Influence of multiple endorser-product patterns on purchase intention

2018 ◽  
Vol 19 (4) ◽  
pp. 415-432 ◽  
Author(s):  
Huai-Liang Liang ◽  
Ping-I Lin
Keyword(s):  
Purchase Intention ◽  
Design Methodology ◽  
Field Experiments ◽  
Purchase Intentions ◽  
Product Involvement ◽  
Content Type ◽  
Female Consumers ◽  
Limited Budget ◽  
Celebrity Endorser ◽  
Different Levels

Purpose Enterprises must select the best optimal endorser-product fit in order to maximize the limited budget available for endorsements. Previous studies have determined that the influence of athlete endorsers is greater than is that of celebrity endorsers on consumer attitudes toward sport products. However, different endorsers may possess different levels of influence on products. The paper aims to discuss these issues. Design/methodology/approach This study developed two field experiments to investigate the influence of endorser-product fits on consumer purchase intentions. Participants in Study 1 were 295 individuals (220 male consumers, 75 female consumers, M age=32 yr) in the two Baseball Stadiums in Taiwan. Participants in Study 2 were 317 EMBA students (204 men, 113 women, M age=34 yr) at a certain university in Taiwan. Findings The results determined no significant moderating effect of celebrity endorser-product fit and purchase intention, whereas athlete endorser-product fit enhanced consumers’ purchase intentions in low product involvement scenarios. In high product involvement scenarios, a moderating relationship between endorser-product fit and purchase intentions was observed. These findings can provide a reference regarding endorsers and product patterns for enterprises to maximize the value of endorsers. Originality/value Using the multiple endorser-product patterns, this study provides useful findings in terms of the perceived value of endorser-product and purchase intention. The results of this study can help enterprises to choose the most suitable endorser when they are subject to budget constraints. Detailed descriptions of the expected results and discussion are reported in the text.

scholarly journals Retailing technology: do consumers care?

2020 ◽  
Vol 24 (3) ◽  
pp. 355-375
Author(s):  
Alfonso Valdez Cervantes ◽  
Ana Franco
Keyword(s):  
Technology Implementation ◽  
Purchase Intention ◽  
Field Experiments ◽  
New Technology ◽  
Internal Validity ◽  
Purchase Intentions ◽  
Human Interaction ◽  
Original Research ◽  
Store Image ◽  
Content Type

Purpose Disruptive retailing technologies improve productivity and cost optimization, but there is a lack of academic literature about their effects on shoppers’ perceptions and behaviors. This paper aims to develop and test a conceptual model regarding the effects of retail technology on store image and purchase intentions and to measure how human interaction services (HIS) moderate this relationship. Two relevant retail technologies are explored. Design/methodology/approach The results of this study indicate that retailing technology has notable influences on consumer perceptions. Thus, shopping technologies improve store image perceptions and increase purchase intention, moderated by HIS. Research limitations/implications Future field experiments in actual stores should attempt to corroborate the results of this study and offer greater internal validity. Practical implications The results should help reduce retailers’ resistance to technology adoption. In-store technology can help retailers leverage their store image and increase purchase intentions. HIS could offer a bridge between consumers and new technology. Originality/value This paper is an original research paper, given that few research papers are experimentally based to measure consumer’s reactions to new technology implementation.

Influencer marketing: purchase intention and its antecedents

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Yi Li ◽  
Yangying Peng
Keyword(s):  
Purchase Intention ◽  
Structural Equation ◽  
Design Methodology ◽  
Purchase Intentions ◽  
Equation Modeling ◽  
Content Type ◽  
Mediating Role ◽  
Source Characteristics ◽  
Positive Attitudes

PurposeThis research explores the path that social media influencers affect target consumers to purchase a certain brand posted in their contents.Design/methodology/approachUsing a sample of 510 Weibo users in China, the conceptual model is tested by structural equation modeling (SEM) in Lisrel 8.8 statistical software.FindingsThis study examined that influencers' source characteristics stimulate consumers' positive attitudes (image satisfaction and/or advertising trust), in turn affect consumers' purchase intention. The expertise, originality and homophily of influencers positively affect two attitudes of consumers. The attractiveness only positively affects image satisfaction, and the interactivity only positively affects advertising trust. Besides that, this study also verified the mediating role of consumers' self-brand connection between the two attitudes and purchase intentions.Originality/valueBy distinguishing two different attitudes of consumers and incorporating consumers' self-brand connection, we proposed a complete theoretical framework for the overall mechanism of influence marketing based on communication–persuasion matrix.

scholarly journals Measuring Clothing Color and Design Symbolism Preferences and Purchase Intentions of Asian Indian Females at Different Levels of Acculturation

