Positive Consumer Responses Research Articles

Negative Reviews, Positive Impact: Consumer Empathetic Responding to Unfair Word of Mouth

This research documents how negative reviews, when perceived as unfair, can activate feelings of empathy toward firms that have been wronged. Six studies and four supplemental experiments provide converging evidence that this experienced empathy for the firm motivates supportive consumer responses such as paying higher purchase prices and reporting increased patronage intentions. Importantly, this research highlights factors that can increase or decrease empathy toward a firm. For instance, adopting the reviewer’s perspective when evaluating an unfair negative review can reduce positive consumer responses to a firm, whereas conditions that enhance the ability to experience empathy—such as when reviews are highly unfair, when the identity of the employee is made salient, or when the firm responds in an empathetic manner—can result in positive consumer responses toward the firm. Overall, this work extends the understanding of consumers’ responses to word of mouth in the marketplace by highlighting the role of perceived (un)fairness. The authors discuss the theoretical and practical implications of the findings for better management of consumer reviews.

The influence of passion/determination and external disadvantage on consumer responses to brand biographies

To elicit positive consumer responses, many brands use underdog brand biographies in their brand communication strategies. Underdog brand biographies highlight a brand’s passion and determination in overcoming the external disadvantages the brand initially faced. This article examines to what extent consumers’ perceptions of passion/determination and external disadvantage reflected in an underdog brand biography independently influence narrative transportation, post-message engagement, and purchase intentions. Based on a study involving experimental manipulations of underdog and top dog brand biographies, this research contributes to the brand biography literature by demonstrating that passion/determination and external disadvantage have differential effects on narrative transportation, post-message engagement, and purchase intentions. It is also the first to empirically test the sequential mediating roles of narrative transportation and post-message engagement. For managerial practice, this research suggests that underdog brand biographies should emphasize the brand’s passion and determination and highlights the importance of post-message engagement in terms of information seeking, post-message elaboration, and social sharing in increasing purchase intentions.

“We” are Different: Exploring the Diverse Effects of Friend and Family Accessibility on Consumers' Product Preferences

Prior research suggests that close friends and family members exert similar effects on consumer behavior because both represent strong social ties and are subject to communal norms. However, drawing on regulatory focus theory, we postulate that accessibility of friend and family can have divergent impacts on consumers' subsequent purchase decisions. Across four experiments, as well as a pilot study, we demonstrate that accessibility of friend (vs. family) is more likely to activate a promotion focus, which results in more favorable consumer responses toward products with promotion‐focused appeals, whereas accessibility of family (vs. friend) is more likely to activate a prevention focus, which leads to more positive consumer responses toward products with prevention‐focused appeals.

The Effect of Social Presence and Chatbot Errors on Trust

This article explores the potential of Artificial Intelligence (AI) chatbots for creating positive change by supporting customers in the digital realm. Our study, which focuses on the customer and his/her declarative psychological responses to an interaction with a virtual assistant, will fill a gap in the digital marketing research, where little attention has been paid to the impact of Error and Gender, as well as the extent to which Social Presence and Perceived Competence mediate the relationships between Anthropomorphic design cues and Trust. We provide consistent evidence of the significant negative effect of erroneous conversational interfaces on several constructs considered in our conceptual model, such as: perceived competence, trust, as well as positive consumer responses. We also provide support to previous research findings and confirm that people employ a biased thinking across gender and this categorization also influences their acceptance of chatbots taking social roles. The results of an empirical study demonstrated that highly anthropomorphized female chatbots that engage in social behaviors are significantly shaping positive consumer responses, even in the error condition. Moreover, female virtual assistants are much more commonly forgiven when committing errors compared to male chatbots.

