Business Commons^™

Great Expectations: Consumer-Brand Relationships And Their Influence On The Organizational Outcomes Of Brand Transgressions, Sabrina Viscomi

Atlantic Marketing Journal

The business landscape has shifted from simply delivering quality products and services to creating shared value. It does this by fulfilling consumers’ deeper needs and meeting their increasingly high expectations. Brand transgressions inhibit organizations’ ability to meet consumers’ demands, complicating the consumer-brand relationship. As a result, brands are often unprepared to deal with the consequences of transgressions, which can be costly. The purpose of this research is to explore the influence of prior consumer-brand relationships on the organizational outcomes of brand transgressions through the lens of social contract theory. This systematic review synthesizes 39 articles to derive five analytical themes: …

Comparing The Effects Of User Generated Video Reviews And Brand Generated Advertisements On Consumer Decisions On Youtube, Vaibhav Shwetangbhai Diwanji, Jaejin Lee

Journal of Applied Marketing Theory

This empirical study examines the effects of user generated vlogs (UGV) versus brand generated ads (BGA) on consumer decisions on YouTube. UGV refers to any type of review video content about brands or products, created and published by users on YouTube. BGA refers to brand generated advertisements on YouTube. Guided by the elaboration likelihood model of persuasion, this online experimental research involved a 2 (source: UGV versus BGA) X 2 (involvement: high versus low) X 2 (gender: male versus female) between-subjects research design. Results showed that UGV elicited significantly greater effects on consumer brand attitudes and purchase intentions than BGA, …

Gift Giving Behavior Among Millennials, The Use Of Photo Elicitation Interview To Discover Consumer Insight, Hera Rachmahani, Sony Kusumasondjaja

ASEAN Marketing Journal

Manuscript type: Research paper Research Aims: This paper aims to explore gift-giving activities among millennials at the perspective of gift-giver using the photo elicitation interview. The typology of the relationship between gift givers and recieversand the effects of this relationship to the types of products given in gift-giving activities are also evaluated. Design/methodology/approach: This paper is using phenomenological approach and photo elicitation interview with purposive convenience sampling method to obtain gift-givers decision making process in searching gift products. Research Findings: The process of searching, preparing, and delivering of gifts is influenced by several factors, namely the closeness of the relationship, …

The Effects Of Companies’ Social Irresponsibility On Consumers’ Negative Emotions Toward The Brand And Their Behavior, Seyyed Mohammad Tabataba'i Nasab, Masoome Abikari

ASEAN Marketing Journal

Consumers’ negative emotions may be the main cause of behaviors such as complaining, negative word of mouth, and brand switching. In this regard, factors other than brand can produce negative or positive emotions toward a brand. One such factor is corporate social irresponsibility (CSIR). This study seeks to extract negative emotions toward a particular brand (auto brand). The results show that consumers’ negative emotions toward the auto brand are mainly characterized by anxiety, discontent, and anger. Also, the study model indicates a significant positive correlation between consumers’ negative emotions and their behavioral approaches (e.g., complaining, negative word of mouth, brand …

Perceived Usefulness As Key Stimulus To The Behavioral Intention To Use 3g Technology, Andy Susilo Lukito Budi, Efendi Efendi, Rayini Dahesihsari

ASEAN Marketing Journal

A new technology usually faces the challenge to be accepted by consumers. Because of the unique features of new technology, it needs certain approaches to enhance its acceptance. Technology Acceptance Model (TAM) is widely used to study the behavior of organizations and consumers in ac-cepting a new technology. A modified TAM model is applied in the current study to test the impact of advertising appeals of perceived usefulness, perceived ease of use, and social factors on behavioral intention to use 3G technology. Experimental method is utilized on four groups (30 people each) of undergraduate students of Atma Jaya Catholic Univesity. …

Customer Value, Satisfaction And Behavioral Intentions: The Effects Of Consumer Search Behavior, Wahyuningsih Wahyuningsih

ASEAN Marketing Journal

This study develops and tests an integrative model to examine the relationships among customer value, satisfaction and behavioral intentions based upon a typology of consumer search behaviors. The model was tested using surveyed data from 546 customers of car insurance in Melbourne, Australia. The findings demonstrate that each type of consumer (passive, rational-active, relational-dependent), performs differently on the relationships among customer value, satisfaction, and behavioral intentions. The identification of value, satisfaction, and behavioral intentions within each search behavior allows managers to deliver optimal value and satisfaction to their consumers.

