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1 – 10 of 12Beatrice Romano, Sean Sands and Jason Ian Pallant
Increasingly, retailers are adopting technologies such as augmented reality (AR) as tools to enhance the customer experience. However, little is known about consumers' differing…
Abstract
Purpose
Increasingly, retailers are adopting technologies such as augmented reality (AR) as tools to enhance the customer experience. However, little is known about consumers' differing attitudes towards AR. The aim of this study is to explore how consumers differ in terms of the value they receive from using AR, as well as the trade-offs they experience when using the technology for shopping. Moreover, the study explores the individual characteristics that lead to these differences by segmenting consumers according to their perceptions of and attitudes towards AR as a shopping tool.
Design/methodology/approach
To identify the segments, latent class analysis was conducted on the data collected from an online survey of 503 US consumers.
Findings
The analysis yielded four distinct segments of consumers who vary in their attitude towards AR as a shopping tool – AR Averse, AR Hesitant, AR Open and AR Enthusiastic. Covariate analysis indicated that the factors which drive membership of these segments include perceived ease of use, perceived usefulness and psychographic characteristics such as innovativeness, time pressure and shopping enjoyment.
Practical implications
The heterogeneity of consumer attitudes towards AR is driven by consumers' perceptions of decision confidence (how they see AR enhancing their ability to make choices), information overload (the potential for AR to over-stimulate shoppers) and experiential value (the derived value from engaging with AR). Hence, retailers should leverage these dimensions when communicating the value of AR in assisting consumers when shopping.
Originality/value
This study highlights that heterogeneity exists in consumer attitudes towards AR, and suggests that the attitude towards AR is not a fixed value, but can change through education.
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Isabella Maggioni, Sean James Sands, Carla Renee Ferraro, Jason Ian Pallant, Jessica Leigh Pallant, Lois Shedd and Dewi Tojib
For consumers, cross-channel behaviour is increasingly prevalent. Such behaviour involves consumers actively engaging in (and deriving benefit) from one channel during a product…
Abstract
Purpose
For consumers, cross-channel behaviour is increasingly prevalent. Such behaviour involves consumers actively engaging in (and deriving benefit) from one channel during a product search but switching to another channel when making a purchase. Drawing on multi-attribute utility theory, this study proposes a cross-channel behaviour typology consisting of three key aspects: channel choice behaviour, functional and economic outcomes and consumer-specific psychographic and demographic variables.
Design/methodology/approach
Segmentation analysis conducted via latent class analysis (LCA) was performed on a sample of 400 US consumers collected via an online survey.
Findings
Cross-channel behaviour is not always intentional. We identify a specific segment of consumers that most often engage in unplanned, rather than intentional, cross-channel switching. We find that of all shoppers that engage in cross-channel behaviour, a fifth (20%) are forced to switch channels at the point of purchase.
Practical implications
Cross-channel behaviour can be mitigated by retailers via a deep understanding of the driving factors of different configurations of showrooming and webrooming.
Originality/value
In contrast with existing conceptualisations, this study suggests that cross-channel behaviour often stems from consumers being “forced” by factors outside of their control, but within the retailers' control. This research presents a nuanced approach to decompose consumer cross-channel behaviour from the consumer perspective as planned, forced or opportunistic.
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Jason Ian Pallant, Sean James Sands, Carla Renee Ferraro and Jessica Leigh Pallant
This paper investigates the degree to which self-selection explains the apparent higher purchase value of research shoppers.
Abstract
Purpose
This paper investigates the degree to which self-selection explains the apparent higher purchase value of research shoppers.
Design/methodology/approach
An online survey was administered to 594 retail shoppers. The purchase value of research shoppers and single-channel shoppers was compared before and after propensity score matching to account for self-selection effects.
Findings
Prior to matching, research shoppers spend significantly more than single-channel shoppers. This difference persists after accounting for self-selection but is reduced by 25%. The impact of self-selection differs across product categories and channels, with the online channel most likely to lead to higher purchase value.
