“Hey Alexa–order groceries for me” – the effect of consumer–VAI emotional attachment on satisfaction and repurchase intention

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Reema Singh
Keyword(s):  
Emotional Attachment ◽  
Repurchase Intention ◽  
Self Disclosure ◽  
Content Type ◽  
Self Identity ◽  
New Perspective ◽  
Grocery Purchase ◽  
Strategic Market ◽  
Purchase Satisfaction

Purpose Given the growing prominence of voice-activated artificial intelligent devices (VAIs) as the strategic market-facing technology for grocery purchases, this article aims to bring together theories on anthropomorphism, trust, emotional attachment, self-connection and self-disclosure in one conceptual framework establishing that consumer–VAI relationship has significant implications for grocery purchase satisfaction and intention to repurchase using VAIs. Design/methodology/approach The study tested seven hypotheses through a survey-based approach comprising of two studies. Findings The study empirically supports VAI anthropomorphism and trust in VAIs as predictors of consumer–VAI emotional attachment and establishes the moderating role of consumer self-disclosure. Consumer–VAI self-connection resulting from emotional attachment results in grocery purchase satisfaction and intention to repurchase using VAIs. Research limitations/implications The article offers a novel perspective on consumer–VAI relationships and the use of VAIs for grocery purchases. It establishes an agentic role of consumers when ordering groceries using VAIs, creating a deeper understanding of how consumer–VAI emotional attachment results in extensions of consumers’ self-identity, resulting in purchase satisfaction and repurchase intention using VAIs. Practical implications Establishing a consumer–VAI relationship, the article brings out the strategic importance of VAIs for marketers in grocery purchases and repurchases, which can be extended to other purchases. Originality/value The article offers a new perspective on establishing VAIs as strategically important market-facing devices by examining consumer relationships with VAIs and offering valuable insights on how consumer emotional attachment with VAIs results in satisfaction and intention to repurchase using VAIs.

Influence of self-disclosure of Internet celebrities on normative commitment: the mediating role of para-social interaction

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Edward Shih-Tse Wang ◽  
Fang-Tzu Hu
Keyword(s):  
Social Interaction ◽  
Private Life ◽  
Influential Factor ◽  
Equation Modeling ◽  
Normative Commitment ◽  
Self Disclosure ◽  
Content Type ◽  
Mediating Role ◽  
Positive Effects

PurposeFor Internet celebrities, self-disclosure (SD) is a crucial step in building relationships with their followers who perceive this communication as para-social interaction (PSI), which facilitates socialization among followers. Normative commitment (NC) is critical for creating bonds among community members that are strengthened through socialization. However, research on the predictive relationships among SD, PSI and NC has been insufficient. This paper aims to investigate the effects of two facets of Internet celebrity SDs (i.e. private life and opinion) and two facets of PSI (i.e. companionship and following) on NC. The mediating role of PSI on the effects of SD on NC was also analyzed.Design/methodology/approachPeople who follow at least one Internet celebrity on a social networking site were recruited to participate in this study, and 494 valid questionnaires were collected for examination. The collected data were analyzed using structural equation modeling (SEM).FindingsThe results revealed that both private-life and opinion SDs have positive effects on companionship and following PSI, which consequently influence NC. A mediation test revealed that companionship and following PSI mediate the effects of private-life and opinion SD on NC. This study's findings also revealed that NC is influenced more by following PSI than it is by companionship PSI. Furthermore, opinion SD was determined to be the more influential factor in following PSI, whereas private-life SD was the more influential factor in companionship PSI.Originality/valueThis paper is useful for understanding the influence mechanism of the SD of Internet celebrities on PSI and NC.

