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Despite the rise of digital, direct mailing as a marketing communication tool remains relevant and widely applied in practice. Nevertheless, research into the effectiveness of direct mailing in the online environment is scant. Key questions that remain entail how direct mails affect different online and offline consumer activity metrics throughout the purchase funnel and how they interact with digital marketing communication tools. The current paper, therefore, investigates these two questions by conducting two studies. First, we focus on the effect of direct mailing on zip-code level upper, middle, and lower funnel performance metrics over time by analyzing quasi-experimental data from a large European insurance firm. The results reveal that direct mailing significantly influences consumer activity metrics in the online channel (i.e., online search and clicking behavior), in support of cross-channel effects of direct mailing. Moreover, direct mailing is shown to be effective throughout the purchase funnel, both directly and indirectly, with a positive net sales effect. Second, we study the joint effect of direct mailing and display advertising by analyzing field experiment data from the same insurance firm. The results show positive synergy between direct mailing and display advertising. Therefore, despite the rise of digital, direct mailing still serves as an effective marketing tool, both by itself and in combination with digital marketing.

Desde la óptica del derecho administrativo se abordara concretamente la inclusión de las plataformas digitales en el Estado colombiano desde la óptica de los negocios virtuales en su extensión B2C, C2C, advirtiendo que las nuevas plataformas negóciales en la red, aplicaciones de entretenimiento, portales de negocios etc., han trascendido la óptica de ser simples ciberespacios de contenido, o de operaciones mercantiles y se han convertido en servicios públicos y su crecimiento exponencial compromete al estado a ser participe en su regulación para el correcto uso, y la protección que deriva de ella, es fundamental para el logro de los fines del mismo, de esta manera esta tesis de grado está orientada a demostrar la necesidad de regulación Publica de estas actividades y de las competencias públicas que se derivarían del control que debe tener el estado en estas actividades From the pointofviewofadministrative law, thein clusion of digital platforms in the ColombianStatewill be specificallyaddressedfromthepointofviewof virtual business in its B2C, C2C extension, warningthatthe new businessplatformsonthenetwork, entertainmentapplications, businessportals etc., have transcended theopticsofbeing simple cyberspacesofcontent, orcommercialoperations and havebecomepublicservices and theirexponentialgrowthcommitsthestateto be a participant in itsregulationforthecorrect use, and theprotectionthat derives fromit. , isessentialfortheachievementofitspurposes, in thiswaythisthesisisaimed at demonstratingtheneedforPublicregulationoftheseactivities and thepublicpowersthatwould derive fromthe control thatthestatemusthave in theseactivities. Magister en Derecho Administrativo Maestría

This study tests for the difference between Artificial General Intelligence (AGI) and Artificial Narrow Intelligence (ANI) virtual shopping assistants in terms of consumer's usage intention, when considering allowing the assistant to help them with purchasing a reference good.

