Pia A. Albinsson

Transforming Consumer Health

The 2010 Patient Protection and Affordable Care Act is intended to transform the U.S. health care system. Its success will require the transformation of consumers’ views about health and their willingness to participate in healthful behaviors. Focusing on three barriers to consumers’ engagement in healthful behaviors, the authors review the research literature and suggest opportunities for further research. Using a social marketing perspective, they suggest actions for health care providers, marketers, and policy makers to help overcome these barriers.

Citizen-Consumer Oriented Practices in Naturalistic Foodways The Case of the Slow Food Movement

Todays consumers are more apt to enact the “politics of choice” rather than “politics of loyalty” as responsible members of society. This shift from being the consumer with the sole intent of pursuing self-interest to that of the normative “citizen-consumer” who practices consumption with an eye towards the greater good, denotes the overlapping aspect of consumption and citizenship in everyday practices. Through qualitative analysis the authors posit a conceptual framework of citizen-consumer orientation. The framework highlights the way citizen-consumers navigate constraints and tensions posed by the dominant food system (and mainstream lifestyle paradigm) through sustainability oriented, shared practices in naturalistic foodways. Shared practices are advanced as ways in which the individual burden of sustainable practices is reduced.

Does rhetoric impact advertising effectiveness with liking controlled

Purpose – Rhetorical works (schemes and tropes) can increase advertisement liking. Because liking impacts advertising effectiveness, this study aims to investigate if positive processing, brand awareness, and persuasion outcomes previously associated with rhetoric are spurious and chiefly attributable to liking.Design/methodology/approach – An experiment (n=448) employed natural advertising exposure conditions and a 3 (headline: nonfigurative, scheme, trope)×2 (copy length: long, moderate)×2 (involvement: high, low) between‐subjects factorial design.Findings – Absent of liking differences, schemes and tropes are robust motivators of available resources devoted to processing (elaboration and readership). Favourable arguments only influence brand awareness and persuasion if processed. Consumers negatively view longer copy. Nonfigurative headlines encourage insufficient processing as copy lengthens. Insufficient processing decreases brand awareness and persuasion. However, schemes and tropes overcome negativ...

An integrated model of corporate brand experience and customer value co-creation behaviour

Purpose – The purpose of this paper is to investigate the influence of corporate brand experience (CBE) on customer value co-creation attitude and behaviour (CVCCA and CVCCB). By integrating congruity theory with the theory of reasoned action, the study proposes an integrated model for developing CVCCB in a retailing context. Design/methodology/approach – Structural Equation Modelling, using AMOS software was conducted using a sample of 711 respondents from four hypermarkets located in five Malaysian states. Findings – The research findings indicate that CBE plays a significant role for developing customer attitude and behaviour of value co-creation activities. Results show that CBE has a strong positive influence on CVCCA and subjective norms (SN) which further lead to CVCCB. SN were found to be a partial mediator between CBE and CVCCA. CVCCA was found to be a partial mediator between SN and CVCCB. Full mediation of CVCCA and SN between CBE and CVCCB is confirmed. Originality/value – The research contrib...

DART Scale Development: Diagnosing a Firm’s Readiness for Strategic Value Co-creation

Value co-creation (VCC) requires firms to shift their operations from firm-centric, closed systems to more collaborative environments dedicated to the creation of reciprocal value for their network of value partners and consumer communities. This article presents the development of the DART scale that measures dimensions of Dialogue, Access, Risk assessment, and Transparency in customer interactions within the service experience environment. Evaluating the four dimensions allows firms to assess their institutional readiness for strategic value co-creation and encourages firms to reflect upon their use of structures and policies that support a climate conducive to strategic value co-creation.

