Triangulating consumers' perceptions of payment systems by using social representations theory: A multi-method approach

Social systems play a pivotal role in shaping customers' views, the adoption process and subsequent product diffusion for novel products. Perceptions of Austrian consumers regarding payment systems were assessed in a cross-sectional analysis applying social representations theory. Social representations help to unravel the sources of individuals' attitudinal or perceptual similarities and differences, which often stem from inter-group differences. In short, they are useful for the investigation of ‘deeper structure’ aspects of consumer behaviour, as has been shown in previous studies. This may be seen as a further step forward for marketing research, which operates largely on social phenomena. This study addresses the shortage of non-cognitive-based research in marketing by offering a methodological approach that uses triangulation on the basis of associative answers from social groups. A four-step analytic design revealed that consumer groups transpose the abstract concept of payment systems into tangible objects and processes in a similar way; however, their social background impacted which value was attached to established as well as new means of payment. Cash is still seen as the prototypical form of payment; newer forms, such as credit cards or ATM cards, appear already in the periphery of representations, urgently needing well-concerted marketing efforts to become recognized as substitutes for cash. From a managerial view, the research employs social phenomena as a basis for segmenting natural rather than nominal groups in order to better serve consumers' needs in an increasingly connected social reality

Multilingual elite-interviews and software-based analysis: Problems and solutions based on CAQDAS

Qualitative international research is increasingly popular in marketing, management and business practice. Cultural dimensions, most importantly language, play a central role in this research context. The importance of language in the context of questionnaire design and international data gathering has long been stressed in various sources (Pike 1966; Brislin 1970; Piekkari & Welch 2004). However, the practice of qualitative data collection and analysis has not been addressed sufficiently, although new and innovative software-based tools are available to help these efforts. This paper deals with methodological and practical issues in analysing qualitative interviews with corporate elites. We illustrate conceptual challenges in setting up qualitative projects that build on interviewing corporate elites and address practical implementation issues in terms of multilingual coding, node creation and theory building by means of computer assisted qualitative data analysis software (CAQDAS). To this end a specific empirical example will be used

Collectively Building a Sustainable Sharing Economy Based on Trust and Regulation

The articles in this Special Issue on the sharing economy's role in fostering sustainability comprise eight contributions to answer how trust and regulation shape relations of providers and consumers. We identify indispensable aspects of the sharing economy to show its potential in fostering sustainability. This is in some contrast to existing definitions and applications of sharing economy business models, which do not place sustainability in their focus. The studies employ a variety of methods, covering quantitative and qualitative research to investigate building of communities on the consumer side, as well as trust-building and implementation of regulations in the interaction between providers and consumers in Asia and Europe. Some areas in the sharing economy foster sustainability, some foster social cohesion and in the end build social capital, but others focus at first sight on convenience and lifestyle

Methods of Studying Economic Decisions in Private Households

Research on joint decision-making processes in households is particularly relevant for marketing, especially for understanding who decides what to buy in purchasing decisions and how decision processes evolve. However, the investigation of such complex processes requires adequate research methods to account for the dynamics in close relationships. We provide a critical overview of past research in the arena of economic decision-making among couples, concentrating on methodological issues. After describing different types of decisions we proceed by describing findings on interaction dynamics, including the nature and occurrence of conflicts. In reviewing relationship structures we focus on the dimensions of harmony and power. The descriptive process model utilized includes the partners’ use of influence tactics, as well as the emergence of utility debts at the end of a decision-making process. Reviewing the adequacy of various research methods, observational and survey techniques are discussed as conventional psychological research methods. The Vienna Partner Diary is introduced as novel method and suggested as being useful for collecting data on the complex interaction processes in the everyday life of couples

Explaining consumer choice of low carbon footprint goods using the behavioral spillover effect in German-speaking countries

The aim of the research was to investigate how to stimulate sustainable consumer behaviors that lead to a lowering of the carbon footprint. Because of environmental challenges at the individual and societal levels, researchers agree that behavioral change is necessary. We argue that when already performing a sustainable behavior, this behavior can spill over to other sustainable actions, even to more difficult ones. First, we studied whether a positive behavioral spillover occurs between product categories and whether the spillover effect depends on the ease or difficulty of the sustainable behavior. Second, we investigated whether high awareness of sustainability determines the spillover between categories. We conducted three online experiments in Central Europe, investigating whether spillover takes place between behaviors assigned to the same category (transport or food) or between behaviors assigned to different categories (transport or food). In all three studies participants had to make two independent decisions. In studies 1a (N=281) and 1b (N=195), the effect of the ease/difficulty of the behavior was tested. In study 2 (N=164), awareness of CO2 emission reducing effects was manipulated. Findings revealed a behavioral spillover between sustainable choices

Power versus trust - what matters more in collaborative consumption?

