Influencing Consumer Responses to Highly Aesthetic Products: The Role of Mindsets
TL;DR: In this article, the authors propose that consumers will respond more favorably to a highly aesthetic product when they are in an abstract, rather than a concrete, mindset, and apply various mindset manipulations to support their hypothesis.
About: This article is published in Journal of Retailing.The article was published on 2021-09-01. It has received 2 citations till now. The article focuses on the topics: Product design & Product (category theory).
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TL;DR: In this article, the influence of cultural values on the green products design in Malaysia and Indonesia was identified, and the collected data were statistically analyzed based on the satisfaction level, confirmatory factor analysis and structural equation modeling.
Abstract: There is an increasing awareness among manufacturers to make production more sustainable in Southeast Asian countries such as Malaysia and Indonesia. Manufacturers are now urged to not only focus on the business profit but also concern on environment protection by producing green products. However, issues may arise regarding the preferences of customers on green products, which will vary due to the influence of cultural values. This will give an impact on the marketing of green products. The aim of this study is to identify the influence of cultural values on the green products design in Malaysia and Indonesia.,A pretest on the survey instruments was performed to ensure the reliability and validity of the questionnaire. The collected data were statistically analyzed based on the satisfaction level, confirmatory factor analysis and structural equation modeling.,The results showed that customer preferences in Malaysia were mostly influenced by uncertainty avoidance, long-term orientation and power distance, excluding collectivism and masculinity. In Indonesia, the dimension of uncertainty avoidance and long-term orientation had significant influence, whereas power distance, masculinity and collectivism dimension had no influence. Eco-label was identified as the most important factor for green products in Malaysia and having product services characteristics factor for product lifetime extension in Indonesia.,For practices, the cultural values and preferred characteristics identified in this study provide valuable information to policymakers and businesses on what draws customers toward green products in Malaysia and Indonesia. This finding can be used as supported data for the policymakers in order to achieve sustainable development goal (SDGs) in Malaysia and Indonesia.,The findings of this study provide valuable information for designers to design products with green characteristics that cater to the consumer market in Malaysia and Indonesia, as well as other countries which may have similar cultural traits.
10 citations
TL;DR: In this paper , the authors explored how stimulus-organization-behavior-consequence framework can be used to assess the impact of product experience, website experience, and delivery experience on their online grocery shopping experience, which further strengthened seniors' satisfaction and impacts their web store loyalty.
Abstract: ABSTRACT Online grocery sales have witnessed a significant surge during the pandemic, and older consumers are among the online shoppers with the quickest growth. Importantly, this study is possibly among the first to explore how the stimulus-organization-behavior-consequence framework can be used to assess the impact of product experience, website experience, and delivery experience on their online grocery shopping experience, which further strengthens seniors’ satisfaction and impacts their ”webstore loyalty”. It is tested through an analysis of cross-sectional data collected from 282 elderly online grocery shoppers from India. Findings reveal that webstore design, physical environment, personalised communication, and customer service responsiveness are more significant in creating a positive affective experience, while competitive pricing and product information details are more significant in forming a cognitive experience. As a result of the pandemic, consumers prefer stores that provide them with food product knowledge, diversity, and a secure shopping environment. Our research can aid online retailers in identifying essential aspects of online grocery services in order to better serve older customers. The findings have interesting implications for online grocery retailers who wish to expand into emerging markets, particularly for the senior cohort, and can create differentiating service experiences to address emerging shopper experiences.
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06 May 2013
TL;DR: In this paper, the authors present a discussion of whether, if, how, and when a moderate mediator can be used to moderate another variable's effect in a conditional process analysis.
