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Article
Publication date: 7 August 2017

Hsin Hsin Chang, Ching Ying Huang, Chen Su Fu and Ming Tse Hsu

By integrating the diffusion of innovation (DOI) theory, technology acceptance model (TAM), and social capital theory, the purpose of this paper is to: develop a model of…

2000

Abstract

Purpose

By integrating the diffusion of innovation (DOI) theory, technology acceptance model (TAM), and social capital theory, the purpose of this paper is to: develop a model of consumer behavior and trial willingness toward nano-foods from product, consumer, and social perspectives; examine the effects of innovative features, consumer characteristics, and trust in authority on subjective perceptions (perceived trustworthiness and perceived benefit) as well as the social influence on attitudes toward nano-foods and trial willingness; examine the moderating role of product uncertainty on the relationship between these characteristics and subjective perceptions; and examine the effect of perceived benefit on perceived trustworthiness.

Design/methodology/approach

The results of the structural equation model (SEM), with nano-food knowledge data collected from 431 respondents, supported the research model and revealed the main effects hypothesized in this study and the moderating effect of product uncertainty. Simple slope analysis was further adopted to test the significant moderating effects.

Findings

The SEM results indicated that innovative characteristics (relative advantage, lack of observability, and novelty), consumer characteristics (perceived technology application), and social characteristics (trust in authority) affect perceived trustworthiness or perceived benefit. Social influence also has a direct effect on attitude toward nano-foods and trial willingness. Product uncertainty significantly moderates the relationship between characteristics (relative advantage and perceived technology application) and subjective perceptions (perceived trustworthiness and perceived benefit).

Research limitations/implications

With increasing numbers and kinds of nanotechnology products now being developed and sold, it is important to go further to determine consumer perceptions and attitudes toward these. This study, thus, applied the DOI, TAM, and social capital theory to examine this issue. However, other theories might also be used to carry out research from other perspectives. This study should, thus, be seen as preliminary, and it is hoped that more works will discuss consumer attitudes toward nanotechnology products in the future.

Practical implications

When a new nano-food is introduced, the current study suggests that food manufacturers use the description on the package as a communicative tool. Detailing the advantages of nano-foods on food packages might be a useful way to enhance trial willingness and to reduce the fears and insecurities related to the use of nano-related products. In addition, if food manufacturers could cooperate with organizations or individuals seen as having some authority in this area (e.g. nanotechnology researchers) in order to disseminate accurate information about nanotechnology and related food products, this might be an effective way to increase sales and profits.

Originality/value

This is the first paper integrating the DOI, the social capital theory and the TAM to empirically investigate consumer willingness to try nano-food products.

Details

Information Technology & People, vol. 30 no. 3
Type: Research Article
ISSN: 0959-3845

Keywords

Article
Publication date: 8 April 2014

Hyo Jung Chang, Ruoh-Nan Yan and Molly Eckman

Guided by the Stimulus-Organism-Response (S-O-R) model, this study aimed to investigate direct and indirect effects of apparel store environmental characteristics and…

9342

Abstract

Purpose

Guided by the Stimulus-Organism-Response (S-O-R) model, this study aimed to investigate direct and indirect effects of apparel store environmental characteristics and consumers' positive emotional responses to the environment on impulse buying behavior. Also, this study sought to examine how situational variables interact with consumers' positive emotional responses in influencing impulse buying behavior.

Design/methodology/approach

Survey data were collected using a store intercept method from 118 female consumers of an outdoor retail store in the western region of the USA.

Findings

The study found direct effects of ambient/design characteristics on consumers' positive emotional responses and direct effects of consumers' positive emotional responses to the retail environment on impulse buying behavior. Money availability and task definition moderated the relationship between consumers' positive emotional responses and impulse buying behavior.

Research limitations/implications

The conceptualization of a theoretical framework of impulse buying behavior for apparel resulted from this study.

Practical implications

Managing appealing store design characteristics may increase consumers' positive emotions and impulse purchases. Displays designed to attract impulse purchasers should target browsers without restricted budgets.

