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

Unpacking conflicting evaluations and ambivalence in online hotel booking: The moderating role of perceived enjoyment in user retention

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-03-06 DOI: 10.1016/j.jretconser.2025.104266

Yixiu Yu , Fred Davis , Eric Walden , Ofir Turel

{"title":"Unpacking conflicting evaluations and ambivalence in online hotel booking: The moderating role of perceived enjoyment in user retention","authors":"Yixiu Yu , Fred Davis , Eric Walden , Ofir Turel","doi":"10.1016/j.jretconser.2025.104266","DOIUrl":"10.1016/j.jretconser.2025.104266","url":null,"abstract":"<div><div>The online travel industry, particularly hotel booking platforms, operates in a highly competitive environment where user retention is crucial for reducing acquisition costs and ensuring long-term profitability. While ambivalence toward technology has been linked to unfavorable outcomes, its antecedents and associations with user retention in the context of online hotel booking platforms remain underexplored. This study addresses this gap by examining how key platform features—perceived security risk, effort, usefulness, and enjoyment—are associated with user ambivalence and retention. Using structural equation modeling with survey data from 387 participants, the findings reveal that perceived usefulness and enjoyment are negatively associated with ambivalence, whereas perceived effort and security risk are positively associated with it. Ambivalence, in turn, is negatively associated with user retention. Additionally, perceived enjoyment moderates this relationship by weakening the negative association between ambivalence and retention. Mediation analyses suggest that ambivalence partially mediates the relationships between perceived usefulness and enjoyment with retention, while fully mediating the associations between perceived effort and security risk with retention. These findings highlight the importance of addressing user ambivalence and provide actionable insights for enhancing user retention. Strategies such as improving enjoyable features and addressing perceived effort and security concerns may contribute to increased engagement and competitiveness in online hotel booking platforms.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"85 ","pages":"Article 104266"},"PeriodicalIF":11.0,"publicationDate":"2025-03-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143548390","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

Tailoring explanations in conversational recommendations: The impact of decision contexts and user interfaces

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-03-05 DOI: 10.1016/j.jretconser.2025.104281

Qian Qian Chen , Li Min Lin , Youjae Yi

{"title":"Tailoring explanations in conversational recommendations: The impact of decision contexts and user interfaces","authors":"Qian Qian Chen , Li Min Lin , Youjae Yi","doi":"10.1016/j.jretconser.2025.104281","DOIUrl":"10.1016/j.jretconser.2025.104281","url":null,"abstract":"<div><div>Explainability is crucial for building trust in traditional recommendation systems, yet its role in conversational settings is underexplored. Across three experimental studies (N = 1,429), we used between-subjects designs featuring diverse product categories (cameras, smartwatches, headphones) to examine the interactive effects of post hoc explanations (expert validation-based vs. consensus validation-based) and decision-making domains (hedonic vs. utilitarian) on consumer responses to conversational recommendations. We further examined how consumer decision-making styles (intuitive vs. rational) and user interfaces (text-based vs. voice-based) moderated these effects. Results show that post hoc explanations enhance perceived transparency and interpretability, thereby increasing consumer trust in conversational recommendations. In text-based interfaces, consumers making hedonic decisions preferred consensus-based explanations, whereas no clear preference emerged for utilitarian decision-makers. In voice-based interfaces, utilitarian consumers favored consensus-based explanations, while no significant preference was observed for hedonic decisions. Furthermore, intuitive consumers preferred consensus-based explanations for hedonic decisions and expert-based explanations for utilitarian decisions. Rational consumers consistently favored consensus-based explanations across both decision-making domains. These findings provide valuable insights for designing conversational recommendation systems on e-commerce platforms. By tailoring explanations to decision domains, user interfaces, and consumer decision-making styles, businesses can foster greater trust and engagement, driving more favorable purchasing behaviors and improving business outcomes.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"85 ","pages":"Article 104281"},"PeriodicalIF":11.0,"publicationDate":"2025-03-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143548389","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

Optimizing gift card and pricing strategies in the presence of double mental discounting

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-03-01 DOI: 10.1016/j.jretconser.2025.104269

