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1 – 10 of 13
Book part
Publication date: 31 January 2015

Oliver Horeni, Theo Arentze, Benedict G. C. Dellaert and Harry Timmermans

This chapter focuses on individuals’ mental representations of complex decision problems in transportation. An overview of approaches and techniques in this recent area of…

Abstract

Purpose

This chapter focuses on individuals’ mental representations of complex decision problems in transportation. An overview of approaches and techniques in this recent area of research is given as well as an illustration. The illustration concerns an application of CNET (causal network elicitation technique) to measure mental representations in a shopping activity scheduling task. The presence of an online shopping alternative is varied to investigate the influence of an online alternative on how individuals represent the choice problem.

Theory

Mental-model and means-ends-chain theories are discussed. These theories state that individuals when faced with a decision problem construct a mental representation of the choice alternatives by activating relevant parts of their broader causal knowledge that allow them to evaluate consequences regarding their existing needs. Furthermore, these theories emphasise that situational and person dependence of this process can explain observed variability in preferences of travellers.

Findings

The results indicate that considerable variation exists between individuals in terms of both the complexity, and the attributes and benefits that are activated in the mental representation of the choice problem. Presence of an online alternative has an influence on the benefits that individuals consider important. The impact is however small.

Originality and value

The chapter provides an overview of recent developments in the study of mental representations underlying choice behaviour. Traditionally, this has been the exclusive domain of qualitative research methods. The techniques reviewed enable larger samples and a formal representation of mental representations. Thus, the approach can help to better understand preference heterogeneity and incorporate this in (transport) choice models.

Details

Bounded Rational Choice Behaviour: Applications in Transport
Type: Book
ISBN: 978-1-78441-071-1

Keywords

Article
Publication date: 20 April 2012

Marcel van Birgelen, Benedict G.C. Dellaert and Ko de Ruyter

This paper aims to examine communication channels for in‐home service provision. In particular, it aims to focus on the joint effect of two converging trends: the increase of…

2386

Abstract

Purpose

This paper aims to examine communication channels for in‐home service provision. In particular, it aims to focus on the joint effect of two converging trends: the increase of in‐home services involving high degrees of customer participation;and the extension of the number of channels that service firms use to communicate with customers. It seeks to assess which benefits customers desire of communication channels across in‐home service production formats and how these benefit desires determine their communication channel consideration for in‐home services.

Design/methodology/approach

Based on a literature review a conceptual framework was constructed. Using the association pattern technique (APT), a survey of 383 customers of a Dutch energy company was carried out. The APT enabled the authors to quantify the relationship between participative in‐home service provision situations, desired communication channel benefits, and communication channel consideration.

Findings

Results show that customers focus more strongly on functionally‐ and economically‐oriented communication channel benefits in high customer participation service formats. In contrast, socially‐oriented communication channel benefits seem more appropriate when low customer participation in the provision of in‐home services is involved. The match between benefits desired by the customer and benefits provided by a communication channel is identified as a central mechanism behind communication channel consideration for in‐home services. Furthermore, evidence is found for customer heterogeneity in desired communication channel benefits and channel consideration, based on age, education, and past channel usage.

Originality/value

This paper contributes to the multichannel knowledge base by hypothesizing and demonstrating how specific benefit desires arise from allowing/requiring customers to participate in in‐home service provision. The study also provides valuable insight into the mechanism behind communication channel consideration by customers during in‐home service provision.

Article
Publication date: 1 February 2004

Toñita Perea y Monsuwé, Benedict G.C. Dellaert and Ko de Ruyter

While a large number of consumers in the US and Europe frequently shop on the Internet, research on what drives consumers to shop online has typically been fragmented. This paper…

62197

Abstract

While a large number of consumers in the US and Europe frequently shop on the Internet, research on what drives consumers to shop online has typically been fragmented. This paper therefore proposes a framework to increase researchers’ understanding of consumers’ attitudes toward online shopping and their intention to shop on the Internet. The framework uses the constructs of the Technology Acceptance Model (TAM) as a basis, extended by exogenous factors and applies it to the online shopping context. The review shows that attitudes toward online shopping and intention to shop online are not only affected by ease of use, usefulness, and enjoyment, but also by exogenous factors like consumer traits, situational factors, product characteristics, previous online shopping experiences, and trust in online shopping.

Details

International Journal of Service Industry Management, vol. 15 no. 1
Type: Research Article
ISSN: 0956-4233

Keywords

Article
Publication date: 13 July 2015

Pingjun Jiang, Siva K Balasubramanian and Zarrel V. Lambert

The purpose of this paper is to make contributions toward new knowledge and understanding of how marketers can provide effective online customization experiences for customers…

2684

Abstract

Purpose

The purpose of this paper is to make contributions toward new knowledge and understanding of how marketers can provide effective online customization experiences for customers. The practicality of online mass customization has received much attention as consumers perceive more value from customized products than from their standardized counterparts. Little research has been done to understand consumers’ behavioral intentions in response to these value additions. This study incorporates product information framing in developing and empirically testing a model of the relationship between online customization and price sensitivity, endowment addition and expected likelihood of product return.

Design/methodology/approach

The relationship among the constructs specified in the model was tested using multiple group structural equation modeling analysis.

