Showing papers in "Journal of International Consumer Marketing in 2004"

The Effect of Celebrity Endorsers' Perceived Credibility on Product Purchase Intention: The Case of Singaporeans

Abstract: This research examines the effect of three celebrity credibility dimensions (attractiveness, trustworthiness, and expertise) on purchase intention with 880 Singaporean undergraduates, using four Asian celebrities as stimuli. In contrast to the results in Ohanian (1991), which indicate that the dimensions attractiveness and trustworthiness do not affect product purchase intention, the results in this study show that all of the three credibility dimensions positively relate to purchase intention. Explanations for the different findings and managerial implications are discussed.

Consumer Impulse Buying and In-Store Stimuli in Chinese Supermarkets

Abstract: This paper examines the effect of retail store environment variables on consumer impulse buying behavior. Specifically, we propose two separate effects of in-store point-of-purchase (POP) posters on shoppers' impulse purchase behavior in a supermarket setting in China. The first effect relates to the informative function of in-store POP posters (i.e., promoting discounts and cheaper prices). This can also be termed as the promotionaleffect. The second effect deals with the atmosphere engagement (i.e., enjoyment, modern, and attractiveness) conveyed by in-store POP posters. This can also be referred to as the atmosphericeffect. We subsequently test and confirm the proposed effects using a survey data obtained from mall respondents in a supermarket setting in China. The results provide important insights to the formulation of strategic retail marketing stimuli. Further discussion and managerial implications are provided.

Visual and Verbal Communication in the Design of Eco-Label for Green Consumer Products

Abstract: Eco-labels are meant to convey information to consumers about the environmental implications of purchasing the product, so that consumers who care about such effects can express their desires in the market. Whereas all eco-label designs utilize a visuallogo, only a few of them include verbalmessage withinthe label to communicate the main reason why the label is granted. As such, the purpose of this study is to investigate the influence of visual and verbal communication in eco-label designs on consumers purchasing behavior. Using an experimental design with homogenous sample, participants were randomly assigned one of four possible treatments in a 2 × 2 design with manipulations of both visual and verbal communication cues within a simulated web-based shopping experience. It was found that both the visual and verbal communication had significant individual and additive effects on the purchase of the designated products.

The Effects of Physical Surroundings on Egyptian Consumers' Emotional States and Buying Intentions

Abstract: This study investigates the effects of several aspects of Egyptian shopping mall physical surroundings (background music, crowdedness, location, lighting, and interior design) on consumers' emotional states and buying intentions. Using an experimental design and stimuli from different malls, the study finds that each of these factors, with the exception of interior design, affects the amount of shopper pleasure, arousal, and dominance experienced. Furthermore, the moderating responses of pleasure and arousal affect willingness to buy. Some of these results parallel findings from Western environments, but others do not. Differences are interpreted in light of traditional Egyptian shopping environments and implications are discussed.

Attitude Toward Online Shopping and Retail Website Quality

Abstract: This study examined (1) the structure of dimensions of retail website quality among 278 US and 347 Korean Internet users and (2) the relationship between attitude toward online shopping and retail website quality. Through the review of the current literature, five dimensions of retail website quality were identified: information quality, trust, ease of use, visual appeal, and business process. Confirmatory factor analyses verified the distinctiveness of the five quality dimensions in both samples. Through the use of regression analyses we also found that in both samples the respondents' perceptions of various dimensions of website quality were significantly influenced by their attitudes toward online shopping as well as by demographic characteristics.

Motivational and Cognitive Structures of Greek Consumers in the Purchase of Quality Food Products

Abstract: Following the means-end chain (MEC) analysis methodology, the study attempts to identify the psychologically-based, personal values-related motives of high-quality food purchasing in Greece. It is hypothesized that high social class consumers are quality-and health-conscious and exhibit a strong preference for high-quality foods. Olive oil is selected as the target-product of the survey, due to its importance for the everyday diet of Greeks and the agricultural economy of the country. A number of intrinsic and extrinsic quality cues are used as important product quality features. The application of the MEC methodology starts with the selection of a sample with the above-defined profile. It continues with the selection of very important olive oil quality attributes and the practical implementation of laddering-type interviews. The ultimate task of the study includes the development of sample's cognitive map, where the links between olive oil quality attributes, use benefits and consumers' values a...