PurposeDemand for fishery products rich in protein, vitamins, minerals and omega fatty acids has been increasing daily to meet the world population's increasing nutritional request, estimated to be 7.6 billion. Despite aquatic products' positive effects on human health, their consumption in Turkey has decreased over time and is currently lower than most countries with 6.3 kg per capita. The reason why fish consumption in Turkey is less than in other countries is the more preference for terrestrial production. Therefore, it was aimed to determine the consumption habits of consumers in Turkey's coastal region.Design/methodology/approachThis study was carried out between Feb–March 2018 to determine the consumption habits of aquatic products; 28 areas in the coastal regions of Turkey random were selected, 650 volunteer consumers were randomly selected to answer a set of 25 questions. The survey results were evaluated by Chi-square analysis.FindingsFrom the survey results, 81.4% of the respondents prefer to consume fish from the natural environment. Additionally, from the consumers, there was no statistical difference between natural (81.4%) and aquaculture (85.4%) fish taste (p = 0.05). It was found that 63% of the participants consumed fish meat once a week, with an average per capita consumption of 17.50 ± 2.34 and 10.50 ± 1.66 kg for fish and other seafood consumption, respectively. As a result, it was estimated that fish products were consumed at the desired level in the provinces examined. Accordingly, individuals need to be more conscious and encouraged to increase the consumption of seafood.Research limitations/implicationsBecause Turkey's seafood consumption is still held in coastal regions in this article are the limitations of this article results. In the future, the difference between inland and coastal regions for fish consumption needs to be explored further.Practical implicationsThe article says exports of fish / fisheries products have gradually decreased due to the global COVID-19 crisis, but producers / markets will have to target the domestic market more and sales with TL will come to the fore. As a result, it was estimated that fish products were consumed at the desired level in the studied provinces. Accordingly, it has been revealed that individuals should be more conscious and encouraged to increase their consumption of seafood.Social implicationsThrough this research, the consumption of fisheries consumption preferences of individuals in Turkey's coastal regions uncovered.Originality/valueOn the other hand, since Turkey's aquaculture and fisheries sector attaches great importance to foreign sales (exports), domestic consumption amounts are low, and the issue of increasing this is an issue that has remained in the background for the producer. However, during the COVID-19 pandemic period, it was well understood that the closing of the customs gates partially and/or completely and the export figures becoming scanty will cause the end of 2020 and 2021 to be more troublesome in this sense. Therefore, producers/markets will have to target the domestic market more, and sales with TL (Turkish Lira) will come to the fore, various campaigns and price reductions will be made during some special hours during the day in order to increase sales in domestic market.

The main purpose of this study is to determine the role of Kazakh women in the purchase processof white goods. We also aimed to reveal the role distribution inside the family. Moreover, we tried todetermine the demographic and socio-economic variables that affect the role of women in the decisionmakingprocess of purchase decisions. Because of the rapidly changing economic conditions and intensecompetitive environment in Kazakhstan requires businesses to carefully perform customer analyses fora more successful marketing. Therefore, this study investigates the role of women in the purchase processof white goods in northern Kazakhstan (North, South, East and West). For this, we conscripted 396Kazakh women living in Northern, Southern, Eastern and Western Kazakhstan and gave questionnairesto them. Primary data is collected via questionnaires using a proven scale and we used methods suchas Cronbach’s Alpha Coefficient, Confirmatory Factor Analysis (CFA), and Structural Equivalency Model(SEM) in order to evaluate the results. Key words: purchase, purchase process, purchase decisions, decision-making process, white goods,women’s role.

Due to the competitive Malaysian residential market with a large number of residential projects that offered almost similar features lead to difficulties of residential purchasing among homebuyers. These days, homebuyers are very selective, careful, and required more time in deciding due to the high numbers of abundant, and problem residential projects in Malaysia. As a result, a high number of unsold residential projects were reported. Therefore, understanding homebuyer criteria in a residential purchase is crucially important towards successful Malasia residential projects in the long term. This paper identifies and prioritizing homebuyers criteria in mainland Penang, Malaysia from user-generated data in online property forums. 6000 data was extracted through RapidMiner software. Once data were processes, statistic analysis is used to determined and prioritize the homebuyer's criteria. The classification of criteria is made by the real estate experts. The result of the study provides fresh insight into homebuyers' criteria. The findings should offer developers, government, potential homebuyers, and real estate agents a better understanding of homebuyers criteria in Penang, Malaysia.

The article deals with the problem of implementation of personalization in marketing communications based on empathy of brand consumers. The paper substantiates the significance of artificial intelligence in the collection and processing of a large amount of personal data of users of the online space. The article presents an analysis of the main scientific approaches of Russian and foreign authors specializing in the study of the emotional component in the construction of personalized online communications. The authors present the results of the comprehensive research of consumers’ attitude to the personalization of marketing communications based on the artificial intelligence capabilities. In the course of the study the authors consider the technologies of using artificial intelligence mechanisms in the construction of personal communications in the online environment. The article gives theoretical substantiation of the need to use the mechanism of empathy in the construction of personalized communication with consumers. The paper substantiates conclusions about the possibility to build empathic connection between brands and their consumers under the condition of activating the function of emotional contagion, the effectiveness of using the emotional state of consumers in the preparation of personalized offers. The study describes the specifics of using personalized marketing communications as a modern marketing tool, which is expressed in the impact on the identification of buyers at the subconscious level. The article presents the technologies of personalization through consumers’ attitudes towards personalized communications. The paper presents the results of an empirical study conducted by the authors of the article in the spring of 2020, aimed at determining the willingness of consumers to share information about their emotional states. The article makes the conclusions about the existence of consumers’ need for trusting relationship with brands based on the mechanism of empathy; about the possibility of increasing the effectiveness of personalized brand communications through the use of segmentation of consumers depending on their mood; about the benefits of using artificial intelligence technologies in marketing communications.

