Three dimensional product presentation quality antecedents and their consequences for online retailers: The moderating role of virtual product experience

This study investigates the impact of three-dimensional (3D) product presentation quality (3D-Q) on attitude toward presented product and attitude toward website, which in turn affect users’ satisfaction. Therefore, this research developed a hypothetical online retailer website, which presents a variety of 3D laptops that allows users to control the content and form of the 3D flashes. We measured 3D-quality based on a multi-dimensional construct. In other words, we define and operationalize 3D-quality based on information quality, system quality, authenticity, and enjoyment (second-order). We employed a non-student sample (n=410) to collect the data. We find that 3D-quality determines perceptions of attitude toward presented product and attitude toward website, which in turn influence users’ satisfaction. Furthermore, we find that virtual product experience moderates the relationships between attitude toward presented product, attitude toward website and users’ satisfaction. Our study provides important implications for e-tailers.     

The effect of information overload on consumer choice quality in an on‐line environment

As more and more consumers become part of the net population, retailers and manufacturers as well as dot‐com storefronts are touting consumers by providing an ever‐increasing amount of product information. Their long‐term survival and profitability may be determined by how much and how well their product information is presented to and processed by the consumers. By combining both the traditional and structural approaches to the information‐overload phenomenon, this study investigates the impact of Web site information on consumer choice and psychological states in an on‐line environment. Varying the number of alternatives and attributes (traditional measure) and attribute level distribution across alternatives (structural measure), this study asks subjects to choose the best (dominant) CD player in a given set. Their subjective states such as satisfaction, confidence, and confusion are also measured. Results show that the number of attributes and attribute level distribution are good predictors of the effect of information overload on consumer choice. In addition, the study finds that on‐line information overload results in less satisfied, less confident, and more confused consumers. Implications and suggestions for future research are provided. © 2004 Wiley Periodicals, Inc.     

Animation attracts: The attraction effect in an on‐line shopping environment

Two studies examine the attraction effect—an inconsistent choice behavior typically observed when consumers are presented with two products (target and competitor), both good for different reasons, and a worse “decoy”—in the context of online consumer decisions with different product displays (animated or static). The experiments, with different participant populations, show that the attraction effect in an online shopping environment depends on the animation format of the products. Experiment 1 (with Italian participants) suggests that the attraction effect is eliminated when target and competitor are both animated and is accentuated when the target is animated and the competitor is static, regardless of whether the decoy is animated or static. Experiment 2 replicates this animation/attraction effect in the United States, where on line shopping is more common than in Italy. The paper concludes with theoretical and practical implications for on line shopping. © 2006 Wiley Periodicals, Inc.     

The antecedents and consequences of a market orientation: the moderating role of organisational life cycles

Abstract

There is widespread agreement in the marketing literature that newly founded and established mature companies have different perspectives on marketing. However, there is little comparative research in this respect. Therefore, the current research compares the antecedents and effects of a market orientation (MO) – as one major construct in marketing research – across organisational life-cycle stages, thereby integrating organisational life-cycle theory into MO research. Our hypotheses are based on the information-processing model of Tushman and Nadler (1978 Tushman, M. and Nadler, D. 1978. Information processing as an integrating concept in organizational design. The Academy of Management Review, 3(3): 613–624. [Crossref] , [Google Scholar]). In order to test these hypotheses, we conduct a survey-based empirical study of 252 new high-tech ventures. Our results show that the organisational life-cycle stage does indeed exert a moderating influence on the links between MO and its antecedents, and performance consequences. The implications for the market literature are discussed in detail. A map of possible future research topics is derived.     

A study on the antecedents and consequences of satisfaction and dissatisfaction in web portal usage

Service Business - Unlike previous studies on web portal preference that focused mostly on satisfaction, this study considered both satisfaction and dissatisfaction. This study established that (1)...     

Investigating antecedents of consumers' recommend intentions and the moderating effect of switching barriers

The current study moves beyond customer-perceived value, service quality, and corporate image and demonstrates that switching barriers are important factors influencing a customer's decision to recommend a service provider to others. This work examines a contingency model between customer-perceived value, service quality, corporate image, and switching barriers. The results indicate that the impact of these parameters on consumers' recommend intentions increases under conditions of high switching barriers. The implications of these results are also discussed.     

Interfirm strategic integration in retailer buying groups: antecedents and consequences on the retailer's economic satisfaction

Abstract

Independent small retailers have shown a growing trend toward joining buying groups as a means to compete against large distribution chains. The retailer's strategic integration of the relationship with the buying group (RSI), i.e., the retailer's recognition of this relationship as a strategic asset, is the focal theoretical construct of this study. With a sample of retailers of home appliances that are integrated in a buying group, the empirical test of two alternative models about the antecedents and consequences of RSI has confirmed that the concept plays an important and significant mediational role in explaining the effects of environment and relational characteristics on the retailer's satisfaction with the buying group. The author discusses the theoretical implications of the results obtained and explores consequences for decision makers.     

