The impact of brand and category characteristics on consumer stock-out reactions

We develop two models to test hypotheses on the specific impact ofbrand and category characteristics on consumer stock-out responses.Our empirical results show that both characteristics are importantdeterminants. Consumers are more product loyal in hedonic productgroups than in utilitarian product groups and consumers are more brandloyal to high equity brands than to low equity brands. Brand loyaltyis especially strong for high equity brands in hedonic product groups.Our study also confirms findings from prior research on OOS reactions.Theoretical and managerial implications of the findings of the studyare discussed.retailing;consumers;brand management;fast moving consumer goods;marketing-models

The character of demand in mature organic food markets: Great Britain and Denmark compared

We investigate the organic food market in two selected European countries, Great Britain and Denmark, identifying main differences and similarities. We focus particularly on consumer preferences and priorities, labelling schemes, supply and sales channels, as a basis for assessing market stability and prospects for future growth. We employ a unique set of household panel data that includes information on stated values and concerns, as well as registered purchasing behaviour. Most organic food on both markets is produced and processed by large-scale industrialised units and distributed through concentrated mainstream sales channels, consumer confidence being sustained at present by organic labelling schemes that appear to function well. However, a parallel market, based on various types of direct sales to heavy users, prevails. We find that organic food purchase decisions are primarily motivated by ‘private good’ attributes such as freshness, taste and health benefits, attributes that may be perceived as being compatible with modern production and sales structure. More traditional ‘public good’ organic attributes, such as environmental and animal welfare attributes, small scale production and local supply, are less compatible with current market structure, but are also accorded less priority by the majority of consumers in practice. Mature markets for organic foods nevertheless may constitute a source of consumer dissatisfaction, particularly in the group of organic heavy users

Perceptions, values and behaviour: The case of organic foods

This analysis of the Danish organic food market investigates the relationships between household purchasing behaviour and stated values, motives and concerns. Attention is also given to the importance of sales chan-nels and the functions of labelling. We identify the specific attributes that induce consumers to purchase or-ganic foods, distinguishing ‘private’ from ‘public’ valued attributes. Using household level information on stated values and concerns and data regarding real market purchases for approximately 2000 households dur-ing the period 1997-2001, the declared values and actual market behaviour of the same households are com-pared. We find that household propensity to purchase organic foods increases significantly with the declared importance accorded to ‘private good’ attributes, leading to the conclusion that these values determine the actual level of market participation. The weight that households assign to public good attributes does not contribute significantly to the explanation of household organic budget share. However, since almost all con-sumers who purchase organic foods do in fact acknowledge ‘public good’ attributes, these values may also constitute a prerequisite for purchasing organic products

The Role of Country of Origin in Brand Following on Social Media Among U.S. Consumers

An understanding of how consumers interact with brands online is still in its infancy. This study will attempt to explain what motivates consumers to follow brands on social media, looking specifically at the role country and region of origin of products plays in explaining the relationship. Given the personal nature that attracts people to social media to build relationships, it is believed that the personal nature of brands originating from the social media users’ home country will heighten the likelihood that consumers track certain brands and may enhance the relationship that evolves between the brand and the consumer. A model is proposed to explain the relationship, with survey data from U.S. consumers used to begin to establish any links between product origins and brand tracking behavior through social media

The Importance Of Health Insurance Policy On Purchase Intention / Continuance – An Empirical Study In Malaysia

Penduduk seluruh dunia menyedari kepentingan polisi insurans kesihatan untuk menangani isu yang tidak diduga kepastiannya pada masa ini. People all of over the world realized the importance of health insurance policy as the unforeseen uncertainties has become the order of the day

Crafting Next Generation Eco-Label Policy

Eco-labels present a promising policy tool in the effort to achieve sustainable consumption. Many questions remain, however, about the extent to which eco-labels can contribute to sustainability efforts and how to maximize their effectiveness. This Article deploys research from evolutionary psychology, behavioral law and economics, and norm theory to offer specific insights for the design and implementation of eco-labels to enhance their influence on sustainable consumer choice. Notably, this research suggests possibilities for eco-labels to shape or expand consumer preferences for green goods, and thereby enhance eco-label influence on consumer behavior by extending it beyond eco-minded consumers. We suggest that public exposure of the label (so that people see it) and the exposure of the purchasing behavior (so that other people can see that you have bought the product) are key elements to the success of eco-labels--the social context around product purchasing may be as important as the eco-label itself. We recommend that behavioral insights be used to improve eco-labeling as traditionally understood by incorporating knowledge about behavioral tendencies into label design so as to allow for more accurate matching of consumers\u27 preexisting environmental preferences to eco-labeled goods, and develop next-generation eco-labeling policy with the potential to significantly expand the market for eco-labeled goods. Specifically, 1) Eco-labels could be purposefully designed and implemented to attract consumers motivated by social norms; 2) Eco-labels could appeal to a wider range of abstract norm alternate more broadly or locally accepted and strong abstract that are stronger and/or more broadly accepted or locally-salient; and 3) Eco-labels could highlight private, near and near-term benefits