ISRN Textiles ◽  
2013 ◽  
Vol 2013 ◽  
pp. 1-8 ◽  
Author(s):  
Ann Beth Presley ◽  
Whitney Upchurch Campassi
Keyword(s):  
Asian Indian ◽  
Purchase Intention ◽  
High Reliability ◽  
Purchase Intentions ◽  
Color Design ◽  
Female Consumers ◽  
Intent To Purchase ◽  
Design Attributes ◽  
Valid Instrument ◽  
Different Levels

The purpose of this study was to develop a reliable and valid instrument to measure color, design clothing preferences, and purchase intentions of Asian-Indian female consumers; secondarily, to determine if westernized clothes with Asian-Indian ethnic dress elements might be purchased more often than westernized clothing with design attributes primarily symbolic of American culture at different levels of acculturation. The instrument included a modified acculturation scale, limited demographics, and the developed Clothing Preferences and Purchase Intention Instrument. The instrument consisted of four components: Color Symbolism and Purchase Intention, Design Symbolism and Purchase Intention, Symbolic Attributes Scale, and Clothing Preference and Purchase Intention for Mainstream American versus Asian-Indian Inspired. All of the scales had high reliability. Of the 30 colors in the instrument, red, magenta, orange gold, yellow, cobalt blue, and purple were symbolic of Asian-Indian dress; hunter green, navy blue, baby blue, and blue were considered western colors. Neutral colors were eliminated. Nine of the 27 tunics in the instrument were highly indicative of Asian-Indian clothing; 11 were indicative of westernized clothing. Secondarily, Asian-Indians preferred and showed intent to purchase westernized clothing with colors and designs associated with their native country’s traditional dress regardless of acculturation.

Antecedents of consumer animosity and the role of product involvement on purchase intentions

2017 ◽  
Vol 32 (1) ◽  
pp. 42-57 ◽  
Author(s):  
Ji Eun Park ◽  
Sung-Joon Yoon
Keyword(s):  
Purchase Intention ◽  
Structural Equation ◽  
Negative Impact ◽  
Negative Relationship ◽  
Equation Model ◽  
Purchase Intentions ◽  
Product Involvement ◽  
Content Type ◽  
Consumer Animosity

Purpose The purpose of this paper is to further our understanding of the sources of consumer animosity and the moderating role of product involvement on purchase intentions. Design/methodology/approach Animosity is examined in the context of South Korean consumers’ purchase intentions toward Japanese products. A structural equation model was estimated in Lisrel 8.80 to assess the proposed model. Findings The results offer evidence that consumer ethnocentrism and susceptibility to normative influence have a positive relationship with animosity while cosmopolitanism has a negative relationship with animosity. Furthermore, animosity negatively influences intentions to purchase for high-involvement products, but not for low-involvement products. Practical implications International marketing managers can better identify the risk that consumer animosity poses to their products and services based on level of product involvement and characteristics of the market segment. Originality/value This study offers clarity to the understanding of animosity by examining additional antecedents of animosity that reflect different world views. It also provides an exception to the previous findings that in general animosity has a negative impact on consumers’ willingness to buy products of countries for which consumers have animosity. In other words, the effect of animosity on purchase intention of products from a disliked country depends on the degree of involvement.

I’m worth it or I need it? Self-gift giving and consumers’ self-regulatory mindset

2016 ◽  
Vol 33 (6) ◽  
pp. 447-457 ◽  
Author(s):  
Dania Mouakhar-Klouz ◽  
Alain d’Astous ◽  
Denis Darpy
Keyword(s):  
Regulatory Focus ◽  
Purchase Intention ◽  
Design Methodology ◽  
Main Idea ◽  
Purchase Intentions ◽  
Situational Factors ◽  
Gift Giving ◽  
Content Type ◽  
Chronic Form ◽  
Intention To Purchase

Purpose The aim of the research presented in this paper is to enhance our understanding of self-gift giving behavior. Self-regulatory theory is used as a conceptual support to achieve this objective. The main idea that is explored is that consumers’ self-gift purchase intentions vary across contexts and situations to the extent that these are compatible or not with their self-regulatory mindset, whether it is chronic or situational. Design/methodology/approach Two studies, using a scenario-based experiment, were conducted to investigate the effects that regulatory focus has on consumers’ intentions to buy themselves a gift. Findings The results support the proposition that the chronic form of regulatory focus in success and failure situations has a significant impact on the intention to purchase a gift to oneself and show that the situational form of regulatory focus has an influence on self-gift purchase intention as well. They also confirm that situations that are congruent with consumers’ self-regulatory mindset lead to stronger self-gift purchase intentions. Originality/value The main contribution of this research lies in delineating the role that some specific dispositional and situational factors play in shaping consumers’ perceptions of success and failure events and how this impacts the eventual purchase of a gift to oneself. This contrasts with previous research on self-gift giving, where success and failure situations are assumed to be perceived similarly by consumers. Marketing managers wishing to stimulate consumers’ propensity to buy themselves gifts should consider using regulatory focus as a segmentation basis. Marketing communications should be adapted to consumers’ self-regulatory mindset.

