Cross-national variation in consumers' retail channel selection in a multichannel environment: Evidence from Asia-Pacific countries

Lu, Qiang; Pattnaik, Chinmay; Xiao, Junji; Voola, Ranjit

doi:10.1016/j.jbusres.2017.09.027

Cited by 45 publications

(40 citation statements)

References 52 publications

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“…Consumers with high levels of indulgence are more open to online information searching and purchase (Lu et al, 2018). These arguments can be true when we investigate emerging markets where online streaming services are still considered as innovations.…”

Section: Discussionmentioning

confidence: 99%

Signaling effects and the role of culture: movies in international auxiliary channels

Sinha

Kim

et al. 2019

EJM

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Given the high uncertainty in the quality perception of experiential products, manufacturers use signals to influence consumers' decisions. In the movie industry, literature shows that performance of the main channel (e.g., cinema) strongly influences the performance of auxiliary channels (e.g., DVDs). The success of a movie in the home country is also to be resonated by its good performance in host countries. However, the cultural contingency of these success-breeds-success (SBS) effects has not been examined. Our research tests the influence of cultural values on the SBS effects across channels and countries. Borrowing concepts from the signaling literature and analyzing DVD sales data from six international markets using a multilevel mixed-effect model, we find that culture plays significant roles to influence both SBS effects. In countries with high power distance high long-term orientation and low indulgence consumers who purchase from auxiliary channels are less likely to be influenced by the box office performance of movies.Meanwhile, cultural distance between the home and host nations significantly decreases the cross-national SBS effect. This paper contributes to the existing literature by investigating the international auxiliary channels of movies and incorporating cultural values into the framework of sequential distributions. This study is the first one to test the links between the main and auxiliary channels from an international marketing perspective. Our research suggests that the SBS effects may vary across nations. When managers plan for the sequential distributions of experiential products, the cultural values of target markets should be considered to decrease the uncertainty in sales prediction.

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Section: Discussionmentioning

confidence: 99%

Signaling effects and the role of culture: movies in international auxiliary channels

Sinha

Kim

et al. 2019

EJM

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“…In the presence of multiple and integrated channels, understanding the determinants of customers' channel choice behavior is a complex issue that is subject to intense research (Galipoglu et al 2018;Steven et al 2018;Neslin et al 2006). Research finds that marketing efforts, channel attributes, social effects, channel integration, situational factors, and individual differences among customers, such as previous channel experience, determine customers' channel choice (Melero et al 2016;Neslin et al 2006).…”

Section: Channel Choice In Retailmentioning

confidence: 99%

Exploring customers’ likeliness to use e-service touchpoints in brick and mortar retail

et al. 2020

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E-commerce has embraced the digital transformation and innovated with e-service touchpoints to improve customers’ experiences. Now some traditional, less-digitalized brick and mortar (BaM) retailers are starting to counteract the increasing competition by adopting digital touchpoints. However, the academic literature offers little in terms of what determines customers’ behavioral intentions toward e-service touchpoints. Therefore, drawing from the dominant design theory, this article first conceptually adapts selected dominant touchpoints of leading e-commerce solutions to BaM retail. Then 250 shoppers are surveyed regarding the likeliness that they will use the selected touchpoints, followed by an exploratory factor analysis to determine the touchpoints’ characteristics that lead to the shoppers’ assessments. The results suggest that customers prefer touchpoints that support product search and selection, provide information, and increase shopping efficiency. The likeliness that surveyed shoppers will use the touchpoints was affected by the functionality provided, the content conveyed, and the mediating device. The results provide a foundation for further research on customers’ behavioral intentions toward BaM e-service touchpoints and provide useful information for BaM retailers.

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“…In studying culture, Hofstede defined four core culture dimensions: power distance, uncertainty avoidance, individualism-collectivism & masculinity-femininity (Jahandideh, Golmohammadi, Meng, O'Gorman, & Taheri, 2014). In Table 1 these dimensions are presented taking in mind research results presented by Mooij and Hofstede 2011; Jahandideh et al, 2014;Rajh et al, 2016;Zhang, Weng, and Zhu, 2018;Xie and Pai, 2018;Kübler, Pauwels, Yildirim, and Fandrich, 2018;Su, Min, Chen, and Swanger, 2018;Lu et al, 2018. Four Hosted's dimensions are investigated by scholars and main points, which must be considered are:  Power distance refers to the degree to which people in society accepts that power is distributed unequally (Rajh et al, 2016). Countries with high power distance show respect for the authority which may affect their decision making.…”

Section: Consumer Behaviormentioning

confidence: 99%

“… Masculinity-femininity refers to the gender role differentiation inside society. masculine societies emphasize on material recognition, accomplishments, and achievement, while in feminine cultures value quality of life, which emphasizes human relationships and values friendship (Lu, Pattnaik, Xiao, & Voola, 2018). In masculine society, achievement and success are very important and they must be demonstrated.…”

Section: Consumer Behaviormentioning

confidence: 99%

“…While low uncertainty avoidance culture has an active attitude towards life and plays more active sports (de Mooij & Hofstede, 2011). Uncertainty avoidance dimension refers to the degree of ambiguous or uncertainty situation in societies that can be tolerated (Lu et al, 2018). People from high uncertainty avoidance (HUA) will value security more than people on low uncertainty avoidance culture.…”

Section: Consumer Behaviormentioning

confidence: 99%

See 1 more Smart Citation

Development of ICT: conceptual comparative analysis of consumer behavior in Europe and Asia

Majzoub

Davidavičienė

2019

Proceedings of 6th International Scientific Conference Contemporary Issues in Business, Management and Economics Engineering ‘2

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Today’s society is becoming the information and communication technology societies, where ICT is responsible for the creation, distribution, and manipulation of information in every aspect of society (Xiang, Magnini, & Fesenmaier, 2015). The following article will present a comparative analysis of one aspect of consumer changes caused by ICT, which is e-commerce between Europe and Asia, using Hofstede’s culture dimensions (Power distance, individualism, masculinity and uncertainty avoidance). Purpose – to provide a comparative analysis of consumer behavior changes caused by ICT between Europe and Asia. Research methodology – a synthesis of review of the literature. Findings – provide insight into the difference in consumer behavior changes caused by ICT, between Europe and Asia and provide the basis for future researches. Research limitations – future research should include empirical research and study of other solution and other factors that affect consumer behavior. Practical implications – the practical implication of the article provide a framework for organizations to take into consideration, the difference in consumer behavior between countries when it is targeting their markets. Originality/Value – no comparative.

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Cross-national variation in consumers' retail channel selection in a multichannel environment: Evidence from Asia-Pacific countries

Cited by 45 publications

References 52 publications

Signaling effects and the role of culture: movies in international auxiliary channels

Signaling effects and the role of culture: movies in international auxiliary channels

Exploring customers’ likeliness to use e-service touchpoints in brick and mortar retail

Development of ICT: conceptual comparative analysis of consumer behavior in Europe and Asia

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