Journal of Consumer Behaviour最新文献_第3页

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":"<p>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.</p>","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

Avoiding Financial Information: The Roles of Fate and Money Beliefs

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-10-04 DOI: 10.1002/cb.2410

William J. Montford, Inga C. Timmerman

{"title":"Avoiding Financial Information: The Roles of Fate and Money Beliefs","authors":"William J. Montford, Inga C. Timmerman","doi":"10.1002/cb.2410","DOIUrl":"https://doi.org/10.1002/cb.2410","url":null,"abstract":"<div>\u0000 \u0000 <p>The current research explores the influence of belief in fate on the avoidance of information about one's current financial situation. Building on research in the areas of consumer behavior and consumer decision-making, we explore how implicit beliefs about money impact the relationship between an individual's belief in fate and avoidance of information about current financial situation. We find that fatalism positively predicts a greater likelihood of avoiding current financial information (Studies 1a and 1b). We further find evidence that this effect is mediated by two money scripts, defined as implicit beliefs about money, in particular, avoidant and status scripts (Study 2). In other words, situation avoidance occurs because individuals higher in fatalism have a greater belief in either an avoidant or status script, which further heightens their avoidance of information about their financial situation. Next, we introduce perceived control over money as a moderating factor of the relationship between these money beliefs and situation avoidance (Study 3). We find that the impact of money script on avoidance is weakened when individuals have higher perceived control over money, while lower perceived control further strengthens the relationship between money script and situation avoidance. Finally, the key effect is then generalized to various types of financial contexts (Study 4). We conclude with implications of these findings for theory, policy makers, managerial decision-making, and consumer well-being.</p>\u0000 </div>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 1","pages":"139-155"},"PeriodicalIF":4.4,"publicationDate":"2024-10-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143111995","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 Impact of Consumer Socioeconomic Status on Their Preferences for Human Versus Robot Service Agents in Luxury Shopping Contexts

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-10-04 DOI: 10.1002/cb.2413

Wenting Zhong, Fei Gao, Lan Xia

{"title":"The Impact of Consumer Socioeconomic Status on Their Preferences for Human Versus Robot Service Agents in Luxury Shopping Contexts","authors":"Wenting Zhong, Fei Gao, Lan Xia","doi":"10.1002/cb.2413","DOIUrl":"https://doi.org/10.1002/cb.2413","url":null,"abstract":"<div>\u0000 \u0000 <p>Service industries are increasingly utilizing service robots to substitute or collaborate with human service providers. Extant literature mainly focuses on studying the usability of service robots and found that consumers with high socioeconomic status (SES) have an advantage in adopting new technology, given their high educational level and abundant resources. However, little research has paid attention to the psychological preference of low SES consumers when facing the choice of service robots and human service agents. This research investigates how consumers' SES influences their concerns and expectations when facing interpersonal interactions in services and, in turn, affects their preferences for service agents (robot vs. human). Across four studies, we found that low SES consumers are more concerned of being evaluated by human service agents in luxury shopping contexts, leading to the preference for interacting with service robots. In contrast, high SES consumers display a higher expectation of receiving preferential treatment from human service agents, but it does not increase high SES consumers' preference for human service agents over service robots. Furthermore, we found that varying the service environment (i.e., a store located in a neighborhood matches with low SES consumers' status) attenuated low SES consumers' preference for service robots. This research offers novel insights for marketers' use of service robots to promote consumer experience and well-being.</p>\u0000 </div>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 1","pages":"156-177"},"PeriodicalIF":4.4,"publicationDate":"2024-10-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143111991","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

When excessive service turns bad: Service alignment for transaction-specific needs

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-10-03 DOI: 10.1002/cb.2403

Kawon Kim, Haemoon Oh

{"title":"When excessive service turns bad: Service alignment for transaction-specific needs","authors":"Kawon Kim, Haemoon Oh","doi":"10.1002/cb.2403","DOIUrl":"https://doi.org/10.1002/cb.2403","url":null,"abstract":"<p>Service firms strive to meet and exceed customers' expectations, but more services are not always welcome. To answer the question why extra services may not always lead to positive service evaluations, we examined the effectiveness of service alignment with transaction-specific needs as a reference standard for service evaluations and challenged the central tenet of expectancy disconfirmation theory. The service alignment model was experimentally evaluated in a normal service (Study 1) and a service failure setting (Study 2). We found that service evaluations depend critically on the degree to which services are aligned to the customer's transaction-specific needs and that this finding was generalizable across normal and service failure situations. Study 3 addresses the question of whether the three step behavioral process (i.e., comparison antecedents ➔ disconfirmation ➔ evaluations) of expectancy disconfirmation theory is tenable when applied to a different comparison standard (i.e., transaction-specific needs). We discuss the new boundary conditions of expectancy disconfirmation theory and provide suggestions for future investigations.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 1","pages":"109-125"},"PeriodicalIF":4.4,"publicationDate":"2024-10-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/cb.2403","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143111663","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

Horizontal Versus Vertical: The Visual Balance Effects of Comparative Price Presentation

