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This research examines how the design of the online energy label can be improved to stimulate consumer choice of energy-efficient household products in Web stores. Based on general evaluability theory, the authors propose new label formats that aim to improve the evaluability of the label information for consumers and test their influence during two distinct stages in the online decision-making process: consideration set formation and final choice.

Two large-scale controlled online experiments are conducted with over 10,000 consumers in 10 European countries. The experiments test label alternatives in simulated online store environments, mimicking the two distinct decision stages, for four product categories to enhance generalizability. The data are analyzed using random-intercept linear and logistic regression models to account for their multi-level structure.

The results show that the impact of the online energy label on consumers’ online decision-making depends on both the label format and the decision stage (consideration vs choice), but in a different way than expected. The findings reveal that the current online energy label is significantly outperformed by a label that provides reference information by incorporating the scale range. This alternative label is particularly effective in the consideration set formation stage, and among consumers who consider energy efficiency a relatively unimportant choice criterion.

Online energy labels encourage consumers to consider and choose more energy-efficient products, especially if scale range information is included. The present results stress the importance of presenting this information early on in the online decision process. They also show that, particularly at this early stage and particularly for consumers who find energy efficiency a relatively unimportant choice criterion, label format matters.

The present findings provide important input for policymakers in the context of the ongoing revision of the EU energy label. They also help online retailers make decisions about when and how to present product information on their websites.

This study contributes to the literature on product labelling by examining the effects of relatively unexplored types of reference information in two distinct stages of the consumer decision-making process. To the best of the authors’ knowledge, this study is the first to test the effectiveness of the online energy label.

The purpose of this paper demonstrate that purchase intention toward a cause-related marketing (CRM)-enhanced product can be positively correlated with consumers’ social responsibility consciousness (SRC) and can be increased or decreased merely by changing the evaluation mode.

The authors conduct three experimental studies with two levels of SRC (high vs low) × two evaluation modes (joint evaluation (JE) vs separate evaluation (SE)) between-subjects design. The dependent variable is purchase intent toward the CRM-enhanced product.

The results indicate that consumers with high SRC are more likely than those with low SRC to purchase a CRM-enhanced product when two products are presented side by side (JE). However, consumers’ SRC level does not impact purchase intention when they see only one product (SE) independently (Study 1). The authors confirm that the proposed effect is mediated by perceived price fairness toward the product (Studies 2 and 3).

Future research on CRM-enhanced products should carefully consider that the impact of individuals’ SRC level was in very different directions depending on the evaluation mode. In addition, further investigation is needed to address generalizability issues regarding samples and hypothetical stimuli.

These findings offer recommendations to help practitioners design effective marketing communications about CRM practice for target markets.

To the authors best knowledge, the current study is the first attempt to explore the crucial role of SRC, presentation mode and their interaction on purchase intention toward CRM-enhanced products.

In the context of multi-sided platforms (MSPs), the authors address the evaluation of search- and experience-based information and the effect on different components of user satisfaction.

The instrument was developed by either modifying previous measures or developing new scales. The authors collected the sample of experienced 300 TripAdvisor users via online questionnaire survey of a customer panel. The structural equation modeling (SEM) package (AMOS) with the maximum likelihood estimation method was used to test the sample data.

Attitudes toward search-based information can foster user satisfaction with information interaction rather than user satisfaction with social interaction. Attitudes toward experience-based information can foster user satisfaction with information interaction and user satisfaction with social interaction. The motivation for information interaction is stronger than the motivation for social interaction to enhance user satisfaction with information quality.

The distinction between search- and experience-based information provides different route messages to develop the attitude-driven framework of platform-enabled interactions.

The support for platform-enabled interactions to enhance the motivation for information and social interactions should be aligned with the evaluation of information quality.

The satisfaction-driven framework has been widely used to examine the post-adoption of information technologies (IT). In contrast, the attitude-driven framework was less examined in the literature. The authors develop a research model based on the attitude-driven framework to examine the platform-enabled interactions that can foster repeated intention.

