalIF":11.0,"publicationDate":"2025-02-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143171763","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-02-01DOI: 10.1016/j.jretconser.2025.104233
Michał Paliński, Bartosz Jusypenko, Wojciech Hardy
This study explores stated preferences for privacy and advertising in the Video on Demand (VoD) context, focusing on Netflix subscribers in Poland. We investigate how privacy concerns, persuasion knowledge, and consumer experience affect these preferences. The study design involved a hypothetical regulatory scenario that mandated platforms to either guarantee minimal data usage or offer compensation for data sharing. Within a discrete choice experiment framework, study participants were presented with hypothetical scenarios and asked to choose between three types of subscription plans, varying in the extent of personal data sharing and ad support. Additionally, a treatment was introduced in which respondents interacted with a mock Netflix environment to enhance their recognition of data practices and increase familiarity with hypothetical outcomes through a simulated experience. Responses from 2087 participants were analyzed using hybrid choice modeling. The results reveal that users are sensitive to the disclosure of personal information in the context of VoD, yet they are open to accepting monetary compensation for a certain degree of sharing. Users with greater persuasion knowledge are more willing to exchange data for discounts, provided the plans do not include personalized ads. Conversely, users with higher privacy concerns prefer plans with minimal data sharing, even when discounts are offered. We observe direct effects of the treatment on both privacy valuation and advertising preferences, particularly regarding time, with the treatment group being significantly more sensitive to ad length. In addition, the treatment group exhibits reduced privacy concerns and no significant difference in persuasion knowledge. Our findings suggest that VoD providers could enhance user control over their data and emphasize transparency, aligning with the increasing reliance on data-driven business models.
{"title":"Behind the screens. Privacy and advertising preferences in VoD —the role of privacy concerns, persuasion knowledge, and experience","authors":"Michał Paliński, Bartosz Jusypenko, Wojciech Hardy","doi":"10.1016/j.jretconser.2025.104233","DOIUrl":"10.1016/j.jretconser.2025.104233","url":null,"abstract":"<div><div>This study explores stated preferences for privacy and advertising in the Video on Demand (VoD) context, focusing on Netflix subscribers in Poland. We investigate how privacy concerns, persuasion knowledge, and consumer experience affect these preferences. The study design involved a hypothetical regulatory scenario that mandated platforms to either guarantee minimal data usage or offer compensation for data sharing. Within a discrete choice experiment framework, study participants were presented with hypothetical scenarios and asked to choose between three types of subscription plans, varying in the extent of personal data sharing and ad support. Additionally, a treatment was introduced in which respondents interacted with a mock Netflix environment to enhance their recognition of data practices and increase familiarity with hypothetical outcomes through a simulated experience. Responses from 2087 participants were analyzed using hybrid choice modeling. The results reveal that users are sensitive to the disclosure of personal information in the context of VoD, yet they are open to accepting monetary compensation for a certain degree of sharing. Users with greater persuasion knowledge are more willing to exchange data for discounts, provided the plans do not include personalized ads. Conversely, users with higher privacy concerns prefer plans with minimal data sharing, even when discounts are offered. We observe direct effects of the treatment on both privacy valuation and advertising preferences, particularly regarding time, with the treatment group being significantly more sensitive to ad length. In addition, the treatment group exhibits reduced privacy concerns and no significant difference in persuasion knowledge. Our findings suggest that VoD providers could enhance user control over their data and emphasize transparency, aligning with the increasing reliance on data-driven business models.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"84 ","pages":"Article 104233"},"PeriodicalIF":11.0,"publicationDate":"2025-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143171761","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-01-31DOI: 10.1016/j.jretconser.2025.104223
M. van der Meer , E.M. Schruff-Lim , M.C. Onwezen , A.R.H. Fischer
Positioning of retail assortments is a powerful way to create a choice architecture that facilitates consumers’ sustainable product choices, for example the shift from animal-derived to plant-based proteins which benefits both planetary and public health. From the perspective of categorisation theory, we investigate whether changing choice architecture, specifically positioning meat substitutes in the meat shelf, increases purchases of meat substitutes and decreases meat sales, in two field experiments in two large supermarket chains in The Netherlands and a lab experiment. In field Study 1a, we positioned all meat substitutes in the meat shelf, which backfired and led to a decrease in meat substitute sales. In lab Study 1b, we explored the effect of merging meat substitutes into the meat shelf which shifted meat substitutes towards the meat category in the mind of consumers. In field Study 2, we placed a selection of meat substitutes in the meat shelf, while maintaining a separate vegetarian shelf. Positioning a selection of meat substitutes in the meat shelf led to an increase in meat substitute sales over the long term, especially amongst meat-eaters and flexitarians. However, meat sales did not decrease in both field studies. Maintaining a separate vegetarian shelf is important to keep serving meat reducers (i.e., vegans, vegetarians, and flexitarians). Altering choice architecture in the supermarket is an effective tool in enhancing sales of meat substitutes and sustainable alternatives in general.
