The purpose of this paper is to compare two competing models denoting two dimensions (hedonic and utilitarian) and three dimensions (hedonic, utilitarian and social) of…
The purpose of this paper is to compare two competing models denoting two dimensions (hedonic and utilitarian) and three dimensions (hedonic, utilitarian and social) of the construct “value” and investigates their relative influence on satisfaction, future patronage intention (FPI) and word-of-mouth (WoM) in a hypermarket context. Additionally, the study examines if these relationships are contingent upon gender and shoppers’ perception of retail crowding.
The proposed models and the hypotheses were tested using structural equation modelling, across two cross-sectional studies (n1=268, n2=259). The multi-group analysis was used to test moderated relationships.
The study demonstrates that satisfaction mediates the impact of shopping value on FPI and WoM. The model that includes utilitarian, hedonic and social value explains higher variance in satisfaction and WoM than that is evidenced in the alternate model comprising utilitarian and hedonic values. Shoppers’ gender and perceived retail crowding moderate the influence of shopping value on satisfaction.
Retail managers should understand that enjoyable and social shopping experience of the consumers lead to satisfaction, which in turn plays a pivotal role in the formation of FPI and WoM. Managers discern that a moderate level of crowding is better than the extremely low or high level of density.
Amidst a lack of unanimity on the dimensionality of shopping value, this is one of the first studies to evaluate the two theoretical models of shopping value having two dimensions and three dimensions, respectively. An understanding of gender and retail crowding perceptions is crucial in shopping value judgments.
The purpose of this paper is to examine the impact of user gender, celebrity gender, and celebrity-user gender congruity on celebrity personality-user personality (CP-UP…
The purpose of this paper is to examine the impact of user gender, celebrity gender, and celebrity-user gender congruity on celebrity personality-user personality (CP-UP) congruity, and consequently, brand purchase intention (BPI). Additionally, it delves into the mediating roles of CP-UP congruity and brand personality-celebrity personality (BP-CP) congruity.
A survey research entailing a sample of 709 adult consumers was used to test the framed hypotheses by means of a structural equation modelling.
The results indicate that while celebrity and user gender have a significant positive effect on CP-UP congruity, celebrity-user gender congruity has a negative effect. The study shows a partial mediation of CP-UP congruity in the relationship between gender congruity and BP-CP congruity. Furthermore, BP-CP congruity is shown to have a full mediation effect on the relationship between CP-UP congruity and BPI.
Consistency of the results of this study may be corroborated by employing other methods to estimate congruity scores. Also, the results of the present study may not be generalisable across different product classes with varied consumer involvement.
The findings have major implications for practitioners in understanding the significance of BP-CP congruity among celebrity-user-brand in the formation of purchasing intentions. The results of the study suggest a better CP-UP congruity when the gender of the celebrity is opposite to the gender of the user. This result questions the generalisability of the similarity theory that exhorts a prospect’s customary identification with a spokesperson of her/his own sex and further reinforces the selectivity hypothesis that indicates different information processing of males and females while they make judgements. Therefore, it might be a good idea for advertisers targeting female audiences to employ male celebrities in certain endorsements.
This is the first study that tests for the mediation effect of CP-UP congruity in the relationship between gender congruity and BP-CP congruity, and that of BP-CP congruity in the relationship between CP-UP congruity and BPI.