This page has only limited features, please log in for full access.
This study investigated consumers' perceptions of green products derived from a circular economy production, by shedding light on the role of perceived social welfare. Furthermore, the paper considered two moderators: perceptual variables on green products and psychological variables on the environment. The analysis was performed in the aquaculture sector—specifically referring to Integrated Multi-Trophic Aquaculture (IMTA) production as a research setting. Respondents received a structured questionnaire containing scales that measured perceived social welfare, environmentalism, green product's perception (in terms of price, quality and usefulness), purchase intention, and word-of-mouth. The results revealed an inverse relationship between perceived social welfare and the behavioral variables. Consumers were more attracted to and focused on the green product's usefulness than its price and quality. Moreover, the study found that environmentalism (in terms of environmental concern and perceived consumer effectiveness) moderate the effect of perceived social welfare on dependent variables. By exploring the role of perceived social welfare as a regressor, this study improves our understanding of consumers' behavior toward green products.
Luigi Piper; Lucrezia Maria de Cosmo; Andrea Sestino; Adriana Giangrande; Loredana Stabili; Caterina Longo; Gianluigi Guido. Perceived social welfare as a driver of green products consumption: Evidences from an integrated multi-trophic aquaculture production. Current Research in Environmental Sustainability 2021, 3, 100081 .
AMA StyleLuigi Piper, Lucrezia Maria de Cosmo, Andrea Sestino, Adriana Giangrande, Loredana Stabili, Caterina Longo, Gianluigi Guido. Perceived social welfare as a driver of green products consumption: Evidences from an integrated multi-trophic aquaculture production. Current Research in Environmental Sustainability. 2021; 3 ():100081.
Chicago/Turabian StyleLuigi Piper; Lucrezia Maria de Cosmo; Andrea Sestino; Adriana Giangrande; Loredana Stabili; Caterina Longo; Gianluigi Guido. 2021. "Perceived social welfare as a driver of green products consumption: Evidences from an integrated multi-trophic aquaculture production." Current Research in Environmental Sustainability 3, no. : 100081.
The marketing literature suggests that consumers prefer simple messages; however, text clarity—i.e., the extent to which a message is communicated in plain and unambiguous language—has rarely been investigated in the context of health claims. Focusing on extra-virgin olive oil (EVOO), this commentary investigates how text clarity affects this product's perceived healthiness, and whether such a perception enhances consumers' intentions to purchase the product and share positive word-of-mouth about it. Furthermore, it investigates whether the degree of arousal—an emotional state of activation—elicited by health claims moderates the effect of perceived healthiness on consumers' intentions. An experiment with 80 participants examined their responses to the four EVOO health claims authorized by the European Union (EU). Participants' arousal was assessed through FaceReader™, while two moderated-mediation analyses assessed the aforementioned effects. Text clarity increased EVOO's perceived healthiness, which in turn enhanced participants' intentions. However, there was an interaction between EVOO's perceived healthiness and arousal, such that perceived healthiness increased participants' intentions when health claims elicited greater arousal. The study is the first to investigate the moderating role of arousal—using an innovative approach based on physiological measures—in the relationships between health claim clarity, perceived product healthiness, and consumers' intentions toward EVOO.
Marco Pichierri; Alessandro M. Peluso; Giovanni Pino; Gianluigi Guido. Health claims’ text clarity, perceived healthiness of extra-virgin olive oil, and arousal: An experiment using FaceReader. Trends in Food Science & Technology 2021, 1 .
AMA StyleMarco Pichierri, Alessandro M. Peluso, Giovanni Pino, Gianluigi Guido. Health claims’ text clarity, perceived healthiness of extra-virgin olive oil, and arousal: An experiment using FaceReader. Trends in Food Science & Technology. 2021; ():1.
Chicago/Turabian StyleMarco Pichierri; Alessandro M. Peluso; Giovanni Pino; Gianluigi Guido. 2021. "Health claims’ text clarity, perceived healthiness of extra-virgin olive oil, and arousal: An experiment using FaceReader." Trends in Food Science & Technology , no. : 1.
Purpose This study examines the effect of both objective knowledge (i.e., what arts audience members actually know about art) and subjective knowledge (i.e., what arts audiences members think they know about art) on their propensity for experience-sharing (i.e., the tendency to share art-related experiences with other individuals). In addition, the study examines the role of culture (i.e., whether arts audiences belong to an individualistic or collectivistic culture) on the above-mentioned relationship. Design/methodology/approach Data were gathered through a field survey at a large contemporary art museum in Italy, conducted via a structured questionnaire and analyzed using multiple regression analysis. Findings Results indicate that both subjective and objective knowledge positively affect arts audiences’ propensity for experience-sharing, such as talking to others about a visit to an art gallery. Moreover, such effects appear to vary depending on culture: objective knowledge seems to positively influence experience-sharing when audiences belong to collectivistic cultures, whereas subjective knowledge seems to positively influence experience-sharing when they belong to individualistic cultures. Practical implications The study’s findings could motivate arts managers to emphasize the implementation of international communication strategies aimed at reinforcing arts audiences’ subjective and objective knowledge since these variables are positively associated with their propensity for experience-sharing with others. Originality/value This is the first study to assess the effects of objective and subjective knowledge, alongside the cultural dimensions of individualism and collectivism, on arts audiences’ propensity for experience-sharing.
