ORCID Profile
0000-0001-8594-8973
Current Organisation
University of South Australia
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Publisher: Elsevier BV
Date: 07-2018
Publisher: Wiley
Date: 18-07-2023
DOI: 10.1111/IJCS.12972
Abstract: The substantial growth of e‐commerce sales, driven by digital advancements, has enticed brands to sell direct‐to‐consumers (DTC) online. Despite the growth of the DTC online retail model in practice, academic literature remains fragmented. This systematic review is timely as it meets the need for a comprehensive understanding of the evolution of DTC over two decades of research to 2023. A SPAR‐4‐SLR protocol combined with a Theory–Context–Methods (TCM) approach examines the extant literature through a marketing lens. An analysis of 81 articles reveals a need for consumer behavior theories to underpin research on the DTC retail model. We conclude the review by identifying areas for further development, such as the need for research on the technology‐driven balance of power between brands, retailers, and consumers. Contextually, the authors highlight research opportunities on SME brands' internationalization and the DTC online luxury experience. Methodological directions include empirical qualitative studies and experiments on the emerging topics of technology‐enabled retail services and the experiential e‐commerce impact on customer experience. These future research undertakings will help us to better understand the DTC retail model.
Publisher: Springer Science and Business Media LLC
Date: 06-2019
Publisher: Inderscience Publishers
Date: 2012
Publisher: WARC Limited
Date: 23-03-2020
DOI: 10.2501/JAR-2020-007
Publisher: Emerald
Date: 14-05-2018
Abstract: Extending research on cultural differences in aesthetic appreciation, the purpose of this paper is to show how a more interdependent self-construal, a cultural and in idual difference variable related to one’s social self, impacts the influence of visual harmony on consumer evaluations of marketing artifacts’ attractiveness. Data were obtained via three studies from a total of 1,498 consumers in Australia, Brazil, China, France, Germany, and Italy. Marketing visuals included the design of products, packages, typefaces, and logos. Self-construal was both measured and manipulated. The results indicate that a person’s self-construal moderates the effect of visual harmony on attractiveness. Specifically, the positive effect of visual harmony on attractiveness – through self-congruity – is more pronounced with consumers possessing a more interdependent self-construal, and with products that are more hedonic than utilitarian. Given the pivotal role attractiveness has in influencing consumer behavior, understanding what differences, at the in idual and cultural levels, impact the harmony-attractiveness relationship helps marketers to better match the visual design of marketing stimuli to target audiences. This study is among the first to show how the social-self impacts consumer response to marketing visuals. Further, value stems from adopting a holistic perspective on design, clarifying the process mechanism, and identifying boundary conditions.
Publisher: Springer International Publishing
Date: 2020
Publisher: Elsevier BV
Date: 2015
Publisher: Elsevier BV
Date: 05-2020
Publisher: WARC Limited
Date: 03-2014
Publisher: Informa UK Limited
Date: 13-04-2016
Publisher: Cognizant, LLC
Date: 04-04-2016
DOI: 10.3727/108354216X14537459508937
Abstract: This study features an exploration of the effects of winery cellar door inputs on visitors' value perception, overall satisfaction, and behavioral intentions. Using partial least squares (PLS) path modeling, it demonstrates that a winery's environment and service interactions significantly affect visitors' perceptions of wine quality. The findings indicate that contrary to popular belief, perceptions of wine quality do not directly influence visitors' overall satisfaction at a cellar door. Instead, its impact on overall satisfaction is mediated by visitors' perceptions of the value they received for the money they spent on wine products. It was also found that visitors' value-for-money perceptions and overall satisfaction fully mediate the relationship between a cellar door's inputs and its patrons' postvisit behavioral intentions, suggesting that weaknesses associated with wine products can be overcome by reducing the price of those products. This research contributes to a better understanding of cellar door visitors' decision-making processes and provides managers and researchers with new insights on how to effectively accommodate cellar door visitors' needs.
Publisher: Elsevier BV
Date: 10-2022
Publisher: Emerald
Date: 04-04-2020
Abstract: The purpose of this study is to adopt a functional perspective to integrate and extend three streams of research, the first distinguishing between global affect and discrete emotional episodes, the second highlighting the capability of places to elicit emotions and the third demonstrating the differential impact of discrete emotions on consumer response. Doing so shows that four positive place emotions have a significant and variable influence on consumer purchase intentions for brands originating there. A focus group pilot corroborates that places relate to contentment, enchantment, happiness and pride, which impact consumer response. Study 1 uses landscape photographs to show the four place emotions influence purchase intention for bottled water. Study 2 retests the impact of place emotions, using short vignettes and establishes the moderating role of product hedonic nature. Study 3 replicates emotion effects, corroborating their non-conscious nature and establishing their impact in the presence of place cognitions. Together, the empirical studies provide evidence for effects of four discrete place emotions, especially with hedonic products and under conditions of cognitive load. Effects are robust when a person’s mood, buying volume, category knowledge, impulse buying tendencies and place cognitions are included as controls. The study contributes to a better understanding of the emotional dimension of origin effects by adopting a novel, theory-based perspective on discrete positive place emotions impacting consumer response. Managers invest substantially in places to elicit positive feelings, gravitating toward the view that all they need to do is create a global positive effect with consumers. The study informs this perspective by demonstrating how discrete emotions influence consumer response. This study is among the first to examine discrete positive place emotions as possible drivers of consumers’ purchase intention.