Originality/value

This study expands the application of the S-O-R model in the context of apparel by including situational factors as moderating variables.

Details

International Journal of Retail & Distribution Management, vol. 42 no. 4
Type: Research Article
ISSN: 0959-0552

Keywords

Article
Publication date: 20 March 2007

Bård Tronvoll

The paper seeks to investigate whether the demographic and socio‐economic characteristics of complainers in a monopolistic market are different from those in a competitive market.

2507

Abstract

Purpose

The paper seeks to investigate whether the demographic and socio‐economic characteristics of complainers in a monopolistic market are different from those in a competitive market.

Design/methodology/approach

A literature review is undertaken, with particular emphasis on the socio‐economic characteristics of complainers. An empirical study is then presented. The empirical study consists of a large survey of satisfaction among consumers of the Norwegian Office for Social Insurance – a monopolistic governmental service provider.

Findings

The study reveals that complainers in this monopolistic market belong to lower socio‐economic groups. They typically have low incomes, are outside the labour market, have a modest standard of accommodation, and live alone.

Research limitations/implications

The study analyses only one type of monopolistic institution in only one country. The generalisability of the findings might, therefore, be limited. The study demonstrates that consumer complaint behaviour in this monopolistic market differs from behaviour reported in competitive markets. Moreover, the study indicates that complainers in this monopolistic market are confronted with different complaint barriers when exit is closed.

Practical implications

The findings of the study suggest that a monopolistic institution should encourage dissatisfied consumers to complain, and should make internal switching possibilities known to consumers.

Originality/value

This paper is the first to study complainer characteristics in a monopolistic market structure empirically. The paper questions previous assumptions that complainers necessarily belong to upper socio‐economic groups.

Details

International Journal of Service Industry Management, vol. 18 no. 1
Type: Research Article
ISSN: 0956-4233

Keywords

Article
Publication date: 11 December 2019

Yang Liu, Qi Li, Tudor Edu, Laszlo Jozsa and Iliuta Costel Negricea

The purpose of this paper is to appraise the impact of mobile shopping platform characteristics on consumer’s emotions, the relationship between emotions and their impact…

2513

Abstract

Purpose

The purpose of this paper is to appraise the impact of mobile shopping platform characteristics on consumer’s emotions, the relationship between emotions and their impact on impulsive buying.

Design/methodology/approach

Mobile shopping platform characteristics were grouped into five dimensions: information, entertainment, personalization, visuality and economic benefits, and integrated in a model built on the Stimulus-organism-response theory to evaluate the influence on arousal (excitement) and pleasure, the relationship between arousal and pleasure and their impact on impulsive buying. In total, 303 valid questionnaires were collected from Chinese mobile shoppers. The research hypotheses were tested through confirmatory factor analysis and structural equation modeling.

Findings

Entertainment and personalization had significant positive influences on consumer’s arousal and pleasure. Information, visuality and economic benefits had significant positive influences on consumer’s arousal. Arousal had a significant positive impact on consumer’s pleasure. Arousal and pleasure had significant positive influences on impulsive buying.

Research limitations/implications

New insights can be obtained by investigating other consumer’s profiles. The model can be improved by including other mobile platform characteristics (product availability, platform ease-of-use and interactivity) and broadening the impulsive buying perspective through assessing flow experience and virtual atmosphere.

Practical implications

Marketing strategies are proposed based on the mobile platform characteristics and considering Chinese customer values, for generating positive emotions and impulsive buying.

Originality/value

This study enriches the literature by recommending a classification for mobile shopping platform characteristics and proposing a model to investigate the characteristics, emotions and impulsive buying nexus.

Article
Publication date: 31 May 2011

Matthew G. Nagler, Fredi Kronenberg, Edward J. Kennelly and Bei Jiang

This paper aims to explore the role of observable product characteristics and label wording in consumers' valuations for credence goods, products for which key…

1120

Abstract

Purpose

This paper aims to explore the role of observable product characteristics and label wording in consumers' valuations for credence goods, products for which key characteristics may not be fully evaluated even after purchase. The objective is to draw conclusions with relevance to pricing policy.

