Journal of Consumer Behaviour最新文献

{"title":"Antecedents of Continuous Purchase Behavior for Sustainable Products: An Integrated Conceptual Framework and Review","authors":"Purva Agarwal,&nbsp;Divesh Kumar,&nbsp;Rajesh Katiyar","doi":"10.1002/cb.2487","DOIUrl":"https://doi.org/10.1002/cb.2487","url":null,"abstract":"<div>\u0000 \u0000 <p>The global issue of sustainable consumption has raised interest in consumer behavior, especially regarding the continuous adoption and maintenance of sustainable consumption behaviors. Despite increasing awareness of environmental, social, and economic issues, a persistent attitude–behavior gap hinders the continuous adoption of sustainable consumption. This study addresses these gaps by systematically examining the post-purchase phase of consumer behavior to understand how attitudes toward sustainable products are formed, maintained, and translated into continuous purchasing. Through a systematic literature review, this study synthesizes insights from various theoretical frameworks and develops an integrated model incorporating these theories, including the theory of planned behavior, Rosenberg's attitude model, the value–attitude–behavior model, and the means-end model. A newly integrated conceptual framework has been proposed that highlights the roles of perceived values, perceived product instrumentality, and value importance in shaping and maintaining consumer attitudes and behaviors over the long term. Key findings emphasize the importance of aligning sustainable products with consumers' continuously changing motivations and goals to foster loyalty and continuous purchases of sustainable products. This study contributes to the literature by bridging theoretical gaps, exploring the dynamics of post-purchase behavior, and extending existing models to account for continuous purchase behavior toward sustainable products. Practical implications for marketers include strategies to improve the value perceived by consumers of sustainable products and address their long-term goals, while policymakers can design interventions that integrate behavioral insights. By advancing our understanding of sustainable consumption patterns, this study offers a foundation for encouraging continuous purchase behavior toward sustainable products and promoting broader sustainability objectives.</p>\u0000 </div>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 4","pages":"1685-1710"},"PeriodicalIF":4.4,"publicationDate":"2025-03-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144624765","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}

{"title":"When You Feel You Own AI Assistants: How Consumer Ownership Enhances Consumers' Adoption Intention","authors":"Xuan Zhang,&nbsp;Hanyu Chen,&nbsp;Yuki,&nbsp;Yidan Ma","doi":"10.1002/cb.2491","DOIUrl":"https://doi.org/10.1002/cb.2491","url":null,"abstract":"<div>\u0000 \u0000 <p>AI assistants are transforming the business landscape by revolutionizing customer service, sales, and marketing. This study investigates how consumer ownership—defined as the psychological sense of ownership over AI products—affects adoption intentions of AI assistants. Drawing on psychological ownership theory and the theory of commitment, we find that consumer ownership significantly increases adoption intention by fostering a stronger sense of commitment to the product. In a series of three studies, we demonstrate that real ownership (Study 1, <i>N</i> = 120, Survey) and perceived ownership (Study 2, <i>N</i> = 200, Experiment) both enhance adoption intentions. Furthermore, Study 3 (<i>N</i> = 200, Experiment) reveals that the impact of ownership is moderated by the type of AI assistant. Specifically, the effect is stronger for functional AI assistants but disappears for companion AI assistants. This research provides valuable strategies for businesses to increase AI adoption.</p>\u0000 </div>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 4","pages":"1669-1684"},"PeriodicalIF":4.4,"publicationDate":"2025-03-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144624858","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}

{"title":"Receiving Employee Attention on the Floor of the Store and Its Effects on Customer Satisfaction","authors":"Magnus Söderlund,&nbsp;Claes-Robert Julander","doi":"10.1002/cb.2484","DOIUrl":"https://doi.org/10.1002/cb.2484","url":null,"abstract":"<p>This study examines the effects of the customer's perceptions of being the object of employee attention in physical store settings. Our specific concern is employee attention when the customer is browsing in a store and does not require any particular service from employees. A main thesis is that we humans are highly sensitive to others' attention (and inattention) in social settings and that others' attention can influence our sense of importance from a meaningfulness-in-life point of view. Three experiments in which employee attention was manipulated (low vs. high) confirm this: high employee attention enhanced a sense of importance, which mediated the impact of employee attention on customer satisfaction. The net result, in each experiment, was a higher level of customer satisfaction under the condition of high employee attention.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 4","pages":"1656-1668"},"PeriodicalIF":4.4,"publicationDate":"2025-03-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/cb.2484","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144624902","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}

