Effects of absence positioning of unknown product ingredients on consumer evaluations

2018 ◽  
Vol 52 (9/10) ◽  
pp. 2128-2150
Author(s):  
Timucin Ozcan ◽  
Ahmet M. Hattat ◽  
Michael Hair
Keyword(s):  
Regulatory Focus ◽  
Initial Study ◽  
Positive Influence ◽  
Mediation Effect ◽  
Amazon Mechanical Turk ◽  
Initial Attempt ◽  
Experimental Conditions ◽  
Consumer Evaluations ◽  
Content Type ◽  
Study Results

Purpose This paper aims to investigate the effectiveness of positioning unknown ingredients either with the presence or absence of framing; both are common in marketplace (e.g. Secret® deodorant visibly claims “aluminum chlorohydrate” while Crystal® promotes “no aluminum chlorohydrate”). Design/methodology/approach The authors used three scenario-based experiments. The participants were recruited through Amazon Mechanical Turk online panel and randomly assigned to a variety of experimental conditions. Findings Initial study results show that consumers have more positive evaluations and purchase intentions for absence positioning than presence positioning, because absence positioning induces greater perceptions of protection. In the second study, these results are extended using multiple ingredients, along with competitor products; they show that absence positioning leads to better evaluations than presence positioning and replicate the mediation effect that was found earlier. In the final study, through manipulating participants’ regulatory focus, the authors show that absence-positioned ingredients have a higher choice share when consumers are in the prevention mindset. Conversely, when customers are in promotion mindset and looking for better performance, presence positioning of ingredients seems to have higher choice shares. Research limitations/implications The research has implications for product development, promotions, labeling and packaging, showing the positive influence of absence positioning of unknown ingredients. Practical implications Marketers may emphasize the absence of unknown ingredients in their products instead of following a strategy that highlights the inclusion of them. Originality/value To the authors’ extant knowledge, this research is an initial attempt to understand how consumers react to promotion of product ingredients. In addition, it contributes to the literature in unknown attributes by showing that absence positioning of certain types of ingredients is perceived better than presence framing of them.

Consumer responses to corporate offshoring practices

2015 ◽  
Vol 53 (3) ◽  
pp. 698-712 ◽  
Author(s):  
Silvia Grappi ◽  
Simona Romani ◽  
Richard P Bagozzi
Keyword(s):  
Regulatory Focus ◽  
Regulatory Fit ◽  
Point Of View ◽  
Consumer Evaluations ◽  
Content Type ◽  
Consumer Responses ◽  
The Public ◽  
Psychological Mechanisms ◽  
Psychology Theory ◽  
A Company

Purpose – The purpose of this paper is to investigate consumer responses to company communication of offshoring strategies and tries to discover which psychological mechanisms govern these responses. To do these, the authors examine offshoring strategy communication from the point of view of Regulatory Focus Theory. Design/methodology/approach – The authors tested the hypotheses in two different studies. Study 1 examines the associations between company offshoring motives and consumer’s prevention or promotion inferences about the company’s practices. Study 2 tests if and how the interaction effect between respondents’ self-regulatory focus and the company offshoring motive affects respondents’ attitude toward the offshoring company. Findings – The study demonstrated that each of three offshoring motives activates unique self-regulatory orientations (promotion or prevention focus) in consumers, and regulatory fit positively affects consumer attitudes toward the offshoring company. Practical implications – Results suggest how to communicate company offshoring decisions to consumers. By trying to instill a particular regulatory focus in the public with their communication tools, companies can create a better match in the public eye, gaining more positive consumer evaluations. Originality/value – This research shows the mechanisms through which consumers respond differently to specific offshoring motives communicated by a company. By building on psychology theory, the study gains insights into the consumer reactions to company offshoring and, to the knowledge, no research to date has examined these mechanisms.

scholarly journals Does outward appearance appeal to the inward mind? The impact of packaging finishes on brand impressions and the subsequent behavior of consumer

