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1 – 10 of 21Aneeshta Gunness and Harmen Oppewal
Effects of stockouts on purchase decisions have been examined from a variety of perspectives; little is yet known about how consumers react to stockouts in online shopping…
Abstract
Purpose
Effects of stockouts on purchase decisions have been examined from a variety of perspectives; little is yet known about how consumers react to stockouts in online shopping contexts. The present study investigates how stockout reactions depend on a consumer's mindset and familiarity with a website and investigates the role of negative affect in determining a consumer's stockout reaction.
Design/methodology/approach
Shopping mindsets (deliberative vs. implemental) and website familiarity (high vs. low) were manipulated in an online experiment consisting of a simulated shopping task at an existing website which next was presented as having a stockout. The study observed the participants' switching responses and measured their negative affect.
Findings
Findings indicate that when encountering an online stockout, consumers in an implemental mindset are more likely to switch away from the website than those in a deliberative mindset and are more likely to search for additional items at a competing site. Consumers who are more familiar with the website where they encounter the stockout display a higher likelihood of defecting to a competing site; however, when they are in an implemental mindset, their inclination to defect decreases. The study also shows that the strength of negative emotions affects OOS responses in that buyers that experience more negative emotions are more likely to defect from the site.
Practical implications
The study's findings provide suggestions as to how retailers can manage and minimize defection behaviours associated with online stockouts. In designing operational and marketing strategies retailers need to pay close attention to how consumers' individual mindsets may vary by trait or circumstance and how they hence may respond differently to stockouts.
Originality/value
The authors introduce a novel perspective to the literature on stockout induced reactions and contribute by furthering investigation into previously unexplored specific consumer characteristics and intricacies of stockouts that drive particular stockout reactions.
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Juyoung Kim, Hong Im Shin and Hyung Tak Lee
Existing studies of shopping momentum effect show that an initial purchase causes the consumer to switch from a deliberative mindset to an implemental mindset, thereby leading to…
Abstract
Purpose
Existing studies of shopping momentum effect show that an initial purchase causes the consumer to switch from a deliberative mindset to an implemental mindset, thereby leading to buy subsequent items based on Gollwitzer’s Rubicon model. Since purchase activity goes through the actional phase which has not been studied yet, the purpose of this paper is to explore the characteristics of the actional mindset compared with those of the planning and deliberative mindsets.
Design/methodology/approach
This study conducts three experiments to examine whether the implemental mindset can be differentiated from the actional mindset via recalls and perceptual processing measures.
Findings
The findings provide evidences that the actional mindset is different from the implemental mindset, and the planning phase is associated more with broad-mindedness, whereas the actional phase is with narrow-mindedness.
Research limitations/implications
Manipulation of the actional mindset can be extended to real purchases in physical shopping spaces, and various choice objects could be tested with a larger number of participants.
Practical implications
To boost the shopping momentum effect, marketers should put customers into an actional mindset by leading them to show their decisions such as carrying a shopping bag and uploading their purchased items. To avoid overbuying, customers should stay in planning mindsets without verbalizing their decisions. Putting goods into virtual shopping baskets in online shopping could be a good way to avoid overbuying.
Originality/value
The paper empirically explores the characteristics of actional mindset in terms of cognitive and perceptual processing and suggest meaningful implication in online shopping situation.
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Kriti Krishna, Bharadhwaj Sivakumaran, Satish S. Maheswarappa and Ankur Jha
This paper aims to develop a conceptual model to understand how different gamification designs (hedonic and utilitarian) evoke different emotions and impact subsequent patronage…
Abstract
Purpose
This paper aims to develop a conceptual model to understand how different gamification designs (hedonic and utilitarian) evoke different emotions and impact subsequent patronage intentions for online consumers in different mindsets.
Design/methodology/approach
The authors first conducted a content analysis study and then tested the model with two online experiments [both 2 × 2 factorial designs – gamification (hedonic/utilitarian) and mindset (implemental/deliberative), with different utilitarian and hedonic products].
Findings
Gamification with hedonic benefits influences website patronage intentions by evoking promotion emotions, while gamification with utilitarian benefits does so by evoking prevention emotions. Gamification with hedonic benefits has a stronger impact on consumers shopping with deliberative mindsets, while gamification with utilitarian benefits works better for those with implemental mindsets.
Research limitations/implications
Future research may extend the present work by considering other types of gamification.
Practical implications
Managerially, e-tailers may use gamification with hedonic aspects for consumers in deliberative mindsets and utilitarian aspects for those in implemental mindsets.
Originality/value
To the best of the authors’ knowledge, this research is the first to draw a link between mindsets and gamification. This research is also the first to operationalize gamification as hedonic and utilitarian based on their design characteristics and to establish emotional consequences as an important link between gamification and user behaviors.
