The effects of brand origin and country-of-manufacture on consumers' institutional perceptions and purchase decision-making

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Shijiao Chen ◽  
Malcolm J. Wright ◽  
Hongzhi Gao ◽  
Huan Liu ◽  
Damien Mather
Keyword(s):  
Decision Making ◽  
Institutional Quality ◽  
Consumer Products ◽  
Value Chains ◽  
Regulatory Environment ◽  
Purchase Decision ◽  
Choice Modelling ◽  
Institutional Perspective ◽  
Content Type ◽  
The Usa

PurposeIndustry-wide crises involving consumer products place consumers at risk. Consumers rely on institutions that constrain corporate practice and control product quality to reduce risk. As institutions vary by country, country-of-origin (COO) acts as a salient cue for consumers to identify institutional quality and thus evaluate risk when making purchase decisions. However, in the era of globalisation, identification of institutional quality becomes complex as global value chains involve different countries such as brand origin (BO) and country-of-manufacture (COM). Therefore, this research investigates how BO and COM individually and jointly affect consumers' institutional perceptions and subsequent purchase decision-making in the presence of systemic risk.Design/methodology/approachThis research includes three studies (n = 764) employing surveys and choice modelling experiments with samples from China and the USA.FindingsThe results show that BO and COM relate to different institutional perceptions. BO evokes perceptions of legitimacy and the regulatory environment, while COM evokes perceptions of the normative and the regulatory environment. The combination of BO and COM determines how institutional quality is communicated and further affects consumers' legitimacy perceptions, preferences and willingness to pay a price premium.Originality/valueThis research contributes to understanding the effect of BO and COM in the context of complex value chains from an institutional perspective. It also provides implications for leveraging complex COO cues with BO and COM information to improve consumers' institutional perceptions.

scholarly journals Exploring the role of anticipated emotions in product adoption and usage

2018 ◽  
Vol 35 (3) ◽  
pp. 300-316 ◽  
Author(s):  
Debora Bettiga ◽  
Lucio Lamberti
Keyword(s):  
Decision Making ◽  
Conceptual Model ◽  
Structural Equation ◽  
Consumer Products ◽  
Product Adoption ◽  
Radical Product ◽  
Content Type ◽  
Product Decision ◽  
Anticipated Emotions

Purpose This study aims to explore the role of positive and negative anticipated emotions on adoption and continued usage of consumer products. The components of value eliciting anticipated emotions are investigated as well. Design/methodology/approach The conceptual model proposed is tested in two empirical studies, one focussing on functional and hedonic products and one on incremental and radical product innovations. Data are collected through online surveys on consumers and are analysed using structural equation modelling. Findings Results confirm the ability of anticipated emotions to influence product decision-making process. Moreover, anticipated emotions mediate the influence of value perceptions on product attitude. Findings show that these relationships vary greatly between initial adoption and further usage of the product. Practical implications Findings from this study may help marketers in the development of the right brand strategies and communication campaigns, aimed at building emotional connections with the consumer which prompt product adoption and usage. Originality/value Anticipated emotions, the predictions about the emotional consequences of a behaviour, have been acknowledged as strong drivers of consumer choices. Despite that, the role of anticipated emotions in product decision-making has not been explored yet. The present research, by means of a novel conceptual model, uncovers the role of anticipated emotions in both product adoption and continued usage decisions and depicts the components of value arousing such anticipated emotions.

Thinking styles, gender, and decision making in Latin American management

2018 ◽  
Vol 31 (1) ◽  
pp. 29-42 ◽  
Author(s):  
Camelia Ilie ◽  
Guillermo Cardoza
Keyword(s):  
Decision Making ◽  
Latin America ◽  
Latin American ◽  
Positive Impact ◽  
Gender Diversity ◽  
Thinking Styles ◽  
Men And Women ◽  
Content Type ◽  
The Usa ◽  
Decision Making Processes