Verdiana Chieffi; Marco Pichierri; Alessandro M. Peluso; Cristiana Collu; Gianluigi Guido. The effect of knowledge type and culture on arts audiences’ propensity for experience-sharing. Arts and the Market 2021, ahead-of-p, 1 .
AMA StyleVerdiana Chieffi, Marco Pichierri, Alessandro M. Peluso, Cristiana Collu, Gianluigi Guido. The effect of knowledge type and culture on arts audiences’ propensity for experience-sharing. Arts and the Market. 2021; ahead-of-p (ahead-of-p):1.
Chicago/Turabian StyleVerdiana Chieffi; Marco Pichierri; Alessandro M. Peluso; Cristiana Collu; Gianluigi Guido. 2021. "The effect of knowledge type and culture on arts audiences’ propensity for experience-sharing." Arts and the Market ahead-of-p, no. ahead-of-p: 1.
Purpose The main purpose of this research is to evaluate Gluttony's role in consumers' compulsive buying behaviour. Specifically, the authors want to identify the main psychological antecedents of the construct (expressed with the Big Five) and the moderating effects of shopping motives (in the two dimensions hedonism and utilitarianism). Design/methodology/approach The hypotheses were tested by applying survey data from 335 participants to a mediation model with a moderator. Findings The results show that consciousness adversely affects gluttony, while neuroticism has a positive impact on it. Gluttony, in turn, mediates the relationship between these personality traits and compulsive buying behaviour. Finally, contrary to what might be expected, only utilitarianism accentuates the effect of gluttony on compulsive buying behaviour. Practical implications Using these results, managers and policymakers can create more effective strategies for their commercial or awareness initiatives. Originality/value This study clarifies the role of gluttony in consumer behaviour by identifying the underlying personality traits.
Luigi Piper; Andrea Sestino; Gianluigi Guido. Gluttony as predictor of compulsive buying behaviour. British Food Journal 2020, 123, 1345 -1361.
AMA StyleLuigi Piper, Andrea Sestino, Gianluigi Guido. Gluttony as predictor of compulsive buying behaviour. British Food Journal. 2020; 123 (4):1345-1361.
Chicago/Turabian StyleLuigi Piper; Andrea Sestino; Gianluigi Guido. 2020. "Gluttony as predictor of compulsive buying behaviour." British Food Journal 123, no. 4: 1345-1361.
The purpose of this paper is to investigate elderly choices and behaviors in financial services markets. A systematic review of a five-decade period (1970–2019) of academic research in the marketing field was carried out in order to identify elderly consumers’ decisions regarding financial asset management and legacy, highlighting the main findings of extant research and practical implications for marketers. Results shed light on financial asset management in terms of welfare, retirement planning, and investments for old age, as well as legacy practices in terms of special possessions, charities, and rites of passage. The study underlines the need to consider the heterogeneous nature of elderly consumers’ values and lifestyles in designing strategies for financial services and products, emphasizing that demographic differences alone are not adequate to effectively define market segments. Furthermore, the role of mixed marketing approaches considering elderly choices are discussed, together with implications for companies that want to target such consumer target.
Gianluigi Guido; Cesare Amatulli; Andrea Sestino. Elderly consumers and financial choices: A systematic review. Journal of Financial Services Marketing 2020, 25, 76 -85.
AMA StyleGianluigi Guido, Cesare Amatulli, Andrea Sestino. Elderly consumers and financial choices: A systematic review. Journal of Financial Services Marketing. 2020; 25 (3-4):76-85.
Chicago/Turabian StyleGianluigi Guido; Cesare Amatulli; Andrea Sestino. 2020. "Elderly consumers and financial choices: A systematic review." Journal of Financial Services Marketing 25, no. 3-4: 76-85.
