• Title/Summary/Keyword: promotion focus

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A study on Acceptance Intention and Use of Electronic ID: Focusing on Moderating Effects of Promotion Focus, Prevention Focus and Gender (전자신분증에 대한 수용의도에 관한 연구: 향상초점, 예방초점과 성별의 조절효과를 중심으로)

  • Kim, Min Joo;Kim, Min Kyun
    • The Journal of Information Systems
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    • v.30 no.3
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    • pp.137-158
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    • 2021
  • Purpose This study aims to investigate which factors have impact on the acceptance intention of new electronic ID. For the empirical analysis, this study utilized PLS-SEM after collecting 385 survey data, and analyzed relations between each factors. Design/methodology/approach This study made a design of the research model by integrating the factors deducted from the Unified Theory of Acceptance and Use of Technology with the factors deducted from the Risk Factors. Findings The results are as follow; First, of the UTAUT factors, Performance Expectancy, Effort Expectancy and Social Influence and has positive impact on Acceptance Intention, but Facilitating Conditions doesn't have meaningful impact on Acceptance Intention. Second, of the Risk factors, Innovation Resistance has negative impact on Acceptance Intention, but Perceived Risk dose not have meaningful impact on Acceptance Intention. Finally, regulatory effect of the Promotion Focus, Prevention Focus and Gender has regulatory impact to Acceptance intention. It is expected that the implications of this study enables government effectively to offer new electronic ID.

Shopping Value, Shopping Goal and WOM - Focused on Electronic-goods Buyers (쇼핑 가치 추구 성향에 따른 쇼핑 목표와 공유 의도 차이에 관한 연구 - 전자제품 구매고객을 중심으로)

