What drives brand love for natural products? The moderating role of household size

Natural products, including food, cosmetics, and other fast-moving consumer goods, are becoming increasingly popular, and their health-related benefits are widely recognized. Despite the growing awareness and use of natural products, little is known about the enablers and barriers that influence consumers' brand love toward them. The present study attempts to address this gap and better explain consumer behavior toward natural products by utilizing the stimuli-organism-response (S–O-R) theory. The study rests on the premise that certain stimuli influence the internal state of consumers (i.e., the organism), which, in turn, shape their response to products and services. This study uses health consciousness and environmental concern as the stimuli, both facilitators (natural content and regional product) and inhibitors (usage and image barriers) as the internal state of the ‘organism’, and brand love as the response. Based on analysis of 720 responses, the study empirically reveals that health consciousness and environmental concern significantly influence the consumers' internal state, as represented by the identified facilitators and inhibitors . Three of these, namely, regional product, image barriers, and usage barriers, are found to shape brand love for natural products. The moderating role of household size on brand love is also confirmed.The findings of the study contribute to the literature on consumer behavior and practice.     

Can good news be bad? The role of brand communication strategy and brand commitment in the announcement of product improvements

Although product improvements are usually good news, this research reveals that brands can be affected negatively depending on the level of brand commitment and on the type of communication strategy chosen by the brand. More specifically, this research examines how high-commitment consumers react to product improvements, and how these consumers respond to a communication strategy in which a brand admits that the new product version improves upon a previous inferior product (herein referred to as ‘honesty strategy’). Results of an online study reveal that product improvement is perceived more negatively by high- (compared to low-) commitment consumers, and that these consumers react more negatively and attribute manipulative intent when the brand uses an honesty strategy. This research shows that brands need to be cautious in communicating product improvements to consumers, particularly to its most committed ones. An admission that a product improvement significantly enhances the quality of a previous (inferior) product may backfire with committed consumers.     

Hospital trust or doctor trust? A fuzzy analysis of trust in the health care setting

Are interpersonal trust and organizational trust mutually complementary or substitutable in determining patient purchasing intention? To address this issue, we develop a theoretical model to distinguish and test the interrelationship between the two types of trust in the setting of the health care industry. Using multiple regression analysis and fuzzy-set qualitative comparative analysis, we reveal that organizational trust and interpersonal trust are complements rather than substitutes. We also examine how four primary boundary conditions (i.e., trust propensity, perceived behavioral control, price sensibility, and brand awareness) influence the relationships between the two types of trust and purchase intention. Our findings provide unique insights for health care practitioners to effectively manage trust in hospital-doctor-patient relationships.     

How does attachment style influence the brand attachment – brand trust and brand loyalty chain in adolescents?

This study contributes to the growing body of literature investigating how and why consumers form connections to brands by applying an attachment theoretical framework. According to the attachment theory, children develop internal working models of the reliability of others in the interaction with the primary caregiver(s). It can be assumed that this attachment style, which is conceptualized along two dimensions (secure–anxious and dependent–independent), not only influences intimate relationships in the long run, but may also play an important role in customer relationships. The author investigates the influence of attachment style along the brand attachment – brand trust and brand loyalty chain. The sample consists of 216 adolescents. The results derived from structural equation modeling (SEM) by proposing a non-recursive model show that the dependent–independent dimension of parental attachment style positively influences the corresponding dimension of brand attachment predisposition and is important for all of the constructs along the brand attachment – brand trust and brand loyalty chain. However, this is not the case with the secure–anxious dimension of parental attachment style. The secure–anxious dimension of brand attachment predisposition does, on the other hand, have a significant impact at least on brand trust. The results are discussed from an attachment theoretical point of view and corroborate the suppositions of Rindfleisch, Burroughs, and Wong (2009 Rindfleisch, Aric, James E. Burroughs, and Nancy Wong. 2009. The safety of objects: Materialism, existential insecurity, and brand connection. Journal of Consumer Research 36 (1): 1–16.[Crossref], [Web of Science ®] , [Google Scholar]), who grounded their findings on terror management theory. Several possible implications of these results for the theory and practice of brand management and advertising, especially in the light of the gamification of advertising, are discussed.     

