Intention of and commitment towards purchasing luxury products

2017 ◽  
Vol 8 (3) ◽  
pp. 476-495 ◽  
Author(s):  
Nur Jahan Khan ◽  
Mohammed Abdur Razzaque ◽  
Nik Mohd Hazrul
Keyword(s):  
Perceived Risk ◽  
Purchase Intention ◽  
Muslim Country ◽  
Related Factors ◽  
Content Type ◽  
Moderating Variables ◽  
Promotional Efforts ◽  
Luxury Products ◽  
Advertising Exposure ◽  
The Impact

Purpose The purpose of this study is to empirically probe into the impact of product-related factors on the purchase intention (PI) of luxury products by Muslim consumers in Malaysia and their commitment to purchase (CP) these products. It tests if PI influences CP and how moderating variables affect the PI–CP relationship in the context of purchase of such products. Design/methodology/approach Data were collected from a sample of 186 Muslim consumers drawn through a series of carefully conducted mall intercept interviews in six major shopping malls located in different parts of Kuala Lumpur, Malaysia, using a structured, self-administered survey questionnaire. Data were analyzed using a moderated regression analysis. Findings Although Islam does not seem to encourage spending on luxuries, sampled Muslim consumers did not seem to have much inhibition about purchasing luxury products. Their PI was found to be significantly influenced by product advantage and brand awareness, while PI–CP relationship pertaining to luxury products appeared to be positive. Of the two moderating variables examined in the study, only advertising exposure was found to strengthen the PI–CP relationship, while perceived risk, the other moderating variable, seemed to weaken it. Research limitations/implications As the study was conducted in a single country setting (i.e. Malaysia), the findings may lack generalizability. Future researchers may enlarge the scope of the study by including other countries, particularly other Muslim countries, to obtain generalized findings. Practical implications Manufacturers as well as marketers of luxury products should emphasize the product-related factors in their promotional efforts and increase familiarity of the brand through repeated exposures for brand recognition and brand recall. Social implications This study also provides food for thought for Muslim scholars and researchers about the Muslim consumer psyche. Originality/value To date, this is the first research undertaking to empirically study the PI–CP relationship in the context of purchase of luxury products in a predominantly Muslim country. The study will be useful to marketers, academics and other researchers working in this area.

Quiet versus loud luxury: the influence of overt and covert narcissism on young Chinese and US luxury consumers' preferences?

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Ling Jiang ◽  
Annie Peng Cui ◽  
Juan Shan
Keyword(s):  
United States ◽  
Social Anxiety ◽  
Purchase Intention ◽  
The United States ◽  
Social Needs ◽  
Social Attitude ◽  
Content Type ◽  
Luxury Products ◽  
Covert Narcissism ◽  
The Impact

PurposeThis study examines the impact of narcissism on young luxury consumers' preferences for quiet versus loud luxury products in China and the United States. As young consumers are increasingly becoming the bedrock of global luxury growth, it is imperative for marketing researchers and practitioners to understand the psychological and social needs of these consumers.Design/methodology/approachA two-study examination of young Chinese and US luxury consumers suggests that the two types of narcissism influence luxury consumption in different ways. Study 1 is a survey of young Chinese consumers that examines how the impact of narcissism on luxury purchase is mediated by social attitude functions and moderated by social anxiety. Study 2 is an experiment conducted in both the United States and China that establishes the causal relationship between the different types of narcissism and purchase intention toward quiet versus loud luxury products.FindingsBuilding on an overarching framework that integrates both the narcissism literature and social attitude function theory, this study shows that overt narcissistic (vs. covert) consumers hold a value-expressive (vs. social-adjustive) attitude toward luxury products, which leads them to prefer quiet (vs. loud) luxury. In addition, higher levels of social anxiety enhance the mediating role of narcissistic consumers' social attitude functions.Originality/valueThis study advances understanding of young Chinese and US luxury consumers' narcissistic consumption patterns by proposing and empirically testing a novel research model that examines the mechanisms by which overt and covert narcissism leads to a different preference of quiet and loud luxury via the routes of different social attitude functions.

