Price premiums for organic menus at restaurants: What is an acceptable level?

This study identifies acceptable premium price levels that customers would be willing to pay for organic menu items at restaurants in the United States. Previous literature indicates that health-related and socio-demographic characteristics significantly influence consumers’ intentions to purchase organic food. To advance our understanding of how different consumers respond to changes in organic food prices, this study examines the moderating effects of the level of health consciousness (high versus low), gender (male versus female), and age (young versus old) on the relationship between premium price levels and purchasing intentions. In addition, this study further investigates acceptable premium price levels for different consumer segments at two types of restaurants (casual dining versus fine dining). The results of this study provide guidelines for menu design and strategies for restaurateurs to devise effective price premiums for organic menu options.     

Designing Customer-Oriented Non-Monetary Promotions in the Tourism Industry

In this study we examined the effects of promoted product and shopping motivation on consumers’ choice between utilitarian and hedonic non-monetary promotions using two experiments, and compared the two perspectives (i.e. benefit congruency versus justification) in terms of the power of explanation regarding the results. The two perspectives were found to be complementary rather than contrasting. Consistent with justification-based theory, relative preference for a utilitarian promotion increased when the promoted product was hedonic (as opposed to utilitarian), showing that the utilitarian promotion mitigates guilt and thus simplifies justification of choice. Shopping motivation moderated the effect of the promoted product on promotion choice, supporting the benefit congruency framework. Specifically, the relative preference for a hedonic promotion in utilitarian consumption decreased when the shopping motivation was utilitarian (as opposed to hedonic).     

How rational thinking style affects sales promotion effectiveness

Despite the widespread use of “buy one get one free” (BOGOF) and “multi-unit price” (MUP, e.g., buy two get 50% off, 2 for $Y/2) promotions in the hospitality industry, no prior research has compared their effectiveness. The current study examines consumers’ purchase intention as a function of (a) BOGOF vs. MUP promotions and (b) rational thinking style, which reflects the level of capability and enjoyment of thinking analytically and logically. The results indicate that people low in rational thinking style exhibited a higher purchase intention toward BOGOF (vs. MUP) promotions while their counterparts high in rational thinking style were indifferent across the two promotion types. Further, this study identifies an important boundary condition. When the amount of savings (e.g., buy 2, save $Y/2) is salient in the MUP promotion, consumers low in rational thinking style are equally attracted to both types of offers. Theoretical and managerial implications are discussed.     

A conflict of choice: How consumers choose where to go for dinner

Studies concerning consumers’ decision-making regarding a restaurant choice commonly cite food quality, service quality, and price as important determinants. Less research has focused on how consumers are willing to trade off gains and losses from respective foodservice attributes. Also, extant literature does not account for consumers who use a non-compensatory decision-making strategy. The present study examined consumers’ choices of casual restaurants using a simulation where trade-offs were inevitable. By utilizing a choice experiment, the researchers found that food quality is the most important attribute in restaurant choice, consistent with the literature reviewed. Good service quality, however, does not increase choice likelihood while poor service quality significantly reduces it. Most importantly, we determined a considerable percentage (24.57%) of respondents do not trade off food quality for better service or a lower price. Findings of the study are discussed with implications for practitioners.     

Exploring consumers’ bidding results based on starting price,number of bidders and promotion programs

Online auctions are a core dynamic pricing mechanism that is now used widely in the tourism market, and consumers enjoy the exciting experience of bidding for products and services. The rapid development of the online auction market has lead scholars to call for more research into the factors that influence the results of such auctions and how they are related to consumers’ online bidding behavior. To this end, the current study designs a lab environment and mainly explores the influences of the start bidding price (US$0.33 versus US$60), the number of bidders and promotion programs (low price versus quality) on the results of online auctions of hotel coupons. The research results indicate the following market dynamics. (1) Regardless of whether there is a low or high start-bidding price, more bidders lead to higher end-prices, especially with high start-bidding prices. (2) When a seller provides a higher start-bidding price, the end-prices will be higher. (3) Different promotion programs result in different end-prices, especially when the product characteristics are integrated effectively with such programs. When hotel coupons are the main auction product, they are associated with high-quality leisure and lifestyle factors, thus indicating that the integration of high accommodation quality with quality promotion programs can attract consumers to join the bidding process and lead to higher end-prices. (4) Regardless of whether there is a low or high start-bidding price, winners will always report higher ratings regarding distributive fairness, procedural fairness and information fairness than will losers. The research results have important theoretical and practical implications, which are discussed in the conclusions.     

