Shopping on the Internet–Online Purchase Behavior of New Zealand Consumers

ABSTRACT

The Internet provides an evolving channel for both business people and consumers to achieve their mutual aims. The rapid growth of Internet users in New Zealand provides a developing prospect for E-marketers. New Zealand has literate, educated, technology savvy “netizens” who are willing to spend time and money over the Internet. If E-marketers know the demographics of online New Zealand purchasers and the relationships between these demographics and online buyers' behavior, then they can further develop their marketing strategies to convert potential customers into active ones, while retaining the existent online customers. This paper provides an insight into the demographic profile of New Zealand's online purchasers. Some implications are also provided in this research.     

Where Did They Go Wrong? An Analysis of the Failure of Knowledgeable Internet Consumers to Detect Deception Over the Internet

This paper uses an information-processing model of deception detection to understand the reasons underlying Internet consumers' success and failure at detecting forms of intentional deception that occur on the Internet. Eighty MBA students visited either a real commercial site or a deceptive copycat (page-jacking) site. The deceptive site was identical to the clean site except that it contained six deceptive manipulations (e.g., forged favorable quotes from authoritative sources). This study compares the information processing behavior of four groups of subjects: those who detected the deception, those who missed it, those who correctly identified the real site as non-deceptive, and those who incorrectly believed that the real site was deceptive. It was found that (1) priming subjects to generate the hypothesis of deception weakly facilitates detection success, (2) competence at evaluating the hypothesis of deception is a strong differentiator between successful and unsuccessful detectors, and (3) successful detectors rely on assurance cues and heavily discount trust cues. Unsuccessful detectors do the opposite.     

Are You a Chocolate Lover? An Investigation of the Repurchase Behavior of Chocolate Consumers

This study aimed to understand the factors affecting repurchase behavior of chocolate brands and, consequently, customer retention and acquisition. The study adopted a qualitative, inductive approach using in-depth interviews with 31 Australian consumers. The factors identified in the extant literature as antecedents of customers’ repurchase intention in the chocolate industry, including brand recognition, sales promotion, product price value, variety, taste, texture, size, packaging, and customer satisfaction, were confirmed. The results also indicated that functional value, product selection value, self-gratification value, socialization value, and transactional value were also considered during the consumer decision-making process. Implications for practitioners are provided.     

Why Do Some Consumers Make Unhealthy Food Choices?

This research examines the impact of gender, age, and education on food choices and addresses issues of causality in these observed relationships; a logit model was used to test the mediation effects and hypotheses. The results from a self-administered online survey indicate that gender and education are two key predictors of consumers’ food choices for their children. These findings are further explained by attitudes toward obesity. Specifically, female consumers and parents with lower levels of formal education tend to select food products that are nutritionally inferior because they are not necessarily concerned about their child’s weight and do not usually restrict their child’s food and diet. This research advances a causal mechanism that explains unexpected consumers’ food choices; it essentially proposes and tests two mediators—restrictions of a child’s weight and concerns about a child’s weight—of the relationship between key demographic variables and consumers’ food choices.     

Why Do Microfinance Institutions Go Green? An Exploratory Study

In recent years, in addition to financial and social objectives, the microfinance industry has started to look at its environmental bottom line. The objective of this paper is to identify why microfinance institutions (MFIs) decide to go green. Data was collected through a quantitative survey of 160 MFIs and qualitative semi-structured interviews of 23 MFIs’ top managers. Basing our analysis on the model of ecological responsiveness developed by Bansal and Roth (Acad Manag J 43(4):717–736, 2000), we discover that MFIs for which legitimation (stakeholder pressure) is the dominant driver tend to adopt a defensive approach and set up more superficial negative strategies to appear green. In contrast, MFIs for which social responsibility is the dominant driver tend to be more proactive and innovative and develop adapted financial and non-financial services to promote environmentally friendly practices.     

Why Do Some Consumers Prefer Organic Food? A Discourse Analytical Perspective

In an attempt to better understand the main motives behind organic food consumption, this study explores the consumer discourses of organic food. In all, 35 in-depth interviews were conducted, from which three major discourses were identified. These discourses were named primitivist, retro, and racialist. The data suggest that these Romantic discourses play on images of a supposedly glorious and innocent past. Consequently, consumers using these three discourses were more likely to prefer organic food, as they had a tendency to construct this type of food as more natural, authentic, and real. In this sense, Romantic discourses seem to offer more resonant themes for consumers than contemporary modern science can ever provide.     

