Do Affective Variables Make a Difference in Consumers Behavior Toward Mobile Advertising?

Comparison of Spa Choice between Wellness Tourists and Healthcare/Medical Tourists

Spa tourism is considered one of the most important segments of the $639 billion wellness market. The literature refers to two types of spa tourists: wellness tourists and healthcare/medical tourists. However, virtually no studies have compared spa choice models between these two segments. The present study uses the Cognitive-Affective-Normative (CAN) model to compare the variables that explain purchase intention in relation to spas between the two segments. Data were collected through a questionnaire administered to a sample of 810 potential Spanish spa-goers, and consistent partial least squares (PLSc) structural equation modeling (SEM) was used. Contrary to what might be expected, no major differences were found between the spa choice models for wellness tourists and for healthcare/medical tourists. The results show that R2 and Q2 were similar for both models. The most influential variable was performance expectancy, and differences were only found in the influence of the pleasure variable.

Future-Oriented Happiness: Its Nature and Role in Consumer Decision-Making for New Products

Cognitive evaluations only partially explain the consumer purchasing patterns, especially when consumers approach a product for the first time. In such an encounter, consumers anticipate the emotions they might experience as a result of their decision, as they cannot realistically evaluate product performances. The work investigates the nature and the influence of these future-oriented emotions, namely anticipated and anticipatory happiness, in the first encounter with new products. Through a first laboratory study, adopting both physiological (micro-facial expressions analysis) and self-reported measures, we confirm the distinction between anticipated and anticipatory happiness. We further show the differential impact of these two emotional constructs on the consumer decision-making process by grounding on the Theory of Planned Behavior (TPB). Through a second study, based on a questionnaire, we further investigate the role of anticipated happiness within the TPB. We show that anticipated happiness is a pervasive emotional construct that influences all stages of the intention formation process. We discuss how these findings enrich existing knowledge on the interplay between cognitive and affective components of the decision-making process for new products. Moreover, we offer a methodological contribution to the use of physiological methods to assess emotions.

Consumers' Motivational Involvement in eWOM for Information Adoption: The Mediating Role of Organizational Motives

E-commerce offers an opportunity on web renounced in internet marketing, and the consumers’ communication behavior has changed, which has taken the place of word of mouth (WOM). This study investigated consumers’ motivational involvement in electronic word of mouth for online information adoption mediated by writers, motivations. Using a sample of 390 active Chinese internet users, it revealed that social tie and perceived risk are essential factors that influence consumers’ behavior, occur unpleasant consequences, and the possibility of uncertainties during the decision making process. Online retailers should emphasize perceived risk mitigation enable to provide a quick response on the websites. Practitioners need to understand consumer behavior in the online shopping system for the expansion of the online marketplace to product varieties, online advertising, retail strategies, and market segmentation. Organizations should train their service provides to timely response, concentrate on monitoring the aspects of consumers’ reviews, on creating choices among groups and individuals, which can improve the organization’s business performance.