Search results

This paper aims to empirically examine the distinct antecedents of cognitive and affective brand trust in the context of baby care toiletry brands. Further, the moderating role of the mother’s personality traits on the relationship between brand trust and its antecedents is investigated.

The study methodology involves two phases: exploratory and descriptive. The exploratory phase, with the support of a focused literature review, results in a theoretical framework that is later validated through the survey-based empirical phase.

The study finds that brand predictability and brand innovativeness are antecedents of cognitive brand trust, whereas brand intimacy is a driver of affective brand trust. The study confirms that agreeableness positively moderates the relationship between brand intimacy and affective brand trust, whereas conscientiousness positively moderates the relationship between brand predictability and cognitive brand trust.

The study recommends marketing strategy approaches for baby care product companies, including the essential factors they must keep in mind for promoting their brand and winning the trust of mothers.

The study is among the few empirical investigations that examine the role of the moderating effect of personality traits on the relationship between brand trust and its antecedents, in the little-researched context of the high perceived risk category of baby care toiletry products in an emerging-market context.

Marketing Management, Entrepreneurship.

This case meant for advanced undergraduate students, taking courses of marketing management that covers the topics related to pricing strategies. With regard to strategic marketing class, this case can be used to explain how pricing strategy plays significant role in attracting and retaining customers.

This case teaches about the importance of understanding the marketing strategies pertaining to pricing. Nora the entrepreneur of Baby Dreams focusing on baby items was in a dilemma in deciding the appropriate pricing strategy for her business. She was in doubt whether her low-price strategy which she believed was appropriate for the low- and middle-income groups was the best strategy for her business. The drastic decrease in sales pushed her to think about the effectiveness of her pricing. All together, Nora owned three Baby Dreams’ outlets. However, due to poor sales, she had to shut down two outlets in 2013. For the last outlet, she had to take an immediate decision in terms of pricing, as the start-up money was depleting, and with no improvement, it was expected to be finished by May 2014.

Using this case, students will be able to have an intellectual openness in accepting different ways of finding a solution for a particular problem. This case illustrates the importance of understanding the marketing strategies pertaining to pricing. Moreover, it is also highlighted that, offering low price is not the panacea of sales decrease. It is also necessary for the small business’s survival to look at competitors’ pricing effort to come up with a better pricing policy.

Teaching Notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes.

This paper aims to consider the increased commercialisation of motherhood and particularly the consumer practices of women as they prepare for the birth of their first child. The commercial world appears omnipresent in the lives of new mothers in Western societies.

Based on a five-year study of motherhood in the UK, the paper focusses on women’s relationship to the marketing and consumption of everyday maternity and baby products made available to them through readership of pregnancy magazines and mainstream commercial outlets.

Documenting how consumer culture features in the lives of mothers-to-be, the study identifies age and socio-economic status as key features in shaping the maternal experience and consumer “choice”.

The paper explores the significance of consumption as preparatory work in the transition to motherhood.

The purpose of this research is to analyze consumers’ post-purchase reviews of the Owlet Smart Sock (OSS) and investigate the factors influencing continued use and product recommendation.

The unified theory of acceptance and use of technology 2 and the privacy calculus model were used to focus both on technology and privacy aspects of OSS – a wearable technology product for baby monitoring. A sample of 450 online consumer review data was collected from Owletcare.com and Amazon.com. The data analysis was done by using NVivo 11.

Findings show that effort expectancy, price value and performance expectancy played the most striking role during adoption, continued future use and recommendation to others, whereas perceived privacy risk had the least importance.

Consumer empowerment through online reviews plays a crucial role in conveying their specific needs and desires to both manufacturers and other prospective consumers. The research is also expected to contribute research and development of technology-integrated products.

The research findings will provide valuable insights for manufacturers and retailers to understand consumers’ actual preferences and acceptance during the use of wearable technology.

This study extends research work on consumer use behavior by evaluating online reviews that provide them the opportunity to express their satisfaction and concerns. Insights from experience consumers’ reviews facilitate designers, developers and manufacturers to have a strategic focus during wearable technology development.

The purpose of this paper is to gain insight on parental attitudes towards weaning practices and weaning foods for health in Malaysia using Q-methodology.

The study population was parents that had a child aged three years or less. A total of 47 parents were recruited to partake in a one-on-one activity which involved sorting 69 statements about weaning practices and weaning food products into a grid that was normally distributed ranging from “strongly disagree” to “strongly agree”. Sorting was immediately followed by a short interview to understand the reasons behind the placement of particular statements.

