Journal of Consumer Behaviour最新文献

Roles of Traditional, Online-Specific, and Cross-Channel Marketing Instruments in Multi- and Omnichannel Fashion Retail Brand Equity

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2025-01-06 DOI: 10.1002/cb.2453

Angelina Klink, Bernhard Swoboda

{"title":"Roles of Traditional, Online-Specific, and Cross-Channel Marketing Instruments in Multi- and Omnichannel Fashion Retail Brand Equity","authors":"Angelina Klink, Bernhard Swoboda","doi":"10.1002/cb.2453","DOIUrl":"https://doi.org/10.1002/cb.2453","url":null,"abstract":"<div>\u0000 \u0000 <p>\u0000 <i>Multi- and omnichannel retailers use various marketing instruments to position themselves as</i> strong brands. However, we know surprisingly little about how strongly retail brand equity (RBE) benefits from the traditional, online-specific, or cross-channel instruments that consumers perceive when switching channels. This study fills this gap by leveraging categorization theory. It contributes to the literature by analyzing the roles of important marketing instruments for consumer loyalty decisions through offline and online RBE via a sample of 379 consumers surveyed at three different points in time as well as sequential mediation and cross-lagged structural equation modeling. The findings highlight the distinct importance of the indirect and total effects of the instruments for loyalty through offline and online RBE. Furthermore, offline and online RBE reciprocally affect loyalty decisions to different extents, providing additional insights into the roles of the instruments. These findings have direct implications for managers seeking to understand the role of marketing instruments and the interactive role of offline and online RBE in customer loyalty.</p>\u0000 </div>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 2","pages":"1017-1035"},"PeriodicalIF":4.4,"publicationDate":"2025-01-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143632758","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Served or Exploited: The Impact of Data Capture Strategy on Users' Intention to Use Selected AI Systems

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2025-01-06 DOI: 10.1002/cb.2428

Xianggang Liu, Zhanzhong Shi

{"title":"Served or Exploited: The Impact of Data Capture Strategy on Users' Intention to Use Selected AI Systems","authors":"Xianggang Liu, Zhanzhong Shi","doi":"10.1002/cb.2428","DOIUrl":"https://doi.org/10.1002/cb.2428","url":null,"abstract":"<div>\u0000 \u0000 <p>In the era of digital intelligence, companies need to capture more data to portray the user profile to “grab” the “heart” of the consumer, AI is undoubtedly a powerful tool to implement this process. Nevertheless, it has also gradually sparked concerns regarding user privacy and data. Recent studies have increasingly focused on user reactions to AI data capture, yet exploration in this area remains limited. This research contributes to the existing literature by investigating the underlying psychological processes and influencing factors that prompt users to confront AI data capture. Through four studies, we found the data capture strategies have a significant negative impact on users' intention to use AI systems, and compared with the overt data capture strategy, the covert strategy would make users' intention to use AI systems lower. The impact is mediated by psychological ownership, specifically, it is mediated by perceived control of psychological ownership rather than perceived possession. Additionally, prevention-oriented users are more likely to feel deprived of their right to be informed and their control over data. However, AI explainability can increase users' psychological ownership and intention to use by alleviating their psychological defenses in the process. These results are conducive to promoting the resolution of AI data governance issues under digital intelligence empowerment, and providing a reference for reasonable strategies adopted by enterprises in using AI data capture.</p>\u0000 </div>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 2","pages":"1003-1016"},"PeriodicalIF":4.4,"publicationDate":"2025-01-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143632757","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Made With Love: Examining Consumer Engagement With Handmade Versus Machine-Made Production Cues 用爱制造：考察消费者对手工制造与机器制造生产线索的参与度

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2025-01-05 DOI: 10.1002/cb.2455

