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Article
Publication date: 1 March 1999

Dale F. Duhan, Pamela L. Kiecker, Charles S. Areni and Cari Guerrero

The purpose of this study is to investigate how origin information for wine products influences retail sales. The growing variety of products and the generally singular origin of…

Abstract

The purpose of this study is to investigate how origin information for wine products influences retail sales. The growing variety of products and the generally singular origin of wine products makes this market particularly sensitive to origin information. The origin of wine is often perceived as an indicator of quality and is used as the basis of decision making when purchasing wine products. This study empirically tests a portion of Johansson's framework for the use of origin information through both a market survey and a field experiment to determine the predictive value on market position for a group of wine products from the Texas region. The results of the survey and the field experiment were consistent and found that emphasizing the origin of Texas wine significantly influenced retail sales. These results also indicate that special displays and increased retail shelf space do not always have a positive effect on sales of the displayed products. Therefore, it is important for retail managers to first identify whether the image of the wine's origin is perceived positively or negatively before using origin information in store displays.

Details

International Journal of Wine Marketing, vol. 11 no. 3
Type: Research Article
ISSN: 0954-7541

Keywords

Article
Publication date: 1 September 2008

Yujie Wei

This paper studies how Chinese consumers respond to foreign goods in the post‐WTO era. Specifically, it examines brand sensitivity as a mediator and product cues as moderator of…

2354

Abstract

This paper studies how Chinese consumers respond to foreign goods in the post‐WTO era. Specifically, it examines brand sensitivity as a mediator and product cues as moderator of purchase intention. Additionally, it examines consumer preferences for different products and consumption plans for the subsequent five years. The survey sample is drawn from a population of foreign product users from 34 cities in 18 provinces in China. Results provide evidence that brand sensitivity mediates the relationship between consumer ethnocentrism and purchase intention; product cues moderate the effect of ethnocentrism on purchase intention. As the first study to link consumer ethnocentrism directly to brand sensitivity and purchase intention, this research provides some managerial implications. Global marketers can offset the negative effect of ethnocentrism by emphasizing brand image of its products, taking advantage of specific product cues, or by providing more comprehensive after‐sale service to reduce the perceived risk of purchasing imports. Also, price is still a hurdle that prevents Chinese consumers from mass consumption of foreign products. Global firms should not overestimate the purchasing power of Chinese consumers. This study represents a “snapshot” of Chinese consumers’ decision making at a time when their economic system is undergoing rapid change.

Details

Journal of Asia Business Studies, vol. 3 no. 1
Type: Research Article
ISSN: 1558-7894

Keywords

Article
Publication date: 30 November 2023

Dandan Zhu, Nina Michaelidou, Belinda Dewsnap, John W. Cadogan and Michael Christofi

This study aims to follow a rigorous approach to identify, critically analyze and synthesize 75 papers published from 2000 to 2022.

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Abstract

Purpose

This study aims to follow a rigorous approach to identify, critically analyze and synthesize 75 papers published from 2000 to 2022.

Design/methodology/approach

The study presents a systematic literature review on identity expressiveness (IE), clarifying and expanding what is currently known about the concept.

Findings

To synthesize current knowledge on IE, the study uses the overarching framework of antecedents-phenomenon-consequences, using this same framework to identify gaps and future research directions. The findings show individual and brand-related factors such as the need for uniqueness and anthropomorphism as antecedents of IE, and eWOM/WOM, impulse purchases and upgrading to more exclusive lines as consequences of IE.

Research limitations/implications

The study contributes to theory by synthesizing and mapping current understanding of the state of knowledge on the concept of IE while highlighting gaps in the extant literature and paving future research directions for scholars in the field.

Practical implications

The study offers useful insights for practitioners, broadening marketers’ actionable options in identity-based marketing. Marketers can use insights from this study to inform marketing strategy and communication campaigns for different types of brands.

Originality/value

To the best of the authors’ knowledge, this study is the first of its kind and offers an integrative review of the current literature on IE, thus enhancing understanding of the concept, its antecedents and consequences. The study also contributes to knowledge by highlighting future research priorities for researchers in this field of enquiry.

Article
Publication date: 1 March 1990

L.W. Turley

Explores the extent to which consumers perceive various services asquality‐risk purchases. Describes a panel study which indicated thatproblem is felt by most types of services…

Abstract

Explores the extent to which consumers perceive various services as quality‐risk purchases. Describes a panel study which indicated that problem is felt by most types of services and therefore should be considered by service managers. Discusses possible strategies for reducing this perception.

Details

Journal of Services Marketing, vol. 4 no. 3
Type: Research Article
ISSN: 0887-6045

Keywords

Article
Publication date: 1 April 1990

Scot Burton

Illustrates, through both actual and hypothetical examples, theimportance to services marketers of recent empirical and theoreticalwork on decision framing. Suggests that services…

Abstract

Illustrates, through both actual and hypothetical examples, the importance to services marketers of recent empirical and theoretical work on decision framing. Suggests that services marketers could have more opportunity than product marketers for affecting the decision frames of consumers. Discusses implications for service marketers, including how decision framing can effect the positioning of service firms in an industry. Considers how the frame can affect the decision of whether or not to purchase, and how changes in the decision frame might encourage consumers to purchase more expensive alternatives.Notes ethical issues raised for marketers by these implications.

