scholarly journals Explaining Consumer Heterogeneity in Structural State-Dependence

2020 ◽  
Vol 12 (7) ◽  
pp. 2597 ◽  
Author(s):  
Xiaoyuan Wang ◽  
Yan Liu
Keyword(s):  
Structural State ◽  
Consumer Behaviour ◽  
Sustainable Consumption ◽  
Product Category ◽  
State Dependence ◽  
Sustainable Products ◽  
Packaged Goods ◽  
Heterogeneous Effects ◽  
Consumer Packaged Goods ◽  
Behaviour Data

Consumers are heterogeneous in their inertial responses to previous consumptions. Information on consumers’ structural state-dependence is valuable for evaluating consumers’ habit-forming strength and thus can be used for encouraging more sustainable consumption. Conventional methods of estimating such effects are complex and require repeated purchase data, which is difficult to obtain when consumers are inexperienced in buying sustainable products. In this paper, we utilize consumers’ previous switch behaviour data and investigate whether it can explain heterogeneous state-dependence effects. We demonstrate this in consumer-packaged goods markets using scanner datasets. Consumers’ normalized brand switches in a different product category several years ago are used to measure inter-temporal preference variations that are stable and are independent of products and markets. Accounting for household characteristics, we find that some variation in switch behaviour is highly stable: it explains a significant portion of consumers’ structural state-dependence in the market under investigation. Therefore, consumers’ switch tendencies can be structural to their preference. The finding suggests that incorporating consumers’ switch behaviour from other choice domains can be a simple and effective method of understanding the heterogeneous effects behind habit formation. Our constructed measure has broad implications in shifting consumer behaviour to be more sustainable.

Passing the Torch: Intergenerational Influences as a Source of Brand Equity

2002 ◽  
Vol 66 (2) ◽  
pp. 17-37 ◽  
Author(s):  
Elizabeth S. Moore ◽  
William L. Wilkie ◽  
Richard J. Lutz
Keyword(s):  
Brand Equity ◽  
Product Category ◽  
Future Research ◽  
Research Needs ◽  
Equity Issues ◽  
Valuable Source ◽  
Marketing Literature ◽  
Packaged Goods ◽  
Consumer Packaged Goods ◽  
The Way

In today's competitive battleground, the concept of brand equity has proved to be an important source of strategic insights for marketers. However, one potentially valuable source of brand equity—the operation of intergenerational influences—has generally been overlooked in the marketing literature. This article reports the findings of two studies that show intergenerational impacts on brand equity to be persistent and powerful across an array of consumer packaged goods. However, as a strategic challenge, these effects seem to apply strongly for some brands but not for others—they are selective. In Study 1, the authors use parallel surveys of mother–daughter dyads to isolate and quantify intergenerational impacts, and the surveys reveal a differential range of effects at both the product category and the brand level. In Study 2, the authors use interpretivist methods to delve more deeply into these effects—the forms they take, the way they have developed, and factors that sustain or disrupt them. On the basis of these findings, the authors identify implications for managers and future research needs. Overall, intergenerational influences are a real marketplace phenomenon and a factor that merits much closer attention from marketing strategists who are interested in brand equity issues.

scholarly journals The added value of sustainability motivations in understanding sustainable food choices

2016 ◽  
Vol 10 (2-3) ◽  
pp. 67-76 ◽  
Author(s):  
Muriel C. D. Verain ◽  
Marleen C. Onwezen ◽  
Siet J. Sijtsema ◽  
Hans Dagevos
Keyword(s):  
Social Justice ◽  
Sustainable Consumption ◽  
Product Category ◽  
Addition Product ◽  
Food Choices ◽  
Added Value ◽  
Sustainable Food ◽  
Product Categories ◽  
Sustainable Products ◽  
On Line

Understanding consumer food choices is crucial to stimulate sustainable food consumption. Food choice motives are shown to be relevant in understanding consumer food choices. However, there is a focus on product motives, such as price and taste, whereas process motives (i.e. environmental welfare) are understudied. The current study aims to add to the existing literature by investigating the added value of sustainable process motives (environmental welfare, animal welfare and social justice) above product motives. Two on-line surveys of representative Dutch samples tested whether process motives increase the explained variance of sustainable consumption. The results indicate that sustainable process motives are of added value above product motives in the understanding of consumer food choices. In addition, product categories differ in the sustainable process motives that are most useful in explaining sustainable purchases in that category (Study 1), and different types of sustainable products (organic versus fair trade) differ in the sustainable process motives that are most useful in explaining these purchases (Study 2). In conclusion, this paper shows that understanding of sustainable consumption can be improved by considering sustainable process motives above product motives. Thereby, it is important to take the sustainability dimension (e.g., social justice versus environmental welfare) and the product category (e.g., meat versus fruit) into account.

