Journal of Consumer Behaviour最新文献

Omni-channel customer segmentation: A personalized customer journey perspective 全渠道客户细分：个性化客户旅程视角

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-10-15 DOI: 10.1002/cb.2401

Anh Thi Van Nguyen, Robert McClelland, Nguyen Hoang Thuan

{"title":"Omni-channel customer segmentation: A personalized customer journey perspective","authors":"Anh Thi Van Nguyen, Robert McClelland, Nguyen Hoang Thuan","doi":"10.1002/cb.2401","DOIUrl":"https://doi.org/10.1002/cb.2401","url":null,"abstract":"As switching behaviors become more prevalent in omni-channel retailing, businesses face the challenge of crafting customer journeys that are not only seamless and integrated but also personalized. Personalization at the customer journey level requires a deep understanding of varied customer needs and behaviors. This research segments and profiles omni-channel customers based on their perceptions, values, channel choices, and switching behaviors. We employed a mixed-method approach, including 23 in-depth interviews, four focus groups, and an online survey of 345 omni-channel customers from electronic goods retailers. Our study identifies four distinct segments–digital switchers, webroomers, showroomers, and offline switchers–each requiring different experiences during their shopping journey. Theoretically, it confirms that customers with varying experience needs interact differently with channels, making the customer journey dynamic and individualistic in an omni-channel context. Practically, our research suggests segment-specific features for different channels, enabling managers and retailers to optimize and personalize omni-channel shopping experiences.","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"23 6","pages":"3253-3275"},"PeriodicalIF":4.4,"publicationDate":"2024-10-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/cb.2401","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142642284","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Service-dominant logic and customer engagement based value proposition framework in peer-to-peer accommodation: A two-study approach 点对点住宿中基于服务主导逻辑和客户参与的价值定位框架：两项研究方法

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-10-06 DOI: 10.1002/cb.2399

Md Ashaduzzaman, Park Thaichon, Scott Weaven, Charles Jebarajakirthy, Mitchell Ross, Haroon Iqbal Maseeh, Imranul Hoque

{"title":"Service-dominant logic and customer engagement based value proposition framework in peer-to-peer accommodation: A two-study approach","authors":"Md Ashaduzzaman, Park Thaichon, Scott Weaven, Charles Jebarajakirthy, Mitchell Ross, Haroon Iqbal Maseeh, Imranul Hoque","doi":"10.1002/cb.2399","DOIUrl":"https://doi.org/10.1002/cb.2399","url":null,"abstract":"In the competitive travel accommodation market, peer-to-peer accommodation (P2PA) providers are in desperate need of a value proposition framework that will assist them in guiding the development of an ‘engaged’ customer base. However, currently, the P2PA literature does not provide such a framework that includes a comprehensive list of tangible and intangible values driving customer engagement (CE). Underpinned by the service-dominant (S-D) logic theory, we adopted a big data-based, two study approach to identify these values (and their composites) that drive CE in P2PA. Study 1 was conducted to identify important tangible and intangible values driving customers to engage with P2PA. This qualitative study adopted a text-mining and sentiment analysis approach which was performed on 499,160 customer reviews. The subsequent quantitative study (Study 2) used a multi-factor ANOVA analysis (i.e., Automatic Linear Modelling) to examine 19,060 listed houses using their star ratings and other available quantitative data (e.g., accommodation cost, response rate and number of rooms). Our findings present an S-D logic-based value proposition framework for enhancing CE in P2PA. This framework shows that customers consider seven tangible-intangible values (i.e., accommodation, perceived enjoyment, perceived friendliness, perceived convenience, surrounding, perceived response and trustworthiness) in creating three values (i.e., re-adopt, recommend, and refer P2PA) for P2PA-platform providers and listed-houses. Overall, by developing an S-D logic-based framework and identifying salient values in P2PA value co-creation, this research extends both the P2PA literature and S-D logic theory. We also provide insightful recommendations for P2PA providers.","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"23 6","pages":"3232-3252"},"PeriodicalIF":4.4,"publicationDate":"2024-10-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/cb.2399","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142641282","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Decoding millennials and generation Z consumers' brand behaviors in the Metaverse: The relationships among avatar identification, self‐presence, and psychological dynamics 解码千禧一代和 Z 世代消费者在 Metaverse 中的品牌行为：化身认同、自我存在和心理动态之间的关系

IF 4.3 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-09-18 DOI: 10.1002/cb.2405