Characterizing And Categorizing The Essence Of Sport Consumption Behavior: A Thematic Analysis, Sid Terason

The Qualitative Report

Sport consumer decision making is a complex process in which an individual evaluates, acquires, uses, or disposes of sport products or services. This qualitative study aimed to identify, understand, and describe the essential characteristics of sport products consumption behavior among professional athletes in Thailand. In-depth interviewing was carried out on 25 professional athlete consumers who responded to semi-structured questions regarding their sport goods consumption. Thematic analysis was performed on the transcripts to describe the essential characteristics of the consumption and to identify overarching topics. Following social constructionism, three themes (i.e., acquisition, use, and disposal) were analyzed and eight categories (i.e., …

The Effect Of Superstitions On Consumer Luck, Horoscope And Evil Eye-Oriented Purchasing Behavior: A Study In Turkey, Ibrahim Avci, Salih Yildiz

University of South Florida (USF) M3 Publishing

Superstitions have taken an important place in people's lives since the past. Despite the increase in the educational level of people, superstitions still exist. Superstitions, which have been researched especially by studies in the field of psychology, have not been adequately studied in the field of marketing. However, it is known that superstitions have an effect on the behavior of consumers. In this context, the aim of the research is to determine the effect of the superstitions of consumers on their chance-oriented, horoscope-oriented and evil-eye-oriented purchasing behaviors. Data were collected through an online questionnaire due to the pandemic. The survey …

From Home To The Store: Combined Effect Of Music And Traffic On Consumers Shopping Behaviour, Luigi Piper, Lucrezia M. De Cosmo, Maria I. Prete, Gianluigi Guido

University of South Florida (USF) M3 Publishing

This study provides a theoretical framework to assess the combined effect that traffic stream and music could have on consumers’ shopping behavior throughout their journey to the stores. Through the Virtual Reality (VR) simulation of a car journey, two traffic conditions (light/heavy) and two types of music (relaxing/energizing) were tested, evaluating the effects on the time spent during shopping and on consumption choices (in terms of expense, number of items purchased). Moreover, participants’ physiological reactions have been analyzed by measuring their heartbeat variation (ΔHR). The results indicate that regardless of the type of music listened, heavy traffic leads consumers to …

Who Buys Our Brand? The Influence Of Consumption Values And The Congruity With Brand Benefits On Brand Identification, Trust And Loyalty, Sol Namkung, Seong-Yeon Park

Asia Marketing Journal

This paper explores how the positive effect achieved when consumption value matches brand benefit can increase brand loyalty. Prior research on consumption value mainly focused on perceived value; these studies omit consumers’ views of consumption value. Therefore, this study examines the effect of congruence between consumption values (functional, emotional, social, and ethical value) and perceived brand benefits (enabling, enticing, symbolic, and socially responsible benefits) on consumers’ brand identification, trust, and loyalty. We find a positive effect on brand identification and brand trust when a consumer’s value is similar to a brand benefit, particularly between functional value and enabling benefit, and …

The Counterfeit Conundrum: A Case Study To Examine The Best Way To Combat Counterfeit Consumption, Heather Kirkwood, Thomas Tanner, Ashutosh Dixit

Atlantic Marketing Journal

Estimated at more than $500 billion, counterfeits are a booming industry. The negative impacts can no longer be ignored. As evidenced by the industry growth, efforts to combat consumption of counterfeit products have largely failed. This case study examines the counterfeit industry and a campaign developed by the U.S. Customs and Border Protection Agency. It presents the reader the opportunity to contemplate viable solutions for ending counterfeit consumption.

