Journal articles on the topic 'Value proposition for consumers'
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Hlinenko, Larysa, and Yurii Daynovskyy. "Development of the IoT business models according the BMC template." Marketing and Digital Technologies 5, no. 1 (March 14, 2021): 42–73. http://dx.doi.org/10.15276/mdt.5.1.2021.4.
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The aim of the article. Internet of Things (IoT) technologies deeply affect business development and, as a consequence, business models (BMs) as a way of doing business by its actors. Conventional firm-centric e-business models are not always good for the IoT due to its ecosystem nature; implementing innovative models faces a number of challenges. It is a BMC (Business Model Canvas) template that is mainly used to create business models at enterprise level. Modified in accordance with the specifics of IoT, BMC templates overcome the limitations of the classical BMC and provide interrelated BMC solutions for the different layers of the IoT architecture. However, all of these templates, when modelling value propositions, focus only on the current state of consumer needs. The models ignore the interdependencies between the allowable attribute values of the certain BMC blocks, in particular between key resources, value proposition and revenue model. The article aims to analyse the IoT business models based on BMC, to identify the effective values of individual components of the BMC and the expediency of combining them within a particular BM and to specify means of taking into account the changing state of consumer needs in the formation of the BMC components. Analyses results. The IoT outlines a paradigm relying on a continuous set of things which interact with forming a worldwide dynamic network. The functionality of the IoT device sets the technological constraints and perspectives for value propositions and revenue generation modesl. The analysis of the proposed variants of IoT BMC and their successful implementation cases provided for clarification and generalisation of effective value propositions consistent with IoT specificity. For each of these value propositions the compatible revenue models and required functions of IoT devices were identified. In accordance with the proposed sophisticated classification of the IoT device functionalities, the valid types of IoT devices as a key resource for the realisation of a particular value proposition were identified. The formation of the BM should start from developing the concept of value offered to the consumer. To be effective the creation of the value proposition should be preceded by the identification of the consumer need and the state of its satisfaction by existing means. This state can be the following one: the need exists, but is not recognized by consumers and is not satisfied by existing means at all; the need exists and is identified by consumers but is not satisfied by existing means at all; the need is clear to consumers but is not fully satisfied by existing means. In the first two cases, the value proposition should ensure meeting the need at a minimum sufficient level. In case the means of satisfying the need exist, it is necessary to assess the current state of satisfying the need and to determine the extent to which the proposed IoT solution would change this state. The lines of development of needs and means of their satisfaction, adapted to the specifics of the particular need and IoT at large, are proposed to be used for assessing the state of need satisfaction. Specificity of IoT requires supplementing the set of lines of development of needs and satisfaction means with the lines launched by IoT possibilities. Several such lines, in particular, the line of increasing the consumer's awareness and the line of increasing the ideality of the final need satisfaction, have been proposed. A matrix of need parameters has been developed to simplify the consideration of the content and state of need in the formation of value and revenue models. Conclusions and directions for further research. The importance of taking into account the characteristics of needs in value proposition design makes it necessary to identify "Needs" as a distinct BMC component described by a set of specific attributes. The values of these attributes, together with the resources of the participants, provide the basis for the value proposition content and affect the choice of the revenue model. Setting the attribute values requires determining the current and expected state of needs and the means of meeting them on relevant lines of development, the further elaboration and parameterisation of which, taking into account the specificity of IoT, is the subject of further research. The result of the digital service provided by the IoT device appears to be a key innovative element of the IoT value proposition. That suggests the separating the "IoT contribution" element in the "Value proposition" component of the BMC or introducing it as a BMC component to reflect the relevant digital service. The content of the service will determine the functionality of the IoT device and the IT infrastructure requirements. When defining the value proposition, the real change in the state of all the components of the IoT ecosystem causing changes in the prioritisation of individual needs should also be considered. Clarifying the concept of the value proposition, the needs it satisfies and the specific "IoT component" of value creates the basis for identifying consumer segments and the ways of interacting with them. Compatibility and effectiveness of the joint use of specific value propositions and revenue models as well as compliance of the value proposition content, cost and promotion to the target consumer demands should be also considered when specifying the blocks of BMC. The BMC is to be built for each of the ioT ecosystem partners. The present research recommendations refer mainly to developers and manufacturers of IoT devices and service providers; the construction of the BMC for other IoT system key players (platform providers/providers, system integrators and marketplace providers), as well as the problem of these models coordination, should be the subjects of separate research. Keywords: Internet of Things (IoT), business model, Business Model Canvas (BMC), value proposition, revenue model
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Liu, Hongshen, Yuying Fu, and Hao He. "The Mechanism of the Effects of Experiential Marketing on Urban Consumers’ Well-Being." Complexity 2020 (October 15, 2020): 1–10. http://dx.doi.org/10.1155/2020/8813906.
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Knowing how to improve urban consumers’ well-being is of great importance for sustainable urban development and has become a research hotspot in the field of service marketing, which is evolving from functionality-focused view into experience-focused view. This study explored the mechanism and boundary conditions of experiential marketing on urban consumers’ well-being with a survey data collected from 256 consumers in the catering service industry in China. The results showed that experiential marketing had a significant positive impact on consumer well-being, experiential value played a partial mediation role between experiential marketing and consumer well-being, value proposition engagement moderated the relationship between experiential value and consumer well-being, and value proposition engagement moderated the mediation role of experiential value between experiential marketing and consumer well-being. This study complements the literature of transformative service by revealing a complex mechanism relating to the effects of experiential marketing on urban consumers’ well-being and provides theoretical guidance for service enterprises to improve their offerings.
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Cruz, Breno de Paula Andrade, and Delane Botelho. "Proposition of the relational boycott." Management Research: The Journal of the Iberoamerican Academy of Management 13, no. 3 (November 16, 2015): 315–33. http://dx.doi.org/10.1108/mrjiam-05-2015-0593.
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Purpose – The purpose of this study is to identify, in the context of virtual social networks (VSNs), other types of boycott which have not yet been addressed in the literature. We relate the boycott(s) emerged on the VSNs with those found in the literature (economic, religious, of minorities, ecological and labor boycott), and verify the motivation that must be unique to such context. Design/methodology/approach – Grounded theory was used in triangulation with netnography (interacting with 183 customers), non-participant observation (68 postings/47 complaints, from 2009 to 2012) and in-depth interview (15 consumers). Findings – A new classification of boycott was proposed, which emerged on the basis of company service quality, named “relational boycott”, which can generate additional acts of repudiation, such as interaction, unity of the group and encouragement of third parties. Research limitations/implications – The model of relational boycott proposed was not empirically tested, but insights for future test are provided. Practical implications – A model of how the relational boycott is structured is provided, being a deliberate, primary act of the consumer resulting from the management problems of a company generating backlash actions. Social implications – Since boycott represents a mechanism of protesting, it is a way that consumers pressure companies to provide better services and products, which may improve consumer’s wellbeing in the long range. Originality/value – A new type of boycott emerges in the research, named relational boycott, structured in a model that can be tested empirically.
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Konstantoulaki, Kleopatra, Ahmet Yigitbas, Apostolos Giovanis, and Ioannis Rizomyliotis. "CONSUMER ATTITUDES AND BEHAVIOURAL INTENTIONS TOWARDS CORPORATE SOCIAL RESPONSIBILITY: EVIDENCE FROM THE AIRLINE INDUSTRY." Journal of Air Transport Studies 11, no. 1 (January 1, 2020): 47–70. http://dx.doi.org/10.38008/jats.v11i1.154.
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This paper explores consumers’ attitudes and behavioural intentions towards corporate social responsibility (CSR) practices in the airline industry by examining the role of consumers’ perceived values and expectations towards CSR initiatives in the airline industry. Data pertaining to customers in the airline industry is used to determine the role of consumer values and expectations in relation to the attitudes and behavioural intentions towards CSR initiatives. According to results, consumer perceptions of value dimensions and CSR expectations have a significant positive effect on customer attitudes when purchasing services in the airline industry. Results also indicate that customer attitudes have a significant positive relationship with consumers’ purchase intentions in the airline industry. The paper discusses implications for managers and adds to the understanding of CSR initiatives and how they can increase companies’ value proposition.
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Levens, Michael. "Enhancing the Value of Lifestyle Bundles." Economics and Culture 16, no. 1 (June 1, 2019): 1–7. http://dx.doi.org/10.2478/jec-2019-0001.