The effect of consumption emotions on satisfaction and word‐of‐mouth communications

This paper examines the impact of consumption emotions on consumers' satisfaction and how it affects what they tell other consumers. The conceptual model is based on the premise that pleasure and arousal influence satisfaction, word‐of‐mouth (WOM) communications, and the likelihood of generating WOM. A study of 470 moviegoers in a French Canadian city supports most of these relationships. The results indicate that even when the effects of satisfaction are accounted for, pleasure and arousal have significant effects on WOM. © 2007 Wiley Periodicals, Inc.     

Reexamining and extending the dual mediation hypothesis in an on‐line advertising context

The relationship between attitude toward the advertisement (A_ad) and intentions to buy (I_b) is a controversial one. The present research examines the potential for a direct relationship between A_ad and I_b within an on‐line advertising context, substituting A_site (attitude toward the Web site) for A_ad. The article replicates previous findings with respect to the four competing A_ad models they tested. The article then predicts and finds a significant A_site → I_b path based on an opportunity and motivation perspective. In terms of opportunity, Web sites contain nonproduct information that is independent of traditional measures of brand attitude (A_b), such as security, ease of use, transactional capabilities, which are likely to affect I_b. Further, on‐line consumers are motivated to process this information when they visit a Web site because they cannot directly examine the products they are considering. Evidence for the opportunity and motivation perspective is provided by the decomposition of A_site into its claim and non‐claim components and assessment of the A_site → I_b path across levels of motivation to process. Implications for on‐line advertisers are discussed. © 2005 Wiley Periodicals, Inc.     

Determining the antecedents and consequences of donor‐perceived relationship quality—A dimensional qualitative research approach

It is generally accepted that an understanding of quality conceptualizations is instrumental in the design and development of customer care programs. This study applies the dimensional qualitative research approach to develop a conceptual model, which demonstrates the antecedents and consequences of donor‐perceived relationship quality. This model shows that relationship benefits, service quality, trust, commitment, and satisfaction are the key antecedents of donor‐perceived relationship quality. Relationship benefits, service quality, and trust are also modeled as cognitive in nature, whereas commitment and satisfaction are modeled as affective variables. The model also highlights donor loyalty and positive word‐of‐mouth communications as the central consequences of donor‐perceived quality. The model gives rise to a useful research agenda for fund‐raising professionals. © 2007 Wiley Periodicals, Inc.     

The antecedents and consequences of trust in online-purchase decisions

The primary research objective of this study rests on presenting and validating a model for the antecedents and consequences of consumer trust in the context of online purchase decision-making by means of simulation and survey methods. For this purpose, the study seeks to validate the correlation and causal relationships among the model's elements involving antecedents to trust (transactional security, web-site properties, search functionality, and personal variables), consequences (purchase intention), and mediating variable (web-site awareness).Based on the findings of a controlled simulation study involving 122 college students, are the following major results: (1) web-site trust showed a significant response to site properties including the image-related variables such as company awareness and company reputation, while satisfaction significantly responded to navigation functionality; (2) personal variables such as familiarity with e-commerce and prior satisfaction with e-commerce were found to have high correlation with web-site satisfaction as well as trust; (3) web-site trust, web-site satisfaction, and web-site awareness all influenced the online-purchase intention, and (4) web-site trust and web-site satisfaction had a high correlation.The findings of this study suggest a new approach to understanding and identifying the antecedents and consequences of web-site trust whose importance is increasing in the study of Internet commerce. Also, the study findings provide the Internet marketers with the managerial implications to establish effective online marketing strategy.     

A study of the on‐the‐job training of production line operatives in manufacturing companies

A case‐study using interview and observation investigated on‐the‐job training in manufacturing companies to consider the implications for personnel professionals. The findings were that training was undertaken by peer colleagues who had received very restricted trainer training, and the training was wholly outside the oversight of personnel professionals. Developments were proposed which, while they would apply primarily to the case‐study organisations, might well be appropriate for more general implementation.     

Disciplining top‐performing unethical salespeople: Examining the moderating effects of ethical seriousness and consequences

Managers take many factors into account in deciding the level of discipline to administer to subordinates who have engaged in some form of undesirable work behavior. In general, performing other job tasks well, such as being a top sales producer, has been shown to be more likely to bring about an external attribution (attributing the cause of the undesirable behavior to some person or thing other than the performer) and, in turn, more lenient forms of discipline. However, other factors may be taken into account that might alter a manager's diagnosis of, and response to, undesirable employee behavior. This study examines the general tendency of sales managers to treat top sales performers more leniently than poor sales performers when these salespeople engage in unethical selling. Specifically, the study sought to determine if unethical acts of a more serious nature and unethical acts associated with more serious consequential outcomes would offset the general tendency to treat top sales performers more leniently. Findings revealed that top sales performers are still disciplined more leniently than poor sales performers despite engaging in more serious behaviors that produce more serious consequences. Implications for sales managers are presented. © 2006 Wiley Periodicals, Inc.     

