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The purpose of this paper is to examine how different types of user experience in TikTok impact purchase intention via commitment to the influencer and commitment to the platform, with customer type included to determine moderating effects. Three types of user experience are considered: information experience, entertainment experience and parasocial-relationship-based experience.

This study collected 458 valid questionnaires from TikTok users, employing the structural equation modeling approach to examine the proposed research model.

Information experience, entertainment experience and parasocial-relationship-based experience are found to critically stimulate user commitment to the influencer and commitment to the platform, in turn driving TikTok-based purchase intention. Tests incorporating customer type reveal that commitment to the influencer more strongly influences the purchase intention of repeat customers, with commitment to the platform more likely to stimulate purchase intention among potential customers.

On a theoretical level, the paper is among the first to examine TikTok-based user purchase intention with customer type as a moderator. On a practical level, the results can guide marketers to effectively promote products using TikTok and inspire TikTok managers to develop customized strategies to stimulate initial and repeat sales.

TikTok is moving to the stage of commercialization and monetization by introducing e-commerce features. Although this move should cultivate particularly fertile ground for companies to sell products, TikTok user purchase behavior has yet to receive sufficient research attention, with little currently known about their purchase motivations. The current study uncovers the significant antecedents of users' purchase intention through TikTok, and further reveals the motivational differences among potential and repeat customers.

The purpose of this study is to examine how product recalls affect brand commitment and post-recall purchase intention.

The role of consumer and product recall characteristics based on attribution theory is tested using data collected through experiments and analyzed using a type of finite mixture model.

Results indicate varying effects of product recalls on commitment across these four customer groups and a strong effect of affective commitment on post-recall purchase behavior.

This paper proposes four types of consumers based on dichotomous levels of affective and calculative commitment, namely, Hard Cores, Don’t-Cares, Lovers and Rationalists, and shows how product recalls affect these consumer groups differently, and how this information assists brand managers in developing post-product recall consumer management strategies.

The apparel industry is often scrutinized for its lack of environmental stewardship, and thus pro-environmental initiatives have been of significant consideration among apparel brands in recent years. However, one personality trait of specific concern to brand marketers is consumer skepticism toward climate change, which has the potential to negatively impact the success of brands’ pro-environmental initiatives. In this light, research indicates that knowledge of the environmental impact of products can lead to lower skepticism (Tobler et al., 2012) and ultimately higher purchase intentions of such products. Thus, this study investigates the impact of consumers’ knowledge about environmental impact of apparel, climate change skepticism on their evaluation of brands’ pro-environmental initiatives (shared value and perceived benefit) and ultimately their relationship with the brand (perceived trust, commitment), leading to purchase intention for both familiar and unfamiliar brands.

Two separate studies were conducted for familiar and unfamiliar brands. Data for online surveys were collected from two US nationwide samples and analyzed using path analyses.

Consumers’ intention to purchase from a pro-environmental brand was influenced by knowledge and skepticism. Particularly, the obtained shared value perceptions and perceived benefits of consumers influenced their relationship with the brand through trust and commitment, which eventually impacted their intention to purchase from the brand. Differences were observed for familiar and unfamiliar brands.

Findings of this study will help brand managers design effective pro-environmental marketing messages. Both familiar and unfamiliar brands would benefit from educating consumers about the true environmental impact of their apparel choices, as well as the personal benefits and values earned when purchasing/consuming pro-environmental apparel. This, in turn, reduces consumer skepticism toward climate change, leading to favorable evaluations of the brand’s pro-environmental initiatives and improvement of long-term brand relations.

This study extended the social exchange theory by understanding antecedents of consumers’ shared value and perceived benefits, namely, their knowledge about the environmental impact of apparel and their skepticism toward climate change, with the final outcome variable being consumers’ patronage intention of pro-environmental brands.

The purpose of this study is to empirically probe into the impact of product-related factors on the purchase intention (PI) of luxury products by Muslim consumers in Malaysia and their commitment to purchase (CP) these products. It tests if PI influences CP and how moderating variables affect the PI–CP relationship in the context of purchase of such products.

Data were collected from a sample of 186 Muslim consumers drawn through a series of carefully conducted mall intercept interviews in six major shopping malls located in different parts of Kuala Lumpur, Malaysia, using a structured, self-administered survey questionnaire. Data were analyzed using a moderated regression analysis.

Although Islam does not seem to encourage spending on luxuries, sampled Muslim consumers did not seem to have much inhibition about purchasing luxury products. Their PI was found to be significantly influenced by product advantage and brand awareness, while PI–CP relationship pertaining to luxury products appeared to be positive. Of the two moderating variables examined in the study, only advertising exposure was found to strengthen the PI–CP relationship, while perceived risk, the other moderating variable, seemed to weaken it.

As the study was conducted in a single country setting (i.e. Malaysia), the findings may lack generalizability. Future researchers may enlarge the scope of the study by including other countries, particularly other Muslim countries, to obtain generalized findings.

Manufacturers as well as marketers of luxury products should emphasize the product-related factors in their promotional efforts and increase familiarity of the brand through repeated exposures for brand recognition and brand recall.

This study also provides food for thought for Muslim scholars and researchers about the Muslim consumer psyche.

To date, this is the first research undertaking to empirically study the PI–CP relationship in the context of purchase of luxury products in a predominantly Muslim country. The study will be useful to marketers, academics and other researchers working in this area.