Practical Implications
The findings build on existing literature on the value of omni-channel retail strategies and provide insights for retailers to determine the likely impact of encouraging research shopping among their customers.
Originality/value
The research provides important insights into the role that self-selection plays in the value of multi-channel shoppers, and the likely value to retailers of omni-channel strategies.
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Arvid Hoffmann, Simon McNair and Jason Pallant
The purpose of the paper is to examine how psychological characteristics predict membership of and transitions between states of higher vs lower financial vulnerability – and vice…
Abstract
Purpose
The purpose of the paper is to examine how psychological characteristics predict membership of and transitions between states of higher vs lower financial vulnerability – and vice versa – over time.
Design/methodology/approach
This research uses a dynamic latent class model (latent transition analysis) to explore the dynamics of consumers’ financial vulnerability over time using longitudinal data obtained by repeatedly administering a measure of financial vulnerability.
Findings
This research finds that consumers in a state of lower vulnerability are “fragile” in having a relatively high likelihood of moving to a state of higher vulnerability, whereas those in a state of higher vulnerability are “entrenched” in having a relatively low likelihood of moving to a state of lower vulnerability. This pattern of results is called the “financial vulnerability trap.” While financial self-efficacy explains state membership, the consideration of future consequences drives state transitions.
Research limitations/implications
Future research could follow consumers over a longer period and consider the role of alternative psychological characteristics besides those examined.
Practical implications
This research provides practitioners with actionable insights regarding the drivers of changes in consumers’ financial vulnerability across time, showing the value of financial self-efficacy and the consideration of future consequences when developing strategies to prevent consumers from sliding from a state of lower to higher financial vulnerability over time.
Originality/value
There is scant research on financial vulnerability. Further, prior research has not examined whether and how consumers’ psychological characteristics help explain their membership of and transitions between states of different levels of financial vulnerability over time.
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Andrea Gaye Fenton, Sean Sands, Carla Ferraro, Jason Ian Pallant and Eraj Ghafoori
Although saving for retirement is critical, many people are reluctant to contribute money now in anticipation of a future event, namely their retirement. This study aims to…
Abstract
Purpose
Although saving for retirement is critical, many people are reluctant to contribute money now in anticipation of a future event, namely their retirement. This study aims to investigate the interaction effect between message frame and message appeal on individual preparedness for retirement, specifically in terms of an individual’s willingness to contribute to retirement savings.
Design/methodology/approach
Across three studies, the authors show that message frames with a gain-orientation are more persuasive when self-oriented rather than oriented towards socially distant others. In Study 1, the authors use a 2 (gain-loss message frame) × 3 (self, close-other, distant-other message appeal) experimental design with ad copy manipulating the scenarios. In Study 2, the authors replicate and extend Study 1 to validate the findings. In Study 3, the authors overlay life-stage to determine how consumers differ in terms of their willingness to contribute to retirement.
Findings
Across the studies the authors find that message frame and message appeal influence consumer preparedness for retirement. The authors investigate these effects in terms of willingness to contribute to retirement savings (Studies 1–3) as well as satisfaction with retirement savings, anticipated retirement enjoyment, positive emotions and negative emotions (Studies 1 and 2).
Originality/value
While a substantive amount of research has been devoted to retirement planning, gaps remain as to the efficacy of communication message strategies on influencing retirement preparedness. This research seeks to contribute towards this literature stream by uncovering the ways in which individuals can be encouraged to contribute towards retirement planning.
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Patricia David, Sharyn Rundle-Thiele and Jason Ian Pallant
Behavioural change practice has focussed attention on understanding behaviour; failing to apply dynamic approaches that capture the underlying determinants of behavioural change…
Abstract
Purpose
Behavioural change practice has focussed attention on understanding behaviour; failing to apply dynamic approaches that capture the underlying determinants of behavioural change. Following recommendations to direct analytical focus towards understanding both the causal factors of behaviour and behavioural change to enhance intervention practice, this paper aims to apply a hidden Markov model (HMM) approach to understand why people transition from one state to another (e.g. reporting changes from wasting food to not wasting food or vice versa).
