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- All Subjects: Marketing
- Creators: Park, Sungho
- Creators: Andereck, Kathleen
- Member of: ASU Electronic Theses and Dissertations
Description
Identifying factors associated with service infusion success has become an important issue in theory and practice, as manufacturers turn to services to advance performance. The goals of this dissertation are to identify the key factors associated with service infusion success and develop an integrative framework and associated research propositions to isolate the underlying determinants of successful hybrid solution strategies for business customers. This dissertation is comprised of two phases. The first phase taps into the experience and learning gained by executives from Fortune-100 manufacturing firms who are managing the transition from goods to hybrid offerings for their customers. A discovery-oriented, theory-in-use approach is adopted to glean insights concerning the factors that facilitate and hinder those service transition strategies. Twenty-eight interviews were conducted with key executives, transcripts were analyzed and key themes were identified with special attention directed to the particular capabilities that managers consider crucial for successful service-growth strategies. One such capability centers on the ability of a firm to successfully transfer newly-developed hybrid solutions from one customer engagement to another. Building on this foundation, phase two involves a case study that provides an in-depth examination of the hybrid offering replication process in a business-to-business firm attempting to replicate four strategic hybrid offerings. Emergent themes, based on 13 manager interviews, reveal factors that promote or impede successful hybrid offering transfer. Among the factors that underlie successful hybrid offering transfers across customer engagements are close customer relationships, a clear value proposition embraced by organizational numbers, an accurate forecast of market potential, and collaborative working relationships across units. The findings from the field studies provided a catalyst for a deeper examination of existing literature and formed the building blocks for the conceptual model and several key research propositions related to the successful transfer of hybrid offerings. The model isolates five sets of factors that influence the hybrid offering transfer process, including the characteristics of (1) the source project team, (2) the seeking project team, (3) the hybrid offering, (4) the relationship exchange, and (5) the customer. The conceptualization isolates the critical role that the customer assumes in service infusion strategy implementation.
ContributorsSalas, Jim (Author) / Walker, Beth (Thesis advisor) / Hutt, Michael D. (Thesis advisor) / Park, Sungho (Committee member) / Ulaga, Wolfgang (Committee member) / Arizona State University (Publisher)
Created2013
Description
This study investigates how well prominent behavioral theories from social psychology explain green purchasing behavior (GPB). I assess three prominent theories in terms of their suitability for GPB research, their attractiveness to GPB empiricists, and the strength of their empirical evidence when applied to GPB. First, a qualitative assessment of the Theory of Planned Behavior (TPB), Norm Activation Theory (NAT), and Value-Belief-Norm Theory (VBN) is conducted to evaluate a) how well the phenomenon and concepts in each theory match the characteristics of pro-environmental behavior and b) how well the assumptions made in each theory match common assumptions made in purchasing theory. Second, a quantitative assessment of these three theories is conducted in which r2 values and methodological parameters (e.g., sample size) are collected from a sample of 21 empirical studies on GPB to evaluate the accuracy and generalize-ability of empirical evidence. In the qualitative assessment, the results show each theory has its advantages and disadvantages. The results also provide a theoretically-grounded roadmap for modifying each theory to be more suitable for GPB research. In the quantitative assessment, the TPB outperforms the other two theories in every aspect taken into consideration. It proves to 1) create the most accurate models 2) be supported by the most generalize-able empirical evidence and 3) be the most attractive theory to empiricists. Although the TPB establishes itself as the best foundational theory for an empiricist to start from, it's clear that a more comprehensive model is needed to achieve consistent results and improve our understanding of GPB. NAT and the Theory of Interpersonal Behavior (TIB) offer pathways to extend the TPB. The TIB seems particularly apt for this endeavor, while VBN does not appear to have much to offer. Overall, the TPB has already proven to hold a relatively high predictive value. But with the state of ecosystem services continuing to decline on a global scale, it's important for models of GPB to become more accurate and reliable. Better models have the capacity to help marketing professionals, product developers, and policy makers develop strategies for encouraging consumers to buy green products.