Details

Journal of Services Marketing, vol. 4 no. 4
Type: Research Article
ISSN: 0887-6045

Keywords

Article
Publication date: 1 March 1986

Alan J. Bush and Robert P. Bush

Recently it is becoming more common for advertisers to employ numbers and statistics in their print advertisements. However, there has been no published research that investigates…

Abstract

Recently it is becoming more common for advertisers to employ numbers and statistics in their print advertisements. However, there has been no published research that investigates how this number‐based copy influences the reader. This study presents the results of a controlled experiment in which a number‐oriented versus a non‐number‐oriented ad was manipulated for a consumer durable and a consumer nondurable product. The results indicate that readers perceived the number‐based ad to be more informative than a similar ad without numbers, regardless of the type of product being advertised. The findings from this study can help advertisers create more effective advertisements which could ultimately enhance sales.

Details

Journal of Consumer Marketing, vol. 3 no. 3
Type: Research Article
ISSN: 0736-3761

Article
Publication date: 1 February 1989

Scot Burton and Laurie A. Babin

Considers the relevance for marketing practitioners of the recentresearch findings about the decision‐framing process. Presents anoverview of recent empirical research findings…

Abstract

Considers the relevance for marketing practitioners of the recent research findings about the decision‐framing process. Presents an overview of recent empirical research findings and a brief description of the theoretical rationale of the research. Surmises that decision‐framing of alternatives has a substantial impact on the choice among alternatives, even when relevant objective information remains invariant.

Details

Journal of Consumer Marketing, vol. 6 no. 2
Type: Research Article
ISSN: 0736-3761

Keywords

Article
Publication date: 1 January 1987

Girish Punj

The purpose of this research is to (1) examine the relationship between pre‐search decision making and external information seeking in consumer durable purchases and (2) to…

1528

Abstract

The purpose of this research is to (1) examine the relationship between pre‐search decision making and external information seeking in consumer durable purchases and (2) to construct consumer profiles corresponding to the different levels of pre‐search decision making. The term “pre‐search decision making”is used to denote those decisions that consumers make before they actively start searching for (and collecting) information on product alternatives. The latter process is referred to here as “external information seeking.”

Details

Journal of Consumer Marketing, vol. 4 no. 1
Type: Research Article
ISSN: 0736-3761

Article
Publication date: 6 February 2017

Tyreal Yizhou Qian, Jerred Junqi Wang, Winston Wen-hao Chou, Euisoo Kim, James J. Zhang and Bo Gong

The purpose of this paper is to examine the impact of Chinese youth’s attention to and involvement with Chinese soccer and its professional league, the Chinese Super League (CSL)…

Abstract

Purpose

The purpose of this paper is to examine the impact of Chinese youth’s attention to and involvement with Chinese soccer and its professional league, the Chinese Super League (CSL), on their level of satisfaction.

Design/methodology/approach

A survey study was employed to test the hypotheses. Research participants (n=948) were students from five major universities that represented each of the five main geographic regions of China. Data were randomly assigned into two halves: one half for CFA (n=474) and the other half for structural equation modeling (SEM) (n=474). Mplus 7.0 was used to conduct both the CFA and SEM.

Findings

The findings of this study indicated an overall lack of attention to and involvement with Chinese soccer and CSL among Chinese youths. Discussions have been presented on the causes of the lack of youth passion for Chinese soccer and suggestions have been articulated to improve the effectiveness and efficiency of policy formulation, business operation and marketing strategy.

Originality/value

The present study built on the extant sport management literature, demonstrated the complexity of consumers’ cognition and conation in the professional soccer setting, and revealed counter-intuitive relationship between attitudinal traits and behavioral patterns, which in turn provided unique insights for Chinese professional soccer marketers, managers and administrators.

Details

International Journal of Sports Marketing and Sponsorship, vol. 18 no. 1
Type: Research Article
ISSN: 1464-6668

Keywords

Article
Publication date: 6 March 2009

Reijo Savolainen

The purpose of this article is to elaborate the picture of the processes of information use by comparing conceptualizations provided by the constructivist approach and the human…

3878

Abstract

Purpose

The purpose of this article is to elaborate the picture of the processes of information use by comparing conceptualizations provided by the constructivist approach and the human information processing approach.

Design/methodology/approach

The article is a conceptual analysis of major articles characterizing information use and human information processing in the fields of information studies and consumer research.

Findings

It is found that both research approaches share the assumption that interpreting, relating and comparing qualities of things is fundamental to the information use process.

Research limitations/implications

The picture of information use processes is based on the comparison of two research approaches only.

Originality/value

Compared to the numerous studies on information needs and seeking, the questions of information use have remained under‐researched. The study elaborates the conceptual picture of information use processes by identifying similarities and differences between two major research approaches.

Details

Journal of Documentation, vol. 65 no. 2
Type: Research Article
ISSN: 0022-0418

Keywords

1 – 10 of 157