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Article
Publication date: 1 January 1991

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/EUM0000000001541. When citing the…

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701

Abstract

This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/EUM0000000001541. When citing the article, please cite: Lester W. Johnson, Liane Ringham, Kevin Jurd, (1991), “Behavioural Segmentation in the Australian Wine Market Using Conjoint Choice Analysis”, International Marketing Review, Vol. 8 Iss: 4.

Details

International Journal of Wine Marketing, vol. 3 no. 1
Type: Research Article
ISSN: 0954-7541

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Article
Publication date: 11 April 2016

Jill Sweeney, Robert W. Armstrong and Lester W. Johnson

The purpose of this paper is to revisit our original paper published over 20 years ago and reflect on its purpose, contribution and what we can glean that might have…

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2464

Abstract

Purpose

The purpose of this paper is to revisit our original paper published over 20 years ago and reflect on its purpose, contribution and what we can glean that might have implications for future research.

Design/methodology/approach

A Google Scholar search showed that the article was cited 74 times. We discuss some of the contexts in which it was cited and identify two research themes that have emanated from this paper and hold promise for future research.

Findings

We discuss two of the several contexts in which our research is discussed. These include the differential ways in which cues are used in a services context, including the ways in which different cues are used to evaluate services and how cues are used to develop consumer expectations.

Originality/value

The study, which was cited 74 times according to Google Scholar, was formative in terms of discussion of, for example, how a variety of cues influence customer expectations and service evaluation, and how categories of cues, such as marketer controlled versus non-marketer controlled and personal versus non-personal, impact outcomes. The retrospective analysis was helpful in both reflecting on the status quo on some of these issues and suggesting directions for future research.

Details

Journal of Services Marketing, vol. 30 no. 2
Type: Research Article
ISSN: 0887-6045

Keywords

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Article
Publication date: 3 April 2020

Munyaradzi W. Nyadzayo, Lester W. Johnson and Monica Rossi

To understand consumer brand engagement processes in luxury fashion brands. Grounded on the brand engagement in self-concept (BESC), this study examines key drivers (i.e…

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1577

Abstract

Purpose

To understand consumer brand engagement processes in luxury fashion brands. Grounded on the brand engagement in self-concept (BESC), this study examines key drivers (i.e. value co-creation, social media marketing (SMM) activities, brand self-connection and brand image) of BESC that in turn, enhance brand loyalty and positive word-of-mouth (WOM) in the context of luxury fashion brands.

Design/methodology/approach

A descriptive survey approach was utilized and data were analyzed using structural equation modeling (SEM).

Findings

The findings reveal that value co-creation, SMM activities and brand self-connection are significantly related to BESC and subsequently, BESC is related to both brand loyalty and positive WOM. However, brand image is not related to BESC and brand loyalty but shows a strong relationship with WOM.

Originality/value

The recognition that consumer experiences add significant value to a brand drives companies to engage with their consumers focusing on the self-concept.

Details

Journal of Fashion Marketing and Management: An International Journal, vol. 24 no. 4
Type: Research Article
ISSN: 1361-2026

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Article
Publication date: 11 July 2018

Abhishek Dwivedi, Lester W. Johnson, Dean Charles Wilkie and Luciana De Araujo-Gil

The ever-growing popularity of social media platforms is evidence of consumers engaging emotionally with these brands. Given the prominence of social media in society, the…

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9031

Abstract

Purpose

The ever-growing popularity of social media platforms is evidence of consumers engaging emotionally with these brands. Given the prominence of social media in society, the purpose of this paper is to understand social media platforms from a “brand” perspective through examining the effect of consumers’ emotional attachment on social media consumer-based brand equity (CBBE).

Design/methodology/approach

This paper develops a model that outlines how emotional brand attachment with social media explains social media CBBE via shaping consumer perceptions of brand credibility and consumer satisfaction. An online survey of 340 Australian social media consumers provided data for empirical testing. The inclusion of multiple context-relevant covariates and use of a method-variance-adjusted data matrix, as well as an examination of an alternative model, adds robustness to the results.

Findings

The findings of this paper support the conceptual model, and the authors identify strong relationships between the focal variables. A phantom model analysis explicates specific indirect effects of emotional brand attachment on CBBE. The authors also find support for a fully mediated effect of emotional brand attachment on social media brand equity. Further, they broaden the nomological network of emotional brand attachment, outlining key outcomes.

Research limitations/implications

This paper offers a conceptual mechanism (a chain-of-effects) of how consumer emotional brand attachment with social media brands translates into social media CBBE. It also finds that a brand’s credibility as well as its ability to perform against consumer expectations (i.e. satisfaction) are equally effective in translating emotional brand attachment into social media CBBE.