What influences consumers’ intention to purchase organic personal care products? The role of social reassurance

Green and organic markets have grown rapidly in recent times, thanks to the increasing global popularity of having a healthier lifestyle. Rising consumer awareness of the risks of synthetic chemicals for humans as well as the environment have boosted the demand for organic personal care products (PCPs). To better understand the micro-mechanisms guiding the organic PCPs buying process, this study builds on the social proof theory by examining the drivers leading this process in two different national contexts. Partial least squares structural equation modelling was used to conduct a multigroup analysis on a sample of 473 consumers (n = 266 from Spain, n = 207 from Italy). Findings reveal the significant role of environmental value, product knowledge, convenience & quality, and information adoption. Furthermore, the study introduces and validates the new construct ‘social reassurance’ explaining the psychological mechanisms leading the organic PCPs buying process.     

What drives consumers to customize products? The mediating role of brand experience

Brands are increasingly seeking ways to engage consumers in deep and meaningful brand experiences. As technological advances have developed, brands have an increasing arsenal to draw on in creating brand experience. One increasingly common tactic is product customization, whereby consumers are provided the ability to create their own products from a set of options. With this study, we seek to understand the mediating role of brand experience in consumer decisions to customize products. Specifically, we investigate the interplay of non-brand drivers (those intrinsic to the consumer) and brand drivers (those extrinsic to the consumer) in the context of customization. In doing so, we develop an understanding of consumers' intention to use a customization toolkit and their subsequent intention to purchase customized products. We find brand experience drives intention to use a customization toolkit, mediating the relationship between individual factors and usage intentions. A customer's prior experience and their intention to use a customization toolkit are also direct drivers of customized product purchase intention.     

Enjoyment or autonomy? The interactive effect of brand ritual and brand personality on consumer purchase

The use of brand rituals is a pervasive tactic in business, but the marketing effectiveness of this practice largely remains unknown. In the present research, we postulate the contingent nature of brand rituals on consumer purchase. Based on the two countervailing processes—the enhancement of perceived enjoyment and the reduction of perceived autonomy, we suggest that the effectiveness of brand rituals is determined by the interaction between the degree of brand ritual (simple vs. sophisticated) and the brand personality (excitement vs. sincerity). By means of field and laboratory experiments in various product categories (i.e., fruit tea, juice, stationery, and hand cream), we show that for a sincere brand, a sophisticated brand ritual elicits higher consumer purchase than a simple brand ritual only via the process of enhanced enjoyment because its sincerity personality weakens the salience of the process of reduced autonomy. In contrast, for an exciting brand, a sophisticated brand ritual elicits lower consumer purchase than a simple brand ritual via the process of enhanced enjoyment but reduced autonomy (the autonomy route dominates the enjoyment route) because its exciting personality intensifies the salience of the process of reduced autonomy. In simple words, a sophisticated brand ritual benefits a sincere brand, but a simple one benefits an exciting brand. Our findings extend the research on ritual and brand ritual and offer implications for marketing practice regarding how to design a brand ritual more effectively.     

When less is more? The contingent effect of product supply limitation in the release of new electronic products

In the market of consumer electronics, firms often limit their product supply to create a scarcity effect to entice consumers to buy their product. However, the outcome of such a strategy is not always desirable. In this study, we propose the product configuration level as a contingent variable that works with the supply level to affect the outcome of a supply limitation strategy. With a vignette-based experiment, we find that for a product with a superior configuration, consumers' purchase intention is boosted only if the supply is very limited. For a product with an inferior configuration, however, the supply limitation strategy does not work at any supply level. Therefore, the supply limitation strategy works only for a superior product configuration and at a fine-tuned supply level.     

The effect of trust in management on salespeople’s selling orientation

Marketing Letters - In the following study, a sales rep hard-selling orientation is much more influenced by the hard-selling orientation they perceive senior management want them to adopt when (1)...     