Purpose Many studies have analyzed how gender diversity and local culture condition the cognitive styles of managers and affect decision-making processes in organizations. Gender diversity has been defended from an equality perspective; it has been argued to improve decision-making processes and to have a positive impact on companies’ return on investment. The purpose of this paper is to analyze the differences between the thinking styles of men and women, in Latin America and the USA that support decision-making processes. An argument is given in favor of gender diversity in management teams, because of its positive implications in decision making. Design/methodology/approach The measurement instrument used was the Neethling Brain Instrument, developed based on recent neuroscience discovery. The sample comprised 1,216 executives from the USA and several countries in Latin America and the Caribbean, who have participated in executive training programs. Findings The results show differences in thinking styles by gender, but no differences were found in thinking styles or decision making between men and women at the same managerial level in either of the two regions. Similarly, results suggest that executives in the USA tend to base their management models on strategic thinking styles that focus on interpersonal relations and involve risk taking, while executives in Latin American countries tend to prefer thinking and management styles focusing on data analysis, execution, planning, and process control. Originality/value The results of the present study show that, in all regions, men score higher in rational thinking styles associated with the cortical areas, while women gravitate toward thinking styles where emotional schemes prevail, related to subcortical areas. These results could be useful for organizational leaders in charge of allocating roles and tasks to people, based on their thinking style strengths. The results can also be very valuable for Latin American organizations to design specific training and development programs for men and women accordingly with their individual needs and their managerial roles. They can also support the argument that diverse gender teams will guarantee complete decision-making processes.

Webrooming and showrooming: a multi-stage consumer decision process

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Srabanti Mukherjee ◽  
Swagato Chatterjee
Keyword(s):  
Decision Making ◽  
Information Search ◽  
Structural Equation ◽  
Product Type ◽  
Equation Modeling ◽  
Purchase Decision ◽  
Decision Making Process ◽  
Content Type ◽  
Channel Choice ◽  
Multi Stage

PurposeThe purpose of this research is to propose and validate a theoretical framework explaining web-rooming and showrooming as a multi-stage decision-making process. The authors have used consumer purchase decision-making theories to propose a model that identifies showrooming and webrooming as a combination of two decisions, channel choice during information search and channel choice during actual purchase. Further, the authors explored how various antecedents of showrooming and webrooming have differential effects on various stages of a purchase decision-making process and how product type moderates the relationships.Design/methodology/approachThe authors have conducted empirical research, whereby 243 responses were obtained from a cross-sectional survey. The authors have used structural equation modeling and multiple regression analysis to validate our theoretical model.FindingsWebrooming or showrooming is a multi-stage decision-making process for the consumers. First, consumers decide whether to search online or offline and then whether to buy online and offline. Different individual, purchase context-related and channel related factors impact these decisions. Product type governs which variables will be more important than others.Originality/valueThe research looks to enhance the understanding of the consumer's decision-making process during showrooming and webrooming while also helping retailers design and implement appropriate strategies that could affect consumers during information search and actual purchase.

Do institutions matter?

2019 ◽  
Vol 13 (3) ◽  
pp. 319-332
Author(s):  
Habiba Ibrahim
Keyword(s):  
Social Networks ◽  
Low Income ◽  
Qualitative Interviews ◽  
Community Support ◽  
Institutional Perspective ◽  
Content Type ◽  
Credit Line ◽  
Institutional Determinants ◽  
The Usa ◽  
Nationally Representative

Purpose Guided by the institutional theory of savings, the purpose of this study is to assess the institutional elements of rotating, savings and credit associations (ROSCAs) that enable participants to save. Design/methodology/approach The study used data from in-depth qualitative interviews (N = 10) conducted among the ROSCA group leaders from African immigrant communities in the USA. Findings The primary goal for joining the ROSCA group among participants is to achieve economic stability. The results of the study postulate that, through institutional mechanisms and social networks, ROSCAs create an environment for families to save and invest. The emphasis on the concept of “you cannot save alone” underscores the importance of supportive structures to enable low-income households to save. Although “alternative savings programs” such as ROSCAs are imagined as something that less well-to-do persons use, the findings from this study demonstrate that such strategies also appeal to some people with higher socioeconomic status. This appeal and utility speaks to the importance of ROSCAs as an institutional response, rather than just an informal arrangement among persons known to each other. Research limitations/implications It is prudent to bear in mind that the study sample is not nationally representative, and therefore, the results presented cannot be generalized to immigrants across the country. However, as one of the few ROSCA studies in the USA, the findings from this study make generous contributions to the immigrants’ savings and ROSCA practices literature. Practical implications ROSCAs could be used as a bridge to the formal financial institutions. Non-profit agencies working with these communities could work with these groups to report ROSCA payments to the major credit bureaus, to help them build a credit line in their new country. Originality/value Previous studies of ROSCAs have assessed ROSCAs as community support systems and social networks. The current study has analyzed ROSCAs from an institutional perspective by examining the institutional characteristics of ROSCAs comparable to the institutional determinants of savings that enable savings among the participants.