Practical implications

Social media brands are constantly challenged by rapid change and ongoing criticism over such issues as data privacy. The implications from this paper suggest that managers should make investments in creating (reinforcing) emotional connections with social media consumers, as this will favorably impact CBBE by way of a relational mechanism, that is, via enhancing credibility and consumer satisfaction.

Social implications

Lately, social media in general has suffered from a crisis of trust in society. The enhanced credibility of social media brands resulting from consumers’ emotional attachments will potentially serve to enhance its acceptance as a credible form of media in society.

Originality/value

Social media platforms are often examined as brand-building platforms. This paper adopts a different perspective, examining social media platforms as brands per se and the effects of emotional attachments that consumers develop towards these. This paper offers valuable insights into how consumers’ emotional attachments drive vital brand judgments such as credibility and satisfaction, ultimately culminating into social media CBBE.

Details

European Journal of Marketing, vol. 53 no. 6
Type: Research Article
ISSN: 0309-0566

Keywords

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Article
Publication date: 18 April 2017

Luciana A. Gil, Abhishek Dwivedi and Lester W. Johnson

Peer pressure and popularity are important issues for teenagers, potentially affecting teenagers’ attitudes toward luxury products. In turn, peer pressure and popularity…

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2605

Abstract

Purpose

Peer pressure and popularity are important issues for teenagers, potentially affecting teenagers’ attitudes toward luxury products. In turn, peer pressure and popularity can potentially be affected by self-concept clarity (how clearly teens view themselves). The authors empirically aim to investigate these relationships using data from a sample of Brazilian teens and find that self-concept clarity has a significant effect on peer pressure, popularity and social consumption motivation, which, by itself, directly affects attitudes toward luxury items.

Design/methodology/approach

The total sample consisted of 558 teenagers between the ages of 12 and 19 (grades 7 through 12). Hypotheses were tested using structural equation modeling.

Findings

The results of the study suggest that teenagers’ social consumption motivations positively affect attitudes toward luxury.

Originality/value

The paper first explicitly examines the impact of peer pressure and popularity on attitude toward luxury among teenagers.

Details

Young Consumers, vol. 18 no. 1
Type: Research Article
ISSN: 1747-3616

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Article
Publication date: 12 October 2017

David M. Gray, Steven D’Alessandro, Lester W. Johnson and Leanne Carter

This paper aims to examine the antecedents of customer inertia (i.e. knowledge, confusion, perceptions of competitor similarity and switching costs) and their relationship…

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1227

Abstract

Purpose

This paper aims to examine the antecedents of customer inertia (i.e. knowledge, confusion, perceptions of competitor similarity and switching costs) and their relationship to customer satisfaction, service providers’ switching intentions and actual switching behavior. Customer inertia is said to reduce the incidence of service provider switching; however, little is known about the antecedent drivers of inertia.

Design/methodology/approach

The conceptual model was tested by a longitudinal/discontinuous panel design using an online survey research of 1055 adult (i.e. +18 years old) subscribers to cell phone services. Partial least squares (PLS) path modeling was used to simultaneously estimate both the measurement and structural components of the model to determine the nature of the relationships between the variables.

Findings

Findings of the PLS structural model provide support for the direct relationship between customer inertia and its antecedents (i.e. knowledge, confusion, perceptions of competitor similarity and switching costs). The results show that customer inertia has a moderate negative effect on the intention to change service providers but had no measurable effect on the actual behavior of changing service providers, other than indirectly, by influencing the perception of difficulty in switching some 11 months later. Further results from an analysis of indirect pathways of the antecedents to inertia show that switching costs are the only variable which indirectly reduce intentions to change service providers. The results also show that the effect of satisfaction on switching service providers is partially moderated by inertia. Importantly, these relationships are reasonably robust given past switching behavior and contract status of consumers.

Research limitations/implications

The authors find evidence which explains some of the causes of inertia, and show that it has both direct and moderating effects on service provider switching intentions, though not necessarily the behavior of changing service providers. However, support was found for its indirect role through intent as an influence on switching behavior. Importantly, the authors find that inertia has lingering effects, in that it influences the perception of switching difficulties and, hence, behavior up to 11 months in the future.

Practical implications

Managerial implications are that service firms can profit from customer inertia through a reduction in churn. However, high levels of customer inertia over the longer term may increase the level of customer vulnerability to competitor offers and marketing activities, as satisfaction with the provider does not in itself explain switching intentions or behavior.

Originality/value

This study is the first study to contribute to an understanding of the antecedent drivers of customer inertia with respect to service provider switching and to empirically evaluate a variety of antecedent factors that potentially affect switching intentions. Importantly, the long lasting latent effect of inertia in indirectly influencing service switching behavior was found to persist some 11 months later.