Data analysis identified three statistically distinct participant attitudes towards weaning practices and foods for health that were then interpreted using the rich qualitative data from the post-sort interviews. The attitudes identified were “All Homemade and Natural”, “Commercial Convenience and Trust” and “Balance and Variety”.

This study identified the dominant sets of attitudes held by Malaysian parents towards weaning practices and weaning foods for health using Q-methodology. To authors’ knowledge, this is the first paper focussing on weaning foods for health, specifically on functional weaning food. This new understanding of shared attitudes will allow product developers, marketers and health communicators to more effectively design their products and their marketing mix to ensure that these messages resonate well with the target audience who want to provide the best weaning foods possible for their children.

Primary and secondary data.

This case is set in the year 1987 when many parts in India were milk deficient. Seasonal and cyclical shortages were more of a norm. There were however early signals that the cooperative dairying model across the country was gaining momentum and the milk production in the country was poised for a sharp upswing.

Masuum baby food is a winning brand in Shalanda Milk Foods portfolio with a top-line revenue of Rs 300m per annum, contributing to 60% of the firm’s revenue and registering a healthy 14% annual growth.

The brand was used as an additive for tea and coffee, a purpose for which it was not intended, apart from it being used as a baby food, which of course was the intended purpose.

The World Health Organisation had proposed a code which among other things proscribed brand advertisement and promotion of baby food with a view to promote mother’s milk for infants.

Though the brand sales seemed to continue to grow, thanks to demand operating above supply, there was a realization that the brand could head into an identity crisis and the fact that it cannot speak for itself could be damning.

The protagonist in the case came up with a strategy to launch a new brand with the same composition as Masuum and in a controlled manner transfer volume from Masuum to new brand. Even while appreciating the protagonist’s recommendation, the Managing Director exhorts him to come up with a stronger rationale for launching a new product and review whether it constitutes a comprehensive solution.

This case can be used at the Master’s in business administration level in the Marketing Management course. This case should be scheduled after covering topics on segmentation, targeting, positioning and brand.

This case can also be used to introduce case methodology as it follows the framework of sharply defining a problem, explaining the relationships amongst variables, identifying and evaluating solution choices, and recommending the most effective.

The purpose of this paper is to determine the triggers of positive electronic word of mouth (eWOM) using real-time Big Data obtained from online retail sites/dedicated review sites.

In this study, real-time Big Data has been used and analysed through support vector machine, to segregate positive and negative eWOM. Thereafter, using natural language processing algorithms, this study has classified the triggers of positive eWOM based on their relative importance across six product categories.

The most important triggers of positive eWOM (like product experience, product type, product characteristics) were similar across different product categories. The second-level antecedents of positive eWOM included the person(s) for whom the product is purchased, the price and the source of the product, packaging and eagerness in patronising a brand.

The findings of this study indicate that the marketers who are active in the digital forum should encourage and incentivise their satisfied consumers to disseminate positive eWOM. Consumers with special interest for any product type (mothers or doctors for baby food) may be incentivised to write positive eWOM about the product’s ingredients/characteristics. Companies can launch the sequels of existing television or online advertisements addressing “for whom the product is purchased”.

This study identified the triggers of the positive eWOM using real-time Big Data extracted from online purchase platforms. This study also contributes to the literature by identifying the levels of triggers that are most, more and moderately important to the customers for writing positive reviews online.

The case study has several objectives: to gauge the evaluation of the direct-to-consumer industry in the economy of India, to analyse the competition of the brands, to ascertain the evolution of smaller direct-to-consumer (DTC) brands on the purchasing capacity of consumers, to analyse challenges in branding in Tier 2 and 3 cities and to evaluate the strategic branding decisions of Mamaearth.

