RANGE AND NUMBER-OF-LEVELS EFFECTS IN DERIVED AND STATED MEASURES OF ATTRIBUTE IMPORTANCE

We study how the range of variation and the number of attribute levels affect five measures of attribute importance: full profile conjoint estimates, ranges in attribute level attractiveness ratings, regression coefficients, graded paired comparisons, and self-reported ratings. We find that all importance measures are affected by the range manipulation. The number of attribute levels affects only two measures. The results allow us to benchmark the magnitude of the number-of-levels effect against the range effect: conjoint importance estimates were approximately equally affected by a threefold increase in the range of attribute variation and by the insertion of two intermediate attribute levels. Our findings show that the number-of-levels effect is most likely due to respondents’ tendencies to distribute their mental stimulus representations and their responses uniformly over the corresponding continua.attribute importance, context effects, conjoint analysis, Research Methods/ Statistical Methods,

When organic products are tasty:Taste inferences from an Organic = Healthy Association

Previous research has consistently demonstrated that organic food is typically seen as healthier. The aim of the present study is to investigate how these health inferences influence taste perceptions of organic food. In Study 1, we show that a neutral food product with an organic label is perceived as more healthy than the same product without such a label. This higher level of perceived healthiness is paired with an improved perceived taste. In Study 2 and 3, we obtain evidence in Dutch and US samples that an organic label increases perceived taste and attractiveness of healthy (but not unhealthy) food. Whereas previous studies have shown general health halo effects of organic labels, this perspective cannot explain the specific pattern of our results, which speaks towards an ‘organic = healthy = tasty’ intuition

Correction to: Beyond valence: a meta-analysis of discrete emotions in firm-customer encounters

Tables 4, 5 and 6 in the original version of this article contained some incorrect calculations. The correct tables are shown below

‘We’ are more likely to endorse than ‘I’: the effects of self-construal and brand symbolism on consumers’ online brand endorsements

Recent research increasingly highlights that consumers engage in online brand endorsements (e.g. Facebook likes) to signal their identity, but has failed to explain why different consumers use this type of signaling to differing degrees. This paper addresses this gap by looking at a culturally constructed individual difference variable, namely self-construal. Self-construal, which can be independent or interdependent, refers to the extent that people define themselves in terms of the relations they have with others. In four studies, this research shows that consumers’ self-construal is related to their intention to endorse brands online. In particular, high levels of interdependent self-construal positively affect consumers’ intention to endorse brands online (Studies 1A & 1B). This effect is mediated by an increased perception of brands’ symbolic value (Study 2). Moreover, this positivity bias toward symbolic brand cues is conditional upon consumers’ brand attitude (Study 3). These findings demonstrate that consumers’ identity plays a central role in their brand perception and brand-related social media use

Sales and sincerity: The role of relational framing in word-of-mouth marketing

In word-of-mouth marketing, marketers often provide financial rewards for referrals. These rewards introduce a financial motive into an interaction among friends or acquaintances, which may harm the perceived sincerity of the referring customer. We show that this negative effect can be mitigated by disclosing the presence of financial motives, but also by the activation of a market pricing (‘sales’) relationship norm. However, such a norm has a negative effect on compliance with the referral. The effects of relationship norms are strongest when cognitive capacity is impaired, which suggests that the influence of relationship norms occurs outside the awareness of consumers. Conversely, the impact of disclosures is stronger when consumers have full cognitive capacity available

Why Nonprofits Are Easier to Endorse on Social Media: The Roles of Warmth and Brand Symbolism

