Alfredo David Varea Calero, José M. Ramírez-Hurtado, Francisco Rejón-Guardia and Juan M. Berbel-Pineda
This study aims to analyse the influence of football fans' involvement on sponsor brand equity and their purchase intention toward the sponsoring brand. To achieve this, we…
Abstract
Purpose
This study aims to analyse the influence of football fans' involvement on sponsor brand equity and their purchase intention toward the sponsoring brand. To achieve this, we specified a structural model examining the relationships between engagement, brand equity and fans’ purchase intentions.
Design/methodology/approach
The data for this study were collected using a structured questionnaire. Three football teams from the city of Quito (Ecuador) that compete in the first division of Ecuadorian professional football were considered. For data collection, both personal interviews and a web link were used. The personal interviews were carried out directly with the fans of the three teams in the vicinity of the stadiums, prior to matches of the Ecuadorian League.
Findings
The study concluded that a greater involvement of fans with a football club positively influences both the valuation of the sponsoring brand and the intention to purchase the product and/or service of the sponsoring brand.
Practical implications
This work contributes to the literature on brand equity. On the one hand, from the companies’ perspective, it is important for brand managers to realise that football fans constitute an especially significant section of the public to strengthen the brand and even to buy the products of the sponsoring brand. On the other hand, from the point of view of the clubs, it should be borne in mind that the involvement of the fans with the clubs constitutes a major factor in strengthening the sponsoring brands.
Originality/value
Most of the research in the literature has studied purchase intention towards the club brand but not towards the sponsoring brand. The research, which is applied to the football industry, conceptually extends the customer-based brand equity (CBBE) model by including the perspective of football fans’ involvement with their clubs.
Details
Keywords
This study addresses the impact of aesthetics and formality in Food Delivery Applications (FDAs) in evoking emotions, and how these influence the intention to reuse and compulsive…
Abstract
Purpose
This study addresses the impact of aesthetics and formality in Food Delivery Applications (FDAs) in evoking emotions, and how these influence the intention to reuse and compulsive usage, providing critical insights for designing responsible and effective marketing strategies.
Design/methodology/approach
A quantitative analysis of data collected from 1,029 FDA users was employed, using the PAD (Pleasure, Arousal, Dominance) theory to investigate how aesthetic design and formality affect emotions and consumer behaviour towards the applications.
Findings
The study reveals that aesthetic appeal and formality significantly impact emotions of dominance, arousal, and pleasure, which are decisive in users' decisions to continue using FDAs and in the manifestation of compulsive usage behaviours.
Research limitations/implications
This study presents inherent limitations due to its cross-sectional design, which prevents offering a longitudinal perspective on the evolution of consumer behaviour regarding FDAs. The actual purchasing behaviour is not examined, but rather the suggested experiences. Future research could be enriched by considering cultural, social, and demographic factors, the influence of sustainability on the perception and use of FDAs, and the importance of specific sustainable practices. Adopting a longitudinal approach and utilising actual usage data would allow for a deeper and more nuanced understanding of consumer behaviour towards FDAs, taking into account both personal factors and functional attributes of FDAs along with their aesthetic appeal and emotional reactions.
Practical implications
The findings provide guidelines for FDA companies to optimise their interfaces to enhance user experience, foster loyalty, and prevent compulsive usage. They emphasise balancing aesthetics and functionality to induce more conscious and sustainable consumption behaviours.
Social implications
This study highlights significant social implications stemming from the integration of aesthetic appeal and formality in Food Delivery Apps (FDAs) and their effect on consumer emotions, which in turn influences reuse intention and compulsive use. Amidst the COVID-19 pandemic, consumer behaviours have shifted towards increased electronic transactions and hedonic consumption as responses to stress, anxiety, and boredom, leading to a reevaluation of life experiences through technological means. The research underlines the critical role of emotions, particularly pleasure, dominance, and arousal, in promoting the intention to reuse FDAs, which has far-reaching implications for consumer engagement, compulsive usage patterns, and the need for responsible, sustainable consumption practices. It suggests a new avenue for businesses and policymakers to consider emotional impacts and consumer satisfaction in the design and regulation of FDAs, aiming to mitigate potential adverse effects of compulsive usage and to encourage sustainable, responsible consumption behaviours.