This study examines the effects of transformational and transactional leadership behaviors on cycle time, customer orientation, and relationship commitment in the purchasing process of a multinational services organization. The focus is on the activities and relationships between the international strategic business units (SBUs) and the corporate buying center leadership of the organization. Based on a sample of 346 SBUs and a series of 11 case studies, the results suggest that frequent and infrequent SBU users differ somewhat in the leadership behaviors preferred as determined by the effects on the three purchasing outcomes. The paper concludes with a discussion of the results and the implications for future research endeavors on global leadership in purchasing.

This study aims to verify whether a nomological framework of antecedents and postcedents to satisfaction is valid and reliable in both purchase and sales business relationships.

In this study snowball sampling was used to identify relevant purchase and sales managers to collect data from two cross-industrial samples in Taiwan pertaining to purchase and sales business relationships.

The results display the validity and reliability of the nomological framework in both purchase and sales business relationships.

This study verifies the results in previous studies based on purchase business relationships and that the framework also appears to be valid and reliable in sales business relationships.

This study provides purchase and sales managers with insights to assess both their firms' inbound and outbound business relationships in purchases and sales.

This study creates a connection between purchase and sales business literature offering opportunities for further research.

This article explains the structures and rules built into the New Zealand government’s financial management system which encourage entry into commitments such as public private partnerships. That the system provides a means of escape from the tight constraints imposed by fiscal targets, and escapes public and parliamentary scrutiny in the process, seems at odds with espoused objectives of fiscal responsibility, debt reduction and transparency. In terms of furthering a privatization agenda, however, it is highly logical.

The purpose of this paper is to examine the conditions under which US consumers, known for their “green” skepticism, are more (less) likely to respond favorably to a firm's environmental initiative in today's marketplace.

The research paper investigates whether the general positive impact derived from the implementation of societal initiatives found by other researchers carries over when specific environmental initiatives are put into operation. The authors test hypotheses related to consumer responses to information about a firm's environmental initiative with varied salience of its public‐ and self‐serving motives. Next, they test how consumer responses are affected by the level of perceived sincerity associated with a firm's environmental initiative. The role of brand commitment is also examined across both studies.

The results reveal that consumers use a rather skeptical approach when interpreting a firm's environmental initiative and that these responses vary based on the level of brand commitment, as well as how the initiative is presented to them.

The generalizability of results is currently limited to a particular brand with strong brand equity, large market share, and highly experiential service (Starbucks).

The authors provide insights into what marketers and policy makers should consider in the development of environmental initiatives, in order to increase the likelihood of positive consumer responses.

The present research contributes to the development (and application) of more accurate models of consumer responses to a firm's environmental initiative.

The purpose of this paper is to examine the differential influence of three drivers of loyalty on the dimensions of loyalty. The three drivers are stake, satisfaction, and the value of switching service providers. The dimensions of loyalty are behavioral response, commitment to the people providing the service, and commitment to the institution. An additional goal is to determine whether this pattern of influence is affected by the age or depth of the service relationship.

A survey of customers was analyzed to test a model using MANOVAs on the overall sample, and sub‐samples created based on age and depth of a financial service relationship.

Overall, all three drivers exhibited differential influence on the three dimensions of loyalty. The behavioral response dimension was influenced by all three drivers. The commitment to people dimension was influenced by stake and satisfaction. The commitment to the institution dimension was influenced by value of switching and satisfaction. Age of the service relationship and depth of the service relationship affected the pattern of influence.

Satisfaction is the key driver to develop true loyalty. This is important because true loyalty appears to emerge at a certain point in the relationship and/or with a certain amount of accounts held with a financial institution. It is therefore essential to determine that point in time or accounts held and keep one's best customers past that point in time (and number of accounts).

This is the first study to determine the influence and pattern of effect of Value of Switching and Stake on the dimensions of true loyalty.

The purpose of this study is to examine the effect of perceived value on customer loyalty through affective commitment in the online group-buying (OGB) context. This paper addressed the following questions: what are the factors affecting customer loyalty (i.e. revisit intention and buy more intention); and how do referral rewards moderate the impact of affective commitment on customer loyalty?

All data were collected from OGB websites’ members in Taiwan. The total number of respondents to the online survey was 403. The data were analyzed using structural equation modeling (SEM) to test a perceived value–commitment–loyalty model.

This study shows that three proposed antecedents (i.e. OGB scheme value, hedonic value and social value) can trigger customer loyalty through affective commitment. Monetary savings, a variety of merchandise and aspirational products are all critical OGB scheme value components. The results also show that referral reward importance positively moderates the relationship between affective commitment and revisit intention.

The findings have implications for managing people and work tasks in OGB websites. First, understanding the importance of dimensions of value should enable OGB managers to develop more accurate targeting strategies. This study provides guidance on the design of the platform and the OGB scheme, for the effective allocating of marketing resources. Second, a referral reward mechanism can be a critical CRM tool; in addition to the potential to attract new customers, they can also help to retain existing customers. This mechanism is a very effective method to enhance customer stickiness.

The marketing literature generally recognizes the importance of developing and maintaining long-term relationships with customers. This study is the first one to explore the importance of affective commitment in developing and sustaining loyal relationships in the OGB context. Referral rewards are an important moderator variable: affective commitment has a stronger effect on the revisit intention when the referral rewards are high. The findings of this study provide insights into how OGB website developers can create customer commitment and more effectively retain existing customers through the use of referral rewards.