Factors influencing smartphone based online shopping: an empirical study of young Women shoppers

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Mahima Shukla ◽  
Vranda Jain ◽  
Richa Misra
Keyword(s):  
Young Women ◽  
Perceived Risk ◽  
Purchase Intention ◽  
Online Shopping ◽  
Working Women ◽  
Content Type ◽  
Conversion Rates ◽  
Tam Model ◽  
Perceived Benefit ◽  
The Impact

PurposeThe study examines how young working women are motivated by online shopping. The study tests the relationship between Internet self-efficacy (ISE), website aesthetics, and purchase intention through perceived benefit. An investigation of the impact of perceived risk on purchase intention is also carried out.Design/methodology/approachThe paper carried out a quantitative study based on a purposive sample of 180 working women from the Delhi-NCR region of India and used Structural Equation Modelling (SEM) to test hypotheses based on the extended TAM model.FindingsPerceived benefit, website aesthetics, and ISE positively and significantly impact working women's purchase intention. The study also finds an indirect relationship between ISE and purchase intention through perceived benefit. Perceived risk has a negative and insignificant influence on working women's purchase intention for online shopping.Practical implicationsThe study finding reflects that perceived website aesthetics fill the gap between offline and online environments. ISE makes shopping easy and increases the shopper's confidence. A mobile-optimized website with ease of navigation would increase women shoppers' conversion rates on mobile devices, leading to a favourable impact on revenue generation for online retailers.Originality/valueDespite the vast literature on constructs derived from the TAM model, very few studies have researched young women consumers from an emerging economy perspective. The novelty of this research lies in identifying the factors that influence young working women's online shopping intention using smartphone through the glance of ISE and perceived aesthetics in the Indian context.

“Carne Fraca”

2019 ◽  
Vol 122 (2) ◽  
pp. 722-735
Author(s):  
Filipe Quevedo-Silva ◽  
Otavio Freire ◽  
Caroline Pauletto Spanhol-Finocchio
Keyword(s):  
Risk Perception ◽  
Perceived Risk ◽  
Purchase Intention ◽  
Positive Impact ◽  
Risk Attitude ◽  
Content Type ◽  
National Crisis ◽  
Cast Doubt ◽  
Negative Effect ◽  
The Impact

Purpose Over the last few years, several events have reduced the consumer confidence in relation to food safety. Recently, one event that triggered discussions and concern among consumers in Brazil was the “Carne Fraca” operation which cast doubt on the quality and safety of Brazilian beef. The purpose of this paper is to analyse the impact of the news regarding a national crisis in beef production on consumers’ assessment and purchase intention of beef. Design/methodology/approach A quantitative study was conducted involving 417 respondents in Brazil. The procedure for the analysis consisted of the investigation of two models, incorporating mediation and moderation effects. Findings The results show that news on the crisis had a positive impact on risk perception. This impact was negatively moderated by consumer scepticism. Risk perception had a negative effect on the assessment of beef and purchase intention. These effects were negatively affected by risk attitude. The news directly affected consumers’ assessment of beef and indirectly affected purchase intention through mediation of perceived risk. Originality/value This study proposes two models, analysing the effect of the media on consumers’ assessment of beef and purchase intention, mediated by risk perception. Furthermore, the models analyse the moderating effects of scepticism and consumers’ risk attitude.

scholarly journals Don't be so emotional! How tone of voice and service type affect the relationship between message valence and consumer responses to WOM in social media

2017 ◽  
Vol 41 (7) ◽  
pp. 905-920 ◽  
Author(s):  
Freya De Keyzer ◽  
Nathalie Dens ◽  
Patrick De Pelsmacker
Keyword(s):  
Social Networking Sites ◽  
Purchase Intention ◽  
Word Of Mouth ◽  
Content Type ◽  
Consumer Responses ◽  
Moderating Variables ◽  
Service Type ◽  
Tone Of Voice ◽  
The Impact ◽  
The Relationship