Originality/value
The research offers a novel perspective by exploring how aesthetic and emotional dimensions affect consumer loyalty and compulsivity. These areas are still to be examined in depth in the marketing literature. The findings enhance the theoretical and practical understanding of FDA marketing, demonstrating how design can influence consumer well-being and the sustainability of purchasing behaviour.
Highlights
Novel use of PAD theory to analyse FDA’s aesthetic appeal and formality on user emotions.
FDA’s aesthetic appeal significantly influences reuse intentions and compulsive usage.
Emotions of pleasure, dominance, and arousal are directly linked to FDA reuse intention.
Pleasure and reuse intention influence the compulsive use of FDAs.
Novel use of PAD theory to analyse FDA’s aesthetic appeal and formality on user emotions.
FDA’s aesthetic appeal significantly influences reuse intentions and compulsive usage.
Emotions of pleasure, dominance, and arousal are directly linked to FDA reuse intention.
Pleasure and reuse intention influence the compulsive use of FDAs.
Details
Keywords
Manuel Alonso Dos Santos, Francisco Rejón Guardia and Ferran Calabuig Moreno
The purpose of this paper is to assess the influences and efficiency of a sports sponsorship in an online brand community.
Abstract
Purpose
The purpose of this paper is to assess the influences and efficiency of a sports sponsorship in an online brand community.
Design/methodology/approach
The study was conducted through interviews with 609 social network users of a Spanish first league soccer team. The partial least squares (PLS) methodology was applied with a posteriori segmentation (PLS prediction-oriented segmentation (POS)).
Findings
The attitude toward the sponsor helps to assess the efficiency of sponsorships between companies. This variable is particularly relevant for evaluating sponsorship efficiency in online brand communities. Improving trust and assessing the sense of membership directly improves attitudes toward the team and the sponsored brands. The attitude toward the sponsor has a direct and positive impact on the purchase intentions. The use of a posteriori segmentation with the PLS–POS technique helps discriminate between groups.
Research limitations/implications
Among the limitations encountered, further study would require using a sample of various sports disciplines and cultures.
Practical implications
Specific actions and communication strategies are defined for each segment and in general to adapt communication strategies that improve identification with virtual brand communities. The study has revealed involvement-related differences resulting from the impact that engagement with the sponsored team may have on the assessed relationships.
Originality/value
The study of the effects of sponsorship and the use of a posteriori variables user segmentation in an online brand community are used.
Details
Keywords
Rafael Anaya-Sánchez, Francisco Rejón-Guardia and Sebastian Molinillo
The aims of this study are to explore how the experience of “visiting” a destination in a virtual reality (VR) technology environment influences destination image and visit…
Abstract
Purpose
The aims of this study are to explore how the experience of “visiting” a destination in a virtual reality (VR) technology environment influences destination image and visit intentions and to evaluate the moderating effects of the immersion level of the technology, destination familiarity and VR sickness.
Design/methodology/approach
An empirical study was conducted in a laboratory, using two types of immersive VR technologies. The data, collected through a personal survey of 144 participants, were analysed using PLS-SEM.
Findings
The results indicated that sense of presence is a crucial determinant of the user’s experience, which in turn contributed positively to destination image and visit intentions. VR sickness was observed to moderate the relationship between sense of presence and user experience, especially at low immersion levels. Destination familiarity did not influence the model’s relationships.
Practical implications
The findings lead us to propose that tourism destination managers: use immersive VR technologies in their marketing strategies; in these VR scenarios enhance the user’s sense of presence and experience and implement segmentation strategies.
Originality/value
This is one of the first works to empirically analyse how the customer’s experience of immersive technologies affects destination image and visit intentions. The study also evaluates three moderating effects: the effects of the level of immersion evoked by the technology, and destination familiarity, on the model’s relationships, and the effects of a negative aspect of the technology, VR sickness, on the relationship between sense of presence and the customer experience.