The power of international marketing functions: antecedents and consequences

Purpose: This paper addresses intra-organizational power of international marketing (IM) functions. While IM functions play an important role in firms that operate in continuously changing international environments, their power has been under-explored. Importantly, IM managers need to understand their function’s power and its implications for business performance.

Methodology/approach: Drawing on resource-dependency and interaction theories, we contend that IM functions’ power is affected by the power of non-marketing functions and coordination and conflicts with them. Additionally, IM functions’ power should affect international performance. However, contingency factors may change this effect. The empirical study uses data from senior managers of B-to-B international firms. The model is tested using multiple regression analysis and extensive post-hoc tests.

Findings: While IM functions are powerful, their power is enhanced by coordination with other functions and is reduced by the power held by non-marketing functions. Surprisingly, conflicts with other functions increase IM functions’ power. Finally, IM functions’ power enhances international performance but its effect is weakened by intra-IM conflicts and differs across hi- and low-tech firms.

Research implications: This study provides insights about drivers and outcomes of IM functions’ power based on their relationships with non-marketing functions. Performance consequences of IM power are dependent on contingencies. The study extends knowledge on the under-researched phenomena of marketing power in a B-to-B international context.

Practical implications: IM managers should manage sources of relative functional power and unique intra-firm interactions to sustain or promote their power and thus benefit their firms’ international performance. Practitioners recognize mechanisms to control IMs’ power.

Originality/value/contribution: The study is the first to focus on the interactions of IM functions with non-marketing functions in B-to-B firms and thus complements prior research on IM, general marketing, and non-marketing functions.     

Matching a cause with self‐schema: The moderating effect on brand preferences

The moderating roles of consumer brand involvement type and product type on the effect of a match between consumers' self‐schema and the cause a brand supports on consumers' preference for the cause‐supporting brand is investigated. The authors show that a schema–cause match enhances consumer preference for a brand engaging in cause‐related marketing when (1) consumers' involvement with the brand is of the impression‐relevant type (vs. outcome‐relevant type) and (2) when the branded product is functional (vs. hedonic). © 2011 Wiley Periodicals, Inc.     

Customer behavior in electronic commerce: The moderating effect of e-purchasing experience

This study analyzes the perceptions which induce customers to purchase over the Internet, testing the moderating effect of e-purchasing experience. We distinguish between two groups: (1) potential e-customers, who are considering making their first e-purchase, and (2) experienced e-customers, who have made at least one e-purchase and are thinking about continuing to do so. The perceptions that induce individuals to purchase online for the first time may not be the same as those that produce repurchasing behavior. Our findings demonstrate that customer behavior does not remain stable because the experience acquired from past e-purchases means that perceptions evolve. The relationships between perceptions of e-commerce change with purchasing experience, whilst the influence of Internet experience is stable for all users. The implications are especially interesting for e-commerce providers whose business models depend on e-customer behavior.     

Exploring antecedents and consequences of managerial moral stress

The legitimacy of moral stress as a distinct form of general stress has long been debated in previous research. Moreover, individual‐level antecedents of moral stress are yet to be tested among executives. This study investigates role identity saliency (by calculating the total saliency of roles and competition between roles) as an individual‐level antecedent of managerial moral stress and turnover intent as a consequence of managerial moral stress among high‐level strategic decision makers in organisations. We also analyse the moderating effect of moral attentiveness in these relationships. Survey data were collected from 264 strategic decision makers from small to large U.S.‐based organisations. While controlling for overall stress, results support a moderated model, wherein individuals exhibiting a high level of moral attentiveness also demonstrated a significant positive relationship between work role competition and moral stress and between managerial moral stress and turnover intent. Surprisingly, total role saliency demonstrated a significant negative relationship with managerial moral stress for the same individuals. Overall, the results suggest that managerial moral stress may be a legitimate threat to executive retention, above and beyond general stress, for the individuals who are highly attentive to the moral aspects of their environment.     

From a commodity to an experience: The moderating role of thematic positioning on congruity‐based product judgment

Research in positioning strategy suggests that a product schema, when presented in a moderately incongruent fashion, can evoke a greater degree of positive evaluation than if presented congruently with consumer expectations. This phenomenon has been coined the schema congruity effect. To date, one of the limitations of the phenomenon is that it has been applied almost exclusively to taxonomic stimuli, with little reference to thematic, eventlike stimuli. Two experiments verified that taxonomic and thematic product categories differ with respect to their unique characteristics. Consequently, despite successful replication of the schema congruity effect during taxonomic interpretation, when pushed thematically, the schema congruity effect failed to manifest. Furthermore, both experiments confirmed that, unlike taxonomic product categories that benefit from abstract and moderately incongruent positioning, thematic product categories benefit from concrete and congruent positioning. Implications for understanding the moderating role of thematic positioning on congruity‐based product evaluation as well as the differences between taxonomic and thematic stimuli are discussed. © 2010 Wiley Periodicals, Inc.