The roles of attitude,subjective norm,and perceived behavioral control in the formation of consumers’ behavioral intentions to read menu labels in the restaurant industry

Increases in food-away-from-home purchases brought public awareness to policies for improving nutritional value of foods served at restaurants. As a result, offering choices to consumers that affect health and wellness has become a growing concern in the food industry and restaurants, as evidenced by provisions for nutritional labeling to guide consumers’ food purchasing decisions for healthy eating. This study pursues an empirical examination of the consumers’ behavior toward reading nutritional labeling at casual-dining restaurants. The study tests the conceptual framework of the proposed effects of constructs on consumers’ behavioral intentions. Findings indicate that the variable of attitude acts as a mediator in the relationship between subjective norm and behavioral intention. This study is meaningful to academia by offering insights into the relationship between consumers’ behavior and nutritional information in the context of restaurants and is beneficial to the restaurant industry by offering implications for establishing marketing strategies to improve consumers’ perceptions of menu items.     

Understanding repurchase intention of Airbnb consumers: perceived authenticity,electronic word-of-mouth,and price sensitivity

ABSTRACT

The purpose of this paper is to extend the research on consumer repurchase intention, perceived value, and perceived risk into the realm of the peer-to-peer economy, specifically in the context of Airbnb. A total of 395 surveys were collected in Canada and the United States. The results showed that perceived risk negatively impacts Airbnb consumers’ perceived value and repurchase intention while perceived value positively enhances their repurchase intention. Interestingly, price sensitivity was found not to reduce customers’ perceived risk but can improve their perceived value and positively influences them to repurchase the Airbnb products. Perceived authenticity was found to have a significant effect in reducing Airbnb consumers’ perceived risk and positively influencing their perceived value. Electronic word-of-mouth has a positive effect on repurchase intention as well as perceived value whereas it negatively affects perceived risk. Theoretical and managerial implications are discussed and future study directions are offered.     

Authenticity perceptions,brand equity and brand choice intention: The case of ethnic restaurants

This study examines the relationships between consumers’ authenticity perception and four brand equity dimensions (brand awareness, brand association, perceived quality, brand loyalty), as well as how these four dimensions are interrelated with one another. This study also examines the impact of brand equity on consumers’ brand choice intention for ethnic restaurants. Findings clearly indicate that consumers’ authenticity perception is a critical determinant of brand equity and brand equity has a significant impact on consumers’ brand choice intention. Findings of the present study would provide managers with a better understanding of the important role authenticity plays in ethnic restaurants’ brand equity. Managerial implications for better brand equity management are provided.     

酒店业推广节能减排影响因素的实证研究——以广东省星级酒店为例

面对能源价格的不断攀升,高能耗、低利润水平已经成为当前酒店业经营所面临的突出问题,但我国在酒店业推广节能减排方面的研究却相对滞后。本文以广东省星级酒店为例,就酒店业推广节能减排的影响因素问题进行了问卷调查与深度访谈。通过因子分析得出了影响酒店业推广节能减排的5个主要因子,即节能管理、经济因素、外在环境、信息交流和政府政策,构建了酒店业推广节能减排的影响因素模型。该研究对推动酒店业节能减排的理论研究和实践运用具有重要的意义。     

The effect of 99-ending calories and anticipated guilt on restaurant menu development strategy

This study focused on the “just below calorie labeling (e.g., 199 vs. 200)” effect on consumers’ responses to purchasing indulgent foods. Based on the price context (e.g., $10.00 vs. $9.99), this study conducted a scenario-based online survey and found the interaction effect between anticipated guilt and the left-digit calorie effect to predict restaurant consumers’ choice of indulgent foods (i.e., hamburger advertisement with its calorie information, such as 399 vs. 400). The empirical findings showed that the calorie amount manipulation led to different levels of anticipated guilt for ordering the food and beliefs in the food’s calorie information (i.e., 399 < 400 calories) regardless of consumers’ level of health-related personal value.     