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Abstract Research purpose. The study of marketing a lifestyle offering involves allowing brands from different categories to collaborate in giving, essentially, a new offering as a bundle to consumers. This is particularly important for brands operating in segments that have a significant loyalty or in segments that have become or are becoming commodities. A lifestyle offering can span categories and address latent consumer attitudes such as aspiration and convenience. Lifestyle bundles were introduced as a “way of life that individuals express by choosing to allocate their time and personal resources to a single package of two or more goods or services that they believe represent their current or desired way of life” (Levens, 2010). The initial research on lifestyle bundles was contextualized through a bundled multi-category luxury offering, targeting affluent consumers, which was built on the concepts of luxury marketing, bundling and the needs, attitudes and behaviours of affluent consumers. The bundle items include a home, a vehicle and a vacation club. This paper revisits the original work on this topic and explores ways to enhance interest in the underlying bundle proposition. Design / Methodology / Approach. The methodology to explore enhancements to the lifestyle bundles involved re-analyzing the data cube used to develop the inaugural lifestyle bundle research (Levens, 2010). The data cube was mined to identify individual preferences to increase consumer interest in the original concept. The underlying argument is that adjusting the lifestyle bundle items may increase consumer interest in the overall concept. The analysis presented in this paper was completed through statistical description using SPSS software. Findings. The initial concept evaluation identified a non-trivial level of interest in the lifestyle bundle consisting of a home, a vehicle and a vacation club. This paper identifies modifications to the bundles that would increase consumer interest among rejecters and supporters of the lifestyle bundle concept. While novelty was acknowledged as a reason for consumer interest, it was clear that utility derived from convenience and lifestyle expression was the basis for many consumers supporting the concept. Concept rejecters also noted these attributes as influencing their opinions. Elimination of the vacation club offer from the lifestyle bundle would have the greatest impact on increasing rejection. Adding home and vehicle insurance to the lifestyle bundle would have the greatest impact on enhancing the value proposition for concept supporters. Originality / Value / Practical implications. Lifestyle bundles are a novel approach for marketers to differentiate their products and create new opportunities among consumers who might have not previously considered their products or services. Enhancing the lifestyle bundle offer can only increase those opportunities.
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Rekha, Aparna Mishra, and Ajay Kr Chauhan. "Impact of Value Proposition of Digital Marketing Communication on Car Buyers’ Attitude." Paradigm 21, no. 2 (December 2017): 175–91. http://dx.doi.org/10.1177/0971890717736215.
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Digital marketing communication has affected almost every business along with significantly altering the consumer behaviour. Businesses around the globe are accepting digital marketing communication as an advanced, cost-effective and more relevant alternative to its traditional counterpart, that is, conventional marketing. Consumers have also become accustomed to digital technology and exercising their control over content along with dictating the terms for time and place of purchase. Marketers are resorting to digital marketing because it is interactive, personalized, relevant, informative and cost-effective. FMCG, BFSI and automobiles have been consistently ranked at top digital spenders of the country for last 5 years. The present study deals with understanding the value proposition of digital marketing in Indian car market by applying Neil Rackham’s model. The study also aimed to assess the impact of value proposition on car buyers’ attitude. Primary data were collected from 603 actual and potential car buyers using area-wise proportionate sampling from Delhi. One sample Wilocoxon-Signed Rank Test was applied as test of significance to understand the value proposition. Structural equation modeling (SEM) was used to assess the overall fit and impact of value proposition on car buyers’ attitude. Value proposition model successfully explained 67 per cent of the variation in car buyers’ attitude.
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Chipp, Kerry, E. Patricia Williams, and Adam Lindgreen. "Value-in-acquisition: an institutional view." European Journal of Marketing 53, no. 11 (November 11, 2019): 2373–96. http://dx.doi.org/10.1108/ejm-11-2017-0910.
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Purpose By combining consumer culture theory and service dominant logic, this study proposes that value might be understood as value-in-acquisition, such that value outcomes result from the acquisition process in which broader social forces shape the exchange process. Design/methodology/approach This study addresses low-income consumers, for whom societal arrangements strongly determine service interactions. Qualitative interviews reveal service value processes and outcomes for low-income consumers during acquisition processes. Findings For low-income consumers, inclusion, status, resource access and emotional relief represent key value outcomes. Important value processes shape those value outcomes, reflecting broader societal arrangements at macro, meso and micro levels. Marketing constitutes an institutional arrangement that establishes an empowered “consumer” role. Value processes are hindered if consumers sense that their agency in this role is diminished, because marketing interactions give precedence to other social roles. Research limitations/implications Marketing should be studied as an institutional arrangement that shapes value creation processes during acquisition. Micro-level value processes have important implications for service quality and service value. Value outcomes thus might be designed in the acquisition process, not just for the offering. Practical implications The acquisition process for any good or service should be designed with its own value proposition, separate to the core product or service. Careful design of value processes during acquisition could mitigate conflict between social roles and those of consumption. Originality/value There is value in the acquisition process, independent of the value embedded in the goods and services.
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Payne, Adrian, and Pennie Frow. "Developing superior value propositions: a strategic marketing imperative." Journal of Service Management 25, no. 2 (April 14, 2014): 213–27. http://dx.doi.org/10.1108/josm-01-2014-0036.
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Purpose – Scholars identify the value proposition as representing the essence of strategy and the firm's single most important organizing principle. However, research suggests less than 10 per cent of companies formally develop value propositions. The purpose of this paper is to undertake case study research investigating the process by which leading companies develop their value propositions. Design/methodology/approach – The research identifies that the financial services and telecommunications vertical markets are viewed as the highly sophisticated industry sectors in terms of customer management. These industry sectors are selected for investigation. The paper develops case studies of two companies’ approaches to developing value propositions in the business-to-business (B2B) and business-to-consumer (B2C) sectors within these vertical markets. Findings – This paper contributes to the marketing literature by examining how two large and complex service enterprises have adopted structured processes for developing innovative value proposition within the B2B and B2C sectors. The authors argue that innovation in value proposition development represents a substantive opportunity for marketing to reassert its influence in the boardroom. Practical implications – This case study research provides guidelines of the processes by which enterprises can successfully develop innovative value propositions. Originality/value – This research is considered to be the first case-based academic exploration of the formal processes by which large organizations develop value propositions.
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Sabourin, Vincent. "Multi Sided Platforms (MSPs) Value Captation and Monetization Strategies: A Strategic Management Perspective." Business Management and Strategy 7, no. 1 (June 22, 2016): 189. http://dx.doi.org/10.5296/bms.v7i1.9332.
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<p class="zhengwen"><span lang="EN-US">The fundamental basis of all multisided business platforms is the value proposition offered to consumers, on one hand, and to business buyers, on the other hand, and so our starting point must be with the fundamentals concerning the management of value propositions. The competitive strategies of monetization and value creation include: Envelopment, overlapping, freemium, advertising and asymmetry information methods. In this paper, we allude that multisided platforms to play the role of resource integrators, involving consumers and business partners in a process of co-creation of value—an integrated, a networked business model. This is primarily due to a shift in the relative influence of different business stakeholders in the context of the business modeling of two-sided multisided platforms.</span></p>
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Lladós-Masllorens, Josep, Antoni Meseguer-Artola, and Inma Rodríguez-Ardura. "Understanding Peer-to-Peer, Two-Sided Digital Marketplaces: Pricing Lessons from Airbnb in Barcelona." Sustainability 12, no. 13 (June 27, 2020): 5229. http://dx.doi.org/10.3390/su12135229.
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Peer-to-peer, two-sided digital marketplaces are reshaping the way in which consumers exchange products and interact with brand value propositions, particularly in the travel and tourism industry. Within the dynamics of these marketplaces, pricing approaches are of the utmost importance; yet, in contrast to conventional digital marketplaces, prices are set by non-professional vendors who are also consumers. We contribute to research on the topic by examining pricing within a single peer-to-peer, two-sided marketing platform: Airbnb. We use a large dataset covering accommodation listed by non-professional hosts in Barcelona, Spain. We identify a range of intrinsic and extrinsic attributes of the value propositions of Airbnb peer-to-peer accommodation, which enables us to explain differences in price levels. The paper offers evidence that higher accommodation prices are best explained by guests’ preference for the intrinsic functional qualities of the value proposition; and that the systematic interaction of valence and volume of online reviews can produce a crucial impact on pricing.
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Charters, Stephen, Nathalie Spielmann, and Barry J. Babin. "The nature and value of terroir products." European Journal of Marketing 51, no. 4 (April 10, 2017): 748–71. http://dx.doi.org/10.1108/ejm-06-2015-0330.
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Purpose The aim of this paper is to consider place as a value proposition, in the context of Resource-Advantage Theory, by analysing the concept of terroir, including its antecedents and consequences. Design/methodology/approach The authors conceptually analyse the role of place in marketing by contrasting terroir to three other approaches: “in the style of […]”; “made in […]” and Protected Designations of Origin. They explore the impact of terroir on a range of products, offering a series of terroir value propositions. Findings Versus other place links, terroir offers a more specific Resource-Advantage, operating at environmental, philosophical and commercial levels. It offers a unique form of value to both consumers (e.g. identity, authenticity, cultural rootedness) and producers (e.g. irreproducibility, potential legal protection). Research limitations/implications Propositions address the antecedents and consequences of the terroir designation, the impact of consumer engagement, perceived authenticity and the added value offered to other regional goods. Additionally, how terroir may form a barrier to market entry, the relationship it has with the territorial brand, whether it offers greater product longevity and how it can be used as leverage for other related place-based brands and tourism are examined. Originality/value This is the first paper to address terroir as a marketing concept and to situate it within other forms of place marketing. It provides a definition, outlines the ways in which terroir creates value and provides a research agenda for future engagement with the concept.
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N, Priya, and A. Ravi. "Study on the Buying Motives and Prospects for Small Car Users in Hosur City." International Research Journal of Management, IT & Social Sciences 3, no. 9 (September 3, 2016): 75. http://dx.doi.org/10.21744/irjmis.v3i9.234.