  • Park, Kyoung-Won;Park, Ju-Young
    • Journal of Global Scholars of Marketing Science
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    • v.19 no.2
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    • pp.68-79
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    • 2009
  • The interplay between hedonic and utilitarian attributes has assumed special significance in recent years; it has been proposed that consumption offerings should be viewed as experiences that stimulate both cognitions and feelings rather than as mere products or services. This research builds on previous work on hedonic versus utilitarian benefits, regulatory focus theory, customer satisfaction to address two question: (1) Is the shopping goal at the point of purchase different from the shopping value? and (2) Is the customer loyalty after the use different from the shopping value and shopping goal? We surveyed 345 peoples those who have bought the electronic-goods within 6 months. This research dealt with the shopping value which is consisted of 2 types, hedonic and utilitarian. Those who pursue the hedonic shopping value may prefer the pleasure of purchasing experience to the product itself. They tend to prefer atmosphere, arousal of the shopping experience. Consistent with previous research, we use the term "hedonic" to refer to their aesthetic, experiential and enjoyment-related value. On the contrary, Those who pursue the utilitarian shopping value may prefer the reasonable buying. It may be more functional. Consistent with previous research, we use the term "utilitarian" to refer to the functional, instrumental, and practical value of consumption offerings. Holbrook(1999) notes that consumer value is an experience that results from the consumption of such benefits. In the context of cell phones for example, the phone's battery life and sound volume are utilitarian benefits, whereas aesthetic appeal from its shape and color are hedonic benefits. Likewise, in the case of a car, fuel economics and safety are utilitarian benefits whereas the sunroof and the luxurious interior are hedonic benefits. The shopping goals are consisted of the promotion focus goal and the prevention focus goal, based on the self-regulatory focus theory. The promotion focus is characterized into focusing ideal self because they are oriented to wishes and vision. The promotion focused individuals are tend to be more risk taking. They are more sensitive to hope and achievement. On the contrary, the prevention focused individuals are characterized into focusing the responsibilities because they are oriented to safety. The prevention focused individuals are tend to be more risk avoiding. We wanted to test the relation among the shopping value, shopping goal and customer loyalty. Customers show the positive or negative feelings comparing with the expectation level which customers have at the point of the purchase. If the result were bigger than the expectation, customers may feel positive feeling such as delight or satisfaction and they would want to share their feelings with other people. And they want to buy those products again in the future time. There is converging evidence that the types of goals consumers expect to be fulfilled by the utilitarian dimension of a product are different from those they seek from the hedonic dimension (Chernev 2004). Specifically, whereas consumers expect the fulfillment of product prevention goals on the utilitarian dimension, they expect the fulfillment of promotion goals on the hedonic dimension (Chernev 2004; Chitturi, Raghunathan, and Majahan 2007; Higgins 1997, 2001) According to the regulatory focus theory, prevention goals are those that ought to be met. Fulfillment of prevention goals in the context of product consumption eliminates or significantly reduces the probability of a painful experience, thus making consumers experience emotions that result from fulfillment of prevention goals such as confidence and securities. On the contrary, fulfillment of promotion goals are those that a person aspires to meet, such as "looking cool" or "being sophisticated." Fulfillment of promotion goals in the context of product consumption significantly increases the probability of a pleasurable experience, thus enabling consumers to experience emotions that result from the fulfillment of promotion goals. The proposed conceptual framework captures that the relationships among hedonic versus utilitarian shopping values and promotion versus prevention shopping goals respectively. An analysis of the consequence of the fulfillment and frustration of utilitarian and hedonic value is theoretically worthwhile. It is also substantively relevant because it helps predict post-consumption behavior such as the promotion versus prevention shopping goals orientation. Because our primary goal is to understand how the post consumption feelings influence the variable customer loyalty: word of mouth (Jacoby and Chestnut 1978). This research result is that the utilitarian shopping value gives the positive influence to both of the promotion and prevention goal. However the influence to the prevention goal is stronger. On the contrary, hedonic shopping value gives influence to the promotion focus goal only. Additionally, both of the promotion and prevention goal show the positive relation with customer loyalty. However, the positive relation with promotion goal and customer loyalty is much stronger. The promotion focus goal gives the influence to the customer loyalty. On the contrary, the prevention focus goal relates at the low level of relation with customer loyalty than that of the promotion goal. It could be explained that it is apt to get framed the compliment of people into 'gain-non gain' situation. As the result, for those who have the promotion focus are motivated to deliver their own feeling to other people eagerly. Conversely the prevention focused individual are more sensitive to the 'loss-non loss' situation. The research result is consistent with pre-existent researches. There is a conceptual parallel between necessities-needs-utilitarian benefits and luxuries-wants-hedonic benefits (Chernev 2004; Chitturi, Raghunathan and Majaha 2007; Higginns 1997; Kivetz and Simonson 2002b). In addition, Maslow's hierarchy of needs and the precedence principle contends luxuries-wants-hedonic benefits higher than necessities-needs-utilitarian benefits. Chitturi, Raghunathan and Majaha (2007) show that consumers are focused more on the utilitarian benefits than on the hedonic benefits of a product until their minimum expectation of fulfilling prevention goals are met. Furthermore, a utilitarian benefit is a promise of a certain level of functionality by the manufacturer or the retailer. When the promise is not fulfilled, customers blame the retailer and/or the manufacturer. When negative feelings are attributable to an entity, customers feel angry. However in the case of hedonic benefit, the customer, not the manufacturer, determines at the time of purchase whether the product is stylish and attractive. Under such circumstances, customers are more likely to blame themselves than the manufacturer if their friends do not find the product stylish and attractive. Therefore, not meeting minimum utilitarian expectations of functionality generates a much more intense negative feelings, such as anger than a less intense feeling such as disappointment or dissatisfactions. The additional multi group analysis of this research shows the same result. Those who are unsatisfactory customers who have the prevention focused goal shows higher relation with WOM, comparing with satisfactory customers. The research findings in this article could have significant implication for the personal selling fields to increase the effectiveness and the efficiency of the sales such that they can develop the sales presentation strategy for the customers. For those who are the hedonic customers may be apt to show more interest to the promotion goal. Therefore it may work to strengthen the design, style or new technology of the products to the hedonic customers. On the contrary for the utilitarian customers, it may work to strengthen the price competitiveness. On the basis of the result from our studies, we demonstrated a correspondence among hedonic versus utilitarian and promotion versus prevention goal, WOM. Similarly, we also found evidence of the moderator effects of satisfaction after use, between the prevention goal and WOM. Even though the prevention goal has the low level of relation to WOM, those who are not satisfied show higher relation to WOM. The relation between the prevention goal and WOM is significantly different according to the satisfaction versus unsatisfaction. In addition, improving the promotion emotions of cheerfulness and excitement and the prevention emotion of confidence and security will further improve customer loyalty. A related potential further research could be to examine whether hedonic versus utilitarian, promotion versus prevention goals improve customer loyalty for services as well. Under the budget and time constraints, designers and managers are often compelling to choose among various attributes. If there is no budget or time constraints, perhaps the best solution is to maximize both hedonic and utilitarian dimension of benefits. However, they have to make trad-off process between various attributes. For the designers and managers have to keep in mind that without hedonic benefit satisfaction of the product it may hard to lead the customers to the customer loyalty.