Who Buys Overpackaged Grocery Products and Why? Understanding Consumers’ Reactions to Overpackaging in the Food Sector

While most studies dealing with waste reduction at the consumer level focus on recycling, this paper rather concentrates on precycling strategies and purchasing behaviors in order to understand how to promote waste reduction at the source. More specifically, the purpose of this work is to grasp consumers’ perceptions of overpackaging and understand the mechanisms underlying their choice of overpackaged versus non-overpackaged food products. Based on the different themes that emerged from a qualitative study (study 1, n = 11), a quantitative research was conducted among French interviewees (study 2, n = 327) in order to identify relevant groups of consumers. Five profiles emerged from the cluster analysis: the supporters, the self-sacrificing, the detractors, the indifferent, and the self-centered. Finally, an experiment was conducted (study 3, n = 808) that highlights the influence of range positioning and salience of non-overpackaging on consumer choice. Implications for public policy makers and companies are discussed.     

Are Consumers International? A Study of CSR,Cross-Border Shopping,Commitment and Purchase Intent among Online Consumers

The purpose of this study is to investigate purchase intent in online marketplaces as an international phenomenon. A profile of the international online consumer is established, taking into account factors such as indicators of socio-economic development of their home countries. A structural model is analyzed using LISREL, testing the importance of CSR, the propensity to buy from international online vendors and commitment with purchase intent as the dependent variable. A cross-national dataset of 804 respondents from 57 countries is analyzed, showing that CSR activities alone do not increase purchasing intent, but they do when mediated by commitment.     

Why Do Firms Enter into a New Niche Market? An Integrated View of Objective and Subjective Antecedents of Strategic Decisions

This study is based on behavioral theories and has the purpose of determining the predictors and contingencies of strategic decision making within the strategic tripod framework and CEO age effect. Furthermore, we focus on the effect of the interaction of these aspects on strategic decisions. Multiple theories and concepts are applied in this paper, such as the institution-, industry-, and resource-based view, upper echelons theory, socio-emotional wealth, empathy, and so on. Specifically, we focus on why Chinese real estate firms decide to enter the aged housing market. By conducting an empirical study using panel data from 134 listed Chinese real estate companies, we make the following conclusions: Institutional pressure and competitor numbers positively affect, whereas slack harms, the likelihood of entry. Ceteris paribus, the resource effect is strongest when the institutional effect is the most significant. When facing institutional pressure, a firm with a CEO older than 50 is significantly more likely to enter the aged housing market than firms with a CEO that is younger.Relieving institutional pressure and avoiding cutthroat competition are helpful in making strategic decisions but not for digesting slack resources. The CEO makes strategic decisions by replying to institutional pressure but likely not from engagements in resource or competitive affairs.     

Why Do Consumers Stay When Things Are Bad and Leave When Things Are Good?

The study seeks to identify and classify motives for customers leaving when things are good and motives for staying when things are bad. Thus, this study identifies reasons for remaining in a business relationship when not satisfied. These motives are termed Capture Assistants. The study also identifies reasons for leaving a provider when satisfied. These motives are termed Escape Assistants. The critical incident technique was used to gain insights. A total of 219 incidents were classified. The results reveal that Capture Assistants hinder customers from leaving because they manifest themselves as fears of loss. Conversely, Escape Assistants motivate satisfied customers to leave because they promise gains. Managerial implications are outlined.     

Do We Follow the Leader or the Masses? Antecedents of the Willingness to Pay Extra for Eco‐Products

This paper reports on an experiment that tests for the existence of peer effects in consumers' willingness to pay (WTP) for sustainable products. More specifically, we investigate whether the premium for an eco‐labeled laundry detergent is sensitive to receiving information about the premium paid by other members of one's social group. The information manipulations in the experiment test for two distinct types of social influence, i.e., conformist and payoff‐biased transmission. We find strong empirical evidence for a conformist transmission. Participants informed about the positive premium paid by the majority of their peers reported a higher premium than individuals not receiving any information. This result shows that previous studies on the WTP for sustainable products, which explain premiums by attitudinal measures and sociodemographic traits, unwarrantedly provide an under‐socialized account. The inclusion of social influence variables significantly increases the explanatory power of the model.     

Antecedents to Online Purchasing–An Exploratory Comparison of Anglo versus Hispanic Consumers in the United States

ABSTRACT

This exploratory research investigates whether or not Anglo versus Hispanic consumers in the United States (US) differ with respect to purchase behavior on the Internet. As a new, ground-breaking innovation, the Internet represents an entirely new medium of exchange. In this study, we address whether or not the Internet has been adopted to the same extent and in the same way(s) among Anglo and Hispanic US consumers. Anglos and Hispanics represent the two largest segments of the US population and, curiously, little if any marketing research has compared and contrasted these two groups with respect to using the Internet to make commercial purchases. Extant theory and research in electronic commerce provide a basis to suggest that there may, in fact, be differences across these two US sub-cultures. Our findings reveal that the two groups do actually differ in this regard; the data also offer insights into these differences.     