Will that brand extension hit legal headwinds? The natural expansion of a trademark

Entering a new product category or new geographic area may mean adding one or more new competitors with names similar to that of the now-extended brand names those competitors have trademarked or can claim by common law as first users. A company extending its brand therefore may be unable to use its own trademark legally unless it can show the brand extension as a natural expansion. Most such lawsuits settle, but this study uses legal research methods to examine 12 that went to trial. Results show a brand extender most often prevailing in court if and only if (1) its extension into a new product category is seen as similar to its current offerings or (2) its geographic expansion is seen as simply moving into an area in which it already has market presence. By contrast, a firm may lose out to a company already using a similar name for a diverse set of reasons: products differing from their current offerings, differing trademarks, weak marks, or if buyers seem unlikely to encounter both users of the name in question. But no bright line divides winners from losers.     

The role of social network websites in the consumer–brand relationship

Building and leveraging the brand community on a social network website (SN) such as Facebook is one of the popular social media strategies that companies employ to build a consumer–brand relationship. This research empirically tests a theoretical argument that the perceived benefits of a brand׳s social network website (BSN) influence the consumer׳s relationship with the brand׳s SN, which in turn leads to loyalty behavior. After qualitative exploration of the community to understand the practice of BSN, a quantitative method was utilized to test the hypothesized relationships. The results provide general support for the positive effect of BSN benefits on outcome variables. Specifically, experiential and functional benefits of a brand׳s SN positively influence the consumer׳s perception of relationship investment made by the brand, resulting in both brand relationship quality and the willingness to spread good words about the brand׳s SN. In addition, experiential benefits of BSN positively influence BSN relationship quality, which in turn leads to brand relationship quality, while the effect of functional benefits on BSN relationship quality is not found. The findings provide practical managerial suggestions to marketers and theoretical implications for future studies.     

Does character's gender matter in inspirational brand story? Exploring the moderating effect of gender role conformity

Inspirational brand story is a widely used marketing strategy in brand building. However, few empirical studies have investigated the underlying mechanism and boundary conditions of a successful brand story strategy. The current study examined the influence of lead character's gender in inspirational brand story on consumer–brand identification based on the social identity theory, benevolent sexism, and gender schema theory. Results from two experiments demonstrated that the gender of inspirational brand stories has an impact on consumer brand identity through the mediation effect of sympathy. Compared with a male character, a female character elicits viewers' sympathy, which results in high brand identification. Such a gender effect is stronger when there is a high level of perceived gender role conformity. Theoretical and managerial implications are discussed.     

Facebook fan page: the effect of perceived socialness in consumer–brand communication

Facebook has become an important platform for a brand–consumer relationship channel. The current study investigates the influence of perceived socialness and its effect on consumers’ attitude toward brands. Participants (N = 404) were recruited in a large southeast university. A 2 (socialness: high vs. low)?×?2 (feedback control: high vs. low)?×?2 (brand image: high vs. low) between-subject design was conducted. The results of this study identified three important findings. First, high (vs. low) socialness elicited higher perceived relationship commitment, brand trust, and more favorable brand attitude. Second, the effect of socialness on brand attitude was moderated by brand image (positive vs. negative). Third, the mediation analysis showed that the effect of socialness (high vs. low) on brand attitude was fully mediated by perceived relationship commitment and brand trust.     

Can your advertising really buy earned impressions? The effect of brand advertising on word of mouth

Quantitative Marketing and Economics - Paid media expenditures could potentially increase earned media exposures such as social media posts and other word-of-mouth (WOM). However, academic research...     

Should new online stores invest in social presence elements? The effect of social presence on initial trust formation

Online shopping has become increasingly popular in business development and the number of new online stores is ever increasing. Many of these online stores, however, fail. Research has indicated that one of the biggest reasons why these online stores fail is because of consumers׳ lack of trust. One solution that has been proposed is for online retailers to increase their level of social presence.This study investigates the impact of social presence, in its extreme form of online chat boxes, on initial trust formation for an online retailer. An experimental design was used and a structural equation model is tested using PLS-SEM (partial least square based structural equation modeling). Social presence was found to not only influence initial trust in the website, but also participants׳ enjoyment and perceived usefulness of the site. Therefore even though managers might think that there is no ROI in their investment in social presence, it still has a notable impact on consumers׳ perception of an online retailer they have not seen or used before. This is especially relevant to new online stores.     