Tuba Degirmenci, Frank Mathmann, Gary Mortimer

{"title":"Made With Love: Examining Consumer Engagement With Handmade Versus Machine-Made Production Cues","authors":"Tuba Degirmenci, Frank Mathmann, Gary Mortimer","doi":"10.1002/cb.2455","DOIUrl":"https://doi.org/10.1002/cb.2455","url":null,"abstract":"<div>\u0000 \u0000 <p>Advancing technologies have led to structural change in production methods, influencing not only business practices but also significantly reshaping consumer mindsets. Businesses increasingly utilise production cues, such as ‘handmade’, to differentiate their products and foster consumer engagement. While prior studies demonstrate that production cues can affect consumer responses, it remains unclear how the impact of these cues (e.g., handmade vs. machine-made) differs between consumer segments. Marketers remain uncertain about how to strategically leverage these effects across consumer profiles and product portfolios. Addressing this gap, this research applies regulatory mode theory, providing a nuanced understanding of production cues' impact on consumer engagement, with a focus on locomotion regulatory mode. Study 1, an online survey experiment, presents a moderated mediation analysis: while the effect of production cues on willingness to pay is mediated through love, this impact significantly varies with consumers' locomotion regulatory mode (low vs. high). Study 2 extends these findings through an automated text analysis of social media data (<i>n</i> = 9380), validating the moderating role of locomotion in a real-world context by analysing the marketer-generated content of Facebook posts. The findings of both studies confirm our predictions that production cues elicit distinct engagement responses depending on consumer segments: high-locomotion consumers, who value efficiency, show diminished engagement with production cues. This research advances the theory of production cue effects by offering novel insights and provides marketers with actionable implications for segmentation and targeted communication.</p>\u0000 </div>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 2","pages":"982-1002"},"PeriodicalIF":4.4,"publicationDate":"2025-01-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143632925","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Smile or Not Smile: The Effect of Virtual Influencers' Emotional Expression on Brand Authenticity, Purchase Intention and Follow Intention

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-12-30 DOI: 10.1002/cb.2451

Kan Jiang, Meilian Qin, Dejun Deng, Dailan Zhou

{"title":"Smile or Not Smile: The Effect of Virtual Influencers' Emotional Expression on Brand Authenticity, Purchase Intention and Follow Intention","authors":"Kan Jiang, Meilian Qin, Dejun Deng, Dailan Zhou","doi":"10.1002/cb.2451","DOIUrl":"https://doi.org/10.1002/cb.2451","url":null,"abstract":"<div>\u0000 \u0000 <p>Virtual influencer (VI) has become a new tool for brand promotion. The existing researches mainly focus on VI's external feature cues, such as identity, appearance, and sensory factors. In addition to carefully curated images, VI can also display emotions like a human influencer. Emotional expression as a non-verbal social cue, is a key factor influencing consumers. This research focuses on VI's emotional cues and their impact on consumers' behavioral intentions. Based on emotional contagion theory (ECT) and elaboration likelihood model (ELM), this paper discusses the emotional contagion effect of VI emotional display (smiling vs. non-smiling) and its matching effect with brand stereotypes. The results of three online experiments (<i>N</i> = 691) show that: firstly, VI's smiling emotion has a stronger primitive emotional contagion. Secondly, VI emotional expression has a positive impact on brand authenticity, purchase intention, and follow intention through affective empathy and cognitive empathy. Finally, this study found that VI's smile does not always produce a more positive effect than not smiling. In advertising situations that highlight brand competence, VI without a smile is more persuasive. Our results provide a new explanation mechanism for the influence of VI emotional expression on consumers' behavioral intention and provide a new perspective and advertising strategy for VI marketing practice.</p>\u0000 </div>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 2","pages":"962-981"},"PeriodicalIF":4.4,"publicationDate":"2024-12-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143633089","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Motivations for Second-Hand Goods Shopping: A Comparison of Charity Shoppers and Non-Charity Shoppers

