The utility of intention as a proxy for sustainable buying behavior – A necessary condition analysis

Frommeyer, Britta; Wagner, Elisa; Hossiep, C. Richard; Schewe, Gerhard

doi:10.1016/j.jbusres.2022.01.041

Cited by 34 publications

(18 citation statements)

References 67 publications

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“…Therefore, H4 is true. The research of Frommeyer et al (2022) showed that there was a significant correlation between intention and behavior, which was consistent with the research conclusion here ( Frommeyer et al, 2022 ).…”

Section: Research Results and Analysissupporting

confidence: 90%

The Promotion and Optimization of Bank Financial Products Using Consumers’ Psychological Perception

Zhang

Jin

2022

Front. Psychol.

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With the rapid economic growth and increased national income year by year, individuals and families have an increasingly greater demand for financial products. Banks’ sales of financial products have become a new economic profit growth point for major banks. Based on consumers’ psychological perception, the influencing factors of consumers’ behavior in purchasing bank financial products are studied. The influencing factor model path of consumer purchase behavior is constructed to find out the factors affecting consumers’ purchase of bank financial products and formulate appropriate promotion strategies according to the influencing factors. Through the research methods of literature analysis, small-scale in-depth interview, questionnaire surveys, and statistical analysis, this exploration selects four variables: independent variable, mediator, control variable, and dependent variable. They are influencing factors of purchasing bank financial products (perceived convenience, risk value of bank financial products, satisfaction of purchasing communication process), consumers’ willingness to buy bank financial products, consumers’ personal characteristics and consumers’ behavior of purchasing bank financial products. Meanwhile, based on 196 valid questionnaires, regression analysis is carried out through a regression model. The results show that the three influencing factors of consumers’ purchase of bank financial products–perceived convenience, risk value of bank financial products, and satisfaction with the purchase communication process significantly impact consumers’ purchase of bank financial products. They can put forward specific promotion suggestions for banks. This exploration aims to study the optimization of bank financial product promotion strategy from the perspective of consumer psychological perception to provide a reference for subsequent related research.

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Section: Research Results and Analysissupporting

confidence: 90%

The Promotion and Optimization of Bank Financial Products Using Consumers’ Psychological Perception

Zhang

Jin

2022

Front. Psychol.

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“…This research is also limited by measuring purchase intentions. While purchase intentions have been noted in prior research to be a decent proxy for actual purchase behavior (e.g., De Cannière et al, 2009; Frommeyer et al, 2022), further research using field studies and measuring actual behavior would be a beneficial extension of our research. Additionally, further research would benefit from assessing differences in purchase behavior before, during, and after the pandemic through more than just manipulation but also asking participants to report their actual purchase behavior at these different times.…”

Section: Discussionmentioning

confidence: 88%

Loving my local business as my neighbor: Religiosity's influence on local business support during a crisis

Minton

Cabano

2022

Int J Consumer Studies

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Many local businesses have and are continuing to struggle as a result of the pandemic crisis due in part to reduced consumer spending. However, the motives behind why some consumers are more supportive than others toward local businesses in such a crisis are not adequately understood. We address this gap in the literature through three experimental studies where we examine how the core consumer value of religiosity explains consumer response to the crisis as consumers seek to act in ways that align with their value system. Study 1 (257 adults from MTurk) shows a positive relationship between religiosity and support for local businesses but only during a pandemic. Study 2 (307 adults from MTurk) shows that this relationship is greatest for local (vs. non‐local) businesses, and caring for one's neighbors mediates this effect. Finally, Study 3 (200 adults from MTurk) uses advertising to prime focus on one's neighbors, revealing that a neighbors‐focused ad increases local business support to similar levels for consumers of all religiosity levels. Findings build on belief congruence theory with implications for marketing practitioners in the current pandemic crisis and other crises of medical, environmental, and other origins.

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“…Fourth, this study only measured obese customers’ healthy lifestyle intentions. Studies have highlighted that intention does not always translate to actual behavior (Frommeyer et al , 2022). Therefore, future studies can address the intention behavior gap relating to actual healthy lifestyle behavior by conducting the survey at different points in time or capturing self-reported behavior.…”

Section: Implications Limitations and Directions For Future Researchmentioning

confidence: 99%

Obese customers’ fitness goal disclosure on social media: exploring weight-loss image sharing on emotions and healthy lifestyle aspirations

Singh

Sharma

2022

EJM

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Purpose Obesity is today’s most neglected, yet blatantly visible, public health problem. This study aims to examine the role of social media and goal-directed behavior in motivating healthy lifestyle intentions for customers experiencing obesity. It investigates the distinct roles of self-conscious emotions (shame and pride) and weight-transformational posts shared by others on social media as moderators of these relationships. Design/methodology/approach The conceptual model uses the goal-directed behavior theory and social comparison theory, tested using data collected from 804 obese customers in Fiji through an experimental design. Findings Weight-loss transformation posts by others on social media, elicit distinct emotions for obese customers. Obese customers who felt guilt and shame due to shared weight-loss transformation posts showed a stronger association between goal disclosure and healthy lifestyle intention. In addition, the association between goal disclosure and healthy lifestyle intention is conditionally mediated by goal commitment, specifically for those obese customers that elicited guilt over shame due to shared weight-loss transformation posts by others on social media. Research limitations/implications Despite the adoption of an experimental design using a fictional stimulus being a commonly used method in marketing studies, external validity issues are likely. Also, this study examines obese customer behavior relating to Facebook. In addition, data collection for this study has been done from a single country perspective. Therefore, caution needs to be exercised when generalizing the findings of this study. Practical implications The findings assist businesses and marketers in the health and fitness industry to better leverage social media and goal-directed behavior and understand the emotions of obese customers to undertake data-driven precision marketing strategies. Originality/value The findings provide novel insights into goal disclosure and commitment, electronic word-of-mouth on social media platforms, self-conscious emotions and healthy lifestyle intentions for customers experiencing obesity.

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The utility of intention as a proxy for sustainable buying behavior – A necessary condition analysis

Cited by 34 publications

References 67 publications

The Promotion and Optimization of Bank Financial Products Using Consumers’ Psychological Perception

The Promotion and Optimization of Bank Financial Products Using Consumers’ Psychological Perception

Loving my local business as my neighbor: Religiosity's influence on local business support during a crisis

Obese customers’ fitness goal disclosure on social media: exploring weight-loss image sharing on emotions and healthy lifestyle aspirations

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