Drivers of eWOM engagement on social media for luxury consumers: Analysis,implications, and future research directions

The rapid industrialization and growth across the world have fostered the consumption of luxury fashion brands. Electronic word-of- mouth on social media (eWOM) is fast becoming an effective and germane strategy to engage luxury consumers through posting pictures, sharing reviews, and communicating information on platforms like Facebook, Instagram, and TikTok. Extant research has not examined the antecedents and drivers that lead to eWOM behavior. We leverage self-congruity theory and through its focal lens, our study addresses this research gap through a survey conducted with 453 consumers in Mexico, Latin America's fastest growing market. Our results indicate that need for status, susceptibility to normative influence, and luxury brand involvement, moderated by authentic pride and social media influencers lead to eWOM behavior on social media. We also demonstrate that luxury brand involvement and susceptibility to normative influence mediate the relationship between need for status and eWOM behavior on social media. The study provides important implications to managers and researchers by suggesting long-term actionable strategies for growth that can help luxury firms develop a sustainable competitive advantage over rivals and competitors.     

How power distance belief,self-construal,and relationship norms impact conspicuous consumption

Building on the idea that luxury products can signal the owner's status to others, this research elucidates how fundamental and pervasive social factors—power distance belief (PDB), self-construal, and relationship norms—dynamically impact consumers' preferences for conspicuous consumption. Through three experiments, we found that (1) high-PDB consumers are more likely to prefer conspicuous consumption compared to low-PDB consumers, and this effect is mediated by their need for status; (2) the relationship between PDB and conspicuous consumption is enhanced under interdependent self-construal, attenuated under independent self-construal, and mediated by consumers' need for status; (3) these effects are moderated by relationship norms, such that the positive effect of PDB on conspicuous consumption under interdependent self-construal is attenuated when communal relationships (vs. exchange relationships) are salient. Our conceptualization and findings contribute to the literature on the dynamics of individuals' status-related behavior in social psychology and related fields, and provide important practical applications for luxury businesses.     

Dialectical mind can be sweet toward crisis‐associated products/brands

Consumers’ thinking style (e.g., dialectical thinking), which is fundamental to cognition, has been paid inadequate attention in the consumer literature. This research explores the impact of dialectical thinking on Chinese consumer responses toward crisis‐associated products/brands. Findings in three experimental studies indicate that, in comparison to those primed with nondialectical thinking, consumers primed with dialectical thinking report higher levels of purchase intention and trust for a crisis‐associated product/brand. This is the case not just for products with Chinese cultural background, but also for products with western cultural background. Consumers’ perceived severity of crises moderates the impact of dialectical thinking, with a stronger impact in a highly severe crisis situation than in a less severe one. A survey study indicates a similar pattern. These findings are important in suggesting ways of encouraging Chinese consumers to be insistent on quality standard in order to better protect their consumer rights, and moreover, for multinational corporations on how best to respond and formulate strategies of handling product‐harm crises in the Chinese market.     

The U.S. tourists’ perceptions of destination China over two transformative periods

This study conducted a textual analysis of The New York Times to examine the U.S. tourists’ perceived image of China as a destination by comparing the two periods of January 1980–May 1989 and January 2005–December 2015. The study found a drastic shift of the U.S. tourists’ affective image of China as a destination from being favorable and positive in the early period to being unfavorable and negative in the recent period. The affective image was characterized by the two domains of Exoticism and Sense of Superiority in the 1980s, as compared to the two domains of Ordinary and Negative National Image in the recent 10 years. Paradoxically, such a sentimental shift on the part of the U.S. tourists occurred while their perception of China’s destination attributes either did not change or grew more positive.     

“Retail is detail! Give consumers a gift rather than a bundle”: Promotion framing and consumer product returns

Retailers often use the promotion strategy of offering supplementary products (e.g., free gift, bundle) to attract consumers and increase sales. Despite the growing literature on the promotions that are differently framed but offer economically identical values, little research has examined the link between promotion framing and consumer product returns. The current article sheds light on this relationship, hypothesizing that a free gift promotion would be superior to a bundle promotion in reducing consumer product returns. The findings suggest that a gift‐framed promotion leads to a lower product return intention than an economically equivalent bundle promotion, because consumers tend to perceive more loss from giving up the gift‐framed (vs. bundle‐framed) deal. Further, this study examines a moderating role of brand familiarity (familiar vs. unfamiliar) and shows that the merits of free gift framing on product return intention via perceived loss are amplified (attenuated) when the promoted brand is familiar (unfamiliar). Overall, the investigations of this study imply that it is better to frame a promotion as a “free gift” than a “bundle” to increase perceived loss in returning the purchase and thus to decrease consumer product returns. This strategic intervention works especially when the gift is offered by familiar brands.     