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Yu-Shan Athena Chen
Keyword(s):  
Field Studies ◽  
Positive Influence ◽  
Purchase Intentions ◽  
Outward Appearance ◽  
Consumer Evaluations ◽  
Diverse Range ◽  
Content Type ◽  
Product Attitudes ◽  
Subsequent Behavior ◽  
The Impact

Purpose The purpose of this study is to identify conditions under which consumers prefer matte packages and those under which they prefer glossy packages and to extend the findings to the context of consumer evaluations. Design/methodology/approach A series of four experiments-conducted across a diverse range of settings and consumers (through lab experiments and field studies) and using different types of products (mobile phones, invitation cards, wrappers and coffee packs)- examined the effects of matte and glossy packaging finishes on consumer evaluations (i.e. preferences, attitudes and purchase intentions). This paper further developed moderated mediation models to illustrate the mechanisms underlying the examined effects. Findings People with warmth and competence focus favored matte and glossy packaging, respectively. In addition, the warmth (competence) focus enhanced the positive influence of matte (glossy) packaging on brand sincerity (competence), leading to more favorable consumer evaluations (i.e. brand attitudes, product attitudes and purchase intentions). Practical implications This study provides managers with insights into conferring desired impressions of sincerity (competence) upon a brand and methods of attracting certain warmth focused (competence focused) consumers by using matte (glossy) packaging finishes. Originality/value This is the study to systematically investigate the effect of packaging finishes on brand impressions and consumer evaluations.

Unit pricing for multiple product sizes: identifying moderators and mediators of consumer evaluations

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Miyuri Shirai ◽  
Takuya Satomura
Keyword(s):  
Unit Price ◽  
Mediation Effect ◽  
Quantity Discounts ◽  
Consumer Evaluations ◽  
Content Type ◽  
Consumer Responses ◽  
Additional Information ◽  
Mediating Role ◽  
Unit Pricing

Purpose This paper aims to investigate the underlying process by which a brand’s unit pricing for multiple package sizes influences consumer evaluations by incorporating several mediators and moderators. Two-unit pricing tactics were examined: quantity discounts and surcharges. Design/methodology/approach Two online experiments were conducted to test the hypotheses. Study 1 examined the mediating role of consumers’ inferred motive for sellers in setting quantity discounts or surcharges in the relationship between the pricing tactics and consumer evaluations. Study 2 incorporated affect as a mediator, and price consciousness and unit price usage as moderators in this relationship. Findings The mediating role of inferred motive is supported. Motive is related to the sales volume. Furthermore, this mediation effect is more potent when consumers have stronger quantity discount belief. Further, the mediating role of affect is supported. It is more salient when consumers are frequent users of unit prices. Research limitations/implications This study compared two pricing tactics and did not include a control condition. The first digit of the unit price for the small package size was different between the pricing tactics. Practical implications When applying quantity surcharges to products, it is essential to provide additional information to consumers to preclude the possibility of negative evaluations. Originality/value This study makes a significant contribution by offering a deeper understanding of consumer responses to the pricing tactics. In particular, it reveals that pricing tactics trigger both cognitive and affective responses, which then influence evaluations of the pricing tactics. This elicited cognition is associated with deduction about sellers’ brand-size pricing behavior.

A study on the relationship between project management competency, job performance and job motivation in e-commerce industry

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Yiching Lin
Keyword(s):  
Project Management ◽  
Job Performance ◽  
Work Performance ◽  
Positive Influence ◽  
Content Type ◽  
Job Motivation ◽  
Study Results ◽  
Project Management Competency ◽  
The Relationship ◽  
Management Competency