Income and Wealth Effects on Consumer Packaged Goods Purchases

2019 ◽  
Author(s):  
Shirsho Biswas ◽  
Pradeep K. Chintagunta ◽  
Sanjay K. Dhar
Keyword(s):  
Wealth Effects ◽  
Packaged Goods ◽  
Consumer Packaged Goods

Big Data and Sustainable Consumption: A Review and Research Agenda

2021 ◽  
pp. 097226292110225
Author(s):  
Shobhana Chandra ◽  
Sanjeev Verma
Keyword(s):  
Big Data ◽  
Consumer Behaviour ◽  
Business Models ◽  
Sustainable Consumption ◽  
Big Data Analytics ◽  
Consumption Behaviour ◽  
Consumer Experiences ◽  
Systematic Understanding ◽  
The Impact

Big data (BD) is making advances in promoting sustainable consumption behaviour and has attracted the attention of researchers worldwide. Despite the increased focus, the findings of studies on this topic are fragmented, and future researchers need a systematic understanding of the existing literature for identification of the research scope. This study offers a systematic review of the role of BD in promoting sustainable-consumption behaviour with the help of a bibliometric analysis, followed by a thematic analysis. The findings suggest that businesses deploy BD to create sustainable consumer experiences, predict consumer buying patterns, design and alter business models and create nudges for sustainable consumption, while consumers are forcing businesses to develop green operations and supply chains to reduce the latter’s carbon footprint. The major research gaps for future researchers are in the following areas: the impact of big data analytics (BDA) on consumerism, the role of BD in the formation of sustainable habits and consumer knowledge creation for sustainable consumption and prediction of green consumer behaviour.

scholarly journals Price Promotions and Popular Events

2018 ◽  
Vol 83 (1) ◽  
pp. 73-88 ◽  
Author(s):  
Wiebke I.Y. Keller ◽  
Barbara Deleersnyder ◽  
Karen Gedenk
Keyword(s):  
The Netherlands ◽  
Price Promotion ◽  
Price Promotions ◽  
Packaged Goods ◽  
Consumer Packaged Goods ◽  
Timing Decisions ◽  
Sales Response ◽  
Event Times

Managers often use popular events, such as the Olympics, to advertise their brands more heavily. Can manufacturers and retailers capitalize on these events to enhance the response to their price promotions? This study empirically examines whether the sales response to price promotions is stronger or weaker around events than at nonevent times, and what factors drive this relative promotion response. Studying 242 brands from 30 consumer packaged goods categories in the Netherlands over more than four years, the authors find that a price promotion offered around a popular event often generates a stronger sales response than the same promotion at nonevent times, with a price promotion elasticity that is 9.3% larger, on average, during events. Still, the variance in relative promotion response across brands and events is high, and the authors identify several drivers that managers should consider before shifting promotions toward event times. Currently, managers often do not take these drivers into account. This study provides guidelines to improve promotional timing decisions in relation to popular events.

The influence of price and promotion on package size propensity

2017 ◽  
Vol 32 (2) ◽  
pp. 93-103
Author(s):  
Amit K. Ghosh
Keyword(s):  
Decision Making ◽  
Product Category ◽  
Relative Price ◽  
Grocery Stores ◽  
Consumer Decision Making ◽  
Content Type ◽  
Household Level ◽  
Packaged Goods ◽  
Package Size ◽  
The Impact

Purpose The constantly changing prices, promotions, and packaging options have made decision making more complex for consumers of packaged goods. The purpose of this paper is to explore how price and promotions influence consumer propensity to buy a certain package size. Design/methodology/approach Scanner panel data for shelf-stable salad dressing obtained from Information Resources Inc. were used to compute the proportion of large packages bought, the relative price paid for large packages, propensity to use various types of promotions, and a behavioral covariate for each household. Data of over 5,600 households were analyzed using a multiple regression analysis for hypothesis testing. Findings The positive nature of relationship between the relative price of large packages and the proportion of large packages bought demonstrates the suboptimal nature of consumer decision making. The inefficiency is partially attributable to the abundance of promotions, to consumers’ lack of price awareness, and to the use of heuristics by consumers. Also, consumers who are prone to use promotions such as displays and temporary price reductions tend to purchase larger packages. They are more likely to buy impulsively and base their decisions on heuristics. In contrast, consumers who are influenced by featured price cuts and who utilize coupons tend to purchase smaller packages. Research limitations/implications Data were obtained from grocery stores; only a single product category was studied. Practical implications Offer coupons and advertise featured price cuts on small packages to increase the sales of smaller packages. To move large packages successfully, retailers should rely more on in-store displays and temporary price reductions. Originality/value The impact of price and promotions on package size propensity has never been investigated. This study is also one of the few that uses a household-level analysis based on observable purchase data for consumer packaged goods.