{"title":"“Planting” meat substitutes in the meat shelf: An online and two supermarket field experiments to explore the effect of placing meat substitutes next to meat","authors":"M. van der Meer , E.M. Schruff-Lim , M.C. Onwezen , A.R.H. Fischer","doi":"10.1016/j.jretconser.2025.104223","DOIUrl":"10.1016/j.jretconser.2025.104223","url":null,"abstract":"<div><div>Positioning of retail assortments is a powerful way to create a choice architecture that facilitates consumers’ sustainable product choices, for example the shift from animal-derived to plant-based proteins which benefits both planetary and public health. From the perspective of categorisation theory, we investigate whether changing choice architecture, specifically positioning meat substitutes in the meat shelf, increases purchases of meat substitutes and decreases meat sales, in two field experiments in two large supermarket chains in The Netherlands and a lab experiment. In field Study 1a, we positioned all meat substitutes in the meat shelf, which backfired and led to a decrease in meat substitute sales. In lab Study 1b, we explored the effect of merging meat substitutes into the meat shelf which shifted meat substitutes towards the meat category in the mind of consumers. In field Study 2, we placed a selection of meat substitutes in the meat shelf, while maintaining a separate vegetarian shelf. Positioning a selection of meat substitutes in the meat shelf led to an increase in meat substitute sales over the long term, especially amongst meat-eaters and flexitarians. However, meat sales did not decrease in both field studies. Maintaining a separate vegetarian shelf is important to keep serving meat reducers (i.e., vegans, vegetarians, and flexitarians). Altering choice architecture in the supermarket is an effective tool in enhancing sales of meat substitutes and sustainable alternatives in general.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"84 ","pages":"Article 104223"},"PeriodicalIF":11.0,"publicationDate":"2025-01-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143170396","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-01-31DOI: 10.1016/j.jretconser.2025.104241
Zhiwei Guo, Hongtao Yang, Wang Yang
The use of virtual influencers has become a crucial component of brand marketing strategies on social media platforms. This approach offers a novel form of marketing that enables deep engagement, high controllability, and cost-efficiency. Nevertheless, the phenomenon has not been sufficiently studied by researchers. To further examine the relationship between a brand's virtual influencers and its followers, we created a comprehensive dataset comprising 30,090 pieces of content posted by brands using virtual influencers on TikTok between September 1, 2023, and March 31, 2024. The findings of our study yield several important insights into the ways in which brands utilize virtual influencers. Firstly, previous studies have concentrated on the potential positive or negative effects of virtual influencers on their follower numbers. Our findings indicate that the impact of a brand's utilization of virtual influencers on its social media follower count does not adhere to a straightforward, linear trajectory. Instead, it exhibits an inverted U-shaped relationship. Secondly, user behavior acts as a mediator between brand virtual influencers and brand followers. Specifically, affected U-shaped relationship exists between brand virtual influencers and social media user engagement behaviors and user repost behaviors, which in turn affect the number of brand followers. Furthermore, it was determined that virtual influencer interaction behaviors moderated the inverted U-shaped relationship between virtual influencers and user engagement behaviors and user repost behaviors. This study innovatively incorporates the perspective of ‘the uncanny valley effect’ to reveal the complexities of the relationship between virtual influencers and brand followers and provides a comprehensive framework for brands to develop effective strategies utilizing virtual influencers.