Aggregate insider trading and market returns: The role of transparency

Using a sample of countries that require timely disclosures of insider trades, I investigate the effect of country‐level institutions that promote transparency on the extent to which aggregate insider trades predict market returns. I find that financial information transparency mitigates the predictive content of aggregate insider trades when markets are more likely to deviate from fundamentals (i.e., during market fads), and when there is greater co‐movement in stock prices. In contrast, there is some evidence that governance and investor protection mitigate the association between aggregate insider trades and future earnings surprises. Hence, holding constant the timely disclosures of insider trades, other capital market institutions play complementary roles in mitigating the informational frictions that give rise to the predictive content of aggregate insider trades.     

企业环保主张对消费者绿色购买意愿的影响机制研究

在广告设计中如何使用环保主张是影响广告效果和公司声誉的一项重要决策。基于此，文章引入归因理论和精细加工可能性模型对企业环保主张的效果和发生机制进行分析。结果表明：相较于关联型环保主张，消费者面对实质型环保主张时的绿色购买意愿更高；消费者环境关注调节了环保主张对绿色购买意愿的影响，即相较于关联型（实质型）环保主张，高环境关注（低环境关注）的消费者面对实质型（关联型）环保主张时绿色购买意愿更强；同时消费者的CSR内部动机感知在环保主张对消费者绿色购买意愿的影响中起中介作用。文章丰富了绿色广告理论体系，为增强企业环保主张的说服效果提供了理论依据。     

组织支持感与员工创造力——相对组织支持感和情感承诺的影响

从自我提升视角出发，基于社会比较理论与社会交换理论，分析组织支持感影响员工创造力的过程机制，相对组织支持感的调节作用以及情感承诺与创造力之间的曲线关系。基于458份企业员工与主管的配对样本，研究结果表明：相对组织支持感显著正向调节了组织支持感与情感承诺之间的关系，情感承诺与员工创造力呈显著的倒U型关系，情感承诺在组织支持感与创造力关系之间起到了瞬时中介作用。研究结果拓展了对组织支持感的影响机制及其边界条件的分析，深化了情感承诺与员工创造力关系的检验。     

Perceived hygiene attributes in the hotel industry: customer retention amid the COVID-19 crisis

The COVID-19 pandemic has caused a crisis in the hotel industry worldwide, but few studies have suggested methods to retain customers. This study proposes hygiene management as a means to minimize the indirect damage from COVID-19 to the hotel industry. It identifies perceived hygiene attributes and explores their influence on hotel image, word of mouth, and revisit intentions. This study identifies and validates three types of perceived hygiene attributes through qualitative and quantitative methods. It uses structural equation modeling to validate hypotheses and concludes that there are significant relationships of influence between the proposed variables. This study provides important and meaningful insights into hotel image and customer behavior through perceived hygiene attributes.     

社会地位来源对欺骗行为的影响——来自实验室实验的证据

如何减少欺骗是当前中国社会普遍面临的问题。文章结合社会地位理论和自我概念理论，研究了减少欺骗行为的机制。我们利用实验室实验，区分先赋性和自致性两种地位获取方式，用欺骗博弈来检验不同社会地位来源对欺骗决策的影响。结果发现，个人通过真实劳动获得的自致性社会地位可以显著减少欺骗行为；由于幸运得到的先赋性社会地位不能减少欺骗行为。同时，非物质收益的社会地位比赋予物质收益的社会地位更有效减少欺骗行为，说明物质收益是对市场化自我概念的提醒，从而无助于降低欺骗。研究结果在剔除策略性行为后依然稳健。研究有效验证了Mazar et al.（2008）关于影响欺骗行为的自我概念内在决定机制，并对各类组织提升诚信管理具有重要借鉴意义。