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The Effects of Regulatory Focus and Donees' Facial Expression on Intention of Doing a Charitable Deed (기부자의 조절초점과 기부수혜자의 표정제시방식이 기부의도에 미치는영향)

  • Park, Kikyoung;O, Min-Jeong;park, jong chul
    • (The) Korean Journal of Advertising
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    • v.28 no.2
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    • pp.7-25
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    • 2017
  • The previous studies regarding prosocial behavior have been researched based on donors' personal traits and the effects of donees emotions. However, studies in identifying the effects of regulatory focus as motivational traits and the emotions resulting from donees' expression on prosocial behaviors have not been researched as much thoroughly. Specifically, consumers with prevention-focus perceive fit as the goal attainability process by avoiding negative factors. Thus, it is expected that the intentions of doing a charitable deed greater will more increase when the donees look sad than when they look happy. On the other hand, consumers with promotion-focus perceive fit as the consequential benefits of goal attainability when they are in the condition of a positive emotion. As a result, the intention of doing a charitable deed is expected to be increased greater when the donees have happier faces than sad faces. According to the experimental results, consumers with prevention focus more intended to do a charitable deed when the donees' expression was presented with a sad expression by mediating sadness. On the contrary, consumers with promotion focus show higher intention of doing a charitable deed when the donees looked happier by mediating happy feelings. This study has a theoretical meaningfulness in respect to expanding previous research concerning regulatory focus into donation contexts. Furthermore, this study has practical implications by presenting the donation strategies on information presentations of donees.

The effects of consumers' regulatory focus on the relationship between visiting intention and VMD benefits (VMD혜택이 방문의도에 미치는 영향에 있어 소비자의 조절초점 역할 연구)

  • Suh, Yong-Han
    • Management & Information Systems Review
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    • v.33 no.1
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    • pp.263-278
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    • 2014
  • The purpose of our research was to understand the effect of consumers' regulatory focus (i.e., promotion focused vs. prevention focused) on their evaluation of clothing store's VMD and store visiting intention. The results showed that the hedonic and utilitarian benefits of store VMD have significantly a positive impact on visiting intentions. In addition, the relationship between perceived hedonic benefits and store visiting intention was significantly different for PO and PE groups; hedonic benefits explained significantly more of the variance in store visiting intention for promotion-focused group than prevention-focused group. Conversely, utilitarian benefits explained significantly more of the variance in store visiting intention for PE than PO group. These results supported both hypotheses and showed that consumers with a promotion focus have stronger visiting intention toward the VMD with hedonic benefits compared with VMD with utilitarian benefits. Conversely, consumers with a prevention focus have stronger visiting intention toward the VMD with utilitarian benefits compared with VMD with hedonic benefits.