“Rise of the middle of the pyramid in Africa”: theoretical and practical realities for understanding middle class consumer purchase decision making

2014 ◽  
Vol 31 (1) ◽  
pp. 27-38 ◽  
Author(s):  
Tendai Chikweche ◽  
Richard Fletcher
Keyword(s):  
Decision Making ◽  
Social Networks ◽  
Middle Class ◽  
Secondary Data ◽  
Product Performance ◽  
Purchase Decision ◽  
Content Type ◽  
Depth Interviews ◽  
Method Approach ◽  
Practical Implications

Purpose – The main purpose of this paper is to investigate the factors that influence the growing African middle class (middle of pyramid; MOP) consumers' purchase decision making. Design/methodology/approach – A mixed qualitative research method approach comprising in-depth interviews was used to collect data from middle of pyramid consumers in four countries. Secondary data analysis was used to complement the interviews. Findings – Key findings include the identification of three key intertwined influencers of branding, peer and social networks and aesthetics and product performance. Other influencers include technology and new products, distribution channels and family. Research limitations/implications – The focus on four countries has the potential to minimize the generalizability of findings from the study although the four countries used have a significant amount of middle class consumers in Africa. However, this does not detract from the findings of the study but actually provides a basis for further research into other emerging markets. Practical implications – Findings from the study provide practical insights for marketing managers who intend to serve this market, key of which are branding, use of social networks, online distribution and maximising technology. Originality/value – The paper expands the research agenda of the relatively new area of the MOP. By focusing on the MOP in Africa, the research expands existing knowledge beyond previous areas of focus of middle class studies that focus on China and India.

The Balancing Act

2017 ◽  
Vol 55 (4) ◽  
pp. 390-406 ◽  
Author(s):  
Vicki Park ◽  
Elise St John ◽  
Amanda Datnow ◽  
Bailey Choi
Keyword(s):  
Decision Making ◽  
Data Use ◽  
Content Type ◽  
Student Placement ◽  
Organizational Contexts ◽  
Socially Constructed ◽  
Classroom Placement ◽  
The Social ◽  
The Usa ◽  
Decision Making Processes

Purpose The purpose of this paper is to examine how data are used in classroom placement routines. The authors explore educators’ assumptions about the purposes of the classroom placement routine, detailing the ostensive (i.e. structure and template) and performative aspects of the routine itself, and the implications of data use for equity and leadership practices. Design/methodology/approach Using a multi-site case study involving in-depth interviews of teacher and school leaders and observations of meetings, the authors examined the role that data played in classroom placement routines in three elementary schools in the USA. Findings Findings show that educators across schools collected similar types of multi-dimensional data; however, analysis and decision-making processes varied based on their assumptions and goals. Assessing student needs holistically and balancing students across classes based on academic diversity, behavioral or socio-emotional needs, gender and teacher workload were consistent patterns. There was a distinct difference between collecting data and actually using it as a basis of decision making. Research limitations/implications These findings highlight the importance of using in-depth observations to understand data use in schools. Educators’ assumptions and philosophies about classroom placement contributed to the pattern of discussion and decisions made throughout the routines. Delving deeper into how data are used in specific routines and organizational contexts can illuminate how data use is socially constructed and enacted for equity. Practical implications Educators who guide school routines have the power to maintain taken-for-granted assumptions about students, or to create counter-narratives. Originality/value This study provides insights into classroom and student placement processes by emphasizing the social and interactional dimensions of data use as they unfold in practice. It also extends empirical knowledge about the purposes, dimensions, and uses of data-driven decision making models.

