The influence of product innovation messages on the intention to purchase incumbent products

Lee, Kyootai; Shim, Eugene; Kim, Jiyeon; Nam, Hyunjeong

doi:10.1016/j.jik.2021.01.003

Cited by 14 publications

(15 citation statements)

References 58 publications

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“…Research in marketing, management, and consumer behavior has demonstrated the impact that various message characteristics (e.g., prevention-versus promotion-focused messages; pro-environmental appeals) may have on consumer decision-making and purchase intentions [46][47][48]. The current study aimed to advance this literature by understanding how two message appeal variables-message sidedness and hedging-might affect consumers' attitude toward purchasing a genetic test and other potential mediating and moderating individual differences.…”

Section: Message Appealsmentioning

confidence: 97%

How message appeals and prior product use influence information processing, risk perceptions, trust, attitudes, and genetic test purchase intentions

VanDyke

Lee²,

Abitbol³

et al. 2023

PLoS ONE

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Within the direct-to-consumer (DTC) genetic test industry, attracting customers can be difficult especially due to the highly sensitive nature of these products. How these tests are communicated to consumers may be one avenue in which companies can impact customer purchase intentions. A 2 (message sidedness: one-way vs. two-way refutational) x 2 (hedging: present vs. absent) between-subjects experiment was conducted to understand how message features and prior product use influence information processing, risk and trust perceptions, and attitude toward the genetic test, which in turn, may influence direct-to-consumer (DTC) genetic test purchase intentions. Results demonstrated that having used a genetic test in the past predicted participants’ trust in the company, information processing, and risk judgments; however, among those who used a genetic test, viewing a message that included hedging tended to increase their trust in the message. Trust in the message and company, information processing, and risk judgments significantly predicted participants’ attitudes toward genetic testing, which in turn predicted their purchase intentions. The results suggest that in the context of DTC genetic test messaging, practitioners should strive to increase consumer trust in the message and the company and facilitate information processing, and they should work to diminish perceived risk. These results suggest opportunities for identifying other message features that may influence message and company trust, information processing, risk judgments, and attitudes related to DTC genetic testing.

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Section: Message Appealsmentioning

confidence: 97%

How message appeals and prior product use influence information processing, risk perceptions, trust, attitudes, and genetic test purchase intentions

VanDyke

Lee²,

Abitbol³

et al. 2023

PLoS ONE

View full text Add to dashboard Cite

show abstract

“…Similarly, Micu (2010) found that prevention-focused messages are more persuasive for utilitarian products, whereas promotion-focused messages are more effective for hedonic products. Lee et al (2021) have reported that prevention-oriented individuals have lower purchase intention when message framing is loss-oriented (vs. non-loss-oriented). Promotion-oriented individuals have higher purchase intentions when message framing is gain-focused.…”

Section: Conceptual Frameworkmentioning

confidence: 99%

“…Harm activates prevention, while safety makes promotion salient (Higgins 1997; Lee et al 2021; Micu 2010). Therefore, company messages to the affected consumers can focus on either preventing harm (i.e., prevention focus) or promoting safety (i.e., promotion focus).…”

mentioning

confidence: 99%

How Can Companies Recover from Liability-Invoking Failures? Exploring the Role of Uncertainty Avoidance in Facilitating Consumer Compliance Across National Cultures

Astvansh¹,

Duffek²,

Eisingerich³

2022

Journal of International Marketing

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A company often faces incidents in which its offerings cause bodily (e.g., product safety defects) or psychological (e.g., data breach) harm to its consumers. Such incidents may invoke product liability lawsuits against the company. The company may seek to recover from the liability-invoking failure by notifying the affected consumers, offering a remedy, and persuading them to comply with the company message. The authors theorize and experimentally demonstrate that, on average, a prevention-focused message receives greater compliance than a promotion-focused message. Further, a prevention-focused message is more effective with consumers from high uncertainty avoidance cultures, whereas a promotion-focused message is more effective in low uncertainty avoidance cultures. Perceived compatibility of prevention or promotion goals with low or high values of uncertainty avoidance mediates the interaction effect on compliance. The findings help companies overcome consumer apathy to product recall or data breach notices and offer managers ways to promote consumer safety and protection.

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“…Moreover, companies consider the need for innovation in the use of sustainable, non-contaminating raw materials and the development of recyclable, environmentally-friendly products (Gaiardelli et al , 2021; Lee and Lee, 2020; Sahut et al , 2021; Valdés et al , 2020); together with the creation of new business models such as circular economy (Ghisellini et al , 2016; Haas et al , 2015; Hilmersson and Hilmersson, 2021; Lee et al , 2021; Metallo et al , 2021; Murray et al , 2017). However, they also need to face multiple regulations and barriers that sometimes prevent them from achieving their objectives (Alonso-Dos-Santos and Llanos-Contreras, 2019; Goduscheit et al , 2021; Tsagas, 2015).…”

Section: Literature Review and Hypotheses Developmentmentioning

confidence: 99%

“…The results reveal innovation is considered very important (Fitzgerald et al , 2014), and despite lacking clear sustainability plans, companies consider the need for innovation in the use of sustainable, non-contaminating raw materials and the development of recyclable, environmentally friendly products; including incipient beginnings of circular models (Ghisellini et al , 2016; Haas et al , 2015; Hilmersson and Hilmersson, 2021; Lee et al , 2021; Metallo et al , 2021; Murray et al , 2017). Companies face regulation uncertainty on the electricity issue, such as the Spanish “Sun Tax” regulations (Tsagas, 2015).…”

Section: Conclusion and Lines To Followmentioning

confidence: 99%

LATAM and Spanish SME barriers to Industry 4.0

Ancillo

Gavrila

Díez

et al. 2021

ARLA

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PurposeExisting studies are scarce, especially on the Industry 4.0 application to firms' innovation and competitiveness, and even more on the application to LATAM and Spanish SMEs. This paper tries to fill this gap by explaining the results of applying a systematic model, to understand which are the SMEs' strengths and weaknesses in relation to the Industry 4.0 transformation.Design/methodology/approachA systematic methodology involving documentation analysis, visits to the companies, interviews with employees and managers, making a preliminary diagnosis, crossing their needs with the enablers that can apply. The fieldwork was carried out during a two month period (2019), on a target sample of 22 SMEs operating under industrial productive activity already exporting or planning their internationalization toward LATAM regions.FindingsThere are relevant barriers that need to be overcome in order to enter Industry 4.0 and, in this specific analysis, the following major classification was obtained: (1) Technological barrier, (2) Training barrier, (3) Economic barrier and (4) Contextual barrier.Originality/valueThis paper provides new insights and sets a starting point regarding LATAM and Spanish’ Industry 4.0 situation, while contributing to the SMEs competitiveness by providing deeper understanding of the barriers and limitations in adopting Industry 4.0, pointing out some implications and suggestions for organizations to implement.

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The influence of product innovation messages on the intention to purchase incumbent products

Cited by 14 publications

References 58 publications

How message appeals and prior product use influence information processing, risk perceptions, trust, attitudes, and genetic test purchase intentions

How message appeals and prior product use influence information processing, risk perceptions, trust, attitudes, and genetic test purchase intentions

How Can Companies Recover from Liability-Invoking Failures? Exploring the Role of Uncertainty Avoidance in Facilitating Consumer Compliance Across National Cultures

LATAM and Spanish SME barriers to Industry 4.0

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