Web site customer orientations, Web site quality, and purchase intentions: The role of Web site personality

This research extends the concept of salesperson customer orientation to Internet marketing by conceptualizing and studying the effects of Web site customer orientation on perceived Web site quality and consumer behavior. This research also adapts the concept of brand/store personality to Internet marketing by investigating the effects of Web site personality on perceived Web site quality and consumer purchase intention. The model is tested on apparel Web sites using data from multiple sources. Implications of managing Web site personality and Web site customer orientation are discussed.     

The effects of motivations, trust, and privacy concern in social networking

This study proposes and tests a model that uses privacy concern, trust, and motivations to explain the process leading to information disclosure and the intensity of social network services (SNS) use. Use of SNSs has been shown in our investigation to be negatively correlated to a user??s privacy concern but positively correlated to a user??s trust and motivations. Furthermore, by using a hierarchical regression model, we show that trust accounts for a significant additional amount of variance in SNS use after controlling the variance explained by privacy concern. In addition, motivation accounts for a significant additional amount of variance in SNS use after controlling the variance explained by both privacy concern and trust.     

An investigation of brand placement effects on brand attitudes and purchase intentions: Brand placements versus TV commercials

Brand placements are gradually becoming an important part of promotional toolkit of many major companies. However, despite the increasing volume of research on brand placements during the last decade, several important questions still remain unanswered. The purpose of this research is to investigate the effectiveness of brand placements in television sitcoms and contrast it with the effectiveness of 30-second commercials. The authors administer a quasi-natural experiment to a sample of research panel participants to investigate how brand placements in television sitcoms affect their attitudes and purchase intentions. Results of the study suggest that people have a more positive attitude toward brand placements than toward traditional television commercials. Moreover, placements can be more effective than 30-seconds commercials when targeting audiences with low attitude toward advertising. Finally, a combination of a brand placement and a commercial within one program doesn't significantly increase brand attitudes and purchase intentions compared with sole exposure conditions.     

Celebrity endorsements: Influence of a product-endorser match on Millennials attitudes and purchase intentions

The buying power of millennial consumers is ever growing. They are social consumers, sharing all aspects of their experiences on social media. One advertising technique that may sway millennial consumers is using a celebrity endorser. The purpose of this study was to investigate if the presence of a congruent product-endorser match helped influence purchase intent of millennial consumers and aide in favourable attitudes toward the advertisement. Millennials evaluated an unfamiliar celebrity endorsement where they indicated they had little intent to purchase the product endorsed by the unfamiliar celebrity, but the unfamiliar celebrity did lead to favourable evaluations of the advertisement.     

The effect of web interface features on consumer online purchase intentions

Corporations spend millions of dollars a year creating and maintaining corporate websites, yet many of these sites fail to reach the organization's goals [Freemantle D. The psychology of crm. Int J Cust Relatsh Manag 2002; http://www.superboss.co.uk/articles2main.htm]. Recent research suggests that these failures reflect poor website design, yet this research lacks the specificity necessary to provide practical recommendations for improving site performance [Rosen EE, Purinton E. Website design: viewing the web as a cognitive landscape. J Bus Res 2004; 57:787-94]. This study fills that gap by providing specific recommendations regarding website design elements that generate positive managerial outcomes. First, the study tests a wide range of design elements to determine those that provide human elements and computer elements. Next, these elements are linked through intermediaries using the uses and gratifications theory, technology acceptance model, and the concept of flow to explain purchase intentions and intentions to revisit the site.     

电子商务交易中信任度计算模型研究

信任是建立社会关系的基础,也是建立社会秩序的基本工具。在电子商务领域,信任则是交易能够发生的前提,如何度量信任、计算信任则成为电子商务系统的重要组成部分。本文针对目前电子商务信任管理系统中信任计算模型存在的问题,提出一个综合考虑用户信任度影响因素的信任度计算模型,给出相应的计算公式和方法,并引入信任担保机制、信任奖惩机制等,以克服现行信任管理系统对新用户的不公平以及存在的"freerider 现象"等。     

A comparison of two types of price discounts in shifting consumers' attitudes and purchase intentions