A comparison of shopping behavior in Xi’an and Hong Kong malls: Utilitarian versus non-utilitarian shoppers

Abstract: Does the behavior of shoppers in an emerging economy vary due to differences in their openness to Western lifestyle and the level of economic development? The present study attempts to answer this question by examining Chinese shoppers in Xi'an and Hong Kong. The findings reveal significant differences in Chinese shoppers' shopping motives, shopping processes, and shopping outcomes. Xi'an shoppers tend to be more utilitarian and make more planned purchases. In contrast, Hong Kong shoppers go to malls with multiple shopping intents. Interestingly, we find that Xi'an shoppers visit malls with some non-utilitarian motives and make unplanned purchases that are comparable to those of their Hong Kong counterparts. This may suggest that a “shopping lifestyle” is emerging in West China. Hence, we make practical recommendations for international marketers who are interested in developing their retail business in West China.

Value, Price Consciousness, and Consumption Frugality

Abstract: Recently, Lastovicka, Bettencourt, Hughner, and Kuntze (1999) studied consumer frugality and argued that frugal consumers tend to be less impulsive and more disciplined in how they spend money, compared to other consumers. The frugal are also resourceful users and re-users of products and tend to be more independent than other consumers are. Lastovicka et al. (1999) summarized by showing that frugality is a useful concept for consumer behavior studies. This study examines frugality's relationships with price and value consciousness. Additionally, its impact on actual consumption is examined. Data from Israeli consumers mostly supports the study's hypotheses. The research and managerial implications of the findings are discussed.

Why Do People Choose the Shopping Malls? The Attraction Theory Revisited

Abstract: The goal of this study is to examine the factors which influence the consumers' attraction to shopping malls, and attempt to predict the consumers' behavior in choosing a shopping mall for their retail needs. The gravitational approaches and linear regression models, which are commonly used in this research area, cannot sufficiently explain the impact of factors on the choice of shopping centers; therefore, a review of these approaches and an empirical application of them is considered. The purpose is to construct a model of consumer attraction to malls, through distance and retail image, using a Conditional Logit Model.

Service quality in grocery retailing: The study of a japanese supermarket in Hong Kong

Abstract: Current measures of service quality of retail grocery in the global market are scarce. A Retail Service Quality instrument is adopted to examine the service quality of a Japanese supermarket in Hong Kong and its impact on customer satisfaction and future consumption behavior. Five service dimensions emerged in the study. They are namely, Personal Interaction, Trustworthiness, Physical Aspect, Policy and Reliability. Of these dimensions, Personal Interaction and Physical Aspect are shown to be the salient elements in determining customer satisfaction and future consumption behavior. Implications and recommendation for retailers are discussed.

Perceived Differences Among Countries

Abstract: The purpose of this paper is to report on the development and validation of a measurement tool designed to help us understand perceived similarities and differences among countries. The intent of this project is to extend our understanding of the effects of country perceptions on the larger question of perceptions of products and their origins. While much research has been done on product-country images (PCI), there continues to be a need for understanding how country perceptions affect consumer evaluations of products. Our intent is to complement the country evaluation measures developed by Papadopoulos and Helsop (2000) by understanding the nature of country evaluations in a comparative context. While Papadopoulos and Helsop measured directly perceptions of countries, this research proposes that understanding country evaluations in a comparative context is valuable, as well.

Cross-Cultural Differences in Mood-Regulation: An Empirical Comparison of Individualistic and Collectivistic Cultures

Abstract: This paper seeks to examine cross-cultural differences in the ways people regulate their mood states with special emphasis put on the role of consumption. This issue is virtually unexplored in the extant literature. After briefly introducing the essence of mood-regulation and culture we integrate these discussions in order to produce six research hypotheses for empirical testing. These hypotheses concern the differences in the nature, perceived ease of initiating, and emotional outcomes of mood-regulatory activities. The empirical evidence suggests that mood-regulatory activities are less consumption-oriented, have more socially based emotional consequences, and are more easily pursued and more effective in collectivistic cultures as opposed to individualistic cultures. The paper concludes by highlighting the theoretical and managerial implications of the results and by spelling out a few future research suggestions.

Barriers to Online Shopping in Switzerland

Abstract: Despite the collapse of the so-called digital economy, the Internet has developed into an established channel of distribution. Although Internet usage continues to grow at a significant pace, online retail sales of products and services lag behind considerably. This paper focuses on the underlying motivational factors that inhibit consumers from online purchasing, based on a review of current literature and the empirical findings of a survey among Internet users in Switzerland. Four distinct barriers to online shopping that exist between buying and non-buying Internet users were identified. Implications for the marketing management of online shopping channels are derived.

