Comparative advertising for goods versus services: Effects of different types of product attributes through consumer reactance and activation on consumer response
TL;DR: In this paper, the authors examine positive effects through activation and negative effects through reactance on ad attitudes and product evaluations for intrinsic versus extrinsic attribute comparisons and consider the product type (goods vs. services) as a moderator.
About: This article is published in Journal of Retailing and Consumer Services.The article was published on 2018-09-01. It has received 9 citations till now. The article focuses on the topics: Reactance & Product type.
Citations
More filters
TL;DR: In this article, the role of opinion leaders and eWOM on consumer purchasing decisions was investigated. But, the authors did not find that opinion leaders' e-WOM had a significant influence on consumer online decisions.
Abstract: Opinion leaders and eWOM are becoming two of the most effective ways to launch a brand on social media by creating viral marketing. However, how much influence does an opinion leader’s eWOM (OL eWOM) have on consumer purchasing decisions? This research looks at the role of OL eWOM as well as the effect of its valence and product type on the decision to buy or not buy from a realistic experimental online store design. In total, 300 undergraduate students were randomly assigned to one of five scenarios in a 22 experimental arrangement. Results show that OL eWOM influences consumer online decisions when purchasing experience-type goods and the valence of eWOM is positive. However, if we compare the OL eWOM with a control group, then OL eWOM does not have a significant influence. This research provides novel empirical evidence for the limited influence of OL in modeling shopping behaviors in e-commerce contexts.
31 citations
Cites background from "Comparative advertising for goods v..."
...On the other hand, in countries such as the USA where comparative advertising is allowed and in Europe (although with certain restrictions) [59], using negative OL eWOM to competitor brands can have not only the benefits of becoming more easily viral but like the outcomes of this research, they can also inhibit the purchase of the related product....
[...]
TL;DR: The authors explored how consumers' value perceptions of superfoods influence their behavioral responses (i.e., repurchase and positive word-of-mouth intentions) by introducing the concept of relative advantage in food consumption.
26 citations
TL;DR: In this paper, the authors investigate the impacts of comparative ads used by retailers to compare the prices of their store brand (SB) products with those of equivalent national brand (NB) products.
Abstract: The research aim is to investigate the impacts of comparative ads used by retailers to compare the prices of their store brand (SB) products with those of equivalent national brand (NB) products. More specifically, this research examines if consumers perceive retailers as legitimate when they use comparative ads to compare the prices of their SB products to those of equivalent NB products, and how effective are these comparative ads in terms of actual purchases. This research also explores for which SB type (economy, standard or premium) and consumers are comparative ads most effective.,This research investigates consumers' reactions to comparative ads used by retailers to compare the prices of their SB products with those of similar NB products through an experiment within a store laboratory. A between-subject design has been used. The participants of the first/second/third group (n1 = 93/n2 = 92/n3 = 91) were exposed to ads comparing the prices of retailer's economy/standard/premium SB food products with their equivalent NB food products, in the same product category. The participants of each group carried out a shopping trip in the store laboratory.,Consumers consider retailers legitimate when they use comparative ads. This favourable evaluation improves their attitude towards these ads. However, the impact of retailers' legitimacy of (1) means, (2) objectives and (3) historical legitimacy on consumers' attitude towards comparative ads depends on the SB type (economy, standard and premium). By contrast, comparative ads are effective in terms of consumers' attitude towards these ads and towards SBs, along with purchase intention and actual purchases of these brands, whatever the SB type. Lastly, this research highlights that comparative ads for SBs are mainly directed at consumers with high levels of price consciousness and resistance to NBs.,This research only tested the impact of direct comparative advertising and an extrinsic attribute (price). The research experiment was conducted on a convenience sample, which limits its external validity.,This research encourages retailers to use comparative advertising for their SBs (economy, standard and premium) for several reasons. First, this study suggests that comparative advertising is an effective tool for retailers to shape or improve consumers' attitude towards SBs, via their attitude towards comparative ads. Second, this research proposes that comparative advertising contrasting the prices of SB products with those of NB products could increase retailers' in-store sales of their SBs. Lastly, this research underlines that comparative advertising is particularly effective for consumers with high levels of price consciousness and resistance to NBs.,This research supplements previous research in the field of SBs and comparative advertising. Previous research on comparative advertising has examined NBs exclusively (Dianoux et al., 2013; Beard, 2018). Comparisons between SBs and NBs are lacking. This research thus validates the use of this specific form of communication for SBs, given the paucity of studies of the effects of the use of mass media communication on SBs (Nenycz-Thiel and Romaniuk, 2014; Gendel-Guterman and Levy, 2017).