This study focuses on consumer responses to two different types of price discounts: 1) a price discount with and 2) a price discount without a minimum purchase requirement. The effects of the discounts are examined to the extent that they may change consumers' attitudes and purchase intentions regarding a particular brand, by moving it from consumers' hold set to consideration set. A three-phase study on fast-food services in China was conducted. The results of the study provide new empirical insights regarding how to use a brand categorization model to predict the effects of different types of price discounts on consumer purchase behavior. More specifically, this study demonstrates that when a price discount with and without a minimum purchase requirement is applied to a brand in a hold set, the brand moves from the consumers' hold set to the consideration set. However, the effects of the two types of price discounts on consumers' attitudes and purchase intentions are not significantly different. The results are discussed in relation to brand management and marketing strategies in consumer goods industries.     

Intra and inter-country comparative effects of symbolic motivations on luxury purchase intentions in emerging markets

Emerging markets, and especially lower-tier cities within these markets, are seen as the future growth engines for luxury brands. However, extant literature on the drivers of luxury consumption has predominantly focused on Tier-1 cities. Grounded in the theory of network effects, this study offers first such intra and inter-country comparison of the symbolic motivations (i.e. snob, bandwagon and Veblen motivations) underpinning luxury purchases between and within Tier-1 and lower-tier cities in two prominent emerging markets, China and India. The findings offer first account of similarities and differences in consumer motivations that drive luxury consumption within and between these markets. While most luxury brands have ubiquitous strategies for emerging markets, the results will assist managers in developing distinctive brand strategies catering to the intra and inter-country differences.     

Cosmic profit: Countercultural commerce and the problem of trust in American marketing

This article offers an historical thesis on the demise of impersonal mass marketing and its replacement by personal niche or lifestyle marketing. Two parallel discussions are examined on the moral possibilities of marketing: one within the mainstream marketing establishment and the other among a countercultural network of small businesses. On a macro‐theoretical level, theories of moral identity (derived from Anthony Giddens) are used to describe the anxieties provoked by a popular failure of trust in mass marketing generally, and the significance of lifestyles in refurbishing this trust. On a cultural–historical level, the dialogue between mainstream and countercultural businesses reveals how these anxieties were addressed through lifestyles meant to affirm trust and intimacy between marketers and consumers. An analysis of the intellectual synergy between countercultures and mainstream marketers suggests an alternative to the standard understanding of cooptation.     

试论电子商务对社会经济的影响

电子商务对社会经济产生巨大影响表现是:在知识经济的发展过程中起着关键的促进作用;对全球经济一体化的形成产生巨大影响;促进世界经济的发展;加快世界经济结构的调整和重组;催化许多新行业的产生;改变商务活动和企业的经营运作方式;形成全新的金融业。     

Relationship Quality and the Theory of Planned Behavior models of behavioral intentions and purchase behavior

Using real-life purchase behavior data of apparel and survey information, this study compares the Relationship Quality and the Theory of Planned Behavior models. The attitude towards the buying behavior, the subjective norm and perceived behavioral control (antecedents of the buying intention in the Theory of Planned Behavior) are better predictors of behavioral intentions than Relationship Quality. In both models intentions fully mediate the impact of attitudinal antecedents on behavior, both in terms of purchase incidence and purchase behavior (amount spent, number of visits, and types of products bought). Frequency and recency of prior buying behavior and, to a lesser extent, its monetary value, predict subsequent purchase incidence, above and beyond the impact of attitude and intention. Attitudinal antecedents of behavior significantly predict buying behavior, but they become insignificant when buying behavior is included in the model.     

Private labels versus national brands: The effects of branding on sensory perceptions and purchase intentions

Consumers increasingly consider private labels to be as good as national brands. This research raises the question of whether national brands and private labels equally affect consumers’ sensory perceptions and purchase intentions. The results of two studies show that consumers reverse their evaluation of private labels (vs. national brands) when tasting the product in an informed (vs. blind) condition. When consumers are not aware of brand names, they indicate better taste and higher purchase intentions for private labels. However, the opposite is true when they try products in an informed condition. We discuss the implications for private labels and national brands.     