Digitization blurs the lines between technology and management, facilitating new business models built upon the concepts, methods and tools of the digital environment. The purpose of this study is to investigate the role of the Internet of Things (IoT) and Big Data in terms of how businesses manage their digital transformation. The paper argues that the outbreak of IoT and Big Data has resulted in a mass of disorganized knowledge. In order to make sense of the noise, a literature review was carried out to examine the studies, published in the last decade (2008–2019), that analyzed both the Internet of Things and Big Data. The results show that IoT and Big Data are predominantly reengineering factors for business processes, products and services; however, a lack of widespread knowledge and adoption has led research to evolve into multiple, yet inconsistent paths. The study offers interesting implications for managers and marketers, highlighting how the digital transformation enabled by IoT and Big Data can positively impact many facets of business. By treating IoT and Big Data as faces of the same coin, this study also sheds light on current challenges and opportunities, with the hope of informing future research and practice.
Andrea Sestino; Maria Irene Prete; Luigi Piper; Gianluigi Guido. Internet of Things and Big Data as enablers for business digitalization strategies. Technovation 2020, 98, 102173 -102173.
AMA StyleAndrea Sestino, Maria Irene Prete, Luigi Piper, Gianluigi Guido. Internet of Things and Big Data as enablers for business digitalization strategies. Technovation. 2020; 98 ():102173-102173.
Chicago/Turabian StyleAndrea Sestino; Maria Irene Prete; Luigi Piper; Gianluigi Guido. 2020. "Internet of Things and Big Data as enablers for business digitalization strategies." Technovation 98, no. : 102173-102173.
Although extra-virgin olive oil is a primary component of the Mediterranean diet, there is a limited understanding about whether consumers might purchase this product out of its health properties. Furthermore, prior literature on the impact of health claims (i.e., statements about a food product’s positive effects on consumers’ health) on consumer behavior revealed mixed and contradictory results, thus casting doubt on their proper use and actual effectiveness. To contribute to this area of research, the present study focuses on extra-virgin olive oil and examines consumers’ different reactions, in terms of word-of-mouth and purchase intentions, to functional claims (i.e., those that revolve around the role of a nutrient in the development and preservation of human physiological functions) and risk-related claims (i.e., those that focus on a nutrient’s ability to reduce disease risks), by analyzing how health regulatory focus (i.e., individuals’ tendency to adopt either an “avoidance” or “approach” self-regulatory strategy for their health) moderates such reactions. An experimental study with a sample of 200 consumers tests two research hypotheses through two moderated mediation analyses. The results show that, compared to functional claims, risk-related claims significantly increase the perceived healthiness of extra-virgin olive oil. This effect is qualified by an interaction between claim type and health regulatory focus, which indicates that risk-related claims are more effective than functional claims only among prevention-focused individuals. Perceived product healthiness, in turn, increase the intention to both spread positive word of mouth and purchase the product. The study sheds light on how consumers might react to different health claims, thus providing insights for food companies and policymakers who want to develop marketing campaigns using claims that are effective at promoting extra-virgin olive oil.
Marco Pichierri; Giovanni Pino; Alessandro M. Peluso; Gianluigi Guido. The interplay between health claim type and individual regulatory focus in determining consumers’ intentions toward extra-virgin olive oil. Food Research International 2020, 136, 109467 .
AMA StyleMarco Pichierri, Giovanni Pino, Alessandro M. Peluso, Gianluigi Guido. The interplay between health claim type and individual regulatory focus in determining consumers’ intentions toward extra-virgin olive oil. Food Research International. 2020; 136 ():109467.
Chicago/Turabian StyleMarco Pichierri; Giovanni Pino; Alessandro M. Peluso; Gianluigi Guido. 2020. "The interplay between health claim type and individual regulatory focus in determining consumers’ intentions toward extra-virgin olive oil." Food Research International 136, no. : 109467.
This research investigates consumers' reactions to luxury versus mass-market fashion products that are produced in an unsustainable manner. In particular, this research empirically assesses whether and why third-party information revealing the unsustainable nature of luxury versus mass-market fashion products may increase consumers' intention to engage in negative word-of-mouth about the manufacturing company. The results of four experiments demonstrate that, when confronted with information revealing that a purchased luxury fashion product has been produced in an environmentally or socially unsustainable manner, consumers experience a higher sense of guilt over that product, compared to a purchased mass-market fashion product, due to their lower expectations about luxury fashion products' unsustainability. Guilt, in turn, drives consumers' intention to generate negative word-of-mouth about the producer and such an effect is more pronounced among consumers with a higher versus lower individualistic orientation.
Cesare Amatulli; Matteo De Angelis; Giovanni Pino; Gianluigi Guido. An investigation of unsustainable luxury: How guilt drives negative word-of-mouth. International Journal of Research in Marketing 2020, 37, 821 -836.
AMA StyleCesare Amatulli, Matteo De Angelis, Giovanni Pino, Gianluigi Guido. An investigation of unsustainable luxury: How guilt drives negative word-of-mouth. International Journal of Research in Marketing. 2020; 37 (4):821-836.