{"title":"Community and Consumer Dynamics in NFTs: Understanding Digital Asset Value Through Social Engagement","authors":"Kristina Brahmstaedt","doi":"10.1002/cb.2482","DOIUrl":"https://doi.org/10.1002/cb.2482","url":null,"abstract":"<p>While non-fungible tokens (NFTs) have emerged as a significant blockchain application, research has largely focused on market dynamics rather than consumer behavior. Through in-depth interviews with 21 NFT consumers and a netnographic analysis of Discord interactions (109,517 words), this study develops a comprehensive framework explaining the evolution from initial purchase to sustained or discontinued interest in NFTs. The findings reveal that while profit expectations drive initial purchases, strong community bonds and social identity formation are crucial for maintaining engagement. Specifically, active community participation, both before and after purchases, creates a self-reinforcing cycle where engagement directly influences NFT valuation. However, unfulfilled profit expectations and perceived community abandonment by project leaders often lead to disillusionment. The study extends the Need-to-Belong and Social Identity Theory to the digital asset context, demonstrating how NFT communities serve as platforms for identity expression and emotional support, transcending purely financial motivations. For practitioners, the findings suggest that sustainable NFT projects should prioritize community building and transparent leadership over short-term speculation. This research provides the first longitudinal analysis of NFT consumer behavior, offering insights into how digital assets can create enduring value through social engagement rather than merely speculative trading.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 4","pages":"1630-1655"},"PeriodicalIF":4.4,"publicationDate":"2025-03-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/cb.2482","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144624888","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}

{"title":"The Effect of Consumers' Affective Engagement on Their Personal Data Disclosure on Social Media","authors":"Sigitas Urbonavicius,&nbsp;Linda D. Hollebeek,&nbsp;Agnė Simanavičiūtė","doi":"10.1002/cb.2481","DOIUrl":"https://doi.org/10.1002/cb.2481","url":null,"abstract":"<div>\u0000 \u0000 <p>Prior research typically models consumer engagement as a multidimensional (cognitive, affective and behavioural) construct, limiting insight into the effects of affective engagement (AE) on consumer behavior. Addressing this gap, we take a social exchange theory perspective to explore the effect of AE on consumers' willingness to disclose their personal data on social media (i.e., reciprocal exchange). Our PLS-SEM results of three studies suggest that AE boosts consumers' willingness to disclose their basic factual personal data (e.g., their full name/email address) on social media directly and as mediated by their willingness to disclose their data in online purchasing (i.e., negotiated exchange; Study 1). The findings also indicate that AE raises consumers' willingness to disclose additional personal information on social media (i.e., about their donation to a charity) both directly and as mediated by their willingness to disclose their personal data in online purchasing (Study 2). Finally, the results reveal that AE directly and indirectly impacts consumers' actual personal data disclosure behavior on social media (Study 3). Overall, AE emerges as a critical determinant of consumers' online intentions and behavior, suggesting its strategic importance for relationship marketing and customer relationship management.</p>\u0000 </div>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 4","pages":"1613-1629"},"PeriodicalIF":4.4,"publicationDate":"2025-03-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144624889","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}

{"title":"Augmented Reality in the Retail Outlet: Shaping the Retail Shopping Experience—A Cross-Cultural Study","authors":"Waseem Irshad,&nbsp;Erhua Zhou,&nbsp;Hafiz Muhammad Wasif Rasheed,&nbsp;Muhammad Usman Mumtaz","doi":"10.1002/cb.2483","DOIUrl":"https://doi.org/10.1002/cb.2483","url":null,"abstract":"<div>\u0000 \u0000 <p>Brick-and-mortar stores in the e-commerce era with declining revenues emphasize augmented reality (AR) to foster brand loyalty. This study examines how AR technological and cultural factors impact experiential values (EV) (playfulness and aesthetics), which subsequently influence brand loyalty in the UK and UAE, mediated by satisfaction. Whereas AR psychological engagement moderates the satisfaction-brand-loyalty link. Using the Stimulus–Organism–Response (SOR) theory, data were collected via questionnaires from 500 women, with an 84% response rate. Analysis reveals AR technological and cultural factors significantly impact EVs. Meanwhile, satisfaction mediates the relationship between EV and brand loyalty. However, the magnitude of these effects differs between the UK and UAE. AR's psychological engagement as a moderator is insignificant. The study offers unique insights by framing cultural factors as contextual stimuli within the SOR framework, enriching AR research by shaping EV. The study contributes novelty by examining the impact of EV on brand loyalty via satisfaction in the beauty industry with innovative technology AR magic mirror in the UK. Additionally, pioneering AR research in the underrepresented UAE beauty industry. The study offers substantive insights for researchers and practitioners alike, recommending culturally adaptive AR solutions, personalized and playful features, and sleek interfaces for the UK and UAE markets, respectively.</p>\u0000 </div>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 4","pages":"1591-1612"},"PeriodicalIF":4.4,"publicationDate":"2025-03-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144624822","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}