Lose like a man: body image and celebrity endorsement effects of weight loss product purchase intentions

Abstract

Recent research suggests men are increasingly concerned with their body size, which has led to a corresponding increase in marketing efforts for weight loss products geared toward them. In many cases, these ads include athlete endorsers of the product. Drawing from the match-up hypothesis and social comparison theory, this study employed structural equation modeling to explore relationships between men’s body image, endorser credibility, advertisement believability, and purchase intentions for weight loss products using two advertisements featuring former professional athlete endorsers. Results indicate an inverse relationship between consumer body image and athlete endorser credibility, such that individuals with lower body image perceived the endorsers as more credible. Further, athlete endorser credibility was positively associated with advertisement believability, which itself was associated with purchase intentions. These findings suggest that athlete endorsers are an effective tool in marketing weight loss products to men, particularly those with negative body image. Further implications and directions for future research are discussed.     

Promote or Perish? A brief note on academic social networking sites and academic reputation

ABSTRACT

This commentary explores some of the reputational issues of using academic social networking sites (ASNS) such as ResearchGate, ResearcherID, ORCID, Academia.edu, Google Scholar, and Mendeley for academic self-promotion and considers whether the adage of ‘Publish or Perish’ has been recently overshadowed by the new imperative of ‘Promote or Perish’?     

The influence of redundant comparison prices and other price presentation formats on consumers’ evaluations and purchase intentions

Two studies explore the conditions under which redundant reference price information (ARP) is likely to influence consumers’ perceptions of an advertised sale price. Study 1 suggests that an ARP enhances offer-value, but only for consumers who are not involved with the product. Study 2 incorporates a wider array of price presentation tactics (SP Only, SP+ARP, SP+%Saving and SP+ARP+%Saving) and investigates a range of responses (transaction value, acquisition value and subsequent purchase intentions). Again, results suggest that ARP only influences perceived transaction value, and saving information only impacts purchase intentions. Most importantly, these effects are seen only when involvement is low.     

The role of trust in buyer-seller conflict management

The present study merges work in the interpersonal relationship and buyer-seller literature to address how trust interacts with attributions to impact the effect of partner communication on conflict resolution perceptions in buyer-seller relationships. Understanding the processes underlying conflict resolution is important given that conflict is inherent in relational exchange and that conflict resolution is related to investments, satisfaction, and commitment. Results of the present research suggest that partner use of editing in communication (the ability to self-censor overreaction to negative behavior) influences conflict resolution efficacy of response through the process of responsibility attribution. Further, the combined influence of attribution of partner blame and trust is important in understanding conflict resolution efficacy of response.     

电子商务调查系统中的模糊综合评价应用

电子商务调查系统是基于Web界面的跨平台应用系统,能向Internet用户提供交互式、个性化的问卷调查服务。本文采用模糊综合评价方法进行在线调查评价,是企业营销、推广产品化服务、了解客户需求方面的重要手段,也是网络互动的功能之一。对于企业的发展具有重要的参考价值。     

消费者信任维度、前因和结果的差异行——基于电视机购买的实证研究

对消费者信任的度量一直是学术果的差异,主要采用方差分析来检验信任前因、信任维度以及信任结果随着性别、年龄、教育程度、月收入在购买不同价格电视机时,在信任前因、信任雏度以及信任结果上所体现出的差异性.     

The impact of corporate social responsibility on consumer trust: the case of organic food

A critical and notoriously elusive issue in Corporate Social Responsibility (CSR) research is the impact of Corporate Social Performance (CSP) on the bottom line. Instead of looking for direct correlations between social and financial performance, we hypothesize that the first result of CSR activities is the creation of trust among the stakeholders. A survey conducted on consumers of organic products provided support for our hypothesis, showing that CSP influences consumer trust and that that trust in turn influences consumers' subsequent actions. The findings further suggest that intermediate variables between CSP and Corporate Financial Performance (CFP) may best support a business case for CSR.     

商业经济学重构的一种思路

在计划经济下形成的商业经济学在目前的市场经济条件下面临着"范式"危机.商业经济学科要想继续存在和发展,必须对其基本体系进行重构.本文主要提出了我国经济过渡期商业经济学的一种构建思路,同时对商业经济学的未来发展方向作出了展望.