Design/methodology/approach
Data were drawn from a 2017 food waste programme that aimed to reduce waste of fruit and vegetables by increasing self-efficacy through a two-week pilot, featuring recipes and in-store cooking demonstrations. A repeated measure longitudinal research design was used. In total, 314 households completed a phone survey prior to the two-week pilot and 244 completed the survey in the weeks following the intervention (77% retention in the evaluation study).
Findings
Two behavioural states were identified, namely, fruit and vegetable (FV) wasters and non-FV wasters. Age was identified as a causal factor for FV food wasting prior to the campaign (45-54 years were most likely to waste FV). Following the intervention, a total of 43.8% transitioned away from FV wasters to non-wasters, and attitudes and self-efficacy were indicated as potential causal factors of this change in FV waste behaviour.
Originality/value
Through this application, it is demonstrated how HMM can identify behavioural states, rates of behaviour change and importantly how HMM can identify both causal determinants of behaviour and behavioural change. Implications, limitations and future research directions are outlined.
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Jason Flores and Arturo Z. Vasquez-Parraga
This study’s aim is to investigate whether offering a co-production opportunity as a choice or as the only means of service rendering influences customer value creation and…
Abstract
Purpose
This study’s aim is to investigate whether offering a co-production opportunity as a choice or as the only means of service rendering influences customer value creation and satisfaction. This research incorporates two empirically supported sources of co-created value, relational and economic, and it investigates a new dimension of co-created value, individual value. The study focus supports the need for more empirically based guidance for the management and design of co-creation processes.
Design/methodology/approach
A 2 × 2 between-subjects experimental design was utilized to test the choice/no-choice condition. Data were collected through a survey of 214 respondents who were selected on the basis of their familiarity with the context of the experimental scenarios.
Findings
The results show that co-production as an option for service rendering has a stronger positive impact on value creation than does the context when co-production is necessary. Choice was found to positively influence relational and economic value. Value creation was found to mediate the choice and satisfaction relationship. Individual value had the strongest relative impact on satisfaction but was not significantly related to choice.
Practical implications
Designers and managers of co-production-enabling processes can enhance customer and organizational outcomes simply by offering customers a choice when considering whether or not to engage in co-production.
Originality/value
This originality of this study lies in the supporting evidence found for the influence of choice on value creation and the empirical corroboration for individual value creation as a source of co-created value. The on-line context of this study in this context is also novel.
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Muhammad Farrukh, Jason Wai Chow Lee, Muhammad Sajid and Abdul Waheed
Culture plays a vital role in shaping individuals’ intentions and behaviour. Influence of cultural values on entrepreneurship has been acknowledged widely by academics and…
Abstract
Purpose
Culture plays a vital role in shaping individuals’ intentions and behaviour. Influence of cultural values on entrepreneurship has been acknowledged widely by academics and practitioners. However, little in terms of empirical results is known. Thus, the purpose of this paper is to investigate the effect of cultural values on entrepreneurial intentions (EI) of Pakistani students.
Design/methodology/approach
Cultural values of individualism and collectivism were incorporated into the theory of planned behaviour (TPB). Smart-PLS software was used to run a structural equation modelling (SEM) technique to analyse the data.
Findings
SEM results showed that attitudes towards entrepreneurship and perceived behavioural controls (PBC) mediated the relationship between individualism and EI while subjective norms (SN) mediated the relationship between collectivism and EI.
Originality/value
The study confirms the applicability of the TPB for understanding the EI in a collectivist culture. Additionally, findings of this study displayed that external factors, such as cultural values, can impact EI through SN, attitude and PBC. Incorporation of cultural values in TPB contributed to the understating of antecedents of EI.
