PurposeThis study aims to develop an understanding of how customers of a physical retail store valuate receiving location-based mobile phone messages when they are in proximity of the store. It proposes and tests a model relating two benefits (personalization and location congruency) and two sacrifices (privacy concern and intrusiveness) to message value perceptions and store visit attitudes.Design/methodology/approachThe study uses a vignette-based survey to collect data from a sample of 1,225 customers of a fashion retailer. The postulated research model is estimated using SmartPLS 3.0 with the consistent-PLS algorithm and further validated via a post-hoc test.FindingsThe empirical testing confirms the predictive validity and robustness of the model and reveals that location congruency and intrusiveness are the location-based message characteristics with the strongest effects on message value and store visit attitude.Originality/valueThe paper adds to the underexplored field of store entry research and extends previous location-based messaging studies by integrating personalization, location congruency, privacy concern and intrusiveness into one validated model.
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In their study "How Perceived Fit Affects Customers’ Satisfaction of In-Store Social Robot Advice", Stephanie van de Sanden, Tibert Verhagen, Ewout Nas, Jacqueline Arnoldy, and Koen Hindriks explore how various dimensions of perceived fit influence customer attitudes and satisfaction toward social robots providing product advice in retail settings. Drawing on theories from marketing and information systems, the authors conceptualize four types of technology fit—task-technology, individual-technology, store-technology, and shopping experience-technology—and propose a model linking these fits to customer attitudes and satisfaction. A field study conducted in a garden center using a robot that advised on potting soil involved 224 participants, whose responses were measured through established Likert and semantic differential scales. The findings aim to inform future design and deployment of social robots in retail by highlighting the importance of contextual and experiential alignment between the robot, task, customer, and environment.
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The rise of e-commerce has led to an increase in parcel deliveries, increasing the need to address the cost and environmental impact of last-mile delivery. Customers who have become accustomed to next-day free delivery can play an important role therein by choosing more sustainable delivery options. Retailers and logistic service providers could give customers the choice to wait for their delivery or pick up their parcel from collection-and- delivery points. The purpose of this study was to examine how customers (the parcel recipients) can be stimulated to choose a more sustainable delivery option, and how this affects their satisfaction. Using two scenario- based experiments we found that customers can be steered towards more sustainable last mile delivery choices using financial and non-financial incentives. Financial incentives, in the form of a surcharge for the least sustainable option, were found to be very effective at extrinsically motivating customers to choose a more sustainable option yet had a negative impact on their satisfaction. The results provide insights for retailers to include sustainable delivery options at the check-out, and contribute to decision making on urban planning and utilization of urban space for e-commerce activities, as both parcel lockers and pick-up points require urban space
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This study investigates customers’ perceptions of the notion of corporate social responsibility (CSR) and how such perceptions influence their consumption behavioural intentions and outcomes in the hospitality industry in Bethlehem, Palestine. The research study adopted a qualitative methodology using semi-structured interviews with fifteen tourists who stayed in Bethlehem hotels. This study reveals that customers view the different dimensions of CSR in their right and stand-alone constructs. Paradoxically, our study suggests that customer’s willingness to pay and loyalty were not influenced by understanding such a distinction as responsibilities. This study further reveals that the interaction between customers’ perceptions of CSR and contextual and situational factors such as trust, transparency and service quality can determine customer behavioural responses to the hotels’ CSR orientation. The study offers recommendations on practical measures that can be undertaken to influence and enhance customers’ responses to hotels’ CSR agenda. The paper finally ends by identifying the study’s limitations and avenues for further research.
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In this study we analyze a large dataset of Facebook activities of local restaurants in Amsterdam, Houston, London and New York. Doing so gives broad insights in their Facebook usage and the communication patterns between them and their costumers. The dataset is quite rich and the presented statistics are merely the tip of the iceberg.
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The building and construction industry, which is responsible for 39% of global carbon emissions, is far off track in achieving its net-zero emission targets. Product-service system (PSS) business models are one of the instruments used by the industry in the transition toward reaching these targets. A PSS business model is designed around an end-of-life solution that minimizes material usage and maximizes energy efficiency. It is provided to customers as a marketable set of products and services, jointly capable of fulfilling a customer’s needs. There are signals from practice however, that suggest that the implementation of this type of business model is falling behind. This study investigates this and seeks to identify key challenges and opportunities for sustainable PSS business models in the built environment. Using a grounded theory approach, data from 13 semi-structured interviews across five companies is used to identify challenges and opportunities that suppliers are facing in selling their products through PSS business models. Our preliminary data analysis points to nine challenges and opportunities for PSS business models. We discuss these in the context of the current economic transition toward a sustainable and circular built environment and provide suggestions for further research that could help to overcome resistance toward the implementation of PSS business models. The contribution of this research to researchers and practitioners is that it provides insights into the adoption of new business models in fragmented and competitive business environments.
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'Lock-in of corporate customers and consumers', zo beoordeelde Zhou (2006) het businessmodel van Microsoft dat ten grondslag ligt aan de verkoop van het webserviceplatform .NET.
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Within large service organizations there are currently two trends visible. These trends seem to be diametrically opposed. On the one hand organizations face increasing price pressure and thus a pressure to cut costs. One of the consequences of this trend is that organizations are increasingly encouraging customers to make more use of digital communication channels. At the same time, companies find it important to know their customers in order to respond adequately to their needs. To do this, organizations must have a certain degree of personal involvement to their customers and they must have regular personal contact. It is assumed that both trends – digitisation and personalisation – will have a strong impact on customer experience and (perhaps) on the relational models customers use. If it is true that relational models - so the way in which people perceive and assess a relationship - play a role in the perception of the customer, it is also interesting to know if it is possible to influence these relational models. During the last fifty years much research has been done into the possibilities to influence customers by using subliminal priming techniques. In these techniques thoughts and feelings are unconsciously activated by showing people certain words or images (eg Bargh, Chen & Burrows, 1996; Dijksterhuis, 2005). In recent years a number of experiments were performed in which customers were unconsciously primed at some type of relationship (eg Aggarwal, 2004; McGraw & Tetlock, 2005; Tuk, Verlegh, Smidts & Wigboldus, 2009). These experiments showed that it is possible to activate a certain type of relationship. The experiments however the researchers used scenario’s based on an interpersonal relationship, and often to a fictitious relationship. The question is whether priming techniques also work for an already existing and more complex relationship between an organization and its customers. From 2010-2013 we conducted research for six large service providers in banking, insurance, utilities and social welfare to discover what the customer experience of these organisations, what role relational models played in customer experience and whether it was possible to influence these relational models. The research project has provided answers to the following questions: - Which relational models are used by customers and what is the influence of these models on customer experience? - What is the influence of digitisation in customer communication on relational models and customer experience? - What is the influence of personalisation in customer communication on relational models and customer experience? And finally, - Is it possible to influence relational models (and customer experience) by using specific words and images that are associated with relational models (relational framing)?
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