A set-theoretic approach to identifying effective configurations ofpromotional attributes

2021 ◽  
Vol 38 (6) ◽  
pp. 626-637
Author(s):  
Suntong Qi ◽  
Ling Peng ◽  
Yu-Jen Chen
Keyword(s):  
Purchase Intention ◽  
Field Data ◽  
Future Research ◽  
Theoretic Approach ◽  
Controlled Experiments ◽  
Brand Strength ◽  
Holistic View ◽  
Research Issues ◽  
Content Type ◽  
Integrative Effect

Purpose Most previous studies have indicated promotional attributes separately (e.g. time pressure, giveaways, price discounts, exclusivity) and found controversial effects. This paper aims to explore how different attributes can be aligned with each other and integrated with different levels of brand strength to influence sales or purchase intention according to the fit logic. Design/methodology/approach Both field data and controlled experiments are used to understand the effectiveness of promotion configurations. This paper first conducts an exploratory study using qualitative comparative analysis, based on 625 online promotion campaigns. This paper identifies several effective configurations of promotion attributes, leading to the development of two hypotheses. Three experiments are then designed to test the validity of these two hypotheses. Findings The results show that strong brands should adopt nonmonetary promotion, whereas weak brands should adopt monetary promotion; exclusivity and time limitation should be used separately. Research limitations/implications This paper provides empirical insights on how promotion elicits sales in terms of the configuration of promotional attributes and brand strength. This paper examines the integrative effect of types of giveaways, promotion duration and promotion target as well as brand strength on promotion effectiveness. Future research can explore other promotional attributes. This study is a first attempt to introduce and apply the set-theoretic approach to address strategic research issues and inform strategic decisions and managerial actions. Practical implications The findings can facilitate marketers’ understanding and predictions of deal recipients’ responses to promotions. Originality/value This paper adopts a holistic view to investigate how different promotion attributes interact with one another to stimulate sales. It explores the integrative effect from field data and finds converging evidence through a set-theoretic approach and controlled experiments.

Antecedents and consequences of private brand purchase

2017 ◽  
Vol 45 (6) ◽  
pp. 660-682 ◽  
Author(s):  
G. Muruganantham ◽  
K. Priyadharshini
Keyword(s):  
Purchase Intention ◽  
Private Label ◽  
Future Research ◽  
Store Brand ◽  
Design Strategies ◽  
Research Issues ◽  
Content Type ◽  
Private Brand ◽  
Antecedents And Consequences ◽  
Published Research

Purpose The purpose of this paper is to review existing literature related to private label brands (PLBs) and to identify the antecedents and consequences involved in the private brand purchase. Design/methodology/approach The study used a systematic review approach and identified 92 significant published articles between 1960 and 2016 for evaluation using SCOPUS database exclusively in the field of marketing. The journals that have published articles on purchase intention of PLBs are taken into consideration. Findings The authors provide a holistic framework on the purchasing behaviour of PLBs. The antecedents that emerged out of the most frequently studied factors are grouped as determinants of store brand proneness. The factors of consequences were categorised into loyalty factors along with the moderating variables as product category and retailer related attributes. These findings will serve as a twofold guide to retailers, i.e., help them gain an understanding of the target consumer group characteristics and design strategies to enhance the purchase of private label products. Research limitations/implications This investigation considers only published research papers bearing the title of PLBs purchase. Originality/value This study is the first attempt of its kind of systematically reviewing the antecedents and consequences of PLB consumers. Both relevant published research and emerging research issues in the field of consumer research have been identified with a view to foster future research needs.

Towards a general model explaining physical and digital counterfeits

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Francisco-Jose Molina-Castillo ◽  
Elfriede Penz ◽  
Barbara Stöttinger
Keyword(s):  
General Model ◽  
Purchase Intention ◽  
Global Scale ◽  
Future Research ◽  
Digital Piracy ◽  
Digital Products ◽  
Content Type ◽  
Self Identity ◽  
Robust Model ◽  
Research Goal

PurposeDemand for fake physical and digital products is a global phenomenon with substantive detrimental effects on companies and consumers. This raises various questions and issues, such as whether there are generalizable explanations of purchase intentions.Design/methodology/approachThis research is based on consumer samples from three different countries. This paper develops and tests a model based on the theory of planned behavior (TPB) to explain both the demand for counterfeits and digital piracy. Respondents were questioned about physical products (e.g. clothing, accessories) from well-known brands and digital products (e.g. software, music).FindingsSocially oriented motives such as embarrassment potential, ethical concerns and social norms explain the intention to purchase fake physical and digital products, while personally oriented motives (e.g. self-identity) have indirect effects but not a direct impact on purchase intention.Research limitations/implicationsAs our results show, we find evidence for a general model – contributing and supporting our first and primary research goal of providing a theoretically robust model that bridges the gap between two streams of literature.Practical implicationsThe fact that drivers of buying counterfeit physical and digital goods are similar across countries provides justification for companies and international organizations to bundle their efforts and thus leverage them more strongly on a global scale.Originality/valueWe provide a basis for consolidating future research on demand for counterfeits and pirated goods because underlying factors driving demand are similar across the three countries studied herein.