Mikyoung Kim, Hyun Jung Oh, Ji Hye Choi, Yumi Jung

{"title":"Decoding millennials and generation Z consumers' brand behaviors in the Metaverse: The relationships among avatar identification, self‐presence, and psychological dynamics","authors":"Mikyoung Kim, Hyun Jung Oh, Ji Hye Choi, Yumi Jung","doi":"10.1002/cb.2405","DOIUrl":"https://doi.org/10.1002/cb.2405","url":null,"abstract":"This study investigated the impact of consumer avatar identification on purchase intentions in the Metaverse, examining the roles of self‐presence, emotional closeness, and perceived appropriateness of brand strategies. A total of 312 individuals aged 18–42 years old (comprising millennials and Generation Z) participated in an online survey. The findings indicated that wishful identification significantly fosters self‐presence and emotional closeness compared to similarity identification. Moreover, the heightened emotional closeness to avatars positively influences the perceived appropriateness of brand strategies, subsequently influencing purchase intentions. The study reinforced the importance of understanding consumer avatar relationships in virtual environments for effective brand engagement, suggesting that wishful identification might be more influential in shaping brand perceptions and consumer behaviors in the Metaverse. This study contributes to the existing literature on consumer behavior by investigating the dynamics of consumer behavior of the Metaverse, where consumers' brand experiences are predominantly mediated through avatars.","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"49 1","pages":""},"PeriodicalIF":4.3,"publicationDate":"2024-09-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142260595","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 eco-friendly product purchases through social media: How does peer influence work? 通过社交媒体推动环保产品的购买：同伴影响如何发挥作用？

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-09-12 DOI: 10.1002/cb.2400

Chiyin Chen, Zhen Li, Shuai Yang, Dongmei Cao

{"title":"Driving eco-friendly product purchases through social media: How does peer influence work?","authors":"Chiyin Chen, Zhen Li, Shuai Yang, Dongmei Cao","doi":"10.1002/cb.2400","DOIUrl":"10.1002/cb.2400","url":null,"abstract":"Social media platforms expose individuals to both peer and marketer influences. While these influences have garnered significant research attention regarding their impact on consumer behaviors, the findings have been a subject of debate. This research examines how peer influence from user-generated content (UGC) differs from marketer influence from marketer-generated content (MGC) in its effect on consumers' eco-friendly product (EFP) purchases and how peer influence takes place. Study 1 uses online field data from an e-commerce company and suggests that peer influence is associated with more sales, whereas there is no empirical evidence to support a similar effect for marketer influence. Utilizing online survey data collected from social media users, Study 2 further reveals that informational and normative peer influences significantly increase consumers' purchase intention via environmental self-efficacy and positive moral emotion. Notably, tie strength with the influencing peer plays a crucial role in moderating the relationship between different peer influences, the mediators, and the mediation paths. Our research advances knowledge of peer influence on EFP consumer behaviors, extends the UGC literature through the lens of peer influence and tie strength, and offers practical implications for social media marketers and policymakers promoting eco-friendly products.","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"23 6","pages":"3213-3231"},"PeriodicalIF":4.4,"publicationDate":"2024-09-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142203100","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

Financial well-being: An integrated framework, operationalization, and future research agenda 财务福祉：综合框架、可操作性和未来研究议程

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-09-06 DOI: 10.1002/cb.2372

Nishant Garg, Pushpendra Priyadarshi, Ashish Malik

{"title":"Financial well-being: An integrated framework, operationalization, and future research agenda","authors":"Nishant Garg, Pushpendra Priyadarshi, Ashish Malik","doi":"10.1002/cb.2372","DOIUrl":"10.1002/cb.2372","url":null,"abstract":"Financial well-being occupies a pivotal juncture between money and happiness, serving as fundamental components for favorable individual and organizational outcomes. The exponential growth in literature seeking to delineate its conceptualization, mechanisms, and enablers underscores its significance and implications. However, the varied scholarly contributions have also given rise to persistent discrepancies and a subjective-objective dichotomy within the field, necessitating a comprehensive review. To address this gap, we conducted a thorough bibliometric analysis employing citation, co-citation, and co-occurrence techniques. Our study enriches the theoretical underpinnings by examining its thematic nuances, underlying nomological networks, and evolutionary trends. Specifically, our findings unveil a notable shift toward subjective evaluation shaped by temporal perspectives. Moreover, we discern an increasing influence of psychological variables in shaping individuals' subjective assessments of their financial well-being, extending beyond traditional cognitive and objective dimensions. Additionally, our analysis underscores the pivotal role of financial socialization, highlighting the impact of social and environmental factors on subjective perceptions. These insights are encapsulated within our proposed operationalization, integrated framework, and future research direction.","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"23 6","pages":"3194-3212"},"PeriodicalIF":4.4,"publicationDate":"2024-09-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/cb.2372","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142226093","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Investigating binge‐watching and its effect on paid subscription: A mixed‐method study based on SOR theory 调查狂欢观看及其对付费订阅的影响：基于 SOR 理论的混合方法研究

IF 4.3 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-09-06 DOI: 10.1002/cb.2402