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Liberalization in 1991. The availability of many alternatives within the city provides an opportunity to the consumers to make a rational decision after considering all the options. Today is an era which is characterized by a consumer’s market where the manufacturers and marketers not only take into consideration the consumer orientation to make them satisfied but goes one step ahead of achieving. Consumer delight. Consumers look for those differentiating parameters, which may help them to make the best decision and can be proved as value to money proposition for them. It makes more important to analyze the consumer perceptions and behavior of the passenger car owners which will give the feedback pertaining to designing the marketing strategies. The objective of this paper is to investigate those differentiating parameter and effect of the reference group that influences the consumer buying behavior of car owners within the city of Hosur.The primary data was collected from 191 respondents, located Hosur in using convenience sampling .The results revealed the strong influence of attributes like price, fuel efficiency in buying decision and importance of reference group.
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Malchenko, Yulia, Megi Gogua, Ksenia Golovacheva, Maria Smirnova, and Olga Alkanova. "A critical review of digital capability frameworks: a consumer perspective." Digital Policy, Regulation and Governance 22, no. 4 (August 10, 2020): 269–88. http://dx.doi.org/10.1108/dprg-02-2020-0028.
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Purpose This study aims to systematize and critically analyse existing indices and frameworks on digital capabilities with the focus on consumers’ digital capabilities, identify opportunities for their further development and suggest agenda for future research. Design/methodology/approach A sample of 18 frameworks and indices of consumers’ digital capabilities were compared based on their purposes, stakeholders, scope and application areas. Findings The study concludes with propositions that generalise current views on conceptualisation, measurement and management of consumers’ digital capabilities. Each proposition is further investigated in terms of possible implications for research and practice. Practical implications The study indicates opportunities for businesses not only to consider consumers as recipients and adopters of digital technologies but also to aim to understand how to proactively involve consumers in value co-creation, help them be better educated and have a comprehensive understanding of potential outcomes of their participation in the digital economy. Social implications Highlighting individual consumer perspective in existing indices and frameworks will help consider the interests of society and provide win-win opportunities for everyone involved in the digital marketplace through bottom-up engagement in addition to top-down regulation and monitoring. Originality/value This study contributes to the extant literature threefold: firstly, existing digital capability frameworks and indices are systematized and critically investigated using criteria of stakeholders, purpose and aims; secondly, consumers are identified as principal stakeholder group whose interests are insufficiently presented in existing indices; thirdly, an integrative approach is suggested for a crucial comparison of existing indices, frameworks and their methodology with the focus on consumers’ interests.
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Holttinen, Heli. "Contextualizing value propositions: Examining how consumers experience value propositions in their practices." Australasian Marketing Journal (AMJ) 22, no. 2 (May 2014): 103–10. http://dx.doi.org/10.1016/j.ausmj.2013.10.001.
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A. Booth, David, and Richard P.J. Freeman. "Mind-reading versus neuromarketing: how does a product make an impact on the consumer?" Journal of Consumer Marketing 31, no. 3 (May 6, 2014): 177–89. http://dx.doi.org/10.1108/jcm-08-2013-0674.
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Purpose – This research study aims to illustrate the mapping of each consumer’s mental processes in a market-relevant context. This paper shows how such maps deliver operational insights that cannot be gained by physical methods such as brain imaging. Design/methodology/approach – A marketed conceptual attribute and a sensed material characteristic of a popular product were varied across presentations in a common use. The relative acceptability of each proposition was rated together with analytical descriptors. The mental interaction that determined each consumer’s preferences was calculated from the individual’s performance at discriminating each viewed sample from a personal norm. These personal cognitive characteristics were aggregated into maps of demand in the market for subpanels who bought these for the senses or for the attribute. Findings – Each of 18 hypothesized mental processes dominated acceptance in at least a few individuals among both sensory and conceptual purchasers. Consumers using their own descriptive vocabulary processed the factors in appeal of the product more centrally. The sensory and conceptual factors tested were most often processed separately, but a minority of consumers treated them as identical. The personal ideal points used in the integration of information showed that consumers wished for extremes of the marketed concept that are technologically challenging or even impossible. None of this evidence could be obtained from brain imaging, casting in question its usefulness in marketing. Research limitations/implications – Panel mapping of multiple discriminations from a personal norm fills three major gaps in consumer marketing research. First, preference scores are related to major influences on choices and their cognitive interactions in the mind. Second, the calculations are completed on the individual’s data and the cognitive parameters of each consumer’s behavior are aggregated – never the raw scores. Third, discrimination scaling puts marketed symbolic attributes and sensed material characteristics on the same footing, hence measuring their causal interactions for the first time. Practical implications – Neuromarketing is an unworkable proposition because brain imaging does not distinguish qualitative differences in behavior. Preference tests are operationally effective when designed and analyzed to relate behavioral scores to major influences from market concepts and sensory qualities in interaction. The particular interactions measured in the reported study relate to the major market for healthy eating. Originality/value – This is the first study to measure mental interactions among determinants of preference, as well as including both a marketed concept and a sensed characteristic. Such an approach could be of great value to consumer marketing, both defensively and creatively.
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Biloshapka, Vladyslav, and Oleksiy Osiyevskyy. "Value creation mechanisms of business models." International Journal of Entrepreneurship and Innovation 19, no. 3 (June 24, 2018): 166–76. http://dx.doi.org/10.1177/1465750318782774.
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Management scholars and practitioners generally agree that the primary functions of a business model are value creation and value capture. However, the meaning (conceptualization) of these terms, their measurement, and the factors and mechanisms affecting them remain contentious. In the current article, we provide answers to these questions by clarifying the consumers’ value creation and business value capture constructs. Then, we demonstrate how they are determined by four business model mechanisms: value proposition and value targeting (affecting consumers’ value through willingness to pay) and value appropriation and value delivery (affecting business value through price and cost). We demonstrate that a fine-grained analysis of a business model’s value creation cannot be adequately performed without reference to these four mechanisms. The developed conceptual framework is illustrated and corroborated by the mini-case vignettes. We finish by outlining an application of the proposed framework to two crucial real-world business model situations: escaping the Giver Trap and remaining the Winner.
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Diers-Lawson, Audra, Kerry Coope, and Ralph Tench. "Why can CSR seem like putting lipstick on a pig? Evaluating CSR authenticity by comparing practitioner and consumer perspectives." Journal of Global Responsibility 11, no. 4 (May 18, 2020): 329–46. http://dx.doi.org/10.1108/jgr-02-2020-0033.
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Purpose The purpose of this paper is to explain and better understand some of the challenges and even contradictions in relationships between CSR and stakeholder attitudes by comparing consumer and practitioner perspectives on social responsibility, its role in organisations and its influence on consumer attitudes towards companies. The objective is to understand and evaluate factors influencing the authenticity of social responsibility as a contributor to an organisation’s value proposition. Design/methodology/approach Focus groups of consumers and practitioners (N = 39) were asked to explore CSR in a semi-structured discussion. Themes were analysed using a constant comparative method. Findings These data suggest that rather than existing on a continuum of authenticity, there are clear paths emerging for CSR efforts to be deemed authentic versus inauthentic that can begin to better explain the often-contradictory findings with regard to consumer attitudes towards CSR and an organisation’s value proposition. Consumer efficacy to influence an organisation and localised CSR emerge as critical determinants for evaluations of CSR as authentic. Further, these data also suggest practitioners may not understand consumer motivations and attitudes about CSR. Originality/value These data provide new insights into evaluations of CSR to explain when and why it can fail to meet its objectives. Ultimately, these data produce testable models for authentic (i.e. motivator) and inauthentic (hygiene) consumer judgements about CSR and draw implications for CSR leadership, learning and management.
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Murti, Nugroho Wisnu, and Kristina Sisilia. "ANALISIS PROFIL KONSUMEN UNTUK PEMBUATAN APLIKASI INDEKOS DENGAN PENDEKATAN DESAIN PROPOSISI NILAI." PERFORMANCE: Jurnal Bisnis & Akuntansi 9, no. 2 (November 8, 2019): 1–17. http://dx.doi.org/10.24929/feb.v9i2.788.
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They are seeing the development of internet users in Indonesia which is growing rapidly. This is the basis for the emergence of applications that can facilitate the community in doing their work. One of them is doing work in terms of finding a homestay, especially in the student segment. The phenomenon found, the information offered is incomplete and the absence of services to help move goods. This study aims to determine the consumer profile which includes perceptions and expectations for the homestay application customer segment, namely students, so that it can be a reference for creating value propositions that are relevant for homestay applications. The study uses a qualitative approach that is descriptive. Data collection techniques used include interviews, observation, and documentation. In this study, the design of a consumer profile consists of three parts, namely customer jobs, customer science, and customer gains in the Value Proposition Design taken from Alexander Osterwalder and Yves Pigneur. In this study, generated perceptions and expectations of consumers of boarding room applications, among others, requires complete information, a lot of boarding references, there are features of ratting, booking, and chat forums, as well as there are goods transport services.