Influence of e-WOM engagement on consumer purchase intention in social commerce

2018 ◽  
Vol 32 (4) ◽  
pp. 493-504 ◽  
Author(s):  
Ali Sahabi Yusuf ◽  
Ab Razak Che Hussin ◽  
Abdelsalam H. Busalim
Keyword(s):  
Social Support ◽  
Consumer Behavior ◽  
Purchase Intention ◽  
Positive Influence ◽  
Future Research ◽  
Social Commerce ◽  
Current Effort ◽  
Content Type ◽  
Consumer Purchase Intention ◽  
Information Characteristics

Purpose As a business paradigm, social commerce (s-commerce) has brought about a new stage of innovation, and by extension, has transmuted the power from seller to buyer. S-commerce is a combination a commercial and social activities in which individuals may spread word of mouth (WOM) about their shopping experiences and knowledge and provide information about product and services to their to their friends. This kind of social interactions among individuals has increased the potentials of eWOM communication. Given such a backdrop, this paper aims to look into the influence of eWOM engagement on consumers’ purchase intention in s-commerce, which may complement the current effort of the research community in this area. Design/methodology/approach This study used elaboration likelihood model, theory of reasoned action and social support theory to investigate the influence of eWOM engagement on consumers’ purchase intention in s-commerce. The study used 218 respondents to evaluate the proposed model using SmartPLS. Findings The empirical results indicate that information characteristics, consumer behavior and technological factors exert a positive influence on consumer purchase intentions. All hypotheses between attitude toward eWOM, information credibility, innovativeness, website quality and eWOM engagement are significant. Also, eWOM engagement has a significant positive influence on consumer purchase intention. However, information quality and social support does not have any significant relationship with eWOM engagement. Research limitations/implications This study seeks to address the dearth of research in the field of s-commerce, especially as it relates to eWOM. The study proposes a new model and empirically validates the hypothesized relationships. This research can serve as a stepping stone for future research in this field. Practical implications This study is one of the early studies focusing on the influence of eWOM engagement, especially in s-commerce. The study offers comprehensive and empirically validated factors pertaining to eWOM engagement in s-commerce. The results of this study are also important to practitioners and online companies’ managers. The study’s model has demonstrated the contextualization of what makes customers engage in eWOM and its influence in s-commerce. The study will also offer insights for firms on how to encourage eWOM engagement among customers. Originality/value A new eWOM engagement model in s-commerce is proposed with consideration on information characteristics, consumer behavior, technological and social factors. The model is validated afterwards.

How do foreign customers' perceptions of product-harm crises affect their transfer of capability- and character-based stigma?

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Rui Xue ◽  
Gongming Qian ◽  
Zhengming Qian ◽  
Lee Li
Keyword(s):  
Purchase Intention ◽  
Structural Equation ◽  
Country Of Origin ◽  
Spillover Effects ◽  
Future Research ◽  
Product Knowledge ◽  
Content Type ◽  
Stigma By Association ◽  
Product Preferences ◽  
Association Effect

PurposeCustomers often trace a product-harm crisis to the deviant firm's capability- or character-relevant issues. This study examines how capability- and character-based stigma associated with product-harm crises influence foreign customers' product preferences (i.e. brand affect and purchase intention) for other firms from the same country of origin.Design/methodology/approachQualitative survey data are used to test hypotheses with a structural equation model.FindingsThe authors find that negative capability judgment significantly affects foreign customers' product preferences for other firms from the same country of origin, whereas negative character judgment does not. However, customers' national animosity and product knowledge moderate the stigma spillover effects. Specifically, national animosity and product knowledge weaken the spillover effects of capability-based stigma but strengthen those of character-based stigma.Research limitations/implicationsFuture research could examine strategies for uninvolved firms to avoid the stigma-by-association effect. Moreover, due to the lack of resources to collect data, this study does not investigate how customers' generalized favorability and familiarity with crisis-stricken firms and uninvolved firms moderate the stigma-by-association effect.Originality/valueThe findings of this study advance our knowledge on product-harm crises and the stigma-by-association effect.

scholarly journals Social desirability and cynicism biases in CSR surveys: an empirical study of hotels