Reducing the Out-of-Stock Costs in a Developing Retailing Sector

Abstract: Because of the unavailability of sufficient distribution systems and technology in many developing nations, retailers must often solve the out-of-stock (OOS) problem alone within their stores, rather than relying on their suppliers. However, many OOS studies have shown that OOS costs are determined by consumer responses, which are mainly stimulated by brand and store loyalty, to the OOS item. In this study's context, the influences of in-store merchandising and store attractiveness factors on consumers' brand and store loyalties in OOS situations were explored in Turkey's developing retailing sector. The Ordered Logit Model was determined to be the most appropriate for testing influences on 544 consumers' responses to OOS item in three different size stores. The results showed that in-store pricing generally influences store loyal consumers' brand-switching decisions in three stores for a specific soft drink in addition to the influence of in-store advertisement in larger size stores. Also, consu...

Why people respond to surveys : a theory-based study of Hong Kong respondents

Abstract: This paper examines current theories of survey response behaviour, namely social exchange, cognitive dissonance, self-perception and commitment/involvement using a two-phased approach. A laboratory-type experiment (administered as a survey) and a field experiment were conducted to examine the relationship between survey participation and the major survey response theories that have been proposed to explain that participation and mode of survey data collection. The results suggest that there is a significant association between the survey response theories and survey participation. Exchange theory appears to be the basis of the most prevalent appeal followed by commitment/involvement, cognitive dissonance and self-perception, respectively. A higher response rate was found for personal interview followed by telephone interview and then by mail survey. However, the response rate of the field experiment was much smaller than the results obtained from a laboratory-type experiment with simulated survey...

Consumer Susceptibility to Salesperson Influence in Korean Department Stores

Abstract: In this era of relationship marketing, the salesperson plays an important role in the formation of long-term relationships with customers. Numerous marketing activities, including commercial advertisement, induce customers to the store. In a non self-service store, however, the salesperson has the most influence over the customer purchase decision-making behavior. Consumers differ in their susceptibility to salesperson influence. The Consumer Susceptibility for Salesperson Influence (CSSI) study (Goff, Bellenger, and Stojack, 1994) examined the role of the salesperson in automobile purchase decisions in the United States. At present, salesperson's influence and factors related to this influence for other cultures and other products is less understood. This study examined the behavior of 204 Korean female department store shoppers and identified three dimensions of CSSI: Recommendational, Informational/Risk Relieving, and Relational. This study found that the salesperson attributes and income leve...

Is Total Trust Possible? An Empirical Study in Relationship Selling

Abstract: Customers are passionately loyal about doing business with sellers who can always be trusted to act in their best interest over time. This research tries to identify how to develop a total trust relationship. The core antecedents behind this total-trust relationship are reciprocal responsiveness, shared understanding, personal disclosure, customization and cooperative concern. We examine how these antecedents affect satisfaction and trust en route to affecting loyalty. Based on data from insurance services, we empirically test and substantiate the roles of these antecedents in building loyalty. A total-trust framework incorporating services effectiveness and functional efficiency is proposed. Managerial implications and directions for future research are also given.

The Effect of Americans' Adaptation to Malaysians on Perceived Trustworthiness

Abstract: This experiment investigates the effect of cultural adaptation by American business people on their trustworthiness, as perceived by Malaysians. The sample consists of 140 Malaysian professionals in Malaysia, who read one of the four stories that differ in degrees of Americans' cultural adaptation: none, moderate, high using the English language, and high using the native language (i.e., Malay language). The results show that the high adaptation using the native language condition results in higher disconfirmation of stereotypic behavior than does the high adaptation using English and the moderate adaptation conditions, both of which in turn result in higher disconfirmation than does the no adaptation condition. The high adaptation using the native language condition is perceived to be more situationally caused than is the moderate adaptation condition, which in turn is perceived to be more situationally caused than is the no adaptation condition. Despite the support for situational attribution m...

