A motivational process model of product involvement and consumer risk perception

Dholakia, Utpal M.

doi:10.1108/eum0000000006479

Cited by 460 publications

(460 citation statements)

References 42 publications

(52 reference statements)

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“…For example, Lutz and Reilly (1973) find that social risks do not significantly impact consumer information search. Moreover, Dholakia (2001) suggests that performance risk has a positive influence on information search, and psychological risk has no significant effect on information search through the intermediary role of social risk.…”

Section: Research Hypothesesmentioning

confidence: 99%

The effect of perceived risk on information search for innovative products and services: the moderating role of innate consumer innovativeness

Zhang

Hou

2017

JCM

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The full-text may be used and/or reproduced, and given to third parties in any format or medium, without prior permission or charge, for personal research or study, educational, or not-for-pro t purposes provided that:• a full bibliographic reference is made to the original source • a link is made to the metadata record in DRO • the full-text is not changed in any way The full-text must not be sold in any format or medium without the formal permission of the copyright holders.Please consult the full DRO policy for further details. Purpose -The purpose of the study is to explore the effects of two dimensions of perceived risk (functional and emotional risk) on two types of consumer information search (ongoing and pre-purchase search) in the context of innovative products and services, and examine the moderating effect of innate consumer innovativeness.Design/methodology/approach -The findings in this study are generated with a quantitative design using multiple linear regression model and residual centering method on data collected survey responses related to tablet PC adoption in an online community and laboratory experiment on online bike-renting services.Findings -The results show that functional and emotional risk influence on-going and pre-purchase search differently in innovative products and services context. On the one hand, functional risk affects on-going search negatively, whereas emotional risk affects on-going search positively; on the other hand, the effect of functional risk on pre-purchase search is not significant, and the effect of emotional risk on pre-purchase search is positive. Furthermore, these relationships are moderated by innate consumer innovativeness. For on-going search, consumer innovativeness moderates the negative effect of functional risk negatively and moderates the positive effect of emotional risk positively; for pre-purchase search, consumer innovativeness moderates negatively the positive effect of emotional risk on pre-purchase search.2 Originality/value -Unlike established products and services, innovative products and services possess some elements that are unfamiliar to consumers. Companies typically pre-release innovative products and services long before officially launching them on the market, enabling consumers to assess potential risks and seek information in advance, thereby priming the market. Since innovative products and services are becoming more ubiquitous, research on the impact of perceived risk on information search is crucial for marketers. The present work is designed to be the first to consider the effects of two dimensions of perceived risk (functional and emotional risk) on two types of consumer information search (ongoing and pre-purchase search), and the moderating effect of innate consumer innovativeness. The present research is therefore intended to make contributions to the literature on perceived risk, information search and innovation management.

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Section: Research Hypothesesmentioning

confidence: 99%

The effect of perceived risk on information search for innovative products and services: the moderating role of innate consumer innovativeness

Zhang

Hou

2017

JCM

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“…Besides the importance of customer-perceived value, the involvement construct has been shown to be a strong predictor of purchase in general (Richins and Bloch, 1986;Dholakia, 2001) and in the context of wine in particular (Lockshin et al, 2001;Famularo et al, 2010). Hence, it is assumed that high involvement leads to an increase of cognitive activity and consumers are expected to engage in more extensive information processing, relying on various factors to determine product quality (Quester and Smart, 1996;Hollebeek et al, 2007).…”

Section: Development Of Hypothesesmentioning

confidence: 99%

Customer value perception: cross-generational preferences for wine

Wiedmann

Behrens

Klarmann

et al. 2014

British Food Journal

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If you would like to write for this, or any other Emerald publication, then please use our Emerald for Authors service information about how to choose which publication to write for and submission guidelines are available for all. Please visit www.emeraldinsight.com/authors for more information. About Emerald www.emeraldinsight.comEmerald is a global publisher linking research and practice to the benefit of society. The company manages a portfolio of more than 290 journals and over 2,350 books and book series volumes, as well as providing an extensive range of online products and additional customer resources and services.Emerald is both COUNTER 4 and TRANSFER compliant. The organization is a partner of the Committee on Publication Ethics (COPE) and also works with Portico and the LOCKSS initiative for digital archive preservation. Purpose -A deeper understanding of the key drivers of consumer wine perception is a major challenge in the domain of wine marketing. The purpose of this paper is to examine the various dimensions of customer-perceived value that lead the customers -in general and divided into different age groups -to choose and consume a certain wine. Design/methodology/approach -In the exploratory study context of examining value-related consumer attitudes and behavioural effects, the drivers and outcomes of wine consumption based on a cross-generation sample, PLS path modelling was considered for the empirical tests of our hypotheses. Findings -Though there exist differences between Generation X and Generation Y consumers, the empirical results are supportive of the hypothesized positive relations between financial, functional, individual and social perceptions that influence the desire for and the consumption of wine.Research limitations/implications -For future research, the findings presented in the paper support the importance of enlarging the size of the sample and collecting data in different countries to compare the results on an international level. Practical implications -Successful wine marketing strategies should focus on the customer's subjective expectations and individual value perceptions by addressing the specific value aspects that are highly relevant for consumer loyalty. Originality/value -The study results are valuable for researchers, managers and marketers because they address the question of how to measure and forecast the perceived value with the greatest influence on consumers' wine choices.

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“…Involvement with a particular product or class of products relates strongly with motivational aspects related to the purchase and related decisions (Dholakia, 2001). The motivations that underlies a trip have a significant influence on the tourists' behavior (March & Woodside, 2005;Morrison, 1996) and involvement from planning to consumption and evaluation of tourism products (Moutinho, 1987).…”

Section: Conceptual Modelmentioning

confidence: 99%

The influence of motivations in tourists’ involvement

et al. 2015

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One of the main aspects in the consumer behavior is the concept of involvement because it influences the decision rules used by tourists to reach the final decision. An empirical study of 600 international tourists reveals that motivation to relax, influences tourists' involvement with the trip. A structural model shows that when tourists are motivated to relax they get directly more involved with their trip (pleasure and information seeking). The motivation to relax also influences indirectly the tourist involvement with the evaluation and quality perception of the trip through its influence on involvement with the trip planning. Discussion centers on the implications of this model to theory and management specifically to the development of tourism and services strategies.

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A motivational process model of product involvement and consumer risk perception

Cited by 460 publications

References 42 publications

The effect of perceived risk on information search for innovative products and services: the moderating role of innate consumer innovativeness

The effect of perceived risk on information search for innovative products and services: the moderating role of innate consumer innovativeness

Customer value perception: cross-generational preferences for wine

The influence of motivations in tourists’ involvement

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