Design/methodology/approach

Hedonic price equations are estimated for a dietary supplement called black cohosh, taken by women for relief from menopausal symptoms.

Findings

Consumers respond in expected ways to label words that directly indicate product characteristics: for example, paying more for a product labeled as suitable for vegetarians. But surprising results occur for some nonspecific label words (e.g. “guaranteed” is associated with lower prices), suggesting that consumers view these words as indirect signals with respect to unobservable qualities. Additionally, consumers pay more for packages containing more units (e.g. tablets) even when the time supply of product is held constant; this outcome is consistent with the notion that sheer quantity reassures consumers about value and could indicate a reaction to uncertainty in the overall value proposition.

Research limitations/implications

The study relies on list prices in place of transacted prices, so consumers' true valuations may not be reflected with complete accuracy. The study should be repeated in the future using scanner data on actual product transactions.

Practical implications

The indirect signals transmitted by label words and other observable attributes play a key role in consumers' valuations for credence goods, and so are highly relevant to pricing strategy.

Originality/value

Previous studies have considered willingness‐to‐pay for label‐indicated credence qualities, but have not looked at the role of indirect signals/indicators.

Details

Journal of Product & Brand Management, vol. 20 no. 3
Type: Research Article
ISSN: 1061-0421

Keywords

Article
Publication date: 30 June 2021

Shelley Haines and Seung Hwan (Mark) Lee

This study segmented consumers by combining emotional and shopping characteristics to develop typologies that classify their consumption patterns and disposal behaviors.

1381

Abstract

Purpose

This study segmented consumers by combining emotional and shopping characteristics to develop typologies that classify their consumption patterns and disposal behaviors.

Design/methodology/approach

To identify segments of fashion consumers, an online questionnaire was administered measuring emotional and shopping characteristics, including perspective taking, empathic concern, personal distress, hedonism, and frugality. An online questionnaire involving 168 US-based participants were used to accomplish the purpose of the study. A cluster analysis was conducted to identify segments of participants based on these variables. Consumption patterns and disposal behavior, including motivation to buy environmentally friendly items, consciousness for sustainable consumption, buying impulsiveness, likelihood to follow fashion trends, and tendencies to dispose of or repair damaged or unwanted items were also measured via the questionnaire as dependent variables to be predicted by identified segments.

Findings

Three clusters of consumers were identified as: Distressed and Self-Oriented, Warm and Thrifty, and Cold and Frivolous. Distressed and Self-Oriented individuals reported the highest levels of personal distress and hedonism. Warm and Thrifty individuals reported the highest levels of empathic concern, perspective taking and frugality, and the lowest levels of personal distress and hedonism. Cold and Frivolous individuals reported the lowest levels of perspective taking, empathic concern, and frugality.

Originality/value

The classification of consumers into segments brings a new dimension to the field of sustainable fashion. Clusters were created according to the variables of emotional characteristics (i.e. perspective taking, empathic concern, and personal distress) and shopping characteristics (i.e. hedonism and frugality). The analysis unveiled three distinct clusters that can be utilized to develop tailored strategies to successfully promote sustainable fashion consumption.

Details

Journal of Fashion Marketing and Management: An International Journal, vol. 26 no. 2
Type: Research Article
ISSN: 1361-2026

Keywords

Article
Publication date: 17 May 2021

Asli D.A. Tasci, Alan Fyall and Kyle Maurice Woosnam

This study aims to uncover socio-demographic, psychographic and behavioral characteristics of sustainable consumers as a means to advance the demand for sustainability…

1023

Abstract

Purpose

This study aims to uncover socio-demographic, psychographic and behavioral characteristics of sustainable consumers as a means to advance the demand for sustainability practices by the tourism and hospitality industry. Socio-demographic and psychographic variables were tested for their influence on an individual’s self-assessment as a sustainable consumer, which was then tested for its influence on behavioral outcomes in the form of environmental and social sustainability concerns, objects of sustainability concerns, subjects considered responsible for sustainability and tourism choice vis-à-vis mass vs alternative forms of tourism.