Research background: Currently the degradation of the environment which consumers contribute to is an important problem. Purchase behavior plays a key role as it is associated with the choice of products by consumers who are increasingly taking into account environmentally-friendly criteria. The effective implementation of marketing strategies that take into account the principles of sustainable development is possible under the condition of changes in the behavior of purchasers. Purpose: The purpose of this paper is to analyze the importance of environmentally-friendly attributes for product purchasers. Research methodology: The research was conducted among 650 Polish consumers. An online survey method was applied. Results: The study confirms that environmentally-friendly attributes do not play a primary role while choosing products. Hedonic, health and economic benefits take place before environmental benefits. For women, eco-friendly attributes were more important when choosing products, while men were more driven by economic and functional benefits. Young people are hedonists guided by taste and aesthetics, and they do not pay much attention to the environmentally-friendly attributes of products. In turn, older respondents are economical and pragmatic buyers for whom energy efficiency and product durability are of particular importance. Novelty: The research adds the value as for understanding the phenomenon of the green purchase gap, especially in developing countries where positive attitudes towards green products are not translated into real purchasing behavior. The research quotes some implication for marketing, especially for marketing communication strategies.

Amaç – Bu çalışmanın amacı, eczacıların satın alma kararına etki eden faktörlerin Analitik Hiyerarşi Prosesi (AHP) yöntemiyle önemlerine göre sıralanmasıdır. İlaç üreticisi firmalar satış hacimlerini artırabilmek için küresel boyutta yoğun bir rekabet içindedirler. Firmaların rekabet gücünü artırabilmesi için de dikkat etmesi gereken faktörler vardır. İlaç firmalarının birbirleriyle olan rekabetinde avantaj kazanmasını sağlayan temel faktörler kârlılık, promosyon, müşteri memnuniyeti ve orijinal ilaç ile jenerik ilaç arasındaki fiyat farkıdır. Bu faktörlerin ilaç firmalarının nihai alıcısı olan eczacıların satın almasını doğrudan etkilediği düşünülmektedir. Yöntem – Çalışmada AHP yöntemi ile analiz yapılmıştır. Çalışmanın amacı doğrultusunda Ankara Keçiören’de faaliyet gösteren 10 eczane sahibine anket aracılığıyla sorular sorulmuş ve veriler elde edilmiştir. Bulgular – Analiz sonucunda eczacıların satın alma kararına etki eden faktörlerin önemlerine göre sıralaması; müşteri memnuniyeti, kârlılık, promosyon ve orijinal ilaç ile jenerik ilaç arasındaki fiyat farkı olmuştur. Buna göre en önemli faktör müşteri memnuniyetidir. Tartışma – Araştırma kapsamında ele alınan eczacıların satın almada dikkate aldıkları faktörlerin ilaç firmaları tarafından da dikkate alınması, ilaç firmalarının eczanelere daha fazla ürün satabilmesine olanak sağlayabilecektir. Çalışmada elde edilen sıralama ilaç firmalarının pazarlama stratejisi geliştirmesine destek olabilir. Bu çalışmanın sektörde karar vermeye yetkili kurum ve kuruluşlar tarafından geliştirilmesi ulusal ilaç firmalarının gelişimine ve dolayısıyla ülke ekonomisine fayda sağlayabilir. Bunun yanı sıra bu çalışmada önemleri ortaya konan kriterlerin gelecek çalışmalarda ilaç firmalarının sıralanmasında kullanılabileceği düşünülmektedir. Purpose – The aim of this study is ranking of factors effecting the purchasing decision of pharmacists according to their importance by the Analytical Hierarchy Process (AHP) method. Drug producing companies are in a dense competition at global level in order to increase their sales volumes. In order to increase their competitiveness there are some factors the companies need to consider. The main factors providing for advantage in competition among drug companies are profitability, promotion, customer satisfaction and the price difference between original drug and generics. These factors effect directly the purchase of final purchasers of drug companies. Design/methodology/approach – In the study AHP method is used. For the purpose of the study, a survey has been conducted with 10 pharmacists in Ankara, Keçiören. Findings – As a result of the analysis the factors pharmacists take into consideration during purchase are respectively, customer satisfaction, profitability, promotion and price difference between original drug and generic drug. Accordingly the most important factor is customer satisfaction. Discussion – If pharmaceutical companies take into account the factors discussed in this study they can sell more products to pharmacies. The ranking obtained in this study can support pharmaceutical companies to develop marketing strategies. In addition it is thought that pharmaceutical companies can be ranked in future studies according the factors whose importance was revealed in this study.