Purpose The purpose of this paper is to shed light on the boundary conditions of the effect of the valence of word-of-mouth on social networking sites (sWOM) on consumer responses (attitude toward the service provider, purchase intention and positive word-of-mouth intention). Specifically, the authors examine two moderators: the tone of voice (factual vs emotional) of the sWOM and service type (utilitarian vs hedonic) of the service that the sWOM is about. Design/methodology/approach A 2 (message valence: positive vs negative) × 2 (tone of voice: factual vs emotional) × 2 (service type: utilitarian vs hedonic) full-factorial between-subjects online experiment with 400 respondents was conducted and the data were analyzed using Hayes’ PROCESS macro. Findings The results show that message valence exerts a greater impact on consumer responses with factual sWOM messages compared to emotional ones. Furthermore, the impact of message valence is stronger for hedonic services compared to utilitarian services. In contrast to the authors’ expectations, there is no significant impact of matching the tone of voice to the service type. Practical implications First, for sWOM senders, factual messages are found to be more influential: backing an sWOM up with arguments and specific details increases the chance of it affecting consumers’ responses. As a result, marketers, especially of predominantly hedonic services, should encourage their followers and customers to spread positive factual sWOM about their service. Originality/value The study tests two previously unstudied moderating variables that affect the relationship between message valence and consumer responses to sWOM messages. Moreover, this study provides interesting insights for marketers and bloggers or reviewers.

Adoption of mobile self-service retail banking technologies

2019 ◽  
Vol 47 (9) ◽  
pp. 894-914 ◽  
Author(s):  
Apostolos Giovanis ◽  
Costas Assimakopoulos ◽  
Christos Sarmaniotis
Keyword(s):  
Social Influence ◽  
Perceived Risk ◽  
Retail Banking ◽  
Personal Factors ◽  
Related Factors ◽  
Service Experience ◽  
Content Type ◽  
Significant Difference ◽  
Self Service ◽  
The Impact

Purpose The purpose of this paper is to identify the factors influencing the adoption of mobile self-service retail banking technologies, and the degree of influence of each factors leading their usage. Having mobile banking (MB) as the reference service and drawing on previous studies in the field, an extended Unified Theory of Acceptance and Use of Technology (UTAUT) model is proposed and empirically validated to investigate the impact of technology, social, channel and personal factors on potential customers’ usage intentions. Design/methodology/approach On evidence drawn, through a dedicated research instrument, from 513 non-users in Greece, the effects of the extended UTAUT’s drivers on MB adoption intentions are assessed using partial least squares path methodology. Findings The results indicated that technology-related factors, expressing innovation expected performance, and social influence are the leading determinants of MB adoption intentions, followed by the two channel-related factors, expressing perceived risk and trust toward MB usage, and potential users’ inherent innovativeness. Furthermore, the consideration of service experience as a moderating variable has shown that there is a significant difference in the effects of social influence and perceived trust on adoption intention between potential users with high and limited service experience. Research limitations/implications The sample is country specific and this may affect generalizability of findings. Also, the cross-sectional design adopted does not reflect the temporal changes. Practical implications From a practical point of view, the findings suggest that banks should consider, except of the technology-related factors of MB, the way that potential users perceive the channel-related factors as well as the individual differences in order to improve the MB acceptance level. Originality/value Although there are a few studies that use UTAUT to predict MB adoption, the proposed model is the first that combines four groups of MB adoption driving factors into a causal model in order to explain MB adoption intentions in a country which is facing severe financial crisis for the last eight years, Greece.

An empirical examination of UTAUT model and social network analysis

2019 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Zhaoyi Xu ◽  
Yingtong Li ◽  
Liuchang Hao
Keyword(s):  
Social Network ◽  
Perceived Risk ◽  
Purchase Intention ◽  
Purchasing Behavior ◽  
Empirical Examination ◽  
Content Type ◽  
Utaut Model ◽  
Financial Products ◽  
Willingness To Purchase ◽  
The Impact

Purpose The purpose of this paper is to ensure the sustainability of the competitive advantages of internet financial enterprises. In recent years, driven by the two wheels of financial market and information technology, the internet finance has experienced an extremely rapid development. Design/methodology/approach Based on the performance expectation, effort expectation, social influence and purchase intention of UTAUT model, an empirical examination was conducted. Specifically, the authors made the user purchasing behavior as the dependent variable and added some new factors such as perceived risk, individual innovation and product cognition as the independent variables in the model, and they also added user gender and experience as regulated variables, so as to study the impact factors that affect the purchasing behavior. In addition, the authors also studied the impact of social network friend recommendations on consumers’ willingness to purchase. Findings The research results showed that effort expectation, performance expectancy, effort expectancy, purchase intention, awareness and individual innovation have a positive effect on the behavior of buying financial products, whereas the perceived risk has a negative effect on the behavior of buying internet financial products. Additionally, in the context of social networking, social network friend recommendations have a positive impact on consumers’ willingness to purchase. Research limitations/implications This paper is based on the integrated technology acceptance model, which makes the user purchasing behavior as the dependent variable and adds some new factors such as perceived risk, individual innovation and product cognition as the independent variables. However, the research on recommendation between social network friends is not deep enough, so further improvement is needed. Practical implications This study can enrich the existing theories on the interpretation of the intention of using internet financial products, help internet financial enterprises understand user behavior and demands better, and improve service quality and customer satisfaction. Originality/value This study provides an empirical examination of UTAUT model and social network analysis.