The effect of distribution channel diversification of foreign luxury fashion brands on consumers’ brand value and loyalty in the Korean market

The purpose of this research is to examine South Korean consumers’ brand value and brand loyalty toward foreign luxury fashion brands and current distribution channels for those brands (i.e., Department stores/Specialty stores, Factory outlet, Internet retailing, TV home shopping). Furthermore, this research examines the impact of channel diversification on consumers’ brand value and brand loyalty toward foreign luxury fashion brands. This study employed a quantitative research method. Factor analysis, ANOVA, Duncan test, and multiple regression analysis were employed to test the hypotheses. When testing brand values for each channel diversification case, participants evaluated brand value differently depending on the type of distribution channel. Participants did not show significantly different brand loyalty depending on distribution diversification cases. When the influence of brand value on brand loyalty was tested, different brand values affected brand loyalty depending on the type of distribution channel. Also, this research could suggest possible distribution channel options for foreign luxury brands to be successful in the Korean market and values they need to put an importance depending on the retail types. In addition, foreign luxury brands could apply the results of this study to their own markets.     

How social presence drives commitment and loyalty with online brand communities? the role of social commerce trust

Increasing interest in social commerce has been accompanied by concerns about creating high-quality customer relationships. Brands are particularly interested in how they may foster the creation of commitment and loyalty regarding their online social commerce communities. The present study contributes to this question by examining the relationship between social presence and customer relationship quality by means of customer commitment and loyalty. More specifically, this study clarifies the role of social commerce trust in this relationship. Based on 189 questionnaires from social commerce users, the direct relationships between social presence and commitment as well as loyalty are not supported, in contrast to prior findings. The results show that social commerce trust fully mediates the relationship between social presence and commitment as well as loyalty in social commerce online brand communities.     

How do customers engage in social media-based brand communities: The moderator role of the brand's country of origin?

Across the globe, companies increasingly use social media-based brand communities (SMBBC) to facilitate customer engagement (CE). This study clarifies the relationship between brand trust and CE in SMBBC, which is often inconsistent in previous literature. Drawing on the uses and gratifications theory, we examine the motivations that drive customers' active and passive engagement behaviors. Additionally, this study employs multi-group analysis to compare the differences in the customer engagement process concerning the brand's country of origin. The empirical results demonstrate that brand trust is an antecedent to customer engagement in a long-term relationship. Brand affiliation, entertainment, and investigation prompt customers' active and passive engagement behaviors; the opportunity-seeking only encourages the passive engagement, but the motivation of conversation prompts neither active nor passive behaviors of the customers. Notably, there is no significant difference in Chinese customer engagement between domestic and foreign brands on Sina Weibo. The research enriches the understanding of customer engagement in SMBBC and provides valuable insights for international brands keen on the Chinese market.     

Who is afraid of disposition of financial assets? The moderating role of regulatory focus in the disposition effect

The disposition effect refers to the tendency of financial consumers to sell winning assets (e.g., stocks) too early and to hold losing assets for too long. This effect implies that investors behave asymmetrically under the conditions of paper gains and losses. Although prior research on the disposition effect drew primarily on prospect theory as the explanatory mechanism, we focus on regulatory focus, an alternative mechanism. Regulatory focus theory suggests that people pay distinctive attention to profits and losses depending on self-regulation orientations (i.e., promotion focus vs. prevention focus). We argue that regulatory focus has different influences on financial consumers’ investment behavior in the gain and loss domains. In three experimental studies, we demonstrate that regulatory focus moderates the disposition effect. The results of the current studies imply that the disposition effect is primarily driven by prevention- (vs. promotion-) focused individuals who behave asymmetrically in the gain and loss domains.