Jie Cui, Jingming Pan

{"title":"Optimizing gift card and pricing strategies in the presence of double mental discounting","authors":"Jie Cui, Jingming Pan","doi":"10.1016/j.jretconser.2025.104269","DOIUrl":"10.1016/j.jretconser.2025.104269","url":null,"abstract":"<div><div>Gift card promotions are widely used in the retail industry and often lead to a phenomenon known as double mental discounting, where consumers mentally deduct the gift card value from their purchase costs multiple times—both when they receive and redeem the card. This paper develops an analytical model to examine the impact of double mental discounting on retailers' promotion and pricing decisions within a two-period framework. The results indicate that retailers' decisions to implement gift card strategies depend on both the double mental discounting and the cash equivalent effects. When offering gift card promotions, retailers generally provide high-value gift cards and raise prices to stimulate consumer purchases while preserving revenue. The double mental discounting effect positively influences gift card value but may negatively impact prices. Additionally, when consumers exhibit inconsistency in their perceived value of gift cards, retailers are even more inclined to offer gift card promotions. Furthermore, we extend the basic model to incorporate consumer heterogeneity in cash equivalent effects, retailer sales costs and competition. This study provides valuable managerial insights for retailers, particularly in identifying when and how to deploy gift card promotions in the presence of double mental discounting.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"85 ","pages":"Article 104269"},"PeriodicalIF":11.0,"publicationDate":"2025-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143520422","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

Less stress, fewer delays: The role of sophisticated AI in mitigating decision fatigue and purchase postponement in luxury retail

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-02-28 DOI: 10.1016/j.jretconser.2025.104268

Jiarui Li, Jiyun Kang

{"title":"Less stress, fewer delays: The role of sophisticated AI in mitigating decision fatigue and purchase postponement in luxury retail","authors":"Jiarui Li, Jiyun Kang","doi":"10.1016/j.jretconser.2025.104268","DOIUrl":"10.1016/j.jretconser.2025.104268","url":null,"abstract":"<div><div>Purchase postponement is a critical issue for luxury retailers, as consumers often browse or try luxury goods but ultimately delay or abandon purchases. This study explores how retail technologies can address this problem. While sophisticated AI offers diversified recommendations and hyper-personalized options, it can overwhelm consumers, increasing their decision fatigue and purchase postponement. However, it also has the potential to facilitate consumers' decision-making. Building on the <em>stressor-strain-outcome</em> framework, this study examines whether luxury consumers’ experiences with different levels of AI sophistication (high vs. low) show varying levels of purchase postponement (Study 1) and further explores the underlying mechanisms by which sophisticated AI mitigates decision fatigue and purchase postponement (Study 2). Results from two online experiments indicate that luxury consumers who interacted with highly sophisticated AI exhibited lower levels of purchase postponement, even among those with higher goal orientations. This is because luxury consumers perceive sophisticated AI as having more mind-like qualities (agency and experience), enhancing their perceived trust and empathy, which helps alleviate decision fatigue and purchase postponement, especially when service embarrassment is low. This paper makes a significant contribution to the body of knowledge in AI services, retailing, and luxury consumer research, and provides practical insights for luxury retailers with strategies to prevent and mitigate consumer decision fatigue and purchase postponement.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"85 ","pages":"Article 104268"},"PeriodicalIF":11.0,"publicationDate":"2025-02-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143511892","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

Research on the impact of matched effects between green advertising appeals and product type on consumer purchase intention

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-02-27 DOI: 10.1016/j.jretconser.2025.104265