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Mohamad Shaharudin Samsurijan, Radin Badaruddin Radin Firdaus, Mohd Isa Rohayati, Andrew Ebekozien and Clinton Aigbavboa
The COVID-19 impact across major sectors did not exempt the low-cost housing (LCH) sub-sector. This may have increased the existing LCH demand-supply gap, especially in developing…
Abstract
Purpose
The COVID-19 impact across major sectors did not exempt the low-cost housing (LCH) sub-sector. This may have increased the existing LCH demand-supply gap, especially in developing countries such as Malaysia. Studies showed that government policy (GP) aids in mitigating COVID-19 impact on goods and services, including housing-related issues. However, there is an academic literature scarcity regarding GP on LCH demand-supply gap during the COVID-19 crisis in Malaysia. Hence, this study aims to investigate the moderating effect of GP on the relationship between LCH demand-supply gap and COVID-19 impact in Malaysia.
Design/methodology/approach
The research utilised a quantitative method in collating the data from four major cities in Malaysia. SmartPLS was utilised to analyse the usable 305 questionnaires retrieved from respondents. Structuralist Theory supported the developed framework.
Findings
Findings show that GP moderates the relationships between the LCH demand-supply gap and COVID-19 impact on Malaysia's low-income groups' (LIGs) homeownership delivery. It implies that the study's findings provide more understanding of issues influencing LCH demand-supply gap in the COVID-19 era via applying GP to mitigate the gap and improve homeownership for the disadvantaged.
Practical implications
The study intends to stir policymakers toward formulating policies and programmes that will mitigate LCH demand-supply gap during the present and future pandemics.
Originality/value
Besides the theoretical value of the developed model, policymakers can use the study's recommendations to mitigate future LCH demand-supply gaps during pandemics in developing countries using Malaysia as a case study.
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Solomon Olusola Babatunde, Srinath Perera, Damilola Ekundayo and Damilola Sarah Adeleke
Building information modeling (BIM) is vital in the performance improvement of contracting firms. Thus, there is a need to stimulate its implementation in the construction sector…
Abstract
Purpose
Building information modeling (BIM) is vital in the performance improvement of contracting firms. Thus, there is a need to stimulate its implementation in the construction sector with a view to meeting the competitive demands of the industry. However, there have been very few studies on BIM implementation among contracting firms in Nigeria. Hence, this study aims to examine the current BIM uptake among Nigerian contracting firms, assess the barriers to BIM implementation and examine the ways of improving BIM implementation within these contracting firms.
Design/methodology/approach
A questionnaire survey was conducted on contracting firms (comprising small-, medium- and large-sized firms) in Lagos, Nigeria. The obtained data were analyzed using both descriptive and inferential statistics. These included percentage, mean score, standard deviation, the Kruskal–Wallis test and factor analysis.
Findings
This study revealed the current state of BIM implementation among contracting firms in Nigeria in terms of their knowledge of BIM, their usage of BIM as well as the BIM software adopted. Furthermore, the study identified 25 barriers to BIM implementation in contracting firms and identified 15 ways to improve BIM implementation in contracting firms. The relative importance of both the identified barriers and the ways for improving BIM implementation was gauged among contracting firms comprising small-, medium- and large-sized firms. The result of the Kruskal–Wallis test revealed that, except for two (out of 25) identified barriers, and one (out of 15) identified ways of improving BIM implementation in contracting firms, there is no significant statistical difference in the perceptions of the three respondents’ groups. The result of the factor analysis categorized the identified 25 barriers into seven main factors.
Practical implications
This study provides empirical evidence on the barriers to BIM implementation and the ways of improving its implementation among contracting firms, thereby providing a better insight of the Nigerian construction industry’s BIM environment.
Originality/value
This study’s findings can positively inform the decisions of construction stakeholders to formulate strategies capable of improving BIM implementation in the construction industry at large.
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