scholarly journals DRIVERS AND CONSEQUENCES OF BUSINESS-REFERENCE-CONTENT (BRC): THE ROLE OF NARRATIVE TRANSPORTATION IN B2B COMMUNICATION

2021 ◽  
Vol 22 (5) ◽  
pp. 1323-1341
Author(s):  
Chang Mo Jung
Keyword(s):  
Purchase Intention ◽  
Financial Risk ◽  
Online Survey ◽  
Theoretical Understanding ◽  
B2b Marketing ◽  
Narrative Transportation ◽  
Transportation Theory ◽  
Narrative Format ◽  
Underlying Mechanisms ◽  
Potential Customers

COVID-19 is bringing changes in B2B sales and marketing strategies. Digital interaction with potential customers has become more critical. Business-reference content (BRC) is the most shared content, mainly using narrative format, available to potential customers through digital touchpoints. Reducing perceived purchasing risk has been recognized as the primary benefit of using BRC, but empirical research on this has been insufficient. Therefore, this research investigated the underlying mechanisms of BRC and related processes that lower risk perception based on narrative transportation theory. For empirical analysis, a serial-parallel mediating model was established in which BRC type (narrative versus non-narrative) influences purchase intention through the mediation of narrative transportation and perceived purchase risks – functional risk and financial risk. In this experimental study, an online survey was conducted in which 233 purchasing managers in Korean companies participated. The analysis confirmed that the BRC type had a significant effect on the level of receivers’ narrative transportation. In addition, serial-parallel mediating effects through narrative transportation (primary mediator) and perceived functional risk and perceived financial risk (secondary mediators) were all significant. This research provides meaningful implications in that it broadens the theoretical understanding of BRC by presenting the integrated BRC effect model. Also, it clarifies the importance of narrative BRC in B2B marketing practices.

scholarly journals Inner-Self vs. Outer-Self and Socially Responsible Product Consumption

2020 ◽  
Vol 12 (22) ◽  
pp. 9362
Author(s):  
Yeujun Yoon ◽  
Kevin Chastagner ◽  
Jaewoo Joo
Keyword(s):  
Purchase Intention ◽  
Structural Equation ◽  
Online Survey ◽  
Brand Image ◽  
Equation Modeling ◽  
Chinese Consumers ◽  
Product Consumption ◽  
Inner Self ◽  
Status Seeking ◽  
Underlying Mechanisms

This paper investigates how two fundamental consumer characteristics, self-esteem (inner-self) and status seeking (outer-self), influence consumers’ purchasing behaviors of CSR (Corporate Social Responsibility) products via two mediating effects: brand image and self-enhancement. In particular, we analyze these effects in two different CSR domains: environmental and social. By doing so, we are able to verify the underlying mechanisms of how different types of consumers respond to various CSR promotions. We propose a distinctive CSR consumption model incorporating both inner-self and outer-self components. We collected data from two countries, the US and China, using two commonly used online survey platforms: Amazon M-Turk and Loop Information Technology. Using structural equation modeling, our analysis in the environmental domain revealed that both inner-self and outer-self components play a significant role in consumers’ desire to purchase CSR products. Additionally, this process is mediated by the brand image of the firm and the tendency to enhance self-value. Interestingly, we found that in the social domain, self-enhancement mediated consumer characteristics and purchasing behavior of CSR product, whereas brand image did not. This indicates that environmental CSR activities increase brand value and its impact on purchase intention, while social CSR activities do not. Additionally, we found similar patterns for both US and Chinese consumers.

Cultivating Relationships with Startup Employees: The Role of Entrepreneurs’ Leadership Communication

2021 ◽  
pp. 089331892110179
Author(s):  
Linjuan Rita Men ◽  
Zifei Fay Chen ◽  
Yi Grace Ji
Keyword(s):  
Public Relations ◽  
Social Identity Theory ◽  
Organizational Identification ◽  
Online Survey ◽  
Mainland China ◽  
Need Satisfaction ◽  
Theoretical Understanding ◽  
Psychological Need ◽  
Motivating Language ◽  
Psychological Need Satisfaction

This study examines how CEOs’ use of motivating language influences employee relationships within startup organizations. Informed by self-determination theory and social identity theory, the study proposes psychological need satisfaction and organizational identification as mechanisms accounting for the influence of startup leaders’ use of motivating language on employee relational outcomes. Through an online survey of 1,027 startup employees across various industries in Mainland China, the study found that startup CEO use of motivating language positively influenced employee-startup relationships both directly and indirectly through enhanced psychological need satisfaction and organizational identification from startup employees. This study advances theoretical understanding of executive leader public relations functions and their role as important communication agents in the unique Chinese startup context. Further, this research tested the explanatory boundaries of motivating language theory and provides practical insights for startup leaders, communication practitioners, and entrepreneurs regarding how to develop long-term and quality relationships with startup employees.