Getting Personal in Public!? How Consumers Respond to Public Personalized Advertising in Retail Stores

Retailers are now expanding personalized advertising into consumers’ public life (e.g., via digital in-store displays). Little research has examined how consumers respond to such public personalized advertising (PPA). Grounded in theory on impression management and consumers’ self-concept, three experiments examine when and why social presence and configurations of ad-self-congruity affect consumer responses to PPA negatively or positively. This research reveals that (negative/positive) consumer responses are influenced by a new typology of four distinct ad-self-congruity configurations (i.e., threatening ad-self-(in)congruity vs. bolstering ad-self-(in)congruity). Uncovering contingency factors of the effectiveness of PPAs (i.e., social presence and distinct configurations of ad-self-congruity), the results show that personalization in public diminishes favorable consumer response to threatening self-congruent ads; this effect is driven by consumer-perceived embarrassment. In contrast, bolstering self-congruent ads translate into positive consumer response with social presence; this effect is driven by consumer-perceived flattery. Taken together, the results provide insights into how PPAs influence consumers via the interplay of personalization, social presence, varying advertising appeals and distinct configurations of ad-self-congruity, thus providing meaningful implications on how to effectively implement personalization technologies in retailing.

Understanding the drivers of Airbnb discontinuance

Previous literature on consumer decision-making and innovations (e.g. Airbnb) largely concentrates on positive consumer responses and is prone to pro-innovation bias, while consumer discontinuance has yet to be considered. This research aims to investigate factors leading to consumer discontinuance in Airbnb usage by analysing online reviews. Data were analysed using an inductive qualitative content analysis approach. The findings distinguish between online and offline service issues as key determinants of discontinuance, and a graphic representation of discontinuance drivers is provided to better understand this phenomenon. This research highlights the importance of discontinuance as a new research stream and provides a grounded understanding of its antecedents.

Personalizing the Customization Experience: A Matching Theory of Mass Customization Interfaces and Cultural Information Processing

Mass customization interfaces typically guide consumers through the configuration process in a sequential manner, focusing on one product attribute after the other. What if this standardized customization experience were personalized for consumers on the basis of how they process information? A series of large-scale field and experimental studies, conducted with Western and Eastern consumers, shows that matching the interface to consumers’ culture-specific processing style enhances the effectiveness of mass customization. Specifically, presenting the same information isolated (by attribute) to Western consumers but contextualized (by alternative) to Eastern consumers increases satisfaction with and likelihood of purchasing the configured product, along with the amount of money spent on the product. These positive consumer responses emerge because of an increase in “interface fluency”—consumers’ subjective experience of ease when using the interface. The authors advise firms to personalize the customization experience by employing processing-congruent interfaces across consumer markets.

The effect of CSR expectancy violation: value from expectancy violation theory and confirmation bias

ABSTRACT This study applies expectancy violation theory and confirmation bias to the corporate social responsibility (CSR) context to explore how consumers respond to a corporation’s CSR activities. A 2 (CSR expectancy: higher vs. lower) X 2 (CSR practice: good vs. bad) experimental study examines how both negative and positive expectancy violation/conformity influence consumers’ attitudes to a corporation and their intentions to support it. The results reveal a significant interaction between CSR expectancy and CSR practice (i.e., expectancy violation/conformity effects). Specifically, negative expectancy violation (i.e., where a corporation violates consumers’ higher CSR expectancy) elicited less positive corporate attitudes and supportive behavior intentions than lower expectancy conformity (i.e., where a corporation meets consumers’ lower-CSR expectancy). On the other hand, positive expectancy conformity (i.e., where a corporation meets consumers’ higher CSR expectancy) yielded more positive consumer responses than positive expectancy violation (i.e., where a corporation exceeds consumers’ lower-CSR expectancy). This study also explores the mediating role of corporate credibility as communicator reward valence in influencing the effects of expectancy violation/conformity. The implications of the study provide strategic guidance that should help corporations implement CSR initiatives that satisfy consumer expectancy and enhance corporate credibility, thus minimizing negative expectancy violation effects.

