Coupon Value: A Signal for Price?

1998 ◽  
Vol 35 (3) ◽  
pp. 316-324 ◽  
Author(s):  
Priya Raghubir
Keyword(s):  
Purchase Intentions ◽  
Information Value ◽  
Sources Of Information ◽  
Perceived Price ◽  
Managerial Implications

In this article, the author proposes that consumers use the value of a coupon to estimate price. Study 1 shows that the higher the percentage discount, the higher the perceived price; Study 2 demonstrates this effect with cents-off coupons. Study 3 then demonstrates that the effect is contingent on whether alternate sources of information are available to consumers and examines the consequences of this on deal evaluations and purchase intentions. The author discusses implications for the information value of promotions, along with managerial implications for coupon design and communication.

Sources of Information Value

2004 ◽  
Author(s):  
Joan E. Ricart-Costa ◽  
Brian Subirana ◽  
Josep Valor-Sabatier
Keyword(s):  
Information Value ◽  
Sources Of Information

scholarly journals Common and Contradictory Motivations in Buying Intentions for Green and Luxury Automobiles

2019 ◽  
Vol 11 (12) ◽  
pp. 3268
Author(s):  
Farhad Aliyev ◽  
Ralf Wagner ◽  
Stefan Seuring
Keyword(s):  
Environmental Sustainability ◽  
Positive Impact ◽  
Substantial Effect ◽  
Purchase Intentions ◽  
Specific Product ◽  
Product Categories ◽  
The Social ◽  
Study Results ◽  
Managerial Implications ◽  
Survey Results

Luxury is often blamed for creating social inequality and hampering sustainability, especially in the social and environmental realms. For instance, luxury goods entice people to conspicuous consumption that may result in showing off. However, study results show that luxury and environmental sustainability have common features. Notably, previous research mainly examined motivations for green purchases in general without relating to the specific product categories such as durables. Therefore, this study examines the relationship between these two—green and luxury automobile buying intentions—by analyzing the survey results of 1601 respondents relating to more than 60 nationalities. In contrast to a substantial effect on luxury buying intentions, perceived conspicuousness has no significant positive effect on green auto purchase intentions, and that price value has a limited influence compared with the effect on luxury automobile purchase intentions. Furthermore, hedonism has a less positive impact on green auto purchase intentions compared to its impact on luxury automobile buying intentions. The ‘extended self’ and the perception of high quality have been found to be drivers of luxury and green automobile purchase intentions, while unique value appears to have no impact on purchase intentions for green and conventional luxury automobiles. The present study contributes to the extant research by investigating common and contradictory motivations for luxury and green buying intentions of automobiles. Furthermore, it suggests a reconsideration of the traditional view that luxury and environmental consumption are inconsistent and contradictory concepts. The complementary managerial implications of this study guide practitioners in positioning the situatable variants of their automobiles as ethical luxury.

An Empirical Study on the Integrated Framework of e-CRM in Online Shopping

2010 ◽  
pp. 136-150
Author(s):  
Changsu Kim ◽  
Weihong Zhao ◽  
Kyung Hoon Yang
Keyword(s):  
Conceptual Framework ◽  
Online Shopping ◽  
Price Fairness ◽  
Online Retailer ◽  
Exchange Relationship ◽  
Perceived Service Quality ◽  
Customer Commitment ◽  
Perceived Price ◽  
Managerial Implications ◽  
Perceived Price Fairness

Based on customer cognitive, affective and conative experiences in Internet online shopping, this study, from customers’ perspectives, develops a conceptual framework for e-CRM to explain the psychological process that customers maintain a long-term exchange relationship with specific online retailer. The conceptual framework proposes a series of causal linkages among the key variables affecting customer commitment to specific online retailer, such as perceived value (as cognitive belief), satisfaction (as affective experience) and trust (as conative relationship intention). Three key exogenous variables affecting Internet online shopping experiences, such as perceived service quality, perceived product quality, and perceived price fairness, are integrated into the framework. This study empirically tested and supported a large part of the proposed framework and the causal linkages within it. The empirical results highlight some managerial implications for successfully developing and implementing a strategy for e-CRM.