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Bi, Wei, Ju Wu, and Rungtai Lin. "Discuss the application of innovative service thinking in the design of qualia goods---Take the case of The One South Garden as an example." MATEC Web of Conferences 176 (2018): 02020. http://dx.doi.org/10.1051/matecconf/201817602020.
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In recent years, aesthetics is rising rapidly accompanied by the knowledge economy, and the government has also begun to put forth effort to carry out the concept of designing service industry chain, and its emphasis is on how to add value of design creativity in culture, achieve design industry, and form an aesthetic economy. The creative life industry refers to the "core knowledge" that integrates the life industry with creativity, providing life industry of “deep experience” and “high-quality aesthetic feeling”. It emphasizes that because of adapting to the trend of cultural economy and experience economy, it shall take customer experience as the core, through “products”, “services”, “activities” and “fields” to satisfy the consumer’s life proposition, create a unique taste of life, and form a life style recognized by the consumer and through innovative service thinking to attract consumers’ attention and maintain consumers’ deep moving. The creative life industry has the characteristics of cultural life and industrial culture. Facing the trend of experience economy, it is an important issue to be discussed in depth how the creative life industry uses “experience” to develop customer experience values, thereby create economic benefits and deeply cultivate cultural values. Therefore, this study discusses how to use “perceptual fields” and “qualia products” through the case of The One South Park to strengthen and deeply cultivate the moving of consumers, to simulate how to transform from an invisible qualia experience into a tangible creative product, and to provide a reference for enterprises that want to enhance their industrial competitiveness with a qualia experience.
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Filinov, Nikolay B., and Maxim A. Fokeev. "Value proposition of Russian airlines: Drivers and directions of transformation." Russian Management Journal 18, no. 4 (2020): 525–50. http://dx.doi.org/10.21638/spbu18.2020.403.
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One of the hardest hits by anti-coronavirus restrictions is the air transport market. Post-crisis recovery leads carriers to identification of changes consumer behavior of passengers and, therefore, transform the value proposition. This change has been happened in the past. In this case, analysis of nowadays situation is unable without research of airlines value proposition in the last 30–40 years. In the study, based on content-analysis of 902 articles from Web of Science and Scopus we identified main directions of airline value proposition development. Empirical study was based on Russian passenger’s airline market, where from the carriers perspective using complex case-study method we identified main directions of post-crisis value proposition evolution, from the passenger’s side — using survey of 808 respondents identified perception degree of such changes and their significance for the passenger when choosing an airline. Empirical results demonstrate that airlines choose to expand the number of available services for passengers, which allows them to attract new groups of passengers and increase their loyalty. At the same time, from the passenger perspective, such expansion doesn’t differentiate carriers n the passengers mind, but rather complicates consumer choice.
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Dal Zotto, Pierre, Sylvain Colombero, Federico Pigni, and Meyer Haggège. "Customers becoming creators: how firms leverage technology and consumers for new value." Journal of Business Strategy 39, no. 4 (July 16, 2018): 42–65. http://dx.doi.org/10.1108/jbs-06-2017-0087.
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Purpose The rapid development of information and communication technologies (ICTs) has facilitated consumers’ involvement in firms’ value creation processes through increasingly near real-time information exchanges. This strategic opportunity configures new forms of ICT-enabled collaboration between firms and consumers. Firms can now immediately react to consumers’ requests/complaints, having gained real-time visibility of consumers’ actions and behaviors. Despite the increasing deployment of ICT-enabled value co-creation projects, managers still poorly apprehend them as high-potential strategic initiatives. Design/methodology/approach This paper investigates this gap through a multiple qualitative case study based on 17 organizations that successfully implement ICT-based value co-creation initiatives, including Lego, Netflix and Blablacar. Findings This study identifies two dimensions of the ICTs’ value co-creation process, namely, the firms’ involvement and customers’ role, in this co-creation process. Through these dimensions, four ICT-based co-creation initiatives are observed and defined: community, customers’ contributions create the firms’ value proposition (FVP); customization, customers’ service consumption personalize FVP; reputation, customers’ contributions about the offered services completes the FVP; and sense, an algorithmic approach, designed to focus on learning from customers’ consumption tailors FVP. Originality/value This study advances a framework supporting managerial decision-making concerning the aptitude of co-creation initiatives to meet organizational goals. Managers may gain insight from its use especially in assessing emerging opportunities to engage consumers in the value creation process.
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Hur, Won-Moo, Seongho Kang, and Minsung Kim. "The moderating role of Hofstede’s cultural dimensions in the customer-brand relationship in China and India." Cross Cultural Management 22, no. 3 (August 3, 2015): 487–508. http://dx.doi.org/10.1108/ccm-10-2013-0150.
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Purpose – The purpose of this paper is to enhance the understanding of customer-brand relationships in the international marketplace, and empirically investigates and compares the customer-brand relationship development process between Indian and Chinese markets. In detail, four out of Hofstede’s original five national culture dimensions were adopted as moderators in the process of customer-brand relationship development between two markets. Design/methodology/approach – To test hypotheses, responses from 539 Indian and 400 Chinese mobile phone consumer samples were achieved, and the proposed model was estimated by using structural equations based on the partial least squares algorithm. Findings – The results demonstrate that utilitarian value and brand affect play a significant role in building brand loyalty for Chinese consumers, while hedonic value and perceived risk contribute more in building brand loyalty for Indian consumers. Research limitations/implications – This study indicated that the cultural difference affects both on brand trust formation and on the relationship between brand trust/affect and brand loyalty, implying that more customized brand management strategies should be adopted. Practical implications – Global brand values must be communicated for each culture appropriately. It is desirable that the identified match, utilitarian value-Chinese customers and hedonic value-Indian customers, be consistently presented to each cultural market in a more integrative manner. Originality/value – This study identified that the route from the development of value proposition to building up brand trust and brand affect is a critical step toward achieving brand loyalty in Indian and Chinese markets.
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Smith, Trevor Alexander. "Customer value proposition, corporate transformation and growth in Caribbean financial firms." International Journal of Bank Marketing 34, no. 6 (September 5, 2016): 885–903. http://dx.doi.org/10.1108/ijbm-05-2015-0072.
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Purpose The purpose of this paper is to advance a model for identifying the superior customer value proposition that evolves through a process of corporate transformation while simultaneously seeking to align this value proposition with regional expansion and growth of Caribbean financial firms. Design/methodology/approach The study utilizes a cross-sectional design. Telephone surveys were used to collect data from 80 financial firms and 243 customers across ten Caribbean countries. Structural equations modeling was employed for data analysis. Findings The main findings are that corporate transformation of financial firms was a significant driver of customer orientation, consumer confidence, quality, flexibility, branding, and firm capability while lower prices (such as interest rates, fees, and charges), consumer confidence, and branding were the key drivers of regional expansion and growth. Practical implications The study identified six value-added dimensions along with price as the superior customer value proposition of financial firms. These dimensions should be incorporated in the business model for transformation and growth of these firms. Originality/value The study extended the literature through development of a customer value proposition model that was primarily built on Levitt’s (1965) product life cycle conceptualization and augmented by Porter’s generic strategies.
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Gaur, Sanjaya S., Hanoku Bathula, and Carolina Valcarcel Diaz. "Conceptualising the influence of the cultural orientation of Latin Americans on consumers’ choice of US brands." European Business Review 27, no. 5 (August 10, 2015): 477–94. http://dx.doi.org/10.1108/ebr-03-2013-0061.
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Purpose – The purpose of this study is to identify the main cultural factors that influence Latin American consumers’ intentions to purchase US brands. Although culture and cultural orientation have been well researched in international business and marketing literature, there is a lack of research on the relationship between consumers’ cultural orientation and their bias towards foreign and domestic products. Design/methodology/approach – The paper reviews the extant literature with a particular emphasis on the key constructs of consumer ethnocentrism, consumer xenocentrism, conspicuous consumption and consumers’ national characteristics. Based on this review, the authors propose a conceptual model showing the influence of cultural orientation on the selection of US brands in Latin America. Findings – The review of the literature shows that previous studies support the proposition of cultural orientation and preferences for foreign versus domestic products among Latin American consumers. Accordingly, in their conceptual framework, the authors posit that consumer ethnocentrism negatively influences the selection of US brands, while xenocentrism does the opposite. Conspicuous consumption is posited as moderating the influence of consumer xenocentrism on purchase intentions of the US brands. On the other hand, national characteristics of consumers in Latin America are posited as moderating the influence of both consumer ethnocentrism and consumer xenocentrism on the selection of US brands. Practical implications – The authors also present important theoretical and practical implications that contribute to the growing body of research on consumer acculturation and country of origin effects, providing a better interpretation of consumer behaviour in the context of international and domestic markets. Originality/value – This study fills a significant gap in the understanding of the impact of cultural orientation and conspicuous consumption on selection of US brands in Latin America. Its conceptual framework can provide the basis for future empirical studies and also improve understanding of emerging markets.
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Pereira, Murilo Junio Rezende, Luiz Rodrigo Cunha Moura, Gustavo Quiroga Souki, and Nina Rosa da Silveira Cunha. "Proposition and test of an explanatory model of innovation perception and it´s consequences." Revista Brasileira de Marketing 18, no. 4 (October 1, 2019): 25–50. http://dx.doi.org/10.5585/remark.v18i4.16382.
