E-tailer personality and behavioral intentions: the application of self-congruity theory

The present study is an effort to develop an e-tailer personality scale. Subsequently, we check the impacts of e-tailer personality on self-congruity and behavioral intentions such as intention to re-shop and intention to recommend. We have followed a traditional scale development method – item generation, purification, and dimension assessment. A structure questionnaire has been used to collect primary data online. A structure equation model was used to analyze the data. This study has developed a e-tailer personality scale of five dimensions: sophistication, competence, excitement, sincerity, and convenience. The results of a structural equation model largely support the propositions that e-tailer personality is positively related to self-congruity. The results also show that e-tailer personality, behavioral intentions and self-congruity are positively related. A comparison of the developed scale with the existing brand personality scales, results in a unique dimension of e-tailer personality scale. Arguably, this study may be seen as a first study in an emerging economy and online retailing domain. The results have both academic and managerial implications.     

The Perfect Fit: The Moderating Role of Selling Cues on Hedonic and Utilitarian Product Types

With the need among retailers to create effective promotional campaigns, scarcity, and popularity cues are increasingly used. Drawing from regulatory focus and popularity versus scarcity cues literature, this research explores the impact of popularity versus scarcity cues and product types on consumer perceptions of risk, product uniqueness, and purchase intentions. Results from three studies provide primary insights: (1) A utilitarian product aligns with prevention goals and hence the popularity cue will enhance consumers’ purchase intentions, and (2) a hedonic product aligns with promotion goals and hence the scarcity cue will enhance consumers’ purchase intentions. Further, we theorize that perceived risk and perceived product uniqueness will act as psychological mechanisms. We discuss theoretical contributions and strategic insights for retailers and marketers that the findings indicate.     

Selection of influential variables in ordinal data with preponderance of zeros

Presence of excess zero in ordinal data is pervasive in areas like medical and social sciences. Unfortunately, analysis of such kind of data has so far hardly been looked into, perhaps for the reason that the underlying model that fits such data, is not a generalized linear model. Obviously some methodological developments and intensive computations are required. The current investigation is concerned with the selection of variables in such models. In many occasions where the number of predictors is quite large and some of them are not useful, the maximum likelihood approach is not the automatic choice. As, apart from the messy calculations involved, this approach fails to provide efficient estimates of the underlying parameters. The proposed penalized approach includes ?₁ penalty (LASSO) and the mixture of ?₁ and ?₂ penalties (elastic net). We propose a coordinate descent algorithm to fit a wide class of ordinal regression models and select useful variables appearing in both the ordinal regression and the logistic regression based mixing component. A rigorous discussion on the selection of predictors has been made through a simulation study. The proposed method is illustrated by analyzing the severity of driver injury from Michigan upper peninsula road accidents.     

The mitigating effect of matching regulatory focus with arousal-inducing stimuli in service failure situations

Service failures are pivotal touchpoints that can reduce customer satisfaction, encourage negative word-of-mouth, and ultimately impact a firm's market share. We advance a novel perspective that after a service failure occurs, matching incidental arousal-inducing stimuli to one's regulatory orientation can make the negative experience stemming from the service failure less deleterious. In three experiments (two stock out scenarios and one involving a rude salesperson), after a service failure, promotion-focused and prevention-focused individuals were exposed to high versus low arousal-inducing stimuli. Three approaches available to retailers were used to manipulate arousal levels: background pictures (Study 1), colors (Study 2), and music (Study 3). When high (low) incidental arousal-inducing stimuli were presented to those with a promotion (prevention) focus, this raised satisfaction, loyalty, and referral for brands compared to when promotion (prevention)-focused individuals were exposed to low (high) arousal-inducing stimuli. Changes in self-rated arousal and affect valence levels (arousal and valence levels were measured after the service failure and then after exposure to the incidental arousal-inducing stimuli) mediated the effect on these consumer behaviors. These insights extend theory by considering the combined effect of regulatory focus and affect. They also have practical relevance.     

Swine flu and hype: a systematic review of media dramatization of the H1N1 influenza pandemic

Highly disconcerting at the time, in retrospective, the 2009 H1N1 influenza pandemic looks like much ado about nothing. As a consequence, many accused the media of having created an artificial hype or hysteria around the new virus, thus contributing to unwarranted public fear. The current paper set out to examine the validity of such accusations. We integrated empirical findings on whether the media dramatized H1N1 on a global scale through systematically reviewing prior content-analytic studies. We developed a coding scheme specifying three indicators of dramatized media coverage that – together – inform about how mass media coverage about H1N1 may amplify risk perceptions in the public: (a) the volume of media coverage, (b) the media content presented, particularly an overemphasis of threat while neglecting measures of self-protection and (c) the tone of coverage. Results show that media attention was immense, that news content stressed threat over precautionary measures, while the pattern of coverage tonality remained nebulous due to conflicting findings. The present review also revealed a critical gap in existing knowledge about the tone of media coverage on H1N1, and discusses implications for future research on dramatization of public health risks by the media.     

How product–cause fit and donation quantifier interact in cause-related marketing (CRM) settings: evidence of the cue congruency effect

We are the first to examine the joint impact of product–cause fit and donation quantifier in the cause-related marketing (CRM) domain. We show that these two CRM cues interact in a unique manner, reflecting the cue congruency effect. Specifically, congruent combinations of these two cues result in high purchase intentions when the cues individually have positive effects. In all other cases, however, purchase intentions are low. Furthermore, we identify moderators of the above cue congruency effect. In Study 1, we show that the cue congruency effect is moderated by product-type, evidencing only in more hedonic product contexts. In Study 2, we show that the above cue congruency effect is moderated by purchase-type, evidencing in planned purchase contexts, but reversing in impulse purchase contexts. We discuss the process mechanism driving these effects, specify the contribution of this research for CRM, cue congruency and impulse purchases, and outline implications for practice.     

Spillovers between Bitcoin and other assets during bear and bull markets

This article contributes to the embryonic literature on the relations between Bitcoin and conventional investments by studying return and volatility spillovers between this largest cryptocurrency and four asset classes (equities, stocks, commodities, currencies and bonds) in bear and bull market conditions. We conducted empirical analyses based on a smooth transition VAR GARCH-in-mean model covering daily data from 19 July 2010 to 31 October 2017. We found significant evidence that Bitcoin returns are related quite closely to those of most of the other assets studies, particularly commodities, and therefore, the Bitcoin market is not isolated completely. The significance and sign of the spillovers exhibited some differences in the two market conditions and in the direction of the spillovers, with greater evidence that Bitcoin receives more volatility than it transmits. Our findings have implications for investors and fund managers who are considering Bitcoin as part of their investment strategies and for policymakers concerned about the vulnerability that Bitcoin represents to the stability of the global financial system.