Details

Journal of Services Marketing, vol. 31 no. 6
Type: Research Article
ISSN: 0887-6045

Keywords

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Article
Publication date: 1 July 1988

Lester W. Johnson

The issue of a partial or total ban on the advertising of cigarettes and/or tobacco products has been the focus of substantial public policy debate for a number of years…

Abstract

The issue of a partial or total ban on the advertising of cigarettes and/or tobacco products has been the focus of substantial public policy debate for a number of years in several countries. As far back as the early 1970s, Hamilton carefully examined the effects of the ban on electronic media cigarette advertising imposed in 1971 in the United States and concluded that the advertising ban did not have a significant effect in reducing total demand for cigarettes. Bishop and Yoo, using a more complex econometric specification, also reached essentially the same conclusion. Hamilton also examined the demand for cigarettes in eleven countries and concluded that advertising bans had little effect on cigarette demand. Finally, Boddewyn presents data from 16 countries which suggest strongly that advertising bans have not had the effects expected by those advocating their introduction.

Details

International Journal of Social Economics, vol. 15 no. 7
Type: Research Article
ISSN: 0306-8293

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Article
Publication date: 24 October 2017

Civilai Leckie, Munyaradzi W. Nyadzayo and Lester W. Johnson

The purpose of this study is to investigate the role of perceived value and innovativeness (service concept newness and relative advantage) in promoting customer brand…

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3907

Abstract

Purpose

The purpose of this study is to investigate the role of perceived value and innovativeness (service concept newness and relative advantage) in promoting customer brand engagement behaviors (CBEBs) and brand loyalty.

Design/methodology/approach

The conceptual model was empirically tested using nationwide survey data from 430 customers of Uber in Australia. The data were analyzed using structural equation modeling.

Findings

The results of this study show that collecting brand information is positively influenced by perceived value, service concept newness and relative advantage. Participating in brand marketing activities is positively influenced by service concept newness and relative advantage. Interacting with others is positively influenced by perceived value and service concept newness. Subsequently, brand loyalty is positively influenced by participating in brand marketing activities and interacting with others. The direct impacts of perceived value and relative advantage on brand loyalty are also established.

Research limitations/implications

This study only collected data from Uber customers. Another limitation of this study is the use of cross-sectional data.

Practical implications

To promote brand loyalty, service innovation needs to have both the right characteristics (i.e. perceived value, service concept newness and relative advantage) and practices that foster customer brand engagement behaviors.

Originality/value

Although service-dominant logic (SDL) is a theoretical lens used by research in the areas of service innovation and customer engagement, empirical studies that integrate the two areas remain limited. The findings of this study suggest a new mechanism in which service innovation can increase loyalty through increased CBEBs.

Details

Journal of Services Marketing, vol. 32 no. 1
Type: Research Article
ISSN: 0887-6045

Keywords

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Article
Publication date: 4 February 2021

Seyedeh Zahra Fatemi, Samaneh Sadeghian, S. Fatemeh Ghasempour Ganji and Lester W. Johnson

Considering the importance of innovation in organizations and the formation of innovative behaviors (IBs) in the life of the organization, the authors study the effect of…

Abstract

Purpose

Considering the importance of innovation in organizations and the formation of innovative behaviors (IBs) in the life of the organization, the authors study the effect of moderating social capital (SC) and gender in the link between knowledge sharing (KS), including sharing best practices and sharing mistakes with IB.

Design/methodology/approach

In this research, a random sampling method was used. A questionnaire was completed by 310 employees working in five prestigious companies in the energy sector located in Mashhad province, Iran.

Findings

The findings of the research indicate the influence of KS on IB. Also, SC moderates the effect of KS on IB. However, the moderating effect of gender was not significant, sharing best practices more likely to lead IB in women. Moreover, the men are more likely to show IB as they share their mistakes in comparison with women.

Originality/value

This research aims to break the black box on the link between employee KS and his/her own innovativeness, which is not frequently investigated. To the authors' best knowledge, there is a lack of deep empirical study that has delved into analyzing the impact of gender-groups and SC on this relation.

Details

European Journal of Innovation Management, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1460-1060

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Article
Publication date: 1 April 1991

Lester W. Johnson, Liane Ringham and Kevin Jurd

A methodology for segmenting the Australian wine market on abehavioural basis is proposed and illustrated. The initial segmentationis accomplished by using estimated…

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1663

Abstract

A methodology for segmenting the Australian wine market on a behavioural basis is proposed and illustrated. The initial segmentation is accomplished by using estimated conjoint part‐worths for the attributes of price, variety, area and vintage as criteria in a cluster analysis. A multinominal logit choice model is then estimated for each segment using data from a conjoint choice experiment in order to determine what critical variables drive the choice process in each segment. The results illustrate the usefulness of a behaviourally‐based segmentation scheme when coupled with conjoint choice analysis in determining critical choice drivers.

Details

International Marketing Review, vol. 8 no. 4
Type: Research Article
ISSN: 0265-1335

Keywords

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