RESUMO Objetivo: a urbanização e migração para os grandes centros tem provocado mudanças no comportamento dos consumidores de carnes, não somente no que se refere a escolha do produto, mas também, ao processo de compra. Neste sentido, fatores como proximidade, disponibilidade do produto, e preço são relacionados como fatores que definem compras. Na tentativa de ampliar o entendimento sobre o que os consumidores consideram importante, este trabalho objetiva analisar os principais fatores associados ao consumo das carnes bovina, suína e de frango no Distrito Federal, Brasil. Métodos: a pesquisa foi realizada em três redes distintas de hipermercados. Realizou-se uma avaliação socioeconômica dos entrevistados, seguida da aplicação de um Survey, através de sentenças afirmativas estruturadas, categorizadas em dimensões sociocultural, econômica, saúde/alimento e ambiente. As sentenças foram avaliadas através da Escala Likert de sete pontos. Os dados socioeconômicos dos entrevistados foram analisados por testes de Qui-quadrado e as respostas obtidas por meio da Escala Likert foram transformados em Mean Item Score (MIS). Resultados e Conclusões: os resultados indicaram que o controle de qualidade de exposição das carnes nos supermercados e a praticidade de encontrar o mesmo tipo de carne em vários locais são os principais influenciadores de tomada de decisão de compra pelos consumidores. ABSTRACT Objective: urbanization and migration to large centers has caused changes in the behavior of meat consumers, not only with regards to product choice based on product quality and safety, but also the purchasing process. In this sense, factors such as proximity, product availability, and price are also factors affecting the purchase choices. This work aims to analyze the main factors associated with the consumption of these meats in the Federal District, Brazil, in an attempt to broaden our understanding of what consumers consider important, and to provide guidance. Method: this research was carried out in three different hypermarket networks. A socioeconomic evaluation of the interviewees was carried out, followed by the application of a survey, through structured affirmative sentences that were categorized in sociocultural, economic, health/food and environmental dimensions. The sentences were evaluated using the seven-point Likert scale. Socioeconomic data pertaining the interviewees were analyzed by Chi-square tests and the responses obtained through the Likert scale were transformed into Mean Item Score (MIS). Results and Conclusions: the results indicate that the quality control of the meat exposed in supermarkets and the possibility of finding the same type of meat in several different places are the main factors influencing the purchasing decisions of consumers of these meats.

As the trend of privatizing agricultural advisory services grows in developing countries, the need for the systematic thinking in innovation development is of interest for private companies that are trying to introduce various technologies in the agriculture sector. We explored the factors that affect the purchasing and upscaling of the privatized agricultural advisory services. We used a mobile soil testing service offered by a private company in Kenya as a case study. Additionally, we conducted minor explorations in Ethiopia, Ghana, and Tanzania. Our study found out that, while the service with its financial arrangement seems to be accepted by farmers, the social organization of system institutions is complex because not only technical factors but also social factors influenced adoption of the service. The study is an exemplifying case of the relevance of modeling innovations as complex configurations in a dynamic system of diverse actors in a community.

