Search results

This paper aims to investigate the paradox of whether prestigious goods help or inhibit a consumer’s social affinity. The goal of this research is to explore whether pursuit of prestigious goods increases consumers’ social affinity or decreases their social affinity, and, more importantly, to understand the mechanisms that drive this process.

Three laboratory experimental studies and a social network study are conducted to show that consumers hold inconsistent beliefs about the social implication of prestigious goods.

In Study 1, the authors showed that prestigious goods evoked stronger social affinity for the self than for the other. In Study 2, the authors showed that people evaluated themselves high in social affinity when they brought a prestigious wine to a party compared to when they brought a cheaper, generic wine, but evaluated others low in social affinity when they brought the same prestigious wine. In Study 3, the authors showed the mediating effects of social image and boastfulness on social affinity. Study 4 utilizes social network study to further validate previous findings in a field setting.

For high-end retailers, the authors suggest framing their promotional messages to explicitly highlight how owning prestigious goods will benefit them (i.e. social image). It is important that these retail managers (and salespeople alike) make it more salient on how their prestigious goods socially benefit the consumer (the self). Thus, it is important to get consumers to think about how a prestigious item looks on them and not on others. However, marketers must be prudent when constructing these messages, as the link between prestigious consumption and network development is merely perceptual.

The findings demonstrate that consuming prestigious goods increases social affinity via positive social image for the self. When evaluating others, the authors demonstrate that consuming prestigious goods decreases social affinity via boastfulness. In sum, owning prestigious items may seem beneficial socially to the self, but people have negative perceptions (boastfulness) of those who own the same prestigious goods. Hence, there seems to be a discrepancy in how the authors evaluate themselves versus how they evaluate others with the same prestigious goods.

Brands are investing heavily in content marketing within digital communication channels, yet there is limited understanding of the effectiveness of this content on consumer engagement. This paper aims to examine how consumer engagement with branded content is created through consumer-initiated online brand communities (OBCs) and brand-initiated digital content marketing (DCM) communications. Self-brand connections are examined as an important antecedent to the cognitive, affective, behavioural and social dimensions of consumer engagement and the subsequent impact of engagement on loyalty is explored across these two channels.

A survey approach was used with two consumer samples for one focal retail brand, namely, a consumer-initiated OBC (Facebook) and email subscribers of the retail brand’s DCM communications. A multi-group analysis of structural invariance procedure was used to comparatively examine the formation of engagement for consumers within the OBC and DCM channels.

This study demonstrates the different ways in which engagement forms across different digital communication channels. Self-brand connection (SBC) was found to strongly drive behavioural, cognitive, affective and social engagement. The cognitive, affective and behavioural engagement was found to mediate the self-brand connection and consumer loyalty relationship. Overall, this relationship was most strongly and significantly mediated by affective and cognitive engagement within the OBC channel when compared to the DCM channel.

The findings of this study should be interpreted with several limitations in mind. First, the research was conducted within the confines of one OBC, within one social networking site platform characterised by self-selected membership based on a passion and immersion with the brand. This means that consumers within the OBC were highly connected to one another and the retail brand and highly socialised in-group norms and mores. This type and intensity of connection may not be the case for all forms of OBCs. Second, this study was limited to one retail brand, from one brand category. Future research should examine OBCs across a range of utilitarian and hedonic brands to comprehensively contextualise the dimensions of engagement. Third, the data for this study was cross-sectional. The use of netnographic analysis and qualitative interviews across a range of OBCs would support the triangulation of the findings of this research, especially with regard to the narrative that consumers’ express when discussing how their SBC manifests through the dimensions of engagement. Fourth, this study explored a single antecedent of engagement, namely, self-brand connections. Future research may consider how SBC operates in conjunction with other complementary factors to enhance consumers’ affective, cognitive, social and behavioural engagement such as brand awareness, satisfaction and participation/interactivity. In addition, future research could examine an expanded array of engagement outcomes such as purchase intention, the share of wallet and reputation. Finally, future research should examine the operationalisation and validation of the dimensions of engagement using multiple competing scales to assess the suitability of these engagement scales across multiple brand categories and contexts.

Given the increasing investment in branding within social media and the fragmentation of brand communications across multiple communications platforms, the management of effective brand communications remains a significant challenge. This study found that the relationship between self-brand connections, affective, social, behavioural and cognitive engagement and loyalty was context-specific and moderated by a digital communication channel (OBC vs DCM email marketing), thus providing insights as to the effectiveness of OBCs and DCMs as two tools for enhancing consumer loyalty.

This study makes a novel contribution to the engagement literature by examining the antecedent role of self-brand connections in predicting consumers’ engagement; the moderating role of digital communication platforms (OBC vs DCM) on the formation of cognitive, affective, behavioural and social engagement; and the mediating effect of these dimensions on loyalty.

Language plays an important role in a successful service exchange, but it can become a source of discrimination if one party is a non-native speaker in the host country. This study aims to examine the linguistic racism that non-native customers experience in Inter Culture Service Encounters (ICSEs) and delves into factors that contribute to the underlying psychological responses and the behavioral outcomes.

A phenomenological approach was used where 16 individuals were interviewed to discover themes through non-native customers' lens using an inductive process. Next, the emerged categories were classified based on extant literature, using a deductive approach.

The findings highlight the role of language varieties as a strong social identity cue for non-native customers where the associated stigma makes them see ICSE as a stereotype threat. Most importantly, these experiences shape their future behavior by avoiding direct interactions with the servers and adopting other service channels. Several “social others” influence this process.

This study explores the notion of linguistic racism in an ICSE from a non-native consumers’ lens and thus adds to this under-researched literature. Using a phenomenological approach, the authors propose a framework focusing on the perception of language-related stigma and discrimination experienced by non-native consumers’ along with possible behavioral responses.

