Journal of Retailing and Consumer Services最新文献_第3页

The art and impact of narrative: How streamer narrative styles shape consumers’ purchase intention 叙事的艺术与影响：流线叙事风格如何塑造消费者的购买意愿

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-06-06 DOI: 10.1016/j.jretconser.2025.104357

Kai Zhang, Biao Luo, Juanjuan Yan, Xiuzhen Weng

{"title":"The art and impact of narrative: How streamer narrative styles shape consumers’ purchase intention","authors":"Kai Zhang, Biao Luo, Juanjuan Yan, Xiuzhen Weng","doi":"10.1016/j.jretconser.2025.104357","DOIUrl":"10.1016/j.jretconser.2025.104357","url":null,"abstract":"<div><div>Now, live e-commerce has increasingly become a primary channel for consumer purchases. As the core of live e-commerce, streamers play a pivotal role in influencing consumer decisions and driving sales performance. However, previous scholars mainly focus on single dimensions such as personal characteristics, language style, and interaction type but rarely pay attention to the process of how streamers introduce products to the audience and prompt them to make purchases. To address this issue, this paper employs an innovative mixed-methods approach. First, a qualitative study categorizes streamer narrative styles into three types: Professional introduction narrative, Entertainment interaction narrative, and Scene storytelling narrative. Subsequently, a quantitative study explores the interaction effects between streamer narrative styles and product types. The findings reveal that for search products, the professional introduction and scene storytelling styles are more effective in increasing purchase intention compared to the entertainment interaction style. Similarly, for experience products, the professional introduction and entertainment interaction styles also outperform scene storytelling style in driving consumers' purchase intention. Finally, drawing on flow theory, this paper validates the mediating role of flow experience in the relationship between streamer narrative styles and consumers’ purchase intention.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"87 ","pages":"Article 104357"},"PeriodicalIF":11.0,"publicationDate":"2025-06-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144231165","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

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Is this review Helpful? How product gender, verification, and valence shape perceived helpfulness 这篇评论有帮助吗？产品性别、验证和价形如何感知有用性

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-06-06 DOI: 10.1016/j.jretconser.2025.104356

Sevincgul Ulu , Can Uslay , Sengun (Shen) Yeniyurt

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The effect of NFT visual quality on consumer evaluations of luxury goods in the metaverse NFT视觉质量对奢侈品消费者评价的影响

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-06-04 DOI: 10.1016/j.jretconser.2025.104346

Jungkeun Kim , Areum Cho , Tae Hyun Baek , Jooyoung Park , Joonheui Bae

{"title":"The effect of NFT visual quality on consumer evaluations of luxury goods in the metaverse","authors":"Jungkeun Kim , Areum Cho , Tae Hyun Baek , Jooyoung Park , Joonheui Bae","doi":"10.1016/j.jretconser.2025.104346","DOIUrl":"10.1016/j.jretconser.2025.104346","url":null,"abstract":"<div><div>Luxury brands creating non-fungible tokens (NFTs) often face technical constraints that compromise visual aesthetics, potentially conflicting with their high-end image. This study investigates how the visual quality of NFTs and the presence of price information influence consumer perceptions of luxury goods in the metaverse across three experimental studies. Study 1 compared consumer evaluations across three conditions: good-quality NFT, poor-quality NFT, and no NFT. The findings revealed that poor NFT visual quality negatively influenced evaluations of the original product, with perceived authenticity identified as the key underlying mechanism. Study 2 examined whether this negative effect could be mitigated by the presence of price information. The results showed that a poor-quality NFT accompanied by price information resulted in more favorable evaluations of the original bag, regardless of style similarity. Study 3 replicated these findings using a three-condition design (low-price NFT, high-price NFT, and no NFT), demonstrating that the mitigating role of price information. Together, these findings contribute to the emerging digital fashion literature by highlighting the importance of visual quality and price transparency in NFT-based luxury marketing strategies within the metaverse.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"87 ","pages":"Article 104346"},"PeriodicalIF":11.0,"publicationDate":"2025-06-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144204704","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"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

Healthcare influencer-follower relationships: The roles of truthful endorsement and endorsement overload 医疗保健影响者-追随者关系：真实认可和认可超载的作用

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-06-04 DOI: 10.1016/j.jretconser.2025.104348

Monica Priyadarshini Roy, Chandrasekaran Padmavathy

引用次数: 0

A path from multichannel customer data to real-time personalization: Predicting customers’ psychological traits through machine learning 从多渠道客户数据到实时个性化的路径：通过机器学习预测客户的心理特征

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-06-03 DOI: 10.1016/j.jretconser.2025.104349