When face engulfs the field: differential effects of visual quality levels in print ads

2015 ◽  
Vol 32 (4) ◽  
pp. 225-233 ◽  
Author(s):  
Marine Kergoat ◽  
Thierry Meyer
Keyword(s):  
Purchase Intention ◽  
Design Methodology ◽  
Purchase Intentions ◽  
Processing Fluency ◽  
Human Face ◽  
Print Advertising ◽  
Negative Effects ◽  
Content Type ◽  
Face Stimuli ◽  
Practical Implications

Purpose – This study aims to examine the influence of a visual alteration in print advertising on viewers’ responses according to the different textual and pictorial information contained in the ad. Design/methodology/approach – Through an experimental design, the presence or not of a human face and the kind of verbal claims (self-centered vs product-centered) were manipulated, as well as visual fluency manipulated by varying the clarity of the ads. Findings – As expected, the presence of a human face, as opposed to just a product picture, has led to stronger negative effects on attitudes and purchase intention when the ad was visually altered. In addition, ad’s claim directed toward the self yielded lower purchase intentions compared to arguments directed toward product characteristics. Findings supported our main expectations, but also demonstrated contrasted effect, plausibly due to a bias correction. Research limitations/implications – To comfort these findings, further research should be realized on other advertising varying the kind of human face stimuli (e.g. woman/man; smiling/neutral; beautiful/average). Practical implications – In terms of practical implications, it highlights the significance of considering the medium of communication used for print ads with caution. The pictorial use of a human face can be particularly harmful in the persuasive process if there is a risk that the ad could be visually altered. Originality/value – Currently, little is known about how sub-optimal visual exposition changes attitudes and behaviors depending on the content of an ad. The present study expands research on processing fluency effects and the use of models in advertisements.

Examining the effect of eWOM on the customer purchase intention through value co-creation (VCC) in social networking sites (SNSs)

2018 ◽  
Vol 43 (3) ◽  
pp. 245-269 ◽  
Author(s):  
Sambashiva Rao Kunja ◽  
Acharyulu GVRK
Keyword(s):  
Social Networking ◽  
Social Networking Sites ◽  
Purchase Intention ◽  
Structural Equation ◽  
Design Methodology ◽  
Product Information ◽  
Purchase Intentions ◽  
Equation Modeling ◽  
Content Type ◽  
Structured Questionnaire

Purpose The purpose of the study was to investigate the effect of electronic word of mouth (eWOM) on the value co-creation (VCC) and purchase intentions of consumers in Facebook fan pages of smartphone brands in India. Design/methodology/approach The data were collected using a structured questionnaire from a sample of 762 members from India present in the selected fan pages of smartphone brands in Facebook, and the data were analyzed through structural equation modeling. Findings This empirical study revealed a positive relationship among the three variables and provided new insights after analyzing the collected data. There was clear evidence of VCC being partially mediated by eWOM and purchase intention. Research limitations/implications The perspective of the study was to validate the proposed conceptual model by considering members’ perception of the product, as put forth on Facebook fan pages. The methods used in this study could be adapted to conduct further studies on other social networking sites like Instagram and Twitter. Originality/value The study contributes to the existing literature of eWOM, VCC and consumer behavior in social networking sites, and our findings will help marketers to develop a new method of disseminating product information to and within India through social networking sites.

The effect of anti-consumption lifestyle on consumer’s attitude and purchase intention toward commercial sharing systems

2019 ◽  
Vol 31 (5) ◽  
pp. 1422-1441 ◽  
Author(s):  
HeeJung Lee
Keyword(s):  
Purchase Intention ◽  
Structural Equation ◽  
Design Methodology ◽  
Purchase Intentions ◽  
Moderating Effect ◽  
Equation Modeling ◽  
Voluntary Simplicity ◽  
Variety Seeking ◽  
Content Type ◽  
Different Types

