Alessandro M. Peluso

Bio: Alessandro M. Peluso is an academic researcher from University of Salento. The author has contributed to research in topics: Tourism & Word of mouth. The author has an hindex of 20, co-authored 76 publications receiving 1884 citations. Previous affiliations of Alessandro M. Peluso include Libera Università Internazionale degli Studi Sociali Guido Carli & Libera!.

On Braggarts and Gossips: A Self-Enhancement Account of Word-of-Mouth Generation and Transmission:

Abstract: Previous research on word of mouth (WOM) has presented inconsistent evidence on whether consumers are more inclined to share positive or negative information about products and services. Some findings suggest that consumers are more inclined to engage in positive WOM, whereas others suggest that consumers are more inclined to engage in negative WOM. The present research offers a theoretical perspective that provides a means to resolve these seemingly contradictory findings. Specifically, the authors compare the generation of WOM (i.e., consumers sharing information about their own experiences) with the transmission of WOM (i.e., consumers passing on information about experiences they heard occurred to others). They suggest that a basic human motive to self-enhance leads consumers to generate positive WOM (i.e., share information about their own positive consumption experiences) but transmit negative WOM (i.e., pass on information they heard about others' negative consumption experiences). The aut...

Determinants of Regular and Occasional Consumers' Intentions to Buy Organic Food

Abstract: This study analyzes the impact of ethical motivations, food safety and health-related concerns on purchasing intentions of habitual and less frequent consumers of organic food. A sample of 291 subjects was surveyed through a paper-and-pencil questionnaire and classified either as “regular” or “occasional” purchasers of organic food according to their buying frequency. Results show different determinants of intention for the two groups of subjects: ethical motivations affect the purchase intentions of regular consumers, whereas food safety concerns influence the purchase intentions of occasional consumers. Implications are discussed. The market for organic food continues to expand worldwide at an average rate of 20% annually. Currently, over thirty-seven million hectares of land worldwide are managed organically by roughly two million farmers. In Europe, more than 250,000 farms manage around ten million hectares of organic land, with the highest share of organic agricultural land found in Spain, Italy and Germany (Willer and Kilcher 2011). In the last decades, this increasing popularity has fueled the growth of a multidisciplinary stream of research that has investigated the psychological and anthropological drivers of organic food consumption. Several studies have concluded that ethical principles, such as ecological sustainability and care for animal welfare—which constitute a sort of “inspirational framework” for organic farming—drive consumers’ choices of organic food. Other studies posit that organic food purchase behavior is motivated by the perceived healthiness of such products (Guido 2009; Guido et al.

Trust as moderator in the relationship between HRM practices and employee attitudes

Abstract: The study contributes to the debate in the HRM literature by examining the role of trust in management in moderating the effect of HRM practices on employee attitudes. The novelty of the study lies in our interest in assessing this relationship not only on a system of HR practices, but also considering whether the influence varies according to specific ‘bundles’ of practices. Adopting a Structural Equation Modelling approach, we first test the moderation using an HRM index of seven practices on a sample of 9,000 employees from 46 Italian organisations. Then, following the AMO approach, we assess the relationship on three ‘bundles’ of practices, one oriented to increasing ability, another motivation and the third opportunity to participate. Results confirm the moderation with the overall HRM index. Interestingly, the effect varies depending on the HR bundles, being significant only with the motivation practices and not relevant in the other two bundles.

The Effect of Negative Message Framing on Green Consumption: An Investigation of the Role of Shame

Abstract: Despite society’s increasing sensitivity toward green production, companies often struggle to find effective communication strategies that induce consumers to buy green products or engage in other environmentally friendly behaviors. To add clarity to this situation, we investigated the effectiveness of negative versus positive message framing in promoting green products, whereby companies highlight the detrimental versus beneficial environmental consequences of choosing less versus more green options, respectively. Across four experiments, we show that negatively framed messages are more effective than positively framed ones in prompting consumers to engage in pro-environmental behaviors. More importantly, we find that anticipated shame is the emotion responsible for this effect. Furthermore, both environmental concern and the type of product promoted serve as moderators; thus, the mediating role of anticipated shame is attenuated when environmental concern is low and the product is a luxury one. Finally, we discuss the theoretical and managerial implications of our work, along with its limitations and some directions for future research.

On relationship marketing

Abstract: Relationship marketing is the development and outbreak of the combined theory of the traditional marketing,and it is a new idea.It puts more emphasis on the long-term and satisfying relation between enterprises and customers.and its success relies on some conditions.Its application in China has its own characteristics.

From Marketing Mix to Relationship Marketing

Abstract: Discusses the nature and sometimes negative consequences of the dominating marketing paradigm of today, marketing mix management, and furthermore discusses how modern research into, for example, industrial marketing and services marketing as well as customer relationship economics shows that another approach to marketing is required This development is supported by evolving trends in business, such as strategic partnerships, alliances and networks Suggests relationship marketing, based on relationship building and management, as one emerging new marketing paradigm of the future Concludes that the simplicity of the marketing mix paradigm, with its Four P model, has become a straitjacket, fostering toolbox thinking rather than an awareness that marketing is a multi‐faceted social process, and notes that marketing theory and customers are the victims of today′s mainstream marketing thinking By using the notion of a marketing strategy continuum, discusses a number of consequences of a relationship‐type ma