ContributorsRedd, Thomas Christopher (Author) / Dooley, Kevin (Thesis advisor) / Basile, George (Committee member) / Darnall, Nicole (Committee member) / Arizona State University (Publisher)
Created2012
Description
Consumers search before making virtually any purchase. The notion that consumers engage in costly search is well-understood to have deep implications for market performance. However to date, no theoretical model allows for the observation that consumers often purchase more than a single product in an individual shopping occasion. Clothing, food, books, and music are but four important examples of goods that are purchased many items at a time. I develop a modeling approach that accounts for multi-purchase occasions in a structural way. My model shows that as preference for variety increases, so does the size of the consideration set. Search models that ignore preference for variety are, therefore, likely to under-predict the number of products searched. It is generally thought that lower search costs increase retail competition which pushes prices and assortments down. However, I show that there is an optimal number of products to offer depending on the intensity of consumer search costs. Consumers with high search costs prefer to shop at a store with a large assortment of goods and purchase multiple products, even if the prices that firm charges is higher than competing firms' prices. On the other hand, consumers with low search costs tend to purchase fewer goods and shop at the stores that have lower prices, as long as the store has a reasonable assortment offering. The implications for market performance are dramatic and pervasive. In particular, the misspecification of demand model in which search is important and/or multiple discreteness is observed will produce biased parameter estimates leading to erroneous managerial conclusions.
ContributorsAllender, William Jacob (Author) / Richards, Timothy J. (Thesis advisor) / Park, Sungho (Committee member) / Hamilton, Stephen (Committee member) / Arizona State University (Publisher)
Created2013
Description
Since the pandemic accelerated the penetration of AI-based autonomous service robots (ASRs) in hospitality and tourism, people are more likely to experience these service innovations, which raises critical ethical concerns from consumers’ perspectives. This dissertation focuses on the ethics of ASRs in hospitality and aims to 1) explore consumers’ ethical perceptions of ASRs, 2) investigate factors that can affect consumers’ intention to adopt ASRs in a post-pandemic context, and 3) examine how initial trust can mediate the relationship between consumers’ ethical perceptions and facilitate the intention to adopt ASRs. This dissertation conducted two studies using the exploratory mixed methods approach to achieve these goals. Study one explored the consumers’ ethical perceptions of ASRs, driven by various ethical theories, such as teleology and deontology. Using triangulation methodology, data collection proceeded through semi-structured interviews, focus groups, and on-site interviews. The findings revealed eight themes of consumers’ perceived ethical issues of ASRs. These themes were categorized into two dimensions: ethical issues that arise during interactions and ethical issues that are inherent to the characteristics of ASRs. Therefore, a total of 16 ethical issues were identified. Study two further developed measurements of consumers’ perceived ethical issues of ASRs by conducting two rounds of online surveys. A second-order model based on Technology Acceptance Model and Initial Trust Model was built to understand better the relationship between consumers’ ethical perceptions and their intention to adopt ASRs. By utilizing second-order confirmatory factor analysis and partial least square structural equation modeling, the main results demonstrated the relationships between the two dimensions of consumers’ perceived ethical issues, perceived usefulness, perceived ease of use, initial trust, and behavioral intention. Furthermore, initial trust significantly mediated the relationship between consumers’ ethical perceptions and behavioral intention, while personal innovativeness moderated the relationship between initial trust and behavioral intention. This study is the first to empirically explore, measure, and validate a framework regarding consumers’ ethical perceptions of ASRs in hospitality. The findings contribute to the literature on ethics studies in business and information technology and provide valuable implications for managers in tourism and hospitality, policymakers, and those implementing ASRs in broader service contexts.
ContributorsLin, Boyu (Author) / Lee, Woojin (Thesis advisor) / Andereck, Kathleen (Committee member) / Wise, Nicholas (Committee member) / Choi, Hwan-Suk (Committee member) / Arizona State University (Publisher)
Created2023
Description
My research investigates how tech businesses alter society by engaging with their consumers in online and mobile spaces. In the first chapter, I examine the effect of a user deterrence policy - a policy that adds friction to information sharing and promotion to curb malicious activities of abnormal users - on regular users in an online platform. According to a quasi-experiment on an online news site, the deterrence policy increases regular users’ feedback activities by 0.11 percent by upvoting or downvoting others’ comments. To examine the underlying rationale for effect, I use the rational voting decisions framework and find that the deterrent policy enhances the subjective likelihood of affecting the popularity of comments among regular users by casting a decisive vote, due to the expected drop in abnormal user activity. Additionally, I observe that the deterrence policy strongly affects active users and political extremes. As disinformation poses a substantial threat to the sustainability of online platforms, this study provides valuable insights for businesses and policymakers as they assess the consequences of abnormal user deterrence policies. In the second chapter, I develop a conceptual model that shows how the efficacy of artificial intelligence positively affects firm performance, which is mediated by improved distributive equity. Using a dataset of 45 million users from 35 countries across 5 continents collected from a global artificial intelligence-powered education app, I find strong support for distributive equity as a mediator between the perceived efficacy of artificial intelligence and firm performance. I also find that the mediating effect of distributive equity is more pronounced in severe environmental conditions regarding political regimes, economic development, socio-cultural aspect, and technological resources, hence aiding in the actualization of artificial intelligence in such contexts. This research contributes to the growing popularity of the blended value proposition, such as the simultaneous pursuit of financial and social interests, by expanding a business model from a bottom line to a double bottom line approach. I discuss how this study extends the literature and provides managerial implications of artificial intelligence firms for global expansion, recruitment, and an inclusive information system.