Satisfaction measures with monetary and non-monetary components: Hotel’s overall scores

Hotel scores are critical indicators of satisfaction. However, the diversity of methodologies for calculating these indicators leads to notable differences. To explore such discrepancies, this study investigated the differences when monetary and non-monetary components are included in the measures of satisfaction. The empirical test conducted on over 26,000 hotels revealed that exclusively using non-monetary components in satisfaction measures (e.g., arithmetic mean of non-monetary attributes) leads to higher values than using monetary measures of satisfaction (e.g., value for money). The deviations between attribute performance and its expected value explained the difference between both satisfaction measures. In addition, the attributes to which people seem to be monetarily sensitive are “comfort,” “staff,” and “services.” This study provides a tool for decision-makers to identify the best method for communicating the hotel’s satisfaction measures via its position in the market and attributes that require reinforcement.     

Does offering an organic food menu help restaurants excel in competition? An examination of diners’ decision-making

This study aims to examine whether the presence of an organic food menu can positively influence diners’ decision-making. A 3 (restaurant segment: quick service vs. casual dining vs. fine dining) by 2 (price discrepancy between competing restaurants: small vs. large) scenario-based experiment was conducted with 405 U.S. consumers. MANCOVA results indicate that using organic ingredients offers a greater advantage for the quick-service segment regarding perceived food quality, attitudes towards the restaurant, and willingness to select, compared to casual and fine dining segments. The magnitude of a premium price of organic ingredients negatively influences such advantage in the process of consumers’ decision-making. When a large (vs. small) premium price is charged for using organic ingredients, customers’ preferences for the restaurant (over its rival) significantly drops to such an extent that customers are more willing to choose the competitor (i.e., rival restaurant with a conventional menu). Discussions and implications are further elaborated.     

Determinants of consumers’ choices in hotel online searches: A comparison of consideration and booking stages

Using a stated choice experiment, this study uncovers how hotel review- and price-related attributes affect consumers’ formation of consideration sets and hotel bookings based on online search results alongside a two-stage model of consideration and choice. Empirical findings indicate that consumers’ evaluations of certain attributes vary across these stages. During the consideration stage, the listed hotel price, promotional discount, overall rating, review volume, and booking popularity are significant attributes for prospective guests, whereas price disparities across websites are not. Insignificant interaction effects among these determinants imply that in this stage, consumers employ fast-frugal heuristics and a noncompensatory strategy. During the booking stage, listed price, promotional discount, overall rating, and review volume inform consumers’ booking decisions. Furthermore, the interaction effects point to consumers’ adoption of a compensatory strategy in making a final booking decision. Finally, this study concludes with implications for hotel pricing and system optimization of online platforms.     

A creative-mix or variety-mix fusion experience? Examining marketing strategies for ethnic fusion restaurants

According to the National Restaurant Association, ethnic fusion cuisine is identified as a top food trend for the next decade. To that end, it is important for hospitality researchers and practitioners to understand consumer behavior in this fast-growing sector and derive appropriate marketing strategies for fusion restaurant brands. The present research examines the joint effects of fusion type (creative-mix vs. variety-mix), restaurant price tier (high vs. low), and cuisine compatibility (high vs. low) on consumers’ judgments and decision-making processes. The results show that ethnic fusion restaurants in the higher-price tier will generate higher levels of perceived chef expertise and visit intention through the creative-mix strategy, regardless of cuisine compatibility. However, ethnic fusion restaurants in the lower-price tier will generate higher levels of perceived chef expertise and visit intention through the variety-mix strategy only when cuisine compatibility is high. Implications for marketing ethnic fusion restaurants are discussed.     

Mimicking menu choices: Menu choice failure and blame attribution of Korean customer

Although behavioral mimicry occurs when customers make decisions, researchers have paid little attention to how behavioral mimicry might affect food choices and subsequent behavioral intentions, especially in social networking. Therefore, this study examined how menu choice failure after using menu referrals from online social networks affect blame attribution and subsequent behavioral intention. This study considered how uncertainty about menu, task importance and tie-strength with an online social network referral affects blame attribution and behavioral intention (customer satisfaction and revisit intention). 2 (Uncertainty; high versus low) × 2 (Task importance; high versus low) × 2 (Tie-strength; strong versus weak) between-subjects experimental design was utilized. This research provided evidence that people are less likely to blame a social media friend for the failure of menu choice when the consumers have low uncertainty about the menu, when the menu choice is less important to them, and when they have strong ties.     

Motivations behind Consumers’ Organic Menu Choices: The Role of Environmental Concern,Social Value,and Health Consciousness

This study aimed to examine underlying motivations of consumers’ intention to visit a restaurant featuring organic menu items and willingness to pay (WTP) for organic menu items. In particular, this study incorporated environmental concerns, social value, and health consciousness as key motivators. An online survey was conducted with a self-administered questionnaire, and a total of 473 responses were analyzed using structural equation modeling. The results showed that environmental concern was the strongest predictor of WTP, followed by social value and health consciousness, whereas health consciousness was the most influential factor on intention to visit, followed by social value and environmental concern.     

