Purpose - The paper aims to identify which factors determine (German) retail banking customers' intention to adopt a new remuneration system for financial advice. The new system is a pay-per-use ...advisory model that supersedes existing commission-based advisory approaches.Design methodology approach - The paper develops and tests a comprehensive conceptual framework that includes perceived innovation characteristics, relationship quality, and socio-demographic and psychographic variables to explain adoption intentions of the new remuneration system. The data come from a survey among clients of a large German retail bank.Findings - Perceived innovation characteristics (i.e. relative advantage) largely determine the intention to adopt the fee-based advisory model. Consumer and relationship quality variables do not directly impact adoption intentions, but have an indirect effect through influencing perceived innovation characteristics and moderating their relative importance. Relationship quality indicators, such as satisfaction with the current service and trust in the bank or its employees, do not impact customers' intentions to switch to the new remuneration system.Research limitations implications - The paper describes a (case) study using data from a large German retail bank. Future research may investigate the findings' (international) generalizability using different datasets and also assess additional drivers of customers' intentions to adopt a fee-based advisory model.Practical implications - The results suggest that banks should always explain the relative advantage of financial service innovations to their clients, as existing satisfaction and trust levels are not sufficient to ensure adoption.Originality value - This is the first paper examining the adoption of a new remuneration system for financial advice in the retail banking industry. By assessing a variety of variables the authors increase understanding of why customers adopt or reject such complex and difficult to evaluate service innovations.
In this paper we investigate the degree to which two social influences, namely imitation and coordinated consumption, effectuate inequalities in the motion picture industry. We develop an agent-based ...model based on micro movie visitors' decision-making that generates the observed macro market outcomes. The simulation model makes use of the findings of an empirical survey amongst 1112 cinema visitors. We find that social influences explain market inequalities and that the impact of coordinated consumption on market inequalities is stronger than the impact of imitation.
Purpose
The purpose of this paper is to examine the moderating influence of direct online shopping experience in an e‐commerce context.
Design/methodology/approach
The conceptual framework links ...attitudinal constructs such as price attractiveness, merchandise quality, service quality, time/effort costs, risk and enjoyment to future online purchase intentions. Purchasers and inquirers of a car insurance comparison website were approached by personalized email to participate in an online questionnaire. Multi‐group structural equation analysis was used to test for group differences in the structural weights.
Findings
Compared to the purchasers, the inquirers were more concerned with the perceived enjoyment, risk and price attractiveness offered by the website, while caring less about time/effort savings. Inquirers were negatively influenced by the price attractiveness of their chosen insurance, which indicates that they were less likely to use the website for future transactions if they were satisfied with their current price.
Research limitations/implications
Future research could extend the current research by investigating other potential moderators, such as socio‐demographics and psychographic variables.
Practical implications
Guidelines for managers of websites for financial services about how to convert inquirers into buyers and improve the loyalty of online buyers.
Originality/value
Draws upon insights from marketing, e‐commerce and information systems to provide substantial support for the hypotheses regarding the moderating influence of direct online shopping experience.
This study analyzes how firms' experience with disruptive technologies influences new product development (NPD) and firms' performance (adoption rate of disruptive technologies, and quality of ...products). The preliminary results have shown that the number of utilized disruptive technologies in the past does not affect the quality of currently produced products. However, the more products firms produce with the same technology, the higher the quality of products is.
Purpose - The purpose of this paper is to examine the moderating influence of direct online shopping experience in an e-commerce context.Design methodology approach - The conceptual framework links ...attitudinal constructs such as price attractiveness, merchandise quality, service quality, time effort costs, risk and enjoyment to future online purchase intentions. Purchasers and inquirers of a car insurance comparison website were approached by personalized email to participate in an online questionnaire. Multi-group structural equation analysis was used to test for group differences in the structural weights.Findings - Compared to the purchasers, the inquirers were more concerned with the perceived enjoyment, risk and price attractiveness offered by the website, while caring less about time effort savings. Inquirers were negatively influenced by the price attractiveness of their chosen insurance, which indicates that they were less likely to use the website for future transactions if they were satisfied with their current price.Research limitations implications - Future research could extend the current research by investigating other potential moderators, such as socio-demographics and psychographic variables.Practical implications - Guidelines for managers of websites for financial services about how to convert inquirers into buyers and improve the loyalty of online buyers.Originality value - Draws upon insights from marketing, e-commerce and information systems to provide substantial support for the hypotheses regarding the moderating influence of direct online shopping experience.
This study tries to understand how consumers evaluate channels for their purchasing. Specifically, it develops a conceptual model that addresses consumer value perceptions of using the Internet ...versus the traditional (physical) channel. Previous research showed that perceptions of price, product quality, service quality and risk strongly influence perceived value and purchase intentions in the offline and online channel. Perceptions of online and offline buyers can be analyzed to see how value is constructed in both channels. This model enables comparisons between online and offline shoppers perceptions. As such, it is possible to determine the factors that encourage or prevent consumers to engage in online shopping.
This study tries to understand how consumers evaluate channels for their purchasing. Specifically, it develops a conceptual model that addresses consumer value perceptions of using the Internet ...versus the traditional (physical) channel. Previous research showed that perceptions of price, product quality, service quality and risk strongly influence perceived value and purchase intentions in the offline and online channel. Perceptions of online and offline buyers can be analyzed to see how value is constructed in both channels. This model enables comparisons between online and offline shoppers perceptions. As such, it is possible to determine the factors that encourage or prevent consumers to engage in online shopping.
Mass customization entails the ability to provide customized products and services to individual customers using technology (information) at optimal production efficiency and cost levels. The concept ...is gaining prominence because the marketing literature is increasingly focused on delivering superior customer value. Although the mass-customization literature provides many insights into its origins, formats and approaches, it does not provide a coherent framework to assess the viability of a successful mass-customization strategy. Based on the premise of customer perceived value, we have developed a conceptual framework to address this need. We present a series of hypotheses that serve to encourage other authors and direct future research. PUBLICATION ABSTRACT