TOURISM INDUSTRY OF PLOVDIV IN THE CONDITIONS OF EMERGENCY MEASURES

2020 ◽  
Author(s):  
Zlatka Grigorova ◽  
Keyword(s):  
Online Survey ◽  
Tourism Industry ◽  
The State ◽  
Economic Situation ◽  
State Of Emergency ◽  
Current Economic Situation ◽  
Potential Customers ◽  
Emergency Measures ◽  
Innovative Approaches

The report summarizes information on the state of the tourism business in Plovdiv after the introduction of Covid-19 restrictive emergency measures, as well as the expectations for the development of tourism in the coming months based on an online survey at the end of April 2020. The report outlines the overall state of the industry as well as the difficulties it faces and the efforts it made to retain employment and towards recovery. The adaptability of the business in the current economic situation and the search for new innovative approaches to attract and welcome tourists are highlighted, in order to reach more potential customers after the end of the state of emergency.

Psychological antecedents to customized apparel purchases

2019 ◽  
Vol 23 (1) ◽  
pp. 66-81
Author(s):  
Sukyung Seo ◽  
Chunmin Lang
Keyword(s):  
Purchase Intention ◽  
Structural Equation ◽  
Online Survey ◽  
Equation Modeling ◽  
Extended Self ◽  
Self Monitoring ◽  
Content Type ◽  
Need For Uniqueness ◽  
Study Results ◽  
Target Consumer

Purpose The purpose of this paper is to determine the influences of consumers’ internal-oriented psychological factors (i.e. self- promotion, need for uniqueness, self-expression and self-monitoring) and external-oriented psychological properties (i.e. social identity and other-directedness) on the perception of customization and the sense of extended-self; further to identify whether the perception of customization and the sense of extended-self lead to purchase intention toward customized apparel products. Design/methodology/approach Data were collected through an online survey among college students in the USA, generating a valid sample size of 338 participants. Factor analysis and Structural Equation Modeling were utilized to test proposed hypotheses. Findings The results indicated that need for uniqueness and self-monitoring were significantly related to consumers’ perception of customization and the sense of extended-self, whereas impacts of self-expression and other-directedness were not significant. Furthermore, the results also confirmed that consumers’ perception of customization and the sense of extended-self were positively associated with purchase intention of customized apparel products. Originality/value This study investigates consumers’ psychological features that influence consumers’ buying intention of customized apparel products, which is the first attempt. The study results are insightful and beneficial for marketers to construct target consumer segmentation under different cultural and social settings.

scholarly journals Influences on single-use and reusable cup use: a multidisciplinary mixed-methods approach to designing interventions reducing plastic waste

2021 ◽  
Author(s):  
Ayse Lisa Allison ◽  
Fabiana Lorencatto ◽  
Susan Michie ◽  
Mark Miodownik
Keyword(s):  
Behaviour Change ◽  
Online Survey ◽  
Intervention Development ◽  
Theoretical Domains Framework ◽  
Intervention Strategies ◽  
Theoretical Understanding ◽  
Study Materials ◽  
Detailed Method ◽  
Single Use ◽  
The Uk

Background: An estimated 2.5-5 billion single-use coffee cups are disposed of annually in the UK, most of which consist of paper with a plastic lining. Due to the difficulty of recycling poly-coated material, most of these cups end up incinerated or put in landfills. As drinking (take-away) hot beverages is a behaviour, behaviour change interventions are necessary to reduce the environmental impacts of single-use coffee cup waste. Basing the design of interventions on a theoretical understanding of behaviour increases the transparency of the development process, the likelihood that the desired changes in behaviour will occur and the potential to synthesise findings across studies. Aim: The present paper presents a methodology for identifying influences on using single-use use and reusable cups as a basis for designing intervention strategies. Method and application: Two behaviour change frameworks: The Theoretical Domains Framework and the Capability-Opportunity-Motivation-Behaviour model of behaviour, were used to develop an online survey and follow-up interviews. Research findings can inform the selection of intervention strategies using a third framework, the Behaviour Change Wheel. The application of the methodology is illustrated in relation to understanding barriers and enablers to single-use and reusable cup use across the setting of a London university campus. Conclusions: We have developed a detailed method for identifying behavioural influences relevant to pro-environmental behaviours, together with practical guidance for each step and a worked example. Benefits of this work include it providing guidance on developing study materials and collecting and analysing data. We offer this methodology to the intervention development and implementation community to assist in the application of behaviour change theory to interventions.