PurposeThis study describes anti-consumption lifestyles and the effects of such lifestyles on the acceptance of commercial sharing systems (CSS). The purpose of this paper is to investigate the different types of anti-consumption lifestyles and their influence on consumer’s attitudes and purchase intentions toward CSS, and to verify the moderating effect of the variety-seeking tendency.Design/methodology/approachStructural equation modeling is used with data collected from 537 consumers. The chosen types of CSS are the corporations of Socar (a car sharing service in Korea) and Airbnb (a global accommodation sharing service).FindingsThe results indicate that the anti-consumption lifestyles consist of frugality, voluntary simplicity, environmental protection, small luxury and tightwadism; anti-consumption lifestyles affect the acceptance of CSS; and the effects differed according to the variety-seeking tendency. These results suggest that anti-consumption lifestyles differently influence consumer’s behaviors toward using CSS, and there is a moderating effect partially depending upon the variety-seeking tendency.Originality/valueThe contribution of this study is that it verifies the different types of anti-consumption lifestyles and their effects on consumer’s attitudes and purchase intentions toward CSS, which is an area that has remained unexamined in the literature. Marketers will be able to use the knowledge obtained herein on the various types of anti-consumption lifestyles to motivate consumers to use sharing services, and will also be able to establish a consumer strategy in sharing business practice.

A study of the characteristics of Dongchimi consumption behavior for development of new Dongchimi products

2015 ◽  
Vol 45 (2) ◽  
pp. 310-325 ◽  
Author(s):  
Joo-Hyung Cho ◽  
Moon-Hyang Oh ◽  
Kisang Ryu ◽  
Jin-Ju Choi ◽  
Chang-Ho Chung
Keyword(s):  
Purchase Intention ◽  
Consumer Preferences ◽  
Purchase Intentions ◽  
Demographic Characteristics ◽  
Chi Square ◽  
Content Type ◽  
Consumption Behavior ◽  
Female Consumers ◽  
Intention To Purchase ◽  
Chi Square Test

Purpose – This paper aims to identify consumer preferences before Dongchimi products are commercialized and brought to the market. It provides basic data for research and development of Dongchimi products, examining consumer preferences for general products and purchase intentions based on eating-out behavior, dietary lifestyle and demographic characteristics. Finally, the study examined male and female consumers more than 18 years old who have eaten Dongchimi, particularly their consumption behavior. Design/methodology/approach – This study was based on preliminary in-depth interviews of consumers to investigate consumer Dongchimi consumption behavior. The authors examined their demographic characteristics, dining-out behavior, dietary lifestyles, how often they buy pickled products and the circumstances in which they consume Dongchimi products. Various statistical analyses were performed with SPSS 18.0, including frequency analysis of the general characteristics of subjects, chi-square test for difference verification as well as factor analysis and cluster analyses. Findings – More than half of the respondents eat Dongchimi products only once or twice every six months or once or twice a year. Consumers prefer Dongchimi’s glass bottle packaging with two to three servings of white radish, the original version of Dongchimi. Furthermore, cross-analysis comparing purchase intentions of Dongchimi products among clusters revealed significant differences (χ2 = 212.58, df = 2, p < 0.001). The group most concerned with taste and diet showed 100 per cent purchase intention. However, the group most interested in convenience showed only 50 per cent purchase intention for Dongchimi products. The group primarily concerned with health showed little intention to purchase. Originality/value – Food scholars have investigated consumption behaviors of domestic consumers in developing kimchi products, but research on Dongchimi is lacking, especially of consumption behaviors by actual consumers. Using certain determinants (marital status, expense of dining out, frequency of buying pickled products and food-related lifestyle), the authors analyzed the purchasing intentions of consumers of Dongchimi products. The results show that married consumers who spend heavily on dining out and purchase pickled foods frequently, but who are also concerned about taste and diet, were those with the highest intention to purchase Dongchimi products.

“Please tidy up before leaving”: nudging Airbnb guests toward altruistic behavior

2019 ◽  
Vol 13 (4) ◽  
pp. 524-530 ◽  
Author(s):  
Paul Ranson ◽  
Daniel Guttentag
Keyword(s):  
Social Presence ◽  
Design Methodology ◽  
Field Experiments ◽  
Experimental Results ◽  
Altruistic Behavior ◽  
Content Type ◽  
The Social ◽  
Relationship Model ◽  
Social Market ◽  
Practical Implications

Purpose This study aimed to investigate whether increasing the social presence within an Airbnb lodging environment could nudge guests toward altruistic cleaning behaviors. Design/methodology/approach The study was based around a theoretical framework combining the social-market versus money-market relationship model, nudge theory and social presence theory. A series of three field experiments were conducted, in which social presence was manipulated to test its impact on guest cleaning behaviors prior to departure. Findings The experimental results confirmed the underlying hypothesis that an Airbnb listing’s enhanced social presence can subtly induce guests to help clean their rental units prior to departure. Originality/value This study is the first to examine behavioral nudging in an Airbnb context. It is also one of the first field experiments involving Airbnb. The study findings offer clear theoretical and practical implications.

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