scholarly journals In-store interactive advertising screens: the effect of interactivity on impulse buying explained by self-agency

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Anne Moes ◽  
Marieke Fransen ◽  
Bob Fennis ◽  
Tibert Verhagen ◽  
Harry van Vliet
Keyword(s):  
Field Experiments ◽  
Underlying Mechanism ◽  
Impulse Buying ◽  
Content Type ◽  
Mediating Role ◽  
Interactive Advertising ◽  
Impulse Purchases ◽  
Mediating Factor ◽  
Insight Into

PurposePhysical stores are increasingly dependent on impulse visits and the impulse purchases of passers-by. Interactive advertising screens in store windows could help retailers increase impulse-visit urges and impulse-buying urges. However, the effects of interactive screens in physical surroundings have not been studied before. Therefore, this study aimed to examine the effect of interactive screens on impulse urges and gain insight into the underlying mechanism that explains the possible effect.Design/methodology/approachAn interactive screen was placed in a store window. Using three field experiments, we studied the effect of interactivity-level (high vs low) on the impulse-visit and impulse-buying urges of passers-by, and the mediating role of self-agency in these effects.FindingsHighly interactive (compared to less interactive) advertising screens in store windows positively affect impulse-visit and impulse-buying urges through self-agency. Retailers can therefore use interactive advertising screens to increase the number of impulse purchases if feelings of self-agency are activated.Originality/valueThis is the first study to examine the extent to which interactive screens in a store window enhance the impulse-visit and impulse-buying urges of passers-by and the mediating factor of these effects. By conducting three field experiments, we achieved a high external validity and managed to share very reliable results owing to the replication of the findings.

The mediating role of fairness on the effectiveness of strategic performance measurement systems

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Kevin Baird ◽  
Sophia Xia Su ◽  
Nuraddeen Nuhu
Keyword(s):  
Performance Appraisal ◽  
Human Resource ◽  
Performance Measures ◽  
Content Type ◽  
Strategic Performance ◽  
Measurement Systems ◽  
Mediating Role ◽  
Performance Measurement Systems ◽  
Insight Into

PurposeThis study examines the mediating role of the fairness of performance appraisal on the association between the extent of use of strategic performance measurement systems (SPMSs) with SPMS effectiveness.Design/methodology/approachData were collected using an online survey distributed to 656 Australian middle and lower level managers.FindingsThe findings reveal that informational fairness mediates the association between SPMSs (link to value drivers and the use of multidimensional performance measures) with performance-related outcomes; procedural fairness mediates the association between SPMSs (link to strategy and the use of multidimensional performance measures) with staff-related outcomes and distributive fairness mediates the association between the use of SPMSs (all three types) with both performance and staff-related outcomes.Originality/valueThe study provides a unique insight into the importance of fairness (the distributive, informational and procedural fairness of the performance appraisal system) in mediating the associations between the extent of use of SPMSs and SPMS effectiveness. The findings contribute to the human resource management (HRM) “black box” literature by providing an insight into the behavioural mechanism through which a specific human resource management practice (i.e. the SPMS) influences organisational performance.

The effects of cruise attributes on impulse buying behavior: the mediating role of impulsive buying tendency

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Jookyung Kwon ◽  
Jiseon Ahn
Keyword(s):  
Service Providers ◽  
Equation Modeling ◽  
Impulse Buying ◽  
Buying Behavior ◽  
Content Type ◽  
Mediating Role ◽  
Impulsive Buying ◽  
Positive Direct ◽  
The Relationship

Purpose This study aims to examine the effects of cruise attributes on impulse buying of service customers through impulsive buying tendency. Specifically, this study investigates whether service attributes (variety of selection and price) influence the impulsive buying behavior of customers by stimulating their impulsive buying tendency. Design/methodology/approach Partial least squares-structural equation modeling was used to test the hypothesis using a sample of 143 cruise customers. Mediating analysis was conducted to examine whether customer personal traits (impulsivity) mediated the relationship between service attributes and impulsive buying behavior. Findings The findings showed that price attributions had a significant positive direct impact on impulsive buying tendency and behavior, while a variety of selections had a significant direct effect on impulse buying behavior. The results revealed a significant mediating role of impulsive buying tendency in the relationship between price attributions and impulse buying. Originality/value Although studies on the decision-making style of service customers have been widely discussed, a limited number of studies has examined customers’ impulsive buying behavior in the service sector. Considering the importance of impulsive purchasing as a valuable marketing tool, the results of this study can help service providers and researchers enhance their knowledge of the mechanism of impulse buying behavior.

