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Article
Publication date: 4 June 2018

Ya-Ling Chiu, Lu-Jui Chen, Jiangze Du and Yuan-Teng Hsu

The purpose of this study is to examine the effect of perceived value on customer loyalty through affective commitment in the online group-buying (OGB) context. This paper…

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Abstract

Purpose

The purpose of this study is to examine the effect of perceived value on customer loyalty through affective commitment in the online group-buying (OGB) context. This paper addressed the following questions: what are the factors affecting customer loyalty (i.e. revisit intention and buy more intention); and how do referral rewards moderate the impact of affective commitment on customer loyalty?

Design/methodology/approach

All data were collected from OGB websites’ members in Taiwan. The total number of respondents to the online survey was 403. The data were analyzed using structural equation modeling (SEM) to test a perceived value–commitment–loyalty model.

Findings

This study shows that three proposed antecedents (i.e. OGB scheme value, hedonic value and social value) can trigger customer loyalty through affective commitment. Monetary savings, a variety of merchandise and aspirational products are all critical OGB scheme value components. The results also show that referral reward importance positively moderates the relationship between affective commitment and revisit intention.

Practical implications

The findings have implications for managing people and work tasks in OGB websites. First, understanding the importance of dimensions of value should enable OGB managers to develop more accurate targeting strategies. This study provides guidance on the design of the platform and the OGB scheme, for the effective allocating of marketing resources. Second, a referral reward mechanism can be a critical CRM tool; in addition to the potential to attract new customers, they can also help to retain existing customers. This mechanism is a very effective method to enhance customer stickiness.

Originality/value

The marketing literature generally recognizes the importance of developing and maintaining long-term relationships with customers. This study is the first one to explore the importance of affective commitment in developing and sustaining loyal relationships in the OGB context. Referral rewards are an important moderator variable: affective commitment has a stronger effect on the revisit intention when the referral rewards are high. The findings of this study provide insights into how OGB website developers can create customer commitment and more effectively retain existing customers through the use of referral rewards.

Details

Journal of Business & Industrial Marketing, vol. 33 no. 5
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 17 July 2019

Ya-Ling Chiu, Ku-Hsieh Chen, Jying-Nan Wang and Yuan-Teng Hsu

Electronic word-of-mouth (eWOM) is very important for consumer decision making; previous international product diffusion studies have investigated eWOM and cultural factors that…

4128

Abstract

Purpose

Electronic word-of-mouth (eWOM) is very important for consumer decision making; previous international product diffusion studies have investigated eWOM and cultural factors that influence consumers’ acceptance of new products, but they have not adequately compared the differences in these factors between the USA and China. Therefore, the purpose of this paper is to compare the impact of eWOM on consumer choices in China and the USA. The authors addressed the following questions: What are the cross-cultural differences in consumers’ eWOM behavior between the USA and China: Which genres of Hollywood movies have better cross-culture predictability in terms of box office performance; and What factors affect the success of Hollywood movies in entering the Chinese market?

Design/methodology/approach

Real eWOM data were collected from two online movie review websites, IMDb.com (the USA) and Douban.com (China), from January 2010 to December 2015. In addition, box office revenue information was collected from BoxOfficeMojo.com. The authors used an independent sample t-test to check whether the differences in consumers’ eWOM behavior between China and the USA and different types of movie lead to cultural discount differences. Furthermore, a log-linear regression model is used to examine which factors influence the commercial success of new movies.

Findings

There are specific similarities and differences between the American and Chinese movie markets. First, the results show that American consumers are more engaged in online review systems and tend to submit extreme reviews, but Chinese consumers tend to submit moderate reviews on movies, and the eWOM variance there is smaller than in the USA. Second, genres are useful variables as indicators of movie content; the genres of comedy and drama are not popular in the Chinese market. Finally, eWOM variance has a positive impact on box office in China, but eWOM variance has no impact on the US box office. In addition, the interactive effect of the average rating and eWOM variance on sales is positively significant in China. Importantly, the one-star reviews have a negative impact on the Chinese box office, but it has no impact on US box office.