The impacts of relationship marketing on cognitive dissonance, satisfaction, and loyalty

2014 ◽  
Vol 42 (6) ◽  
pp. 553-575 ◽  
Author(s):  
Seyed Shahin Sharifi ◽  
Mohammad Rahim Esfidani
Keyword(s):  
Customer Satisfaction ◽  
Relationship Marketing ◽  
Cognitive Dissonance ◽  
Structural Equation ◽  
Content Type ◽  
Attitudinal Loyalty ◽  
Mediating Role ◽  
Post Purchase ◽  
Purchase Satisfaction

Purpose – The purpose of this paper is to study how relationship marketing can reduce cognitive dissonance in post-purchase stage and, thereby, increase customer satisfaction and encourage loyalty under mediating roles of trust and cognitive dissonance. Design/methodology/approach – Based on a survey on consumers of cell phones, the authors tested the effects of relationship marketing on cognitive dissonance and then customer satisfaction, behavioural, and attitudinal loyalty, using structural equation modelling. Findings – The results indicate that, thanks to relationship marketing, consumers undertook less cognitive dissonance in post-purchase stage. Thus, as consumers faced less cognitive dissonance, they represented more satisfaction and thereby behavioural and attitudinal loyalty. Additionally, the study confirmed the mediating role of trust and cognitive dissonance. Practical implications – The results show that when brands and retailers make their ties with their customers stronger and encourage trust, they can discourage cognitive dissonance in post-purchase stage and thereby encourage customer satisfaction and behavioural and attitudinal loyalty. Originality/value – Literature on post-purchase behaviour and cognitive dissonance shows how cognitive dissonance can reduce post-purchase satisfaction. Our research adds to the literature of both relationship marketing and post-purchase behaviour.

Challenge-hindrance stressors and career initiative: a moderated mediation model

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Yan Liu ◽  
Lei Ren
Keyword(s):  
Positive Affect ◽  
Job Autonomy ◽  
Content Type ◽  
Mba Students ◽  
Mediating Role ◽  
Moderated Mediation Model ◽  
Part Time ◽  
New Perspective ◽  
The Relationship

PurposeThe purpose of this paper is to explore the relationship between challenge-hindrance stressors and employees’ career initiative while incorporating the mediating role of positive affect and the moderating role of job autonomy.Design/methodology/approachFive proposed hypotheses were tested using path analysis with two waves of data collected from 136 part-time MBA students.FindingsThe findings show that challenge stressors indirectly facilitate career initiative, whereas hindrance stressors indirectly inhibit career initiative, both with positive affect as mediators. Job autonomy enhances the direct relationship between positive affect and career initiative, as well as the indirect relationships among challenge/hindrance stressors, positive affect and career initiative.Originality/valueThe study brings a new perspective to understanding why an employee conducts career initiative, thereby widening the scope of the antecedents of career initiative. The study discloses positive affect as the mediator that transmits the opposite effects from challenge-hindrance stressors to career initiative. It also identifies job autonomy as an important boundary condition for positive affect to exert its influence on career initiative, as well as challenge-hindrance stressors that influence career initiative via positive affect.

Mediating role of attitude in halal cosmetics purchase intention: an ELM perspective

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Anubha  
Keyword(s):  
Purchase Intention ◽  
Structural Equation ◽  
Muslim Women ◽  
Final Analysis ◽  
Mediation Effect ◽  
Content Type ◽  
Purchasing Intention ◽  
Likelihood Model ◽  
New Perspective