The purpose of this paper is to survey the research methods employed in the extant environmental accounting literature, finding few experimental studies. The need for more experimentation in the literature is discussed, as well as how experiments' unique methodological advantages can help address important environmental accounting issues. These issues culminate in a proposed model for conducting experimental environmental accounting research.

A synthesis of the environmental accounting literature emphasizes the research methods, and, advantages and disadvantages of each method, as well as why and how experimental designs can contribute to the environmental accounting literature. Finally, the paper proposes and analyzes a framework for conducting environmental accounting experiments.

Experiments can provide unique contributions to the environmental accounting literature. Relative to traditional accounting information, environmental accounting information comprises lower levels of user familiarity which may hinder effective processing of these non‐traditional data. These characteristics make the organizational display of these data, and their combination with non‐environmental metrics, a particular and unique concern. The proposed model considers the impact of environmental strategy on the implementation of environmental information systems, which in turn influences evaluation effectiveness of decisions based on environmental accounting information. Stakeholder influences, management communication of environmental issues, and evaluation scales also influence these relationships.

The model assumes environmental information generates from within the entity (i.e. private firms, public agencies, etc.). Future research can enhance and/or modify the framework to include information design and capture from non‐entity end‐users (e.g. stakeholders), as well as empirically test the model's relationships.

The framework provides factors to consider to design more effective environmental accounting information systems. Also, the model's factors should aid researchers in developing robust experimental designs for environmental accounting studies.

This is the first paper to propose a framework for conducting experimental environmental accounting research.

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.

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.

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.

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.

As multinational firms seek to acquire competitive cost advantages through global sourcing, it is also important for them to develop effective strategies to reduce possible damage of a negative country‐of‐origin (COO) effect. This study aims to examine whether brand image and evaluation mode could alleviate a negative COO effect.

A 2(COO)×2(brand)×2(evaluation mode) experimental design was employed in order to examine whether brand and COO effects on product evaluation vary under different evaluation modes. The data were analyzed by a repeated measure MANOVA.

The results showed that products made in favourable countries were rated higher in joint evaluation mode than in separate evaluation mode. Conversely, products made in unfavourable countries were better evaluated in separate evaluation mode than in joint evaluation mode. The results of the study are not in favour of the notion that a strong brand image could overcome the negative effect of COO.

Conclusions of the study suggest that the COO effect plays an equally important role in consumer product evaluation for both strong and weak brands. Thus, even for a product with strong brand image, the negative consequences of COO stemming from consumersˇ unfavourable attitudes towards the manufacturing country are not likely to be completely eliminated. Moreover, to alleviate the negative impact of unfavourable COO, marketers may want to avoid direct comparison between products made in unfavourable countries with those made in favourable countries, regardless of their brand strength.

When marketing a product made in an unfavourable country, marketers should manage to create a selling environment facilitating a separate evaluation mode. In contrast, marketers should proactively manage to display products from favourable countries along with those from unfavourable countries in order to further enhance quality perceptions.

The results of the study could help marketers employ advantageous merchandizing or advertising strategies to lessen the negative effect of COO.

Country-of-origin (COO) effects on product evaluations have been widely applied in international marketing, albeit with mixed results. One stream of research values its importance in decision-making, whereas another stream posits that COO has little effect when compared to the greater diagnosticity of other product attributes. This suggests that how and along what other attributes (extrinsic or intrinsic) COO is presented play an important role in its relative impact. The purpose of this paper is to address these mixed results by applying one such framing perspective based on evaluation mode (i.e. separate versus joint evaluation) and preference reversals and their biasing effects to a study of COO and willingness to pay (WTP) for a product.

A three between-subject (joint evaluation, separate evaluation-domestic and separate evaluation-foreign) experimental design was used to assess whether evaluation mode moderates COO effects on product evaluations.