2020 ◽  
Vol 3 (5) ◽  
pp. 567-588
Author(s):  
Henri Kuokkanen ◽  
William Sun
Keyword(s):  
Response Bias ◽  
Social Desirability ◽  
Purchase Intention ◽  
Choice Model ◽  
Tourism Industry ◽  
Future Research ◽  
Content Type ◽  
Novel Approach ◽  
Survey Results ◽  
Hotel Managers

PurposePrevious studies support the notion that corporate social responsibility (CSR) initiatives can have a positive effect on customers in the hospitality and tourism industry. However, most of these studies have ignored response biases and none have incorporated them into their analyses numerically. This study aims at closing this research gap.Design/methodology/approachThe authors utilized a hybrid choice model to test for the hypothesized effects of social desirability (SD) and cynicism biases on reported purchase intention. The authors further compared the results with those of analyses that ignore these biases to demonstrate their distorting influence.FindingsThe results indicate that SD and cynicism biases have a moderating effect on reported purchase intention. Older generations and frequent travelers seem particularly prone to bias, and the biases have a distorting effect on the overall survey results.Research limitations/implicationsTraditional analyses that exclude biases, incorrectly, suggest several aspects of CSR that are significant (or insignificant) to purchase intention, provide unreliable results. The authors did not generalize bias-prone respondent segments but urge future research to investigate this.Practical implicationsHotel managers aspiring to gain competitive advantage through CSR investment must consider biases in their market research. Otherwise, they risk developing CSR initiatives that do not instigate positive customer behaviors, leading to the failure of the investment.Originality/valueThe authors quantified SD and cynicism as significant causes of response bias, which distorts survey results. Previous studies have conceptualized SD without quantifying its impact, while cynicism has been identified as a novel source of bias in the industry. This study further introduces hybrid choice modeling as a novel approach to address response bias that could extend itself beyond the industry studied here.

Attractiveness, trustworthiness and expertise – social influencers’ winning formula?

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Klaus-Peter Wiedmann ◽  
Walter von Mettenheim
Keyword(s):  
Purchase Intention ◽  
Online Survey ◽  
Source Credibility ◽  
Brand Image ◽  
Equation Modeling ◽  
Price Premium ◽  
Future Research ◽  
Brand Trust ◽  
Content Type ◽  
Brand Satisfaction

Purpose The importance of influencer marketing is constantly growing. However, little empirical research has examined influencers’ success requirements. This study aims to fill this gap by exploring whether the requirements of influencers’ attractiveness, expertise and trustworthiness are relevant for online influencer campaigns. An entry-level luxury fashion brand is the focus of the experiment. Design/methodology/approach A total of 288 participants completed an online survey evaluating the profiles of influencers who varied in terms of the three abovementioned requirements. The impacts of these requirements on brand image, brand satisfaction and brand trust as well as purchase intention and price premium were tested via structural equation modeling. Findings The results show that the most important requirement is trustworthiness, followed by attractiveness; surprisingly, the relevance of expertise is virtually nil. Research limitations/implications To date, practitioners are still struggling with the success requirements of influencer marketing. They have focused on traditional advertising models and numeric requirements such as the amount of followers. However, regarding merely these requirements can result in wrong decisions. Considering the two requirements, attractiveness and trustworthiness, in a stronger way can provide a remedy to this struggle. In future research, the relevance of the requirements in different involvement conditions and for non-attractiveness-related products might be investigated. Originality/value To the best of the authors’ knowledge, this study is one of the first to explore the success requirements that are directly related to influencers (e.g. attractiveness) rather than numeric requirements of their profiles (e.g. page rank) and the impacts of those requirements on brand image, brand satisfaction and brand trust as well as purchase intention and price premium. It adapts the Source-Credibility Model for influencers and shows that its requirements interact in a unique way that is counterintuitive and different from other endorser types such as celebrities or salespersons.

Artisan, cultural and tourism entrepreneurship

2019 ◽  
Vol 25 (4) ◽  
pp. 582-591 ◽  
Author(s):  
Vanessa Ratten ◽  
Carlos Costa ◽  
Marcel Bogers
Keyword(s):  
Cultural Heritage ◽  
Design Methodology ◽  
Future Research ◽  
Research Issues ◽  
Content Type ◽  
Journal Issue ◽  
Future Work

Purpose The purpose of this paper is to focus on emerging research avenues for artisan entrepreneurship. The key findings of the articles in the special journal issue are discussed in terms of potential research issues that need to be discussed in future work. Design/methodology/approach An overview of the main themes of artisan entrepreneurship in terms of cultural and tourism perspectives is undertaken. This helps to establish artisan entrepreneurship as a new and emerging field of entrepreneurship studies. Findings There is more interest in artisan entrepreneurship due to its role in revitalizing economies and placing emphasis on cultural heritage and traditions. Originality/value This paper will provide directions for future research on artisan, cultural and tourism entrepreneurship.