Purpose The purpose of this study is to examine the role of attitude as a mediator in exploring the Halal cosmetics purchase intention of Indian Muslim women. Various drivers of electronic word of mouth (eWOM) (quality, quantity, consistency and quantity) have been tested as antecedents of purchase intention through the lenses of the elaboration likelihood model (ELM). Design/methodology/approach The positivist paradigm approach has been used to test the proposed mediation model using structural equation modelling. Responses of 313 Indian Muslim women who read reviews shared on various social media platforms before making any halal cosmetics purchase intention have been used for the final analysis. Mediation was tested using bootstrapping. Findings The findings of the study revealed that attitude towards halal cosmetics mediates the relationships of various drivers of eWOM with halal cosmetics purchase intention. However, it was observed that this mediation was partial in the context of eWOM quality, eWOM valence and eWOM consistency. Furthermore, for eWOM quantity, the mediation effect was full as the direct impact of eWOM quality on halal cosmetics purchase intention was not significant but its indirect impact on the latter via attitude was found to be significant. Research limitations/implications This study adds to the marketing communication literature, especially in the context of eWOM. The study also validates ELM theory in explaining the attitude that shapes the halal cosmetics purchase intention, thus the current study enriches the ELM literature. Practical implications The current study offers several implications for halal cosmetics marketers. It offers various suggestions to them on how to capitalize on eWOM as it influences Indian Muslim women’s purchasing intention for halal cosmetics by shaping their attitude towards such cosmetics favourably. Originality/value With reference to halal cosmetics, the current study offers a new perspective by examining the purchasing intention for such cosmetics based on various drivers of eWOM. The attitude towards halal cosmetics as a mediator has helped in better explaining the purchase intention for halal cosmetics.

The bounded incentive effect of informal institutions

2019 ◽  
Vol 10 (2) ◽  
pp. 207-232
Author(s):  
Yilin Zhang ◽  
Dongling Cai ◽  
Fansheng Jia ◽  
Guangzhong Li
Keyword(s):  
Executive Compensation ◽  
Formal System ◽  
Governance Mechanism ◽  
Content Type ◽  
The Sustainable Development ◽  
Informal System ◽  
Corporate Governance Mechanism ◽  
New Perspective ◽  
Compensation Incentives

Purpose This paper aims to mainly investigate the role of trust, which is an important informal system, in executive compensation incentives. Design/methodology/approach Using the data of Chinese A-share private enterprises from 2003 to 2014, the paper estimates the effect that trust has on executive compensation incentives. Findings Results indicate that trust can significantly enhance the effectiveness of executive compensation incentives. Furthermore, the better the regional trust environment in which companies are located, the more pronounced the effect is. In particular, the effect of trust on executive compensation incentives is only significant when the formal legal system is immature. As companies continue to grow and develop and the formal system becomes perfect, the role of trust weakens. The formal system, including the corporate governance mechanism and perfect legislation, then becomes the key to promoting executive compensation incentives. Practical implications This paper provides evidence of the significance of both informal and formal systems. It not only emphasises the important role that the informal system has played in “the mystery of China’s economic growth” but also supports the “ruling the country by law” strategy for the sustainable development of China’s economy. Originality/value This paper reveals the relationship between the formal and informal systems, which provides a new perspective on and empirical evidence for the determinants of executive compensation incentives, and it also finds an explanation for the rapid growth of China’s economic development.

scholarly journals Urban tourist motivations: why visit Ljubljana?

2017 ◽  
Vol 3 (4) ◽  
pp. 382-398 ◽  
Author(s):  
Sanja Bozic ◽  
James Kennell ◽  
Miroslav D. Vujicic ◽  
Tamara Jovanovic
Keyword(s):  
Capital City ◽  
Structured Interviews ◽  
Pull Factors ◽  
Analytic Hierarchy ◽  
Content Type ◽  
Ahp Model ◽  
Pull Factor ◽  
New Perspective ◽  
Hierarchy Process

Purpose The purpose of this paper is to develop a new perspective on urban tourist motivations by applying the analytic hierarchy process (AHP) model to help to understand how tourists make decisions about which destinations to visit. Design/methodology/approach This study was based on 30 one-hour-long structured interviews with visitors to Ljubljana, the capital city of Slovenia. Respondents were asked to express their preferences between different pull-factor motives for their visit, using Saaty’s scale, and further qualitative data were collected to examine these preferences in more depth. Findings The results of this study indicate that the most relevant criteria and thus predominant factors in motivation for visits to Ljubljana are the Cultural and Nightlife pull factors, while religious and business motives are the lowest ranked factors. The paper argues that the results show the value of applying the AHP model to understand the role of pull factors in urban tourism destination choice. Research limitations/implications As a single-destination case study, it is important that the findings of this research are evaluated against similar studies in other cities. A limitation of this research is the fact that sub motives within major groups of pull-factor motives have not been explored in this study and this should be the subject of future, more detailed research. Originality/value This research shows the value of applying an under-used methodology to understand urban tourist motivations and knowledge gained through applying this method will be of value to destination marketing organisations as well as to researchers conducting future studies.