The Effect of Personality (Brand Ambassadors) on Advertisement and Consumers Purchase Intentions in the Telecommunication Industry

2017 ◽  
Vol 8 (4) ◽  
pp. 1-11
Author(s):  
Opoku Boadi Portia ◽  
Guoxin Li ◽  
Antwi Philip
Keyword(s):  
General Public ◽  
Positive Influence ◽  
Purchase Intentions ◽  
Telecommunication Industry ◽  
Popular Method ◽  
Goods And Services ◽  
Managerial Implications ◽  
Brand Ambassadors ◽  
Self Administered Questionnaire

Celebrity advertisement is a popular method adopted by companies, and NGO's to increase the awareness of their product or service, sales and profit margin. The notion behind this strategy is that consumers and the general public usually endorse the lifestyle and personality of these celebrities. To this effect they tend to patronize the goods and services endorsed by such celebrities. The advertising literature does not mention much about these celebrity advertisement, therefore this research will bridge the gap by empirically testing to find out if celebrities have any influence on such advertisements and if they influence consumers purchase intentions. A self-administered questionnaire was distributed to 290 Ghanaians, using Glo Mobile Ghana Ltd as a case study. After analyzing the data received, the findings affirmed that celebrity advertisement does not always have a positive influence on products and consumers' purchase intentions. Conclusions and managerial implications are discussed

scholarly journals Green Purchase Intention: an examination of customers towards Adoption of Green Products

2013 ◽  
Vol 3 (3) ◽  
pp. 244 ◽  
Author(s):  
Muhammad Umar Hayat Abbasi ◽  
Qamar Shehzad Qureshi ◽  
Muhammad Rizwan ◽  
Aftab Ahmad ◽  
Farukh Mehmood ◽  
...  
Keyword(s):  
Purchase Intention ◽  
Consumer Attitudes ◽  
Purchase Intentions ◽  
Green Marketing ◽  
Environmental Responsibility ◽  
Green Products ◽  
The People ◽  
Managerial Implications ◽  
Green Trust ◽  
Self Administered Questionnaire

Increasing awareness on the various environmental problems has led a shift in the way consumers go about their life. There has been a change in consumer attitudes towards a green lifestyle and people are actively trying to reduce their impact on the environment. Massive industrialization has changed this world radically and leaving behind a curse to nature. Environmental reduction is a concern of people all around the globe. The purpose of this study is to identify the important factors that influence the green purchase intentions of the people. This study investigates the effects of different variables on green purchase intention of consumers. A sample of 150 respondents was taken from the students and professional in Bahawalpur City of Pakistan. The data was collected through a self-administered questionnaire, using the previous established scales. Regression results of the study validate all the hypotheses of the study confirming the significant impact of green perceived value, green trust, green environmental responsibility, green marketing tools and green purchase attitude on green purchase intention. The current study falsifies the assumption that the consumers in developing countries are less prone towards purchasing of green products. Managerial implications and limitations are discussed to make this study more fruitful.

scholarly journals Consumer preferences for front-of-pack calories labelling

2008 ◽  
Vol 11 (2) ◽  
pp. 203-213 ◽  
Author(s):  
Ellen van Kleef ◽  
Hans van Trijp ◽  
Frederic Paeps ◽  
Laura Fernández-Celemín
Keyword(s):  
Consumer Preferences ◽  
Daily Intake ◽  
Food Choices ◽  
Information Value ◽  
Calorie Intake ◽  
Future Research ◽  
Caloric Content ◽  
Activity Levels ◽  
Managerial Implications ◽  
The Uk

AbstractObjectiveIn light of the emerging obesity pandemic, front-of-pack calories labels may be an important tool to assist consumers in making informed healthier food choices. However, there is little prior research to guide key decisions on whether caloric content should be expressed in absolute terms or relative to recommended daily intake, whether it should be expressed in per serving or per 100 g and whether the information should be further brought alive for consumers in terms of what the extra calorie intake implies in relation to activity levels. The present study aimed at providing more insight into consumers’ appreciation of front-of-pack labelling of caloric content of food products and their specific preferences for alternative execution formats for such information in Europe.DesignFor this purpose, eight executions of front-of-pack calorie flags were designed and their appeal and information value were extensively discussed with consumers through qualitative research in four different countries (Germany, The Netherlands, France and the UK).ResultsThe results show that calories are well-understood and that participants were generally positive about front-of-pack flags, particularly when flags are uniform across products. The most liked flags are the simpler flags depicting only the number of calories per serving or per 100 g, while more complex flags including references to daily needs or exercise and the flag including a phrase referring to balanced lifestyle were least preferred. Some relevant differences between countries were observed. Although participants seem to be familiar with the notion of calories, they do not seem to fully understand how to apply them.ConclusionFrom the results, managerial implications for the design and implementation of front-of-pack calorie labelling as well as important directions for future research are discussed.

