How visual attention to social media cues impacts visit intention and liking expectation for restaurants

Purpose. This research examined how social media (TripAdvisor) content influences restaurant visit intentions and liking expectations, how online review valence affect the viewing behavior of the social media page, and which social media elements capture the initial attention of the consumer. Design/methodology/approach. The study used eye-tracking and self-reported data, and applied a 2-within-subjects design manipulating rating valence. Findings. The pictures posted by firms and opinions posted by users attracted consumers’ attention. However, in the negative valence condition, participants needed to expand upon the content by reading additional (and more detailed) online reviews with specific cues, revisited the content more often, and more closely fixated on specific online ratings. Moreover, the picture of the restaurant was the first area seen (reflecting a bottom-up process) and the third-party ad tended to be viewed last (reflecting selective attention). Implications. All social media elements are seen but only some affect decisions, with negatively (vs. positively) valenced reviews requiring consideration of an extra element. Of relevance to managers, this study stresses the importance of the pictorial element and the influence of user-generated content on the attention and judgment of consumers. Originality. This study suggests that, in order to form an opinion, viewers devote more cognitive effort and attention when evaluating restaurants with negatively (vs. positively) valenced reviews. However, viewing patterns appear unaffected by review valence. It also demonstrates how consumers pay attention to different social media elements

How online advertising competes with user-generated content in TripAdvisor. A neuroscientific approach.

The previous literature has almost ignored the interaction of user-generated content (UGC) and advertising content embedded in social media platforms. Visual attention is an important factor for tourist services in analyzing the value of online ads inserted close to UGC. Drawing on cognitive load theory, congruence research and dual processing models, the purpose of this study is to determine the effectiveness of online advertising on social media. A first study based on eye-tracking and EEG analysis was conducted to assess if there was a difference in visual attention and engagement when an ad was embedded in TripAdvisor content. Our findings showed that synergies between social media content and advertising content positively affect users’ visual attention. A second study, using an online survey, was carried out to assess the impact of congruent/incongruent ads on ad recall (2a) and, using eye-tracking, on visual attention (2b). Appropriate managerial implications are provided

What drives the helpfulness of online reviews? A deep learning study of sentiment analysis, pictorial content and reviewer expertise for mature destinations.

User-generated content (UGC) is a growing driver of destination choice. Drawing on dual-process theories on how individuals process information, this study focuses on the role of central and peripheral information processing routes in the formation of consumers’ perceptions of the helpfulness of online reviews. We carried out a two-step process to address the perceived helpfulness of user-generated content, a sentiment analysis using advanced machine-learning techniques (deep learning), and a regression analysis. We used a database of 2,023 comments posted on TripAdvisor about two iconic Venetian cultural attractions, St. Mark’s Square (an open, free attraction) and the Doge’s Palace (a museum which charges an entry fee). Following the application of deep-learning techniques, we first identified which factors influenced whether a review received a “helpful” vote by means of logistic regression. Second, we selected those reviews which received at least one helpful vote to identify, through linear regression, the significant determinants of TripAdvisor users’ voting behaviour. The results showed that reviewer expertise is an influential factor in both free and paid-for attractions, although the impact of central cues (sentiment polarity, subjectivity and pictorial content) is different in both attractions. Our study suggests that managers should look beyond individual ratings and focus on the sentiment analysis of online reviews, which are shown to be based on the nature of the attraction (free vs. paid-for)

Heart rate variability in marketing research: A systematic review and methodological perspectives

Heart rate variability is a promising physiological measurement that accesses psychophysiological variations in response to a marketing stimulus. While its application spans diverse fields, there is a limited understanding of the usability and interpretation of heart rate variability in marketing research. Therefore, this hybrid literature review provides an overview of the emerging use of heart rate variability in marketing research, along with essential methodological considerations. In this context, we blend marketing mix framework with stimulus-organism-response theory, segregating the use of heart rate variability in various marketing research contexts. We follow the preferred reporting items for systematic reviews and meta-analyses (PRISMA) framework to reflect on 33 records obtained from six databases. Our findings suggest that 42% of studies used heart rate variability to investigate promotion-related topics. Overall, heart rate variability is mostly used in combination with Galvanic skin response (48%). Further, 39% of studies used non-portable systems for data collection. Last, using the theory characteristics methodology (TCM) framework, we identified six research avenues: (1) affective, cognitive, and sensorial constructs; (2) personality, thinking style, and demographics; (3) product experience; (4) advertising and branding; (5) correlation with immersive technologies; and (6) triangulation with other neurophysiological tools