Purpose This study aims to investigate the relationship between project management competency, job motivation and performance in people engaged in electronic commerce (e-commerce). A questionnaire was developed for e-commerce workers in various professional aspects including business strategy planning, content management and design, sales services, marketing business sales, host settings, analysis and management. A total of 299 valid questionnaires were retrieved. Multiple regression analysis was applied to the testing and analysis on important competences for project management and the factors influencing job performance. Design/methodology/approach In this study, the related indexes are measured mainly through appropriate questionnaire design and the questionnaires were mainly distributed among employees and managers of the e-commerce enterprises. Tables 5–1 provide the personal profiles of the e-commerce personnel. A total of 350 questionnaires were distributed and 320 questionnaires were returned. After the 320 questionnaires were sorted and categorized, 21 incompletely-filled and invalid questionnaires were excluded, for a total of 299 valid questionnaires that were returned. Based on the quantitative data obtained from the returned valid questionnaires, files were created and statistical analyzes were conducted by the computerized statistical software statistical product and service solutions 21. According to the research question and nature of this study, the present study mainly adopted statistical methods, including descriptive statistical analysis, reliability analysis, Pearson’s correlation analysis and regression analysis. Findings The results suggested that the project management competency of those engaged in e-commerce had a positive influence on their work performance. The capabilities in the management of integration, scope and procurement were significantly important factors identified in this study. In addition, the internal and external motivations of those engaged in e-commerce had a positive influence on work performance, and thus, facilitated their influence on the project management competency. The results and statistical analysis could be a reference in e-commerce-related business management and serve as the basis for evaluation of the training of project management competencies for those engaged in e-commerce and further improvements of human capitals and corporate competitive advantages. Originality/value This study used literature on project management competence and job performance as a foundation; previous studies argue that project management competence has a positive correlation with job performance. Empirical results reveal that among the e-commerce personnel, most dimensions of project management competence are significantly correlated with job performance. This study reveals that stakeholder management competence, the newly introduced 10th dimension of project management competence, is also significantly correlated with job performance. Therefore, study results reveal that project management competence has a significant positive correlation with job performance. In this study, the two constructs of internal motivation and external motivation in job motivation are introduced for use as disturbing factors. Empirical results reveal that internal motivation and external motivation have a significant positive disturbing effect with respect to the influence of cost management competence and human resource management competence on job performance. Hackman and Oldham (1975) contend that the jobs calling for a variety of skills can boost the job motivation of employees. Study results reveal that job motivation is of great importance to the influence of project management competence on job performance and can be used as the basis for improving job performance.

Investigating the role of regulatory focus in apparel attribute prioritization

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Jonghan Hyun
Keyword(s):  
Regulatory Focus ◽  
Design Methodology ◽  
Amazon Mechanical Turk ◽  
Dynamic Nature ◽  
Online Questionnaire ◽  
Chi Square ◽  
Content Type ◽  
Dynamic Segmentation ◽  
Current Context

PurposeThe purpose of this study is to utilize consumers' regulatory focus as a segmentation variable to understand how and why consumers shift their tendency to prioritize certain apparel attributes.Design/methodology/approachSix hypotheses are developed and then tested via two experiments. Self-administered online questionnaire is used to collect data from a total of 1,178 participants recruited via Amazon Mechanical Turk. The collected data is analyzed using series of Chi-square tests and ANOVAs.FindingsResults show that promotion-focused (prevention-focused)) consumers are not only more likely to prioritize apparel attributes that ensure the attainment of satisfaction (avoidance of dissatisfaction) but also attach higher monetary value to apparel products bearing such attributes.Originality/valuePrevious studies of apparel attribute prioritization utilized static segmentation variables such as age or gender despite the dynamic nature of attribute prioritization tendency. This study extends the literature by demonstrating the significance of consumers' regulatory focus – a dynamic segmentation variable that has not been studied in the current context.

scholarly journals A Cross-Level Investigation of Team-Member Exchange on Team and Individual Job Crafting with the Moderating Effect of Regulatory Focus

2020 ◽  
Vol 17 (6) ◽  
pp. 2044 ◽  
Author(s):  
Tsang-Kai Hung ◽  
Chih-Hung Wang ◽  
Mu Tian ◽  
Ya-Jiun Yang
Keyword(s):  
Data Analysis ◽  
Regulatory Focus ◽  
Team Member ◽  
Positive Influence ◽  
Job Crafting ◽  
Mediation Effect ◽  
Team Member Exchange ◽  
Member Exchange ◽  
Indirect Relationship