Purchase intention in social commerce

2018 ◽  
Vol 36 (4) ◽  
pp. 583-604 ◽  
Author(s):  
Chia-Chen Chen ◽  
Kuo-Lun Hsiao ◽  
Shan-Jung Wu
Keyword(s):  
Social Networking ◽  
Purchase Intention ◽  
Purchase Intentions ◽  
Online Marketing ◽  
Social Awareness ◽  
Social Commerce ◽  
Purchasing Decisions ◽  
Content Type ◽  
Digital Era ◽  
Managerial Implications

Purpose With the advent of the digital era, the internet has gradually become an essential factor in people’s lives. Its increasing popularity has also caused e-commerce to thrive, and has increased the power of online marketing. In recent years, social commerce has emerged as a new mode of operation which can be distinguished from traditional e-commerce. The paper aims to discuss these issues. Design/methodology/approach The main purpose of this study is to determine which factors influence a consumer’s behavioral intention in the context of social commerce websites, and to explore overall purchase intentions based on the consumer’s cognitive evaluation. The examination reveals that consumers’ multidimensional perceptions influence both their perceptions of value and their purchase intentions. Other related social awareness factors explored by this study are also shown to influence customers’ purchase intentions. Findings In summary, the results show that perceived value and social awareness factors influence customers’ purchasing decisions and behavioral intentions for different gender. These findings have significant theoretical and managerial implications. Originality/value Social commerce is a subset of e-commerce brought about by the development of social networking. Activities conducted on social networking websites can be considered as a form of social commerce. In Taiwan, social commerce is still in the early stages of development.

scholarly journals Website Quality in the Australian Electronic Marketspace: Application of the WebqualTM Instrument

2017 ◽  
Vol 1 (1) ◽  
pp. 53-68
Author(s):  
S. Sinnappan ◽  
J. Carlson ◽  
B.P. Sukunesan
Keyword(s):  
Electronic Markets ◽  
Purchase Intentions ◽  
Future Research ◽  
Website Quality ◽  
Managerial Implications ◽  
Revisit Intentions

The issue of assessing the quality of a Website has received growing attention from academics and practitioners. This study applies the newly developed WebqualTM framework developed by Loiacono et al. (2002), to empirically assess if the quality of Australian Website's impact the purchase intentions and site revisit intentions in electronic markets across three industry groups. The study further highlights relevant managerial implications for managing Website quality, and directions for future research are discussed.

scholarly journals “VIETNAMESE CONSUMES VIETNAMESE PRODUCTS”: THE ROLE OF ETHNOCENTRISM, PERCEIVED QUALITY AND PERCEIVED PRICE ON WILLINGNESS TO BUY

2011 ◽  
Vol 14 (3) ◽  
pp. 56-67
Author(s):  
Hau Nguyen Le ◽  
Quynh Truc Tran ◽  
Anh Duc Le
Keyword(s):  
Structural Model ◽  
Positive Impact ◽  
Perceived Quality ◽  
Willingness To Buy ◽  
Perceived Price ◽  
Managerial Implications ◽  
Using Data ◽  
The Impact ◽  
Domestic Products

This study investigates the impact of ethnocentrism, perceived quality and perceived price on the extent of consumer willingness to buy domestic garment products. A structural model has been estimated using data collected from 422 consumers in HCM city. The results indicate that perceived price and ethnocentrism have direct positive impacts and perceived quality have indirect positive impact on the willingness to buy domestic products. Perceived quality and ethnocentrism also have an impact on the perceived price. Based on these findings, theoretical as well as managerial implications have been discussed.

Typology of advertising music components and consumers’ responses to the brand

2019 ◽  
Vol 34 (3) ◽  
pp. 47-82
Author(s):  
Alice Zoghaib
Keyword(s):  
Classical Music ◽  
Brand Management ◽  
Purchase Intentions ◽  
Brand Attitude ◽  
Managerial Implications ◽  
Preliminary Study ◽  
The Cross ◽  
Brand Perception ◽  
Cross Fertilization

The present research aims to explore the effects of advertising music components (MCs) on brand perception, attitude, and purchase intentions using the cross-fertilization between research in marketing and musicology. Previous research has shown that the MCs (e.g. tempo, mode, and timbre) of advertising music can influence brand perception. However, few MCs have been studied and without controlling the influence of all MCs. In addition, existing categorizations of MCs are not applied to advertising music and mainly focus on classical music. A preliminary study analyzing 125 advertising music pieces with musicologists provides a typology of advertising MCs and of induced brand perceptions. Four experiments then explore the effects of advertising MCs in different contexts (music in the foreground, music in the background with a neutral message, music in the background with a non-neutral message, and replication with a real, well-known brand). The research indicates the influence of each advertising MC on brand perception while controlling for all MCs. In particular, some MCs induce the same brand perception. Their perceptual influence remains the same when they are in the background or when they are incongruent. They can even change the perception of a well-known brand, as well as influence brand attitude and purchase intentions. Conceptual and methodological implications for research on music and brand management as well as managerial implications are discussed.

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