Couples Sleeping Apart--Separate Master Bedrooms And The Impact On The Real Estate And Related Markets, John E. Crawford

Atlantic Marketing Journal

Sleeping is a fundamental individual human need. However, most adults fulfill this need by sleeping with a partner, a behavior particularly true for married couples. A trend of couples choosing to sleep apart has emerged in recent years. For reasons practical and personally beneficial or preferred, a growing number of couples are choosing to have a home with two master bedrooms--one for him and one for her, each furnished according to the needs and tastes of the partners. Thus, some homes are being built with two master bedrooms, others are being modified to have two master bedrooms, and new empty …

Emotions Involved In Shopping At The Airport, Alexis D. Tymkiw

The Catalyst

This paper examines the emotional motivations that drive consumers to shop at airport retailers. Airport retailing is a rapidly growing segment as airports continue to expand retail areas and the number of passengers increase each year. With larger retail areas, airports are beginning to resemble shopping areas. However, with higher prices and consumers experiencing time and space constraints, the airport is a very unique shopping environment. This paper explored two unique emotional motivations for shopping at airports: (1) to escape the stress of travel and (2) to eliminate boredom. Analysis of the in-depth interviews led to the development of four …

The Impact Of Ethical Concerns On Fashion Consumerism: Case-Based Evidence, Lena Cavusoglu, Mourad Dakhli

Markets, Globalization & Development Review

In continuation of our previous work, “The Impact of Ethical Concerns on Fashion Consumerism: A Review,” we present here empirically based reports to support our argument that ethical concerns in the fashion industry affect consumer behavior. In line with Paper I, the initial paper of this series, we address the concept of ethical marketing, with a focus on the two dimensions of sustainable environmental practices and societally appropriate messaging. The linkages of ethical concerns in fashion with corporate image and financial performance are explored, using a set of 15 real-life cases and anecdotes. We identify challenges in this area, offer …

The Impact Of Ethical Concerns On Fashion Consumerism: A Review, Lena Cavusoglu, Mourad Dakhli

Markets, Globalization & Development Review

Ethical and sustainable business practices have become some of the most significant concerns in the highly globalized fashion industry. Firms in this multi-billion dollar industry are taking these concerns seriously, and are carefully monitoring and responding to consumers’ actions that can range from expressing displeasure via social media to holding protests or even calling for boycotts of certain brands and firms. In this paper, the first output from a larger project on ethics of fashion, we review the extant literature on the ethical aspects of the global fashion system; and set the stage for further empirical and conceptual work.

Cutting The Cord—A Marketing Case: An Examination Of Changing Tv Viewership, John E. Crawford

Atlantic Marketing Journal

Consumers have more choices for TV programming and how that content is acquired than at any other time in the history of television. Through an action referred to as cord-cutting, many consumers are choosing to drop their cable or satellite programming providers in favor of lower-priced and more consumer-friendly programming providers such as Netflix, Hulu, and others. Consumer choices are being driven by many factors, including economics, lifestyle, technological developments, and social trends. This case discusses the cord-cutting trend and how it is impacting consumer choices and the business of providing television content to consumers. The case can be used …

Net Transaction Value: A Model Of High-Involvement Decision-Making In Buyer Choice Behavior, Blaine J. Branchik Phd, Eric H. Shaw Phd

Atlantic Marketing Journal

This study proposes Net Transaction Value (NTV), a unified theory of buyer decision-making. NTV hypothesizes that a buyer makes an implicit and subjective calculation before making a purchase in a high involvement context. In making this calculation, the buyer deducts the costs anticipated from a transaction or transaction stream from its associated benefits. In contrast to prior value equal benefits minus cost models, the NTV model conceptually expands, operationally defines, and empirically tests two types of benefits and costs. Benefits in the NTV equation reflect not only those derived from the product or service offering itself, but also from the …

Consumer Perceptions Towards Package Designs: A Cross Cultural Study, Romica Chandra Lal, Fritz Yambrach, Lucy Mcproud

Journal of Applied Packaging Research

The choice of one package or the other can be an economic decision or can be influenced by cultural acceptance or perception of individual convenience. Product package systems can be designed for one-time use or multiple-use purposes. Package perceptions in different countries typically develop from a variety of factors, including climate, lifestyle, and cultural acceptance with regard to particular products. In an increasingly global economy with multinational firms marketing products worldwide, it is important to understand the differences between consumer needs and consumer responses to product-package systems.

The objective of this research was to examine consumer perceptions of different product …

Sixty-Seven Students, One Baseball Park And Eight Hundred Fans: Experiential Learning In Marketing, Dennis Bristow, Garth Harris, Rajesh Gulati, Kenneth Schneider

Atlantic Marketing Journal

No abstract provided.