8 citations
TL;DR: This research used a novel method in which biometric data and data envelopment analysis (DEA) were used to assess advertising effectiveness in a multi-criteria decision making environment.
Abstract: This research used a novel method in which biometric data and data envelopment analysis (DEA) (a statistical tool generally used for multi-criteria decision making) were used to assess advertising effectiveness. Facial detection and eye-tracking analyses were used to measure participants’ reactions to 14 real estate advertisements. Each of the 14 advertisements had been suggested to a real estate company by a creative advertisement company for a real upcoming advertising campaign in Modern Living for Males and Females. A total of 20 females and males, each of whom wanted to purchase a property, participated in this study. The real estate company was not sure which advertisement to select or which advertisement would be more effective in relation to the male and female target markets. The eye-tracking analysis provided useful information in relation to advertisement design efficiency and cue saliency, which can also affect participants’ emotional responses. DEA was employed to process attention, engagement, and joy provoked by the advertisements. The advertising materials were then benchmarked for each gender using the R studio and R Core Team and a robust DEA for the R (rDEA) package. Furthermore, we used an output-oriented model and variable returns-to-scale to identify the advertisement which maximized the positive emotional responses of each gender, revealing significant differences between males and females in relation to ad effectiveness.
8 citations
TL;DR: In this article, the authors argue that suppliers' benevolence toward customers enhances CF toward the suppliers, and that when suppliers show flexibility toward their customers, those customers will reciprocate by showing flexibility toward those suppliers.
5 citations
References
More filters
TL;DR: In this article, the adequacy of the conventional cutoff criteria and several new alternatives for various fit indexes used to evaluate model fit in practice were examined, and the results suggest that, for the ML method, a cutoff value close to.95 for TLI, BL89, CFI, RNI, and G...
Abstract: This article examines the adequacy of the “rules of thumb” conventional cutoff criteria and several new alternatives for various fit indexes used to evaluate model fit in practice. Using a 2‐index presentation strategy, which includes using the maximum likelihood (ML)‐based standardized root mean squared residual (SRMR) and supplementing it with either Tucker‐Lewis Index (TLI), Bollen's (1989) Fit Index (BL89), Relative Noncentrality Index (RNI), Comparative Fit Index (CFI), Gamma Hat, McDonald's Centrality Index (Mc), or root mean squared error of approximation (RMSEA), various combinations of cutoff values from selected ranges of cutoff criteria for the ML‐based SRMR and a given supplemental fit index were used to calculate rejection rates for various types of true‐population and misspecified models; that is, models with misspecified factor covariance(s) and models with misspecified factor loading(s). The results suggest that, for the ML method, a cutoff value close to .95 for TLI, BL89, CFI, RNI, and G...
76,383 citations
TL;DR: In this paper, the statistical tests used in the analysis of structural equation models with unobservable variables and measurement error are examined, and a drawback of the commonly applied chi square test, in additit...
Abstract: The statistical tests used in the analysis of structural equation models with unobservable variables and measurement error are examined. A drawback of the commonly applied chi square test, in addit...
56,555 citations
TL;DR: In this paper, evidence from past research and insights from an exploratory investigation are combined in a conceptual model that defines and relates price, perceived quality, and perceived value for a product.
Abstract: Evidence from past research and insights from an exploratory investigation are combined in a conceptual model that defines and relates price, perceived quality, and perceived value. Propositions ab...
13,713 citations
Book•
20 Jan 1984
TL;DR: Examples are drawn from different areas of business - such as human resources management, strategic management, operations management, finance, accounting, and information management - to provide students with a comprehensive overview of the applications of research methods.
Abstract: Chapter 1. Introduction to Research. Chapter 2. Scientific Investigation. Chapter 3. Technology and Business Research. Chapter 4. The Research Process: Steps 1 to 3: The Broad Problem Area, Preliminary Data Gathering, Problem Definition. Chapter 5. The Research Process: Steps 4 and 5: Theoretical Framework Hypothesis Development. Chapter 6. The Research Process: Step 6: Elements of Research Design. Chapter 7. Experimental Designs. Chapter 8. Measurement of Variables: Operational Definition and Scales. Chapter 9. Measurement: Scaling, Reliability, Validity. Chapter 10. Data Collection Methods. Chapter 11. Sampling. Chapter 12. Data Analysis and Interpretation. Chapter 13. The Research Report. Chapter 14. Managerial Decision Making and Research. Module: A Refresher on Some Statistical Terms and Tests. A Final Note to the Student. Glossary of Terms. References. Statistical Tables. Index.
11,833 citations
7,432 citations