Details
Keywords
Francisco Liébana‐Cabanillas, Francisco Muñoz‐Leiva and Francisco Rejón‐Guardia
The aim of this paper is to contribute to the field of satisfaction research from the perspective of electronic banking users; a topic of great interest to the business strategies…
Abstract
Purpose
The aim of this paper is to contribute to the field of satisfaction research from the perspective of electronic banking users; a topic of great interest to the business strategies of financial institutions. In this context, the authors analyse the main determinants of user experience with a specific institution's products.
Design/methodology/approach
A comprehensive review of the scientific literature has justified the development of a behavioural model that explains satisfaction using a set of constructs or endogenous variables. Data was collected from a self‐administered web survey in the authenticated section of the electronic banking service of a prestigious financial institution.
Findings
The analysis tests the relationship between the proposed variables (accessibility, trust, ease of use and usefulness) and satisfaction with electronic banking.
Research limitations/implications
The study was limited to the data of a single financial institution. Caution should therefore be exercised in generalising the results. The research results provide a number of valuable conclusions for financial institutions.
Originality/value
This paper is a pioneer study of satisfaction with electronic banking, especially of the relationships between satisfaction and its main determinants.
Details
Keywords
Francisco J. Martínez-López, Irene Esteban-Millat, Ana Argila and Francisco Rejón-Guardia
Psychological perspective has been omitted or considered a secondary issue by past studies focused on e-commerce recommendation systems (RS). However, this perspective is key to…
Abstract
Purpose
Psychological perspective has been omitted or considered a secondary issue by past studies focused on e-commerce recommendation systems (RS). However, this perspective is key to gaining a better understanding of consumer behaviours when these systems are used to support purchasing processes at online stores. The paper aims to discuss these issues.
Design/methodology/approach
The field study consisted of a simulated online shopping process undertaken by a sample of internet users with a recommender system at a real online store (Pixmania). The authors applied rigorous and detailed exploratory and confirmatory factor analyses to assess the empirical validity of the model.
Findings
The proposed sequence of psychological outcomes is valid, with the exception of one hypothesized relationship. In particular, satisfaction with an online store’s recommender has a strong influence on a consumer’s willingness to purchase one of the items related to his/her shopping goal. However, this satisfaction has no direct effect on a consumer’s intention to make add-on purchases based on the recommender’s suggestions. On the contrary, the results support the idea that add-on purchases are conditioned by a previous purchase related to the consumer’s initial shopping goal. On the other hand, a consumer’s flow state while shopping improves all his/her psychological outcomes linked to an online store’s recommender. The influence of flow state is particularly interesting when seeking to gain a better understanding of consumers’ unplanned purchases based on the recommender’s suggestions. These findings have important implications for practitioners.
Originality/value
This paper discusses in detail and empirically test a set of psychological outcomes that emerge when an e-vendor’s recommender is used to assist a consumer’s shopping process. To the best of the knowledge, this is the first attempt that empirically tests most of the hypothesized relationships within an online store’s RS context.
Details
Keywords
Francisco Muñoz-Leiva, Luís Miguel Faísca, Célia M.Q. Ramos, Marisol B. Correia, Carlos M.R. Sousa and Marouan Bouhachi
This study aims to analyse the effectiveness of a static promotional banner located on a hotel reservation website in terms of capturing the visitor’s visual attention by…
Abstract
Purpose
This study aims to analyse the effectiveness of a static promotional banner located on a hotel reservation website in terms of capturing the visitor’s visual attention by exploring how this impact depends on the user’s degree of internet experience.
Design/methodology/approach
An experiment was conducted using the eye-tracking methodology, in addition to a self-administered questionnaire. Through eye-tracking technology, eye movements were recorded whilst participants explored a generic hotel website. The factors used in the analyses were the position of the banner on the website and participants’ experience as internet users.
Findings
The findings showed that positioning a banner at certain locations on the webpage may lead to a better recall, which, in part, seems to result from the visual attention that such locations attract. The mediation analysis showed that the bottom-right and bottom-left positions have a negative effect on banner recall due, in part, to the shorter attention times and the smaller number of fixations those positions induce. Although the visitor’s level of internet experience affected his/her visual attention towards the banner, its impact on banner recall was non-significant. Results are discussed considering which variables produce greater effectiveness in capturing the user’s attention.
Practical implications
The paper draws several implications for the marketing literature, hospitality management and society in general.