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Objective: To propose and test a theoretical model to measure the innovation perception and the intention to renew the consumer’s annuity of its members.Method: A survey was carried out with fans of soccer clubs from all over Brazil and a sample of 883 elements was obtained. Data were analyzed using multivariate statistical techniques and structural equations modeling, attempting to validate the proposed model at the level of the scales used and the nomological chain.Originality/Relevance: Model development for an innovation perception by consumer’s measurement, as well as the verification and test. This study provide club managers with information on the variables that impact the perception and behavior of the fans will lead to the clubs better strategic planning in the quest to make the club a profitable organization.Results:Tested model has shown that the benefits provided by the Fan Loyalty Program generate a innovation perception triggering the perception of this products values. Perceived innovation and value positively impact the member's satisfaction, which leads them to renew the program annuity.Theoretical/Methodological Contributions: the innovations incorporated in the sporting sector are new actions that have the need for a models establishment that can support the manager’s decision process. Researchers should establish a continuing effort to comprehend how the perception of innovative products impacts consumers, which is important to assess the innovative products diffusion, not only by their past behavior, but also by future behavior intention, one of the present study objects.
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Klingeman, William E., David B. Eastwood, John R. Brooker, Charles R. Hall, Bridget K. Behe, and Patricia R. Knight. "Consumer Survey Identifies Plant Management Awareness and Added Value of Dogwood Powdery Mildew Resistance." HortTechnology 14, no. 2 (January 2004): 275–82. http://dx.doi.org/10.21273/horttech.14.2.0275.
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A survey was administered to assess plant characteristics that consumers consider important when selecting landscape plants for purchase. Visitors to home and garden shows in Knoxville and Nashville, Tenn.; Detroit, Mich.; and Jackson, Miss., completed 610 questionnaires. Respondents also indicated their familiarity with integrated pest management (IPM) concepts, pest control philosophy, recognition of flowering dogwood (Cornus florida) pests and diseases, including dogwood powdery mildew (Microsphaera pulchra), and willingness-to-pay a price differential for a powdery-mildew-resistant flowering dogwood. Fewer than half of the respondents in any city indicated familiarity with IPM, although they were familiar with organic farming and pest scouting components of an IPM program. Willingness-to-pay was relatively consistent across all four locations. The uniformity of average tree premiums, which ranged from $11.87 in Jackson to $16.38 in Detroit, supports the proposition that customers are willing to pay a substantially higher price for a landscape tree that will maintain a healthier appearance without the use of chemical sprays. Factors affecting consumer demand for landscape nursery products and services can be paired with consumer awareness of IPM terminology and practices to create an effective market strategy for newly developed powdery-mildew-resistant dogwood cultivars.
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Vaux Halliday, Sue, and Alexandra Astafyeva. "Millennial cultural consumers: co-creating value through brand communities." Arts Marketing: An International Journal 4, no. 1/2 (September 30, 2014): 119–35. http://dx.doi.org/10.1108/am-01-2014-0003.
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Purpose – The purpose of this paper is to conceptualise millennial cultural consumers (MCCs) to bring together strands of consumer theory with branding theory to consider how to attract and retain younger audiences in arts organisations. Within that the authors single out for attention how “brand community” theory might apply to MCCs. Design/methodology/approach – This paper is a conceptual paper that reviews and comments on concepts relevant to helping arts organisations develop strategies to attract and retain younger consumers in their audiences. Findings – Thoughtful conceptual insights and four research propositions for further work by academics and/or practitioners on Millennials and the art and culture world are derived from this review and commentary. Managerial implications are also drawn out. Originality/value – This paper contributes to the knowledge development of such concepts as value and brand communities. It also provides an explanation of these concepts conncecting academic thought on value with pressing management challenges for arts organisations, suggesting ways to apply brand community thinking to innovatiely conceptualised MCCs.
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Sharma, Aasha Jayant, and Vandana Prashant Sonwaney. "“Anjaneya” health drink: re-positioning dilemma." Emerald Emerging Markets Case Studies 8, no. 4 (November 2, 2018): 1–20. http://dx.doi.org/10.1108/eemcs-08-2017-0213.
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Learning outcomes The students will get a hands on research techniques like mental mapping, laddering and means end chain (MEC) model for value proposition and survey techniques. Case overview/synopsis Market Research has always acted as one of the major driving force behind the successful launch of any product in any market. There are several evidences of how market research and thorough understanding of the consumers in and out has lead companies reach new peaks and acquire market share. This case deals with a company called Eco-Remedies, based in Nashik, India, which is in the business of providing eco-solutions to different health ailments and also general purpose health supplements like health drinks. The major concentration is on the product called “AnjaNeya-The Graviola fruit drink” from Eco-Remedies, where in different research techniques were used to gather information so that appropriate strategies could be implemented in order to increase the market share of the product and create a strong position in the minds of the customers. The case deals with gathering consumer insights and then developing appropriate positioning strategies for Eco remedies based on consumer value proposition using the MEC theory, mental mapping, blind tests and general consumer survey. Complexity academic level The study is applicable to Masters level Marketing Management and Marketing Research Studies. Supplementary materials Teaching Notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes. Subject Code Marketing.
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Wijayanti, Nur, and Hety Handayani Hidayat. "Business Model Canvas (BMC) sebagai Strategi Penguatan Kompetensi UMKM Makanan Ringan di Kabupaten Kebumen, Jawa Tengah." JURNAL AGROINDUSTRI HALAL 6, no. 2 (October 15, 2020): 114. http://dx.doi.org/10.30997/jah.v6i2.2631.
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Micro, Small and Medium Enterprises (SME) Snack food in Kebumen Regency is a startup (starter entrepreneurial) that produces snacks, but have a good business model not yet. This study aims to determine the business strategy that is carried out, analyze the strengths and weaknesses of business processes, and provide recommendations for improving SME competencies using the canvas business model. The method used in this research is descriptive qualitative method. The results of the study illustrate that SME have a value proposition that is snacks in the form of healthy snacks and has local branding. To create value propositions, SME partners such as suppliers of raw materials and consumers, become the main SME resources to run production and distribution, which also requires costs. SME income is only through product sales. Recommendations from this research are to participate as sponsors in various community and humanitarian activities, cooperation and fostering of farmers, resellers, packaging improvements, halal product certification, and product development. Keywords: Business Model Canvas, Snack SME, Kebumen
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Hall, Charles R., and Madeline W. Dickson. "Economic, Environmental, and Health/Well-Being Benefits Associated with Green Industry Products and Services: A Review." Journal of Environmental Horticulture 29, no. 2 (June 1, 2011): 96–103. http://dx.doi.org/10.24266/0738-2898-29.2.96.
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Abstract Green industry firms have competed for decades on the basis of quality and service. While these competitive dimensions are still important, the industry has continued along its path of maturation and firms must incorporate other factors into their value proposition in order to be successful in this hypercompetitive market. Given the recent economic downturn of 2008–2009, consumers are more value-conscious than ever, but are still willing to consume, and pay premiums for, products and services that enhance their quality of life. This paper summarizes the peer-reviewed research regarding the economic benefits, environmental benefits (eco-systems services), and health/well-being benefits of green industry products and services that serve to enhance the quality of life for consumers.
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Viswanathan, Madhubalan. "The Influence of Summary Information on the Usage of Nutrition Information." Journal of Public Policy & Marketing 13, no. 1 (March 1994): 48–60. http://dx.doi.org/10.1177/074391569401300104.
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The author assesses whether a type of reference information that provides a summary description of all available brands on a product attribute, such as the average fat content of all brands of ice-cream bars, facilitates consumer usage of nutrition information. He examines summary information in the form of the average value and range of values of all available brands on an attribute. Hypotheses are generated and assessed across two experiments to test the proposition that numerical nutrition information will be used to a greater degree by consumers when it is presented with summary information than without. The findings point to the importance of summary information in facilitating the usage of nutrition information by consumers and the need for further research in this area. In addition, the author also examines the effect of verbal presentations of nutrition information in light of the descriptive nature of verbal information that allows its interpretation without summary information. Verbal presentations of nutrition information were found to lead to a greater degree of usage of such information than numerical presentations, suggesting the importance of verbal presentations in facilitating the usage of nutrition information.
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Menet, Gabriela, and Marek Szarucki. "Impact of Value Co-Creation on International Customer Satisfaction in the Airsoft Industry: Does Country of Origin Matter?" Journal of Risk and Financial Management 13, no. 10 (September 24, 2020): 223. http://dx.doi.org/10.3390/jrfm13100223.
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The paper’s objective is to investigate the impact of value proposition co-creation on international customer satisfaction in the airsoft industry. This empirical paper aims at answering a question “Which factors influence satisfaction of the international customers involved in the process of value co-creation in the airsoft industry” and sets a hypothesis that value co-creators’ country of origin has a positive impact on customers’ satisfaction. A case study approach of an entrepreneurial company (GATE) was supplemented with data collected via a survey (n = 176), where consumers’ perception of the firm’s value proposition and its influence on their satisfaction were investigated. The study contributes to the value creation theory by identifying the main factors influencing customer satisfaction in the airsoft industry and verifying whether the co-creators’ origin affects the factors’ ratings. The results indicate that the most crucial factors influencing international customer satisfaction in this industry are quality level and product functionality and that the country of origin of customers has no significant impact on international customer satisfaction.
