The Effects of Informational and Transformational Motivations on Responses Toward Celebrity Endorsements

Sanjay Putrevu, University at Albany, SUNY, USA This research examines the relationship between dimensions of celebrity endorser credibility (attractiveness, expertise, trustworthiness) and consumer motivation (informational and transformational). The first study reveals that attitude and purchase intention of adult consumers are driven by celebrity endorsers' trustworthiness upon exposure to ads for products with informational motivations and by their attractiveness when the ads are for products with transformational motivations. The second study shows that celebrity expertise is the primary determinant of informational processing, while attractiveness is the principal variable driving transformational processing

Ethnic influences on attractiveness and trustworthiness perceptions of celebrity endorsers

This research examines how the commonality or difference in ethnicity between consumer and celebrity endorser affects the attractiveness and trustworthiness consumers ascribe to recognizable brand spokespersons. Three studies reveal two potential routes through which such effects arise. When the message was limited to simple endorser identification or when priming focused the consumer’s processing on his or her own felt ethnicity, common ethnicity facilitated favourable perceptions across both attractiveness and trustworthiness. In a more complete ad-processing environment, without specific priming of the consumer’s personal ethnic identification, more complex and variable attractiveness and trustworthiness judgments arose

Consumers\u27 Environmental Concerns and Behavior in the Lodging Industry: A Comparison Between the United States and Greece

This study utilizes data collected from Greece and the United States to examine consumer attitudes and behavior intentions toward the environmentally responsible practices (ERP) of hotels. Specifically examined is the impact of ERP on consumers\u27 willingness to pay (WTP) for such hotel practices. The results indicate that consumers in both countries were more likely to patronize and demonstrate a strong WTP for hotels that provide ERP. Furthermore, the results reveal thatconsumers in Greece have higher environmental concerns and WTP than those in the United States, confirming that differences in culture and social structure determine a consumer\u27s Green orientation and WTP

Consumers\u27 Environmental Concerns and Behavior in the Lodging Industry: A Comparison Between the United States and Greece

This study utilizes data collected from Greece and the United States to examine consumer attitudes and behavior intentions toward the environmentally responsible practices (ERP) of hotels. Specifically examined is the impact of ERP on consumers\u27 willingness to pay (WTP) for such hotel practices. The results indicate that consumers in both countries were more likely to patronize and demonstrate a strong WTP for hotels that provide ERP. Furthermore, the results reveal thatconsumers in Greece have higher environmental concerns and WTP than those in the United States, confirming that differences in culture and social structure determine a consumer\u27s Green orientation and WTP

Examining the Effects of Vacation Ownership Product Attributes on Customer Satisfaction: An Investigation of Product Purchase and Use

Purpose– This research aims to propose a model that may be used to classify product attributes according to their effect on customer satisfaction within the services industry. It also aims to apply the model to vacation ownership products and to explore attributes related to both the purchase and use of the product: an owned luxury product. Design/methodology/approach– Data from 3,231 vacation ownership customers of multiple international companies were analyzed using a modified Kano model and related questionnaire. Findings– This study reveals the effect that specific product attributes have on customer satisfaction. It addresses previously unexplored attributes (i.e. sales techniques and hotel program benefits), confirms others previously identified with customer satisfaction (i.e. amenities, exchange benefits, hotel affiliation and vacation counselors) and reveals those that had no incremental effect on overall satisfaction (i.e. financing and activities). Practical implications– Results of this study suggest that attributes have varying effects on customers’ overall satisfaction and submit that companies may wish to focus their efforts in particular areas to maintain or improve overall satisfaction. Doing so may create opportunities for companies to increase satisfaction, operate more efficiently or distinguish themselves within the marketplace. Originality/value– This research is the first comprehensive examination of customer satisfaction related to the purchase and consumption of an owned luxury vacation product, reveals misconceptions related to certain product attributes, uncovers previously unidentified attributes, provides a model for examining customer satisfaction that could be applied across lodging products and provides a benchmark for future studies

A proposed model of online consumer behavior: Assessing the role of gender

This research examined the influence of Internet experience and web atmospherics on consumer online behavior. It developed a model of web navigation behavior where these antecedent variables drove website exploratory behavior and website involvement, which in turn, drove site attitudes and pre-purchase evaluations. These relationships were tested and confirmed in the context of a pharmaceutical website. Further, men and women differed in web navigation behavior, with men engaging in less exploratory behavior and developing less website involvement than women. However, across the two sexes, entertainment, challenge, and effectiveness of information content were the key drivers of website attitudes. The findings provide several guidelines for online communication strategy.Web experience Web atmospherics Website exploratory behavior Website involvement Modeling Gender

Motivating Students: An Initial Attempt to Operationalize the Curiosity Gap Model

Gentry and Burns (1996) and Burns and Gentry (1998) attempted to incorporate Loewenstein's (1994) Curiosity Gap Model into a theory of the motivation of students in class settings. This paper attempts to measure the curiosity gap and then relate it to student performance measures. The preliminary results reported here come from only one small (n=16) class; however, much larger data collections are in progress and will be included in the presentation in San Diego. The preliminary results indicate support for the Gap Model, and lead us to conclude that instructors should actively attempt to manage the level of the curiosity gap

Managing The Curiosity Gap Does Matter: What Do We Need To Do About It?

"This paper investigates Loewenstein's Curiosity Gap Model systematically, using data from five universities in three countries and from a U.S. middle school and a high school as well. The data provide support for the model; specifically the results indicate that those with large curiosity gaps (who we assert are more prone to learned helplessness) are more likely to perform poorly in classes. Recommendations are made concerning how those using experiential exercises can attempt to narrow the curiosity gap for these students.