Jan Blömker, Carmen-Maria Albrecht

{"title":"A path from multichannel customer data to real-time personalization: Predicting customers’ psychological traits through machine learning","authors":"Jan Blömker, Carmen-Maria Albrecht","doi":"10.1016/j.jretconser.2025.104349","DOIUrl":"10.1016/j.jretconser.2025.104349","url":null,"abstract":"<div><div>This study explores the feasibility of inferring psychological traits from multichannel customer data using machine learning algorithms. Partnering with a German fashion retailer, the data from 7188 customers who completed an online survey assessing their psychological traits alongside multichannel customer data from the retailer's CRM database were analyzed. The study demonstrates that domain-specific traits such as risk attitude, chronic shopping orientation, need for touch, need for interaction, need for cognition, quality consciousness, and price consciousness can be inferred with moderate to high accuracy. A comparative analysis indicates that the predictive models developed in this study outperform those models trained on alternative digital data records. The findings underline the value of leveraging multichannel customer data to accurately predict individual psychological traits, thus enabling more personalized and automated marketing strategies. This study also provides a methodological framework for practitioners and researchers to utilize psychological trait prediction from digital customer data, advancing the capabilities of marketing automation, such as psychological targeting and real-time personalization in commercial settings.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"87 ","pages":"Article 104349"},"PeriodicalIF":11.0,"publicationDate":"2025-06-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144204703","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"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

Promoting textile product repair services in the European setting: do emotions shape consumers’ evaluations? 在欧洲环境下促进纺织品维修服务：情绪会影响消费者的评价吗？

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-06-03 DOI: 10.1016/j.jretconser.2025.104350

Debora Bettiga, Marco Mandolfo, Giuliano Noci

引用次数: 0

Strategic choices in live-streaming e-commerce: Balancing live-streaming selling mode and return-freight insurance strategy 直播电商的战略选择：平衡直播销售模式与退货运费保险策略

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-06-02 DOI: 10.1016/j.jretconser.2025.104347

Zhongwei Chen , Chenlu Ji , Lin Zhang , Jianghua Zhang

{"title":"Strategic choices in live-streaming e-commerce: Balancing live-streaming selling mode and return-freight insurance strategy","authors":"Zhongwei Chen , Chenlu Ji , Lin Zhang , Jianghua Zhang","doi":"10.1016/j.jretconser.2025.104347","DOIUrl":"10.1016/j.jretconser.2025.104347","url":null,"abstract":"<div><div>Live-streaming commerce is swiftly rising. While collaborating with Key Opinion Leaders (KOLs) enhances sales through product information sharing, pricing constraints and high commission fees erode the e-tailer's margins. Currently, self-streaming powered by artificial intelligence (AI) offers cost-efficient alternatives by reducing product unfit risks. However, persistent mismatch concerns still make the e-tailer offer return-freight insurance (RI) popular. We explore how the e-tailer strategically selects live-streaming modes (top KOL, regular KOL, or self-streaming with AI) and RI strategies. Using a two-stage game-theoretic model, we have following key findings. Offering RI will increase the retail price, with KOLs increasing commission fees only when their role in reducing product misfit risks is limited. Compared to a regular KOL, the top KOL may leverage the bargaining power to drive down the retail price. Additionally, the e-tailer is most likely to offer RI when contracting with a regular KOL (due to limited misfit reduction) and least with self-streaming with AI. Crucially, offering RI can complement the top KOL collaboration but cannot substitute it. The findings further indicate that if unit product salvage is low, or unit salvage is high while the top KOL shows high fan effects, the e-tailer may prefer a top KOL; otherwise, choosing a regular KOL is the optimal solution. In particular, self-streaming with AI thrives if there are low AI adoption costs and weak KOLs' fan effects, especially when unit salvage is low. These results can help e-commerce platforms optimize commissions, enhance streaming partnerships, and improve AI tools for better consumer-product matching.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"86 ","pages":"Article 104347"},"PeriodicalIF":11.0,"publicationDate":"2025-06-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144189713","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"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 role of sales magnet products in the sustainability of local grocery stores: An example of a grocery store focusing on local delicatessen products in Turkiye 销售磁铁产品在当地杂货店可持续性中的作用：以土耳其一家专注于当地熟食产品的杂货店为例

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-06-02 DOI: 10.1016/j.jretconser.2025.104338

