Types of Word-of-Mouth Messages: Information Search and Credence-Based Services

Word-of-mouth communication (WOMC) has been recognized as a powerful marketing communication medium and a credible information-gathering tool. To date, the various types of WOM messages have not been adequately studied, especially in credence-based services (CBS). Using the individual interview technique, this study fills this gap by describing the three types of WOMC messages in CBS information-gathering. The results contribute to the ongoing development of WOMC theory and also advance management's understandings of the types of WOMC messages in the CBS information-gathering process.     

The Effectiveness of a Buzz Marketing Approach Compared to Traditional Advertising: An Exploration

Marketers are now willing to go anyplace they can find a captive audience to espouse the virtues of their products. The success of the “buzz” marketing approach is linked to the consumer being lured into doing the advertising by spreading the message to others. This study compares students’ responses to a traditional advertising and a buzz approach. Using a factor analysis to identify variables, the results show that subjects perceive a buzz approach to be more influential than a traditional advertising. However, they do not perceive a buzz approach to be authentic. This finding is consistent with practitioners’ argument that, although a buzz approach may be effective in the short-term, once consumers recognize its selling intent, the program may have a “boomerang effect.”     

The Psychological Influences of Threat on B2C E-commerce Adoption: An Extended Study and Explanatory Framework

In order to better understand how internet users actually decide to conduct business transactions or related activities in a B2C e-commerce environment, this article adds a new lens of study by investigating the roles of Threat Appraisal (TA) and Perceived Coping Appraisal (PCA) from the end user's perspective. Based on established academic theories and relevant industrial practices, it is suggested that TA and PCA are critical behavioral components influencing the user's intentions to participate in online transactions. These functions serve as important inputs to formalizing our understanding of how services offered by e-commerce websites are utilized.     

Role of the Internet Site in the Promotion Management of Sports Teams and Franchise Brands

This study examines the role that a website plays in the development of fan allegiance and as a promotion management tool for a sports team and brand. Research indicates that the combination of sports, media (television in particular), and sponsorships when employed in an integrated manner, can develop consumer connection to brands. This study suggests that the Internet is also an important part of an integration strategy of sports, media, and promotion. By working with a new team in the AIFA indoor football league, the researchers were able to determine what helped make fans allegiant to the team before the franchise's inaugural game. The results show that even before the team played its inaugural home contest, fans had become allegiant to the franchise brand and team by using the team internet site. These results indicate that an internet site can serve as a strong promotional tool in an integrated marketing plan of sports, media, and promotion to move fans toward brand loyalty and toward primary goals of the firm, including increased sales.     

Effects of Conditional Sales Promotion Tactics on Consumers' Feelings of Unfairness

ABSTRACT

The purpose of this research is to demonstrate the negative effects of the conditional sales promotion tactics on nonpreferred consumers' feelings of unfairness from the viewpoint of motivation. A two-by-two between-subjects design experiment was conducted to examine the consumers' psychological mechanism. The results show that three types of consumers' perceptions—tactic attractiveness, task difficulty, and tactic irrationality—positively affected their feelings of unfairness. The results show an important mediating role among consumers' perceptions, short-term consumption intention and long-term satisfaction. This research provides new insights for future research and concrete strategic suggestions for retailers.     

Effect of Message Interactivity on Product Attitudes and Purchase Intentions

ABSTRACT

Social media increasingly allows consumers to interact with businesses, although the effects of this novel technology in the context of public relations are under-examined. Consistent with the ideas proposed by the Elaboration Likelihood Model, the present study conducted a 2 × 3 online experiment with a sample of 131 participants to examine the effect of message interactivity and source authority on consumers' ad attitudes, brand attitudes, and purchase intentions. Message interactivity had a positive effect on ad effectiveness via the indirect pathway of perceived informativeness. These findings relate to the ELM in that they suggest that users processed information more centrally than peripherally, or that interactivity had a larger effect on consumer attitudes than authority. Theoretical and practical implications of study results are discussed.     

Community safety promotion at local,regional, and national levels. Summary report from a workshop on local organizing and societal contributions with regard to the development of Safe Communities,held at the Third International Conference on Safe Communities,June 6-8, 1994, Harstad,Norway

Aim The aim of this review was to determine the extent to which the effectiveness of countermeasures for preventing alpine skiing injuries has been evaluated. Methods The methodology involved a critical review based on the available international literature and sports equipment standards, as well as consultation with experts in the field. Where possible, the review focused on controlled trials. Results Key injury countermeasures in skiing identified in this review include physical conditioning programmes, ski-bindings and their timely release, professional adjustment of ski-bindings and the use of mechanical testing devices for this, design of ski pole handles, helmets for children (and adults), ski patrollers, skier education, speed control on the slopes and safe lifting equipment. A tabular categorisation of the types of evidence for the effectiveness of injury countermeasures is presented. This demonstrates that the weight of evidence is generally based on a combination of data-based or biomechanical testing evidence and informed opinion/anecdotal evidence. There is minimal evidence based on controlled trials in the field. The most evaluated countermeasures are ski bindings and ski pole handles. Properly adjusted ski bindings have the potential for a 3.5-fold reduction in lower extremity injuries, particularly knee injuries. Ski pole handle design needs further innovation and attention. An immediate concern is the generally poorer standard of children’s equipment, ski bindings and their adjustment. Conclusion Skiing is a sport that is growing in popularity, but with a need for controlled trials of its injury prevention countermeasures. This review provides a basis for further action in injury prevention research, development and implementation.     

The distinct contribution of investment promotion agencies’ branch offices in bringing Chinese multinationals to Europe

This study uncovers the distinct contribution of investment promotion agencies’ (IPAs) overseas branch offices in advancing and even creating foreign direct investment. It offers a novel categorisation of IPAs depending on location and headquarter/branch status, and conceptually connects the known functions of IPAs with the advantages set out by the OLI paradigm. Empirical examination of longitudinal data from 29 European IPAs finds that the activities of their branches in China instilled greater awareness and confidence in Chinese multinational enterprises about their ownership- and European location-specific advantages. This contribution of IPA branches is especially salient in emerging economies with newcomer investors.     

Duration of price promotion and product profit: An in-depth study based on point-of-sale data

Anecdotal evidence has shown that retail price promotions can help small and medium-sized retailers enhance their sales, and thus profits. However, most marketing managers usually stop a promotion after a certain duration. This study aims to explain why these retailers discontinue their price promotion. Our approach posits that overall contributions of a price promotion to the product profit progressively diminish with time. In this study, we present a theoretical framework to explain the relationship between duration and profit effects of price promotion and propose statistical models to empirically examine this framework using point-of-sale (POS) data. Our findings provide empirical support that the effect of price promotion on the product profit has a downward trend with elapsed time. The results are helpful for marketers to understand how price promotions dynamically influence product profit and when the promotion should be terminated.     

农技人员推广导向对农户品牌行为影响的作用机理——基于扎根理论的探索性研究

本文立足农资品牌成长的特定环境, 从农技基层推广人员的视角出发, 运用扎根理论研究方法, 归纳不同推广导向下形成的不同类型产品推广方式, 构建农资产品推广导向对农户品牌行为的作用机理模型, 为探讨中国特殊背景下农资产品推广导向与农户品牌行为的关系提供有益的理论依据和研究框架, 以期在实践中发挥促进农资品牌推广和推动农资品牌成长的指导作用.