Unlocking behaviors of long-term service consumers : the role of action inertia

Purpose The purpose of this paper is to examine the antecedents of word-of-mouth (WOM) in long-term service settings. Specifically, the authors examine the moderating role of action inertia in the relationships between satisfaction and repatronage intention, satisfaction and WOM, and repatronage intention and WOM. Design/methodology/approach The proposed model was empirically tested using survey data from 1,385 telecommunications service subscribers. The data were analyzed using partial least squares path modeling. Findings Results suggest that a positive link between repatronage intention and WOM, hereto a neglected relationship in the marketing literature, in contrast to previous literat…

Brain dynamics of recommendation-based social influence on preference change: A magnetoencephalography study.

People change their preferences when exposed to others’ opinions. We examine the neural basis of how peer feedback influences an individual’s recommendation behavior. In addition, we investigate if the personality trait of ‘agreeableness’ modulates behavioral change and neural responses. In our experiment, participants with low and high agreeableness indicated their degree of recommendation of commercial brands, while subjected to peer group feedback. The associated neural responses were recorded with concurrent magnetoencephalography. After a delay, the participants were asked to reevaluate the brands. Recommendations changed consistently with conflicting feedback only when peer recommenda…

Asiakkaan osallistuminen : käsite ja mittaamisen haasteet

Asiakkaiden osallistuminen on elintärkeää yrityksen menestymisen kannalta, ja niin tutkijat kuin liikkeenjohtajatkin ovat erittäin kiinnostuneita tästä modernin markkinoinnin ja viestinnän ilmiöstä. Kyseessä on kuitenkin haastava käsite, eikä osallistumisen määritelmästä tai mittaamisesta ole selkeää yksimielisyyttä. Yleisesti ottaen kannustamme kriittiseen tarkasteluun, sillä monet osallistumisen määritelmät poikkeavat merkittävästi toisistaan eivätkä mittauskäytänteet läheskään aina ole mittausteorian mukaisia. Tämä aiheuttaa suuria haasteita, kun tulkitaan empiirisiä tutkimustuloksia ja pyritään tekemään niiden perusteella liiketoiminnallisesti kannattavia päätöksiä. Tästä syystä tämän a…

Examining Consumers’ Usage Intention of Contactless Payment Systems

Purpose The purpose of this paper is to develop and test a conceptual model that combines the modified Unified Theory of Acceptance and Use of Technology (UTAUT2) with a consumer brand engagement (CBE) model to predict consumers’ usage intentions toward contactless payment systems in a developed country. Design/methodology/approach The authors cooperated with a contactless payment service provider in Finland and reached out to 22,000 customers, resulting in 1,165 usable responses. The collected data were analyzed using structural equation modeling. Findings The study shows that the UTAUT2 and the CBE model together explain approximately 70 percent of the variance in usage intention. Of the…

Digitaalinen markkinointi teollisuusyrityksissä : tutkimusraportti

Exploring the effects of gender, age, income and employment status on consumer response to mobile advertising campaigns

PurposeThe purpose of this paper is to examine the effects gender, age, income and employment status on consumer response to short message service (SMS)‐oriented direct‐response requests or a call‐to‐action tactic in a television advertisement or program, consumer's participation in SMS sweepstakes or other competitions, and consumer uptake of mobile services such as ringtones, logos, screensavers and wallpapers ordered by SMS message.Design/methodology/approachThe data used in this study were collected via an online survey. A total of 4,062 consumers responded to this survey. Cross‐tabulation and binary logistic regression were used to examine the associations between the explanatory varia…

How value and trust influence loyalty in wireless telecommunications industry

Despite making significant investments in enhancing the customer service experience, long-term customer loyalty remains an elusive dream for many service providers. Particularly in the telecommunications industry, switching providers even from within continuous contract relationships is easy and companies struggle to retain their customers. Trust and value are considered cornerstones of long-term relationships, so it is perhaps surprising that previous research on how relationship age and usage level actually affect value, trust and loyalty is inconclusive. The current research is set in the telecommunications services field and draws on a large-scale survey undertaken in Finland. The findi…

Targeting Young Voters in a Political Campaign: Empirical Insights into an Interactive Digital Marketing Campaign in the 2007 Finnish General Election

At general elections across Europe, turnout among young people tends to be significantly lower than among older voters. Therefore, this paper examines a digital marketing campaign that was targeted at young voters in the 2007 Finnish general election. More specifically, this paper aims to provide insights into the creative development process of a political marketing campaign and the nature of the client-agency relationship in political campaigns. The methodology adopted in this paper consisted of in-depth interviews with key informants involved in the campaign planning and implementation. The results provide new empirical insights into the challenges that political campaigner may face when…

Factors affecting Finnish consumers' intention to receive SMS marketing: a conceptual model and an empirical study

The study examines factors that affect consumers' intentions to participate in mobile marketing and explores the relationship between consumers' intentions to participate in mobile marketing and their experience with mobile marketing. The authors develop and test a research model with a sample of 4062 mobile phone users. The empirical model highlights that Perceived Utility (PU), context, credibility and Perceived Social Utility (PSU) are the main contributors to consumers' intentions to participate in mobile-marketing initiatives. The paper provides several contributions to both theory and practice.

Is it all about consumer engagement? : Explaining continuance intention for utilitarian and hedonic service consumption

This paper compares the explanatory power of consumer engagement (CE) regarding service continuance intention with the variables of attitude (utilitarian and hedonic) and satisfaction. Survey data were collected from users of mobile music (n = 596) and mobile parking (n = 297) services. The partial least squares method was applied to analyze the data. In line with expectations, the findings show that attitude and satisfaction are superior drivers of service continuance intention compared to CE when service is used for utilitarian reasons. In contrast, when service consumption is driven by hedonic reasons, CE is a stronger driver than satisfaction. However, no evidence for the superiority of…

Customer perceived value, satisfaction, and loyalty: the role of willingness to share information

This study proposes and tests an integrative model to examine the relationships among customers’ willingness to share information, satisfaction, perceived value, and loyalty in a retailing context. This study extends research on customers’ willingness to share information from trust and privacy concerns toward key outcome measures such as perceived value, customer satisfaction, and loyalty, and is thus among the first to model customers’ willingness to share information with companies in robust theoretical retailing frameworks. The proposed relationships were tested using data from two retailing contexts – groceries (N = 429) and do-it-yourself (DIY) (N = 895). Findings from the two samples…

The Impact of Gender and Age on Consumer Responsiveness to Permission-Based Mobile Advertising

This chapter investigates the impact of gender and age on mobile marketing responsiveness among regular customers of Finnish night club chain. The study develops sixteen research propositions which are tested with a sample of 8578 members of the company’s permission- based, opt-in mobile advertising list . The results contribute to mobile marketing and technology acceptance literature in various ways. First, the authors find support for four out of eight gender related propositions. Second, five out of the eight age-related hypotheses are supported. The results further show that among opt-in customers, gender and age explain various antecedents of intention to engage in mobile marketing. Th…

Henkilöstöjohtamisen digitalisaatio keskisuomalaisissa PK-yrityksissä

Digitalisation has reached a significant role among the literature on human resource management (HRM) ever since the turn of last millennium. During the last decade advanced digital technology systems have been enthusiastically fitted into HRM functions, even as a possible replacement. Especially consultant literature paints an overtly positive picture of advanced artificial intelligence HRM systems that deliver cost savings, efficiency, and real-time information. Scientific sources often raise more problematic issues and even threats related to human factors as well as to the core of business operations. Also, the actual strategic integration to increase competitiveness may not be more tha…