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The purpose of this paper is to explore conceptualizations of mindset across disciplines with particular attention to scholars’ care in defining and operationalizing the construct…
Abstract
Purpose
The purpose of this paper is to explore conceptualizations of mindset across disciplines with particular attention to scholars’ care in defining and operationalizing the construct of mindset. Theories of mindset have witnessed increased attention through a variety of disciplines for their applicability as processes with the potential to influence individual and/or organizational outcomes. Exploration of mindset conceptualizations and characterizations reveal substantial divergences.
Design/methodology/approach
This conceptual paper generally examines the utilization of mindset constructs via a multidisciplinary review of literature and specifically details three mindset theories (implemental and deliberative, global and growth and fixed mindsets) to illuminate such disparities.
Findings
This paper categorizes the significant variations of the mindset construct and research via three distinct streams. Each stream highlights knowledge as instrumental in the mindset construct; however, the ways in which varying aspects of knowledge, knowledge mechanisms or knowledge as a component of an individuals and/or organization’s identity correspond to the inherent presuppositions of varying articulations of mindset theory and praxis.
Practical implications
Effectively influencing an individual and/or organization’s mindset necessitates an accurate assessment of the mindset construct. Further, evaluating the applicability of mindset research and/or feedback from a consultant warrants attention to the assumptions undergirding the mindset construct.
Originality/value
Generally, mindset studies and theories have scantly attended to both the historical development of mindset research as well as divergences in the research record within and across disciplines. This paper attempts to address this deficiency. Further, this paper appears to be the first attempt to compare and identify varying conceptualizations and characterizations of mindset theory and, therefore, identifies previously unidentified assumptions.
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Yan Meng, Stephen J. Gould, Lei Song, Hua Chang and Shiva Vaziri
This study aims to provide a practical strategy for customer service and salesforce from the basis of behavioral economics. When customers thought they missed a discount but…
Abstract
Purpose
This study aims to provide a practical strategy for customer service and salesforce from the basis of behavioral economics. When customers thought they missed a discount but eventually could get the deal, they perceived that they had obtained more value. This research defines such a conversion effect between gain and loss accounts, demonstrates its impact in marketing settings and provides the salesforce a tactic to increase sales and quality of customer service to improve the consumer experience in the social customer journey.
Design/methodology/approach
Three experiments were conducted in a behavioral lab and online setting. Participants were randomly assigned to 2 (gain vs loss) × 2 (converted vs simple) between-subjects designs in the first two experiments and 2 (gain vs loss) × 2 (converted vs simple) × 2 (high price vs low price) in the third experiment. Analysis of variance was conducted to analyze the data. Mediation and moderation analyses were also conducted to identify the mediator and moderator in the model.
Findings
The conversion between gain and loss mental accounts exists, and the converted gains are more likely to lead consumers to make purchases with a once-lost discount than simple gains. This conversion effect is mediated by consumers’ implemental mindset activated by the conversion and moderated by price.
Originality/value
This research shows that mental accounts of gains and losses can be dynamically converted to one another. It provides a managerial tactic for salesforces and customer service to lead consumers to make a purchase decision right away. This is especially important when they aim to enhance the consumer experience in the social customer journey.
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Godwin Mwesigye Ahimbisibwe, Muhammed Ngoma, Annet K. Nabatanzi-Muyimba and Levi Bategeka Kabagambe
The purpose of this paper is to investigate the mediating role of international networking in the relationship between entrepreneurial mindset and small- and medium-sized…
Abstract
Purpose
The purpose of this paper is to investigate the mediating role of international networking in the relationship between entrepreneurial mindset and small- and medium-sized enterprise (SME) internationalization using evidence from exporting SMEs in Uganda.
Design/methodology/approach
This study adopted a cross-sectional research design. Data were collected through a questionnaire survey of 206 exporting SMEs that are members of the Uganda Export Promotions Board. Data was analysed using SPSS and SmartPLS.
Findings
The study established that international networking mediates the relationship between entrepreneurial mindset and SME internationalization. This suggests that international networking is a conduit through which entrepreneurial mindset relates to SME internationalization.
Research limitations/implications
This study was conducted within the particular national context of Uganda. Replication of this research within other settings is needed to cross-validate the present findings. The study reveals that the entrepreneurial proclivity of managers and owners of exporting SMEs in Uganda can be enhanced through establishing networks in foreign markets to realize international expansion. SMEs should therefore initiate, build and strengthen partner relationships in foreign markets for successful international expansion.
Practical implications
The study reveals that the entrepreneurial proclivity of managers and owners of exporting SMEs in Uganda can be enhanced through establishing networks in foreign markets to realize international expansion. SMEs in Uganda should, therefore, strive to support entrepreneurial-oriented individuals to initiate and establish foreign market partnerships for successful international expansion.