scholarly journals Produtos Verdes: uma análise comparativa dos valores de consumo entre acadêmicos de administração brasileiros e espanhóis ## Green Products: a comparative analysis of the consumption values between Brazilian and Spanish administration academics

2021 ◽  
Vol 10 (1) ◽  
Author(s):  
Luciana Aparecida Barbieri da Rosa ◽  
Francies Diego Motke ◽  
Leticia Lengler ◽  
Jeanne Margareth Mainardi ◽  
Marcelo Trevisan ◽  
...  
Keyword(s):  
Sustainable Consumption ◽  
Social Value ◽  
Survey Method ◽  
Sustainable Products ◽  
Consumption Values ◽  
Environmental Value ◽  
Functional Value ◽  
Data Collection Instrument ◽  
Brazilian Students ◽  
The One

Atualmente é preciso reavaliar o comportamento do consumidor e seus modos de consumo, pois buscando contribuir para um mundo mais equilibrado, com menos desperdício e impacto ambiental, percebe-se uma maior conscientização da sociedade acerca do que se consome. Neste sentido, este estudo possui como objetivo analisar o comportamento de consumo sustentável e compreender as similaridades e diferenças do consumo de produtos verdes de acadêmicos dos cursos de Administração de uma universidade brasileira e outra, espanhola. Para tanto, utilizou-se o método survey, com uma amostra caracterizada como não-probabilística e por acessibilidade mediante a aplicação de um questionário, que obteve o retorno de 289 respondentes. O instrumento de coleta de dados foi adaptado do estudo desenvolvido por Biswas e Roy (2015), o qual aborda a teoria dos valores de consumo, composta pelo valor funcional, valor social, valor condicional, valor ambiental e valor conhecimento. Os resultados obtidos revelam que, tanto para os acadêmicos brasileiros, quanto para os espanhóis, os constructos valor condicional e valor ambiental apresentaram as maiores médias, enquanto o constructo valor social apresentou uma média baixa. Também se observou que, por um lado, os estudantes brasileiros são mais propensos a adquirir produtos sustentáveis por sugestão de seus grupos sociais e que estão mais preocupados com o fato de que a escassez dos recursos naturais ameace o futuro das gerações posteriores. Por outro lado, os estudantes espanhóis são mais dispostos a comprar produtos de empresas que investem em questões ambientais. ABSTRACTNowadays it is necessary to reevaluate consumer behavior and consumption modes, as seeking to contribute to a more balanced world, with less waste and environmental impact, there is a greater awareness of society about what is consumed. In this sense, this study aims to analyze the sustainable consumption behavior of academics in Administration courses in Brazil and Spain, through comparative research. For this, the survey method was used, with a sample characterized as non-probabilistic and for accessibility through the application of a questionnaire, which obtained the return of 289 respondents. The data collection instrument was adapted from the study developed by Biswas and Roy (2015), which addresses the theory of consumption values, composed of functional value, social value, conditional value, environmental value, and knowledge value. The results obtained reveal that, for both Brazilian and Spanish academics, the conditional value and environmental value constructs had the highest averages, while the social value construct had a low average. It was also noted that, on the one hand, Brazilian students are more likely to purchase sustainable products at the suggestion of their social groups and that they are more concerned that the scarcity of natural resources threatens the future of later generations. On the other hand, Spanish students are more willing to buy products from companies that invest in environmental issues.

scholarly journals Estimating added sugars in US consumer packaged goods: An application to beverages in 2007–08

2015 ◽  
Vol 43 ◽  
pp. 7-17 ◽  
Author(s):  
Shu Wen Ng ◽  
Gregory Bricker ◽  
Kuo-ping Li ◽  
Emily Ford Yoon ◽  
Jiyoung Kang ◽  
...  
Keyword(s):  
Added Sugars ◽  
Packaged Goods ◽  
Consumer Packaged Goods
Sign in / Sign up

Export Citation Format

Share Document