Meltem Yuksektepe , Selcuk Burak Hasiloglu

{"title":"The role of sales magnet products in the sustainability of local grocery stores: An example of a grocery store focusing on local delicatessen products in Turkiye","authors":"Meltem Yuksektepe , Selcuk Burak Hasiloglu","doi":"10.1016/j.jretconser.2025.104338","DOIUrl":"10.1016/j.jretconser.2025.104338","url":null,"abstract":"<div><div>The sustainability of local grocery stores in developing countries is a significant issue from both economic and social perspectives. These groceries play a pivotal role in supporting the local economy, generating employment opportunities and preserving cultural heritage. However, competition from large global retail chains poses a threat to the economic sustainability of local grocery stores. On the other hand, the sustainability of local products has gained importance in terms of environmental impact, resource utilisation and the development of local communities. The overarching objective of the research is to elucidate the pivotal role of a focus on local products as a sales magnet in ensuring the sustainability of local grocery stores. In this regard, the research undertakes a comprehensive evaluation of a local grocery store (Yüksektepe) operating in one province of Turkiye. The research framework encompasses three distinct studies. Study 1: Creation of a perception map of all local, global and online food retailers in the province; Study 2: Evaluation of local delicatessen products in terms of sales magnets; Study 3: Selection of advertising slogans for sales magnet of local products. The paper emphasises the importance of focusing on local sales magnets for the sustainability of local food businesses. The findings of our research indicate that the position of Yüksektepe in relation to its competitors and the local products (especially smoked yoghurt) in its delicatessen serve as sales magnets. In this direction, the implementation of promotional activities with intriguing advertising campaign slogans for sales magnet local smoked yogurt in the sustainability of the local grocery store has a positive effect against its competitors.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"86 ","pages":"Article 104338"},"PeriodicalIF":11.0,"publicationDate":"2025-06-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144189706","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"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

Shaping hedonic-utilitarian attitudes and consumer Intentions: The determinant role of the indulgence vs. restraint culture dimension 享乐-功利态度与消费者意向的塑造：放纵与节制文化维度的决定作用

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-06-02 DOI: 10.1016/j.jretconser.2025.104344

Ali Heydari , Michel Laroche , Michele Paulin , Marie-Odile Richard

{"title":"Shaping hedonic-utilitarian attitudes and consumer Intentions: The determinant role of the indulgence vs. restraint culture dimension","authors":"Ali Heydari , Michel Laroche , Michele Paulin , Marie-Odile Richard","doi":"10.1016/j.jretconser.2025.104344","DOIUrl":"10.1016/j.jretconser.2025.104344","url":null,"abstract":"<div><div>This paper utilizes the newly developed individual-level scale for the indulgence vs. restraint cultural dimension to test a conceptual model examining its role as a determinant of hedonic and utilitarian attitudes and its impact on word-of-mouth (WOM) and repurchase intentions. The model explores the mediating role of positive post-purchase emotions on the influence of indulgence vs. restraint on hedonic and utilitarian attitudes. It also serves as a nomological framework for the newly developed individual-level indulgence vs. restraint scale. Using data from two product and service contexts (restaurant and car/cellphone, n = 458 Canadian and American respondents via MTurk), the results reveal that both hedonic and utilitarian attitudes mediate the relationships between individual-level indulgence vs. restraint and WOM and repurchase intentions, with stronger mediation for hedonic attitudes. Positive post-purchase emotions further mediate the relationships between indulgence vs. restraint and both attitudes. Sweetspot analysis was applied to enhance causal inference and reliability of mediation relationships. The study provides insights for aligning resources, communication, and marketing strategies with diverse customer needs across product and service settings.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"86 ","pages":"Article 104344"},"PeriodicalIF":11.0,"publicationDate":"2025-06-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144189796","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"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

Can higher delivery costs promote greener practices? Consumer behaviour insights from Barcelona 更高的运输成本能促进更环保的做法吗？巴塞罗那的消费者行为洞察

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-05-30 DOI: 10.1016/j.jretconser.2025.104343

Maria Savall-Mañó , Hannah Hook , Mohamed Abouelela

{"title":"Can higher delivery costs promote greener practices? Consumer behaviour insights from Barcelona","authors":"Maria Savall-Mañó , Hannah Hook , Mohamed Abouelela","doi":"10.1016/j.jretconser.2025.104343","DOIUrl":"10.1016/j.jretconser.2025.104343","url":null,"abstract":"<div><div>Introducing costs for receiving online purchases is increasingly viewed by public administrations as a strategy to mitigate the impact of business-to-consumer (B2C) distribution in urban environments. A prominent example of this approach was the Fiscal Ordinance introduced by the Barcelona City Council in 2023. Although it was subsequently annulled by the judicial system, the municipality of Barcelona, along with other municipalities, continues to explore the development of a fee aimed at encouraging consumers to collect parcels from designated pick-up points, such as local businesses or lockers. However, before implementing such regulations, it is crucial to thoroughly analyse consumer behaviour within the city, with a focus on the factors influencing changes in delivery preferences. Since consumer choices are shaped not only by individual characteristics but also by local transport infrastructure and cultural context, this paper addresses that need by presenting the results of a 2024 survey conducted with a random sample of 638 Barcelona residents. The analysis includes a review of socio-demographic characteristics, followed by a cluster analysis, chi-square tests, and multinomial logistic regression. The study identifies four distinct consumer segments: occasional male shoppers, frequent male shoppers, regular female shoppers, and occasional female shoppers. The findings suggest that while increasing home delivery costs may encourage some behavioural changes, it is unlikely to significantly influence the most frequent online shoppers in Barcelona. As such, alternative strategies should be considered to promote more sustainable last-mile logistics in the city.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"86 ","pages":"Article 104343"},"PeriodicalIF":11.0,"publicationDate":"2025-05-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144179470","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"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