Alessandro M. Peluso

Experimental shopping analysis of consumer stimulation and motivational states in shopping experiences

The present research investigates the roles of both the individual reaction to environmental stimuli and personality characteristics in consumers’ pursuit of hedonic and/or utilitarian shopping values. The individual reaction to environmental stimuli is operationalised by two closely related measures: the optimal stimulation level (OSL), concerning the level of external stimulation with which an individual feels comfortable, and the arousability, concerning the rate with which the internal stimulation (i.e. the arousal) level of an individual changes in response to a sudden increase (or decrease) in the environmental stimulation. Results from an experimental study showed, first, that these two constructs (OSL and arousability) are positively correlated with those personality traits (i.e. Agreeableness and Openness to Experience, according to the Big Five-Factor mode (see Digman 1990)) mostly associated with the hedonic shopping value. Second, drawing on Reversal Theory (see Apter 1989), results showed that paratelic individuals (i.e. those who are interested in the shopping activity itself) have higher OSL and arousability than telic individuals (those who are interested in shopping outcomes, such as the purchase of specific products). These motivational states, in turn, are differently related to the two shopping values (i.e. hedonic vs utilitarian). Theoretical and practical implications for marketing are discussed.

Consumers' perception of odd‐ending prices with the introduction of the Euro

This paper analyzes: the psychological effects that the introduction of the Euro in Italy has on consumers; and their perception of Euro odd prices, that is those prices that fall just below a round number. The aim is to provide some answers to an important question for retailers: How profitable is using odd prices expressed in Euros instead of in the old currency? Results show that consumers, sometimes, prefer round prices rather than odd‐ending ones, although the latter elicits a discounted‐price image more than the corresponding round one. Moreover, consumers tend to underestimate odd prices during perception and to convert them into Lire through an approximation heuristic strategy. In certain choice sets, odd prices are likely to affect the consumers’ heuristics.

Explaining consumer brand-related activities on social media

People undertake various brand-related activities on social media that differ in levels of engagement. Companies, however, want to know how to motivate consumers to become involved in the relatively more engaging activities, as such activities are more likely to lead to increased sales. In this article, we focus on activities that are highly engaging (such as writing product reviews) or moderately engaging (such as rating products). Based on self-determination theory, the present research identifies different motivations for engaging in different brand-related activities on social media. We provide evidence indicating that the motivations of self-expression and socializing play primary roles in leading people to participate in highly engaging activities (i.e. creating ones own content online) and in moderately engaging activities (i.e. collaborating with others to contribute to content). These findings have implications for both theory and practice insofar as they specify how to stimulate consumers to perform relatively more engaging brand-related activities on social media. An overarching framework explains which motivations affect brand-related activities.The framework is tested by a survey and an experimental study.Specific motivations drive activities that entail different levels of engagement.Expressing oneself motivates people to generate online content.Socializing with others motivates people to contribute content.

The development of cruise tourism in emerging destinations: Evidence from Salento, Italy:

This study aimed at identifying the factors that likely favor or hinder the development of cruise tourism in an emerging Southern Italian tourist destination. We conducted semistructured interviews with key players in this business, showing that the following are relevant enablers of cruise tourism development: the accessibility of tourist resources, the supply of integrated services to cruise lines and their passengers, cooperative relationships among private and public operators, and the creation of a distinctive image. However, cruise tourism development can be inhibited by poor professionalism on the part of tourist firms, the lack of a clear tourist regulatory framework, the fragmentation of the shore-based offer, and the risk of environmental degradation. The study thus contributes to the research on cruise tourism development, which is still in its infancy, and provides policymakers and practitioners with suggestions for facilitating the emergence of the cruise industry.

Perceived images and vocations of local territorial systems: implications for place branding strategies

Purpose – This paper aims to assess the extent to which the perceived images and personalities of places mirror their prevalent production orientations, or “vocations”. It also investigates the factors that shape the expectations and desires of residents, tourists, local firms and export markets, as well as these users’ overall place experience. Design/methodology/approach – In all, 600 questionnaires containing both closed-ended and open-ended questions were administered in four local territorial systems (LTSs) of a Southern Italian province. Data were analyzed by using both quantitative and qualitative techniques. Findings – Results showed that place image mirrors the respective productive orientation for only one of the examined LTSs. Meanwhile, for all four LTSs, place image was congruent with place personality. Research limitations/implications – The generalizability of the results is limited, as the research focused on LTSs located in a specific geographical area. Practical implications – The paper ...

Pay is not everything: Differential effects of monetary and non-monetary rewards on employees’ attitudes and behaviours

Purpose Monetary and non-monetary rewards have rarely been considered together under the HRM perspective. Despite the vast literature on HRM, there is still a lack of studies that explicitly discuss the link between the adoption of a total reward system (TRS) and employee-related outcomes. The purpose of this paper is to investigate this important issue in order to provide insights that can help organisations devise compensation strategies that are effective in sustaining employees’ positive attitudes and behaviours. Design/methodology/approach Using a survey of 1,092 employees, the authors examine the effect of the overall TRS on three outcome variables (i.e. job satisfaction, affective commitment, and innovative behaviour at work). Furthermore, the authors examine the impact that each component of the TRS (i.e. base pay, training and development opportunities, and positive work environment) has on the dependent variables. Findings The results confirm that the adoption of a TRS exerts a positive influence on the aforementioned outcomes. However, interesting differences emerged when looking at the individual components in the overall sample. Originality/value This paper provides original insights into the complex relationship between TRS and the employee-related outcomes of job satisfaction, affective commitment, and innovative behaviour at work.

