Junhong He, Zengpeng Liu, Fu Li, Huijian Fu, Yang Zhou
{"title":"Multifactor synergistic influence of data intelligence on consumer mobile shopping","authors":"Junhong He, Zengpeng Liu, Fu Li, Huijian Fu, Yang Zhou","doi":"10.1002/cb.2334","DOIUrl":"10.1002/cb.2334","url":null,"abstract":"<p>Data intelligence (DI) is constantly influencing consumers. According to the theory of environmental psychology model, when consumers are stimulated by enterprise DI in mobile shopping, they can easily transform emotional reactions into corresponding behaviors. Based on this theory, this research adopts a hybrid method combining qualitative interview and fuzzy set qualitative comparative analysis (fsQCA) to explore the multifactor synergistic effects of DI factors on consumer emotions and mobile shopping intentions. Study 1 extracts five DI factors through qualitative study using NVivo software. All but one of the five DI factors had strong effects on consumer emotions. Study 2 uses the fsQCA method to analyze large-sample survey data, revealing four configurations of DI factors that trigger positive consumer emotions and three that trigger mobile shopping intentions. The presence of intelligent search, intelligent recommendations, and intelligent logistics are the core conditions that trigger positive consumer emotions and mobile shopping intentions, while the presence or absence of intelligent customer service and intelligent pricing trigger positive consumer emotions and mobile shopping intentions. The research results supplement the existing theories and provide practical guidance for enterprises in DI stimulus design and government in DI environment construction.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-04-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140571591","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":"How do you happen to feel? The effect of certainty–uncertainty appraisals of incidental emotions on consumer affective forecasting error","authors":"Athanasios Polyportis, Flora Kokkinaki","doi":"10.1002/cb.2333","DOIUrl":"10.1002/cb.2333","url":null,"abstract":"<p>Consumers frequently forecast how their choices will make them feel in future consumption situations. One possible influence during such affective forecasting is their current emotional state. Although the impact of incidental emotions on consumer decision making is well established, limited research has examined the impact of incidental emotions on affective forecasting. The purpose of the present research is to contribute to the understanding of the effects of certainty–uncertainty, as a key appraisal dimension of incidental emotions, on the process and outcome of affective forecasting. The results of four experimental studies demonstrate that experiencing uncertainty associated incidental emotions, such as fear and hope, during affective forecasting, leads to smaller forecasting error compared with experiencing certainty emotions, such as anger and happiness. Furthermore, heuristic processing, as a result of the certainty versus uncertainty appraisals, plays a mediating role in the effect of certainty–uncertainty on forecasting error. The findings of the present research extend the effects of the certainty–uncertainty appraisals in the context of consumer affective forecasting and elucidate the impact of incidental emotions on decision making.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-04-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/cb.2333","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140571773","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}
Anuja Shukla, Anubhav Mishra, Nripendra P. Rana, Sohom Banerjee
{"title":"The future of metaverse adoption: A behavioral reasoning perspective with a text-mining approach","authors":"Anuja Shukla, Anubhav Mishra, Nripendra P. Rana, Sohom Banerjee","doi":"10.1002/cb.2336","DOIUrl":"10.1002/cb.2336","url":null,"abstract":"<p>Metaverse is portrayed as the next significant technology innovation with an estimated market opportunity of US $800 billion. Metaverse offers numerous opportunities and an unmatchable user experience, yet its acceptance among the masses is still a long way off. Moreover, within 2 years of its existence and grandiose hype about a huge market potential, the current business sentiments are not so hopeful. Despite the positive and encouraging feedback, the reasons behind the limited success of the metaverse need scientific exploration. This study uses netnography to collect online data from 751 articles (news articles, expert opinions, perspectives, and blogs). Further, we use the text-mining method of structural topic modeling to generate insights from the text data and perform a sentiment analysis. The identified topics are mapped and explained using the behavioral reasoning theory to highlight “reasons for” and “reasons against” metaverse adoption. The study's findings identify flexibility, brand experience, human centricity, and virtual retail experience as enablers of acceptance of the metaverse, while regulatory issues, usage barriers, financial investment, and skepticism act as barriers to adopting the metaverse. Further, social adventure and social influence were identified as enablers categorized under subjective norms. This study contributes to the scarce literature on metaverse adoption and offers actionable insights to marketers to craft marketing strategies to benefit from the metaverse.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-04-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140571778","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}
Weng Marc Lim, Hassan Daronkola Kalantari, Chamila Roshani Perera