The goal of the article is to describe factors influencing purchases of organic food by consumers in a selected area of the Czech Republic. We have researched and analysed reference books and studies focused on the topic to fulfil the goals of the article. Data acquired during a questionnaire survey with selected consumers was used as primary data. The impact of different factors on the purchase of organic food was researched based on an effect of demographic indicators. Hypotheses were stated to study relations among variables, and we examined the statistical importance and correlation of particular hypotheses. We used another statistical method – a decision tree – to seek connections between the variables. The results show that purchases of organic food are influenced by the price, the taste, the sense of health and the content. The connection between the researched factors and demographic indicators is usually low and statistically insignificant.

Manufacturers increasingly adopt health symbols, which translate overall product healthiness into a single symbol, to communicate about the overall healthiness of their grocery products. This study examines how the performance implications of adding a front-of-pack health symbol to a product vary across products. We study the sales impact of a government-supported health symbol program in 29 packaged categories, using over four years of scanner data. The results indicate that health symbols are most impactful when they positively disconfirm pre-existing beliefs that a product is not among the healthiest products within the category. More specifically, we find that health symbols are more effective for (i) products with a front-of-pack taste claim, (ii) lower priced products, and (iii) private label products. Furthermore, these results are more pronounced in healthier categories than in unhealthier categories. Our findings imply that health symbols can help overcome lay beliefs among consumers regarding a product’s overall healthiness. As such, adding a health symbol provides easy-to-process information about product healthiness for the consumer and can increase product sales for the manufacturer. ispartof: Journal Of The Academy Of Marketing Science vol:50 issue:1 pages:108-130 status: published

The aim of this study is to explore how the impact of recommendations in social media on intention to purchase varies between generations Y and Z. The research focuses on two types of online recommendations, namely online reviews and opinion leaders’ recommendations, and e-WOM, which refers to recommendations made by followers. It also aims to examine which of the two types predominates among generations. Based on various studies, a theoretical research model was developed as well as quantitative and qualitative research was employed. The research findings supported the idea that social media recommendations have an influence on purchasing intentions of consumers, however, the main managerial applications of this study are connected with the differences among consumers. Online reviews had been an influential source of information for Generation Y; however, it is losing its influential power towards shaping purchasing intentions. E-WOM is still important, thus brands and retailers are advised to develop and maintain branded communities in social media, encourage their consumers to share feedback not only in social media, but also in rating websites, apps and services. Retailers are advised to segment their target audience very carefully, as differences in generations’ social media habits and information adoption exist.

Demand for high-quality shopping service has seen continuous growth in the recent years, allowing retail chains to achieve sustainable competitive advantage, increase number of loyal customers. This in-turn results in demand boosting and image of the firm. To analyze and achieve this emotional reactions of customers while shopping becomes important. The paper attempts to evaluate the effect of emotional fatigue on purchase process and uses neuromarketing tool – Galvanic skin reaction analysis to do so. Changes in the buyer emotional reaction of consumers was observed through more than 150 experiments at 15 different retailers. The results showed that retailer selection depended on emotional fatigue of the customer. Different types of retailers create different emotional fatigue which affects the footfall.

Background Inappropriate ways of health services purchasing for cancer patients can be challengeable and costly and seriously affect the access to health services and outcomes. This study aimed at Factors affecting health services strategic purchasing for breast cancer patients. Methods As a mixed study, this research was conducted in Iran in 2020. In the qualitative phase, 21 specialists and professionals in the field of health services purchasing were purposefully selected and interviewed. After data saturation, interviews were analyzed with the framework analysis and a structured questionnaire was made based on these analyses. 400 breast cancer patients were selected by randomized sampling and completed the questionnaire. Data were analyzed with SPSS23 in p Results The highest mean rate of the three main categories belonged to “insurance trusteeship” (4.71 ± .35), followed by “supply management” (4.48 ± .27) and “financial performance” (4.48 ± .37). There were significantly differences between the mean rates of the main categories and the cut-off point (p Conclusion Of main components in health services strategic purchasing for breast cancer patients, insurance trusteeship, supply management, and financial performance ranked first to third, respectively. Therefore, healthcare policy-makers should consider the placement of insurance trusteeship and coordinate between purchasers and providers for making reform in the health system.