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-12-28 DOI: 10.1002/cb.2449

Paul Chad, Sebastian Isbanner

{"title":"Motivations for Second-Hand Goods Shopping: A Comparison of Charity Shoppers and Non-Charity Shoppers","authors":"Paul Chad, Sebastian Isbanner","doi":"10.1002/cb.2449","DOIUrl":"https://doi.org/10.1002/cb.2449","url":null,"abstract":"<div>\u0000 \u0000 <p>The second-hand marketplace involves the redistribution of existing goods and is a form of collaborative consumption. Despite its significance, research into consumer behaviour in the second-hand shopping space is limited, particularly within specific settings. Charity/thrift stores are a significant redistribution network for second-hand goods and have historically provided shoppers with a readily accessible avenue for purchasing second-hand goods. These stores, however, now face growing competition from an ever-increasing number of non-charity sources. Little is known regarding motivations to shop in charity stores relative to shopping via non-charity sources of second-hand goods. This study, therefore, explores the motivations of second-hand goods shoppers via an Australia-wide survey using a sample of 543 respondents. Responding to calls from various scholars in the field, the research contributes by providing more granular insight into the current motivations of second-hand goods shoppers by comparing the motivations of charity versus non-charity shoppers. Within an Australian setting, the research confirms the applicability of the Guiot and Roux framework of motivations for shopping second-hand goods. The work is also the first known comparison of motivations of charity shoppers versus non-charity second-hand goods shoppers. Overall, charity shoppers have stronger motivations for second-hand shopping than non-charity shoppers. The key motivations identified for both groups were bargains, quality and value (‘economic’ motivations). Critical motivations such as sustainability were less important in comparison to economic motivations. The new knowledge can assist charity managers to develop more targeted marketing programmes to better compete against increasing alternate second-hand goods platforms.</p>\u0000 </div>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 2","pages":"936-961"},"PeriodicalIF":4.4,"publicationDate":"2024-12-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143633046","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Multi-Technological Solutions for In-Store Smart Retailing

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-12-23 DOI: 10.1002/cb.2447

Xinxin Qiu, Sanjit K. Roy, Gaganpreet Singh, Richard L. Gruner

{"title":"Multi-Technological Solutions for In-Store Smart Retailing","authors":"Xinxin Qiu, Sanjit K. Roy, Gaganpreet Singh, Richard L. Gruner","doi":"10.1002/cb.2447","DOIUrl":"https://doi.org/10.1002/cb.2447","url":null,"abstract":"<div>\u0000 \u0000 <p>Smart in-store technologies are flourishing in retail, encompassing innovations such as smart carts, in-store mobile applications, and self-checkouts. Despite their growing coexistence, configuring these technologies throughout the consumer in-store shopping journey remains underexplored. To address this issue, this study investigates effective multi-technological solutions that benefit consumers and retailers in grocery store settings from a configurational perspective, focusing on service convenience, shopping value, and retail store image. In Study 1, we developed and tested a research model relating consumer-oriented benefits (i.e., service convenience and shopping value) and retailer-oriented benefits (i.e., retail store image) using partial least squares structural equation modelling (PLS-SEM). In Study 2, fuzzy set qualitative comparative analysis (fsQCA) was used to examine the technology configurations that drive these benefits. Several effective multi-technological solutions were identified. Results show that smart shopping carts play a central role in driving several benefits, as does their combination with self-checkouts. Also, the absence of a touchscreen kiosk is identified as a core condition in an ideal shopping experience facilitated by smart shopping carts. The findings offer novel and actionable insights into effective configurational strategies for in-store technologies in smart retailing practices.</p>\u0000 </div>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 2","pages":"919-935"},"PeriodicalIF":4.4,"publicationDate":"2024-12-23","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143632855","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

The Influence of Consumer's Lay Rationalism on Electronic Entrepreneur-Related Word of Mouth

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-12-20 DOI: 10.1002/cb.2450

Bing Yuan

引用次数: 0

Enhancing Trust and Empathy in Marketing: Strategic AI and Human Influencer Selection for Optimized Content Persuasion