Consequences of customer experience quality on franchises and non-franchises models

2019 ◽  
Vol 47 (3) ◽  
pp. 311-330
Author(s):  
Emerson Wagner Mainardes ◽  
Vinicius Costa Amorim Gomes ◽  
Danilo Marchiori ◽  
Luis Eugenio Correa ◽  
Vinicius Guss
Keyword(s):  
Brand Equity ◽  
Perceived Risk ◽  
Purchase Intention ◽  
Group Analysis ◽  
Customer Experience ◽  
Perceived Quality ◽  
Content Type ◽  
Confirmatory Factor ◽  
The Impact

Purpose The purpose of this paper is to verify the differences of the influence of customer experience quality on brand equity, brand trustworthiness, perceived quality, perceived risk and purchase intention of franchise customers and non-franchise customers. Design/methodology/approach After developing two questionnaires, the authors collected 523 responses from Brazilian franchise users (Questionnaire 1) and 574 of non-franchise users (Questionnaire 2). The authors proceed to a confirmatory factor analysis, based on covariance (CB-SEM). In order to compare the results between franchises and non-franchises, the authors have performed a multi-group analysis with support of AMOS. Findings The results show that customer experience quality of the franchise customers tends to result in a better purchase intention, giving indications of better quality and brand trustworthiness when compared to non-franchises. This comparison shows indications of the competitive advantage of franchises over non-franchises, justifying the investments that market companies have been making in the development of the customer experience quality. Originality/value The research contributes to the understanding of the impact of the customer experience quality on brand equity, brand trustworthiness, perceived quality, perceived risk and purchase intention that directly affects the performance of the franchises, empirically investigating the customer experience quality in the context of franchises using the adapted EXQ scale. Complementarily, it is compared with non-franchises to observe the differences between them.

Can internet blogs be used as an effective advertising tool? The role of product blog type and brand awareness

2015 ◽  
Vol 28 (3) ◽  
pp. 346-362 ◽  
Author(s):  
Chen-Hsun Ho ◽  
Kuang-Hui Chiu ◽  
Hsin Chen ◽  
Anastasia Papazafeiropoulou
Keyword(s):  
Perceived Risk ◽  
Purchase Intention ◽  
Product Information ◽  
Brand Awareness ◽  
Advertising Effectiveness ◽  
Information Communication ◽  
Content Type ◽  
Corporate Advertising ◽  
Online Shoppers ◽  
The Impact

Purpose – As blogs have become an important information communication medium, selecting blog types that are appropriate and effective for the products they are to promote is now an important issue in corporate advertising. However, the impact of different blog types on consumers and their advertising effectiveness are issues seldom addressed in the existing literature. The purpose of this paper is to view product information that consumers post on blogs as advertisements and compares advertising effectiveness between different blog types to help enterprises properly employ blogs in their marketing campaigns. Design/methodology/approach – An experimental design was adopted, and 12 experimental contexts were designed. A valid sample of over 2,000 responses was collected to study between-group differences in advertising effectiveness. Findings – The analytical results showed between-group difference in advertising effectiveness, which indicated that blog advertising effectiveness varies with different combinations of product constructs and blog types. Research limitations/implications – The limitations of this study related to the price factor was not incorporated into the experimental model, and shopping channels were not limited. There might be a gap between the prices of the experimental products and the average expense of online shoppers. Originality/value – The study proposed a framework which can help enterprises to evaluate the type and brand awareness of a product to be promoted and to select the blog type that maximizes advertising effectiveness (perceived risk, ad attitude, brand attitude, and purchase intention) in diffusing product information.