ContributorsJeong, Dahae (Author) / Han, Sang Pil (Thesis advisor) / Lee, Sanghak (Thesis advisor) / Park, Sungho (Committee member) / Arizona State University (Publisher)
Created2023
Description
In two independent and thematically connected chapters, I investigate consumers' willingness to pay a price premium in response to product development that entails prosocial attributes (PATs), those that allude to the reduction of negative externalities to benefit society, and to an innovative participatory pricing design called 'Pay-What-You-Want' (PWYW) pricing, a mechanism that relinquishes the determination of payments in exchange for private goods to the consumers themselves partly relying on their prosocial preferences to drive positive payments. First, I propose a novel statistical approach built on the choice based contingent valuation technique to estimate incremental willingness to pay (IWTP) for PATs that accounts for consumer heterogeneity, dependence in the decision making processes, and incentive compatibility. I validate the approach by estimating IWTP for a variety of PATs and contrast the theoretical and managerial benefits of using the proposed approach over extant techniques used in the literature for this purpose. Second, I propose a general and flexible statistical modeling framework for estimating PWYW payments that exceed zero. It relies on the joint estimation of three types of consumer decision processes namely, the consumer propensity to default to an explicit price recommendation, the propensity to pay a least legitimate price, and the payment of a freely-chosen non-zero payment. Of particular interest is the model's ability to account for a wide variety of design constraints such as the setting of price bounds, explicit price recommendations, and the provision of a menu of discrete prices to choose from. I validate the approach by estimating PWYW payments for a variety of products such as music licenses, snacks, and sports tickets. I specifically examine and report the differential impact of three managerially controllable variables namely, 'payment anonymity', 'information on payment recipients' and 'information of product value/quality'.
ContributorsChristopher, Ranjit M (Author) / Wiles, Michael (Thesis advisor) / Ketcham, Jonathan (Committee member) / Park, Sungho (Committee member) / Arizona State University (Publisher)
Created2016
Description
It is well understood that decisions made under uncertainty differ from those made without risk in important and significant ways. Yet, there is very little research into how uncertainty manifests itself in the most ubiquitous of decision-making environments: Consumers' day-to-day decisions over where to shop, and what to buy for their daily grocery needs. Facing a choice between stores that either offer relatively stable "everyday low prices" (EDLP) or variable prices that reflect aggressive promotion strategies (HILO), consumers have to choose stores under price-uncertainty. I find that consumers' attitudes toward risk are critically important in determining store-choice, and that heterogeneity in risk attitudes explains the co-existence of EDLP and HILO stores - an equilibrium that was previously explained in somewhat unsatisfying ways. After choosing a store, consumers face another source of risk. While knowing the quality or taste of established brands, consumers have very little information about new products. Consequently, consumers tend to choose smaller package sizes for new products, which limits their exposure to the risk that the product does not meet their prior expectations. While the observation that consumers purchase small amounts of new products is not new, I show how this practice is fully consistent with optimal purchase decision-making by utility-maximizing consumers. I then use this insight to explain how manufacturers of consumer packaged goods (CPGs) respond to higher production costs. Because consumers base their purchase decisions in part on package size, manufacturers can use package size as a competitive tool in order to raise margins in the face of higher production costs. While others have argued that manufacturers reduce package sizes as a means of raising unit-prices (prices per unit of volume) in a hidden way, I show that the more important effect is a competitive one: Changes in package size can soften price competition, so manufacturers need not rely on fooling consumers in order to pass-through cost increases through changes in package size. The broader implications of consumer behavior under risk are dramatic. First, risk perceptions affect consumers' store choice and product choice patterns in ways that can be exploited by both retailers and manufacturers. Second, strategic considerations prevent manufacturers from manipulating package size in ways that seem designed to trick consumers. Third, many services are also offered as packages, and also involve uncertainty, so the effects identified here are likely to be pervasive throughout the consumer economy.