Generation Gap and the Impact of the Web on Goods Quality Perceptions

This study explores how age and general online shopping experience affect consumer perceptions on product quality uncertainty. Using the survey data collected from 549 consumers, we investigated how they perceive the uncertainty of product quality on six search, experience and credence goods. The ANOVA results show that age and the Web shopping experience of consumers are significant factors. A generation gap is indeed seen for all but one experience good. Web shopping experience is not a significant factor for search goods but is for experience and credence goods. There is an interaction effect between age and Web shopping experience for one credence good. Implications of these results are discussed

A collaborative approach to forecasting product–service systems (PSS)

Copyright @ Springer-Verlag London Limited 2010. The final version of this article may be viewed at the link below.This paper examines the forecasting implications for product–service systems (PSS) applications in manufacturing firms. The approach taken is to identify the scope of operations for PSS applications by identifying all the activities associated with the service deployment in the telecom sector. The paper then develops a revenue model for manufacturing firms providing PSS applications. The revenue model identifies three generic revenue streams that provide the basis for discussion on the differences in forecasting approaches, including collaborative approaches based on PSS staff being geographically co-located

High spatial resolution analysis of ferromanganese concretions by LA-ICP-MS†

A procedure was developed for the determination of element distributions in cross-sections of ferromanganese concretions using laser ablation inductively coupled plasma mass spectrometry (LA-ICP-MS). The effects of carrier flow rates, rf forward power, ablation energy, ablation spot size, repetition rate and number of shots per point on analyte intensity were studied. It is shown that different carrier gas flow rates are required in order to obtain maximum sensitivities for different groups of elements, thus complicating the optimisation of ICP parameters. On the contrary, LA parameters have very similar effects on almost all elements studied, thus providing a common optimum parameter set for the entire mass range. However, for selected LA parameters, the use of compromise conditions was necessary in order to compensate for relatively slow data acquisition by ICP-MS and maintain high spatial resolution without sacrificing the multielemental capabilities of the technique. Possible variations in ablation efficiency were corrected for mathematically using the sum of Fe and Mn intensities. Quantification by external calibration against matrix-matched standards was successfully used for more than 50 elements. These standards, in the form of pressed pellets (no binder), were prepared in-house using ferromanganese concentrates from a deep-sea nodule reference material as well as from shallow-marine concretions varying in size and having different proportions of three major phases: aluminosilicates, Fe- and Mn-oxyhydroxides. Element concentrations in each standard were determined by means of conventional solution nebulisation ICP-MS following acid digestion. Examples of selected inter-element correlations in distribution patterns along the cross-section of a concretion are given

Analysis of the impact of length of stay on the quality of service experience, satisfaction and loyalty

Although length of stay is a relevant variable in destination management, little research has been produced connecting it with tourists' post-consumption behaviour. This research compares the post-consumption behaviour of same-day visitors with overnight tourists in a sample of 398 domestic vacationers at two Mediterranean heritage-and-beach destinations. Although economic research on length of stay posits that there are destination benefits in longer stays, same-day visitors score higher in most of the post-consumption variables under study. Significant differences arise in hedonic aspects of the tourist experience and destination loyalty. Thus, we propose that length of stay can be used as a segmentation variable. Furthermore, destination management organisations need to consider length of stay when designing tourism policies. The tourist product and communication strategies might be adapted to different vacation durations

Advance booking across channels: the effects on dynamic pricing

This research analyzes the effects of advance booking and channel type on hotel rates. While this relationship has been addressed in the literature, most studies take a partial approach by focusing only on one distribution channel or one destination. This study fills this gap by analyzing the price dynamics for four channels and multiple destinations. The data set consists of 39,363 bookings for 1,085 hotels over 27 consecutive months. We used two-stage least squares to solve potential endogeneity issues, and the results proved that distribution channel, hotel type and hotel size have an influence on the effect of advance booking on hotel rates. Critical managerial implications are discussed