Practical implications

Understanding how cultural factors influence consumer eWOM communication will help managers to better apply this new marketing communication tool to create more aggressive and targeted promotional plans. Marketers may use eWOM behavior to better respond to and target consumers to overcome barriers to the selection of their products by consumers. Therefore, more effective management of eWOM can improve the acceptance of and preference for products in different cultural consumer groups.

Originality/value

This study expands the existing body of knowledge on eWOM and international marketing literature. Clearly, culture is an important determinant of eWOM’s impact on sales. In addition, it provides strategic direction and practical implications for eWOM communication management in cross-cultural settings.

Details

International Marketing Review, vol. 36 no. 6
Type: Research Article
ISSN: 0265-1335

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Article
Publication date: 6 February 2018

Ya-Ling Wu and Eldon Y. Li

Based on stimulus-organism-response model, the purpose of this paper is to develop an integrated model to explore the effects of six marketing-mix components (stimuli) on consumer…

26540

Abstract

Purpose

Based on stimulus-organism-response model, the purpose of this paper is to develop an integrated model to explore the effects of six marketing-mix components (stimuli) on consumer loyalty (response) through consumer value (organism) in social commerce (SC).

Design/methodology/approach

In order to target online social buyers, a web-based survey was employed. Structural equation modeling with partial least squares (PLS) is used to analyze valid data from 599 consumers who have repurchase experience via Facebook.

Findings

The results from PLS analysis show that all components of SC marketing mix (SCMM) have significant effects on SC consumer value. Moreover, SC customer value positively influences SC customer loyalty (CL).

Research limitations/implications

The data for this study are collected from Facebook only and the sample size is limited; thus, replication studies are needed to improve generalizability and data representativeness of the study. Moreover, longitudinal studies are needed to verify the causality among the constructs in the proposed research model.

Practical implications

SC sellers should implement more effective SCMM strategies to foster SC CL through better SCMM decisions.

Social implications

The SCMM components represent the collective benefits of social interaction, exemplifying the importance of effective communication and interaction among SC customers.

Originality/value

This study develops a parsimonious model to explain the over-arching effects of SCMM components on CL in SC mediated by customer value. It confirms that utilitarian, hedonic, and social values can be applied to online SC and that SCMM can be leveraged to achieve these values.

Details

Internet Research, vol. 28 no. 1
Type: Research Article
ISSN: 1066-2243

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Article
Publication date: 6 November 2017

Ying-Wei Shih, Ya-Ling Wu, Yi-Shun Wang and Chiung-Liang Chen

The purpose of this paper is to investigate the post-adoption stage of Voice over Internet Protocol (VoIP) telephony diffusion, examining usage behavior based on Shih and…

572

Abstract

Purpose

The purpose of this paper is to investigate the post-adoption stage of Voice over Internet Protocol (VoIP) telephony diffusion, examining usage behavior based on Shih and Venkatesh’s use-diffusion (UD) model.

Design/methodology/approach

The research model incorporates technology sophistication, complementary technologies, personal innovativeness, self-efficacy, trust propensity, media exposure, subjective norms, and word-of-mouth (WOM) referrals as UD determinants; rate of use and variety of use as usage variables; intense use, specialized use, nonspecialized use, and limited use as UD patterns; and satisfaction and intention to use future-related technologies as UD outcomes. Data used to test the research model were collected using a web-based online questionnaire form; 360 valid responses were obtained. Partial least squares, multinomial logistic regression, and analysis of variance were used to analyze data.

Findings

The results reveal that variety of use, self-efficacy, propensity to trust, media exposure, subjective norms, and WOM referrals increase rate of use, while complementary technologies, personal innovativeness, self-efficacy, media exposure, and subjective norms widen variety of use; variety of use is essential in predicting UD outcomes; when choosing limited use as the reference category, more than half of the UD determinants are capable of predicting UD patterns; and generally, intense users are more satisfied with VoIP telephony, while limited users have less intention to use future-related technologies.

Originality/value

The present study focuses on the post-adoption stage, thereby extending the frontiers of research on the diffusion of VoIP telephony. Academics can obtain some evidence of the explanatory power of the UD model in the context of VoIP telephony use, and practitioners can obtain fresh insights into the dynamics of VoIP telephony usage behavior.