ContributorsYonezawa, Koichi (Author) / Richards, Timothy J. (Thesis advisor) / Grebitus, Carola (Committee member) / Park, Sungho (Committee member) / Arizona State University (Publisher)
Created2014
Description
Destination image has been explored by studying various aspects of the process of forming a perception about an area and choosing to visit or not. This study uses a variety of theories from previous research which has focused on subsets of factors which influence the overall process to create a model to organize the perception formation and decision making progress into one continuous and interrelated progression. Online questionnaires using Likert scale statements and questions were distributed to participants through Facebook in order to measure and test the model. A total of 266 questionnaires were completed and analyzed using t test, ANOVA, regression, factor analysis, and cluster analysis. The original model from the beginning of the study transformed with the removal of some variables and the alteration of others. The factors that were shown to influence perception of the destination were tourist type and knowledge of the country. Tourists who were more likely to seek new environments and had a higher level of knowledge of the country used in the marketing video had a better perception of the destination before and after the video. Obstacles for deciding to visit the destination were found to be long distances traveling and substitution of alternative destinations. The results show that marketing videos do create a positive change in the perception of the destination, but this alone is not likely enough to influence the decision to visit the destination. Marketing agencies should consider more ways of informing consumers of the destination in addition to commercials so that overall knowledge of the area can be improved. In addition, marketing agencies should target consumers that are interested in visiting new environments by using travel magazine subscriptions, international airline agencies and hotels, and social media groups.
ContributorsHugo, Nichole (Author) / Nyaupane, Gyan (Thesis advisor) / Andereck, Kathleen (Committee member) / Buzinde, Christine (Committee member) / Harrill, Rich (Committee member) / Arizona State University (Publisher)
Created2014
Description
Mobile applications (Apps) markets with App stores have introduced a new approach to define and sell software applications with access to a large body of heterogeneous consumer population. Several distinctive features of mobile App store markets including – (a) highly heterogeneous consumer preferences and values, (b) high consumer cognitive burden of searching a large selection of similar Apps, and (c) continuously updateable product features and price – present a unique opportunity for IS researchers to investigate theoretically motivated research questions in this area. The aim of this dissertation research is to investigate the key determinants of mobile Apps success in App store markets. The dissertation is organized into three distinct and related studies. First, using the key tenets of product portfolio management theory and theory of economies of scope, this study empirically investigates how sellers’ App portfolio strategies are associated with sales performance over time. Second, the sale performance impacts of App product cues, generated from App product descriptions and offered from market formats, are examined using the theories of market signaling and cue utilization. Third, the role of App updates in stimulating consumer demands in the presence of strong ranking effects is appraised. The findings of this dissertation work highlight the impacts of sellers’ App assortment, strategic product description formulation, and long-term App management with price/feature updates on success in App market. The dissertation studies make key contributions to the IS literature by highlighting three key managerially and theoretically important findings related to mobile Apps: (1) diversification across selling categories is a key driver of high survival probability in the top charts, (2) product cues strategically presented in the descriptions have complementary relationships with market cues in influencing App sales, and (3) continuous quality improvements have long-term effects on App success in the presence of strong ranking effects.
ContributorsLee, Gun Woong (Author) / Santanam, Raghu (Thesis advisor) / Gu, Bin (Committee member) / Park, Sungho (Committee member) / Arizona State University (Publisher)
Created2015
Description
Branding and brand management have been top management priorities in the hotel industry. Some researchers have concluded that strong branding would be an efficient way for hotels and hotel chains to differentiate themselves from each other. Recent studies have focused on the establishment of a brand equity model and the relevant causal relationships of the model. Most of these studies have used types of desirability scales examining the importance of individual factors in measuring brand equity. However, they ignore the trade-offs that affect and characterize choice. Particularly, the personal decision process implied by the hierarchical brand equity model is absent. This study proposed two alternative measures of brand equity, analytic hierarchy process (AHP) and conjoint analysis (CA), to address these limitations. The AHP and the CA were compared using several validity measures to aid in selecting efficient methods. This study examined the validity of AHP and CA under two data collection methods applied to hotel branding: paper-based survey and online survey. Result showed that the AHP data collection methods were easier, as well as with respect to saving time and costs. Results also indicated that the AHP is equivalent to the CA with respect to predictive accuracy. Practical differences for hotel branding in attribute preferences were clearly observed between the AHP and the CA. The AHP results were consistent with previous studies by awarding high importance to perceived quality and brand loyalty and lower importance to brand awareness and brand image. Managerial implications were provided for results. In terms of practicality in data collection, the study results revealed that the data gathered online leads to a slightly lower internal and predictive validity. A limitation of this study was that the two methods were not perfectly comparable. Nevertheless, the validity of both AHP and CA seems satisfactory for both methods. The study results also offer useful perspectives to consider when choosing between the two methods, as well as between AHP and CA.
ContributorsLee, Seung-Hyun (Author) / Tyrrell, Timothy (Thesis advisor) / Uysal, Muzaffer (Committee member) / Andereck, Kathleen (Committee member) / Nyaupane, Gyan (Committee member) / Arizona State University (Publisher)
Created2014