Can brands deviate from their brand aesthetic? Brand luxury status as a moderator

PurposeThe purpose of this paper is to examine the effect of brand design consistency (BDC) on consumers’ aesthetic judgment and purchase intention; and whether this effect of BDC is moderated by a brand’s luxury status.Design/methodology/approachA mixed-factorial experimental design that manipulated the BDC of handbags (prototypical/high/low) and brand luxury status (luxury/non-luxury) was conducted among 311 female participants to test the proposed hypotheses.FindingsResults obtained from t-tests and repeated measures ANCOVA demonstrate that prototypical brand designs, followed by high, and then low BDC products, evoked the most positive consumer responses. Additionally, brand luxury status moderated the effect of BDC on consumer response, such that the effect was more salient for non-luxury than luxury brands.Practical implicationsLuxury brands are able to leverage the halo effect, as perceived brand design inconsistency has a lesser impact on consumers’ purchase intentions than for non-luxury brands. Non-luxury brands have less latitude to deviate from their brand aesthetic, and maintaining BDC in new products is imperative for these brands.Originality/valueDesigners constantly navigate the thresholds of their brand’s aesthetic in design decisions; however, few studies have investigated consumer responses to deviations from brand aesthetics. To the authors’ knowledge, no studies have examined this phenomenon in relation to a brand’s luxury status, a factor that critically impacts consumers’ design expectations.

Effects of game dynamics on consumer responses in Instagram marketing

The present study investigated fashion Instagram marketing, applying the concept of gamification. It set out to examine the following specific issues: 1) perceptions of flow, pleasures, dimensions of game dynamics (challenge, competition, achievement, reward, relationships among participants, and relationships between brands and consumers), and consumer responses based on frequency and involvement in exercise; 2) the effects of game dynamics dimensions on flow and pleasure; and 3) the effects of flow and pleasure on consumer responses. An online survey was used to gather data and the study analyzed a total of 200 responses. The results of the study were as follows. Perception differences were found only in relation to exercise involvement. Competition, relationships among participants, and relationships between brands and customers positively predicted flow. Among the dimensions of game dynamics, challenge, competition, reward, relationships among participants, and relationships between brands and consumers positively influenced pleasure. In addition, the study also found that pleasure and flow had positive effects on intention to participate and brand loyalty. Meanwhile, only pleasure predicted word-of-mouth. These findings suggest that fashion brands implementing Instagram as a marketing channel should seek to stimulate pleasure and fun to provoke positive consumer responses. Furthermore, the findings of the study provide practical and useful insights for fashion brands implementing Instagram marketing.

Making the world a better place by making better products

PurposeThis paper aims to examine whether consumers respond differently to different types of eco-innovations and to explore how and under what conditions eco-friendly consumer innovativeness (ECI) impacts consumers’ perception and adoption intentions.Design/methodology/approachTwo online experiments with real consumers in the USA were conducted to test the hypothesized relationships. Two eco-innovation products were examined: a connected vacuum cleaner (Study 1) and an innovative smartphone (Study 2).FindingsFirst, consumers tend to express more positive product beliefs, higher preferences and stronger adoption intentions toward resource use elimination innovations compared with the other types of eco-innovations across two product categories. Although consumers are not willing to pay more, they would adjust their payment equity by increasing consumption levels for resource use elimination innovations. Second, this research demonstrates ECI affects adoption intentions via formulating consumer perceptions of product eco-friendliness. Perceived trade-offs between eco-friendly benefits and product effectiveness strengthens the positive effect of ECI while weakening the impact of perceived product eco-friendliness on adoption intentions.Research limitations/implicationsFuture studies may validate and extend the results for marketing communication to different types of eco-friendly innovative consumers to determine which marketing messages best match the perceptions and preferences of certain eco-friendly innovative consumers.Practical implicationsThis study offers useful insights for strategic research-and-development investment and decision-making processes in selecting the best-suited approaches to developing eco-innovations and maximizing their success in the commercialization phase. Specifically, firms should place greater emphasis on resource use elimination innovation, which could evoke more positive consumer responses than resource use efficiency innovations and resource use substitution innovations. Moreover, it is important to improve the segmentation of the early adopters in the eco-innovation market with respect to specific types of eco-innovations so that marketers can distinctively address eco-friendly innovative consumers that best fit the potential user profile of their products.Originality/valueThe current research is novel as neither an empirically nor a theoretically founded framework has been suggested to examine how and why consumers respond differently to different types of eco-innovations. The findings shine new lights on eco-innovation research by providing useful insights into the underlying mechanisms and the conditions under which ECI affects consumers’ responses.