Luxury advertising and recognizable artworks: New insights on the “art infusion” effect

Purpose This research advances current knowledge about art infusion, which is the ability of art to favorably influence the assessment of consumer products. In particular, the research aims to investigate the effectiveness of artworks that evoke their creators’ most recognizable style in luxury advertising. Design/methodology/approach The research encompasses three studies – two conducted online and one in a real consumption situation. The first study explores the effect that a recognizable vs non-recognizable painter’s style has on consumers’ judgments about luxury products. The second and third studies explore the moderating roles of desire to signal status and desire for distinction, respectively, which are relevant to advertisers interested in targeting these individual differences. Findings Advertisements that incorporate artworks that evoke a painter’s most recognizable style enhance the advertised products’ perceived luxuriousness. Consumers with a higher desire to signal status exhibit greater purchasing intention in response to recognizable artworks. By contrast, consumers with a higher desire for distinction exhibit greater purchasing intention when the painter’s style in the featured artwork is less recognizable. Practical implications The results provide marketers with suggestions on how to select and incorporate visual artworks into luxury brand communication: they could focus on recognizable vs non-recognizable artworks based on whether their main goal is to communicate status or distinctiveness. Originality/value This research offers novel insights into the practical value of art infusion by showing when and for whom the beneficial effects of pairing art with luxury products are more likely to occur.

How to Make Better Consumers in Luxury: The Role of Shame and Empathy

Sustainable consumption—i.e., the use of products that minimize the use of natural resources and toxic materials as well as emissions of waste and pollutants so as not to jeopardize the needs of future generations (Oslo Roundtable 1994)—has emerged in marketing scholarship as a pressing matter. Indeed, sustainability is a key determinant of future economic growth and development. Both scientific research (e.g., Nidumolu et al. 2009) and business reports (e.g., Deloitte 2011) agree that sustainability has become a crucial driver of innovation, thus serving as a key as a critical success factor for firms. However, in some consumption contexts, such as in the luxury market, consumers are typically more reticent to consume sustainable products (Davies et al. 2011; Davies and Streit 2013). At the same time, the luxury market is also very interesting because of the influence of luxury consumption on socially valued behavior (Wilcox et al. 2014) and because of its relevance for the global economy (Bain & C. 2013). Nevertheless, despite the relevance of the relationship between sustainability and luxury, scientific research has overlooked the study of factors that might determine the effectiveness of communication strategies (e.g., advertisement scenarios or messages conveyed by salespersons) typically employed to promote sustainable luxury products. Indeed, according to Kapferer (2010), real luxury brands have already responded to the demand for sustainability, but have not adequately engaged in communicating their sustainable values. In particular, studies both from Bonini and Oppenheim (2008) and Davies et al. (2011) have underlined how one of the major barriers for sustainable luxury consumers is the lack of awareness and information. Therefore, researchers must investigate what drives conditions consumers to become more willing to buy sustainable products.

A methodological framework to assess social media strategies of event and destination management organizations

ABSTRACT Social media have become an indispensable tool for promoting events and tourist destinations, but some tourism organizations are still unable to exploit their full potential. The present research addresses this issue and proposes a methodological framework that could help managers increase users’ online engagement with tourist events and destinations’ social media sites. In two distinct studies, this research identifies content- and format-related characteristics that trigger users’ engagement, here assessed in the form of message liking, commenting, and sharing. Study 1 examines the messages posted on the official Facebook page of a religious event celebrated in a Southern Italian region. Study 2 examines a sample of tweets posted on the official Twitter pages of the same region’s main tourism promotion agency. The results identify features that may increase the effectiveness of social media managers’ promotional efforts, and also highlight differences across the two platforms.

Un’analisi sui commenti in inglese nelle web-community dei Luxury Brand: spunti per le strategie del marketing del lusso ‘Made in Puglia’

Abstract – Luxury brands are increasingly interested in developing digital marketing strategies that are able to attract new customers and improve brand perceptions. At the same time, however, the online context has become untrusted by luxury brands, due to the potential risk of losing control over brand image because of intense interaction with customers through the Web. In spite of this criticality, only few academic studies have investigated the way consumers interact with luxury brands within online dedicated platforms, such as luxury brands’ web communities. Thus, this research, by focusing on the length of English comments left by consumers in the online brand community of luxury brands, investigates the role of engagement (emotional involvement) and valence of comments (positive or negative). In particular, the analysis of comments left on the Facebook official page of the brand Chanel sheds light on a quite counter-intuitive phenomenon, demonstrating that the length of comments is influenced, at the same time, by both the valence of the comments and the level of engagement of the commenter. Results demonstrate that the effect of the engagement on the length of a comment is moderated by the valence of the comment itself. In particular, the study shows that in a luxury brand online community, a high level of engagement is associated with shorter comments, but only when the valence of the comments is negative. This research has both theoretical and managerial implications. In particular, from a practical point of view, the results may be useful to Made in Puglia luxury companies, since they offer interesting insights to companies from Apulia which need to understand how to better use social media for their branding strategies.