Do consumers view the nutrition facts panel when making healthfulness assessments of food products? Antecedents and consequences

Consumer use of the Nutrition Facts Panel (NFP) is an important topic of interest to researchers and public policymakers. Studies conducted in the United States and elsewhere find high levels of self-reported use of the NFP or its equivalent. However, data from self-reports may inflate estimated NFP use due to social desirability problems. Utilizing data from an online experiment, we examine whether consumers choose to view the NFP when assessing the nutritional properties and disease-fighting abilities of foods. We also examine the antecedents of NFP-viewing behavior and its implications for the accuracy of healthfulness judgments and the potential for overgeneralization. We conclude with a discussion of the public policy implications of our results and point to directions for future research.     

Why Do Governments Privatize Abroad?

Privatization through global equity market placement has largely contributed to financial market development and integration. Despite the relevance of the fact, the reasons underlying governments' choice to sell shares of privatized companies abroad are still poorly understood. This paper presents new evidence for a sample of 233 share issue privatizations in 20 OECD countries, showing that redistribution concerns and the objective of domestic financial market development make domestic privatization more likely. However, if budget constraints are binding, governments tend to sell abroad a larger quantity of shares, particularly when corporate governance at home is weak.     

Was the Internet the Only Option? Which Way Should Business and Information Systems Engineering Go?

In global competition, the Internet turned out to be the single and hegemonial infrastructure for communication. It has become the “nervous system” of today’s networked economy. While the first phase provided communication services, like e-mail, the WWW has established an interactive platform to allow easy access to advanced services. Now, in its “third” or cooperative phase, the Internet will finally lead to a ubiquitous informatization where business processes and applications become interleaved beyond the boundaries of enterprises. For this phase, many analogies to the emergence of the Internet can be observed.     

Antecedents of mentoring: Do multi-faceted job satisfaction and affective organizational commitment matter?

This study examines the relationships between work attitudes, willingness to mentor and business-to-business salesperson mentoring support. Results provide evidence that individual directed organizational citizenship behavior (altruism) and willingness to mentor may not share as many antecedents as the literature conceptualizes. Willingness to mentor is a strong predictor of serving as a mentor and mentors most willing to mentor provide protégés with the greatest vocational, psychosocial and role modeling support. The findings raise concerns regarding the applicability of organizational citizenship behavior theory as a framework for understanding why employees mentor.     

Exploring the Antecedents of Brand Loyalty and Electronic Word of Mouth in Social-Media-Based Brand Communities: Do Gender Differences Matter?

ABSTRACT

Recently, social media have emerged as key marketing communication channels. In this context, consumers are increasingly gathering in online communities which have been identified as social-media-based brand communities (SMBBCs). However, notwithstanding scholars' attention towards SMBBCs, the role of consumers' gender in developing brand loyalty intention (BLI) has been scarcely explored by literature. Moreover, scant attention has been given to the analysis of whether gender is related to different propensities towards brand recommendation—identified as a proactive behavior towards a positive electronic word of-mouth diffusion (E-WOM)—in the social media context. Hence, this research aims to explore the antecedents of BLI and E-WOM by focusing on consumers' gender differences. A structural equation model has been created based on 250 surveys collected among SMBBCs of an American sportswear brand. The results showed that male consumers' BLI is influenced by engagement in SMBBCs. Instead, brand trust was the main antecedent of females' BLI.     

Do the Same Models Apply to Consumers and Business Firms? Comment on the Paper by Frey

Journal of Consumer Policy -     

What Makes a Human Brand Authentic? Identifying the Antecedents of Celebrity Authenticity

While authenticity has received considerable attention in the marketing literature, the factors that influence the perceived authenticity of a celebrity's “human brand” have remained unexplored. This research fills this void by identifying the antecedents of celebrity authenticity, defined as the perception that a celebrity behaves according to his or her true self. Based on a qualitative analysis of an open‐ended survey completed by 218 adults and on previous authenticity literature and attribution theory, the authors propose two antecedents of celebrity authenticity—rarity and stability—that are each composed of three sub‐dimensions. Analyses of cross‐sectional survey data from a sample of 428 adults provide support for the hypotheses that stability and rarity positively influence celebrity authenticity. Additionally, based on aging stability theory, the authors predict and demonstrate that the effects of rarity and stability on celebrity authenticity are moderated by age.     

How Well Do Consumers Protect Themselves from Identity Theft?

Identity theft is a serious and increasingly prevalent crime, and consumers need to take preventative measures to minimize the chance of becoming a victim. In an effort to assess consumer preparedness, this exploratory study measured the self‐reported behavior of 61 college students and 59 non‐students on thirteen identity theft preventative activities that were suggested by the Federal Trade Commission. Consumer education appears to be adequate for several identify theft preventative behaviors, but not for others. In addition, students and non‐students demonstrated some interesting divergencies in behavior. Based on these preliminary findings, areas for increased consumer education and future research are recommended.