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Sanjay K. Jain and Manika Jain. "Exploring Impact of Consumer and Product Characteristics on E-Commerce Adoption: A Study of Consumers in India." Journal of Technology Management for Growing Economies 2, no. 2 (October 25, 2011): 35–64. http://dx.doi.org/10.15415/jtmge.2011.22009.
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The paper aims at examining the impact of various consumer and product characteristics on adoption of e-commerce among consumers in India. The study is based on primary data collected through survey of consumers residing in and around Delhi. A structured non- disguised questionnaire has been employed for collecting the information from the respondents about their demographics, shopping orientations, security and privacy concerns, technological familiarity, past online shopping experiences and intentions to buy various types of products through internet in future. Past online shopping satisfaction, recreational shopping orientation, education and income emerge as significant factors affecting consumer past online purchases. In respect of future online shopping intentions, only three consumer-related factors viz., past online shopping satisfaction, past online shopping frequency and education, are found as significant predictors. Amongst product characteristics, product expensiveness is found to be negatively related to consumer future online purchase intentions. While consumers appear quite willing to buy services online that are high in their intangible value proposition, they appear somewhat ambivalent in their intentions to buy online the 'frequently purchased products'. Some of the consumer and product characteristics do influence consumer adoption of e-commerce. Study findings entail interesting implications for the marketers. They need to give adequate attention to consumer and product characteristics while designing their e-marketing strategies. As compared to goods, the surveyed respondents have expressed greater willingness to buy services online in future. Services thus appear to be more promising product category for sale through internet channel in future.
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Ratten, Vanessa. "A US-China comparative study of cloud computing adoption behavior." Journal of Entrepreneurship in Emerging Economies 6, no. 1 (February 25, 2014): 53–71. http://dx.doi.org/10.1108/jeee-07-2013-0019.
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Purpose – The purpose of this paper is to examine the effects of privacy concerns and consumer innovativeness towards consumer's adoption of a technological innovation in the form of cloud computing technology. Design/methodology/approach – A cross-cultural comparison between consumers in the USA and China is made through a study of consumers intending to adopt cloud computing services. A review of the technology innovation adoption literature forms the basis of the research propositions, which are based on the extant literature and focused on the innovative adoption behaviour of consumers. A comparative approach is taken to analyse the differences between US and Chinese consumers intending to adopt cloud computing services. Findings – Findings suggest that there are more similarities than differences between US and Chinese consumers adopting cloud computing services. The survey suggests that the performance expectancy, perceived usefulness and perceived ease of use can help predict intention to adopt cloud computing services in both the USA and China, but consumer innovativeness is a better indicator in the USA than in China for consumers adopting technological innovations. Practical implications – This paper is important for cloud service technology marketers by indicating how social influencers can influence consumer's usage of cloud computing by affecting their social network of friends and family. In addition, insight into how consumers adopt cloud computing by focusing on privacy concerns of personal information being shared can help future technology innovations enter the marketplace at a faster rate. Originality/value – This paper fills the gap in the current technology marketing and innovation literature on how consumers adopt technological innovations and highlights the importance of increasing the perceptions of performance expectation of service innovations.
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Shulga, Lenna V., James A. Busser, and Billy Bai. "Hospitality business models, customer well-being and trust: the mediating role of competitive service advantage." International Journal of Contemporary Hospitality Management 33, no. 9 (May 15, 2021): 3040–64. http://dx.doi.org/10.1108/ijchm-09-2020-1033.
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Purpose This study aims to examine how hospitality consumers of different generations appraise competitive service advantage (CSA) of service providers, based on providers’ business models and value propositions, particularly, how these perceptions influence consumers’ purchase intention, subjective well-being and trust in service provider. Design/methodology/approach This study used a 3 × 4 between-within online scenario-based experimental design (business models: traditional, collaborative, shared; value propositions: innovation, marketing, service production, recovery) using equal and randomized assignment to experimental conditions. Following equal quota-based randomized sampling, three generations were examined (n = 180): baby boomers, Generation Xers and millennials. Multivariate analysis of variance and PROCESS macro were used to analyze the data. Findings Hospitality consumers perceived value propositions from providers with different business models inversely based on their perceptions of firms’ CSA, subjective well-being and trust. CSA amplified the outcomes and served a mediating role for purchase intention, subjective well-being and trust. Different outcomes were based on generational cohorts. Practical implications Customer perceptions of firm’s unique competitive position should be managed holistically by combining business models, value propositions and generational cohorts to ensure customers’ purchase intention, trust and subjective well-being. CSA should be communicated to customers differently based on generational membership. Originality/value This study deepens knowledge of CSA, specifically from the consumer level of analysis. The key contribution is the role of CSA as a mediator for hospitality business models and customer-related outcomes of purchase intention, subjective well-being and trust. This study brings forward consumer subjective well-being as a potential goal for hospitality firms.
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Barber, Nelson A., D. Christopher Taylor, and Daniel Remar. "Desirability bias and perceived effectiveness influence on willingness-to-pay for pro-environmental wine products." International Journal of Wine Business Research 28, no. 3 (August 15, 2016): 206–27. http://dx.doi.org/10.1108/ijwbr-09-2015-0042.
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Purpose Consumer marketing suggests that greater concern for the environment is impacting purchase behavior. Recent surveys into US pro-environmental (PE) purchase patterns show a considerable gap between consumers’ attitude and actual behavior regarding PE products. What these products have in common is a normative component. This research aims to understand whether perceived consumer effectiveness (PCE) and social desirability bias (SDB) influence consumers’ purchase decisions regarding PE wine products and willingness to pay (WTP). Design/methodology/approach To assess whether PCE and SDB influence consumer’s actual WTP for PE and conventional wine despite normative beliefs (NBs), two studies with sample sizes of 117 and 124 were conducted in the USA. The first part of each study involved surveying participants as to their NB, SDB, PCE and demographics. The second part of the study measured their actual WTP through participation in an experimental auction. Findings Consumers with high levels of NBs were significantly more likely to pay higher premiums for PE wines compared to non-PE wines and had higher levels of PCE, suggesting that they believe their purchase behavior makes a difference to the environment. However, this same group is strongly influenced by SDB, indicating that they may “over-report” desirable behaviors. Controlling for PCE and SDB, the significant difference in price for PE wine and non-PE wine was mitigated. Those with lower NBs were just the opposite, less concerned whether their purchase behavior directly impacts the environment, feeling that non-PE wine may be a better value proposition. Research limitations/implications The use of an auction method to assess actual behavior may be skewed by the attempt to get a winning bid, and this research was conducted in one particular part of the USA, which limits the generalizability of the results to other parts of the country or world. Originality/value The findings from the current research provide important information for wine producers, distributors and retailers, specifically the development of marketing and branding strategies, and as a method for normative product/brand differentiation in a competitive marketplace.
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Scott, Kristin A., and S. Todd Weaver. "The Intersection of Sustainable Consumption and Anticonsumption: Repurposing to Extend Product Life Spans." Journal of Public Policy & Marketing 37, no. 2 (November 2018): 291–305. http://dx.doi.org/10.1177/0743915618811851.
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One of the primary causes of environmental problems is the overconsumption of natural resources, such as those invested in the production of consumer goods. To combat overconsumption, some researchers and policy makers have suggested that consumers should extend product life spans through sustainable and anticonsumption practices. In keeping with this proposition, the authors use the consumer context of repurposing to explore the extension of product life spans through processes of reusing and reclaiming. The results identify the antecedents, processes, and outcomes of repurposing. Antecedents of repurposing include social influences, repurposing motivations, and object agency. The process of repurposing takes three forms: aesthetic, functional, and amalgamative. Repurposing outcomes include value creation, behavioral and perception effects, and identity effects. Overall, the results offer marketers and policy makers insights into repurposing as an important avenue for lengthening product life spans and promoting sustainable consumption.
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Kaur, Puneet, Amandeep Dhir, Shalini Talwar, and Karminder Ghuman. "The value proposition of food delivery apps from the perspective of theory of consumption value." International Journal of Contemporary Hospitality Management 33, no. 4 (February 4, 2021): 1129–59. http://dx.doi.org/10.1108/ijchm-05-2020-0477.
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Purpose The theory of consumption values (TCV) has successfully explained much consumer choice behavior, but few studies have investigated the values that drive food-delivery application (FDA) use. This study aims to bridge this gap by extending the TCV to the FDA context to examine food consumption-related values and interpreting and rechristening generic consumption values to adapt the TCV to the FDA context. Design/methodology/approach An explorative mixed-method research approach was taken to conduct focus group discussions with 20 target users to develop the questionnaire and then administer it for a cross-sectional survey (pen and pencil) to FDA users aged 22–65 years; 423 complete responses so received were analyzed using structural equation modeling. Findings The findings show that epistemic value (“visibility”) is the chief driver of purchase intentions toward FDAs, followed by conditional (“affordances”), price (part of functional value) and social value (“prestige”). Food-safety concerns and health consciousness (proposed as part of functional value) did not share any statistically significant association with purchase intentions toward FDAs. Research limitations/implications The findings of this study are insightful for FDA service providers competing for higher shares in the market by helping them understand ways to influence consumer choices and purchase intentions. Originality/value It is the first study that combines FDAs 2014 an online service that it is attracting a lot of investment 2014and TCV which has continued to be one of the most relevant theories of consumer behavior. It extends the TCV by adapting it to the FDA context with food-consumption-related values. Thus, it adds to the relatively scant literature on FDAs on the whole which is essential, as FDAs represent the business model of new economy, i.e. online-to-offline (O2O). Finally, this study formulates a conceptual framework that may serve as the basis of future research.