Abstract: I. FUNDAMENTAL CONCEPTS 1. Introduction 1.1. A Scientist in Training 1.2. Questions of Whether, If, How, and When 1.3. Conditional Process Analysis 1.4. Correlation, Causality, and Statistical Modeling 1.5. Statistical Software 1.6. Overview of this Book 1.7. Chapter Summary 2. Simple Linear Regression 2.1. Correlation and Prediction 2.2. The Simple Linear Regression Equation 2.3. Statistical Inference 2.4. Assumptions for Interpretation and Statistical Inference 2.5. Chapter Summary 3. Multiple Linear Regression 3.1. The Multiple Linear Regression Equation 3.2. Partial Association and Statistical Control 3.3. Statistical Inference in Multiple Regression 3.4. Statistical and Conceptual Diagrams 3.5. Chapter Summary II. MEDIATION ANALYSIS 4. The Simple Mediation Model 4.1. The Simple Mediation Model 4.2. Estimation of the Direct, Indirect, and Total Effects of X 4.3. Example with Dichotomous X: The Influence of Presumed Media Influence 4.4. Statistical Inference 4.5. An Example with Continuous X: Economic Stress among Small Business Owners 4.6. Chapter Summary 5. Multiple Mediator Models 5.1. The Parallel Multiple Mediator Model 5.2. Example Using the Presumed Media Influence Study 5.3. Statistical Inference 5.4. The Serial Multiple Mediator Model 5.5. Complementarity and Competition among Mediators 5.6. OLS Regression versus Structural Equation Modeling 5.7. Chapter Summary III. MODERATION ANALYSIS 6. Miscellaneous Topics in Mediation Analysis 6.1. What About Baron and Kenny? 6.2. Confounding and Causal Order 6.3. Effect Size 6.4. Multiple Xs or Ys: Analyze Separately or Simultaneously? 6.5. Reporting a Mediation Analysis 6.6. Chapter Summary 7. Fundamentals of Moderation Analysis 7.1. Conditional and Unconditional Effects 7.2. An Example: Sex Discrimination in the Workplace 7.3. Visualizing Moderation 7.4. Probing an Interaction 7.5. Chapter Summary 8. Extending Moderation Analysis Principles 8.1. Moderation Involving a Dichotomous Moderator 8.2. Interaction between Two Quantitative Variables 8.3. Hierarchical versus Simultaneous Variable Entry 8.4. The Equivalence between Moderated Regression Analysis and a 2 x 2 Factorial Analysis of Variance 8.5. Chapter Summary 9. Miscellaneous Topics in Moderation Analysis 9.1. Truths and Myths about Mean Centering 9.2. The Estimation and Interpretation of Standardized Regression Coefficients in a Moderation Analysis 9.3. Artificial Categorization and Subgroups Analysis 9.4. More Than One Moderator 9.5. Reporting a Moderation Analysis 9.6. Chapter Summary IV. CONDITIONAL PROCESS ANALYSIS 10. Conditional Process Analysis 10.1. Examples of Conditional Process Models in the Literature 10.2. Conditional Direct and Indirect Effects 10.3. Example: Hiding Your Feelings from Your Work Team 10.4. Statistical Inference 10.5. Conditional Process Analysis in PROCESS 10.6. Chapter Summary 11. Further Examples of Conditional Process Analysis 11.1. Revisiting the Sexual Discrimination Study 11.2. Moderation of the Direct and Indirect Effects in a Conditional Process Model 11.3. Visualizing the Direct and Indirect Effects 11.4. Mediated Moderation 11.5. Chapter Summary 12. Miscellaneous Topics in Conditional Process Analysis 12.1. A Strategy for Approaching Your Analysis 12.2. Can a Variable Simultaneously Mediate and Moderate Another Variable's Effect? 12.3. Comparing Conditional Indirect Effects and a Formal Test of Moderated Mediation 12.4. The Pitfalls of Subgroups Analysis 12.5. Writing about Conditional Process Modeling 12.6. Chapter Summary Appendix A. Using PROCESS Appendix B. Monte Carlo Confidence Intervals in SPSS and SAS
26,144 citations
TL;DR: In this article, the authors argue that distant future events are construed on a higher level (i.e., by using more central and abstract features of the event) than near future events.
Abstract: Temporal construal theory states that distant future situations are construed on a higher level (i.e., using more abstract and central features) than near future situations. Accordingly, the theory suggests that the value associated with the high-level construal is enhanced over delay and that the value associated with the low-level construal is discounted over delay. In goal-directed activities, desirability of the activity's end state represents a high-level construal, whereas the feasibility of attaining this end state represents a low-level construal. Study 1 found that distant future activities were construed on a higher level than near future activities. Studies 2 and 3 showed that decisions regarding distant future activities, compared with decisions regarding near future activities, were more influenced by the desirability of the end state and less influenced by the feasibility of attaining the end state. Study 4 presented students with a real-life choice of academic assignments varying in difficulty (feasibility) and interest (desirability). In choosing a distant future assignment, students placed relatively more weight on the assignment's interest, whereas in choosing a near future assignment, they placed relatively more weight on difficulty. Study 5 found that distant future plans, compared with near future plans, were related to desirability of activities rather than to time constraints. In everyday life, people judge and make decisions about events that will take place either in the relatively near future or in the distant future. For example, one may need to decide whether to take a vacation, give a lecture, or attend a conference a few months in advance or just a few days in advance. This article addresses the question of how temporal distance from an event affects people's decisions regarding that event. We argue that distant future events are construed on a higher level (i.e., by using more central and abstract features of the event) than near future events. Therefore, decisions regarding distant future events are likely to be based on relatively central and
2,014 citations
TL;DR: In this paper, the authors examined how consumer choice between hedonic and utilitarian goods is influenced by the nature of the decision task and found that the relative saliency of hedonism is greater when consumers decide which of several items to give up (forfeiture choices) than when they decide which item to acquire (acquisition choices).