Purpose - Collaborative consumption, such as car sharing, speci fi cally implicates customer-to-customer interaction, which must be regulated by service providers (companies, peers and self-regulating communities), comprising different challenges for business organizations. While in conventional business relations, consumers are protected from undesirable customer behavior by laws, regulations (power) in the context of collaborative consumption are rare, so that trust becomes more relevant. It is the purpose of the study to investigate possible mechanisms to prevent undesirable customers in collaborative consumption. Design/methodology/Approach - In between subject designs, samples of 186 and 328 consumers fi lled in experimental online questionnaires with vignettes. Analyses were made of differences among car sharing companies, private persons and car sharing communities in terms of the power of providers, trust in providers and trust in other users of the shared goods, undesirable customer behavior and consumer - provider relations. Findings - Companies, private persons and self-regulating communities differ in terms of perceived power and trust. Participants speci fi cally perceive mainly coercive power with the car sharing company, but with the private person and the community, reason-based trust in other users is perceived as prevalent. Nevertheless, undesirable customer behavior varies only marginally over the models. Originality/value - The present study is the first to investigate measures to prevent undesirable customer behavior over different collaborative consumption models. This enables appropriate identification of market segments and tailoring of services. The study identifies opportunities for companies in contrast to private persons and self-regulating communities and, in doing so, provides important stimulation for marketing strategy and theory development

"Sustainability is a nice Bonus" the role of sustainability in carsharing from a consumer perspective

Carsharing has been discussed as one of the most prominent examples of the sharing economy. The worldwide growth of services whereby consumers share access to cars rather than owning a car themselves could be a sustainable solution to environmental problems. However, first research indicates that consumers' environmental concerns play a minor role for using a carsharing compared to financial considerations. Moreover, prior research on B2C carsharing services may not be applicable to P2P services. The current research addresses this gap by investigating the role of sustainability in B2C and P2P carsharing from consumers' perspective. By applying quantitative as well as qualitative methods three studies show that consumers' image of carsharing is "greener" than owning a car and that environmental concerns play a role when consumers decide to use P2P service over B2C services. However, interviews with carsharing users indicate that the sustainable impact of carsharing is rather perceived as a positive side effect than a main argument for carsharing. This should be considered by policy makers and marketers when promoting carsharing because of sustainable benefits

Preventing Conflicts in Sharing Communities as a Means of Promoting Sustainability

The sharing economy is a new promising trend with many positive outcomes on society and the environment, as it provides potential for sustainable solutions due to the reduction of resource consumption and less waste. However, research and practice show that sharing comes with its own share of problems. People often act selfishly, and in worst-case scenarios try to take advantage of others without contributing to the shared good. To achieve the higher goal of sustainability, it is important that conflicts in the sharing economy are prevented, and a setting is achieved that allows people to easily behave in a cooperative and sustainable way. The present research examines which conflicts emerge in sharing communities (study 1) and community gardens in particular (study 2), and whether regulation can prevent conflicts in large groups. Two exploratory studies were conducted. First, a qualitative study with consumers and non-consumers of the sharing economy revealed that regulatory systems are perceived as important for preventing the exploitation of other community members, but also that cooperation should not be enforced with strict controls and punishment. Rather, problems should be discussed in a democratic group setting, rules and goals should be set up together, and trust should be built. Second, a questionnaire study with community gardeners in Austria confirmed these results, and showed that trust is related to less conflict in community gardens, while harsh forms of regulation are related to a potential for greater conflict. Additionally, the results indicate that soft forms of regulation are related to fewer relationship and task conflicts, better conflict resolutions, a high sense of community, and greater trust in the community. We then discuss how these findings can be used to regulate sharing economy activities and give limitations and directions for future studies

The Influence of Regulation on Trust and Risk Preference in Sharing Communities

Sharing within communities has gained popularity in recent years. However, taking part in a community also comes with a certain amount of risk. This perceived amount of risk can be contained by regulations within a community as well as by potential participants’ trust in the community and the other members. We argue for a relation between regulation and the willingness to take the risk of joining a sharing community with trust as a mediator. Thereby, we distinguish between two kinds of regulation (soft and harsh regulation) and two kinds of trust (implicit and reason-based trust) on two different levels (vertical and horizontal trust). In one laboratory and one online experiment with 432 participants overall, we found that the compound of high soft and low harsh regulation increases participants’ willingness to take the risk of participation and that the effect of soft regulation is mediated mainly by vertical and horizontal reason-based trust. Based on our results, we encourage sharing communities to count on soft regulation in order to increase potential members’ trust in the community and therefore take the risk to participate