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The Influence of Omni-channel Propensity and Regulatory Focus on Consideration Set Formation (옴니채널 성향, 조절초점과 고려상표군 형성에 관한 연구)

  • HAN, Sang-Seol
    • The Journal of Industrial Distribution & Business
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    • v.10 no.5
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    • pp.49-58
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    • 2019
  • Purpose - Consumer behaviors or decision-making process has been changing recently as the consumer environment, including mobile everyday life, has changed. In view of this changing consumer smart environment, this study aims to investigate structural relation about the influence omni-channel propensity and regulatory focus on consideration set formation. Research design, data, and methodology - In order to proceed with this study, we review previous studies and setting hypotheses. The hypothesis was verified through a survey that was conducted for university students with experience in purchasing in less than three months. With reference to previous studies, operational definition was made for the questionnaire design. From 2018 Nov. to 2019 Feb. Survey was conducted on the panel consumers who purchase item within that period. 315 collected survey data were used to verify hypotheses except the data that had incorrect values. This data were used for SPSS/AMOS for confirm hypothesis which developed by researcher. Results - The results of this study are as follows. First, Consumers were considering a more heterogeneous alternatives if they were more omni-channel propensity in the process of forming consideration set. Second, Consumers were more conscious of the price if they were more omni-channel propensity Third, Consumers were considering a more newness alternatives if they were more omni-channel propensity in the process of forming consideration set. Meanwhile, The results of the study on regulatory focus and consideration set relationships are as follows. Consumers were considering a more heterogeneous alternatives if they were more promotion focus tendency in the process of forming consideration set. Second, Prevention focus tendency were more conscious of the price in the process of considering alternatives. Third, Consumers were considering a more newness alternatives if they were more promotion focus tendency. Conclusions - Depending on the changing consumer environment, the omni-channel propensity was shown to influence the formation of the consideration set. Also, Regulatory focus of consumers significantly influence to formation of consideration set. this study also contributes to the development of the theory as well as the practical approach with understanding consumer decision process on smart(mobile) environment.

The Effect of Patient's Psychological Distress on Social Support in Physical Therapists : Focused on patient's regulatory focus (물리치료사의 사회적 지지가 환자의 심리적 디스트레스에 미치는 영향 : 환자의 조절초점을 중심으로)

  • Kim, Cheol-Yong
    • Journal of the Korean Society of Physical Medicine
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    • v.6 no.3
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    • pp.331-339
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    • 2011
  • Purpose : The purpose of this study is to examine the impact of patient's psycological distress on social support in the view of patient's regulatory focus. Methods : For this study 300 questionnaires were distributed to medical institution, Busan from July 19 through August 4, 2010. The contents item divided the general characteristics, social support, psychological distress, and regulatory focus. The collected data were analyzed by t-test and multi-regression analysis. Results : The results show that patient's psychological distress is significantly influenced by physical therapist's emotional support and informational support. Also, there were difference with the effect of psychological distress on social supports in the physical therapists according to patient's regulatory focus. Conclusion : The instrumental support is more important to patient with promotion-focus than patient with prevention-focus. The implication of this research confirmed that physical therapist's social support plays important role in decreasing patient's psychological distress.

A Study on Awareness of the Revitalization of Tourism Promotionality through Focus Group Interview : Focus on the Gyeongsangbuk-do Area (관광 홍보관 활성화에 관한 인식 : 경상북도 지역 중심으로)

  • Nam, Tae-Suk;Hur, Jong-Guk
    • Journal of Korea Entertainment Industry Association
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    • v.13 no.6
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    • pp.1-14
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    • 2019
  • This study explored ways to activate tourism promotion centers located in 23 regions of Gyeongsangbuk-do and carried out qualitative research through FGI(Focus Group Interview) to the heads of tourism promotion agencies, public officials, and professors. The FGI(Focus Group Interview) analysis results discussed the problems of tourism promotion and information center facilities recognized by stakeholders in Gyeongsangbuk-do and service improvement cooperation. At a time when the importance of the tourism industry is being emphasized, it is time to expand and improve the facilities of the tourism promotion center as a tourism information facility for Koreans and foreigners. Gyeongsangbuk-do Province has a natural environment and unique tourism resources that can become a tourist attraction in South Korea. In particular, four topics were drawn: providing satisfaction with visitors linked to regional economic revitalization cooperation and tourism guidance, and measures to boost revenue generation at public relations centers and information centers in Gyeongsangbuk-do.