A game theoretic approach to optimal pricing of flights and passengers at congested airports

2018 ◽  
Vol 13 (2) ◽  
pp. 434-454 ◽  
Author(s):  
Ata Allah Taleizadeh ◽  
Moeen Sammak Jalali ◽  
Shib Sankar Sana
Keyword(s):  
Large Scale ◽  
Congestion Pricing ◽  
Influential Factors ◽  
Future Research ◽  
Theoretic Approach ◽  
Content Type ◽  
Numerical Examples ◽  
Proposed Model ◽  
Managerial Implications ◽  
Game Theoretic

Purpose This paper aims to embark a mathematical model based on investigation and comparison of airport pricing policies under various types of competition, considering both per-passenger and per-flight charges at congested airports. Design/methodology/approach In this model, four-game theoretic strategies are assessed and closed-form formulas have been proved for each of the mentioned strategies. Numerical examples and graphical representations of the optimal solutions are provided to illustrate the models. Findings The rectitude of the presented formulas is evaluated with sensitivity analysis and numerical examples have been put forward. Finally, managerial implications are suggested by means of the proposed analysis. Research limitations/implications The represented model is inherently limited to investigate all the available and influential factors in the field of congestion pricing. With this regard, several studies can be implemented as the future research of this study. The applications of other game theoretic approaches such as Cartel games and its combination with the four mentioned games seem to be worthwhile. Moreover, it is recommended to investigate the effectiveness of the proposed model and formulations with a large-scale database. Originality/value The authors formulate a novel strategy that put forwards a four-game theoretic strategy, which helps managers to select the best suitable ones for their specific airline and/or air traveling companies. The authors find that by means of the proposed model, the application of Stackelberg–Bertrand behavior in the field of airport congestion pricing will rebound to a more profitable strategy in contrast with the other three represented methods.

How far have we come with the study of knowledge risks?

2019 ◽  
Vol 49 (1) ◽  
pp. 21-34 ◽  
Author(s):  
Susanne Durst
Keyword(s):  
Design Methodology ◽  
Review Process ◽  
Future Research ◽  
Large Share ◽  
Complete Coverage ◽  
Holistic View ◽  
Content Type ◽  
Body Of Knowledge ◽  
Research Activities ◽  
Research Questions

Purpose This paper aims to review research on the topic of knowledge risks to establish the current body of knowledge and, on this basis, to suggest some promising avenues for future research. Design/methodology/approach This study consists of a systematic review of 52 refereed articles on knowledge risks. Findings The findings contribute to a more holistic view of the topic and related aspects and, thus, complement the study of knowledge management. Additionally, a number of research questions are proposed, aimed at guiding and informing future research activities. Research limitations/implications This study may not have enabled a complete coverage of all articles in the field of knowledge risks. Yet, based on the chosen research methodology, it seems reasonable to assume that the review process covered a large share of studies available. Originality/value To the best of the author’s knowledge, no systematic literature review on knowledge risks and related issues has previously been published in academic journals.

Big data and performance measurement research: trends, evolution and future opportunities

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Alberto Sardi ◽  
Enrico Sorano ◽  
Valter Cantino ◽  
Patrizia Garengo
Keyword(s):  
Big Data ◽  
Performance Measurement ◽  
Performance Measurement System ◽  
Future Research ◽  
Holistic View ◽  
Content Type ◽  
Digital Revolution ◽  
Research Opportunities ◽  
And Performance ◽  
Number Of Publications

Purpose Current literature recognised big data as a digital revolution affecting all organisational processes. To obtain a competitive advantage from the use of big data, an efficient integration in a performance measurement system (PMS) is needed, but it is still a “great challenge” in performance measurement research. This paper aims to review the big data and performance measurement studies to identify the publications’ trends and future research opportunities. Design/methodology/approach The authors reviewed 873 documents on big data and performance carrying out an extensive bibliometric analysis using two main techniques, i.e. performance analysis and science mapping. Findings Results point to a significant increase in the number of publications on big data and performance, highlighting a shortage of studies on business, management and accounting areas, and on how big data can improve performance measurement. Future research opportunities are identified. They regard the development of further research to explain how performance measurement field can effectively integrate big data into a PMS and describe the main themes related to big data in performance measurement literature. Originality/value This paper gives a holistic view of big data and performance measurement research through the inclusion of numerous contributions on different research streams. It also encourages further study for developing concrete tools.

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