Purposeful empiricism: how stochastic modeling informs industrial marketing research

It is increasingly recognized that progress can be made in the development of integrated theory for understanding, explaining and better predicting key aspects of buyer–seller relationships and industrial networks by drawing upon non-traditional research perspectives and domains. One such non-traditional research perspective is stochastic modeling which has shown that large scale regularities emerge from the individual interactions between idiosyncratic actors. When these macroscopic patterns repeat across a wide range of firms, industries and business types this commonality suggests directions for further research which we pursue through a differentiated replication of the Dirichlet stochastic model. We demonstrate predictable behavioral patterns of purchase and loyalty in two distinct industrial markets for components used in critical surgical procedures. This differentiated replication supports the argument for the use of stochastic modeling techniques in industrial marketing management, not only as a management tool but also as a lens to inform and focus research towards integrated theories of the evolution of market structure and network relationships

Transfer of brand knowledge in business-to-business markets: A qualitative study

This is the author's accepted manuscript (under the provisional title "Transfer of brand knowlede in business-to-business markets by brand when personified as a human: A qualitative study"). The final published article is available from the link below. This article is (c) Emerald Group Publishing and permission has been granted for this version to appear here (http://bura.brunel.ac.uk/handle/2438/8377). Emerald does not grant permission for this article to be further copied/distributed or hosted elsewhere without the express permission from Emerald Group Publishing Limited.Purpose – This paper presents the approach of a one-to-one relationship for branding in business-to-business markets. With qualitative evidence, the paper seeks to clarify the links between branding, relationship marketing and purchase intention of resellers and to discuss the contribution of brand personified as brand representatives to the brand knowledge of resellers. The aim of this paper is to understand how this transfer of knowledge by brand personified as representatives of the brand is reflected in the selection process of brand for resale by resellers. Design/methodology/approach – The theory is used to develop a testable model. Information from the field was gathered through 12 in-depth interviews of brand managers of international IT brands. These interviews helped to give a deeper insight into the topic and contributed to the categorization of different themes to be developed into constructs. Components that emerged from the interviews were from different disciplines and were useful in making linkages between these disciplines. Findings – Interviewees associated the role of brand personified (as brand representative) as a conduit between brand and resellers. Given the findings, brand when personified as a human can be used to manage reseller relationships in a business-to-business network. The brand personified with its metaphorical properties enables the resellers not only to clearly understand brand-related information but also to make positive evaluations about the brand. Empirical research would be helpful to establish the indicators of brand personification and to enhance the understanding of the concept. Practical implications – The study will be useful for senior managers of brands operating in competitive and complex business-to-business networks. It will enable them to use the categories and components to ensure that their brand is the preferred brand for resellers operating in the network. Originality/value – The approach will be helpful in linking different functions of the organization to measure the contribution made by employees representing the brand to resellers in competitive markets by imparting knowledge about the brand to resellers

Personal determinants of organic food consumption: a review

Purpose - A lot of literature is available that discusses personal determinants of organic food consumption. However different models and determinants are used in the literature. This paper aims to provide an overview, within a framework linking Schwartz' values theory and the theory of planned behaviour (TPB). Also it seeks to focus on the importance of affective attitude, emotions, personal norm, involvement and uncertainty related to organic food consumption. Design/methodology/approach - The paper is based on secondary data sources, namely the literature concerning personal determinants of organic food consumption. Findings - Both the values theory and the theory of planned behaviour have been referred to as relevant theories for better understanding consumers' choice for organic food. Organic food consumption decisions can be explained by relating attributes of organic food with more abstract values such as "security", "hedonism", "universalism", "benevolence", "stimulation", "self-direction" and "conformity". Appealing to these values can positively influence attitudes towards organic food consumption. Besides attitude, subjective and personal norm and (perceived) behavioural control influence consumption of organic food. Research limitations/implications - More research related to the role of uncertainty (reduction) during the process of buying organic food is recommended. Practical implications - Relatively little research has examined the affective component of attitude and emotions in relation to organic food consumption, while these may play an important role as drivers of involvement and thus help to jolt food purchasers out of their routine of buying conventional food and set a first step to adopt organic food. Originality/value - To the authors' knowledge, this is the first paper providing a comprehensive overview and linking the literature on organic food consumption to the values theory and the theory of planned behaviour, including the role of personal norm and focusing on emotions. The proposed integration of mental processing in an organic food consumption model leads to interesting hypotheses and recommendations for policy makers, researchers and stakeholders involved in the organic food market