Findings

The findings indicate that consumers perceived knowledge gain via customization process influences the utilitarian value, which directly impacts levels of likelihood of product return and price sensitivity. The process value, on the hedonic side, influences more on the endowment addition. Endowment addition is found to mediate the relationship between the hedonic benefits and the two utilitarian outcome variables: price sensitivity and likelihood of product return.

Originality/value

Understanding the consequences of customization is particularly crucial for marketers. This research is the first to expand and further our knowledge of customization, particularly in relation to its outcomes of customers’ behavioral intentions.

Content available
Book part
Publication date: 31 January 2015

Abstract

Details

Bounded Rational Choice Behaviour: Applications in Transport
Type: Book
ISBN: 978-1-78441-071-1

Content available
Book part
Publication date: 31 January 2015

Abstract

Details

Bounded Rational Choice Behaviour: Applications in Transport
Type: Book
ISBN: 978-1-78441-071-1

Article
Publication date: 16 September 2021

Mahima Shukla, Vranda Jain and Richa Misra

The study examines how young working women are motivated by online shopping. The study tests the relationship between Internet self-efficacy (ISE), website aesthetics, and…

1981

Abstract

Purpose

The study examines how young working women are motivated by online shopping. The study tests the relationship between Internet self-efficacy (ISE), website aesthetics, and purchase intention through perceived benefit. An investigation of the impact of perceived risk on purchase intention is also carried out.

Design/methodology/approach

The paper carried out a quantitative study based on a purposive sample of 180 working women from the Delhi-NCR region of India and used Structural Equation Modelling (SEM) to test hypotheses based on the extended TAM model.

Findings

Perceived benefit, website aesthetics, and ISE positively and significantly impact working women's purchase intention. The study also finds an indirect relationship between ISE and purchase intention through perceived benefit. Perceived risk has a negative and insignificant influence on working women's purchase intention for online shopping.

Practical implications

The study finding reflects that perceived website aesthetics fill the gap between offline and online environments. ISE makes shopping easy and increases the shopper's confidence. A mobile-optimized website with ease of navigation would increase women shoppers' conversion rates on mobile devices, leading to a favourable impact on revenue generation for online retailers.

Originality/value

Despite the vast literature on constructs derived from the TAM model, very few studies have researched young women consumers from an emerging economy perspective. The novelty of this research lies in identifying the factors that influence young working women's online shopping intention using smartphone through the glance of ISE and perceived aesthetics in the Indian context.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 34 no. 5
Type: Research Article
ISSN: 1355-5855

Keywords

Abstract

Details

Review of Marketing Research
Type: Book
ISBN: 978-0-85724-727-8

Article
Publication date: 24 April 2023

Szu-Yu Chou, Chih-Wei Lin, Yi-Chun Chen and Jyh-Shen Chiou

This study aims to propose an integrated view and emphasize the importance of bank intangible value binding in customers' robo-advisory adoption. It explores the relationship…

Abstract

Purpose

This study aims to propose an integrated view and emphasize the importance of bank intangible value binding in customers' robo-advisory adoption. It explores the relationship between robo-advisors and traditional banking and defines the role of bank intangible assets value. It also attempts to understand if trust in the banking institution and the financial consultant determines the effect of these relationships.

Design/methodology/approach

The target sample of the study was investors who currently use wealth management services. This study collected 228 valid questionnaires and then executed structural equation model analysis to test the hypotheses.

Findings

Results showed that intangible value bindings play a mediating role, which positively affects consumers' willingness to adopt robo-advisors. Consumers' trust in banks and financial consultants are antecedent variables, which positively affect the intangible value bindings between consumers and banks. In addition, when the consumers' investment amount is higher, it will weaken the positive relationship between the intangible value binding and robo-advisor adoption intention.

Originality/value

Most of the past studies have focused on whether robo-advisors would replace personal financial consultants. This study proposes a hybrid model that contains both robo-advisors and traditional banking services, which encourage the acceptance of robo-advisors.

Details

International Journal of Bank Marketing, vol. 41 no. 4
Type: Research Article
ISSN: 0265-2323

Keywords

Article
Publication date: 2 December 2022

Jie Chen, Xiande Zhao and Michael Lewis

This paper draws on social exchange theory to theorise supplier motivation to share knowledge. It examines the effects of supplier anticipated future dependence on their…

Abstract

Purpose

This paper draws on social exchange theory to theorise supplier motivation to share knowledge. It examines the effects of supplier anticipated future dependence on their motivation to share knowledge with a buyer, mediated by economic, relational and learning motives. It also examines the conditional effects imposed by the current embeddedness of the relationship.

Design/methodology/approach

The study tested the proposed moderated mediation model using a scenario-based experimental method.

Findings

The results show that supplier anticipated future dependence increases their motivation to share knowledge, mediated by relational and learning motives. The results also show that current embeddedness has negative moderation effects on economic and learning but not relational motives.

Originality/value

The study deepens our understanding of supplier motivation to share knowledge as social exchange and offers insights on buyer-supplier relationship embeddedness.

Details

International Journal of Operations & Production Management, vol. 43 no. 5
Type: Research Article
ISSN: 0144-3577

Keywords

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