Mind, body, or spirit? An exploration of customer motivations to purchase university licensed merchandise

2014 ◽  
Vol 4 (1) ◽  
pp. 71-87 ◽  
Author(s):  
Joan M. Phillips ◽  
Robert I. Roundtree ◽  
DaeHyun Kim
Keyword(s):  
Religious Affiliation ◽  
Mail Survey ◽  
Academic Programs ◽  
Purchase Decision ◽  
Athletic Programs ◽  
Content Type ◽  
Athletic Teams ◽  
Licensed Merchandise ◽  
The Usa ◽  
The University

Purpose – The purpose of this paper is to explore the relationship between consumers’ purchase motivations to show support for university programs and the influence of merchandise quality cues on their purchase decision, and examine how one's affiliation with a university (official or non-official) moderates this relationship. Design/methodology/approach – This research utilized a mail survey of university bookstore customers from the USA and Canada. The university, located in the USA, has an international reputation for its academic programs, its athletic teams, and its religious affiliation. Findings – Our findings demonstrate the significance of athletic programs over academic programs and religious values in motivating purchases of licensed university merchandise. Research limitations/implications – These findings have significant implications for several stakeholders in the business of retailing licensed merchandise. In particular, university licensors and their bookstore retailers may consider managing their inventory of licensed products to reflect the greater relative importance athletic teams have in the purchase decision process. Originality/value – This paper adds to our understanding of customer motivations to purchase university licensed merchandise, and the conditions when merchandise quality is a key decision driver.

Message framing and consumer responses to organic seafood labeling

2015 ◽  
Vol 117 (5) ◽  
pp. 1547-1563 ◽  
Author(s):  
Courtney Cucchiara ◽  
Soyeon Kwon ◽  
Sejin Ha
Keyword(s):  
Purchase Intention ◽  
Message Framing ◽  
Organic Food ◽  
Individual Characteristics ◽  
Purchase Decision ◽  
Target Market ◽  
Content Type ◽  
The Usa ◽  
Perceived Consumer Effectiveness ◽  
Organic Food Consumption

Purpose – The purpose of this paper is to examine the effects of different label-message formats (positively vs negatively framed messages) on consumers’ purchase intentions in an organic seafood shopping setting, along with the moderating effects of two individual characteristics (purchase-decision involvement and perceived consumer effectiveness (PCE)) on the message-framing performance. Design/methodology/approach – Data were gathered from 1,698 consumers of a supermarket chain in the northeast region of the USA using a web-based experiment. Findings – Results of this study support the superiority of a positively framed message over a negatively framed message in persuading consumers to buy organic food. In addition, this effect of framing on persuasion is contingent upon different levels of consumer purchase-decision involvement as well as PCE concerning organic products. Practical implications – This study offers managerial implications for marketers and retailers, messages appealing the environmental and health benefits of organic seafood consumption (positively framed arguments) would be more persuasive to increase consumer purchase intention than negatively framed ones. In addition, individual characteristics of their target market should be taken into account in communication design and implementation. Originality/value – This survey research offers insights into the organic food consumption literature by validating the applicability of message framing in the organic seafood labelling setting and identifying consumers’ individual characteristics (purchase-decision involvement regarding organic seafood and PCE) moderating the message framing effectiveness.

Wine tourism signage programs in the USA

2017 ◽  
Vol 29 (4) ◽  
pp. 457-483
Author(s):  
Erick T. Byrd ◽  
Joyendu Bhadury ◽  
Samuel P. Troy
Keyword(s):  
Best Practices ◽  
Secondary Data ◽  
Tourism Industry ◽  
Wine Industry ◽  
Primary Data ◽  
Regulatory Environment ◽  
Content Type ◽  
Wine Tourism ◽  
The Usa ◽  
Practical Implications