Future Time Perspective Moderates Consumer Responses to Nostalgic Advertising

Abstract. Humans remember their past and consider their future. Nostalgic advertising, focused on the personal past, increases positive consumer response to products. This research examines how future time perspective (FTP) moderates that effect. Based on socioemotional selectivity theory, the products studied represent goals individuals have when time feels limited (i.e., camera: familiar, socially focused, emotionally meaningful) or open-ended (i.e., VR-One: novel, information-focused, entertaining). As expected, ad-evoked nostalgia heightens positive consumer response to the camera, increasingly so when FTP feels limited (Study 1; N = 288). For the VR-One, ad-evoked nostalgia again increases positive response but less so when time feels limited (Study 2; N = 283). Thinking about how the past and the future interact to influence consumer preferences in adulthood is discussed.

An investigation of salespeople’s nonverbal behaviors and their effect on charismatic appearance and favorable consumer responses

The concept of charisma has gained considerable interest among social scientists in multiple disciplines. Nevertheless, research on charisma in the marketing field is scarce, and little is known about which specific nonverbal behaviors predict perceived charisma and lead to positive consumer responses. Therefore, the aim of this article is to identify nonverbal behaviors that lead to a salesperson’s perceived charisma in a personal selling context by means of high-precision, time-locked coding. This research explores aspects of body language that differentiate salespeople from each other and investigates whether such differences are antecedents of perceived charisma. The findings indicate that certain arm actions, arm postures, and action functions have a significant effect on charismatic appearance and can in turn produce favorable attitudes toward the salesperson.

Influência do crowding na lealdade mediado pela satisfação do consumidor em processos de compras no varejo

The purpose of this paper is to improve understanding of the causal relationship of crowding in variable loyalty via customer satisfaction in retail purchasing processes. And also conduct tests to examine the implications of customer satisfaction mediation between crowding and consumer loyalty.To verify the hypotheses generated in the light of the theory, we performed a cross-sectional survey involving 486 college students. Data analysis through structural equation modeling (SEM) with partial least squares estimation indicated that the direct effect between perceived crowding and loyalty is mediated declared satisfaction. With this, the main contribution of this study is to corroborate the theoretical position that there can be positive consumer response to retail environments with high human density.

Corporate association strategies and consumer responses: The relative effectiveness of CA versus CSR communication strategy by industry type

Given the importance of communication in the realm of corporate associations, this study analyzes the roles that communication strategies play in the formation of corporate associations. The study examines (1) whether particular types of associations (corporate ability or corporate social responsibility associations) can be developed through CA- or CSR-based communication strategies, and (2) the relative effectiveness of these two association types at amplifying favorable consumer responses across three different industries (consumable goods, durable goods, and stigmatized goods). An experiment was conducted to test the proposed model with six Fortune 500 companies. The results demonstrate that communication strategies can effectively facilitate a particular type of association. Differing levels of association effectiveness were found within each industry. For the consumable goods industry, CA associations are found to be more effective than CSR associations. For the durable goods industry, CSR associations are more influential at enhancing consumer attitudes and purchase intent than CA associations, while CA associations have a larger impact on supportive communication intent. In the case of the stigmatized industry, CSR associations play a determinant role in fostering positive consumer responses. This study provides managers and communication specialists with more concrete guidance for choosing a particular corporate positioning and communication strategy.

Prospects for pro-environmental protein consumption in Europe: Cultural, culinary, economic and psychological factors

The current ratio between plant and animal protein in the Western diet is causing serious threats to both public health and the environment. Healthy, pro-environmental protein consumption requires a transition to a diet with more plant protein and considerably less animal protein. The present paper focuses on the prospects of this transition by analyzing consumer responses to some key options in the context of regional differences across Europe. The aim is to assess how responses to the options might be shaped by 1) cultural, culinary and economic spatial gradients (including GDP per capita) at regional level and 2) differences in environmental friendly behavior and gender at individual level. The study, covering all EU members in 2012, compares regional level statistics (food supply data) with individual level statistics (consumer survey data) and vice-versa. The south-north latitude gradient showed a decreasing trend in vegetable and pulse protein supplies and, in parallel, a decreasing trend in positive consumer responses to the key options, probably due to differences in meal experiences. The west-east longitude gradient showed decreasing levels of animal protein supplies and GDP per capita. Individuals' willingness to do something positive for the environment and their gender played a weak but consistent role in the responses. To effectively stimulate diet changes, it is important to seek ways in which culinary and environmental aspects can complement each other and to ensure that diet changes do not depend solely on individual decisions but become an integral part of regional social processes.

