When and how consumers are willing to exchange data with retailers: An exploratory segmentation

Consumer data is a crucial resource for retailers. Yet accessing this data increasingly requires consumers to willingly participate in data exchange. This paper draws on social exchange theory and privacy calculus to investigate differences in consumer willingness to exchange data with retailers. Consumers are also profiled on their perceptions of retailer's use and abuse of data, along with the antecedents and outcomes of these perceptions. We employ a cross-sectional quantitative survey and collect data from a sample of 463 US consumers. For statistical analysis, we employ a latent class segmentation and identify six consumer segments which differ in their perceptions of the consumer-retailer data exchange. The key drivers of these segment differences include privacy concerns, technology readiness, and general trust of, and engagement with, retail brands. The segments also differ in their subsequent views towards the use and abuse of their data by retailers, including willingness to exchange data. Hence, when accessing and utilizing consumer data, it is important that brands identify different segments, and adapt their approach accordingly.     

What and how to communicate about a corporate brand with the consumers: An exploratory study

The present exploratory study investigates the differential impact of various relevant corporate brand associations on consumers' cognitive (product attitude and purchase intention) and affective responses (affective corporate commitment) in the three sectors, namely durables, services and fast moving consumer goods. The findings reveal that corporate brand associations can be categorised into two categories – universal associations, which are influential in all the sectors, and sector-specific associations, which have a differential effect on consumers in different sectors. Thus, this study reveals that corporate branding is important to consumers in all the sectors, but a single corporate brand story does not work in all the sectors. Further, corporate associations do not always have a positive effect on the consumers; under certain circumstances, these might either have no effect or have a negative effect on the consumers. Finally, there are two routes by which corporate brand associations can influence consumers – by affecting their cognitive responses or by influencing their affective responses towards the company. The recognition of the important corporate brand associations in the three sectors, and the routes (cognitive or affective) through which these associations influence consumer choices would enable marketers to develop more sophisticated corporate communication strategies.     

Online shopping among Chinese consumers: an exploratory investigation of demographics and value orientation

The current study examined the relationship between Chinese consumers' personal value orientations and their Internet usage and online shopping behaviour. The study was based on responses from a sample of 1620 respondents in five cities in China. Based on Schwartz's value structure, four value orientations were identified and named as ‘openness to change orientation’, ‘self‐enhancement orientation’, ‘conservation orientation’ and ‘self‐transcendence orientation.’ Logistic regression analysis was used to investigate the relationship between respondents' demographics, socio‐economic characteristics, value orientations and their Internet usage and online shopping behaviour. Also, a structural equation modelling analysis was employed. ‘Openness to change orientation’ and ‘self‐enhancement orientation’ were found to have direct or indirect positive effect on respondents' online shopping behaviour; whereas ‘conservation orientation’ and ‘self‐transcendence orientation’ were not significant in the equation estimation.     

From quantity to quality: understanding slow fashion consumers for sustainability and consumer education

There is a growing interest in slow fashion, a production method which emphasizes quality as a way of achieving sustainability in the fashion industry. In order to develop a sophisticated and targeted marketing strategy, this study aimed to identify potential slow fashion consumer segments and understand their characteristics. The final 221 completed responses from a sample of nationwide U.S. consumers were analyzed by cluster analysis. Based on consumer orientation to slow fashion, four consumer groups were identified: Highly‐involved in slow fashion group, Conventional group, Exclusivity oriented group and Low‐involved in slow fashion group. The characteristics of each group were profiled according to personal values, apparel consumption behaviours and demographics. With distinctive profiles of each group, different marketing strategies were suggested to address the needs of each group effectively. This study extends academic understanding of slow fashion in consumer perspectives, and provides important perspectives for consumer education on apparel consumption.     

When memes program the genes: What managers need to know about the emerging genetic revolution

Many industries and their offerings have fallen victim to managerial shortsightedness. Firms often believe they are invincible and see themselves as immune to threats from seemingly unrelated technologies. There seemed to be no apparent link between bound paper books and the emerging internet, no discernible ties between the video rental business and streaming technologies, and no obvious connections between photography and cellular phones. When these associations were established by means of other, newer technologies, major incumbent firms such as Barnes & Noble, Blockbuster, and Kodak came crashing down. CRISPR is the technology of the moment, one that will enable the programming of evolution. While we might think about gene editing in terms of cures for diseases, its repercussions will impact almost every domain of human and planetary development, and sooner than one might think. In this installment of On The Horizon, we adopt an evolutionary perspective to understand the impact of the genetic revolution on firms regardless of industry.     

Revisiting resistance to change and how to manage it: What has been learned and what organizations need to do

Resistance to change can be a significant factor in the success or failure of changes. As such, researchers have spent more than a half century studying the causes of resistance and how to manage it. Much can be learned from resistance literature that applies to today’s unparalleled, nonstop change in which an organization’s ability to manage resistance to change can not only impact the change’s success or failure but also determine whether an organization will survive or thrive. This article explores important lessons revealed via resistance literature, and more importantly, how such knowledge applies to managing change in the modern world. The article emphasizes the urgent need for organizations to become skilled at effectively managing change and resistance to change and offers recommendations on how they can do so.     

Trompe l'œil: architects,consumers, and the need to rediscover technical function for ecologically sustainable housing

One challenge facing the need for ecologically sustainable housing is that it must cope with change over time. However, the flexibility required for housing to cope with change needs to be limited, as frequent change may offset the economy of resource use provided by durable housing stock. We describe two distinctly different but crucial aspects of housing services – social and technical functions – and briefly discuss how consumers and architects, who influence what consumers value in housing, have shifted design practices away from technical function and towards enhancement and growth of social function. Specifically, psychological obsolescence, which began in consumer products, is now emerging in housing, potentially accelerating demand for change as a result of fashion trends (an approach to the social function of identity expression) in housing. Four potential approaches to inspire consumer recognition of technical function in pursuit of ecologically sustainable housing are briefly discussed. These include promoting a ‘green’ fashion trend and three approaches that aim to restore the balance between social and technical function within housing design: regulatory tools, internalization of unaccounted costs, and incentives to move consumers from assumed to explicit recognition of technical function. Because they address the core problem of missing technical function, not just the increased demand for social functions, only these latter three approaches, possibly in combination, appear likely to contribute to a paradigm of ecologically sustainable housing.     

What executives get wrong about statistics: Moving from statistical significance to effect sizes and practical impact

Statistical significance functions as an arbiter of sorts for data analysis purporting to show a relationship between two or more variables. Unfortunately, in far too many situations, statistical significance may lead decision-makers relying on data and analytics to improve business decisions astray, particularly in the context of big data. In this article, I outline reasons why executives should develop a healthy discernment when they see the phrase “statistically significant” in media outlets, internal analyses, consulting reports, and other sources. To overcome the limitations of focusing on statistical significance, I propose executives shift their attention toward the effect size reported from a statistical model. While not without limitation, effect sizes are more useful to decision-makers, highlight the practical implication of analyses, and help in quantifying the uncertainty inherent to working with data.