Purpose Highway signage programs are important to the success of winery tourism industry. The purpose of this paper is to investigate the regulatory environment US wineries operate under in regards to highway signage programs. The goal then is to compare wine tourism-related highway signage programs in the USA and identify best practices for the programs. Design/methodology/approach Twenty-six programs from 13 US states are included in this study. Research collected both primary data (through interviews with 30 officials and representatives) and secondary data (from websites, government publications) to identify the costs, regulations and rules of each program. Findings A review of these programs shows that while there are many common elements in these programs, all are managed differently, have different operational and facility requirements for participation and vary in cost. Practical implications Highway signage programs related to winery tourism are best administered by a single state-wide governmental agency or foundations/trusts. Second, highway signage program should link with a separate certification program for the wineries which guarantees a certain minimum amount of local content. Winery owners and officials interviewed also emphasized the need for synergy among neighboring wineries to facilitate winery tourism. Originality/value Limited research has been conducted about the regulatory environment of signage programs that are specific to the wine industry in the USA. This study begins to address this gap in the literature by presenting an overview and best practices of 26 wine tourism-related highway signage programs from 13 different states across the USA.

Cultural dimensions and moral reasoning: a comparative study

2016 ◽  
Vol 36 (5/6) ◽  
pp. 335-357 ◽  
Author(s):  
William Joseph Wilhelm ◽  
Panom Gunawong
Keyword(s):  
Public Policy ◽  
Decision Making ◽  
Moral Reasoning ◽  
Cultural Influences ◽  
Cultural Dimensions ◽  
Copyright Holder ◽  
Content Type ◽  
Geert Hofstede ◽  
The Usa ◽  
First Time

Purpose – Moral reasoning research in Western cultures is grounded primarily in Kohlbergian cognitive moral theory. Enumerable investigations about the psychological determinants and cultural dimensions of moral reasoning have provided significant insights about Western decision making and contributed to Western organizational behavioral theory. However, inquiry about these same constructs and how they may interact with moral reasoning in non-Western Southeast Asian trading partner countries has not provided comparable insights. The purpose of this paper is to remedy that by comparing predominant cultural dimensions to levels of moral reasoning in student and graduate populations in Thailand and the USA. Design/methodology/approach – The Defining Issues Test (DIT) measurement of moral reasoning (Rest et al., 1999) and the Values Survey Module (VSM) 2013 (Hofstede and Minkov, 2013) were translated for the first time into Thai, pilot tested, and used to gather cultural and moral reasoning data in Thailand. The same English version instruments were used to gather comparable data among similarly matched US samples. Comparisons are presented in this paper, and differences in approaches to moral decision making are discussed. Findings – Findings indicate that there are both significant psychological and cultural differences between the two nations that affect moral reasoning. Predominant status quo moral reasoning predominates in Thailand, while a polarity between self-interest moral reasoning and higher level abstract idealistic moral reasoning predominates in the USA. Potential cultural influences on these moral reasoning tendencies are discussed. Research limitations/implications – While findings can be generalized to the sample populations of Thai and US undergraduate students and graduate students who are in the workplace, the considerable time required to complete the two survey instruments precluded inclusion of higher level, veteran managers and public policy administrators in the study. Alternative survey methods need to be developed for investigating these subjects in order to make the combined findings more robust and widely generalizable. Practical implications – Careful attention to cultural and linguistic variables provided for thorough and effective first-time translations of the DIT and the VSM 2013 from English into the Thai language. These two instruments are now available to other researchers who wish to investigate cultural dimensions and moral reasoning through other research designs. The Thai-version DIT can be obtained from the copyright holder, Center for the Study of Ethical Development (http://ethicaldevelopment.ua.edu/). The Thai-version of the VSM can be obtained through the Geert Hofstede website (www.geerthofstede.nl/). Social implications – These findings can help researchers in Western and non-Western countries to better understand the foundations upon which moral reasoning in the two countries is grounded, and can provide insights about how individuals in quite different cultures perceive ethical dilemmas in the workplace and public arena and attempt to solve them. The findings also serve as another entry point for business managers and public policy administrators to not only better understand organizational behavior as regards ethical decision making, but general decision making as well. Originality/value – This is the first research study comparing cultural dimensions identified by Geert Hofstede and Michael Minkov as measured by the VSM 2013 to moral reasoning as measured by the DIT.

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