LUXURY FASHION BRANDS SUSTAINABLE MESSAGE APPEAL STRATEGIES AND BRAND AUTHENTICITY IN INSTAGRAM

Authenticity is an important topic in business activities and society at large. Sustainability management and marketing activities are required as consumers become more interested in society. The consumer evaluation of brand authenticity is a crucial factor in a brand’s reputation and long-term growth, which affects brand loyalty, electronic word of mouth (eWOM) and purchase behavior. With this latest trend, luxury brands are paying attention to sustainability activities, but consumer confidence in the sustainability of luxury brands is still low. Experts emphasize that building trust with customers by promising authenticity is a key challenge. Meanwhile, luxury brands are actively communicating with consumers through SNS, such as Instagram. Social media marketing directly and indirectly influences brand authenticity, as well as purchase intentions and eWOM. Nevertheless, there is little exposure to sustainability activities in the social media accounts of luxury brands. Therefore, the purpose of this study is to examine the relationship between the sustainability activities on the social media of luxury brands and brand authenticity, as well as the effects of brand authenticity on eWOM and purchase intention. For this study, we conducted an online survey targeting individuals with ages of 20–30 years and who are highly interested in society while actively using social media. The collected data were analyzed using the SPSS 21.0 software package. The main finding of this study reveals that consumers are more aware of brand authenticity when they see an Instagram post that includes messages about sustainability rather than a post without any such messages. In addition, brand authenticity has positive effects on eWOM and purchase intention. These findings suggest that sustainability marketing by luxury brands leads to positive consumer response, and the broadcasting of messages about sustainability via social media is effective for the marketing strategy of luxury brands.

How and When Retailers\u2019 Sustainability Efforts Translate into Positive Consumer Responses: The Interplay Between Personal and Social Factors

This study aims to address how (through which mechanisms) and when (under which conditions) retailers’ sustainability efforts translate into positive consumer responses. Hypotheses are developed and tested through a scenario-based experiment among 672 consumers. Retailers’ assortment sustainability and distribution sustainability are manipulated. Retailers’ sustainability efforts lead to positive consumer responses (e.g., improved store evaluations) via two underlying mechanisms: consumers’ identification with the store (personal route) and store legitimacy (social route). The effects of sustainability efforts are strengthened if consumers have personal norms favoring shopping at environmentally friendly stores. Remarkably, when controlling for moderation by personal norms, social norms weaken the effects. The findings show that traditional marketing mix elements provide opportunities for retailers to improve their organizations’ bottom line and positively affect consumer (and societal) well-being. This study helps retailers decide whether or not to invest in and communicate about sustainability. Past research has shown the clear potential for positive consumer responses to firms’ sustainability efforts, but little is known about the underlying mechanisms and the conditions under which such responses take place. This study advances theory by examining personal and social factors as mediators and moderators of the retailers’ sustainability efforts–consumer responses relationship.

The sweet smell of advertising: the essence of matching scents with other ad cues

ABSTRACTNew technologies enable practitioners to communicate scents in advertisements on various media. The current research examines the importance of matching scent cues to the advertised product, and the joint effect of scent and other cues such as colour on consumer responses to advertising. A 4 × 2 experimental design was conducted, where participants (N = 603) were presented with scented colour print advertisements. Three hierarchical responses were measured: emotional response, attitude, and purchase intention. Findings reveal that higher congruence between scent and the advertised product heightens positive consumer response. Furthermore, this research stresses the significant joint effect of scent and colour cues, and supports the incongruence approach, suggesting that combining scents that are poorly congruent with other sensory cues enhance consumer response. Practical and theoretical implications are discussed.

Challenges and opportunities in the use of low‐energy sugar replacers

Challenges and opportunities in the use of low‐energy sugar replacers