Originality/value
The study is the first to analyse the impact of the position of a static ad on users’ visual attention and memory, considering the user’s degree of internet experience.
Propósito
Este estudio analiza la eficacia de un banner promocional estático ubicado en un sitio web de reservas de un hotel en términos de captación de la atención visual del visitante examinando cómo este efecto depende del grado de experiencia del usuario en Internet.
Diseño/metodología/enfoque
Se llevó a cabo un experimento utilizando la metodología de seguimiento ocular (eye tracking), junto con un cuestionario autoadministrado. A través de la tecnología de eye tracking, se registraron los movimientos oculares mientras los participantes exploraban el sitio web genérico de un hotel. Los factores considerados en los análisis fueron la posición del banner en el sitio web y la experiencia de los participantes como usuarios de Internet.
Hallazgos
Los hallazgos mostraron que colocar un banner en ciertas ubicaciones de la página web puede conducir a un mayor recuerdo, lo que, en parte, parece ser el resultado de la atención visual que atraen tales posiciones. El análisis de mediación mostró que las posiciones inferior-derecha e inferior-izquierda tienen un efecto negativo en el recuerdo del banner debido, en parte, a los tiempos de atención más cortos y al menor número de fijaciones que provocan esas posiciones. Aunque el nivel de experiencia de Internet del visitante afectó su atención visual hacia el banner, su impacto en el recuerdo del banner no fue significativo. Los resultados son discutidos considerando qué variables producen mayor efectividad a la hora de captar la atención del usuario.
Implicaciones prácticas
El artículo presenta una serie de implicaciones para la literatura de marketing, la gestión hotelera y la sociedad en general.
Originalidad/valor
Nuestro estudio es el primero en analizar el impacto de la posición de un anuncio estático en la atención visual y la memoria de los usuarios, considerando el nivel de experiencia del usuario en Internet.
目的
本研究分析了位于酒店预订网站上的静态促销横幅在吸引访问者视觉注意力方面的效果, 并探索了这种效果如何受到用户的互联网体验程度的影响。
研究方法
本文除了采用自填问卷的方式, 还使用眼动追踪方法进行了实验。通过眼动追踪技术, 记录了参与者在浏览一般酒店网站时的眼动情况。分析中使用的因素是网站上横幅的位置和参与者作为互联网用户的体验。
研究结果
调查结果显示, 将横幅定位在网页上的某些位置可能会导致更佳的记忆, 这种效果在一定程度上是由于横幅的位置吸引了视觉注意力。调解分析表明, 横幅在右下角和左下角的位置对的回忆有负面影响, 部分原因是这些位置引起的注意时间较短、固定次数较少。虽然访问者的互联网体验水平影响了他/她对横幅的视觉注意力, 但其对横幅记忆的影响并不显著。讨论结果时考虑到了某些变量在吸引用户的注意力方面具有更明显的效果。
实践意义
本文对市场营销文献、酒店管理和社会都具有一定的借鉴意义。
原创性/价值
本次研究是第一个分析静态广告的位置对用户视觉注意力和记忆的影响的研究, 考虑到用户的互联网体验程度。
Details
Keywords
Aida Molina-Prados, Francisco Muñoz-Leiva and M. Belén Prados-Peña
The purpose of this paper is to analyze how fashion consumers behave when they make purchases using social media platforms – specifically, Instagram. In particular, the work…
Abstract
Purpose
The purpose of this paper is to analyze how fashion consumers behave when they make purchases using social media platforms – specifically, Instagram. In particular, the work examines the role played by consumer–brand involvement and self–brand connection (SBC) as predictors of customer brand engagement (CBE).
Design/methodology/approach
In this paper, social commerce-adoption is modeled, using three variables: customer engagement, SBC and fashion-consumer brand-involvement. Using a personal online survey, data on social media users classified as millennials and Generation Z were collected. The model is analyzed using structural equation modeling (SEM).
Findings
Consumer involvement in fashion has a positive effect on cognitive processing and activation, but not on affection. SBC has a positive effect on all three analyzed dimensions. Finally, gender is found to exert a moderating effect on the relationship between the “CBE activation” dimension and brand loyalty.