Originality/value
To the best of the authors’ knowledge, this is the first study to investigate the mediating role of international networking in the relationship between entrepreneurial mindset and SME internationalization from a developing country of Uganda.
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Antonio Daood, Cinzia Calluso and Luca Giustiniano
Decision-making has long been recognized as being at the core of organizational life. Yet, the cognitive mechanisms by which managers make decisions represent a critical field of…
Abstract
Decision-making has long been recognized as being at the core of organizational life. Yet, the cognitive mechanisms by which managers make decisions represent a critical field of exploration. In this context, business models (BMs) are cognitive representations of organizational architectures that managers use to orient their firms in the business environment. While BMs – as managerial schemas – have been extensively studied for their beneficial applications at the strategic level, scholarly attention has rarely focused on their dark side. In this chapter, we point out that BM thinking – that focuses excessively on established schemas – might narrow managerial cognition in the process of fine-tuning the current BM; in the process, opportunities for more radical BM innovation can be overlooked. We systematize March and Simon’s contribution on managerial cognition into a more comprehensive conceptual framework by integrating the perspectives of Kahneman, Baron, and Gollwitzer. The result is an epistemologically coherent framework for managerial cognition and decision-making that focuses on how managers can overcome cognitive biases that derive from a reliance on established BMs as schemas. We close this chapter with directions for further research.
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Francisco Liñán, Inmaculada Jaén and Ana M. Domínguez-Quintero
This paper integrates the action phase theory (APT) and the theory of planned behaviour (TPB) to analyse the dynamic mechanisms involved in the configuration of goals and…
Abstract
Purpose
This paper integrates the action phase theory (APT) and the theory of planned behaviour (TPB) to analyse the dynamic mechanisms involved in the configuration of goals and implementation intentions throughout the entrepreneurship process.
Design/methodology/approach
The empirical analysis compares individuals in different phases of this process (not yet decided, potential and nascent entrepreneurs). A large sample of adults from Spain is analysed. Structural equation models and multi-group analysis (MGA) serve to test the hypotheses.
Findings
The results confirm that perceived behavioural control (PBC) is the most influential antecedent of entrepreneurial goal intention (EGI) in pre-actional phases (undecided and potential entrepreneurs), whilst attitude towards entrepreneurship (ATE) takes this role during nascency. Subjective norms (SNs) are more important in Phase 1 (establishing the goal) and in Phase 3 (performing nascent behaviour).
Originality/value
This study contributes to both the TPB and the APT. It provides the most relevant insight into the mental process that leads to starting up and helps explain certain previous conflicting results found in the literature. Additionally, it has important implications not only for theory building but also for support bodies and for entrepreneurship educators.
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Davide Di Fatta and Maurice Yolles
The purpose of this paper is to evaluate the personal identity of Donald Trump in the US presidential election using the mindset agency theory framework and content analysis.
Abstract
Purpose
The purpose of this paper is to evaluate the personal identity of Donald Trump in the US presidential election using the mindset agency theory framework and content analysis.
Design/methodology/approach
The qualitative evaluation of identity type is determined by the personality mindset agency theory (PMAT). This measures qualitatively by assigning a type to the personal identity. The methods being adopted are content analysis, and a coding frame is constructed that arises from the key words defined in PMAT.
Findings
Using PMAT, the authors determine that Trump’s personal identity is of the type hierarchical popularism (HP), from which behavioural patterns are derived, supposing that this is consistent with his public identity type measured using agency MAT (AMAT), which will be assessed in part 3 of this paper.
Originality/value
Appropriate image management can be used in an attempt to hide problematic purely self-interest aspects of a personality. This paper shows that it is possible to evaluate personality mindsets using content analysis. In a later paper, exploration of agency mindsets will occur that is indicative of the potential for behaviour.
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James Lloyd Bierstaker, James E. Hunton and Jay C. Thibodeau
The current study examines the effect of fraud training on auditors' ability to identify fraud risk factors. This is important because most auditors have little or no direct…
Abstract
The current study examines the effect of fraud training on auditors' ability to identify fraud risk factors. This is important because most auditors have little or no direct experience with fraud; thus, research that investigates the potential effect of indirect experience through training is vitally important to fraud detection and audit quality. A total of 369 experienced auditors completed a complex audit simulation task that involved 15 seeded fraud risk red flags. A total of 143 auditors participated in a 30-minute training session focused specifically on fraud risk, while the remaining 226 auditors learned about general internal control risk during this time block. The results indicate that auditors with fraud training identified significantly more red flags and obtained greater knowledge about fraud risk than auditors who did not receive the training. Considering that the fraud training consumed only 30 minutes out of a 64-hour training session, the findings suggest that even modest exposure to fraud training is quite effective.