Consumer Evaluations of Price Discount and Bonus Pack Promotion : The Moderating Role of Online Purchase Contexts and Sales Promotion Levels

2016 ◽  
Vol 24 (3) ◽  
pp. 191-209 ◽  
Author(s):  
Kyung-Tag Lee ◽  
Xinrong Zhang
Keyword(s):  
Sales Promotion ◽  
Price Discount ◽  
Consumer Evaluations ◽  
Online Purchase ◽  
Moderating Role

Emotional Cues’ Effects on Grotesque Advertising

2021 ◽  
pp. 183933492110563
Author(s):  
Argho Bandyopadhyay ◽  
Felix Septianto ◽  
Kaushalya Nallaperuma ◽  
Bodo Lang
Keyword(s):  
Experimental Studies ◽  
Construal Level ◽  
Perceived Fit ◽  
Consumer Evaluations ◽  
Emotional Cues ◽  
Ancillary Study ◽  
Advertising Strategies ◽  
Effective Advertising ◽  
Moderating Role

A growing literature is examining the potential of grotesque advertising. The aim of this study is to examine whether curiosity or boredom cues in a grotesque advertisement are more effective at enhancing brand attitude and how this effect is moderated by consumers’ construal level. Across three experimental studies, this research shows that a curiosity cue will be more effective among consumers with a high construal level, whereas a boredom cue will be more effective among consumers with a low construal level (Study 1 and an ancillary study, Study 2). Further, perceived fit (based on construal level) mediates these effects (Study 2). This study thus offers a fresh theoretical viewpoint on the efficacy of emotional advertising cues in enhancing consumer evaluations of grotesque advertising by investigating the moderating role of consumers’ construal level. These findings benefit marketers in developing effective advertising strategies featuring grotesque imagery.

Does product display quantity increase purchase intention? The mediation of diminished pain of payment

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Tengfei Guo ◽  
Shiquan Zhong ◽  
Xuelian Wang ◽  
Geng Li
Keyword(s):  
Purchase Intention ◽  
Field Experiments ◽  
Positive Impact ◽  
Mediating Effect ◽  
Content Type ◽  
Online Purchase ◽  
Psychological Mechanism ◽  
The Impact ◽  
Moderating Role

PurposeIn this research, the authors aim to investigate the impact of product display quantity on consumers' online purchase intention through the diminished pain of payment, in light of signaling theory and mental accounting theory. Additionally, the authors test the role of price in this psychological mechanism.Design/methodology/approachThe authors use a combination of online studies and field experiments to test our predictions. Four online studies are conducted to test the main effect of product display quantity on purchase intention (Studies 1A and 1B), the mediating effect of the diminished pain of payment (Study 2), and the moderating role of price (Study 3). Two field experiments are conducted to strengthen the robustness of our findings.FindingsThe findings suggest that product display quantity has a significantly positive impact on purchase intention, mediated by the diminished pain of payment, and this effect is moderated by price.Originality/valueThis is the first study to investigate the effect of product display quantity on online purchase intention. This research advances the discussion of product display quantity, which provides retailers and consumers with a convenient way to communicate with each other and leads to a more relaxed purchase experience.

scholarly journals Moderating Role of Social Factors on the Effect of Integrated Marketing Communication on Performance of Fast Food Restaurants in Nairobi Central Business District, Kenya.

2018 ◽  
Vol 6 (5) ◽  
Author(s):  
Musyimi Peris Mueni ◽  
Wambui E Ng’ang’a ◽  
Julie Makomere ◽  
Robert Onyango
Keyword(s):  
Social Media ◽  
Public Relations ◽  
Social Factors ◽  
Fast Food ◽  
Sales Promotion ◽  
Integrated Marketing ◽  
Social Media Networks ◽  
Fast Food Restaurants ◽  
Moderating Role

Universally Integrated Marketing Communication (IMC) plays a pivotal role in providing adequate intrinsic information which impacts on overall performance of fast food restaurants. In this regard the study was designed to assess the moderating role of social factors on the effect of integrated marketing communications on the performance of fast food restaurants in Nairobi central business district. The study was guided by the following specific objectives; to examine the role of public relations, social media networks, sales promotion and advertising on the performance of fast food restaurants in Nairobi CBD. To determine the moderating role of social factors on the effect of intergraded marketing and communication on the performance of fast food restaurants in Nairobi CBD. The study adopted an explanatory research design. The target population was 144 key informants which included 48 managers and 96 heads of departments sampled from all the 48 fast food restaurants in Nairobi CBD. In this study census sampling technique was adopted to arrive at the sample size which is 144 key informants. Data was collected by use of structured and unstructured questionnaires from the key informants. Collected data analyzed by use of both inferential and descriptive statistics using SPSS version 20. Result of multiple regressions revealed that social factors moderates the relationship between integrated marketing communication and the performance of fast food restaurants with F=60.279 at P=.000. Jointly the four constructs namely public relations, social media networks, sales promotion and advertisement with a moderator jointly explained 73.6 % (R2 = 0.736) variation in performance of fast food restaurants. The β value for public relations (.233), social media networks (.232), sales promotion (.340), advertising (.295), were positive. Correlations between public relations, social media networks, sales promotion, and advertising r=.677** r= . 579** , r =.693**andr =.411**respectively. They were also positively and significantly related to performance of fast food restaurants where P lesstahn 0.01. All these together led to the rejection of the null hypothesis. This implies that the management of fast food restaurants should pay high premiums in strategically formulating and implementing IMCs which can effectively galvanize high performance of fast food restaurants.

scholarly journals CONVERSION OF ONLINE PURCHASE INTENTION INTO ACTUAL PURCHASE: THE MODERATING ROLE OF TRANSACTION SECURITY AND CONVENIENCE

2020 ◽  
Vol 21 (1) ◽  
pp. 18-29 ◽  
Author(s):  
Ni Luh Putu Indiani ◽  
Gabriel Aprinau Fahik
Keyword(s):  
Purchase Intention ◽  
Practical Implication ◽  
Model Development ◽  
Retail Trade ◽  
Partial Least Square ◽  
Least Square ◽  
Online Purchase ◽  
Transaction Security ◽  
Moderating Role

Online retail trade in Indonesia has grown dramatically in recent years. However, it is not being followed by an increase in the transaction completion ratio, with a cart abandonment rate of up to 70 percent. This indicates that the transition from online purchase intention to actual purchase is not as simple as postulated in the theory of planned behaviour (TPB); yet, there are other factors moderating the conversion. Therefore, this study aims to develop a model analysing the moderating role of perceived transaction security and convenience in the relationship between online purchase intention and actual purchase. Model development was also motivated by critics regarding TPB’s robustness in explaining consumer purchase behaviour; therefore, this model is expected to enrich TPB by providing a more comprehensive picture in online purchase behaviour. The sample consisted of consumers who had shopped for retail products online. The proposed relationship was tested with partial least square method. Results showed that perceived transaction convenience has a positive and significant moderating effect, whereas perceived transaction security showed an insignificant moderating impact. This finding is noteworthy amid risky online purchase environment. Respondents’ characteristics and alternative payment methods might explain the insignificant moderation. As a practical implication, it is recommended that online retailers improve online transaction convenience to increase the conversion rate.

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