Factors affecting customers’ attitude towards Islamic banking in UAE

2019 ◽  
Vol 14 (4) ◽  
pp. 668-688 ◽  
Author(s):  
Abdulkader Kaakeh ◽  
M. Kabir Hassan ◽  
Stefan F. Van Hemmen Almazor
Keyword(s):  
Structural Equation ◽  
Islamic Banking ◽  
Content Type ◽  
Factors Affecting ◽  
Customer Base ◽  
Mediating Role ◽  
Practical Implications ◽  
Insight Into ◽  
Attitude Model

Purpose The purpose of this paper is to investigate the effects of the following factors: image, awareness, Shariah compliance and individualism, on the attitude and intention of customers to use Islamic banking among Bank customers in UAE, and the mediating role of attitude in that model, using a theoretical model based on the multi-attribute attitude model, the theory of reasoned actions and the theory of planned behaviour. Design/methodology/approach The research will focus on surveying bank customers living in UAE. The researcher will use structural equation modelling to analyse the data. Findings Results show that attitude and awareness affect intention directly, while image, awareness, Shariah compliance and individualism affect attitude directly and intention indirectly mediated by attitude. Research limitations/implications The sample size includes 178 bank customers living in three cities in UAE, hence, the rest of the country is not included. Practical implications The research shows the importance of Shariah compliance, individualism and image on attitude and intention and provides suggestions for banks to benefit from these aspects to widen their customer base. Social implications The study provides an insight into individuals’ decision making and the importance of a social approach by banks when advertising. Originality/value The research is the first empirical attempt to test new factors affecting attitude towards Islamic banking in UAE.

The relationship between empowering leadership and volunteers' service capability: intention to share knowledge as mediator

2020 ◽  
Vol 8 (2) ◽  
pp. 215-235
Author(s):  
Evangelia Siachou ◽  
Panagiotis Gkorezis ◽  
Faith Adeosun
Keyword(s):  
Underlying Mechanism ◽  
Empowering Leadership ◽  
Content Type ◽  
Survey Tool ◽  
Mediating Role ◽  
Governmental Organizations ◽  
Non Governmental Organizations ◽  
Service Capability ◽  
The Relationship

PurposeThe purpose of the present study was to examine the relationship between empowering leadership and volunteers' service capability in the context of nongovernmental organizations. In doing so, the mediating role of intention to share knowledge was highlighted.Design/methodology/approachData were collected from volunteers from two non-governmental organizations (NGOs) operating in Greece through a web-survey tool. To test our hypotheses, we used bootstrapping analysis.FindingsOur study provides support for the positive effect of empowering leadership (EL) on volunteers' service capability. In addition, we highlighted volunteers' intention to share their knowledge as an underlying mechanism that explains the above relationship.Originality/valueThe present study highlights the important role of EL in increasing service capability in the context of NGOs. Even more, the mediating role of intention to share knowledge provided new knowledge into why EL affects employees' extra-role behavior and more specifically, service capability.

The spillover effect of incidental social comparison on materialistic pursuits

2018 ◽  
Vol 52 (5/6) ◽  
pp. 1107-1127 ◽  
Author(s):  
Xiaoying Zheng ◽  
Ernest Baskin ◽  
Siqing Peng
Keyword(s):  
Social Comparison ◽  
Undergraduate Students ◽  
Spillover Effect ◽  
Social Comparisons ◽  
Underlying Mechanism ◽  
Public And Private ◽  
Content Type ◽  
Mediating Role ◽  
Material Goods

Purpose This paper aims to examine whether social comparison in a prior, nonconsumption circumstance (e.g. in an academic setting) affects consumers’ materialism and subsequent spending propensity, and explores the incidental feeling of envy as the underlying mechanism. Design/methodology/approach Four experiments have been conducted to test these hypotheses. Study 1 manipulated social comparison in an academic domain, and measured undergraduate students’ materialism after they compared themselves to a superior student or to an inferior student. Study 2 used a recall task to manipulate social comparison and examine the mediating role of envy. Study 3 examined which of the two types of envy (benign or malicious) affected materialism. Study 4 examined the downstream consequences on spending propensity in both public and private consumption contexts. Findings The results suggest that consumers place greater importance on material goods and are more likely to spend money on publicly visible products after making upward social comparisons than after making downward social comparisons or no comparisons. Furthermore, envy acts as the mediator for the observed effect of incidental social comparison on materialism. Originality/value First, this study improves our understanding of the consequences of social comparison and envy by demonstrating that incidental envy (both benign and malicious) experienced in a prior, unrelated social comparison can motivate materialistic pursuits. Second, the present research contributes to the compensatory consumption literature by revealing that, in a social comparison context, envy is the affective underpinning that gives rise to the motivation to engage in compensatory consumer behavior. Third, the findings also enrich materialism research by exploring an important situational antecedent in driving materialistic orientation.