Publisher: Elsevier BV
Date: 04-2020
Publisher: Firenze University Press
Date: 12-2017
Publisher: Routledge
Date: 15-03-2022
Publisher: Elsevier
Date: 2017
Publisher: SAGE Publications
Date: 02-2017
Abstract: This research investigates the introduction of innovative designs through content and semiotic analyses of the visual codes of two wine regions: one known to be traditional (Bordeaux) and the other to be innovative (Barossa Valley). The content analysis indicates that the Australian wines differentiate themselves by choosing various themes and styles of illustration, while still conforming to the dominant visual codes for the layout, composition, typefaces and colours. Furthermore, the semiotic analysis shows that the themes and styles of illustration introduced in the Barossa category carry ‘signifieds’ that are relevant to the product category. Thus, the results indicate that the Barossa wineries fulfil two conditions suggested by the literature: moderate novelty and ‘ideal incongruence’ (unexpected but relevant). More importantly, by analysing the meanings of the visual codes used in the two wine regions, this work decodes the elements of graphic design language for the wine category, thus elucidating how it is possible to create a wine label that is unexpected but relevant. Finally, the research allows the identification of four main strategies for brand positioning and indicates how to express them through label graphic design.
Publisher: Elsevier BV
Date: 07-2020
Publisher: Emerald
Date: 11-03-2019
DOI: 10.1108/IJWBR-06-2018-0027
Abstract: The importance of the wine involvement construct in explaining consumers’ wine consumption behaviour is widely acknowledged in the literature, as is the social nature of dining out with others. Yet, there is a paucity of research examining the relationships between how this construct interacts with dining group dynamics and wine consumption behavioural aspects in the restaurant environment. This study aims to investigate these aspects in US restaurants. Utilising an online survey that yielded a s le of 513 respondents from across the USA who frequented all the recognised restaurant categories, respondents are segmented into low and high wine involvement categories using a reliable wine involvement scale. The authors examine differences between various dining group dynamics, dining group composition, main choice factors when ordering wine and method of ordering wine in US restaurants. The authors find that diners’ level of involvement with wine provides sharp insights into several significant differences between involvement and dining group dynamics, group composition, choice factors when ordering wine and method of ordering wine in restaurants. High involvement diners dine out in larger groups, order more wine, spend more money on wine, are more often the main decision-maker ordering wine for the dining group and use wine menus and wall board displays more often when ordering than low involvement diners. They are also more discerning about the taste of wine, grape variety and wine style in terms of choice factors when ordering. The nature and dynamics of dining groups are aspects that have profound implications, in various ways, for the restaurant industry. The level of involvement diners have with wine is a strong predictor of various outcomes in terms of dining group behavioural aspects regarding wine. Wine-related restaurant category-specific profile descriptions, such as those developed in this study, can be helpful for restaurants when creating business strategies. The authors make a substantive contribution by being the first study to examine the relationships between dining group dynamics, dining group composition and behavioural aspects concerning wine consumption and involvement in the restaurant environment. The authors then map this information to derive wine-related profile descriptions for all US restaurant categories.
Publisher: Elsevier BV
Date: 12-2017
Publisher: Elsevier BV
Date: 12-2020
Publisher: Elsevier BV
Date: 2019
DOI: 10.2139/SSRN.3396827
Publisher: Elsevier BV
Date: 04-2017
Publisher: SAGE Publications
Date: 10-04-2023
DOI: 10.1177/14413582231166066
Abstract: This research provides nuanced insights from a consumer-centric behavioural psychology perspective, by developing a theoretically grounded motivational process model of product evaluation, viewed through a country-of-origin (COO) lens, incorporating the focal constructs of product involvement, product knowledge, consumer ethnocentrism (CET) and antecedents related to wine buying in China. An online survey of 934 consumers across China in a range of 12 tier-1 and tier-2 cities investigates the effects of several independent variables on COO product category evaluation. The findings provide valuable contrasting insights between evaluations of products originating from developed economies (France and Australia) and a transitional economy (China), the home country. We validate a 10-item version of the CETSCALE and apply multiple linear regression (MLR) modelling to test the hypothesised relationships. We further contribute by examining both main and interaction effects of the empirically enhanced model. We conclude that CET, product involvement, product purchase experience and, travel exposure significantly impact COO product evaluations, through actual product purchase experience, while product purchase frequency does not. CET also has a significant mediating effect on product evaluation through both involvement and actual product purchasing experience. Gender has direct effects on CET and product evaluation, as does household income on product evaluation.