scholarly journals The interplay of gaming disorder, gaming motivations, and the dark triad

2020 ◽  
Vol 9 (2) ◽  
pp. 491-496 ◽  
Author(s):  
Wai Yen Tang ◽  
Felix Reer ◽  
Thorsten Quandt
Keyword(s):  
Personality Traits ◽  
Online Survey ◽  
Social Motivation ◽  
Dark Triad ◽  
Online Gambling ◽  
Big Five Personality ◽  
Gaming Disorder ◽  
Theoretical Understanding ◽  
Core Concepts ◽  
Gaming Motivations

AbstractBackground and aimsThere is a considerable amount of research on the psychological antecedents and outcomes of gaming disorder. Although many studies have examined various personality traits or motivations as predictors in isolation, fewer studies have investigated the mediations between personality traits and motivations. Furthermore, the analyzed personality traits have been limited to a few core concepts, with the Big Five personality traits being a standard model in this context. However, more recently the dark triad of personality traits (Machiavellianism, narcissism, and psychopathy) has been found to be associated with various forms of problematic online behavior and usage, such as online gambling, yet little is known about gaming disorder. The current study examines the relationship of these dark personality traits to gaming disorder with three gaming motivations (achievement, social, and escapism) as mediators.MethodThe study uses an online survey of 1,502 German digital game users.ResultsResults indicate a fully mediated association for narcissism via escapism and partial mediation associations for Machiavellianism and psychopathy. Direct effects on gaming disorder were observed for Machiavellianism and psychopathy. Indirect effects by psychopathy were observed via escapism and social motivation, by narcissism via escapism, and by Machiavellianism via social motivation.Discussion and conclusionsThese findings contribute to the theoretical understanding of the mediation of gaming motivations and the dark triad personality traits' importance for gaming disorder.

scholarly journals PERAN PEMODERASI TEKANAN WAKTU HUBUNGAN ANTARA NILAI FUNGSIONAL DAN NILAI EMOSIONAL TERHADAP NIAT BELI PRODUK FLASH SALE

2020 ◽  
Vol 6 (3) ◽  
Author(s):  
Wiry Utami
Keyword(s):  
Regression Analysis ◽  
Multiple Regression Analysis ◽  
Purchase Intention ◽  
Online Survey ◽  
Time Pressure ◽  
Hierarchical Regression ◽  
Functional Value ◽  
Emotional Value ◽  
The Relationship

ABSTRACT The research examines the role of time pressure as moderating variable to the relationship between functional value and emotional value on purchase intention on flash sale product. Data for this research were collected by online survey and administered to 150 respondents. The hypothesis testing was conducted using multiple regression analysis and hierarchical regression analysis. Finding of this indicated that functional value and emotional value have positive and significant effect on purchase intention. Time pressure has no negatively moderated the effect of functional value and emotional value on purchase intention. Keywords: functional value, emotional value, time pressure ABSTRAK Penelitian ini menguji peran tekanan waktu sebagai variabel moderasi hubungan antara nilai fungsional dan nilai emosional terhadap niat beli konsumen pada produk flash sale. Data di kumpulkan melalui survey online dengan 150 responden. Pengujian hipotesis dilakukan dengan menggunakan analisis regresi berganda dan analsisi regresi hirarki. Hasil dari penelitian menunjukan bahwa nilai fungsional dan nilai emosional berpengaruh terhadap niat beli. Tekanan waktu tidak memoderasi secara negatif pengaruh nilai fungsional dan nilai emosional terhadap niat beli. Kata Kunci: nilai fungsional, nilai emosional, tekanan waktu

Consumer Perceptions of Factors Affecting Online Shopping Behavior

2021 ◽  
Vol 19 (2) ◽  
pp. 1-16
Author(s):  
Musrat Siyal ◽  
Saeed Siyal ◽  
Jun Wu ◽  
Debajyoti Pal ◽  
Muhammad Mujahid Memon
Keyword(s):  
International Students ◽  
Technology Acceptance ◽  
Purchase Intention ◽  
Financial Risk ◽  
Online Shopping ◽  
Ease Of Use ◽  
Shopping Behavior ◽  
Chinese Consumers ◽  
Factors Affecting ◽  
Online Shopping Behavior