{"title":"Luxury in the Circular Economy","authors":"George Christodoulides,&nbsp;Richard Gyrd-Jones,&nbsp;Carolyn Strong","doi":"10.1002/cb.2488","DOIUrl":"https://doi.org/10.1002/cb.2488","url":null,"abstract":"","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 3","pages":"1582-1584"},"PeriodicalIF":4.4,"publicationDate":"2025-03-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144074612","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}

{"title":"Engagement in Influencer Marketing: A Systematic Review of Key Drivers, Behaviors, and Future Research Directions","authors":"Tareq Aldlimi,&nbsp;Constantinos-Vasilios Priporas,&nbsp;Shing-Wang Chang","doi":"10.1002/cb.2485","DOIUrl":"https://doi.org/10.1002/cb.2485","url":null,"abstract":"<div>\u0000 \u0000 <p>Influencer marketing research is rapidly evolving, with growing interest in the dynamics between social media influencers and their followers. Engagement, defined as the active interaction between followers and influencers, remains a fragmented area of study, despite valuable insights from recent research. This systematic literature review synthesizes findings from 43 scholarly articles retrieved from the Web of Science database, focusing explicitly on engagement with SMIs. Using the Antecedents, Decisions, Outcomes (ADO) framework, the review categorizes factors influencing engagement into source, content, and audience-related dimensions and integrates them into a comprehensive framework. This framework clarifies how these factors drive various engagement behaviors, such as likes, comments, and shares, and explores conceptualizations of engagement across cognitive, emotional, and behavioral dimensions. By consolidating existing knowledge, identifying gaps, and proposing future research directions, this review enhances theoretical understanding and offers actionable insights for practitioners aiming to increase engagement with social media influencers.</p>\u0000 </div>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 3","pages":"1541-1566"},"PeriodicalIF":4.4,"publicationDate":"2025-03-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144074610","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}

{"title":"Enhancing Upward Extension Effectiveness: The Roles of Brand Architecture and Need for Uniqueness","authors":"Zan Mo,&nbsp;Mengyin Li,&nbsp;Yue He,&nbsp;Chao Yu,&nbsp;Huijian Fu","doi":"10.1002/cb.2486","DOIUrl":"https://doi.org/10.1002/cb.2486","url":null,"abstract":"<div>\u0000 \u0000 <p>While brand architecture is recognized as a significant strategy for line extension, its impact on the consumer response to upward extensions remains underexplored. Based on uniqueness theory, this study examines if consumers' need for uniqueness (NFU) moderates the impact of brand architecture on their purchase intention towards upward extensions and explores the underlying psychological mechanisms. Three scenario-based experiments were conducted, and the data were analyzed using ANOVA and bootstrapping analyses. The results from Study 1 (<i>n</i> = 232) and Study 2 (<i>n</i> = 249) reveal that consumers with higher NFU express stronger purchase intention for upward extensions with a sub-brand (vs. a direct brand) architecture, whereas those with lower NFU express no difference in their purchase intention for upward extensions with different architectures. Furthermore, Study 3 (<i>n</i> = 193) demonstrates that the interaction between brand architecture and NFU affects consumers' purchase intention through mediation by signaling effectiveness and perceived novelty. Based on these findings, theoretical and managerial implications are discussed.</p>\u0000 </div>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 3","pages":"1567-1581"},"PeriodicalIF":4.4,"publicationDate":"2025-03-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144074611","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}

{"title":"The Virtual Store: A New Shopping Channel That Generates Value and Well-Being for Gen Z Customers","authors":"Cindy Lombart,&nbsp;Olga Untilov,&nbsp;Florence Charton-Vachet,&nbsp;Didier Louis","doi":"10.1002/cb.2480","DOIUrl":"https://doi.org/10.1002/cb.2480","url":null,"abstract":"<p>The increasing adoption of virtual reality in the retail sector has spurred academics and professionals alike to understand shopping experiences in virtual stores. Unlike existing studies that used this technology only as a research tool, this research considers the virtual store as a full-fledged shopping channel with multichannel or omnichannel logic. An experiment involving 193 respondents showed that the virtual store generates value and well-being for Gen Z customers, where value is positively or negatively determined by perceived ease of use, empowerment felt, perceived cognitive effort made, and perceived lack of privacy. The influence of these antecedents on the perceived value is more or less important, depending on the shopper's presence in the virtual store (through an avatar with full body versus hands only). Although the full-body avatar (<i>n</i> = 96) provides ease of use (when moving around the virtual store and selecting products), it diminishes the experience because it is perceived as less privacy compliant. In contrast, an avatar with hands only (<i>n</i> = 97) increases the empowerment felt during the shopping experience, even if customers believe that it demands more cognitive effort to apprehend the virtual store's operations.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 3","pages":"1522-1540"},"PeriodicalIF":4.4,"publicationDate":"2025-03-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/cb.2480","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144074241","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}