Lianlian Song, Shanji Yao, Lili Liu, Geoffrey Tso

{"title":"Investigating binge‐watching and its effect on paid subscription: A mixed‐method study based on SOR theory","authors":"Lianlian Song, Shanji Yao, Lili Liu, Geoffrey Tso","doi":"10.1002/cb.2402","DOIUrl":"https://doi.org/10.1002/cb.2402","url":null,"abstract":"Video‐on‐demand platforms encourage binge‐watching (BW) to stimulate consumers' paid subscription. Despite decades of research, prior studies have yet to reach a consensus on the definition of BW, which results in inconsistent findings regarding its effect on paid subscription behavior. Drawing on stimuli‐organism‐response theory and parasocial interaction studies, we develop a conceptual model to explore the causal mechanism that links BW, the consumer organism (attractiveness, identification, involvement, and parasocial interaction), and responses (impulsive paid subscription). We also investigate how the boundary condition of BW (number of episodes watched) affects this causal mechanism. We conducted an online survey and two quasi‐field experiments to collect data and verify the hypotheses. Our findings confirm that, compared with non‐BW, BW offers enhanced attractiveness, identification, involvement, and parasocial interaction, which results in more impulsive paid subscription behavior. Moreover, it is valid to define BW as watching at least three episodes of a program, which reveals significant differences in viewers' impulsive paid subscription behavior. Implications for future BW research and marketing strategies for video‐on‐demand platforms are discussed.","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"47 1","pages":""},"PeriodicalIF":4.3,"publicationDate":"2024-09-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142203121","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

Envy and revenge buying behavior after the COVID-19 pandemic: The moderating role of added purchasing power COVID-19大流行后的嫉妒和报复性购买行为：附加购买力的调节作用

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-09-04 DOI: 10.1002/cb.2392

Zaid Mohammad Obeidat, Hamzah Al-Mawali, Rami Aldweeri

引用次数: 0

Exploring AI technology and consumer behavior in retail interactions 探索零售互动中的人工智能技术和消费者行为

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-09-02 DOI: 10.1002/cb.2386

Maria Petrescu, Anjala S. Krishen, John T. Gironda, J. Ricky Fergurson

{"title":"Exploring AI technology and consumer behavior in retail interactions","authors":"Maria Petrescu, Anjala S. Krishen, John T. Gironda, J. Ricky Fergurson","doi":"10.1002/cb.2386","DOIUrl":"10.1002/cb.2386","url":null,"abstract":"This research systematically reviews artificial intelligence (AI) effects in customer-interfacing retail applications based on an ecosystem value co-creation framework. We conduct a bibliometric and conceptual mapping analysis study, focusing on AI-related implications for consumers' and other stakeholders' well-being, social interaction, and societal welfare. A co-citation network visualization of critical AI journal articles is generated, and a network visualization of AI keyword relationships and clustered topic areas is presented and discussed, along with a conceptual map of the relationships between key concepts and substantive AI themes. In an ecosystem context, the multidisciplinary-based bibliometric and conceptual mapping findings of our analysis reflect the need to focus not only on the positive and negative effects on stakeholder well-being, social interaction, and societal welfare but also on how effects created in one of these levels impact the value created in the other social layers. Furthermore, the interdisciplinary characteristics necessary in effectively implementing and managing AI technologies emphasize the need for collaboration among multiple organizational departments, technology partners, and other members of the business ecosystem. The findings of this research contribute to assessing both the positive and negative effects of AI and allow for its implementation in a way that is helpful to organizations, employees, consumers, and society. This study should also help managers decide which situations are best suited for using AI and which are not.","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"23 6","pages":"3132-3151"},"PeriodicalIF":4.4,"publicationDate":"2024-09-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142203103","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

MV-QUAL: A tool for understanding decisions to purchase virtual products in the metaverse MV-QUAL：了解在元宇宙中购买虚拟产品决策的工具

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-09-02 DOI: 10.1002/cb.2380

Fabienne Cadet, John T. Gironda, Bay O'Leary, Maria Petrescu

{"title":"MV-QUAL: A tool for understanding decisions to purchase virtual products in the metaverse","authors":"Fabienne Cadet, John T. Gironda, Bay O'Leary, Maria Petrescu","doi":"10.1002/cb.2380","DOIUrl":"10.1002/cb.2380","url":null,"abstract":"This paper develops the metaverse quality (MV-Qual) scale and explores the various factors that may impact consumers' perceptions of quality and value when purchasing virtual products in a metaverse world. Utilizing Flow Theory and SERVQUAL as theoretical lenses to conduct our research, a framework was developed and tested, demonstrating how various factors are interconnected and impact consumers' shopping experiences in the metaverse. Data were collected from a national sample of 322 metaverse users in the United States and analyzed using partial least squares structural equation modeling in SmartPLS, complemented by a neural network causal analysis in Neusrel. The results demonstrated that several factors impact metaverse store quality and perceived virtual product value, including control, vividness, avatar design, rarity, and resale value. Subsequently, metaverse store quality and perceived virtual product value positively impact the intention to purchase virtual products in metaverse. This research contributes to the advancement of understanding consumer behavior in the metaverse and adds to the emerging marketing literature on the metaverse. Furthermore, the MV-QUAL scale developed serves as a practical tool that both marketing researchers and practitioners can use to enhance understanding and discover new ways to improve the metaverse consumer experience.","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"23 6","pages":"3112-3131"},"PeriodicalIF":4.4,"publicationDate":"2024-09-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142203120","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 anti-consumption journey: Unplugging for improved well-being 反消费之旅：拔掉插头，改善生活

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-09-02 DOI: 10.1002/cb.2390

Kelley Cours Anderson, Karen Anne Wallach, Magdiel Grimes

引用次数: 0