Within the framework of regulatory focus theory, this study examines the issues of job crafting. This study adopts purposive sampling as a means to collect data. A total of 123 teams with 514 members were invited to participate in the survey, and 91 teams with 354 members provided valid questionnaire responses for data analysis. Mplus 7.0 was applied to conduct data analysis and verification. Data analysis demonstrates that (1) team-member exchange (TMX) exerts a positive influence on team job crafting and individual job crafting; (2) team job crafting positively affects individual job crafting; (3) TMX can positively affect individual job crafting via team job crafting; and (4) a prevention focus has a moderated mediation effect on the indirect relationship between TMX and individual job crafting. Based on its findings, this study has both practical and theoretical implications. Academically, it can be regarded as a pioneering academic endeavor. Practically, this study can enhance teamwork, postulate job flow, and promote the quality of member relationships, thus boosting individual job crafting performance.

scholarly journals Organizational resilience and employee performance in COVID-19 pandemic: the mediating effect of emotional intelligence

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Aastha Dhoopar ◽  
Priyanka Sihag ◽  
Anil Kumar ◽  
Ashok Kumar Suhag
Keyword(s):  
Emotional Intelligence ◽  
Online Teaching ◽  
Employee Performance ◽  
Rapid Change ◽  
Performance Level ◽  
Mediating Effect ◽  
Mediation Effect ◽  
Organizational Resilience ◽  
Content Type ◽  
Study Results

Purpose The explosion of the deadly coronavirus (COVID-19) has led to an unprecedented crisis lately, which has adversely affected the performance level of professionals in the educational sector worldwide because of numerous constraints, imposition of the lockdown being one of those. Organizational resilience (OReg) and emotional intelligence (EI) discretely have been identified as indicators of employee performance (EP) over the years, but during the period of crisis, it has scarcely been analysed. Therefore, this study aims to examine the mediating role of EI on the relationship between OReg and EP in such a global pandemic. Design/methodology/approach In total, 390 samples including teaching and non-teaching professionals working in higher educational institutions (HEIs) were collected from different HEIs located in India through online survey questionnaires. The collected data was further analysed using regression analysis, factor analysis, structural equation modelling along with bootstrapping technique, reliability and validity analysis, mediation analysis and model fit indices analysis. Findings The results of the study confirmed the partial mediation effect of EI on the OReg-EP relationship, and further results also exhibited that employees with a higher level of EI, contribute more positively to the OReg level, which further enhances the performance level at the workplace. Research limitations/implications The samples collected for the current study pertain to the HEIs only, and therefore the present study results have limited general applicability. Furthermore, the study does not investigate the influence of time. Practical implications This study would assist practitioners of HEIs in improving the resilience capabilities of the organization. EP can be improved by enhancing the levels of OReg and individual emotional intelligence, which is in line with the findings of the current study. Social implications In the COVID-19 pandemic, worldwide the students are affected due to the transition to online teaching. This study will help HEI’s to cope up with the student’s loss by being flexible in approach for the retention of performance of employees by taking care of their emotional needs and focusing on their skill development by providing a learning culture in a depressing time of the pandemic so that students will not suffer due to this rapid change without any preparation or previous experience in a pandemic. Originality/value The current study examines the mediating effect of EI on the OReg and EP relationship for the first time in HEIs in India.

Modification and validation of the travel safety attitude scale (TSAS) in international tourism: a reflective-formative approach

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Zhijun Wan ◽  
Shuyue Huang ◽  
Hwansuk Chris Choi
Keyword(s):  
Predictive Validity ◽  
Least Squares Method ◽  
Safety Information ◽  
Attitude Scale ◽  
Amazon Mechanical Turk ◽  
Health Concern ◽  
Content Type ◽  
Safety Attitudes ◽  
Study Results ◽  
Safety Attitude