Who Is Winning The War On Drugs? A Case In Marketing And Demarketing, John E. Crawford

Atlantic Marketing Journal

The production and use of illicit drugs are age-old activities. At different times societies have been more or less tolerant of these activities according to prevailing laws and attitudes. More recently and for several decades the government of the United States has engaged in a “war on drugs.” Part of this war involves the employment of anti-drug advertising to discourage drug use, an activity in which the government has enlisted allies such as advertising agencies to assist in combating drug use. This case contrasts these demarketing efforts with the highly successful use of basic marketing tactics by a group of …

Moderator Role In Green Product Purchases., J. Thomas Failla, Pradeep Gopalakrishna

Atlantic Marketing Journal

Abstract: Opinion polls consistently show large majorities of Americans supporting efforts to protect and improve the planet’s ability to sustain life. However, when it comes to environmentally preferable products, firms attract relatively small shares compared with conventional products. The present study examined the effect intentions (Verbal Commitment – VC) , emotions (Affect – Aff) and two moderators (Perceived Consumer Effectiveness – a PCE and Faith in Others – FIO) have on purchase (Actual Commitment – AC) of environmentally preferable products. Support was found for a direct influence of intentions aided by emotions – affect (Aff) – on AC, purchasing of …

Exploring Consumer Behavior Using Student Constructed Photographic Essays And Film Projects, Seth Ellis

Atlantic Marketing Journal

Millennials can be characterized by a preference for classroom discussion rather than lecture, working in small collaborative groups, and a desire for structure and steady feedback. This paper describes an undergraduate course, Visual Methods for Exploring Consumer Behavior, where students examine topics in consumer behavior by constructing photographic essays and films as primary research vehicles. We discuss how the course is operationalized, how to encourage and support students in their endeavors, and how to avoid some of the pitfalls we have encountered.

Empirical Research On The Influence Of Spatial Competition In The Distribution Industry On Consumer Behaviors In South Korea, Su Dong Lee, Woo Hyoung Kim

Asia Marketing Journal

When Korea`s retail industry was liberalized, new store formats such as large discount stores and Super Supermarket(SSMs) have grown. New types of business have borne significant influence on traditional market. Traditional markets have been in gradual decline since they fail to meet to consumer`s purchasing behavior. The South Korean government has been making sustained efforts to revitalize the modernization of traditional markets since 2004. This research is conducted to analyze how changes in the distribution of different types of distributors influence the consumer`s purchasing behaviors depending on the changes in the market environment. The purpose of this research is to …

Revisiting Cognitive Dissonance Theory:Pre-Decisional Influences And The Relationship To The Consumer Decision-Making Model, Paul J. Costanzo Dr.

Atlantic Marketing Journal

This paper examines pre-decisional dissonance as a motivating factor in consumer decisional-making. A review of the marketing literature found the majority of research studies were limited to post-decisional influences. Several studies including measures of pre-decisional activity linked the construct to post-decision situations. The author provides evidence regarding the popularity and resurgence of research on cognitive dissonance theory and asserts that researchers in the field of consumer behavior may gain a better understanding of consumer decision-making when studying pre-decisional consonance and dissonance as separate entities and independent of post-decisions.

The Story Of Taste: Using Eegs And Self-Reports To Understand Consumer Choice, Charnetta Brown, Adriane B. Randolph, Janée N. Burkhalter

The Kennesaw Journal of Undergraduate Research

The authors investigate consumers’ willingness to switch from a preferred manufacturer brand to an unfamiliar private-label brand if taste is perceived as identical. Consumer decisions are examined through recordings of electrical brain activity in the form of electroencephalograms (EEGs) and self-reported data captured in surveys. Results reveal a willingness of consumers to switch to a less-expensive brand when the quality is perceived to be the same as the more expensive counterpart. Cost saving options for consumers and advertising considerations for managers are discussed.

The Reference Group Influence On Cell Phone Purchasing Behavior: Research On Chinese Youth, Xe (Stephen) Xihao

The Corinthian

The cell phone has experienced a change from a private luxury product into a public necessity product in the late 1990s China. According to consumer behavior theories, individuals would be significantly influenced by their reference groups when making a purchasing decision of a certain commodity such as the cell phone. The reference group influence encompasses three types: informational influence, utilitarian influence, and value-expressive influence. This paper utilizes the empirical research method to investigate the three types of reference group influence on Chinese youth's cell phone purchasing behavior. The research results indicate that reference groups have a significant influence on cell …