Online shopping is an emerging trend throughout the world. Likewise, it is used in China among Chinese consumers, but not all foreigners use it frequently due to several factors. This study discussed those factors which cause hindrance for foreigners to use online shopping and their behavior towards it. To do so, the authors have proposed the model by extending the technology acceptance model (TAM). The data were collected from the international students in China through a survey questionnaire and analyzed by SPSS to draw the results of the proposed relationships. The findings show that the online shopping behavior of international students in China is negatively related to financial risk and positively related to trust and ease of use. Moreover, purchase intention mediates these relationships. The results will be useful for consumers and online sellers to retain existing consumers and attract more foreigners studying in China. Moreover, the paper mentioned the implications and future directions of the study.

Celebrity transgression and consumers’ forgiveness: does religiosity matter?

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Anwar Sadat Shimul ◽  
Matthew Barber ◽  
Mohammad Ishmam Abedin
Keyword(s):  
Purchase Intention ◽  
Structural Equation ◽  
Online Survey ◽  
Intrinsic Religiosity ◽  
Content Type ◽  
Equation Modelling ◽  
Before And After ◽  
The Relationship ◽  
Practical Implications

Purpose This paper aims to examine the role of religiosity on consumers’ forgiveness when celebrities get involved in transgression. The celebrity’s reaction and its impact on consumers’ forgiveness is tested as well. In addition, consumers’ attitudes towards the brand and celebrity as well as purchase intention for the endorsed brand are examined both before and after the transgression. Design/methodology/approach Data (n = 356) were collected through a self-administered online survey and analysed though structural equation modelling in AMOS 26. Findings The results show that consumers’ attitude towards celebrity, brand and purchase intention gets weaker once the celebrity gets into transgression. Consumers tend to forgive more if the celebrity apologises (vs denies) for the wrongdoing. The hypothesised relationship between attitude towards celebrity and purchase intention did not sustain after the transgression. In addition, consumers’ intrinsic religiosity strengthens the relationship between attitude towards the celebrity and purchase intention. Practical implications The findings of this research present valuable implications for brands practitioners. Brands should formulate actionable contingency plans to mitigate the negative ramifications of celebrity transgressions. Specifically, intrinsic religiosity and celebrity apologies should assist consumers in forgiving the transgression and negate the implications that could have arisen if the celebrity instead denied the transgressions. Originality/value This research extends the previous research by examining religiosity and forgiveness within the context of celebrity transgressions. To the best of the authors’ knowledge, this is one of the first few research studies to consider the role religiosity plays in consumers’ intention to forgive celebrity transgressions.

Exploring an adaptability approach: how creative return processors impact firm performance

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Jennifer A. Espinosa ◽  
James Stock ◽  
David J. Ortinau ◽  
Lisa Monahan
Keyword(s):  
Empirical Evidence ◽  
Complex Adaptive Systems ◽  
Adaptive Systems ◽  
Online Survey ◽  
Theoretical Perspective ◽  
Product Returns ◽  
Content Type ◽  
Underlying Mechanisms ◽  
Returns Management ◽  
The Relationship

PurposeThe authors explore complex adaptive systems (CAS) theory as an updated theoretical perspective for managing product returns that better matches the chaotic nature of recent consumer behaviors. CAS theory highlights the importance of agents who create and self-organize to help systems adapt in unpredictable environments.Design/methodology/approachThis research utilizes data collected from return managers in an online survey and applies regression analyses to estimate the influence of the focal variables.FindingsEmpirical evidence of the firm flexibility–firm adaptability link is established, and return processor creativity positively relates to this link. The firm flexibility–firm adaptability link fully mediates the relationship between return processor creativity and returns management performance and partially mediates the relationship between return processor creativity and relationship quality. Nonmediated effects were observed for turnover and revenue size.Practical implicationsManagers of returns who embrace an adaptability approach become facilitators of returns by supporting processor creativity. Enhancing the autonomy of processors in their day-to-day work increases the knowledge-creation capabilities of the firm, which helps the firm move forward and adapt in an uncertain environment.Originality/valueThis research presents empirical evidence of the underlying mechanisms of CAS theory in the product returns context by studying processor agents and argues that CAS theory better fits the current dynamics of the product returns environment. Further, this paper extends work by Espinosa et al. (2019) and Nilsson (2019) by studying how a specific human characteristic – creativity – impacts product returns management.

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