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Article
Publication date: 1 July 2000

Gillian Naylor and Kimberly E. Frank

Extant research suggests that salespeople can significantly impact consumers’ outcome perceptions. Examines the importance of initial contact with salespeople on consumers

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Abstract

Extant research suggests that salespeople can significantly impact consumers’ outcome perceptions. Examines the importance of initial contact with salespeople on consumersperceptions of value and the impact of salesperson service failure on perceptions of value among non‐purchasers. An exit survey of shoppers was conducted to realistically study these issues. Results show that outcome perceptions were significantly lower when either there was no contact with salespeople, or the consumer had to initiate the contact. The retailer that had the highest percentage of salesperson initiated contact, earned the highest perception ratings and also had the highest ratio of buyers to browsers. Furthermore, non‐purchasers that experienced service failures (slow service or offended by a salesperson) discounted not just the perception of that retail visit, but also overall value compared to other retailers. These results suggest that retailers must encourage their sales staff to initiate consumer contact.

Details

Journal of Services Marketing, vol. 14 no. 4
Type: Research Article
ISSN: 0887-6045

Keywords

Book part
Publication date: 11 June 2021

Xuewei Yang

This research aims to explore the impact of augmented reality (AR), the digital technology that superimposes virtual elements in a real environment, on consumers in the…

Abstract

This research aims to explore the impact of augmented reality (AR), the digital technology that superimposes virtual elements in a real environment, on consumers in the context of experiential marketing. Specifically, this study proposes a research model based on the stimulus-organism-response model, which considers AR media characteristics as external stimuli, consumers’ value perceptions as the organisms, and purchase intentions as the responses. The research model was tested with 248 consumers using structural equation modelling. The results show that informativeness, ease of use, and telepresence have positive effects on consumers’ utilitarian value perception and that telepresence and interactivity have positive effects on hedonic value perception. Overall, this study contributes to the growing body of knowledge on AR and provides actionable insights for managers implementing digital transformation strategies and AR applications in marketing practices.

Details

Information Technology in Organisations and Societies: Multidisciplinary Perspectives from AI to Technostress
Type: Book
ISBN: 978-1-83909-812-3

Keywords

Article
Publication date: 19 April 2022

Sunhee Seo, Kawon Kim and Soo Yeon Im

This study aimed to investigate the effects of accessibility, quality perception, and price perception on consumer satisfaction with imported fruit, specifically imported…

Abstract

Purpose

This study aimed to investigate the effects of accessibility, quality perception, and price perception on consumer satisfaction with imported fruit, specifically imported Asian pears. The moderating role of the country image was also assessed.

Design/methodology/approach

A total of 413 Americans aged over 19 years who had purchased imported Asian pears were surveyed through an online questionnaire. Structural equation modeling and multiple group analysis were conducted to test the hypotheses.

Findings

Accessibility, quality perception, and price perception exhibited a significant impact on consumer satisfaction with imported Asian pears and influenced behavioral intention through satisfaction. Multiple group analysis results revealed a moderating effect of the country image on these relationships. Accessibility had a significant impact on consumer satisfaction of consumers with a high country image of Korea, whereas prices had no significant impact on them. In contrast, price was determined as a key satisfaction factor for consumers with a low country image of Korea, whereas accessibility did not have a significant impact.

Originality/value

This study contributes to the literature on imported fruits and provides practical implications for promoting the consumption of imported Asian pears in the US.

Details

International Journal of Emerging Markets, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1746-8809

Keywords

Article
Publication date: 4 April 2022

Joon Yong Seo and Sukki Yoon

Food waste has strong ecological, economical and social implications. Focusing on waste perceptions and behavior according to food types, this paper aims to propose that…

Abstract

Purpose

Food waste has strong ecological, economical and social implications. Focusing on waste perceptions and behavior according to food types, this paper aims to propose that vice or virtue food categories determine cognitive and behavioral reactions to food waste. The authors examine the psychological mechanism underlying the differential waste perceptions and behavior.

Design/methodology/approach

The authors conduct five studies, including a field study, to provide converging evidence that supports this theorization.

Findings

This study demonstrates that consumers feel that trashing vice food is more wasteful than trashing virtue food. They are less willing to waste vice food and more comfortable with wasting virtue food. Consequently, they waste more virtue than vice foods. The authors demonstrate that counterfactual thinking explains the food type effect on waste.

Research limitations/implications

This paper provides a conceptual framework for understanding and explaining food waste perceptions and behavior across vice and virtue food categories. This paper identifies counterfactual thinking as underpinning the psychology of waste perceptions and behaviors. The findings extend the growing research on subconscious and unintentional food waste, the food consumption literature and the psychology of waste literature.

Practical implications

The differential waste perceptions and behavior provide several implications for waste interventions and consumer education. By expanding theories of consumer food waste, this paper provides material for educational campaigns aimed at reducing waste and improving healthful eating.

