Journal of Consumer Behaviour最新文献_第6页

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":"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.","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":"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.","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":"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.","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":"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":"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":"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 4.4 3区管理学

Journal of Consumer Behaviour Pub Date : 2024-09-05 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":"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":"24 1","pages":"20-43"},"PeriodicalIF":4.4,"publicationDate":"2024-09-05","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