Publisher: WARC Limited
Date: 29-05-2018
DOI: 10.2501/JAR-2018-026
Publisher: Elsevier BV
Date: 11-2019
Publisher: Wiley
Date: 25-11-2022
DOI: 10.1002/MAR.21761
Abstract: Numerosity effects have been investigated in the psychology and marketing literatures. While the effects are documented in outcomes including money and temperature judgments, the potential application and effects of numerosity for nutrition labeling remain unexplored. In this work, we propose that vigilance offers one circumstance when in iduals might succumb to numerosity effects. Within the context of nutrition labeling, we propose that the increased vigilance that people with diet‐sensitive illnesses have for specific nutrients on nutrition labels, counter‐intuitively, exacerbates the numerosity effect. We demonstrate that those with diabetes and those with hypertension, for ex le, are more vigilant for information on nutrition labels relevant to their condition, sugar, and salt, and this greater vigilance counterintuitively leads them to exhibit greater numerosity effects for those nutrients, influencing their food perceptions. As an illustration, we find that a person with hypertension would consider a food product with, say, 3 g of sodium to have less sodium content and be more healthful than one with 3000 mg, although the quantities are equivalent. Our research highlights to policymakers that a “one‐size‐fits‐all” solution for nutrition labeling is not appropriate.
Publisher: Informa UK Limited
Date: 11-2011
Publisher: Springer Science and Business Media LLC
Date: 13-11-2018
DOI: 10.1007/S11002-017-9444-3
Abstract: Co-branded advertising, where advertisements feature two partnered brands from different categories, should ideally benefit both brands. We test this assertion by studying the effect of featuring a second brand in advertisements on ad and brand name memorability, and the role of category context on which brand is recalled. Our test covers online display advertisements for consumer-packaged brands paired with charity and retailer brands in three markets (USA, UK, and Australia). Independent s le comparisons across 54 brand pairs show that advertising two brands has a neutral effect on ad memorability and negative effect on brand memorability. Furthermore, the advertisement’s category context determines which of the brands is recalled. Our findings support a competitive interference theory of dual-brand processing, whereby the two brands compete for attention resources. The results have implications for the return on investment from advertising expenditure, which will vary substantively depending on whether the costs of advertising are shared or borne by one brand in the pair.
Publisher: SAGE Publications
Date: 22-03-2018
Abstract: A well-established empirical generalization is that brand users are more likely than non-users to recall advertising for the brand they use. The pairing of a corporate and charity brand in advertising should create an expanded brand-user base, which should, in turn, lead to higher ad-memorability than either brand advertising alone. This study tests this hypothesis for consumer-packaged goods and charity brands in the United Kingdom and Australia. We find evidence that extends the generalization that ad-memorability is higher among brand users to charity supporters in non-profit contexts. We also find that when two brands are present, ad-memorability is highest among those who use the brand and support the partner charity. However, the uplift in ad-memorability among these dual-brand users is d ened by the lower ad-memorability experienced by those who use only one brand, due to a suspected information overload. The findings challenge accepted wisdom on the benefits of co-branded advertising and have implications for partner-selection for co-branded activities.
Publisher: Elsevier BV
Date: 2019
Publisher: Elsevier BV
Date: 03-2017
Publisher: Emerald
Date: 04-04-2022
DOI: 10.1108/IJCHM-08-2021-1037
Abstract: Craft beer (CB) has gained prominence in the on-premise trade in the USA, which has become the world’s largest market for CB. Academically based research in the hospitality domain examining consumer behavioral psychology-based constructs in the situational consumption context of restaurants has, however, not kept pace with market reality. This study aims to examine how product involvement, knowledge, opinion leadership-seeking, risk perception, information processing and their interactions affect consumption of CB by consumers in the situational context of restaurants in the USA. A national s le of 697 consumers from across the USA covering all categories of restaurants, including bars, pubs and brewpubs, informs the development of a structural equation model (SEM) of the motivational process to examine these effects. In the process, the authors validate latent construct measurement scales specific to CB consumption in the restaurant environment. The results support main hypotheses confirming the existence of distinct motivational relationships, thus explicating the processes by which consumers’ CB product involvement, product knowledge, opinion leadership-seeking and risk perception are activated, influence one another and their subsequent information processing-related outcomes. The findings also confirm the unstable nature of the situational involvement construct, the stability of enduring involvement and the pivotal role of psychological risk on opinion leadership and opinion seeking as well as on other antecedents. As far as the interaction effects between the constructs are concerned, the authors confirm five mediating effects and one moderating effect. Strategies should be developed by hospitality managers to identify consumers with higher enduring involvement with CB. Strategies should also be implemented that mitigate psychological, social and functional risk. The insights into the motivational relationships pertaining to CB consumption in restaurants should be integrated into drinks menu design and be considered in how service staff are trained. This research provides nuanced insights from a motivational perspective of consumers in the situational context of restaurants from a holistic and consumer-centric behavioral psychology perspective providing deepened insights of focal behavioral psychology constructs and their roles in the hospitality domain.
Publisher: Elsevier BV
Date: 10-2023
Publisher: Springer International Publishing
Date: 21-10-2015
No related grants have been discovered for Justin Cohen.