Design/methodology/approach

Because of the paucity of a well-established and robust theory on the characteristics of sustainable consumers, both content analysis of the literature and quantitative analysis of survey data were used to identify the socio-demographic, psychographic and behavioral characteristics of consumers. Plausible variables identified in the literature were filtered through principal component analysis and ordinary least squares regression analysis to fine-tune the variables a priori to develop a suitable model, which was subjected to partial least squares-structural equation modeling to further trim variables a posteriori by testing their reliability and validity.

Findings

Understanding who sustainable consumers are and what they are likely to believe and do is imperative for increasing sustainable practices by the industry. The study shows that people who consider themselves to be sustainable consumers are likely to have higher levels of ethical views, be more feminine and more liberal in personality, demonstrate concern with environmental and social sustainability issues, consider all pertinent parties responsible for sustainability and chose alternative forms of tourism over mass tourism. The study implies that general American consumers have the potential to buy into sustainability practices.

Originality/value

Despite researchers’ sporadic attempts to describe different characteristics of sustainable consumers and sustainable tourism consumers, past research has not substantiated a comprehensive description of who is a sustainable consumer in terms of socio-demographics, psychographics and behavioral characteristics. The literature on sustainable consumer characteristics is scarce and atheoretical; thus, the current study sets the stage for the development of this area of work across all sectors of the global tourism and hospitality industry. The model test results provide a clear profile of sustainable tourism consumers in socio-demographic, psychographic and behavioral domains for the industry to respond to.

可持续旅游消费者:社会人口学, 心理变数, 以及行为的特征

摘要

研究目的

本研究旨在揭示可持续消费者的社会人口学, 心理变数, 以及行为的特征, 并以此作为推动旅游业和款待业对可持续发展实践需求的一种手段。本研究首先测试了两个变量:社会人口学特征和心理变数特征对个人作为可持续消费者的自我评估的影响; 然后测试了其对消费者行为性后果的影响, 包括对环境和社会可持续性问题的关注, 关注的主题, 对可持续性问题责任性的关注, 以及针对大众和其他旅游形式选择的比较。

研究设计/方法论/方案

由于缺乏关于可持续消费者特征的公认理论, 本研究采用了对相关文献内容的定性分析和对调查数据的定量分析来识别消费者的社会人口学, 心理变数, 以及行为特征。在建立合适的模型之前, 研究通过采用主成分分析(PCA)和普通最小二乘法(OLS)回归分析, 首先对文献中已识别的合理变量进行过滤和调整。继而基于偏最小二乘-结构方程建模(PLS- SEM)对可靠性和有效性的测试, 来进一步确定后验变量。

研究发现

了解可持续消费者的界定, 以及他们的信念和行为对于行业增加可持续性实践至关重要。该研究表明, 当人们认为自己是可持续消费者时, 他们便可能具有更高水平的道德观念, 具有更加女性化和自由的个性, 表现出对环境和社会可持续性问题的关注, 对可持续发展责任性的考虑更全面, 以及对其他旅游形式选择的偏爱。本篇研究的结果显示出普通美国消费者具有实践可持续性行为的潜力。

独创性/价值

尽管以往的研究曾零星地尝试描述可持续消费者和可持续旅游消费者的不同特征, 但并未从社会人口学, 心理变数, 以及行为特征这几个方面去全面地界定和证明可持续消费者。文献中依然缺乏关于对可持续消费者特征更加理论性地讨论。因此, 本研究旨在为全球旅游业和款待业的各个领域对于可持续旅游的讨论和发展奠定基础。模型测试的结果也为行业提供了一个关于可持续旅游消费者的社会人口学, 心理变数, 以及行为特征的理论框架, 以供行业响应。

El consumidor de turismo sostenible: Características sociodemográficas, psicográficas, y de comportamiento

Propósito

Este estudio busca revelar las características sociodemográficas, psicográficas, y de comportamiento de los consumidores responsables para promover la demanda de prácticas de sostenibilidad en la industria del turismo y la hospitalidad. Se evaluaron variables sociodemográficas y psicográficas para determinar su influencia sobre la autoevaluación de un individuo como consumidor responsable, que después se evaluó para determinar su influencia en resultados conductuales, específicamente preocupaciones de sostenibilidad medioambiental y social, objectos de preocupaciones de sostenibilidad, sujetos considerados responsables de la sostenibilidad, y la elección de turismo de masas versus turismo alternativo.