{"title":"A new social media programme for brands? A study of the relationship between virtual influencers and brand followers","authors":"Zhiwei Guo, Hongtao Yang, Wang Yang","doi":"10.1016/j.jretconser.2025.104241","DOIUrl":"10.1016/j.jretconser.2025.104241","url":null,"abstract":"<div><div>The use of virtual influencers has become a crucial component of brand marketing strategies on social media platforms. This approach offers a novel form of marketing that enables deep engagement, high controllability, and cost-efficiency. Nevertheless, the phenomenon has not been sufficiently studied by researchers. To further examine the relationship between a brand's virtual influencers and its followers, we created a comprehensive dataset comprising 30,090 pieces of content posted by brands using virtual influencers on TikTok between September 1, 2023, and March 31, 2024. The findings of our study yield several important insights into the ways in which brands utilize virtual influencers. Firstly, previous studies have concentrated on the potential positive or negative effects of virtual influencers on their follower numbers. Our findings indicate that the impact of a brand's utilization of virtual influencers on its social media follower count does not adhere to a straightforward, linear trajectory. Instead, it exhibits an inverted U-shaped relationship. Secondly, user behavior acts as a mediator between brand virtual influencers and brand followers. Specifically, affected U-shaped relationship exists between brand virtual influencers and social media user engagement behaviors and user repost behaviors, which in turn affect the number of brand followers. Furthermore, it was determined that virtual influencer interaction behaviors moderated the inverted U-shaped relationship between virtual influencers and user engagement behaviors and user repost behaviors. This study innovatively incorporates the perspective of ‘the uncanny valley effect’ to reveal the complexities of the relationship between virtual influencers and brand followers and provides a comprehensive framework for brands to develop effective strategies utilizing virtual influencers.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"84 ","pages":"Article 104241"},"PeriodicalIF":11.0,"publicationDate":"2025-01-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143170397","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-01-30DOI: 10.1016/j.jretconser.2025.104246
Jian Li , Yanping Gong , Chunyan Chen , Qing Ouyang
Despite growing interest in individual goal disclosure by both consumers and enterprises, limited research has investigated the underlying motivations behind goal disclosure on social media and its impact on goal attainment. This study aimed to elucidate the foundational structure of user motivations for goal disclosure on social media (UMGDSM), develop a reliable and valid scale to measure these motivations, and uncover the relationship between various goal disclosure motivations and goal attainment. To achieve these objectives, we conducted an in-depth interview qualitative study followed by three online quantitative studies, using samples from diverse Chinese social media users. In Study 1 (N = 30), in-depth interview data were analyzed using grounded theory to establish the motivational structure of goal disclosure. In Study 2 (N = 180), we developed a parsimonious 20-item scale to measure UMGDSM. In Study 3 (N = 407), the reliability and validity of the multidimensional scale were established. In Study 4 (N = 412), we determined the nomological validity of the scale by documenting the relationship between the UMGDSM and goal attainment. As the first study to conceptualize and operationalize UMGDSM, this work establishes a foundation for understanding motivations behind goal disclosure behaviors on social media, uncovers the diverse effects of UMGDSM on goal attainment, and broadens the theoretical perspective on goal disclosure. These findings offer valuable insights for social media users and businesses in refining publicity and implementing data-driven, precision marketing strategies.
{"title":"Understanding user motivations for goal disclosure on social media: Structure, measurement and impact on goal attainment","authors":"Jian Li , Yanping Gong , Chunyan Chen , Qing Ouyang","doi":"10.1016/j.jretconser.2025.104246","DOIUrl":"10.1016/j.jretconser.2025.104246","url":null,"abstract":"<div><div>Despite growing interest in individual goal disclosure by both consumers and enterprises, limited research has investigated the underlying motivations behind goal disclosure on social media and its impact on goal attainment. This study aimed to elucidate the foundational structure of user motivations for goal disclosure on social media (UMGDSM), develop a reliable and valid scale to measure these motivations, and uncover the relationship between various goal disclosure motivations and goal attainment. To achieve these objectives, we conducted an in-depth interview qualitative study followed by three online quantitative studies, using samples from diverse Chinese social media users. In Study 1 (<em>N</em> = 30), in-depth interview data were analyzed using grounded theory to establish the motivational structure of goal disclosure. In Study 2 (<em>N</em> = 180), we developed a parsimonious 20-item scale to measure UMGDSM. In Study 3 (<em>N</em> = 407), the reliability and validity of the multidimensional scale were established. In Study 4 (<em>N</em> = 412), we determined the nomological validity of the scale by documenting the relationship between the UMGDSM and goal attainment. As the first study to conceptualize and operationalize UMGDSM, this work establishes a foundation for understanding motivations behind goal disclosure behaviors on social media, uncovers the diverse effects of UMGDSM on goal attainment, and broadens the theoretical perspective on goal disclosure. These findings offer valuable insights for social media users and businesses in refining publicity and implementing data-driven, precision marketing strategies.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"84 ","pages":"Article 104246"},"PeriodicalIF":11.0,"publicationDate":"2025-01-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143170393","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-01-29DOI: 10.1016/j.jretconser.2025.104242
