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":"<p>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.</p>","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}
Chu-Yen Pai, Kai-Yi Young, Luke Ingalls Liska, Debra Laverie
{"title":"I Know I Am Ugly, but Please Listen to My Story First: An Examination of How Storytelling Can Impact Consumers' Valuation of Unattractive Produce","authors":"Chu-Yen Pai, Kai-Yi Young, Luke Ingalls Liska, Debra Laverie","doi":"10.1002/cb.2414","DOIUrl":"https://doi.org/10.1002/cb.2414","url":null,"abstract":"<div>\u0000 \u0000 <p>In a world where food insecurity and food waste paradoxically coexist, the rejection of aesthetically imperfect yet edible produce significantly contributes to food waste. This study examines the application of compelling storytelling to alter consumer perceptions and behaviors toward unattractive produce, a perspective largely overlooked in sustainability research. We address this gap by exploring how storytelling can mitigate cognitive biases against such produce, thereby enhancing consumer acceptance through improved perceived taste. In Study 1, we examine the effect of unattractive produce on produce valuation and the mediation of perceived taste. In Study 2, we investigate the moderating role of storytelling in enhancing consumers' perceived taste of unattractive food. Through two experimental studies, we confirm that combining storytelling with marketing tactics, such as coupons, significantly increases consumers' consumption of unattractive produce. We recommend retailers utilize storytelling in marketing unattractive produce to optimize marketing effectiveness and promote sustainable food consumption. Our findings advance storytelling, visual marketing, and unattractive produce literature and offer practical insights for reducing food waste, contributing to sustainability efforts and social welfare. By employing a storytelling strategy, we support social <i>good</i> by encouraging the consumption of “<i>ugly</i>” produce.</p>\u0000 </div>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 1","pages":"247-266"},"PeriodicalIF":4.4,"publicationDate":"2024-10-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143115554","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}
Olaya Moldes, Tomasz Zaleskiewicz, Agata Gąsiorowska
{"title":"Breaking the Loop: A Meta-Analysis on the Bidirectional Effects of Materialism on Social Well-Being Outlining Future Research Directions","authors":"Olaya Moldes, Tomasz Zaleskiewicz, Agata Gąsiorowska","doi":"10.1002/cb.2409","DOIUrl":"https://doi.org/10.1002/cb.2409","url":null,"abstract":"<p>This meta-analysis examines correlational and experimental research linking materialism—broadly understood as an excessive focus on acquiring wealth and possessions that convey status—and social well-being—characterised by healthy interpersonal relationships and a sense of social support and integration. We identified 55 reports containing 72 independent studies and 123 effect sizes (<i>N</i> = 44,376). Meta-analytic calculations yielded a pooled effect of <i>r</i> = −0.18, suggesting that the effects of materialism on social well-being (e.g., loneliness or relationship satisfaction) may be greater than the effects of materialism on individual well-being (e.g., self-esteem or life satisfaction). Moderation analyses revealed that the effects are bi-directional, consistent across genders and cultures and significantly stronger in children and adolescents. These findings emphasise the universal and reciprocal link between materialism and social well-being and highlight the particular vulnerability of younger populations. Based on the results, we propose suggestions for further research to address the existing gaps and strengthen the current evidence, and recommend a sample size of 240 participants for correlational studies and 50 participants per group for experimental research. This work calls for targeted interventions and policies to tackle the adverse social effects of materialism, particularly among young populations.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 1","pages":"233-246"},"PeriodicalIF":4.4,"publicationDate":"2024-10-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/cb.2409","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143115551","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":"Which Moments Matter Most? Investigating Boundary Conditions of the Effect of Specific Moments on Overall Evaluations of Customer Experiences","authors":"Aleksandar Blečić, Sabine Kuester","doi":"10.1002/cb.2411","DOIUrl":"https://doi.org/10.1002/cb.2411","url":null,"abstract":"<p>Customer experience (CE) often occurs as a temporal sequence of events that unfold over time. This research investigates the circumstances under which specific moments in the temporal sequence of a CE, such as the beginning or the end, have a disproportionate effect on customers' overall CE evaluations. Specifically, this research explores two boundary conditions of the effect of specific moments: incident valence and perceived control. The results of three scenario experiments, conducted with consumers in two contexts (hedonic and utilitarian), reveal that negative incidents at the end of a CE disproportionately influence overall CE evaluations across these different service contexts, demonstrating recency effects. However, these recency effects do not occur for positive incidents and are only present for individuals with heightened perceived control. Our findings address recent calls to further explore the role of timing and valence in CE evaluations and provide novel insights into the moderating role of perceived control on the effect of specific moments on overall CE evaluations. This research also offers practical guidance to help managers design more effective CEs.