The Effect of Art Infusion Interactive and Print Advertising on the Memory and Attitude According to the Reguratory Focus (명화차용 인터랙티브 광고와 인쇄광고가 개인의 조절초점 성향에 따른 기억과 태도에 미치는 영향)

  • Km, Min-Kwan;Han, Kwang-Seok
    • Journal of Digital Convergence
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    • v.16 no.5
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    • pp.455-461
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    • 2018
  • This study empirically examines the differences in advertising-related memory and product-related memory effects and ad attitudes between art infusion(interactive/ print advertising) and reguratory focus (promotion focus / prevention focus). Two - way MANOVA analysis was used for the factor analysis. The advertising experiment for renowned artists manipulated the 'self portrait' of 'Vincent Van Gogh'. The results of this study are as follows: First, promotion - focused consumers remember interactive advertising more than advertising printed advertisements in advertisements for advertising on publicity. Second, the consumers who focus on preventive focus tend to recall the information related to the product rather than the interactive advertisement.

Effect of Self-Regulatory Focus on Purchase Intentions of Foreign-owned Perceived Local Brands

  • Xi LIU
    • The Journal of Industrial Distribution & Business
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    • v.14 no.4
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    • pp.1-10
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    • 2023
  • Purpose: This paper aims to investigate how self-regulatory focus (SRF) influences the relationship between perceived brand localness (PBL) and purchase intentions (PI). This research adopted both domestic and foreign-owned brands to examine the moderating effect of self-regulatory orientations and product types respectively to exclude the interference of brand origin. Research design, data, and methodology: This study surveyed Chinese consumers and collected data using social media applications. ANOVA analysis and PROCESS modeling were adopted to complete the empirical analysis. Results: This research demonstrates that brand origin does not inhibit the positive impact of PBL on purchase intentions regardless of whether it originates from mainland China or not. Study 1 proved that the effect of PBL on PI is more convincing among consumers with promotion focus orientations. In study 2, higher purchase intentions were found for hedonic perceived local brands among promotion-focused consumers while significant preferences were found for utilitarian perceived local brands among prevention-focused consumers. Conclusions: This research complements the literature about the potential psychological factors influencing PBL and contributes to marketers in developing effective marketing strategies and appropriate positioning decisions. Overall, this study has important theoretical and managerial contributions to international marketing, particularly in the context of the current recession.

Development of a Dan J eon Breathing Model for Health Promotion in Middle-aged Women (중년여성의 건강증진을 위한 단전호흡 모형 개발)

  • Kim Kyung-Won
    • Journal of Korean Academy of Nursing
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    • v.35 no.3
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    • pp.565-574
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    • 2005
  • Purpose: The purpose of this study was to develop a Dan Jeon Breathing Model and to identify effects of the developed Dan Jeon Breathing Model for maintenance and promotion of health and improvement of health problems in middle-aged women. Method: This study was constructed with two procedures. The first procedure was to develop appropriate movements for middle-aged women, performing a focus group discussion and developing a Dan Jeon Breathing Model in qualitative research. The collected data from focus group discussions was categorized for fitting movements. The second procedure was to verify and conclude a Hypothetic Dan Jeon Breathing Model through a quasi-experimental nonequivalent control group pre-post test design. Result: The developed Dan Jeon Breathing Model was composed of 28 preparation movements to accept Ki comfortably, 10 breathing movements to accumulate Ki for activation of metabolic function in organs and 14 finishing movements to transmit activated Ki to organs. It took 40 minutes to do them. In the Second procedure, the score of physical health (t=4.205, p=.000), psycho-social health(t=3.292, p=.002) and physical strength of the experimental group(t=5.905, p=.000) was higher than that of the control group. Conclusion: The Dan Jeon Breathing Model developed in this study is the correct health promotion model for middle-aged women, their demand, developmental traits and health problems.