The detection of a congenital heart defect at purchase is an important step in early detection from a clinical and legal standpoint. Indeed, some cardiac abnormalities may be corrected with surgery, and very often, treatment needs to be performed early before congestive heart failure or irreversible heart damage can occur. From a legal viewpoint, if the defect is revealed in a newly purchased puppy, the buyer may be required to return it and receive compensation. Puppies affected with congenital heart defects are likely to die prematurely, causing emotional suffering to the owner. Furthermore, by considering breed predisposition, early recognition allows breeders to avoid breeding from particular dogs with genetic defects and prevent the continuation of genetic defects in breeding lines. Given gaps in the literature about the recognition of murmurs in the puppy trade, the present article describes how to identify a heart murmur in a puppy during a pre-purchase examination and its significance from a clinical and legal viewpoint. In the canine population, the prevalence of cardiac defects ranges between 0.13 and 1.6%. Pulmonic stenosis is the most common defect found in puppies, followed by patent ductus arteriosus, subaortic stenosis, and ventricular septal defect. On the basis of the above considerations, the veterinarian should recognize and identify the murmur following a protocol for routine examination of puppies involved in trade.

Honey is considered the only food of animal origin that can be consumed without being processed. The literature presents several reasons associated with the consumption of honey, namely, it is a natural and healthy product; its dietary, nutritional and medicinal characteristics; the product quality; the region of origin; the information available on the product label, the brand's reputation; as well as, the variety, texture, taste, aroma, appearance, packaging and price. Thus, this research intends to identify determinant factors on which consumers base their purchasing decision. Therefore, a cross-sectional study was developed based on a non-probabilistic sample of 474 individuals, of whom 399 were honey consumers. Data collection took place from March to May 2016 and was based on a questionnaire [1], which was applied directly to consumers in the city of Bragança. Later, data was analysed with SPSS 23.0 software. The data analysis included a univariate descriptive analysis and a multivariate analysis that involved the estimation of a binary logistic regression in order to identify the determinant factors of honey purchase and consumption. The statistically significant parameters included taste, colour, origin and certification label, at a significance level of 1%. These characteristics explained 68.9% of the consumer's decision to purchase honey. It is noteworthy that the certification label was considered important by non-honey consumers, probably when they purchase the product to offer. While taste, colour and country of origin were important characteristics that honey consumers valued in the purchasing decision process. The article has been prepared with the support of (a) the Foundation for Science and Technology (FCT, Portugal) and the ERDF under the program PT2020 for financial support to CIMO (UID/AGR/00690/2019) and (b) CETRAD, funded UI & D by national funds through the Foundation for Science and Technology (FCT), under the project UID/SOC/04011/2019. info:eu-repo/semantics/publishedVersion

The proliferation of new touchpoints empowers today's customers to design their own journey from search to purchase. To address this new complexity, we segment customers by their use of specific touchpoints in the customer journey, investigate the association of several covariates with segment membership, consider the rise of mobile devices as potential "game changers" of existing segments, and explore how the relationships among product satisfaction, journey satisfaction, customer inspiration, and customer loyalty differ across segments. Based on anticipated utility theory and using latent class analyses on large-scale data from two samples of 2,443 and 2,649 journeys, we identify five time-consistent segments-store-focused shoppers, pragmatic online shoppers, extensive online shoppers, multiple touchpoint shoppers, and online-to-offline shoppers-that differ considerably in their touchpoint and mobile device usage, their segment-specific covariates, and their search and purchase patterns. The five segments remain unchanged in the two data sets even though the usage of mobile devices has increased substantially. Furthermore, we find that the relationships between various loyalty antecedents and customer loyalty differ between the segments. The insights from this paper help retailers develop segment-specific customer journey strategies. (C) 2019 Published by Elsevier Inc. on behalf of New York University.