PurposeThis study modified, revised and validated a travel safety attitude scale (TSAS) using data collected from Canadian residents with out-of-country travel experiences.Design/methodology/approachThe authors proposed a higher component model (HCM) of TSAS, using a reflective-formative measurement model. In consultation with eight experts, a set of purified TSAS items was revised by checking wording and content. A questionnaire was administered to 531 participants using Amazon Mechanical Turk. The scale was validated with the partial least squares method of structural equation modelling (PLS-SEM), and the analysis was performed using SmartPLS 3.0.FindingsThe final results suggested a five-factor solution with 27 items, with a satisfactory level of reliability and validity at the first-order (reflective) and second-order (formative) constructs. The predictive validity result showed that TSAS is negatively related to tourist risk-taking intention.Research limitations/implicationsTSAS advanced research on travel safety attitudes and demonstrated the feasibility of using PLS-SEM in examining the Type II model. Future studies can focus on replicating the study in other countries, adding more variables for predictive validity tests and examining the interrelationship with affective attitudes.Practical implicationsThe authors suggested a more proactive approach to assess tourist safety attitudes based on travel safety information (TSI), health concern (HC), vulnerability to crime (VTC), personal safety (PES) and police safety (PS), listed in descending order of importance.Originality/valueThe study results provide directions for destination marketing organizations to allocate resources to maintain a positive travel safety attitude from potential and current tourists.

Artistic orientation, financial literacy and entrepreneurial performance

2019 ◽  
Vol 13 (1/2) ◽  
pp. 105-128 ◽  
Author(s):  
Boyke Rudy Purnomo
Keyword(s):  
Financial Literacy ◽  
Regulatory Focus ◽  
Entrepreneurial Orientation ◽  
Empirical Test ◽  
Positive Influence ◽  
Content Type ◽  
Entrepreneurial Performance ◽  
Nonfinancial Performance ◽  
Overall Performance ◽  
The Relationship

PurposeThis study aims to examine the relationship between artistic orientation and entrepreneurial performance and how other central entrepreneurial resources, namely, entrepreneurial orientation and financial literacy, affect this relationship.Design/methodology/approachRegulatory focus theory was used to develop the model. A survey of 375 small creative business entrepreneurs was conducted in Yogyakarta, Indonesia, and a hierarchical linear regression was used for data analysis.FindingsThe results reveal a positive correlation between artistic orientation, entrepreneurial orientation, financial literacy and entrepreneurial performance. Therefore, artistic orientation affects a creative firm’s financial and nonfinancial performance. In addition, artistic orientation and financial literacy provide a positive influence on the overall performance of a creative venture. However, the interaction effect of entrepreneurial orientation and financial literacy on the artistic orientation – performance relationship – is invisiblePractical implicationsThis research provides guidance on how creative firms may focus on the acquisition, development and protection of useful resources, namely, artistic orientation and financial literacyOriginality/valueThis research is the first systematic empirical test evaluating the relationship between artistic orientation and entrepreneurial performance

scholarly journals A study of service quality, corporate image, customer satisfaction, revisit intention and word-of-mouth: evidence from the KTV industry

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Kim Leng Khoo
Keyword(s):  
Customer Satisfaction ◽  
Service Quality ◽  
Word Of Mouth ◽  
Positive Influence ◽  
Corporate Image ◽  
Mediation Effect ◽  
Equation Modeling ◽  
Content Type ◽  
Revisit Intention ◽  
Significant Positive Influence

Purpose This paper aims to understand the impact of service quality on corporate image and customer satisfaction. Furthermore, this study also examined the influence of corporate image and customer satisfaction on revisit intention and word of mouth. The mediation effect of corporate image and customer satisfaction on the relationships between service quality–revisit intention and service quality–word of mouth was also examined. Design/methodology/approach This study used the survey questionnaire method and collected data from 253 respondents comprising of customers who had karaoke singing experience in the Karaoke television (KTV). The partial least squares structural equation modeling was used in this study. Findings This study found that service quality has a significant positive influence on corporate image and customer satisfaction. Corporate image does not have a significant influence on revisit intention but has a significant positive influence on word of mouth. Furthermore, customer satisfaction has a significant positive influence on revisit intention and word of mouth. The mediation effect of corporate image and customer satisfaction is also found to be significant for most of the relationships. Originality/value This study showed the importance of service on customers’ reactions and behaviors in the KTV context, which have not been previously investigated. Businesses should always provide superior service quality to their customers because it impacts their subsequent behaviors such as revisit intention and word of mouth.

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