Fei Zhang , Yi Zhang , Shiyu Liao , Xingjian Zhou , Xiaogang Ma

{"title":"Research on the impact of matched effects between green advertising appeals and product type on consumer purchase intention","authors":"Fei Zhang , Yi Zhang , Shiyu Liao , Xingjian Zhou , Xiaogang Ma","doi":"10.1016/j.jretconser.2025.104265","DOIUrl":"10.1016/j.jretconser.2025.104265","url":null,"abstract":"<div><div>With increasing global attention to environmental issues, green marketing has become a vital component of corporate strategy. Consequently, designing effective green advertising strategies to attract consumers has garnered significant interest. This paper employs experimental methods to investigate the impact mechanism of green advertising appeals—specifically, egoistic appeals versus altruistic appeals—on consumers' green purchase intentions. Additionally, it utilizes the Elaboration Likelihood Model and Construal Level Theory to elucidate the internal mechanisms at play. The findings indicate that: (a) green advertising appeals exert a substantial influence on consumers' green purchase intentions and perceived information credibility, with egoistic appeals exhibiting a more pronounced effect than altruistic appeals; (b) there exists a significant mediating effect through consumers' perceived information credibility; (c) product type serves as a moderator between green advertising appeals and consumers' purchase intentions. Specifically, when purchasing utilitarian products, egoistic appeals enhance consumers' green purchase intentions and perceived information credibility compared to altruistic appeals. Conversely, when purchasing hedonic products, altruistic appeals prove more effective than egoistic appeals. Ultimately, the study's conclusion offers insights and recommendations for enhancing the efficacy of enterprise green advertising strategies.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"85 ","pages":"Article 104265"},"PeriodicalIF":11.0,"publicationDate":"2025-02-27","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143510676","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

I am not like them: A terror management theory perspective on the consumer separation tendency of pet profile images

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-02-27 DOI: 10.1016/j.jretconser.2025.104239

Yongdan Liu , Matthew Tingchi Liu , Yutong Ma

引用次数: 0

E-commerce enterprise flexibility leading to better customer perception

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-02-26 DOI: 10.1016/j.jretconser.2025.104267

Wieslaw Urban , Barbara Buraczyńska

{"title":"E-commerce enterprise flexibility leading to better customer perception","authors":"Wieslaw Urban , Barbara Buraczyńska","doi":"10.1016/j.jretconser.2025.104267","DOIUrl":"10.1016/j.jretconser.2025.104267","url":null,"abstract":"<div><div>This study aims to assess the level of organizational flexibility in e-commerce enterprises and to develop a structural model that identifies the key factors contributing to flexibility and their impact on customer service perception. The importance of customer perception in e-commerce is undeniable; however, the intra-organizational factors that contribute to it remain unclear. One such factor is flexibility, which has not yet been thoroughly researched. The survey was conducted on a random sample of 213 e-commerce companies of different sizes. The structural equation modelling (SEM) revealed that two factors significantly influence customer perception: assortment flexibility along with price and margin flexibility. Additionally, it was found that management's openness to change and the type of software utilized affect the degree of these flexibilities. This indicates that e-commerce companies should implement strategies to enhance flexibility in shaping their offerings to improve customers' perception of the services provided. It is recommended to foster management's openness to change in order to respond swiftly to evolving customer expectations. Furthermore, software functionalities that facilitate greater organizational flexibility are highly valued.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"85 ","pages":"Article 104267"},"PeriodicalIF":11.0,"publicationDate":"2025-02-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143488970","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

Optimizing cooperation mechanisms for augmented reality (AR) services: Balancing product returns, pricing, and customer satisfaction

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-02-25 DOI: 10.1016/j.jretconser.2025.104263

Zhitang Li , Peng He , Henry Xu

{"title":"Optimizing cooperation mechanisms for augmented reality (AR) services: Balancing product returns, pricing, and customer satisfaction","authors":"Zhitang Li , Peng He , Henry Xu","doi":"10.1016/j.jretconser.2025.104263","DOIUrl":"10.1016/j.jretconser.2025.104263","url":null,"abstract":"<div><div>Augmented Reality (AR) enhances user interaction with digital overlays, improving product marketing. This study investigates the interplay between AR services provided by influencers and product returns, focusing on two cooperation mechanisms: the agency mechanism (collaboration with suppliers) and the self-built store mechanism (independent operations with suppliers). Our research delves into the challenge of product returns and explores cooperation mechanisms between product suppliers and influencers utilizing AR services. The research results first show that higher customer satisfaction and providing AR services tend to increase product price and lead to higher return rates, while lower customer satisfaction and the absence of AR services result in lower product price but higher customer retention. Secondly, under the agency mechanism, when return loss costs are higher and customer satisfaction is lower, influencers provide more AR services. In the customer keep phenomenon, influencers should consider the wholesale price level, in addition to the unit management cost when deciding on high-quality AR services. Thirdly, under the agency mechanism, influencers choose to provide AR services only when customer satisfaction is very low but refrain in the self-built store mechanism. In addition, when customer satisfaction is higher, influencers can consider providing AR services and accepting returns. Furthermore, from the perspective of influencers, the agency mechanism is more advantageous when AR services are provided, while the self-built store mechanism is optimal without AR services under low satisfaction. High satisfaction consistently favors the agency mechanism.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"85 ","pages":"Article 104263"},"PeriodicalIF":11.0,"publicationDate":"2025-02-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143488969","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

