Francisco J. Montoro-Ríos

Improving retention rate and response quality in Web-based surveys

This study centers on three parameters that can influence responses to Web-based surveys: personalization, the periodicity of follow-up mailings and incentives based on prize draws. The results show the need to send a lower number of reminders with personalized e-mail messages when the aim is for respondents to complete the full questionnaire. In contrast, the use of post-incentives based on prize draws was not found to have a significant effect on retention rate when used alone or in combination with personalized messages and/or a lower number of reminders. Moreover, none of the above factors, except personalization, improves response quality when used separately or in conjunction.

How Green Should You Be: Can Environmental Associations Enhance Brand Performance?

ABSTRACT Although few studies have empirically verified the trend, environmental associations seem to have become a generally accepted way of enhancing brand equity. This study used an experimental design (with a sample of 828 adult shoppers) to investigate the relevance of information about environmental performance to the improvement of attitudes toward a brand. According to the Elaboration Likelihood Model, the study shows that the relationship between environmental associations and attitudes toward a brand are conditioned in part by the product category and the brand. As such, the usefulness of environmental associations to improve attitudes toward a brand should not be generalized.

User behaviour in QR mobile payment system: the QR Payment Acceptance Model

The main goal of our research is to analyse users’ acceptance of Quick response (QR) code mobile payment systems, considering the populations widespread use of mobile devices. A comprehensive review of the scientific literature has justified the development of a behavioural model that explains intention to use of mobile payment via QR. To this end, the authors have carried out a study through an online survey to a national panel of Internet users. The results show that attitude, innovation and subjective norms are determinants of the future intention to use this technology. The conclusions and implications for management provide alternatives for companies to promote this new business by means of the new technical developments. This paper is a pioneer study of intention to use with mobile payment via QR. Classic variables from the Technology Acceptance Model (TAM), as well as variables from other recent studies, were used as models for this research (compatibility, security, personal innovation and individual mobility).

Determinants of the intention to use NFC technology as a payment system: an acceptance model approach

The worldwide growth of mobile technology has enabled many companies to take advantage of its application as complementary sales tools. The main objective of this research is user acceptance analysis of near field communication mobile payment systems. Classic variables from the technology acceptance model, as well as variables from other recent studies, were used as models for this research (compatibility, security, personal innovation and individual mobility). To meet these objectives a questionnaire, filled out by 191 respondents, formed the basis of a structural equation modeling designed by PLS 3.0 software. The results show that attitude, subjective norms and innovation and are determinants of the future intention to use this technology. Finally, the main implications for corporate management and business development strategies which reinforce this type of business in light of new technical developments are discussed.

A Psychophysiological Approach For Measuring Response to Messaging

ABSTRACT How does the consumer emotionally process and react to messaging intended to prompt responsible behavior toward the environment? This study provided a psychophysiological method to analyze how certain combinations of elements in an advertisement generate different types of response. Psychophysiology is the study of the relationship between the mind and the body. Specifically, the authors investigated whether a message could activate the consumers defensive motivational system (resulting in inaction) or the appetitive motivational system (inspiring positive physical action). The findings offer evidence as to what type of message is better at provoking emotion so as to increase the potential of such campaigns to elicit positive changes in behavior.

Neural Correlates of Voice Gender and Message Framing in Advertising: A Functional MRI Study.

This article examines the neural and behavioral effects of voice gender and message framing in ecological advertising by means of functional MRI in conjunction with a task presenting persuasive gain-framed (GF) or loss-framed (LF) messages pronounced by male voice (MV) and female voice (FV). Behavioral responses showed more positive attitudes toward ads comprising MVs and GF messages. A whole-brain analysis revealed that visual regions are strongly elicited by LF (vs. GF) messages, whereas an area related to personal value computing, future positive aspirations, and social benefits—namely, the anterior cingulate cortex—is strongly activated by GF (vs. LF) messages. The MV triggered stronger activation in areas related to pitch processing and visual scenes, whereas the FV provoked a higher neural–audiovisual integration. Furthermore, neural activation in the inferior frontal gyrus significantly predicted attitudes toward ads pronounced by the MV, and the activation in the orbitofrontal gyrus predicted attitudes toward ads comprising GF messages. Taken together, this article sheds light on a differential neural processing of gain and loss frames as well as MV and FV. It also suggests that messages expressing social benefits (e.g., environmental) could be processed differently from those reporting individual advantages (e.g., healthy). Finally, it advises managers and associations which market environmentally responsible products and ideas the voice and frame of the message which generate the highest subconscious value.

Intention to use new mobile payment systems: a comparative analysis of SMS and NFC payments

Abstract The rapid growth of mobile technology among the world’s population has led many companies to attempt to exploit mobile devices as an additional tool in the business of sales. In this sense, the main objective of our study resides in comparing the factors that determine the acceptance by consumers of the SMS (Short Message Service) and NFC (Near Field Communication) mobile payment systems as examples of means of future payment. The model used in our research applies the classic variables of the Technology Acceptance Model, as well as that of Perceived Security, a model deriving from the review of the major relevant recent literature. The results achieved in this study demonstrate that there are differences in the factors that determine the acceptance in each of the systems, as well as the level of the Intention to Use. Finally, we highlight the main implications for management and cite some strategies to reinforce this new business in the context of new technical developments.

How Cultural Beliefs and the Response to Fear Appeals Shape Consumer’s Purchasing Behavior Toward Sustainable Products

This study examines how cultural beliefs and other cognitive processes related with the response to fear appeals can contribute to explain why consumers choose to purchase goods produced by sustainable companies. For this purpose, it tested the Cultural Cognition Theory and the Protection Motivation Theory as determinants of consumers’ purchasing behavior. There are two independent ordered probit regression models that examine the relationships between the proposed independent variables and the behavior of respectively punishing non-sustainable companies and rewarding sustainable companies. Results show that the more egalitarian and the less hierarchical individuals are, the more they will reward sustainable companies. Besides, consumer’s behavior toward the companies is determined by their perception of environmental threat and their perceived response efficacy. These outcomes are relevant for companies seeking to differentiate their products and their image to improve the positioning in the market, and for governments aiming at increasing citizens’ awareness toward global climate change.

Risk perception and commitment to reduce global climate change in Spain

An online national survey among the Spanish population (n = 602) was conducted to examine the factors underlying a person’s support for commitments to global climate change reductions. Multiple hierarchical regression analysis was conducted in four steps and a structural equations model was tested. A survey tool designed by the Yale Project on Climate Change Communication was applied in order to build scales for the variables introduced in the study. The results show that perceived consumer effectiveness and risk perception are determinant factors of commitment to mitigating global climate change. However, there are differences in the influence that other factors, such as socio-demographics, view of nature and cultural cognition, have on the last predicted variable.