Mobile phones have become a highly personal tool for individuals and have revolutionized many aspects of travellers’ lives. Indeed, mobile phones can be considered an integral part of travellers’ trip routines, thus engendering strong feelings of attachment to them. Following the stimulus–organism– response model, this paper analyses how certain stimuli (travellers’ addiction to their device, perceived control, perceived entertainment, and subjective norms) influence travellers’ mobile phone attachment (MPA) and intention to purchase travel using the device. The results of this model show the importance of personal and environmental factors in increasing MPA and reveal how this attachment positively influences intention toward mobile shopping for travel-related purchases. This work proposes a model in both the mobile and travel contexts with MPA as the central variable. As such, this paper contributes to the academic literature and yields several recommendations for business practice., Ministry of Economy and Competitiveness (ECO2017-82107-R).

E-commerce is the purchase and sale of goods and services over the Internet. It assumed that despite the ever-expanding online transaction, the retail shops would not disappear. Various surveys have shown that customers still prefer to shop in stores and the number of purchases is increasing. Currently, they mainly use combinations of ecommerce and retail stores. Before the final purchase in the store, customers prefer to find out all the necessary information via the Internet. In the case of online shopping, customers prefer to look at the product in a retail shop and then purchase it via e-shop. In this paper, we decided to verify my hypothesis. The article aimed to determine the impact of e-commerce on retail stores.

This paper empirically investigates and characterizes users of recorded music, both downloaders and purchasers. To this end we analyse the role of the variables defining the different segments of music users. In doing so, we have considered two main traits influencing the use of music. First, objective variables such as demographics, music consumption habits, music genres and technology. Second, subjective variables such as motives and attitudes towards piracy. Using data from a personal survey, subsequent latent class and fuzzy analyses show that while the former characteristics are relevant in those getting music for free from the Internet, the latter don´t pay any special part, contrary to what literature had suggested. Specifically, we find evidence of age, gender, technology, and genre of music confirming previous studies carried out on this topic before the existing gap in the literature. However, there is no evidence of these variables defining patterns of purchase behaviour.

To ensure the food industry continues to grow, it is vital to properly understand the factors that impact the purchasing of organic food. Research offers ambiguous findings about what drives consumers to decide to purchase food labeled as organic. This study advances the current theories on organic food-purchasing behavior, which overlook the importance of the two-way interaction of social norms and individual behavior, suggesting that the role of social norms may have been simplified. We suggest the causal processes associated with organic food decision-making involve the social feedback loop, a powerful force that takes the current state into the phase of transition. Positive feedback is key to maintaining and developing the sustainable behavior of the society, where an initial change in consumer behavior to purchase organic food is magnified when that change resounds through social norms. This is especially pronounced in Norway and Slovenia, where marketers can make more cost- and time-efficient use of persuasive messages and requests. In addition, we provide a comprehensive delineation of organic food purchase decision-making of close to 14,000 individuals from 15 countries that includes key psychosocial antecedents, along with Schwartz&rsquo, s values, attitudes, social norms, perceived behavioral control, and intentions. Using a mixed-methods approach (i.e., statistical matching, spatial econometrics, structural equation modeling), the present paper thus intends to add to the understanding of environmentally friendly purchase behavior beyond unidirectional and single-theory relationships.