scholarly journals The mediating influence of service failure explanation on customer repurchase intention through customers satisfaction

2016 ◽  
Vol 8 (4) ◽  
pp. 516-535 ◽  
Author(s):  
Arun Kumar Tarofder ◽  
Seyed Rajab Nikhashemi ◽  
S.M. Ferdous Azam ◽  
Prashantini Selvantharan ◽  
Ahasanul Haque
Keyword(s):  
Customer Satisfaction ◽  
Structural Equation ◽  
Service Failure ◽  
Mediating Effect ◽  
Primary Data ◽  
Repurchase Intention ◽  
Content Type ◽  
Practical Tool ◽  
Customer Purchases

Purpose The purpose of this paper is to examine the effect of explanation on customer satisfaction in the service failure stage. It seeks to better understand the dynamics of consumer repurchase intention through a mediating effect of customer satisfaction. Design/methodology/approach A structured questionnaire was e-mailed to collect the primary data. With three reminders, this study managed to obtain 322 responses from customers who complained about their internet service in Malaysia. Structural equation modelling techniques were applied to examine both direct and mediating effects between variables. Findings Results reveal that all four dimensions of explanation have significant partial mediating effect on repurchase intention through customer satisfaction. Results also disclose that there is no significant relationship between excuse and customer satisfaction in service failure. Among all dimensions, reference and apology have higher influence on repurchase intention through customer satisfaction. Research limitations/implications The results are particularly valuable for managers, as it supports the role of using explanation as a practical tool for fostering positive and profitable outcomes like repeat customer purchases. Practical implications The findings of this study will help organisations rethink their explanation strategies with the eye to foster greater customer repurchase intention. Originality/value The results are particularly valuable for managers, as they support the role of using explanation as a practical tool for fostering positive and profitable outcomes like repeat customer purchases.

Repurchase intention of Korean beauty products among Taiwanese consumers

2017 ◽  
Vol 29 (3) ◽  
pp. 569-588 ◽  
Author(s):  
Massoud Moslehpour ◽  
Wing-Keung Wong ◽  
Kien Van Pham ◽  
Carrine K. Aulia
Keyword(s):  
Structural Equation ◽  
Primary Data ◽  
Equation Modeling ◽  
Repurchase Intention ◽  
Key Factors ◽  
Content Type ◽  
Perceived Price ◽  
Influential Variable ◽  
Beauty Products

Purpose The purpose of this paper is to bridge the gap in the literature to examine key factors that influence Taiwanese consumers to repurchase Korean beauty products. Design/methodology/approach This study uses a quantitative approach to test the proposed hypotheses using structural equation modeling. Causal research design is used in this research to identify cause-and-effect relationship among the constructs. Primary data collection is used to gather data. This study provides the better understanding about key factors that influence Taiwanese consumers’ repurchase intention (RI) of Korean cosmetics products. Findings Results show that perceived price (PP) and country of origin (COO) significantly influence word-of-mouth (WOM). PP, COO and WOM significantly influence RI. WOM is the most influential variable toward RI, followed by COO and PP. Originality/value Very few studies have examined a general construct of RI related to beauty product. The findings of this study imply several practical directions for marketers of beauty product industries specifically for Taiwanese consumers. This study helps to know what factors become basic consideration for Taiwanese consumers in repurchasing Korean beauty products. Second, it underscores the role of WOM between the independent variables (PP and COO) and RI as the dependent variable.