A cross-cultural analysis of perceived product quality, perceived risk and purchase intention in e-commerce platforms

2019 ◽  
Vol 33 (1) ◽  
pp. 139-160 ◽  
Author(s):  
Elena Rosillo-Díaz ◽  
Francisco Javier Blanco-Encomienda ◽  
Esmeralda Crespo-Almendros
Keyword(s):  
Product Quality ◽  
Cultural Differences ◽  
Perceived Risk ◽  
Purchase Intention ◽  
Cultural Analysis ◽  
Cultural Dimensions ◽  
Content Type ◽  
Perceived Product Quality ◽  
The Individual ◽  
The Impact

Purpose While there have always been cultural differences between countries and between individuals, the virtualisation of markets is rendering the impact of these differences even more salient. There is clear evidence that cultural dimensions are relevant in the adoption and use of e-commerce. The purpose of this paper is to analyse the significant effects of individual cultural dimensions on perceived product quality, perceived risk and purchase intention in e-commerce platforms. Design/methodology/approach A questionnaire was developed to serve as a tool of measurement. A confirmatory factor analysis was conducted to examine whether all the indicators for the constructs are reliable. A multiple regression analysis was carried out to test the hypotheses. Findings The results reveal that, in the case of e-commerce platforms, the cultural dimensions uncertainty-avoidance and collectivism exert a significant influence on perceived product quality, perceived risk and purchase intention. Research limitations/implications The present study is based on real well-known e-commerce platforms which could have influenced the responses of the sample due to potential past experiences of use. An experimental design based on fictitious platforms could offer more objective findings. Practical implications This research contributes to the understanding of e-commerce and the behaviour of consumers during online purchasing, taking into account the cultural differences that may exist between them. Originality/value The literature on individual cultural dimensions – that is, non-national cases – and the variables analysed in the present study suffers from great limitations. This study complements a growing interest in analysing the individual cultural dimensions and their effects on the sphere of e-commerce, specifically on perceived product quality, purchase intention and perceived risk during browsing, measured in terms of the six types of risk prevalent in e-commerce platforms.

The impact research of online reviews’ sentiment polarity presentation on consumer purchase decision

2017 ◽  
Vol 30 (3) ◽  
pp. 522-541 ◽  
Author(s):  
Qi Wang ◽  
Lin Wang ◽  
Xiaohang Zhang ◽  
Yunxia Mao ◽  
Peng Wang
Keyword(s):  
Decision Making ◽  
Interaction Effect ◽  
Perceived Risk ◽  
Purchase Intention ◽  
Online Reviews ◽  
Mediation Effect ◽  
Significant Interaction Effect ◽  
Content Type ◽  
Main Effect ◽  
The Impact

Purpose Because online shopping is risky, there is a strong need to develop better presentation of online reviews, which may reduce the perceived risk and create more pleasurable shopping experiences. To test the impact of online reviews’ sentiment polarity presentation, the purpose of this paper is to adopt a scenario experiment to study consumers’ decision-making process under the two scenarios of mixed presentation and classified presentation of online reviews collected from Jingdong.com in China: focusing on the comparative analysis on the differences of the consumers’ perceived risk, purchase intention and purchase delay, and further studying the interaction effect of involvement and online reviews’ sentiment polarity presentation. Design/methodology/approach This paper employed a 2×2 factorial experiment to test the hypothesis. The experimental design is divided into four groups: 2 (online reviews’ sentiment polarity presentation: mixed presentation vs classified presentation) × 2 (involvement: low vs high), each of which contains 90 samples. Through the data analysis, the main effect, mediation effect and moderating effect were examined. Findings The results show that compared with mixed presentation, classified presentation can reduce purchase intention and increase purchase delay due to the existence of loss aversion and availability heuristic. Furthermore, the paper also confirms that there is a significant interaction effect between involvement and online reviews’ sentiment polarity presentation. Originality/value The existing research pays less attention to the impact of online reviews presentation on consumers’ decision making, especially the lack of discussion on the interaction effect between involvement and online reviews presentation. For this reason, this paper proposes a problem, which concerns whether mixed presentation and classified presentation of online reviews will affect consumers’ decision making differently.

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