Using the example of LEGO Friends, we investigate the discourses that develop when second-order consumers attribute moral weight to the production and marketing of toys perceived to sharpen and enforce gender norms.

We analyze reactions to LEGO Friends through a discourse analysis of online data collected from English-language blogs and news sites. The data is coded iteratively within the two primary categories of gender and the market.

We argue that children’s toys have reemerged as a moral battlefield where consumers stake out positions on the feminization and sexualization of young girls, forcing companies to take strong ideological stances while competing for market share. We show that in the debate over LEGO Friends, consumers’ discursive constructions of moral play were embedded in a heteronormative middle-class ideal that discourages expressions of stereotypical femininity.

Our data is limited to a number of online forums blogs and web sites. We do not claim to have exhaustively catalogued the reactions to LEGO Friends, but merely to have explored discursive positions staked by consumers in the unfolding debate.

This research shows that companies can benefit from addressing second-order consumers’ negotiations of brand meanings in their marketing research and campaigns, and thus avoid becoming the next target of a moral panic.

Our paper addresses brand meaning negotiations by second-order consumers, in this case buyers of children’s toys.

The present article focuses on crises that arise from provocative advertisement images and products and introduces the shooting star crisis. Moreover, it aims to shed some light on the interconnection between the boomerang effect, crisis, crisis management and workforce diversity.

By examining the cases of two leading organizations of the fashion industry that found themselves involved in crises and how they confronted them, it seeks to explore whether investments in workforce diversity is a solution for these problems.

Sometimes provocative products and images that intend to spark customers' imagination can backfire and initiate a crisis. Based on the findings, organizations that admit their wrongdoing and react promptly to their stakeholders' demands tend to overcome a crisis relatively faster than organizations with passive behavior. By understanding the need for a proactive approach, fashion organizations can evade future crises and avoid creating products or images that can be perceived as racist and invoke public outrage. Additionally, the study revealed that workforce diversity initiatives can mitigate a crisis and its aftermath.

Its novelty is that it deals with the interrelationship between boomerang effect, crisis, crisis management and workforce diversity. Moreover, it introduces a new type of crisis, the shooting star crisis, in order to capture new crises that emerge in modern era, as a result of the extensive power of modern social media.

Although considerable consumer research has focused on family purchase decision‐making in families in Western countries, only limited attention has been paid to family purchase decision‐making within Eastern cultures. This study was designed to explore for the possible differences and similarities in spousal influences in different cultural environments by comparing Singaporean family purchase decision‐making process to that of US families.

Quota sampling was adopted to generate primary data for the examination of Singaporean spousal influence in family purchase decision‐making; data previously reported on US spousal families was used to compare with the primary data collected in Singapore.

Differences in marital values between Singaporean husbands and wives were found to be associated with differences in perceived patterns of influence throughout the family decision‐making process. The findings indicate that family purchase decision‐making is a culture‐specific phenomenon. The study found that the level of egalitarianism, which usually indicates a more syncratic or cooperative family purchase decision‐making, was associated positively with higher levels of education and income.

This study revealed a positive relationship between joint decisions and the level of egalitarianism, however, such evidence is still limited. To depend the understanding of spousal influences in family purchase decision‐making in different cultural environments, future research may need to go beyond demographics to include more cognitive, psychological as well as social environmental factors, such as the involvement level, the time a spouse spent alone for shopping, the love, affection, trust and confidence a spouse would have for or earned from another spouse, the importance a spouse would attach to his or her marriage and family, etc.

The paper offers insight into family purchase decision‐making within Easlern countries.

This conceptual paper diagnoses the fundamental tensions between the social temporality of sustainability and the individual temporality of marketing in the Dominant Social Paradigm. We propose the notion of ‘existentialized sustainability’ as a possible way forward.

We take the Heideggerian perspective that death may bring individual and societal time into a common framework. From here, we compare anthropological and consumer culture research on funerary rites in non-modern societies with contemporary societies of the DSP.

Funerary rites reveal important insights into how individuals relate to their respective societies. Individuals are viewed as important contributors to the maintenance and regeneration of the group in non-modern societies. In contrast, funerary rites for individuals in the DSP are private, increasingly informal, and unconnected to sustaining society at large. This analysis reveals clear parallels between the goals of sustainability and the values of non-modern funerary rites.

We propose the metaphor of a funerary rite for sustainability to promote consciousness towards societal futures. The idea is to improve ‘quality of death’ through sustainability – in other words, the ‘existentialization of sustainability’. This opens up a possible strategy for marketers to actively contribute to a societal shift towards a New Environmental Paradigm (NEP).

The Heideggerian approach is a novel way to identify and reconcile the epistemic contradictions between sustainability and marketing. This diagnosis suggests a way in which marketing can address the wicked problem of global sustainability challenges, perhaps allowing a new spirituality in consumption.

Organisations bear a graver responsibility than they regularly realise. This chapter expands the foregoing sentence through a reflection on what the other chapters have said – that marketers' responsibility should go beyond the sale of a product and should include the consciousness of the social and environmental consequences of the product and that responsibility should start with strategy and accompany the product or service from ideation to commercialisation. The messages going out from the company about its sustainability initiatives must also be ethical. The chapter also presents the book chapters' practical value for teaching, research and consultancy as well as for business application and policy making or policy advocacy. Finally, the chapter calls for generally acceptable standards to measure product greenness and for more self-regulation especially in less regulated regions. The overall message is that, through the marketing function, managers can and must orient the firm's internal dynamics towards embracing both business goals and the common good by taking all stakeholders into consideration and creating value to be shared by all.