Service gifts, collective social connection and reciprocity

2020 ◽  
Vol 54 (10) ◽  
pp. 2477-2500
Author(s):  
Yihui (Elina) Tang ◽  
Christian Hinsch ◽  
Donald J. Lund ◽  
Husni Kharouf
Keyword(s):  
Field Experiments ◽  
Critical Role ◽  
Empirical Work ◽  
Future Research ◽  
Social Connection ◽  
Content Type ◽  
Moderating Role ◽  
Insight Into ◽  
Research Show

Purpose This study aims to investigate the process of service gifting (i.e. unexpected upgrades or benefits) and examine why service gifts do not always result in firm-beneficial reciprocal behaviors from consumers. Design/methodology/approach Through a series of three studies including both scenario-based and game-theory-based experiments, this research proposes and empirically validates a conceptual model that examines the effect of service gifts on firm-beneficial reciprocal behaviors, and the role of collective social connection and norm of positive reciprocity (NPR) in this process. Findings The findings of this research show that the consumer’s feelings of collective social connection mediate the link between the provision of service gifts and firm-beneficial outcomes. Furthermore, an individual’s adherence to NPR moderates this process. Specifically, individuals with a strong adherence to NPR do not display increases in collective social connection following the receipt of a service gift. Those who are low in NPR follow the expected pattern of increased collective social connection leading to reciprocation. Research limitations/implications Future research may further generalize the model to other situations such as high vs low context cultures. Longitudinal field experiments can be used to further investigate collective versus relational social connection, which can be either a by-product or a primary benefit derived from service delivery. Practical implications The results of this research reveal the critical role of collective social connection which has been largely ignored in service gifting research. It encourages managers to use service gifting to directly boost consumers collective social connection. Furthermore, it offers managers insight into why service gifts do not always result in firm-beneficial outcomes because of the moderating role of NPR. Originality/value The roles of social connection and the norm of reciprocity have been under-studied in both theoretical and empirical work on service gifting. This paper demonstrates that, contrary to traditional thought, those typically expected to reciprocate the most (i.e. high in NPR) may not realize increased collective social connection leading to reciprocation following receipt of a service gift.

Organisational justice and innovative behaviour: Is knowledge sharing a mediator?

2020 ◽  
Vol 53 (1) ◽  
pp. 77-91
Author(s):  
Jnaneswar K. ◽  
Gayathri Ranjit
Keyword(s):  
Knowledge Sharing ◽  
Social Exchange ◽  
Social Exchange Theory ◽  
Underlying Mechanism ◽  
Content Type ◽  
Mediating Role ◽  
Organisational Justice ◽  
Innovative Behaviour ◽  
The Impact

Purpose Encouraging employees to exhibit innovative behaviour at the workplace is the need of the hour. Prior studies reported the impact of organisational justice on innovative behaviour; however, the majority of these studies are from the Western context. Moreover, the underlying mechanism linking these variables, namely, the role of knowledge sharing, is sparse. The purpose of this paper is to examine the mediating role of knowledge sharing in the relationship between organisational justice and innovative behaviour through the lens of social exchange theory in the Indian context. Design/methodology/approach Mediation analysis using PROCESS macro was performed on a sample of 288 employees using three structured questionnaires. Participants were recruited from various manufacturing organisations in India. The validity of the hypothesised model was established using AMOS software. Findings Organisational justice impacted both knowledge sharing and innovative behaviour. It was also illustrated that knowledge sharing influenced employees’ innovative behaviour. The most important finding is the partial mediation of knowledge sharing in the organizational justice–innovative behaviour relationship. Originality/value This study tries to demystify the organisational justice–innovative behaviour relationship by highlighting knowledge sharing as an underlying mechanism. The existing theoretical framework that describes the effects of organisational justice is enriched.

Respect and the city: the mediating role of respect in citizen participation

2012 ◽  
Vol 5 (1) ◽  
pp. 20-34 ◽  
Author(s):  
Sebastian Zenker ◽  
Adrian Seigis
Keyword(s):  
Citizen Participation ◽  
Large Scale ◽  
Valuable Insight ◽  
Content Type ◽  
Citizen Satisfaction ◽  
Mediating Role ◽  
Public Protest ◽  
The City ◽  
Insight Into