</p>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 1","pages":"220-232"},"PeriodicalIF":4.4,"publicationDate":"2024-10-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://onlinelibrary.wiley.com/doi/epdf/10.1002/cb.2411","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143114872","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":"Are Recommendation Systems Annoying? An Empirical Study of Assessing the Impacts of AI Characteristics on Technology Well-Being","authors":"Zi Wang, Ruizhi Yuan, Boying Li","doi":"10.1002/cb.2408","DOIUrl":"https://doi.org/10.1002/cb.2408","url":null,"abstract":"<div>\u0000 \u0000 <p>Recommendation systems—that is, a class of machine learning algorithm tools that filter vendors' offerings based on customer data and automatically recommend or generate personalized predictions—are empowered by artificial intelligence (AI) technology and embedded with AI characteristics; but the potential consequences for customer well-being are greatly overlooked. Hence, this research investigates the impact of AI characteristics on technology well-being (self-efficacy, technology satisfaction, emotional dissonance, and autonomy) through two mechanisms: intuitiveness versus intrusiveness. A literature review which conceptualizes AI characteristics and technology well-being in the recommendation system context is followed by a US-based survey approach which shows that higher levels of information optimization, predictability, human likeness, and customizability lead to higher levels of intuitiveness, whereas only information optimization and human likeness leads to increased intrusiveness. However, both intuitiveness and intrusiveness are found to promote technology well-being in the context of a recommendation system, especially for those more vulnerable individuals who respond positively to intrusiveness. Hence, the conclusion is “the recommendations are not always annoying,” whereby the relationships between AI characteristics and technology well-being are significantly influenced by perceived intrusiveness. These findings help business practitioners to identify how consumers perceive and engage different AI characteristics, and therefore could better take care of technology well-being while boosting AI development.</p>\u0000 </div>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 1","pages":"178-200"},"PeriodicalIF":4.4,"publicationDate":"2024-10-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143113187","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 Effect of Robot Anthropomorphism on Customers' Attention Activation and Satisfaction","authors":"Yueqiao Qiao, Dian Song","doi":"10.1002/cb.2415","DOIUrl":"https://doi.org/10.1002/cb.2415","url":null,"abstract":"<div>\u0000 \u0000 <p>Prior research has predominantly focused on how interacting with anthropomorphic robots might affect customers' psychological processes and behaviors, wherein this stream of research has presented some inconsistent findings regarding its effectiveness in the service context. This research aims at taking a novel angle by illuminating on the <i>arousal</i>-based reaction among customers, and their subsequent satisfaction. Grounded in selective attention theory, this research develops a model in which robot anthropomorphism activates customers' attention, which in turn cultivates heightened customer satisfaction. Findings across an eye-tracking experiment (Study 1), a field survey study (Study 2), and a scenario-based experiment (Study 3) converge to provide support to the hypotheses. The results of our mixed-method approach shed new light on <i>how</i> robot anthropomorphism might impact customer satisfaction. Importantly, this study contributes to the research of service robot in the consumer psychology literature by disentangling an <i>attention</i> (<i>arousal</i>)-<i>based mechanism</i> through which robot anthropomorphism might induce positive customer outcomes. Meanwhile, it simultaneously offers timely and crucial managerial implications for practitioners to better understand the underlying arousal-based influences of digitalizing the service delivery among customers. This research ends with a discussion pertaining to its theoretical and practical implications.</p>\u0000 </div>","PeriodicalId":48047,"journal":{"name":"Journal of Consumer Behaviour","volume":"24 1","pages":"201-219"},"PeriodicalIF":4.4,"publicationDate":"2024-10-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143113188","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}
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}
{"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}
{"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}
{"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}