Kishokanth Jeganathan , Andrzej Szymkowiak
The fashion industry is under increasing pressure to adopt more sustainable practices by decoupling its economic growth from negative environmental impacts, as consumers become more environmentally conscious. What is concerning, however, is the significant gap that persists between consumer-reported attitudes and green purchasing behaviors. This study explores the potential of augmented reality (AR) as a communication medium to integrate Digital Product Passports (DPPs) into brick-and-mortar retail, enhancing consumer decision-making and encouraging the reuse of DPPs. With DPPs soon to be mandated for retailers under new sustainability regulations, this research, grounded in the Elaboration Likelihood Model (ELM), investigates how information quality and the satisfaction of the AR experience influence decision comfort and subsequent reuse intentions. The findings reveal that both the persuasiveness of information and the satisfaction of the AR experience significantly enhance decision comfort, which in turn strongly predicts reuse intentions. Interestingly, while information persuasiveness positively impacts decision comfort, the completeness of information does not. Additionally, the study highlights that consumer knowledge moderates the relationship between decision comfort and reuse intentions. This research extends the ELM by incorporating decision comfort as a key factor in driving long-term behavioral outcomes and offers actionable insights for retailers. By leveraging AR technology, retailers can create engaging and informative shopping experiences that align with consumer demands for sustainability and ensure compliance with forthcoming environmental regulations.
{"title":"Bridging Digital Product Passports and in-store experiences: How augmented reality enhances decision comfort and reuse intentions","authors":"Kishokanth Jeganathan , Andrzej Szymkowiak","doi":"10.1016/j.jretconser.2025.104242","DOIUrl":"10.1016/j.jretconser.2025.104242","url":null,"abstract":"<div><div>The fashion industry is under increasing pressure to adopt more sustainable practices by decoupling its economic growth from negative environmental impacts, as consumers become more environmentally conscious. What is concerning, however, is the significant gap that persists between consumer-reported attitudes and green purchasing behaviors. This study explores the potential of augmented reality (AR) as a communication medium to integrate Digital Product Passports (DPPs) into brick-and-mortar retail, enhancing consumer decision-making and encouraging the reuse of DPPs. With DPPs soon to be mandated for retailers under new sustainability regulations, this research, grounded in the Elaboration Likelihood Model (ELM), investigates how information quality and the satisfaction of the AR experience influence decision comfort and subsequent reuse intentions. The findings reveal that both the persuasiveness of information and the satisfaction of the AR experience significantly enhance decision comfort, which in turn strongly predicts reuse intentions. Interestingly, while information persuasiveness positively impacts decision comfort, the completeness of information does not. Additionally, the study highlights that consumer knowledge moderates the relationship between decision comfort and reuse intentions. This research extends the ELM by incorporating decision comfort as a key factor in driving long-term behavioral outcomes and offers actionable insights for retailers. By leveraging AR technology, retailers can create engaging and informative shopping experiences that align with consumer demands for sustainability and ensure compliance with forthcoming environmental regulations.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"84 ","pages":"Article 104242"},"PeriodicalIF":11.0,"publicationDate":"2025-01-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143170392","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2025-01-28DOI: 10.1016/j.jretconser.2025.104245
Ye Bai , Grace Yu-Buck
On e-retailing sites, marketer-generated content (MGC), user-generated content (UGC), and potential user-generated content (PUGC) are constantly conveying their needs. Identifying and clustering these needs, especially targeted needs, helps implement differentiated market strategies, improves the helpfulness of user's review content, and enhances potential user's purchase experiences. If so, then, how to identify diverse needs and find out where they are targeted (lower/higher). Based on Maslow's hierarchy of needs theory, the authors propose a need hierarchy framework to explore these questions. We utilize the datasets from two experiential products on Amazon.com and combine text mining methods with regression analyses to identify and cluster the targeted needs of online-generated content. The results show that the needs conveyed by MGC, UGC and PUGC are hierarchical and targeted, and the targeted needs are mapped to higher levels. Furthermore, we also find that the needs conveyed by PUGC are influenced by and aligned with needs of UGC. The findings reveal the deeper value of online-generated content for identifying needs, and provide a highlight for studying needs of Maslow's hierarchy of needs theory in the new field of e-commerce. Meanwhile, the results obtain the new ideas for enhancing the online interaction experiences of all the stakeholders.
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