In response to initial voices that put the customer experience (management) (CX(M)) movement into question, this article aims to introduce a formal nomenclature to push the CX(M) field toward a more mature state. First, drawing from an inductive analysis of 143 CX(M) papers, the authors identify 12 basic CX components that aggregate into three overarching building blocks—touchpoints (T, i.e., points of interaction between the customer and brand/firm), context (C, i.e., situationally available resources internal and/or external to the customer), and qualities (Q, i.e., attributes that reflect the nature of customer responses and reactions to interactions with the brand/firm). The TCQ nomenclature offers a language to make CX actionable, moving beyond the breadth of the current definition and frameworks by disentangling CX into small bite-sized chunks (i.e., the CX components) that any academic and practitioner, regardless of their discipline, may understand and use to discuss and manage CX. Second, using the TCQ nomenclature, the authors assess the current state of the CX(M) literature and identify mature (e.g., firm-controlled touchpoints and cognitive and emotional qualities associated with CX) and underdeveloped (e.g., nonfirm controlled touchpoints and the market and environmental context in which CX emerges) areas ripe for future research. In addition, they also provide a set of recommendations to strengthen the methodological rigor of the field. Third, the TCQ nomenclature may support managers in auditing their current CXM practices and/or serve as a basis for CX design and innovation.

The research aims to assess the emotional state of the consumer during the purchase process in the urban retail chains. Galvanic skin response (GSR) and heart beat per minute (BPM) are used to assess the effect of environment on emotional fatigue of the consumer during shopping. Stress index was used for evaluating the results of different shops visited by a consumer. The conceptual framework of emotional fatigue research has been presented. The method was also used to estimate the level of emotional fatigue of a consumer during his or her visit to any shop on each purchase stage. The results can improve the quality of trade services by creating more favorable environment for shopping, planning sales areas, shops, sales analysis, advertising campaigns, and analysis of customers’ behavior. Developing a method to process and assess a consumer’s emotional state in purchase elements extend the neuromarketing theory by including the real environment component in it.

While research has successfully linked social media to separate customer metrics, an in-depth conceptual and empirical understanding of how social media affects the stages of the marketing funnel is currently lacking. We draw on extant theories of consumer information processing and source credibility to conceptually link and contrast the relationships between firm generated content (FGC) dimensions of neutral valence, positive valence and vividness, user generated content (UGC) dimensions of volume and valence and the marketing funnel stages of awareness, consideration, purchase intent and satisfaction. Using daily aggregate brand-level data for 19 brands across seven industries, our analysis shows that UGC dimensions have a stronger relationship with awareness and satisfaction while FGC dimensions are more effective for consideration and purchase intent. Specifically, we observe that FGC vividness has the strongest relationship with consideration and purchase intent, while UGC valence dominates UGC volume for these stages. Our results also show that brands with higher corporate reputation have stronger relationships between dimensions of FGC and the marketing funnel stages. Findings by consumption category show that UGC and FGC dimensions have larger positive relationships with awareness for durables and non-durables, and with consideration, purchase intent, and satisfaction for services. Thus, overall, our study offers critical managerial insights into social media marketing regarding how to leverage both FGC and UGC in managing the marketing funnel and brand reputation. Refereed/Peer-reviewed

The growth of fraudulent pesticide trade has become a threat to farmers’ health, agrochemical businesses, and agricultural sustainability, as well as to the environment. However, assessment of the levels of farmers’ exposure to fraudulent pesticides in the literature is often limited. This paper conducted a quantitative study of farmers’ recognition and purchasing behaviors with regard to fraudulent pesticides in the Dakhalia governorate of Egypt. Using a structured questionnaire, data were collected by face-to-face interviews with 368 farmers in three districts of the governorate. The questionnaire included questions on socioeconomic characteristics, risk perception, recognition behavior, and purchasing behavior regarding fraudulent pesticides. The findings indicate that farmers perceived high risks to farmer health and crop yield (a score of 4 out of 5) and a moderate risk to the environment (3.5 out of 5) from fraudulent pesticides. Nonetheless, nearly three-fourths of the farmers had purchased fraudulent pesticides anyway. The statistical analysis suggests that farmers who resist purchasing fraudulent pesticides have higher education, longer experience in farming, and better recognition of fraudulent pesticides. To improve farmers’ ability to distinguish and avoid fraudulent pesticides, the paper recommends communication-related anti-counterfeiting measures such as awareness extension programs, as well as distribution measures in cooperation with other stakeholders.