Brands often seek endorsements by consumers on social media (e.g., likes on Facebook). But is this marketing strategy feasible for all brands? To answer this question, this research investigates in seven studies the processes that underlie consumers' intention to endorse brands on social media. We suggest that consumers aim to signal their identity by endorsing brands online. Based on the Brands as Intentional Agents Framework and related research in (social) cognition and consumer behavior, we argue that consumers on social media primarily want to emphasize their warmth rather than their competence. Experimental studies 1, 2, and 3 distinguish between nonprofit and for-profit brands and show that brand warmth (and not competence) mediates the effect of brand type (nonprofit vs. for-profit) on consumers' intentions to endorse brands and branded content on social media. Experiment 4 demonstrates that this process is moderated by brand symbolism (moderated mediation). A high level of brand symbolism increases the positive effect of warmth on consumers' intention to endorse brands online, but only for for-profit brands. The fifth experiment shows that these effects are conditional upon the public vs. private distinction in consumer behavior: consumers prefer to publicly affiliate with nonprofit (vs. for-profit) brands but with regard to private affiliations, there is no difference between both types of brands. In experiment 6, the causal role of warmth (vs. competence) is further examined. Finally, we demonstrate that perceptions of brands' warmth and not competence reduce the efforts that brands need to make to achieve consumers' endorsements on their real brand pages on Facebook

Sharing product harm information: The effects of self-construal and self-relevance

Product harm information spreading in the marketplace may have profound consequences for companies, public policy makers and consumer well-being. However, limited research is available on what makes consumers share such information with others. This paper examines how self-relevance and self-construal affect the sharing of product harm information and the underlying processes that shape sharing. Five experiments demonstrate that under independent self-construal, highly self-relevant product harm information is less likely to be shared. The reluctance to share highly self-relevant information is attenuated under interdependent self-construal. The differential effects of self-construal are related to self-serving processes and motivations for sharing product harm information with others. The results apply to the sharing of negative information, but not positive information. Companies may use these findings to manage the diffusion of product harm information

How to motivate opinion leaders to spread e-WoM on social media: monetary vs non-monetary incentives

Purpose: Opinion leaders are increasingly important as a source of information, with consumers judging them to be more credible than other media and more influential than other consumers. Thus, companies have an interest in engaging opinion leaders to post about products and brands, and the authors analyse different incentives for encouraging them to spread the word on social media (via electronic word-of-mouth [e-WoM]). Design/methodology/approach: A 2 × 3 between-subjects experimental design was developed in which 359 technological opinion leaders (bloggers) participated. The authors manipulated the monetary incentive (money vs no money) and non-monetary incentives (information only vs return product vs keep product) offered in exchange for a brand post. Findings: Various techniques for approaching opinion leaders are effective, but to differing degrees. Providing a product free of charge increases the likelihood that opinion leaders will post about it, and the highest intention to post is observed when they are allowed to keep the product. In contrast, giving money to opinion leaders could have an indirect negative impact on their intention to post through the expected negative reaction of followers. Originality/value: It remains unclear how opinion leaders can best be encouraged to spread e-WoM, as incentives used for consumers may work differently for opinion leaders, who have followers that they want to maintain. The main contribution of this paper lies in its explanation of why opinion leaders react differently to monetary versus non-monetary incentives

"click like if you like it":The effect of directional posts on social network sites

Purpose - Social network sites (SNSs) are an important part of consumers' everyday lives, and have been recognized as a useful marketing channel. However, little is known about how brands should communicate in order to be more effective and maximize the diffusion of electronic word of mouth (eWOM) in these platforms. The purpose of this paper is to explore the effect of directional posts on consumers depending on previous diffusion of the post and consumers' connectivity. Design/methodology/approach - A between-subjects experimental design was used. The sample consisted of 369 individuals. Findings - The results show that directional posts only enhance the intention to spread eWOM and the attitude toward the product when the brand post was highly diffused. This effect is stronger among highly connected consumers (hubs) than among less well-connected individuals. Originality/value - To the best of the authors knowledge, this is one of the first studies to analyze the persuasiveness of marketers' explicit encouragements to "like" brand posts, a tactic known as directional posts. The study investigates whether and how consumer responses to directional posts are influenced by responses from others and by the number of connections that consumers have within the SNSs