Social implications

Consumers can benefit from understanding their tendency to avoid wasting vice foods but will waste virtue foods with little compunction. Waste aversion may be a reason people consume vice foods beyond satiation. Consumers may overconsume vice foods because they are so acutely averse to wasting them, with detrimental consequences for health and welfare.

Originality/value

To reduce consumer food waste, one must gain deeper insights into factors shaping consumer food waste perceptions and behavior. Food waste studies have been increasing but have overlooked the power of consumer perceptions in driving food waste consequences. To the best of the authors’ knowledge, no prior study has examined how food type affects waste perceptions and behavior. This research fills this gap.

Details

Journal of Consumer Marketing, vol. 39 no. 3
Type: Research Article
ISSN: 0736-3761

Keywords

Article
Publication date: 2 September 2021

Xiaohua Zhu and Moonhee Cho

This study investigated the interrelations of US consumers' perceptions of their ownership of digital media content, their perceived importance of various digital rights…

Abstract

Purpose

This study investigated the interrelations of US consumers' perceptions of their ownership of digital media content, their perceived importance of various digital rights and ownership rights and their preferences for owning vs accessing media content.

Design/methodology/approach

This study used an online questionnaire survey and analyzed data from 437 participants recruited via Amazon's Mechanical Turk mechanism.

Findings

Participants' perceived importance of digital rights correlates with consumers' ownership perceptions, and people who value certain digital rights tend to have narrower ownership perceptions. Users' ownership and access preferences vary with their perceived importance of ownership rights, especially concerning music and movies. Notably, people who prefer the access model were less concerned about ownership rights to possess, use and resell content.

Social implications

The study provides empirical evidence of consumers' ownership perceptions in the digital age and warns consumers of the dangers of the erosion of their digital ownership rights.

Originality/value

Legal ownership and psychological ownership are usually considered separate constructs and seldom examined together. By showing the correlation between consumers' ownership perceptions and their perceived importance of digital rights, this study demonstrates the connection between legal ownership and psychological ownership.

Details

Aslib Journal of Information Management, vol. 73 no. 6
Type: Research Article
ISSN: 2050-3806

Keywords

Article
Publication date: 11 October 2021

Christine M. Kowalczyk and Natalie A. Mitchell

This paper aims to investigate how consumers perceive the value of luxury brands and the antecedents to these perceptions, including consumer knowledge, reference group…

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Abstract

Purpose

This paper aims to investigate how consumers perceive the value of luxury brands and the antecedents to these perceptions, including consumer knowledge, reference group influence and accessibility. Prior studies focused less on the salience of consumer knowledge and sources of luxury information, in addition to their accessibility to luxury. Hence, a more nuanced luxury conceptualization is needed to reflect luxury’s conceptual fluidity, consumers’ different lived experiences, accessibility levels and persistent retail marketing changes.

Design/methodology/approach

In a survey involving 475 US respondents, five hypotheses were tested and analyzed with structural equations modeling, examining the relationships among knowledge and accessibility of luxury brands, as well as reference group influence and its impact on consumer value perceptions of luxury brands and consumer behaviors.

Findings

Significant relationships were found for all five hypotheses and demonstrated that knowledge, reference group influence and accessibility have strong relationships with consumers’ personal value perceptions of luxury brands and behavioral measures, including purchase intentions, willingness to recommend to a friend and willingness to pay a price premium.

Originality/value

This conceptualization recognizes that consumers must have luxury brand awareness prior to reference group influence, developing individual luxury value perceptions and entering the buying process. This research contributes to the literature by highlighting consumers’ views of the luxury category, which induce perceptions and potential outcomes. It also expands the understanding of consumer’s accessibility to luxury products, which impacts purchase intentions. While it was conducted in the USA, it yields broader consumer perspectives.

Details

Journal of Product & Brand Management, vol. 31 no. 3
Type: Research Article
ISSN: 1061-0421

Keywords

Article
Publication date: 26 October 2012

Paurav Shukla

Despite the growing debate about differences in consumer attitudes and behavior in emerging and developed markets, there is little research on the differences in consumer

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Abstract

Purpose

Despite the growing debate about differences in consumer attitudes and behavior in emerging and developed markets, there is little research on the differences in consumer value perceptions and their influence on purchase intentions. Focusing on the theory of impression management, the purpose of this paper is to introduce a conceptual framework incorporating the social (conspicuousness and status), personal (hedonism and materialism) and functional (uniqueness and price‐quality perceptions) value perceptions using the context of luxury goods.

Design/methodology/approach

Data were collected through a structured questionnaire‐ based study of consumers in four countries, representing two leading Western developed luxury markets (the US and the UK) and two important Eastern emerging markets (India and Malaysia). Multiple‐group SEM analysis was used to analyze the data.

Findings

The findings show several differences in the influence of value perceptions on consumer purchase intentions in the Western developed and Eastern emerging markets. The study highlights the importance of understanding the homogeneity and heterogeneity in consumer consumption decisions and provides managers with a basis to adapt their strategic responses.