Research limitations/implications
The research was conducted during the lockdown imposed due to the COVID-19 pandemic, which may have influenced the responses. Other limitations and potential lines of research for the future are presented at the end of the paper.
Practical implications
Some of the results of this study can directly inform the social media strategies of fashion companies that use Instagram as a channel of communication with their customers. They can also contribute to incentivizing co-created content and increasing consumption among both men and women.
Originality/value
The present study contributes to addressing the scarcity of studies dealing with CBE and social commerce in the fashion sector and, in particular, fashion-consumer behavior on social media (specifically, Instagram).
Details
Keywords
Zoran Kalinić, Veljko Marinković, Aleksandar Djordjevic and Francisco Liebana-Cabanillas
The purpose of this paper, which is based on the UTAUT2 model, is to develop and evaluate a predictive model of customer satisfaction related to mobile commerce (m-commerce) and…
Abstract
Purpose
The purpose of this paper, which is based on the UTAUT2 model, is to develop and evaluate a predictive model of customer satisfaction related to mobile commerce (m-commerce) and the willingness to recommend this service to others.
Design/methodology/approach
The study was conducted based on a sample of 402 respondents. Confirmative factor analysis was used to evaluate the validity of the model, while structural equation modeling (SEM) was used to test the hypotheses. Finally, artificial neural networks were used to rank the influence of the significant predictors obtained by SEM.
Findings
Trust was found to be the most significant driver of customer satisfaction, followed by performance expectancy and perceived value. In addition, affective commitment and satisfaction were identified as the strongest predictors of word of mouth (WOM).
Originality/value
The originality/value of the paper lies in the establishment of the connection between the independent variables of the UTAUT 2 model – trust, satisfaction, affective and continence commitment and WOM. Additionally, it is one of a small number of studies investigating customer commitments and their influence on WOM in m-commerce.
Details
Keywords
Jussara da Silva Teixeira Cucato, Vivian Iara Strehlau, Flávio Santino Bizarrias and Suzane Strehlau
Consumer centrism’s perspectives serve as crucial determinants in decision-making processes, yet the burgeoning discourse on global marketing’s interplay with tourism scarcely…
Abstract
Purpose
Consumer centrism’s perspectives serve as crucial determinants in decision-making processes, yet the burgeoning discourse on global marketing’s interplay with tourism scarcely addresses the nuanced interconnections between consumer dispositions toward global or local destinations, which assert a global preference bias in developing countries and their predilections for tourist destination selection. This study aims to elucidate the dynamics between ethnocentric and xenocentric dispositions and the selection of domestic tourist locales within developing countries, conditioned to perceived authentic experiences.
Design/methodology/approach
Based on a sample of 264 tourists, we employed structural equation modeling and mediation analysis to determine the direct and indirect interplay of consumer centrism and the mechanisms of authenticity for destination choice and latent class analysis to unveil consumer heterogeneous profiles and their implications.
Findings
The results suggest the existence of a polycentric consumer due to the strong preference for domestic destinations among ethnocentric consumers. While xenocentrism did not have a similar direct impact, its influence on local destination choice emerged through the mediating effect of perceived authenticity. This finding provides evidence for the assumption of a global preference bias in developing nations, even within tourism contexts. Additionally, we identified four distinct heterogeneous tourist profiles based on consumer inclinations toward global and local aspects, allowing for a detailed exploration of their specific influences on tourism destinations.
Practical implications
Effective tourism strategies in developing countries can boost the economy based on authenticity, creating experiences that consider the duality of tourist inclinations and promoting cultural preservation. Practical examples include cultural events, themed tours, personalized marketing, influencer partnerships, social media engagement and loyalty programs, all aimed at engaging diverse consumer groups and strengthening consumer connections toward the local and xenocentric dispositions.
Originality/value
The study advances our understanding by proposing a polycentric profile of consumer inclinations toward tourism in developing countries, driven by the perceived authenticity of destinations. This profile highlights the nuanced interplay between ethnocentric and xenocentric dispositions, illustrating how local and global preferences coexist and influence travel decisions. By emphasizing the role of authenticity, the study provides valuable insights into the factors shaping tourism behaviors in developing countries.