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-12-20 DOI: 10.1002/cb.2423

Yueyan Zhang, Jiaji Zhu, Haibo Chen, Yushi Jiang

{"title":"Enhancing Trust and Empathy in Marketing: Strategic AI and Human Influencer Selection for Optimized Content Persuasion","authors":"Yueyan Zhang, Jiaji Zhu, Haibo Chen, Yushi Jiang","doi":"10.1002/cb.2423","DOIUrl":"https://doi.org/10.1002/cb.2423","url":null,"abstract":"<div>\u0000 \u0000 <p>Compared to human influencers, AI influencers offer advantages such as low cost, high efficiency, and fairer handling of objective tasks. However, they are believed to have shortcomings in perception and empathy abilities. How can companies select the more appropriate promoter between AI influencers and human influencers based on their marketing content? How can enterprises design more persuasive marketing content according to the type of influencer? Three behavioral experiments were conducted in this paper. The results indicate that when AI influencers post marketing content with functional advertising appeal, they can significantly enhance people's perceived trust. When human influencers share marketing content with experiential advertising appeal, they can significantly improve people's perceived empathy. Consumers with lower levels of knowledge are more susceptible to the matching effect of influencer type and advertising appeal type on the persuasive effect of marketing content than those with higher levels of knowledge. The conclusions of this study assist enterprises in scientifically matching influencer types with advertising appeals. By choosing influencers based on the nature of the marketing content or designing suitable marketing content based on the influencer type, companies can maximize marketing effectiveness. This refined marketing strategy not only improves the persuasive effect of the marketing content but also strengthens the brand's market competitiveness.</p>\u0000 </div>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 2","pages":"866-885"},"PeriodicalIF":4.4,"publicationDate":"2024-12-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143632882","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Driving Consumer Engagement for Circular Luxury Products: Two Large Field Studies on the Role of Regulatory Mode Language

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-12-20 DOI: 10.1002/cb.2448

Emma Joenpolvi, Gary Mortimer, Frank Mathmann

{"title":"Driving Consumer Engagement for Circular Luxury Products: Two Large Field Studies on the Role of Regulatory Mode Language","authors":"Emma Joenpolvi, Gary Mortimer, Frank Mathmann","doi":"10.1002/cb.2448","DOIUrl":"https://doi.org/10.1002/cb.2448","url":null,"abstract":"<div>\u0000 \u0000 <p>This research investigates the effect of language on the marketing of circular luxury products. Circular economy principles are becoming important for luxury brands as consumers demand more circular and sustainable alternatives to traditional products. However, luxury literature is divergent on whether communicating circular economy principles with luxury products leads to positive or negative consumer outcomes. This is due to the perceived incompatibility of sustainability and luxury. This research investigates the influence of language used with circular luxury products in sales descriptions of second-hand circular luxury products (Study 1) and language effects of sustainability communication on social media (Study 2) to establish impact on consumer engagement. Our analysis of combined <i>N</i> = 921,939 observations demonstrates that product descriptions and social media posts communicating circular principles lead to decreased consumer engagement. This is a major problem for the marketing of circular luxury products. However, this effect can be overcome by using predominant locomotion, progress-focused language that creates a regulatory fit with circular luxury products, increasing consumer engagement. Theoretically this study shows the importance of predominant locomotion language in the marketing of circular luxury products. Luxury marketers can utilise predominant locomotion language in their brand communication to increase consumer engagement with these products.</p>\u0000 </div>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 2","pages":"886-905"},"PeriodicalIF":4.4,"publicationDate":"2024-12-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143632880","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Sample Gifts (In)consistent With the Focal Product: On the Effect of Gift Quantity in Consumer Evaluation 样品礼品与重点产品（不）一致：礼品数量对消费者评价的影响

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-12-16 DOI: 10.1002/cb.2445

Feisi Yao, Long Chen

引用次数: 0