{"title":"Commercial value of panic buying and its marketing implications","authors":"Weng Marc Lim, Hassan Daronkola Kalantari, Chamila Roshani Perera","doi":"10.1002/cb.2331","DOIUrl":"10.1002/cb.2331","url":null,"abstract":"<p>In the wake of the significant impact of the COVID-19 pandemic on industries and societies worldwide, the world has transitioned into a new normal marked by increased susceptibility to disruptive, volatile, uncertain, complex, and ambiguous (DVUCA) events. In this new normal, panic buying has proliferated into a pervasive global consumer behavior, rendering far-reaching implications on economies and societies worldwide and thus necessitating thorough investigation. Existing literature on panic buying is constrained by two noteworthy limitations: firstly, the scarcity of studies that delineate the commercial impact of panic buying, and secondly, the dearth of longitudinal data in panic buying research. Addressing these gaps, this study employs longitudinal multi-sourced monthly and seasonally adjusted secondary data comprising retail revenue of supermarkets and grocery stores and related COVID-19 indicators in Australia to establish a case of panic buying and examine its commercial impact. Using 10 generalized least squares and two-stage least squares regressions, we observe a positive, statistically significant relationship between the intensity of external crises and retail revenue, even when accounting for control and instrumental variables. Specifically, the increasing number of COVID-19 new cases was found to produce a positive and significant effect on supermarket and grocery store revenue, with each new case contributing AU $0.02 million. Therefore, the present study contributes alternative evidence from the field that not only reaffirms the effect of externalities such as COVID-19 in stimulating panic buying among consumers, but also highlights, for the first time, the commercial value of panic buying. The marketing implications of these findings in the new normal are also discussed.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-04-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/cb.2331","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140571783","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":"Understanding the influence of implicit theories on donor's preference for time or money","authors":"Doori Song, Hyejoon Rim","doi":"10.1002/cb.2329","DOIUrl":"10.1002/cb.2329","url":null,"abstract":"<p>Charitable giving depends on either time or money. Understanding what motivates donors to choose one resource over the other is crucial for various nonprofit organizations. This research, rooted in implicit theories, examines how donors' beliefs about the fixedness or malleability of human attributes influence their preference of donation resource. Three experiments revealed that donors who believe human traits are fixed (entity theory) are more inclined to donate money, while those who view human nature as malleable (incremental theory) are more likely to donate time. The results also suggest that analytic thinking mediates the monetary donations of entity theorists, whereas holistic thinking influences incremental theorists to give their time. This study provides invaluable insights for nonprofit organizations aiming to optimize their fundraising strategies, illustrating how beliefs about human nature can sway preferences for different donation resources.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-04-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/cb.2329","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140571585","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":"Goal maintainers' preferences: The influence of goal type on self-control means choices","authors":"Lan Zhang, Xuemei Bian, Chundong Zheng","doi":"10.1002/cb.2332","DOIUrl":"10.1002/cb.2332","url":null,"abstract":"<p>This research examines how goal type (i.e., attainment vs. maintenance) affects consumers' preferences for different means of self-control (i.e., initiatory vs. inhibitory). Across four studies, the authors demonstrate that pursuing maintenance versus attainment goals decreases the willingness to choose inhibitory self-control but not initiatory self-control. The effect is primarily attributed to two reasons: distinct decision concerns when choosing the means for attainment and maintenance goals; and asymmetry when evaluating initiatory and inhibitory self-control. The effects are consistent across cultures and domains and impact consumers' purchase and real-life behaviours. These findings shed light on the relationship between goal type and self-control preferences and offer insights to both consumers and marketers on how to engage in self-control for long-term goals.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-03-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140571777","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":"Understanding the effectiveness of influencer recommendation information on social media platforms","authors":"Fei Wang, Chang Zhang, Feiyan Lin, Maomao Chi, Jing Zhao","doi":"10.1002/cb.2330","DOIUrl":"10.1002/cb.2330","url":null,"abstract":"<p>Existing social media influencer marketing research mainly explores how to enhance followers purchase intentions through the mechanisms of improving the follower–influencer relationship, however leaves research gaps regarding how to design effective influencer recommendation information (IRI) to stimulate consumer purchase behaviors. To address the gaps, a research model was established based on the information adoption model. This study collected 2276 influencer recommendation posts from typical Chinese social media influencer marketing platform WeChat Shopping Circle. Text-mining methods were used to develop measurements from influencer posts, and survey data were collected from 20 participants from a large Chinese university to validate measurements. Using negative binomial regression, the empirical study found that the number of consumers who purchase recommended products is determined by the usefulness of IRI, whereby being further affected by content expertise, content novelty, and platform endorsement to influencers. The type of recommended products moderates the relationship between these influencing factors and information usefulness. This study makes contributions by revealing the informational influence mechanism of IRI and identifying what factors can exert effective informational influence for different types of products. It also offers practical implications for the design of influencer recommendation strategies.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-03-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140370589","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}