During her pregnancy, Ghazal Alagh and her husband Varun Alagh, the co-founders of Mamaearth, were looking for some good and natural products for their baby’s skincare. However, she could not find products that were 100% safe. Hence, as a concerned mother, she started using a few hands-on home remedies for her baby, which were 100% organic, and then the idea clicked to her to start a baby care brand named Mamaearth, which later also included personal care products. The company started as a DTC/internet-first brand in 2016, which only used to sell products online without any intermediaries when it was still trying to make its way in the market and was aware of the stiff competition by giants such as Hindustan Unilever and Proctor & Gamble, who were ruling the market for decades. When the COVID-19 pandemic hit, the market saw a shift in consumer buying patterns. There was greater use of e-commerce touch points for shopping, as various digital platforms such as the official site of products, social media and mobile platforms were used by consumers during the pandemic, leading to digitalization in buying and digitalization of consumer shopping journey. These technology platforms were expected to play a substantial role in reaching and creating consumer awareness, transaction and retention post-COVID according to reports by Deloitte 2020. Moreover, such a shift in behaviour amidst the COVID-19 pandemic shot up sales of this DTC brand and made itself the big shot it is today, where they were looking to get into an initial public offering in just seven years of its launch. They re-evaluated their strategy, which helped them become the biggest brand in no time.

This case study is suitable for Doctor of Philosophy students.

Teaching notes are available for educators only.

CSS 8: Marketing.

In the UK, advertising of infant formula products direct to consumers is not permitted. These products must be used on the recommendation of suitably qualified health or medical professionals. The aim of this study is to examine formula manufacturers’ web sites to ascertain whether these are used as alternative forms of advertising that fall outside current regulations.

The web sites of five leading formula product manufacturers were surveyed in 2009 and again in 2012 as part of a wider assessment of infant and follow‐on formula advertising and presentation. These sites were assessed for the presence of text and images they contained relating to infant formula products that may not be directly advertised to consumers under current regulations.

Although not technically classified as “advertisements” all these web sites were found to contain formula product information that could be construed as promotional in nature in 2009. By 2012, this was true of just two of these sites. Infant formula product promotions occurred adjacent to ones for follow‐on formula products. The recommendations and warnings concerning use of infant formula that are statutorily required for advertising in the UK were present on these web sites.

Formula manufacturers use their web sites to promote infant formula products and do so alongside follow‐on formula products. These sites provide a promotional opportunity through which to gain access to consumers that is legally denied to infant formula manufacturers through advertising. The findings have significance in the context of other research showing that consumers have been found to mis‐recall follow‐on formula advertising messages as applying to infant formula products.

This analysis formed part of the most extensive study of formula product advertising and presentation undertaken so far. It represented the first attempt to provide a comprehensive audit of the ways formula manufacturers promote their products in the UK.

The case study offers a unique teaching tool to the instructor and learners. Very few cases offer a product and segmentation dilemma in a single problem. The discussion would enable learners to:

– conduct a situational analysis by using frameworks such as the 5C and SWOT;

– understand different kinds of segmentation options that a firm can consider;

– understand the nuances of making a viable and actionable new product launch decision;

– analyze the pros and cons of a segmentation decision and comprehend how the decision will impact the firm’s marketing and/or business strategy.

Sirona Hygiene Private Limited was a young startup founded in 2015 by Deep Bajaj. The firm had three brands under its umbrella, namely, female hygiene (Peebuddy), menstrual hygiene (Sirona) and protection and wellness (BodyGuard). Though the firm was recognized for feminine hygiene products, the pandemic boosted the sale of BodyGuard face masks and hand sanitizers.

The sanitizer market was growing, and protection and sanitization products were now part of every consumer’s daily ritual. As BodyGuard now had some brand recognition, Sirona could consider expanding the sanitizer line with a natural new product formulation. However, the expansion decision could have short- and long-term impacts on BodyGuard and Sirona Hygiene. The decision could be two-pronged, involving a product line expansion and revisiting the BodyGuard segmentation strategy. Currently, the BodyGuard range was focused on business-to-consumer (B2C) users, but volumes were higher in business-to-business (B2B). Second, BodyGuard was a forced fit brand amongst the Sirona family of feminine products

Thus, as Sirona considered a new product opportunity, assessing the viability of a possible move to the B2B segment may be prudent. However, the BodyGuard range also had mosquito repellents and baby products, which were essentially a B2C option, so was it more practical to stay as a B2C brand? Furthermore, if BodyGuard stayed a B2C brand, should it consider a demographic segmentation, or was a psychographic approach more beneficial in a cluttered commoditized space such as sanitizers? Which approach would build a consumer–brand connection? Or should the brand straddle both segments? Finally, the firm would also need to assess the BodyGuard segmentation strategy from the overarching Sirona business strategy.

The case can be used for a foundation course in Marketing and/or an advanced elective on Product Management or Marketing Strategy.

Teaching notes are available for educators only.

CSS 8: Marketing.