Originality/value

The results offer needed empirical support and cross‐cultural stability to the much theorized construct of value perceptions by exploring their effects within and between Western developed and Eastern emerging markets. Additionally, it unifies and complements the previous work by integrating the theory of impression management and value perceptions framework, thus providing a comprehensive theoretical framework with empirical support.

Article
Publication date: 12 April 2013

Filiep Vanhonacker, Zuzanna Pieniak and Wim Verbeke

This study aims to investigate consumers' perceptions and barriers in relation to fresh, frozen, preserved and ready‐meal fish products in a geographically diverse…

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Abstract

Purpose

This study aims to investigate consumers' perceptions and barriers in relation to fresh, frozen, preserved and ready‐meal fish products in a geographically diverse selection of European countries.

Design/methodology/approach

Cross‐sectional data were collected through a consumer survey (n=3,213), conducted in June 2008 in the Czech Republic, Germany, Greece, Italy, Portugal, Romania, Sweden and the UK. Items measured were self‐reported consumption frequencies, consumer perceptions of different fish product categories, and perceived barriers for increased fish consumption levels. Country specificities are discussed.

Findings

The overriding healthy perception consumers have about fish was confirmed, and contributed very strongly to the general perception consumers have about fish. Fresh fish was perceived the most healthy fish product, followed by frozen, preserved and ready‐meal fish products. Perception scores were highest correlated with self‐reported fish consumption in the Mediterranean countries. With the exception of Romania, perceived barriers only poorly explained self‐reported consumption frequencies of the different fish product categories. This finding is related to the possible influence of habit and tradition with regard to eating fish, to the absence of measures related to motivations or drivers to consume fish, or to the possibility that some of the perceived barriers reinforce each other. In the Mediterranean countries, fish consumption frequency is on a very high level, independently of perceived barriers and motivational aspects, and part of the traditional Mediterranean diet.

Originality/value

The strength of this study pertains to its international scope and geographical spread. Further, consumer perceptions and perceived barriers in relation to fresh, frozen, preserved and ready‐meal fish products have rarely been studied in parallel. Findings are relevant to support efforts on national and international level to stimulate or modify fish consumption, and to explore opportunities to trade fish products.

Details

British Food Journal, vol. 115 no. 4
Type: Research Article
ISSN: 0007-070X

Keywords

Article
Publication date: 1 June 1998

Khalid I. Al‐Sulaiti and Michael J. Baker

This paper provides a comprehensive review of the literature regarding the effect of country of origin on consumer perceptions of products and services. Results reveal…

28577

Abstract

This paper provides a comprehensive review of the literature regarding the effect of country of origin on consumer perceptions of products and services. Results reveal that consumer perceptions differ significantly on the basis of product/service and country of origin. The country of origin may be an important element in the perceptions consumers have of products and services especially where little other information is known. However, the question of how much influence the country of origin provides in product and service evaluations remains unanswered and a number of other major issues have yet to be resolved. Directions for future research are developed.

Details

Marketing Intelligence & Planning, vol. 16 no. 3
Type: Research Article
ISSN: 0263-4503

Keywords

Article
Publication date: 10 April 2017

Yan Liang, Sid Ghosh and Hiroko Oe

The aim of this paper is to offer a conceptual model that demonstrates Chinese consumers’ value perceptions towards luxury products based on the recent literature reviews…

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Abstract

Purpose

The aim of this paper is to offer a conceptual model that demonstrates Chinese consumers’ value perceptions towards luxury products based on the recent literature reviews and the findings from focus groups.

Design/methodology/approach

Focus group discussion is used to explore how Chinese consumers construct their value perceptions towards luxury products.

Findings

This research has integrate different perspective values into one multidimensional model to explain directly why Chinese consumers choose to buy luxury products, and what are these variables that influence their luxury value perceptions. It also provides a broader perspective in exploring the Chinese customer‘s self- and societal perceptions for purchasing luxury products.

Research limitations/implications

The primary data were only collected from three cities; thus, the findings may not be generalisable across all Chinese consumers. Moreover, this qualitative study was based on a relatively small sample size; thus, a future study is planned by designing a measurement instrument based on the proposed conceptual model and also testing the proposed theoretical model that scholars can apply in related empirical work in the future.

Originality/value

This study has offered a wide range of understanding about how Chinese luxury consumers’ luxury value perception reflect their purchasing behaviours and habits; it has also provided a new theoretical insight into the phenomenon of luxury consumption and contributed to the relatively limited literature on the concept of luxury in the context of Chinese market. It could also provide good implications for the effective marketing strategy actions in the context of Chinese luxury market.

Details

Qualitative Market Research: An International Journal, vol. 20 no. 2
Type: Research Article
ISSN: 1352-2752

Keywords

1 – 10 of over 66000