Abstract: In this article, the authors examine how consumer choice between hedonic and utilitarian goods is influenced by the nature of the decision task. Building on research on elaboration, the authors propose that the relative salience of hedonic dimensions is greater when consumers decide which of several items to give up (forfeiture choices) than when they decide which item to acquire (acquisition choices). The resulting hypothesis that a hedonic item is relatively preferred over the same utilitarian item in forfeiture choices than in acquisition choices was supported in two choice experiments. In a subsequent experiment, these findings were extended to hypothetical choices in which the acquisition and forfeiture conditions were created by manipulating initial attribute-level reference states instead of ownership. Finally, consistent with the experimental findings, a field survey showed that, relative to market prices, owners of relatively hedonic cars value their vehicles more than do owners of relat...
1,914 citations
TL;DR: Action identification theory as discussed by the authors proposes that any action can be identified in many ways, ranging from low-level identities that specify how the action is performed to high level identities that signify why or with what effect it is performed, and the level of identification most likely to be adopted by an actor is determined by processes reflecting a trade-off between concerns for comprehen- sive action understanding and effective action maintenance.
Abstract: Issues in the cognitive representation and control of action are broached from the perspective of action identification theory. This theory holds that any action can be identified in many ways, ranging from low-level identities that specify how the action is performed to high-level identities that signify why or with what effect the action is performed. The level of identification most likely to be adopted by an actor is said to be dictated by processes reflecting a trade-off between concerns for comprehen- sive action understanding and effective action maintenance. This means that the actor is always sensitive to contextual cues to higher levels of identification but moves to lower levels ofidentification if the action proves difficult to maintain with higher level identities in mind. These respective pro- cesses are documented empirically, as is their coordinated interplay in promoting a level of prepotent identification that matches the upper limits of the actor's capacity to perform the action. The im- plications of this analysis are developed for action stability, the psychology of performance impair- ment, personal versus situational causation, and the behavioral bases of self-understanding. People always seem to be doing something. They also seem for seemingly unbounded constructions of behavior. As philos- to be quite adept at identifying what they are doing. What is less ophers have long noted, any segment of behavior can be con- clear is how these two observations relate to one another. The sciously identified in many different ways (Anscombe, 1957; theory of action identification (Vallacher & Wegner, 1985; Weg- Austin, 1961; Danto, 1963; Goldman, 1970; Ryie, 1949; Witt- ner & Vallacher, 1986) is explicitly concerned with this issue. At genstein, 1953). Something as simple as "meeting someone," the heart of the theory are three interacting processes that spec- for instance, could be recognized by anyone with an even mildly ify a causal interdependence between what people are doing and active mental life as "being social," "exchanging pleasantries," what they think they are doing. Through a delineation of these "learning about someone new," "revealing one's personality," processes, we hope to reveal how action constrains one's identi- or even "uttering words." But while representations of action fication of action and, in turn, how action identification exerts a admit to considerable variability and seem subject to notewor- selecting and guiding force in subsequent action. The proposed thy change from moment to moment, behavior seems to follow causal interdependence between action and action identifica- a more constrained path, often exhibiting a press toward COIn- tion proves useful in understanding a host of issues in human pletion in the face of situational forces, biological needs, and psychology that center on the mental control of action. These reinforcement contingencies. Thus, as interesting as cognitive issues are thus discussed in detail, with attention given in each representations may be in their own right, they are considered case to the points of contact between our analysis and prior con- by many to operate independently of the causal mechanisms ceptualizations. We begin by reviewing the background and promoting overt action. principles of the theory.
1,730 citations
TL;DR: Action identification theory holds that any action can be identified in many ways, ranging from low-level identities that specify how the action is performed to high level identities that signify why or with what effect it is performed as mentioned in this paper.
Abstract: This research examined individual differences in action identification level as measured by the Behavior Identification Form. Action identification theory holds that any action can be identified in many ways, ranging from low-level identities that specify how the action is performed to high-level identities that signify why or with what effect the action is performed. People who identify action at a uniformly lower or higher level across many action domains, then, may be characterized in terms of their standing on a broad personality dimension: level of personal agency. High-level agents think about their acts in encompassing terms that incorporate the motives and larger meanings of the action, whereas low-level agents think about their acts in terms of the details or means of action. Research on the convergent, divergent, and predictive validity of this construct examined its implications for the individual's overall competence in action, for the individual's inclination toward planful versus impulsive action and for the degree to which the individual's actions are organized by and reflected in the self-concept. Some people think they can do big things. They set out to write a book, to make a fortune, or to win an election. There are others, however, who may undertake much the same tasks with far more meager aims in mind. They might get some ideas on paper, make a profit this week, or shake a few hands at the factory gate. Ultimately, the people who see their acts in big ways may find the same success as those who focus on the details. However, the two ways of identifying action are appropriate and effective in vastly different situations, and they promote radically distinct styles of action. This research was designed to test the reliability and validity of an instrument assessing this action identification dimension. High levels of personal agency represent the tendency to understand one's action in terms of its consequences and implications, whereas low levels of personal agency represent the tendency to see one's action in terms of its details or mechanics. The dimension of personal agency level is derived from action identification theory, a set of principles on the understanding
985 citations