Blended skills and future roles of librarians

2018 ◽  
Vol 39 (1/2) ◽  
pp. 93-105 ◽  
Author(s):  
Yared Mammo Cherinet
Keyword(s):  
Delphi Technique ◽  
Design Methodology ◽  
Cultural Intelligence ◽  
First Century ◽  
Content Type ◽  
Modern Library ◽  
New Perspective ◽  
Informed Society ◽  
Theoretical Saturation

Purpose The purpose of this paper is to identify insightfully future roles and skills required by librarians to meet the ever changing users’ need in the modern library landscape. Design/methodology/approach The study adopted a qualitative approach. It deployed the Delphi technique and other knowledge elicitation techniques, such as systematic literature review, in-depth key informants interviews, formal and informal discussions, and own experience. Data collection was quitted when it reached to the theoretical saturation. Content analysis was used to analyze the gathered data. Triangulation of methods was also employed to complement one another, and enhance the credibility and validity of the results. Findings The findings of the study revealed that some of the roles and skills required by librarians are evolutionary, while others are revolutionary, but the ultimate future role of librarians is to change knowledge revolution into society (to create informed society) through re-socializing and shaping the young generations. The result also confirmed that a synergy of passion, knowledge, skills and cultural intelligence yield blended librarians that fit the future library landscape. To be a librarian is more than just equipped with knowledge and skills; it requires passion and solid discipline. For librarians, unlearning is equally relevant skills like learning. Originality/value Instead of the usual skills assessment, this study approached it in a new perspective and divulged a synergy of passion, knowledge, skills, cultural intelligence, professionalism, and discipline as essential assets for the twenty-first century librarians.

From likes to love: trust catalysing the digital romantic journey

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Burna Nayar ◽  
Surabhi Koul
Keyword(s):  
Social Media ◽  
Romantic Relationships ◽  
Romantic Relationship ◽  
Online Dating ◽  
Self Disclosure ◽  
Content Type ◽  
Online Social Media ◽  
Social Media Platforms ◽  
Social Intimacy

Purpose The behavioural changes embraced by the current generation has prompted researchers to revisit the paradigm of human relationships, especially romantic liaisons. The present study revisits the construct of romantic relationships steered by social media platforms, through the dimensions of self-disclosure, social intimacy and trust. The role of trust as a mediator to determine the success of online dating is also explored in this study. Design/methodology/approach The study uses the data collected from 225 respondents (86 females and 139 males) in the age group of 18 to 30 years. The respondents were asked to fill a questionnaire (provided they fulfilled the necessary conditions and expressed their consent to be a participant in this study). Findings The study validates that the extent of self-disclosure propels the degree of social intimacy. The results also confirm a significant partial mediation effect of trust on the relationship between social intimacy and the success of online dating. Thus, practitioners need to keep in mind that the probability of online dating success is higher when individuals disclose more and engage in an intimate relationship driven by trust. Research limitations/implications The study sample is restricted to young adults ranging from 18 to 30 years, based on the author’s convenience. The study was restricted to three most popular social media platforms in India where disclosure is limited to private timelines or messages. Another limitation of this study is that a multi-variate model of analysis could not be used due to the lack of parallel variables. Further studies can also compare online versus offline dating behaviour and determinants that influence the romantic relationship between two partners. Practical implications The new perspective could be to ascertain specific built-in mechanisms providers should develop to ensure that the new generation benefits from new technology rather than falling victim to its toxins. Social implications The study re-establishes the importance of the role of trust in any romantic relationship – may it be online or the more traditional, offline or face-to-face mode. Originality/value The study delves into the domain of existing romantic relationships established through the modernistic viewpoint of online social media platforms. The findings bring a fresh perspective on the dynamics of online romantic relationships through the mélange of self-disclosure, social intimacy and trust. Previous literature suggests that trust is dependent on self-disclosure, which is in contrast with the results of the current study. The present study corroborates that trust leads to the success of online dating.

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