Diseño/metodología/método

Debido a la falta de teoría robusta y bien establecida sobre las características de los consumidores responsables, un análisis de contenidos de la literatura y un análisis cuantitativo de datos obtenidos a través de una encuesta se utilizaron para identificar las características sociodemográficas, psicográficas, y de comportamiento de los consumidores. Las variables plausibles identificadas en la literatura fueron filtradas a través de un análisis de componentes principales (ACP) y un análisis de regresión por mínimos cuadrados ordinarios (MCO) para afinar a priori las variables para el desarrollo de un modelo adecuado, el cual fue evaluado utilizando un modelo de ecuaciones estructurales por el método de mínimos cuadrados parciales (PLS-SEM por sus siglas en inglés) que permitió seguir afinando las variables a posteriori por medio de la evaluación de su confiabilidad y validez.

Resultados

Entender quiénes son los consumidores responsables y qué son propensos a creer y hacer es imperativo para aumentar las prácticas sostenibles en la industria. El estudio demuestra que las personas que se consideran consumidores responsables son más propensas a tener niveles más altos de opiniones éticas, a tener personalidades más femeninas y liberales, a demostrar preocupación por los problemas de sostenibilidad medioambiental y social, a considerar a todas las partes pertinentes como responsables de la sostenibilidad, y a escoger formas alternativas de turismo en vez de turismo de masas. El estudio sugiere que los consumidores americanos en general tienen el potencial de apoyar prácticas sostenibles.

Originalidad/valor

A pesar de los intentos esporádicos de otros investigadores para describir las diferentes características del consumidor responsable y de los consumidores de turismo sostenible, las investigaciones anteriores no han generado una descripción completa de quién es un consumidor responsable en términos de sus características sociodemográficas, psicográficas, y de comportamiento. La literatura sobre las características del consumidor responsable es escasa y sin bases teóricas; por lo tanto, este estudio sienta las bases para el desarrollo de esta área de investigación en todos los sectores de la industria global del turismo y la hospitalidad. Los resultados de la evaluación del modelo proporcionan un perfil claro de los consumidores de turismo sostenible en los ámbitos sociodemográficos, psicográficos, y de comportamiento para que la industria responda.

Article
Publication date: 14 November 2016

Jorge Matute, Yolanda Polo-Redondo and Ana Utrillas

With the expansion of internet as a tool for exchanging information, companies include in their websites a virtual space to share information among users. The purpose of…

9194

Abstract

Purpose

With the expansion of internet as a tool for exchanging information, companies include in their websites a virtual space to share information among users. The purpose of this paper is to explore the characteristics of consumers’ reviews (electronic word-of-mouth quantity, credibility and quality) as antecedents of customers’ online repurchase intentions. Specially, it proposes a model where trust on an online seller and perceived usefulness of a website mediate the influence of electronic word-of-mouth (EWOM) characteristics on repurchase intentions.

Design/methodology/approach

Structural equation modeling was employed on a sample of 252 online customers. An online questionnaire was aimed at internet users who had previously made an online purchase and read online reviews received from the vendor’s website.

Findings

Results show that only EWOM quality has a positive direct effect on consumers’ repurchase intention while quantity has a negative influence. Perceived usefulness mediates the influence of all EWOM characteristics on online repurchase intention. EWOM credibility and quality also indirectly influence repurchase intentions through trust on the online vendor.

Practical implications

This paper outlines ways to improve managerial implications by developing mobile applications or websites where the reviews have an appropriate volume and quality of information. Moreover, it suggests general advice to present online reviews in a useful manner to users who visit these websites.