How to present food images on packaging? The influence of aesthetics design on consumers' perceived healthiness

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-02-24 DOI: 10.1016/j.jretconser.2025.104264

Linfeng Hu , Sainan Wang , Jiehui Zheng , Qianwen Xu

{"title":"How to present food images on packaging? The influence of aesthetics design on consumers' perceived healthiness","authors":"Linfeng Hu , Sainan Wang , Jiehui Zheng , Qianwen Xu","doi":"10.1016/j.jretconser.2025.104264","DOIUrl":"10.1016/j.jretconser.2025.104264","url":null,"abstract":"<div><div>Product images on packaging are widespread and essential marketing tools in retailing. Consumers increasingly rely on packaging designs to infer healthiness of food. However, it remains unclear whether the presentation style of food images on packaging influences the perceived healthiness. This study delves into the impact of classical aesthetics design in presenting food images on healthiness judgments, as well as its mechanism and boundary, through five experiments. The results indicate that high classical aesthetic presentation of food images enhances consumers' healthiness perception and purchase intention, with perceived naturalness playing a mediating role. Moreover, including organic label on packaging moderates this aesthetics effect. Specifically, when an organic label is present, perceived naturalness fails to mediate the effect of aesthetics on perceived healthiness. These findings enrich the literature about effects of product images and expand aesthetics research in packaging field, while also offer insights for optimizing packaging marketing strategies and promoting consumers' healthy decision-making.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"85 ","pages":"Article 104264"},"PeriodicalIF":11.0,"publicationDate":"2025-02-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143474557","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

Blockchain meets luxury: The role of NFT authentication in luxury retail platforms

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-02-20 DOI: 10.1016/j.jretconser.2025.104262

Jisu Jang, Jiyun Kang

{"title":"Blockchain meets luxury: The role of NFT authentication in luxury retail platforms","authors":"Jisu Jang, Jiyun Kang","doi":"10.1016/j.jretconser.2025.104262","DOIUrl":"10.1016/j.jretconser.2025.104262","url":null,"abstract":"<div><div>With the growing popularity of online luxury retail platforms, authentication of luxury products and institutional trust in online retailers are becoming increasingly important. Due to the inability to physically inspect offerings in person, consumers may have heightened anxiety and reduced trust in luxury products and retailers. Therefore, this research explores how a novel retail technology––blockchain-enabled non-fungible token (NFT) authentication––can address this issue. Specifically, grounded on warranting theory and institution-based trust theory, this research explores how NFT authentication influences purchase intention through warranting value and structural assurance. Using a two-stage experimental approach with a sample of U.S. luxury consumers aged 18–58 years, who are known to represent the majority of consumers in the luxury market, the research initially focuses on new luxury consumption (Study 1) and extends the insights to pre-loved consumption (Study 2). The serial multiple mediation analyses show that NFT authentication significantly enhances purchase intention in both new and pre-loved luxury platforms, mediated by warranting value and structural assurance. Notably, NFT authentication directly increases purchase intention only for pre-loved luxury goods. This study contributes significantly to the body of knowledge on digital transformation in retailing and luxury consumer research. The implications suggest that luxury retailers can strategically leverage blockchain technology to differentiate themselves in a competitive market.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"84 ","pages":"Article 104262"},"PeriodicalIF":11.0,"publicationDate":"2025-02-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143453973","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