Similar results are mirrored across three/four countries. When evaluated separately, consumers value an inferior domestic-made product more than a superior foreign-made one. However, when the domestic- and foreign-made products are presented in joint evaluations, the better foreign-made product is favored.

A number of limitations in terms of countries, consumers within the countries and products studied are addressed along with future research that may address these factors and test the robustness of domestic–foreign preference reversals.

The results of this study reveal practical insights to marketers. Marketing managers for better-quality foreign brands are encouraged to engage in comparative advertising appeals and sell their products in retail stores that hold both domestic and foreign products, whereas marketers for domestic products should create a selling environment that facilitate only a separate evaluation mode to enhance WTP.

This paper provides insights on the diagnosticity of COO when presented alongside intrinsic attributes and the role of evaluation mode in shaping consumers’ preferences. This research suggests that COO has different effects in different evaluation modes, thus explaining some of the mixed results in literature regarding its importance. On the one hand, COO has a decisive effect on product evaluations when products are presented separately. On the other hand, COO effect is overridden by intrinsic cues, which become more apparent when products are presented jointly. Overall, these results demonstrate the robustness of the preference reversal effect across countries and products.

Although customer relationships transpire through a process of time, encounters and experience, few studies have examined the dynamics of service relationships. This paper aims to address this issue by examining the effect of experience on the association between relational benefits and relationship quality, and between relationship quality and loyalty.

Using a national sample of 376 service consumers and nine service industries, the study examines whether the impact of relationship benefits on perceptions of satisfaction, trust and commitment, and ultimately customer loyalty, differs significantly between novice and experienced customer cohorts.

The results indicate significant differences between novice and experienced cohorts. Specifically, the impact of confidence, social and special treatment benefits on perceptions of satisfaction, trust and commitment, and ultimately customer loyalty, differ significantly based on a customer's level of relationship experience.

The findings of this study have tactical and strategic implications for service firms, including effective customer asset management, resource allocation, and relationship strategy.

This study makes a significant new contribution to theory and practice.

The purpose of this editorial is to bring together thoughts and opinions from the Editors and Senior Advisory Board of EJM regarding the nature of the long‐debated “theory‐practice divide” in marketing scholarship.

The authors synthesise diverse opinions from senior academics in order both to inspire further debate in marketing scholarship, and to draw some important conclusions for marketing academia as a whole.

The authors propose that, for marketing scholarship to mature and progress, room must be found for those who wish to focus both on practical and on pure marketing scholarship. Career advancement from both routes is vital.

The topic of the theory‐practice gap is complex. Many diverse opinions are cited and, due to space constraints, the coverage of many issues is necessarily brief.

Scholars should find the thoughts contained in the paper of significant interest.

The paper appears to be the first to bring together such a set of diverse opinions on the subject, and to try to draw some overall pragmatic conclusions, while still recognising the multiplicity of valid thought in the area.

The purpose of this paper is to compare the impact of different multi-unit promotions (MUPs) and a single-unit promotion (SUP) on store-level sales and consumer-level purchase probability and quantity decision.

The paper combines two empirical studies. Study 1 applies a hierarchical multiplicative model to store-level sales data for four product categories provided by a large Dutch retail chain. Study 2 presents a laboratory experiment in which the quantity requirements of the two focal MUP frames are manipulated to assess their impact on consumer purchase decisions.

The paper provides empirical evidence for the superiority of the “X for $Y” above “X + N free”, which confirms the hypotheses based on prospect theory, mental accounting and theory about gift-giving. Quantity requirements of four to five units show the largest effects. In addition, the superiority of the “X for $Y” frame holds for functional product categories, but not for the hedonic categories.

The paper provides managerial insights into the relative effectiveness of alternative MUPs and an SUP and how this promotional effectiveness depends on the type of product category and quantity requirements.

This paper combines actual sales data and experimental data. This “mixed approach” extends existing knowledge by comprehensively evaluating two MUP frames, namely, “X + N free” and “X for $Y” promotions, and an SUP.