Chamila R. Perera, Hassan D. Kalantari, Lester W. Johnson
{"title":"Environmental values and sustainable consumption","authors":"Chamila R. Perera, Hassan D. Kalantari, Lester W. Johnson","doi":"10.1002/cb.2322","DOIUrl":"10.1002/cb.2322","url":null,"abstract":"<p>This special issue of the Journal of Consumer Behaviour engages in a scholarly debate on the association between environmental values and sustainable consumption using 16 studies that examine a range of exciting phenomena relevant to the debate. The special issue provides insights into three key areas of scholarly conversations in the field of study. First, it provides recent accounts of the literature on the role of environmental values in sustainable consumption. Given that the association between the two areas has been widely debated for decades, adding novel insights into the phenomenon in the context of recent environmental issues significantly contributes to the field of study. It should be noted that the novel insights cover several mediating and moderating factors of the association, which add new research directions to the field of study. Second, the special issue examines the recent discourse on environmental values considering the more specific behaviours (collaborative consumption, disposal behaviour, consumer engagement in circular economy) that are related to sustainable consumption. This discourse provides insight into environmentally conscious marketing practitioners. Third, the special issue highlights diverse consumer perspectives on sustainable consumption, especially those from diverse consumer generations, both local and international consumers. They inform global initiatives such as the UN sustainable development goals. Overall, engaging in a collective dialogue to understand recent developments in the field of study, the special issue informs environmental policies and fosters sustainable consumption and marketing practices that tackle climate change-related environmental and social issues.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-03-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140197535","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}
Liudmila Tarabashkina, Daniel Schepis, Sharon Purchase
{"title":"Country-of-origin, region-of-origin or terroir branding to entice premium Price? The curious case of geographic place origin construal and psychic distance","authors":"Liudmila Tarabashkina, Daniel Schepis, Sharon Purchase","doi":"10.1002/cb.2327","DOIUrl":"10.1002/cb.2327","url":null,"abstract":"<p>Despite firms' long reliance on geographic place origin branding, such as country-of-origin (COO), region-of-origin (ROO), and terroir, to sell their products in international markets, little theoretical and empirical work has been carried out to investigate which level of geographic specificity stimulates greater premium price when entering new markets. An experiment was conducted in India and Saudi Arabia manipulating place origin as a 3 factorial design (COO vs. ROO vs. terroir) using Australia as the country context, and honey as the product context. Results suggest that COO, ROO, and terroir prompt different place construal, which interacts with psychic distance to people (individual consumer difference), resulting in varying premium price. The study explains under which conditions which of the three place origins benefit companies and which ones backfire.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-03-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/cb.2327","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140205653","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}
Franklin Velasco Vizcaíno, José Manuel Guaita Martínez, José María Martín Martín
{"title":"Consequences of applying soft-sell themes in e-cigarette advertisements","authors":"Franklin Velasco Vizcaíno, José Manuel Guaita Martínez, José María Martín Martín","doi":"10.1002/cb.2317","DOIUrl":"10.1002/cb.2317","url":null,"abstract":"<p>This research uses a multi-method approach to validate the prominence of soft-sell themes to advertise e-cigarettes and to test how this advertising theme influences consumers' attitudes and behaviors. First, the study presents a content analysis identifying the prevalence of soft-sell themes used as marketing stimuli to advertise e-cigarettes. Second, a quasi-experiment tests the effects of a soft-sell theme ad on consumers' attitudes toward vaping, their intention to try e-cigarettes, their attitude toward smoking, and maladaptive intentions. This latter effect is relevant to e-cigarette marketing literature, as it suggests how consumers lose temporal distance of the harmful effects of vaping. Theoretical and practical contributions of these findings are discussed.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":null,"pages":null},"PeriodicalIF":4.4,"publicationDate":"2024-03-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140181933","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}