Details

Information Technology & People, vol. 30 no. 4
Type: Research Article
ISSN: 0959-3845

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Article
Publication date: 1 August 2016

Ya-Ling Wu, Eldon Y. Li and Wei-Lun Chang

Creative performance relies on the capability of developing and presenting an original concept or idea, and the collaborative production of creative content which enhances feeling…

2252

Abstract

Purpose

Creative performance relies on the capability of developing and presenting an original concept or idea, and the collaborative production of creative content which enhances feeling of connection with others and formation of strong community. The purpose of this paper is to apply the theory of work performance containing four dimensions (capacity, opportunities, willingness, and performance) to investigate how the capabilities of social network sites enhance user creative performance through collective social capital and information capital (opportunities) for and individual habit of use (willingness) of the user to engage in social learning process.

Design/methodology/approach

Many measurement items are adapted from the literature, except those measuring the constructs of social media capabilities (i.e. transmission velocity (TV), parallelism, symbol sets, rehearsability, and reprocessability) and user creative performance. The study uses survey method to collect data from social media network (SMN) users in Taiwan. Facebook is chosen as the source because it is the most prevalent and sophisticated social media platform that provides a home for users to interact and communicate. Structural equation modeling with partial least square is used to analyze the usable data collected from 533 Facebook users.

Findings

The results show that the constructs are significantly and positively correlated, meaning that social media capabilities enable social capital, information capital, and habit of use to improve user creative performance in SMNs. Three out of five social media capabilities (i.e. TV, parallelism, and rehearsability) are identified as the key enablers.

Research limitations/implications

Because of the sampled surveyed subjects and the single research method, there are some limitations in this study. The research results may lack generalizability that should be taken into account when they are interpreted. The authors encourage researchers to test the proposed theoretical model further with additional subjects, variables, and linkages.

Practical implications

The findings of this research shed light for managers of SMN platforms on how to manage the platforms more effectively. A healthy SMN platform must implement at least these three media capabilities: the functions of news feed (i.e. TV), chat (i.e. parallelism), edit (i.e. rehearsability), in order to sustain its service.

Social implications

This study confirmed that user creative performance can be increased in various ways through social capital, information capital, and habit of use. Company management should use SMNs (e.g. Facebook or Twitter) to enable employees to interact and exchange ideas and promote “coopetition” among employees across the company. If the organizational culture supports free expression of ideas and sharing of opinions, the development and robustness of group creativity can be enhanced, leading to higher competitive advantage for a company against its competitors.

Originality/value

Past studies related to individual creativity have mostly discussed it as a personality trait or talent; yet, personality trait or talent is implicit until it is shown by one’s behavior. Thus, for the collective performance of user creativity on SMNs, the authors elicit individual creativity through the creative performance manifested by user behavior. Furthermore, the authors confirm that social capital, information capital, and habit of use are the critical antecedents of user creative performance, and that the five social media capabilities are the enablers of social capital, information capital, and habit of use on SMNs.

Details

Internet Research, vol. 26 no. 4
Type: Research Article
ISSN: 1066-2243

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Article
Publication date: 19 July 2022

Szu-Yu Kuo, Ya-Ling Kao, Jia-Wei Tang and Pei-Hsuan Tsai

Given the increasing intensity of highly competitive markets, this study aims to evaluate the effect of salespeople's emotional regulation, adaptive selling and customer-oriented…

734

Abstract

Purpose

Given the increasing intensity of highly competitive markets, this study aims to evaluate the effect of salespeople's emotional regulation, adaptive selling and customer-oriented behavior on sales performance.

Design/methodology/approach

A research model was tested by using a sample of 288 respondents from the logistics industry in Taiwan. Structural equation modeling was used to examine the relationships between emotional regulation, adaptive selling, job resourcefulness, customer-oriented behavior and sales performance.

Findings

The results indicate that emotional regulation, adaptive selling and job resourcefulness can improve customer-oriented behavior, and that customer-oriented behavior and job resourcefulness can enhance sales performance. By highlighting the role of job resourcefulness, the authors find a positive moderating effect among these four dimensions.

Originality/value

The findings can help salespeople integrate customer-oriented behaviors into strategic changes to regulate their own emotions and those of others to productively address and resolve difficult business conditions. The theoretical and managerial implications of this work's contributions to international logistics are also discussed.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 35 no. 5
Type: Research Article
ISSN: 1355-5855

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