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Oborin, M. S. "RESORT AND RECREATIONAL POTENTIAL AS A FACTOR OF ECONOMIC DIVERSIFICATION IN RURAL AREAS OF THE PERM REGION." Bulletin of Udmurt University. Series Biology. Earth Sciences 30, no. 1 (May 8, 2020): 102–11. http://dx.doi.org/10.35634/10.35634/2412-9518-2020-30-1-102-111.
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Rural areas are an important strategic resource for the development of resort and recreational specialization of the Perm region. Most health resorts in the region are located in environmentally friendly areas, which allows you to develop a value proposition for different groups of consumers. The study conducted by the author indicates a growing demand for medical and health services of enterprises of the sanatorium complex. The article presents the characteristics of the resort and recreational potential of the Perm region, and identifies trends in consumer demand for medical and health services of enterprises of the sanatorium complex. A system of measures to diversify the region's economy based on optimizing the use of the resort and recreational potential of rural areas is proposed.
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Feng, Li, Lu Hui, Hou Meiqian, and Cui Kangle. "THE MYSTERY OF CONSUMER VALUE STRUCTURE IN SHARING ECONOMY--AN EMPIRICAL RESEARCH BASED ON CONSUMER VALUE PROPOSITION." Global Fashion Management Conference 2020 (November 5, 2020): 1206–23. http://dx.doi.org/10.15444/gmc2020.09.02.01.
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Byrne, Noreen, and Olive McCarthy. "Value proposition preferences of credit union members and patronage activity." International Journal of Bank Marketing 32, no. 6 (August 26, 2014): 567–89. http://dx.doi.org/10.1108/ijbm-11-2013-0128.
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Purpose – The purpose of this paper is to examine the technical and relational value proposition preferences of credit union members and to examine the relationship between their preference and patronage activity. Design/methodology/approach – A total of 800 members of credit unions were surveyed. Exploratory factor analysis was used and four factors were extracted incorporating technical and relational dimensions of the credit union service. Member value proposition preferences are examined and the relationship to patronage activity of the credit union was explored. Findings – The majority of members express a higher or equal preference for a relational rather than a technical value proposition. Those that express a greater or equal preference for relational value are more likely to have a higher level of patronage activity. Research limitations/implications – Credit unions are member-owned financial institutions and hence the study is context dependent. Credit unions are member-owned financial institutions and hence relational value may be more significant than in the case of non-member owned entities. Practical implications – The research highlights the importance of consideration of relational value in financial services entities whose competitive advantage lies in the relational. In terms of the credit union, the impact on the relational value proposition of the credit union must be considered in the design and implementation of industry restructuring. Originality/value – This paper extends the emotional value and interactive quality construct to incorporate a greater relational focus which the paper suggests is of greater relevance to high-contact financial services. The research in this paper also extends beyond the criticised static focus of consumer perceived scales (consumer perceived value) and the episode focused service quality scales. Hence, it has a more longitudinal and holistic focus. The paper also incorporates a preference between benefits approach rather than an evaluative or trade-off between benefits and costs framework.
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Karnani, Aneel. "Romanticizing the Poor Harms the Poor." Metamorphosis: A Journal of Management Research 6, no. 2 (July 2007): 151–62. http://dx.doi.org/10.1177/0972622520070206.
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A libertarian movement that emphasizes free markets to reduce poverty has grown strong in recent years. It views the poor as “resilient and creative entrepreneurs and value-conscious consumers”. This romanticized view of the poor is far from the truth and harms the poor in two ways. First, it results in too little emphasis on legal, regulatory, and social mechanisms to protect the poor who are vulnerable consumers. Second, it results in overemphasis on microcredit and under-emphasis on fostering modern enterprises that would provide employment opportunities for the poor. More importantly, the libertarian proposition grossly under-emphasizes the critical role and responsibility of the state for poverty reduction.
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Meghani, Shahnaz Mohammad ali. "Costly moves: a strong brand, Dentonic loses its power." Emerald Emerging Markets Case Studies 4, no. 5 (October 8, 2014): 1–10. http://dx.doi.org/10.1108/eemcs-08-2013-0172.
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Subject area Marketing Management. Study level/applicability BBA Students of Marketing Management. Case overview The brand ⇓Dentonic” by Ala Chemicals was originally launched as a tooth powder meant for the middle and lower socioeconomic classes. The tooth powder was a hugely successful product. Dentonic tooth powder held the highest market share in the category at 80 per cent in the 1990s. However, the tooth powder market in the urban areas is declining and consumer preference is slowly moving to toothpastes. Although tooth powder is still used in the rural areas, some toothpaste manufacturers have extended their reach at the lower end of the market offering consumers “value propositions” in the shape of toothpaste at the comparable price of tooth powder. The market for dental cleaning products has seen a shift in terms of young consumers switching from powder to the lower-priced toothpaste brands. The company Ala Chemicals did not want to sit back and face a declining tooth powder market. Therefore, they launched a premium quality toothpaste by the same brand name, Dentonic, and made efforts to penetrate the premium segment of toothpaste. However, the marketing strategies did not have the desired effect and the company was unable to get consumers to accept Dentonic as a premium toothpaste. Although Ala Chemicals indulged in promotional spending, using social media, offering a high-quality product and making it accessible with competitive prices, somehow they were unable to create the required pull. Expected learning outcomes This study provides an example of how “over positioning” of a brand can be an impediment in the case of a brand extension, especially when a lower end brand is positioned as a premium brand. It is also meant to show that the product concept alone cannot lead to marketing success and consumer acceptance. It also exposes students to the requirement of creating a Unique Value Proposition in a brand and the difficulties of pursuing a segment invasion, without considering the entry barriers, and the marketing strategies/positions of competitors. Supplementary materials Teaching Notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes.
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Moon, Alice, and Leif D. Nelson. "The Uncertain Value of Uncertainty: When Consumers Are Unwilling to Pay for What They Like." Management Science 66, no. 10 (October 2020): 4686–702. http://dx.doi.org/10.1287/mnsc.2019.3426.
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Do people have an irrational dislike for risk? People pay less for uncertain prospects than their worst possible outcomes, and researchers have proposed that this effect occurs because people strongly dislike risk. We challenge this proposition across seven studies. Though people seem to irrationally dislike risky prospects when preference is assessed with open-ended pricing measures, such as willingness-to-pay, people display rational responses toward risky prospects when preference is assessed using rating measures, such as ratings of expected enjoyment. This discrepancy does not seem to arise because these measures (a) focus on different components of the uncertainty, (b) rely on context-dependent versus normed scales, or (c) involve voluntarily opting into an uncertain situation. Accordingly, we find that people also display rational responses toward risky prospects with time measures (i.e., willingness-to-wait and anticipated time usage) and choice. We discuss alternative explanations and crucial implications of our effects for both theory and application. This paper was accepted by Yuval Rottenstreich, judgment and decision making.
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Kivetz, Ran, and Itamar Simonson. "The Idiosyncratic Fit Heuristic: Effort Advantage as a Determinant of Consumer Response to Loyalty Programs." Journal of Marketing Research 40, no. 4 (November 2003): 454–67. http://dx.doi.org/10.1509/jmkr.40.4.454.19383.
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Over the past few years, customer relationship management and loyalty programs (LPs) have been widely adopted by companies and have received a great deal of attention from marketers, consultants, and, to a lesser degree, academics. In this research, the authors examine the effect of the level of effort required to obtain an LP reward on consumers' perception of the LP's attractiveness. The authors propose that in certain conditions, increasing program requirements can enhance consumers' likelihood of joining the program, thus leading consumers to prefer a dominated option. Specifically, the authors hypothesize that consumers often evaluate LPs on the basis of their individual effort to obtain the reward relative to the relevant reference effort (e.g., the effort of typical other consumers). When consumers believe they have an effort advantage over typical others (i.e., an idiosyncratic fit with the LP), higher program requirements magnify this perception of advantage and can therefore increase the overall perceived value of the program. The authors support this proposition in a series of studies in which the perceived idiosyncratic fit was manipulated either by reducing the individual effort or by raising the reference effort. The authors' findings also indicate that (1) idiosyncratic fit considerations are elicited spontaneously, (2) idiosyncratic fit mediates the effect of effort on consumer response to LPs, and (3) an alternative account for the results based on signaling is not supported. The authors conclude that the findings are part of a broader phenomenon, which they term the “idiosyncratic fit heuristic,” whereby a key factor that affects consumers' response to marketing programs and promotional offers is the perceived relative advantage or fit with consumers' idiosyncratic conditions and preferences.