The Effects of Allocentrism and Idiocentrism on Consumers' Product Attribute Evaluation: An Exploratory Research from Taiwan's Cellular Telephone Users

Abstract: Recent deregulations of the telecommunications industry in Taiwan have created a booming market for a variety of telecommunications services and equipment providers. The mobile telephony industry benefits most from such regulatory changes, as it grows from non-existence to 100% penetration in less than 15 years. Previous cross-cultural studies often use country/national culture as the unit of analysis; recent research has indicated that there are within-cultural variations among different consumer segments. On the basis of Hofstede's conceptualization of individualism-collectivism dimension, the present study aims to examine whether consumers' idiocentrism-allocentrism has effects on the evaluation of cellular phone attributes. The study uses a questionnaire survey to collect empirical data. Independent sample t-tests find that idiocentric and allocentric consumers are consistently different from each other in their product attribute evaluation. Compared with allocentric consumers, idiocentric co...

An Empirical Investigation of Consumer Ethics in a Collectivist Arab Culture

Abstract: While there is growing body of research on marketing ethics, it is more directed to investigate managerial aspects of marketing ethics than to delineate possible determinants leading consumers to engage in ethically questionable behaviors. Within consumer ethics research, attention started to identify possible influences on what prompts consumers to act unethically, which successfully identified peer pressure, risk perception, loss to seller, and felt inequity to be the main drivers for engaging in unethical behavior. We expand existing consumer ethics knowledge by focusing on consumer-marketer relationship and its impact on ethical intentions of consumers. The empirical research was conducted in Kuwait, an Arab country. To simulate different levels of retailer-consumer relationship and extent of benefit derived by consumers, four different scenarios were utilized. Based on the research reported in this paper, it may be generally concluded that promoting better rapport between consumers and marke...

Beyond the Net: Cultural Values Reflected in Japanese Multinationals' Web Communication Strategies

Abstract: This study examines the individualism-collectivism dimension reflected in Japanese multinationals' web communication, hypothesizing that the firms tend to adopt a “value paradox” strategy to stimulate consumers' hidden needs. After developing an original typology consisting of 20 cultural values, a content analysis of 150 product-based websites was conducted in Japan, Spain and the U.S. The comparison was made between websites created for the home country market and those created by the same firms for the host country markets. The findings reveal that Japanese multinationals are likely to employ more individualist values in websites created for the Japanese and Spanish markets, while emphasizing collectivist values in those created for the U.S. market. Further, individualist values are more accentuated in verbal cues than in non-verbal cues in the Japanese market sample. The authors conclude that Japanese firms tend to use opposing values in web-based product presentations so as to capture more c...

Motivational Segmentation of Spanish Teleshoppers in an International Context

Abstract: Teleshopping is evolving rapidly, thanks, in part, to advances in new technologies. In Spain, this commercial formula does not enjoy the same acceptance among consumers as in other countries, although future forecasts are optimistic. In addition, this topic has received scarce attention on the part of the Spanish researchers. Therefore, our main objective is Spanish teleshopper segmentation according to purchase motives in an international context. Firstly, we examine the main Spanish consumer motivations for purchasing through television. We then proceed to identify the underlying dimensions of these motives and finally we carry out a teleshopper motivational segmentation and compare it with another motivational typology identified in other countries.

Understanding youth culture: techno music consumption at live events in Spanish speaking countries.

Abstract: Techno music is an important part of contemporary youth culture. This study investigates this phenomenon by means of an Internet-based survey. Survey results suggest that the atmosphere at techno music events is generally perceived as friendly and that techno music does not promote aggressive feelings or emotions on the part of participants. Attitudes toward drug use at techno events and the role of the Internet in the downloading of music are also investigated. Overall, the results lead to the hypothesis that there may be two different segments of techno music consumers: one segment of more active and risk-taking individuals and a second segment of more introverted listeners who are less inclined to use drugs and prefer to obtain techno music from traditional channels rather than the Internet.

Moral Antecedents of Smoking Behavior and Risk Beliefs Among Overseas Asian Students

Abstract: Instead of focusing on the misconduct of multinational cigarette manufacturers, this research project broadens the discussion of cigarette consumption by focusing on the moral antecedent variables that shape young adults' smoking behavior and risk beliefs. It especially challenges current wisdom among anti-smoking advocates that by increasing consumer knowledge of the medical risks associated with smoking will lead to significant reductions in young adult smoking prevalence rates. Empirical results of this study suggest that although increasing smoking risk knowledge does not significantly reduce Asian students' smoking behavior, increasing their risk assessment beliefs does produce the desirable public policy effect of reducing current smoking. Furthermore, only among rules-driven individuals does an increase in no harm scores significantly reduce student smoking risk assessment beliefs. Thus, current anti-smoking advertising campaigns among overseas Asian students may be more effective if they ...