Journal of Retailing and Consumer Services最新文献_第9页

Decoding influencer marketing effectiveness on instagram: Insights from image, text, and influencer features 解读instagram上的网红营销效果：从图片、文本和网红特征中获得的见解

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-03-15 DOI: 10.1016/j.jretconser.2025.104285

Yu-Hsiang Hsiao, Yi-Yi Lin

{"title":"Decoding influencer marketing effectiveness on instagram: Insights from image, text, and influencer features","authors":"Yu-Hsiang Hsiao, Yi-Yi Lin","doi":"10.1016/j.jretconser.2025.104285","DOIUrl":"10.1016/j.jretconser.2025.104285","url":null,"abstract":"<div><div>Influencer marketing has become a crucial strategy for modern brands. By collaborating with influencers to publish sponsored posts on social media platforms, brands can leverage influencer popularity and follower engagement to enhance brand exposure and attract potential consumers. This study aims to predict the popularity of sponsored posts on Instagram and analyze the factors influencing their effectiveness. To achieve this, four distinct feature sets were extracted from sponsored posts: image visual features, image topic features, text topic features, and influencer features. These features were used individually and in combination as predictive variables to develop models for predicting post popularity using various methods. Experimental results demonstrate that the predictive models achieve strong performance, with the best results obtained when incorporating all four feature sets, highlighting the importance of considering multiple factors in evaluating sponsored post effectiveness. Furthermore, this study employs the Taguchi experiments to analyze the relative contribution of the four feature sets to the post popularity and utilizes odds ratio analysis from logistic regression to provide detailed insights into the impact of individual features. By examining the influence of visual, textual, and influencer-related factors, this study offers valuable guidance for brands in selecting influencers and optimizing post content, providing deeper insights into influencer marketing strategies.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"85 ","pages":"Article 104285"},"PeriodicalIF":11.0,"publicationDate":"2025-03-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143629565","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

Signaling cost to distributive fairness sensitive customers with price guarantee window 具有价格保证窗口的分配公平敏感用户的信号成本

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-03-13 DOI: 10.1016/j.jretconser.2025.104284

Zhiguo Li , Qianqian Cao , Xiaoyuan Xu , Hongwu Zhang

{"title":"Signaling cost to distributive fairness sensitive customers with price guarantee window","authors":"Zhiguo Li , Qianqian Cao , Xiaoyuan Xu , Hongwu Zhang","doi":"10.1016/j.jretconser.2025.104284","DOIUrl":"10.1016/j.jretconser.2025.104284","url":null,"abstract":"<div><div>This study investigates the influence of consumers' distributive fairness(DF) perceptions on a firm's optimal price guarantee window (PGW) decisions and cost disclosure strategies. The intertemporal signaling game model is employed to analyze two disclosure strategies, namely Proactive Disclosure and Retained Information. We show that a high-cost firm has an incentive to mimic the PGW decisions of a low-cost firm to be perceived as low-cost by consumers, and vice versa, creating a bidirectional imitation phenomenon. Secondly, when consumers have weak perceptions of DF, the disclosure of cost information reduces the PGW of the low-cost firm, challenging the traditional view that transparency always requires a low-cost firm to bear more service expenses. Thirdly, in a pooling equilibrium, different levels of consumers' distributive fairness perceptions lead to cost-information disclosure having the opposite effect on the demand of the high-type firm in the first period. Finally, when consumers' DF perceptions are weak, disclosing product cost information benefits the low-cost firm over the high-cost firm, and vice versa, indicating that the strategic value of cost disclosure depends on the interplay between cost state and consumer perceptions. Our findings offer valuable insights for managers, emphasizing the importance of aligning price service and cost transparency strategies with consumer DF perceptions.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"85 ","pages":"Article 104284"},"PeriodicalIF":11.0,"publicationDate":"2025-03-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143610754","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 colorful = purer? The effect of packaging colorfulness on product purity perception 色彩越少=越纯净？包装色彩对产品纯度感知的影响

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-03-10 DOI: 10.1016/j.jretconser.2025.104283

Zhiyuan Huang, Xiaohe Dai

引用次数: 0

The way out – Customer benefits and self-service satisfaction in cashierless shopping systems 出路 - 无收银台购物系统的客户利益和自助服务满意度

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-03-10 DOI: 10.1016/j.jretconser.2025.104280

Carsten D. Schultz , Friederike Paetz

{"title":"The way out – Customer benefits and self-service satisfaction in cashierless shopping systems","authors":"Carsten D. Schultz , Friederike Paetz","doi":"10.1016/j.jretconser.2025.104280","DOIUrl":"10.1016/j.jretconser.2025.104280","url":null,"abstract":"<div><div>Introducing cashierless shopping systems offers an opportunity to innovate the checkout process for stationary retailers who encounter significant competition from both, existing stationary competitors and online retailers. The present study analyzes three types of cashierless shopping systems: mobile apps, face recognition, and self-checkouts. Following a review of customer benefits of digitization in stationary retailing, we integrate customer convenience, empowerment, and experience as well as self-service satisfaction in the Unified Theory of Acceptance and Use of Technology. An initial study with 406 participants validates the underlying framework while extending it with technology affinity and privacy concerns. Customer benefits in cashierless systems are explored based on 539 questionnaires. Performance expectancy, effort expectancy, customer empowerment, and customer experience positively impact shoppers’ self-service satisfaction and willingness to use cashierless systems. Conversely, concerns about data privacy have a negative effect. The results reveal that participants perceive all types of cashierless shopping systems as comparatively similar. These systems perform the checkout process, empower shoppers, create positive service experiences, and adhere to data protection regulations. Qualitative insights ultimatively identify five key topics: convenience, security concerns, social concerns, technical concerns, and the shopping situation. These findings highlight the complexity of customer preferences regarding cashierless shopping systems.</div></div>","PeriodicalId":48399,"journal":{"name":"Journal of Retailing and Consumer Services","volume":"85 ","pages":"Article 104280"},"PeriodicalIF":11.0,"publicationDate":"2025-03-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143593684","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"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

Unpacking conflicting evaluations and ambivalence in online hotel booking: The moderating role of perceived enjoyment in user retention 在线酒店预订中的矛盾评价和矛盾心理：感知享受在用户留存中的调节作用

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 在会话建议中裁剪解释：决策上下文和用户界面的影响

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

Retraction notice to “Understanding the effects of live streamers’ appearance and abilities in shaping consumer purchase: A cross-cultural empirical research” [J. Retailing and Consum. Serv. 81 (2024) 104031] “网络直播对消费者购买行为影响的跨文化实证研究”[J]。零售和消费。服务81 (2024)104031]

IF 11 1区管理学

Journal of Retailing and Consumer Services Pub Date : 2025-03-05 DOI: 10.1016/j.jretconser.2025.104279

Zerong Wang , Zeen Wang , Denisa Rinprasertmeechai , Saechoen Worawan

引用次数: 0

Optimizing gift card and pricing strategies in the presence of double mental discounting 在双重心理折扣的情况下优化礼品卡和定价策略

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 压力更小，延迟更少：复杂的人工智能在奢侈品零售中减轻决策疲劳和购买延迟的作用

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

I am not like them: A terror management theory perspective on the consumer separation tendency of pet profile images 我不像他们：宠物头像消费者分离倾向的恐惧管理理论视角

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