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-10-03 DOI: 10.1002/cb.2412

Xingang Wang, Lulu Wang, Zhipeng Xie

引用次数: 0

Taking a tiny step back: The impact of planning on a bumpy goal pursuit

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-09-26 DOI: 10.1002/cb.2407

Julia Bayuk, K. Asli Basoglu

{"title":"Taking a tiny step back: The impact of planning on a bumpy goal pursuit","authors":"Julia Bayuk, K. Asli Basoglu","doi":"10.1002/cb.2407","DOIUrl":"https://doi.org/10.1002/cb.2407","url":null,"abstract":"<p>Across varied domains, prior research has examined the impact of setbacks and goal-inconsistent behaviors on goal pursuit. A large setback, whether a result of an external hurdle or an internally-driven goal-inconsistent behavior, may suggest that the goal is not really feasible and goal disengagement is ideal. Yet, a minor setback or a goal-deviation may just be a bump in the road that can, and often should, be overcome, especially for important, long-term goals. So, not all setbacks signal that failure is inevitable and goal pursuit should be put on hold. Forming a goal-directed plan shifts individuals from a deliberative to an implemental mindset and is commonly recommended by both academics and practitioners to help individuals pursue important goals and disengage from unachievable goals. But are plans beneficial when small, goal-related setbacks occur? Specifically, this article examines the impact of minor bumps in the road (experiencing small setbacks, engaging in minor goal-inconsistent behaviors) on continued goal pursuit. In three studies, field and lab, and across two different domains (eating healthy and saving money), we (1) show that small, seemingly acceptable setbacks can negatively influence goal pursuit when one has formed a plan, and (2) empirically demonstrate that when small setbacks occur, having a plan may increase feeling of action crisis and ultimately decrease interest in continued goal pursuit.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 1","pages":"92-108"},"PeriodicalIF":4.4,"publicationDate":"2024-09-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143119607","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

How the persuasiveness of statistical evidence compared to personal testimonials depends on the recipient's distance from the message issue

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-09-23 DOI: 10.1002/cb.2404

Marina I. Wieluch, Sandra Praxmarer-Carus

{"title":"How the persuasiveness of statistical evidence compared to personal testimonials depends on the recipient's distance from the message issue","authors":"Marina I. Wieluch, Sandra Praxmarer-Carus","doi":"10.1002/cb.2404","DOIUrl":"https://doi.org/10.1002/cb.2404","url":null,"abstract":"<p>Statistical facts and personal testimonials (anecdotal evidence) are two common types of evidence used in health education, warning messages, and charitable appeals. While statistical evidence provides aggregated numerical information, messages that use anecdotal evidence typically describe an individual experience. Because research has not found a stable advantage of one type of evidence over the other, the literature has sought to identify moderators that predict when statistical or anecdotal evidence is more persuasive. This paper shows that the relative persuasiveness of statistical versus anecdotal evidence depends on the psychological distance between the message recipient and the message issue. An increase (decrease) in recipients' message-issue distance increases the relative persuasiveness of statistical (anecdotal) evidence. In addition, we show that message-issue distance determines how personally useful message recipients find statistical and anecdotal evidence. We also demonstrate that recipients' more abstract (concrete) thinking about the message issue prior to message exposure increases the persuasiveness of statistical (anecdotal) evidence. Based on our findings, we recommend that social marketers use statistical (anecdotal) evidence when the recipients' distance from the message issue is high (low) and the recipients' thinking about the message issue is abstract (concrete). Before deciding on the type of evidence, message designers may need to assess how abstract or concrete their target audience thinks about the message issue. The short measure used in Experiment 1b of this paper may be useful. It is adaptable to different message contexts and could easily be implemented in pretests to decide when to use statistical or anecdotal evidence.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 1","pages":"75-91"},"PeriodicalIF":4.4,"publicationDate":"2024-09-23","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/cb.2404","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143118560","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

Consumer fantasies, feelings, fun …, and death? How mortality salience invokes consumers' fantastical thoughts about luxury products

IF 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-09-20 DOI: 10.1002/cb.2406

Stephanie Geiger-Oneto, Omar Shehryar

{"title":"Consumer fantasies, feelings, fun …, and death? How mortality salience invokes consumers' fantastical thoughts about luxury products","authors":"Stephanie Geiger-Oneto, Omar Shehryar","doi":"10.1002/cb.2406","DOIUrl":"https://doi.org/10.1002/cb.2406","url":null,"abstract":"<p>Previous research has demonstrated that the salience of one's mortality can influence the consumption of luxury goods because the higher monetary value of luxury goods pads one's self-esteem which in turn assuages fear aroused by death thought accessibility. The present research presents an alternative explanation for this relationship by exploring the role of fantasy in the relationship between mortality salience and the preference for luxury goods. In four studies, we consistently find that consumers demonstrate a greater preference for luxury goods when their mortality is made salient (vs. control condition). In study 2, we extend previous research by utilizing fantasy engagement to demonstrate that increased preference for luxury goods following mortality salience is constructed through engagement in fantastical thinking. In study 3, we use fantasy proneness as an individual difference variable to show that together, a heightened awareness of mortality and a greater capacity for fantastical thinking lead to a greater preference for luxury goods. Finally, in study 4 we rule out alternative explanatory variables such as materialism and status-based consumption to demonstrate that fantastical thinking mediates the relationship between death anxiety and evaluation of luxury goods whereas materialism and status-based consumption do not elicit the same effect. Based on our findings we conclude that when existential concerns are activated, luxury goods allow for greater fantasy engagement than non-luxury goods and that greater fantasy engagement increases preference for luxury goods. The theoretical and practical implications of our findings are discussed.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 1","pages":"58-74"},"PeriodicalIF":4.4,"publicationDate":"2024-09-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143117476","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

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 4.4 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":"10.1002/cb.2405","url":null,"abstract":"<p>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.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 1","pages":"44-57"},"PeriodicalIF":4.4,"publicationDate":"2024-09-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/cb.2405","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":"OA","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":"<p>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.</p>","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