Originality/value

This study is one of the first to propose an integrative model that studies in depth the three main EWOM characteristics and customer responses for understanding their repurchase behavior.

Details

Online Information Review, vol. 40 no. 7
Type: Research Article
ISSN: 1468-4527

Keywords

Article
Publication date: 3 April 2019

Kaisa Sandell

This study aims to examine the relationship between consumer characteristics and the effectiveness of olfactory cues on purchase behavior.

1514

Abstract

Purpose

This study aims to examine the relationship between consumer characteristics and the effectiveness of olfactory cues on purchase behavior.

Design/methodology/approach

The theories of the effects of consumer decision-making, olfaction and sensory marketing on purchase behavior are applied using loyalty card data collected through an experiment. These data are analyzed using quantitative methods.

Findings

The presence of an olfactory cue has a positive impact on purchase behavior, as measured by product-category sales. Results indicate that in sales promotion, olfactory cues are most efficient in men who have hedonistic or quality-oriented decision-making styles.

Research limitations/implications

This paper is the first to study the effectiveness of olfactory cues on purchase behavior when the interactions between the individual characteristics of consumers are considered. The study broadens extant frameworks of sensory marketing by placing the consumer in the central position as the processor of sensory cues. The work pioneers the integration of consumer’s decision-making style (CDMS) as one of the moderating factors in the process.

Practical implications

The results encourage retailers and practitioners to consider CDMS – and not only gender or age – when using olfactory cues in sales promotions. Hopefully, this paper will inspire retailers to think of the more psychological aspects of consumer behavior and decision-making when planning their loyalty card systems.

Originality/value

This paper is the first to study the effectiveness of olfactory cues on purchase behavior when the interactions between the individual characteristics of consumers are considered. Addressing the decision-making style in addition to demographics is a novel approach, contrasting with earlier studies that merely focused on olfactory acuity.

Details

European Journal of Marketing, vol. 53 no. 7
Type: Research Article
ISSN: 0309-0566

Keywords

Article
Publication date: 1 November 2011

Alexander Josiassen, A. George Assaf and Ingo O. Karpen

The purpose of this paper is to clarify how demographic consumer characteristics influence and interact with consumer ethnocentrism on willingness to buy. The authors…

10278

Abstract

Purpose

The purpose of this paper is to clarify how demographic consumer characteristics influence and interact with consumer ethnocentrism on willingness to buy. The authors analyze the direct effects of selected characteristics on the tendency for consumer ethnocentrism. Further, the moderating effects of these consumer characteristics are investigated.

Design/methodology/approach

Data were gathered from 361 consumers in Australia. Data analysis was conducted using regression analysis with interactions and post hoc slope analysis.

Findings

The empirical findings show that consumer tendencies for ethnocentrism are directly influenced by characteristics of the customer. The authors also find that the strength of the relationship between consumer ethnocentrism and willingness to buy is influenced by customer characteristics. Specifically, age and gender are found to be important moderators of the consumer ethnocentrism‐willingness to buy relationship.

Research limitations/implications

The results of the study should be interpreted in view of certain limitations. For theory‐testing purposes, the study tests hypotheses in a particular context: Australian consumers. Consequently, caution is necessary in extrapolating the results to other national contexts.

Practical implications

On the one hand, the results provide managers with a detailed understanding of which customer groups are the most consumer ethnocentric. On the other hand, the results provide an understanding of which customer groups have the strongest consumer ethnocentrism‐willingness to buy link. These findings can be used to allocate resources to marketing.

Originality/value

Marketing researchers show that consumers rely on different cues and make different decisions depending on their tendency for consumer ethnocentrism. Academic research has also discovered important differences in the cognitive processes and behavior depending on demographic characteristics. However, there are competing views in the literature as to how these fundamental consumer characteristics influence and interact with consumer ethnocentrism. This study further clarifies the role of demographic consumer characteristics.

Details

International Marketing Review, vol. 28 no. 6
Type: Research Article
ISSN: 0265-1335

Keywords

1 – 10 of over 76000