Impact of product characteristics of limited edition shoes on perceived value, brand trust, and purchase intention; focused on the scarcity message frequency

Chae, Heeju; Kim, Seunggwan; Lee, Jungguk; Park, Kyounghye

doi:10.1016/j.jbusres.2019.11.040

Cited by 153 publications

(124 citation statements)

References 46 publications

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“…Uniqueness is the only different attribute which contrasts with other certain properties of an object and it also implies a quality that is not uniform (Chae et al, 2020). The consumer need for uniqueness is closely associated with commodity theory (Brock, 1968;Fromkin, 1970).…”

Section: Uniquenessmentioning

confidence: 99%

“…Self-expression. Formerly, LEPs were once only limited to enthusiasts in specific categories such as luxury brand automobiles, although with the growing need for consumers' self-expression; these things are now being expanded to include common household goods, including LES (Chae et al, 2020). When buying and using unique goods, customers reinforce their social or inner selves.…”

Section: Uniquenessmentioning

confidence: 99%

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The impact of product characteristics of limited-edition shoes on perceived value, brand trust and purchase intention

2021

Cogent Business & Management

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Section: Uniquenessmentioning

confidence: 99%

Section: Uniquenessmentioning

confidence: 99%

The impact of product characteristics of limited-edition shoes on perceived value, brand trust and purchase intention

2021

Cogent Business & Management

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“…Similarly, mutual trust is identified as an important factor in knowledge transfer (Wang et al, 2020;Zhang, 2020;Joia, 2006;Foos et al, 2006;Davenport & Prusak, 2003;Massaro et al, 2019). Fink and Kessler (2010), Welter (2012), Chae et al, (2020), Becerra et al (2008), Geneste and Galvin (2013) also emphasize trust as a factor influencing knowledge transfer.…”

Section: Factors That Can Influence Knowledge Flowsmentioning

confidence: 99%

“…The dimensions shown in Table 1 below can assist the researchers to identify the relevant indicators to measure the independent variables. Wang et al, 2019;Ohiomah et al, 2019;Crosby et al, 1990 Mutual trust Personal relationships Information disclosure Narayanan & Raja, 2020;Zhang, 2020;Joia, 2006;Chae et al, 2020;Foos et al, 2006;Wang et al, 2020;Shrama & Klein, 2020;Davenport & Prusak, 2003;Roberts, 2000;Massaro et al, 2019, Fink & Kessler, 2010Welter, 2012 Rewards Cost-benefit analyses Perceived benefits and corresponding costs Sharma & Garg, 2020;Disterer, 2003;Szulanski, 1996;Hansen et al, 1999;Leonard & Senesiper, 1998;O'Del & Grayson, 1998;Davenport & Prusak, 2003;Nguyen et al, 2019…”

Section: New Conceptual Modelmentioning

confidence: 99%

“…Perceived value is a primary factor influencing the purchase decision of buyers (Ku et al, 2020;Itani et al, 2019;Şen Küpeli & Özer, 2020;Chang & Wildt, 1994). A rational customer will make a purchase decision if the perceived value exceeds the cost of purchase (Chae et al, 2020;Dennis et al, 2020). Product knowledge is vital when making purchase decisions (Jefriansyah et al, 2018;McEachern & Warnaby, 2008).…”

Section: Introductionmentioning

confidence: 99%

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Sequential Coherence as a Success Factor in Personal Selling

Yapa¹,

Senathiraja²,

Poesche³

et al. 2020

IJMS

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Personal selling, especially in knowledge intensive contexts, demands effective knowledge transfer between all the parties involved. In our study, we have developed a new conceptual model of sequential coherence that helps to better understand knowledge flows in personal selling. The model describes how social capital, contact intensity, trust and rewards influence sequential coherence. Sequential coherence refers to the reciprocal result of the pushing effects induced by individuals of a teaching firm and the pulling effects induced by individuals of a learning firm that enables knowledge to flow across the boundaries of firms (Yapa et al., 2019). The objective of this concept paper is to explain how sequential coherence can be used as a success factor in personal selling of technology products. Our contribution is useful to both scholars and practitioners.The objective of this concept paper is to explain how sequential coherence can be used as a success factor in personal selling of technology products. We first present a literature review by highlighting scholarly work of prior researchers to establish connections between knowledge transfer and personal selling success. Next, we describe sequential coherence and its measurable dimensions. Factors that can influence sequential coherence in the context of personal selling are highlighted as the final section of the literature review. Then, we present a conceptual model with a brief note on operationalization followed by a discussion and a conclusion.

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Beyond the hype: Deciphering brand trust amid sustainability skepticism

Riva,

Magrizos,

Rizomyliotis

et al. 2024

Bus Strat Env

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Positioning a brand as environment‐friendly does not guarantee that customers will blindly accept it. While previous research has explored consumer responses to various green marketing claims, the search for the process under which consumers form positive or negative associations remains inconclusive. Based on the theoretical lens of signaling, this study examines the process of green brand trust where consumers form green brand associations after receiving the appropriate signal from the firms. In so doing we answer calls for more research on green brand trust and extend previous understanding by arguing for and confirming the mediating role of green brand associations. We further hypothesize that resultant mediation will be stronger for individuals with low green skepticism. Findings from 270 consumers indicate that green brand association mediates the relationship between green brand positioning and green brand trust. Further, green skepticism may weaken green brand association's effect on green brand trust. While firms tend to take extra effort to make their green offering trustworthy, they need to strengthen their signaling efforts that facilitate associating with a green brand to trust that brand.

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Impact of product characteristics of limited edition shoes on perceived value, brand trust, and purchase intention; focused on the scarcity message frequency

Cited by 153 publications

References 46 publications

The impact of product characteristics of limited-edition shoes on perceived value, brand trust and purchase intention

The impact of product characteristics of limited-edition shoes on perceived value, brand trust and purchase intention

Sequential Coherence as a Success Factor in Personal Selling

Beyond the hype: Deciphering brand trust amid sustainability skepticism

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