PurposeTo develop a city, officials frequently invest a great deal of taxpayers' money in large‐scale place development projects, which are often sparsely supported by the citizens because such projects often lead to unwanted effects (such as gentrification). This results in conflicts between planners and citizens, which are expressed in public protest and resistance. The instrument of citizen participation is repeatedly raised as a solution for such conflicts, but it remains unclear how and especially why this concept should be effective. The purpose of this paper is to empirically highlight the mediating role in this process: the feeling of being respected. By this means, the paper will contribute to a better general understanding of citizen participation.Design/methodology/approachIn an experimental scenario study (n=368), different types of citizen participation (i.e. cases where the result was binding for the city vs non‐binding) were researched using a between‐groups design. To validate results, in a second step, the outcome was discussed with three experts, all of whom have worked in the field.FindingsSurprisingly, it seems that neither the type of participation nor satisfaction with the project makes a difference with regards to citizen satisfaction, but simply the condition of being asked. One could argue that the feeling of being respected is the main mediator in this process. These results show the effectiveness of the participation tool in general, and give a possible explanation for this effect.Originality/valueThis paper concentrates on the variables underlying citizen participation. It shows empirically that the feeling of being respected is the mediator within this process. By this means, the paper offers a valuable insight into citizen participation in general and discusses its usage in place marketing.

The impacts of evaluation duration and product types on review extremity

2019 ◽  
Vol 43 (5) ◽  
pp. 694-709
Author(s):  
Huawei Zhu ◽  
Rungting Tu ◽  
Wenting Feng ◽  
Jiaojiao Xu
Keyword(s):  
Underlying Mechanism ◽  
Online Reviews ◽  
Preliminary Evidence ◽  
Purchase Decisions ◽  
Content Type ◽  
Mediating Role ◽  
Attitude Certainty ◽  
Product Service ◽  
Hedonic Products

Purpose Extreme online reviews can have great impacts on consumers’ purchase decisions. The purpose of this paper is to investigate when users are more likely to provide extreme ratings. The study draws inference from attitude certainty theory and proposes that review extremity is influenced by the interaction of evaluation duration and product/service types: for hedonic products/services, shorter evaluation duration can foster attitude certainty, leading to higher review extremity; in contrast, for utilitarian products/services, longer evaluation duration can increase attitude certainty, resulting in more extreme reviews. Design/methodology/approach Three studies were conducted to test the hypotheses: Study 1 is an empirical analysis of 3,000 reviews from an online retailing website; Studies 2 and 3 are two between-subject experiments. Findings Results from three studies confirm the hypotheses. Study 1 provides preliminary evidence on how review extremity varies in evaluations of different durations and product/service types. Results from Studies 2 and 3 show that for hedonic products/services, the shorter the evaluation duration, the more likely users are to give extreme ratings; however, for utilitarian products/service, the longer the evaluation duration, the more likely users are to give extreme reviews; and attitude certainty plays a mediating role between evaluation duration and review extremity. Originality/value Findings from this study provide understandings on when a fast rather than a slow evaluation can lead to more extreme reviews. The results also highlight the role of users’ attitude certainty in the underlying mechanism.

The path of support-to-sales: mediating role of seller collaborative information exchange in social commerce

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Li Chen ◽  
Fengxia Zhu ◽  
Murali Mantrala
Keyword(s):  
Information Exchange ◽  
Instrumental Support ◽  
Trade Volume ◽  
Social Commerce ◽  
Content Type ◽  
Mediating Role ◽  
The Social ◽  
Source Data ◽  
Negative Effect

Purpose This paper aims to systematically investigate the direct and indirect effects of four types of support – peer instrumental support, peer emotional support, platform business support and platform communication support – on seller trade volume in social commerce. It also aims to uncover the path of support-to-sales of the seller from a platform perspective and provides a more complete picture of the social commerce phenomenon. Design/methodology/approach This paper uses multi-source data including primary survey data and secondary data on trade volume to test the hypotheses. PROCESS mediation model is used to analyze the multi-source data set. Findings This study finds that the positive effects of peer instrumental support, platform business support and platform communication support on seller trade volume are fully mediated by seller collaborative information exchange. Also, peer emotional support has a significant negative effect on seller trade volume and collaborative information exchange can serve as a buffer to mitigate the negative effect. Research limitations/implications The authors provide new insights into what types of support are or are not conducive to improving transaction volume of individual sellers and highlight the mediating role of seller information exchange in this value generation process in social commerce. These findings advance current knowledge of how seller interactions increase value in social commerce. The chosen research setting may limit the generalizability of the findings of this study. Practical implications This paper offers valuable implications for social commerce platforms on how to better serve their sellers to achieve high growth. Specifically, the findings suggest that platforms should encourage instrumental support and information exchange among peer sellers. In addition, platforms should expand seller support from a single-focus on sellers’ business to a dual-focus on both sellers’ business and socialization in social commerce. Originality/value This paper fulfills an identified need to study how sellers can better derive value from the social interactions and how social commerce platforms can effectively influence transactions, support sales and serve as a selling platform.

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