Does conspicuous decoration style influence customer's intention to purchase? The moderating effect of CSR practices

Using an experimental research design, this study examines the main effect of conspicuous hotel decoration style on consumer purchase intention, and tests the moderating role of corporate social responsibility (CSR) practices and the mediating role of image perception on the relationship between conspicuous decoration style and purchase intention with Chinese consumers. The results indicate that decoration style had a critical role in explaining Chinese customers’ purchase intention. Specifically, a low conspicuous decoration style led to stronger customer purchase intention than did a high conspicuous decoration style. The relationship between conspicuous decoration style and customer purchase intention was found to be fully mediated by image perception. The findings emphasize the significance of CSR in influencing Chinese customers’ purchase intention with hotels of a highly-conspicuous decoration style. Externally oriented CSR practices (i.e., corporate philanthropy, environmental protection) were found to be more significant in moderating the relationship between conspicuous decoration style and purchase intention than internally oriented CSR practice (i.e., employee treatment). Hotels engaging in philanthropy and environmental protection, can not only elicit a positive response from consumers, but also help mitigate the risks of a loss of organizational legitimacy as a result of high conspicuous decoration.     

Environmental consciousness and green customer behavior: An examination of motivation crowding effect

The motivation crowding effect suggests that external money intervention weakens intrinsic motivation. The purpose of this study is to examine whether the motivation crowding effect occurs during the process where consumers try to be environmentally friendly. Thus, this study will first investigate the effect of environmental protection consciousness on green customer behavior, and then investigate the effect that incentive mechanisms have on environmental protection consciousness and green customer behavior. 458 hotel guests are used as research subjects. The results show that environmental protection consciousness positively affects green consumer behavior. Cash discount incentives have no effect on the choice of hotel guests to reuse their bed sheet or towels; on the contrary, environmental protective alternatives are great incentives for hotel guests to maintain environmentally friendly behavior. Regarding the demographics of hotels guests, female and younger guests are more inclined to be environmentally friendly. The contribution of this paper is proof of the existence of motivation crowding through an empirical analysis of hotel guests, which enlightens the hospitality industry on how to introduce environmentally friendly strategies in order to respond to motivation crowding.     

Revisit and satiation patterns: Are your restaurant customers satiated?

This study was designed based on the notion that when people visit a restaurant repeatedly their overall enjoyment of the dining experience may decrease due to the nature of satiation. Thus, this study set out to understand the effect of repeated experiences on consumers’ affective responses. Specifically, this study examined whether or not repeated visits contribute to diners’ satiation and, if so, to identify patterns of satiation. To fulfill these objectives, this study randomly distributed questionnaires to customers of upscale and casual dining restaurants in the U.S. The results of this study suggested that consumers’ satiation levels increase according to the frequency of visits over both two- and six-week periods. However, satiation patterns differ over the two periods. Upscale restaurant customers feel satiated more quickly than casual dining restaurant customers when they revisit the same restaurant more often. Further, customers with more self-control feel less satiated after repeated dining experiences than customers with less self-control. However, customers with different optimal stimulation levels did not show a difference in satiation patterns after repeated dining experiences. Detailed findings and implications are provided in the main body of this study.     

The effect of brand popularity statements on consumers’ purchase intentions: The role of instrumental attitudes toward the act

Marketers increasingly use brand popularity statements in attempts to influence consumers’ purchase decisions. Through the use of two experiments this research finds that a brand's popularity statement exerts a greater positive influence on the purchase intentions of consumers who possess less favorable instrumental attitudes toward the associated act (i.e. useless/foolish/harmful) than on purchase intentions of those consumers who have more favorable instrumental attitudes toward the act (i.e. useful/wise/beneficial). Further, this research also finds that a popularity statement for a brand of which society generally has a less favorable instrumental attitude toward the associated act (e.g. fast food consumption) has a larger positive influence on consumers’ purchase intent than does a popularity statement for a brand of which society generally has a more favorable instrumental attitude toward the associated act (e.g. dining at a casual theme restaurant). These findings suggest that brand popularity statements should be targeted at those consumers who might possess less favorable attitude toward the associated act or can be most effective in sectors in which consumer sentiment is generally low (e.g. the fast food sector).