One Night or Many? Effects of Amenity Charge Transparency on Consumer Reaction

This research examines how different levels of amenity charge transparency in hotel services affect consumers’ prepurchase and postpurchase evaluations in low- and high-priced hotels. Results show that consumer responses to different levels of transparency of amenity pricing information on hotel websites vary from prepurchase to postpurchase across high- and low-priced hotels. Results support using a high amenity charge transparency strategy, especially for low-priced hotels. Managers should think beyond consumers’ immediate purchase decisions and consider consumer postpurchase reviews and future repeat purchases.

Pursuing fitness: how dialectic goal striving and intersubjectivity influence consumer outcomes

ABSTRACT Consumers increasingly engage expert service providers in their goal pursuits. While the literature focuses primarily on goal attainment, this presents just one stage of extended goal striving. Using Bagozzi and Dholakia’s [(1999). “Goal Setting and Goal Striving in Consumer Behavior.” Journal of Marketing 63 (Special Issue): 19–32] goal-striving framework as the foundation, this qualitative research examines the client–trainer interactions in the goal-striving process. We find that goal striving with the aid of expert service providers entails intersubjectivity. The consumer wrestles with multiple understandings of fitness to determine and pursue a goal. This considers the individual’s perceptions and desires, cultural and societal discourses, and trainer’s views. Effective goal pursuit requires shared understanding between client and trainer. It entails a moment of release when consumers accept their inability to translate goals into actions alone. This occurs at multiple stages of the process. By examining the influence of service providers on goal strivers, this research extends our understanding of goal striving as an accepted agreement between the Self and Other.

Construction and validation of customer value co-creation attitude scale

The purpose of this research is to develop a scale for measuring customer value co-creation attitude (CVCCA).,Scale development procedures are used for item generation, item purification and validation. Two studies are conducted. In Study 1, exploratory and confirmatory factor analysis is used to generate and confirm the factorial structure of the CVCCA construct. Study 2 validates the scale on a large field sample.,The study develops a new scale for measuring CVCCA. Results suggest that CVCCA is a higher-order construct comprising three dimensions: interaction attitude, knowledge sharing attitude and responsive attitude. Additionally, experiential value significantly predicts CVCCA, which subsequently leads to customer value co-creation behaviour confirming nomological validity of the scale.,The CVCCA scale should be of interest for researchers in exploring factors and outcomes of CVCCA. The scale is useful to managers who are interested in measuring their customers’ co-creation of value attitude and their willingness to engage in value co-creation behaviour.,This is the first scale using the service logic of marketing lens. The scale is found to be a valid and reliable tool to measure customer attitude to engage in value co-creation.

The winemaker as entrepreneurial marketer: an exploratory study

Purpose – The purpose of this study is to examine, through the lens of entrepreneurial marketing theory, everyday business practices of small-scale winemakers in a challenging small wine region in the USA. Design/methodology/approach – In-depth interviews and participant observations were utilized to elicit rich descriptions of entrepreneurial marketing efforts of six New Mexico winemakers. Findings – This article describes winemakers’ entrepreneurial marketing efforts. We find that survival drives all other entrepreneurial marketing dimensions where accounting for risk is pervasive rather than a stand-alone dimension. Knowledge gained from intense customer focus is used for new product and service innovations. The leveraging of individual and shared resources is another dimension of entrepreneurial marketing that is demonstrated in our analysis. Originality/value – As entrepreneurs stake their claim in developing small wine regions, understanding entrepreneurial marketing concepts will enable academics a...

Assessing the Usefulness of Taxonomies of Visual Rhetorical Figures

Abstract We compare six taxonomies (including some not previously tested) that systematically categorize visual rhetorical figures (RFs) on their domain coverage, reliability, parsimony, and predictive validity to determine which is best for advertisers and researchers. All taxonomies showed increased effectiveness with RFs than without RFs in a sample of 952 copy-tested advertisements. However, one taxonomy—that of McQuarrie and Mick —demonstrated the best balance of the criteria for a useful taxonomy including predictive validity. Ads containing RFs from each of their visual RF categories improved ad effectiveness measures related to Starch Noted, Associated, and Read Most scores as predicted by theory.