Consumer responses to functional, aesthetic and symbolic product design in online reviews

Candi, Marina; Jae, Haeran; Makarem, Suzanne C.; Mohan, Mayoor

doi:10.1016/j.jbusres.2017.08.006

Cited by 72 publications

(81 citation statements)

References 78 publications

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“…The link between aesthetic product design and consumer behavior (e.g., WTB and WOM) is a cornerstone of categorization theory, which posits that product/brand designs can be categorized on the basis of concrete or abstract attributes. 23 – 24 Thus, we propose the following relationships:…”

Section: Conceptual Framework and Hypothesesmentioning

confidence: 99%

“…As reported earlier, the functional design aims to ensure the basic functionality of a product that consumers evaluate rationally on the basis of tangible attributes such as quality and durability. 23 Empirical studies have shown that a product that meets customer utilitarian and/or instrumental expectations can lead to enhanced customer satisfaction 11 and purchase intention, 25 and it may improve sales 6 and market share. 19 In a similar vein, recent studies guided by categorization theory have demonstrated that when functional design fulfills functional goals, it may reduce the probability of a painful experience, 26 which, in turn, may improve attachment 5 and behavioral responses.…”

Section: Conceptual Framework and Hypothesesmentioning

confidence: 99%

“… 19 In a similar vein, recent studies guided by categorization theory have demonstrated that when functional design fulfills functional goals, it may reduce the probability of a painful experience, 26 which, in turn, may improve attachment 5 and behavioral responses. 23 Furthermore, the study by Cheah et al 27 uncovered the links among luxury brand values, social influence, and vanity and their influence on WTB and found that influence to be significant. Relying on this evidence and categorization theory, it is rational to postulate that when a product meets customer utilitarian needs, it may enhance customer WTB and willingness to spread positive WOM.…”

Section: Conceptual Framework and Hypothesesmentioning

confidence: 99%

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Linking product design to consumer behavior: the moderating role of consumption experience

Gilal¹,

Zhang²,

Gilal³

2018

PRBM

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BackgroundPrevious investigations of product design broadly link aesthetic, functional, and symbolic designs to sales growth, high turnover, and market share. However, the effect of product design dimensions on consumer willingness-to-buy (WTB) and word-of-mouth (WOM) is virtually ignored by consumer researchers. Similarly, whether the consumption experience can differentiate the effect of the three product design dimensions on WTB and WOM is completely unknown. Using categorization theory as a lens, our study aims to explore the effect of product design dimensions on consumer WTB and WOM directly and indirectly through the moderation of the consumption experience.MethodsA convenience sample of (n=357) Chinese and (n=277) Korean shoppers was utilized to test the hypotheses in the fashion apparel industry.ResultsOur results showed that the aesthetic design was more prominent in capturing consumer WTB for both Chinese and Koreans. Similarly, the aesthetic design was more salient in enhancing WOM for Chinese, whereas the symbolic design was more promising in terms of improving WOM for Koreans. Further, our moderation results demonstrated that the consumption experience could differentiate the effects of the three product design dimensions on consumer WTB and WOM for Chinese. By contrast, the consumption experience could only interact with the aesthetic design to improve WOM for South Koreans.ConclusionTo the best of authors’ knowledge, the present study is one of the initial attempts to link three product design dimensions with consumer WTB and WOM in the fashion apparel context and explored whether consumption experience competes or complement with three product design dimensions to shape consumer WTB and WOM for Chinese and Koreans.

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Section: Conceptual Framework and Hypothesesmentioning

confidence: 99%

Section: Conceptual Framework and Hypothesesmentioning

confidence: 99%

Section: Conceptual Framework and Hypothesesmentioning

confidence: 99%

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Linking product design to consumer behavior: the moderating role of consumption experience

Gilal¹,

Zhang²,

Gilal³

2018

PRBM

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“…The experiential attributes related to the environment are important factors at the stage upon which experience is enacted and can thus be expected to influence consumers’ decision‐making (Candi, Beltagui, & Riedel, ; Candi, Jae, Makarem, & Mohan, ; Creusen, Gemser, & Candi, ; Miniero, Rurale, & Addis, ). For example, the environment can elicit emotions among individuals, which can a complex state of feelings that translate into physical and psychological changes that could then influence thinking and behavior (Bagozzi, Gopinath, & Nyer, ; Spinelli, ).…”

Section: Introductionmentioning

confidence: 99%

“…Understanding how the environment affects wine valuation and consumption remains an unresolved issue. Specifically, an interesting issue not yet fully explored that we analyzed in our study relates to the concept of experiential augmentation (Candi et al, ; Creusen et al, ; Voss, Roth, & Chase, ), that is, the efforts made to enhance hedonic and symbolic value of a product (Chitturi, Raghunathan & Mahajan, ; Candi et al, ; Reimann, Zaichkowsky, Neuhaus, Bender, & Weber, ; Teng, Tseng, & Wu, ). In the wine sector, experiential augmentation can involve a range of components related to the products themselves (e.g., sensory characteristics, product packaging, and brand) or to the environment in which consumers evaluate wine (e.g., the ambiance of a winery, wine store, and wine region).…”

Section: Introductionmentioning

confidence: 99%

Assessing experiential augmentation of the environment in the valuation of wine: Evidence from an economic experiment in Mt. Etna, Italy

Pappalardo

Selvaggi

Pecorino

et al. 2019

Psychology and Marketing

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In this study, we conducted an experimental auction to determine the impacts that "experiential augmentation," a phenomenon in which a physical location impacts decision-making, has on consumers' willingness to pay (WTP) for wine. The experiment elicited subjects' valuation under experiential augmentation conditions for three types of wine grown in the Mt. Etna area in Sicily, Italy. Our findings indicate that experiential augmentation increased consumers' WTP for wine. Our results suggest that experiential marketing practices explicitly related to the environment where the wine is produced and consumed can lead to increased valuation for wine. K E Y W O R D S environment, experiential augmentation, experiential marketing, wine, WTP

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How do the perception of the technological and symbolic dimensions and the social context affect the green consumer adoption process of eco‐innovations?

Cubillas‐Para,

Tomaseti‐Solano,

Madrid‐Guijarro

2023

Bus Strat Env

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Environmental challenges have led to a shift toward more sustainable consumption and production patterns. Understanding the factors that influence consumers' choices toward green products is crucial for achieving sustainable development. This study investigates the adoption process of a low‐involvement eco‐innovation, examining the influence of the level of green consumerism, the perception of its technological and symbolic dimensions, social pressure, and social conspicuousness. A sample of 268 observations was examined using the PLS‐SEM methodology. The results highlightthe indirect effect of the level of green consumption on low‐involvement eco‐innovation adoption through the perception of its technological and symbolic dimensions, as well as social pressure and social conspicuousness. These findings have important practical implications for the design of marketing strategies aimed at promoting low‐involvement eco‐innovations. By emphasizing the social benefits and the influence of others on adopting green behaviors, marketers can effectively target consumers and facilitate the transition toward more sustainable consumption patterns.

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Consumer responses to functional, aesthetic and symbolic product design in online reviews

Cited by 72 publications

References 78 publications

Linking product design to consumer behavior: the moderating role of consumption experience

Linking product design to consumer behavior: the moderating role of consumption experience

Assessing experiential augmentation of the environment in the valuation of wine: Evidence from an economic experiment in Mt. Etna, Italy

How do the perception of the technological and symbolic dimensions and the social context affect the green consumer adoption process of eco‐innovations?

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