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Matzembacher, Daniele Eckert, Mervi Raudsaar, Marcia Dutra de Barcellos, and Tõnis Mets. "Business Models’ Innovations to Overcome Hybridity-Related Tensions in Sustainable Entrepreneurship." Sustainability 12, no. 11 (June 2, 2020): 4503. http://dx.doi.org/10.3390/su12114503.
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This paper aims to investigate how sustainable entrepreneurs innovate in business models to overcome their hybridity-related tensions to achieve environmental, social, and financial goals. A case study was conducted on 12 organizations in seven countries from October 2018 to June 2019 through observation visits, interviews, and secondary data collection. To analyze the data, a content analysis was applied with the help of NVivo Software. The analysis category is based on the definition of the pillars of business models: (1) Value proposition, (2) value creation/delivery, and (3) value capture. Concerning value proposition, organizations engage various stakeholders on developing emotions related to sustainable behaviors. They use the idea of community to promote it, fostering the sharing of intangible values. Associated with these actions, organizations offer more convenience accessing these products or services, home deliveries, facilitating access by geo-location, price reduction, and promoting consumers’ education. Regarding value creation/delivery, companies promote partnerships with other stakeholders as part of the main business strategy. They run the business while promoting a social movement. One is dependent on the other. In their engagement in sustainability discussion forums and practical activities, they put together consumers, suppliers, and also other agents outside their vertical supply chain. Operations of all companies are highly internet-based. Social media and transparency are also relevant to their operations. The main characteristic of value capture is that organizations integrate sustainability into their strategy in a way that, just by doing business, they fulfill their social, environmental, and economic missions. Therefore, through innovation in business models, these organizations overcome hybridity-related tensions and achieve financial stability while positively impacting society. The contribution to the literature was achieved by identifying business model innovations in sustainable entrepreneurship, analyzing their characteristics and mechanisms to overcome hybridity-related tensions, and providing empirical evidence about how business models can create and capture different and multiple forms of value.
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Alakoski, Leena, and Irma Tikkanen. "End consumer’s value creation in a nature-based tourism service." Journal of Hospitality and Tourism Insights 2, no. 1 (April 29, 2019): 18–36. http://dx.doi.org/10.1108/jhti-04-2018-0025.
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Purpose The purpose of this paper is to increase understanding of end consumer’s value creation in the context of Finnish nature-based tourism from the viewpoint of the customer-dominant logic (CD logic) of service. Design/methodology/approach Existing research on the CD logic of service and value creation, consumer value and value creation as a hierarchical process is reviewed. The exploratory research design was applied. The data were constituted of 40 end consumers’ interviews. Based on the means-end chain model, a laddering interview was applied. Findings The findings indicated that end consumer’s value created in a nature-based tourism service included five final value categories. Those categories were related to emotions and feelings, enjoyment, fun and even lifetime memories. They indicated long-term characteristics of value, individually created value, collective experience and shared value. Practical implications The findings increased understanding of end consumer’s value creation as a process. The paper provided ideas for developing better nature-based tourism service offerings, value propositions and insights into end consumer’s value creation in terms of individual and shared value. The findings are valuable for nature-based tourism researchers and stakeholders. Originality/value New knowledge on end consumer’s value creation process was created by presenting the hierarchical value maps. The five final value categories indicated the value-in-use. The final value categories emphasised either individual or shared value, which included the end consumer’s life and previous experiences. The preliminary findings will help to develop hypotheses and research problems for future research.
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Muranko, Żaneta, Catriona Tassell, Anouk Zeeuw van der Laan, and Marco Aurisicchio. "Characterisation and Environmental Value Proposition of Reuse Models for Fast-Moving Consumer Goods: Reusable Packaging and Products." Sustainability 13, no. 5 (March 1, 2021): 2609. http://dx.doi.org/10.3390/su13052609.
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Problem: Fast-Moving Consumer Goods (FMCGs) are products that are purchased and consumed frequently to satisfy continuous consumer demand. In a linear economy, FMCGs are typically offered as single-use and disposable products. Limitations in product design, insufficient collection systems, and inefficient recovery processes prevent high recycling rates. As a result, FMCGs often end up in landfill or the environment, contributing to waste accumulation, and pollution. Whilst recycling is the most common waste prevention strategy practiced by the industry, the process is limited to addressing only the final stage of the product life cycle, omitting the overproduction and consumption of materials typical of FMCGs. Instead, reuse is a strategy that is capable of extending the value of resources by slowing material flows. Novel reuse models that require the consumer to interact with durable primary packaging and products are emerging in the FMCG industry. However, the constituent elements and operation principles of such reuse models are not fully understood. The aim of this research is to develop a comprehensive characterisation of reuse models and to evaluate their potential to deliver environmental value. Method: Ninety-two reuse offerings were selected and analysed to identify their reuse system elements. The analysis led to the identification of a framework including five reuse models, which were also evaluated to establish their capability to deliver environmental value when compared to conventional single-use and disposable FMCGs. Results: Currently in the FMCG sector, reusable products are mostly durable packaging, such as bottles and containers for beverages, foods, personal and home care goods, and are infrequently durable products, such as personal and baby care goods, including razors and nappies. Three reuse models involve exclusive reuse, a behaviour by which a reusable product is used and kept by a single user throughout the product lifetime. In exclusive reuse models, users are provided with either a reusable product (model 1), a reusable product with preparation for reuse infrastructure (model 2), or access to preparation for reuse infrastructure (model 3). Two reuse models involve sequential reuse, a behaviour by which a reusable product is used by multiple users throughout the product lifetime and returned after each use to a provider. In sequential reuse models, users are provided with either a reusable product with preparation for reuse infrastructure and provider-operated recovery services (model 4), or a reusable product and provider-operated services for recovery and preparation for reuse (model 5). Whilst the five reuse models can operate standalone, some offerings were found to embed a multi-model approach. Both exclusive and sequential reuse models are capable of delivering environmental value by reducing the use of natural resources and retaining their value in the economy. In particular, sequential reuse models were found to have a greater capability to increase the share of recyclable resources by offering access to infrastructure for the closure of material loops. Conclusions: Consumers can currently access five reuse models and choose between exclusive and sequential reuse behaviours. When adopted in conjunction with recycling, reuse models can enable a more efficient consumption of FMCGs. Providing the infrastructure necessary to enable reuse and recycling is key to the successful and sustainable deployment of the reuse models.
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Caniëls, Marjolein C. J., Wim Lambrechts, Johannes (Joost) Platje, Anna Motylska-Kuźma, and Bartosz Fortuński. "50 Shades of Green: Insights into Personal Values and Worldviews as Drivers of Green Purchasing Intention, Behaviour, and Experience." Sustainability 13, no. 8 (April 8, 2021): 4140. http://dx.doi.org/10.3390/su13084140.
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Despite the booming interest in determinants of green (i.e., sustainable) consumption, the psychological factors that influence pro-environmental consumption patterns are not yet fully understood. To answer this call, we developed and analysed a model that offers an integrative approach to sustainable consumption patterns by addressing the full palette of consumers’ personal value orientations. Specifically, we linked consumers’ egoistic, altruistic, and biospheric values at the personal level to pro-environmental purchasing intentions, behaviours, and experiences. Furthermore, we examined whether implicit beliefs about the balance between humanity and nature (i.e., worldviews) moderate these relationships. To support the theoretical propositions in our model, we drew on the key premises of the theory of planned behaviour. Data from 291 Polish respondents were analysed by using multiple linear regression analysis, and the moderating effect of worldviews was investigated with simple slope analysis. While controlling for cultural values, the findings show that personal values, specifically biospheric values, predict sustainable consumer patterns and that consumers’ worldview moderates this relationship. Our study offers a novel holistic approach to analyse sustainable consumption patterns, which will assist environmental management scholars and practitioners who seek to understand and stimulate pro-environmental consumer behaviour. Our findings may help practitioners to develop strategies to influence consumer intentions and behaviours concerning green products.
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Hall, Charles, and Melinda Knuth. "An Update of the Literature Supporting the Well-Being Benefits of Plants: A Review of the Emotional and Mental Health Benefits of Plants." Journal of Environmental Horticulture 37, no. 1 (March 1, 2019): 30–38. http://dx.doi.org/10.24266/0738-2898-37.1.30.
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Abstract Consumers have historically shown an inclination to purchase plants that enhance their quality of life, meaning they will purchase items that positively influence their social, physical, psychological, cognitive, environmental, and spiritual well-being. Plants in native and improved landscapes (and interiorscapes) have been documented to influence each of six quality of life constructs. This paper summarizes publications regarding the emotional and mental health benefits associated with plants, addressing reduced anxiety and stress, attention deficit recovery, fractals and visual response, decreased depression, enhanced memory retention, greater happiness and life satisfaction, mitigation of post-traumatic stress disorder (PTSD), increased creativity, enhanced productivity and attention, reduced effects of dementia, and improved self-esteem. This research should be strategically incorporated into both industry-wide and firm-specific marketing messages that highlight the quality of life value proposition in order to maintain the industry's sense of value and relevance to consumers of the future. Index words: benefits of plants, emotional health, mental health.