Chicago/Turabian StyleCesare Amatulli; Matteo De Angelis; Giovanni Pino; Gianluigi Guido. 2020. "An investigation of unsustainable luxury: How guilt drives negative word-of-mouth." International Journal of Research in Marketing 37, no. 4: 821-836.
This research examines how touching (versus not touching) tactile-functional products—namely those that provide a tactile feedback related to their utilitarian characteristics—affects these products’ expected ease of use, as well as consumers’ attitudes and intentions toward them. Three experimental studies investigated these effects by focusing on consumer electronics. Study 1 shows that product touch positively affects consumer attitude toward tactile-functional products via an increase of said products’ expected ease of use. Study 2 reveals that such an effect is moderated by consumers’ instrumental need for touch, that is, their propensity to touch products for diagnostic reasons. Study 3 demonstrates that even the mere imagination of product touch (vicarious touch) can boost the expected ease of using tactile-functional products and consumers’ intentions toward them. Thus, traditional and online retailers should be aware of the importance of actual and imagined product touch when striving to effectively market such products.
Giovanni Pino; Cesare Amatulli; Rajan Nataraajan; Matteo De Angelis; Alessandro M. Peluso; Gianluigi Guido. Product touch in the real and digital world: How do consumers react? Journal of Business Research 2019, 112, 492 -501.
AMA StyleGiovanni Pino, Cesare Amatulli, Rajan Nataraajan, Matteo De Angelis, Alessandro M. Peluso, Gianluigi Guido. Product touch in the real and digital world: How do consumers react? Journal of Business Research. 2019; 112 ():492-501.
Chicago/Turabian StyleGiovanni Pino; Cesare Amatulli; Rajan Nataraajan; Matteo De Angelis; Alessandro M. Peluso; Gianluigi Guido. 2019. "Product touch in the real and digital world: How do consumers react?" Journal of Business Research 112, no. : 492-501.
Giovanni Pino; Cesare Amatulli; Alessandro M. Peluso; Rajan Nataraajan; Gianluigi Guido. Brand prominence and social status in luxury consumption: A comparison of emerging and mature markets. Journal of Retailing and Consumer Services 2019, 46, 163 -172.
AMA StyleGiovanni Pino, Cesare Amatulli, Alessandro M. Peluso, Rajan Nataraajan, Gianluigi Guido. Brand prominence and social status in luxury consumption: A comparison of emerging and mature markets. Journal of Retailing and Consumer Services. 2019; 46 ():163-172.
Chicago/Turabian StyleGiovanni Pino; Cesare Amatulli; Alessandro M. Peluso; Rajan Nataraajan; Gianluigi Guido. 2019. "Brand prominence and social status in luxury consumption: A comparison of emerging and mature markets." Journal of Retailing and Consumer Services 46, no. : 163-172.
M. Irene Prete; Antonio Mileti; Mattia Bianco; Gianluigi Guido. Le campagne di marketing politico online: una rassegna sistematica della letteratura. SOCIOLOGIA DELLA COMUNICAZIONE 2018, 48 -70.
AMA StyleM. Irene Prete, Antonio Mileti, Mattia Bianco, Gianluigi Guido. Le campagne di marketing politico online: una rassegna sistematica della letteratura. SOCIOLOGIA DELLA COMUNICAZIONE. 2018; (55):48-70.
Chicago/Turabian StyleM. Irene Prete; Antonio Mileti; Mattia Bianco; Gianluigi Guido. 2018. "Le campagne di marketing politico online: una rassegna sistematica della letteratura." SOCIOLOGIA DELLA COMUNICAZIONE , no. 55: 48-70.
This research investigates whether print advertisements featuring faces (i.e., face advertisements) or facelike images (i.e., pareidolian advertisements) better capture consumer attention than advertisements that do not include such elements. In two studies, the researchers examined the effects of exposing consumers to print advertisements containing faces or pareidolian images for short time lapses—one-half, one, and three seconds. The results show that both advertisement types captured viewers' attention and more frequently were recognized than advertisements that did not feature faces or facelike objects. Both face advertisements and pareidolian advertisements increased brand recognition and advertisement preference. Theoretical and operational implications are discussed.
Gianluigi Guido; Marco Pichierri; Giovanni Pino; Rajan Nataraajan. Effects of Face Images and Face Pareidolia on Consumers' Responses to Print Advertising. Journal of Advertising Research 2018, 59, 219 -231.
AMA StyleGianluigi Guido, Marco Pichierri, Giovanni Pino, Rajan Nataraajan. Effects of Face Images and Face Pareidolia on Consumers' Responses to Print Advertising. Journal of Advertising Research. 2018; 59 (2):219-231.
Chicago/Turabian StyleGianluigi Guido; Marco Pichierri; Giovanni Pino; Rajan Nataraajan. 2018. "Effects of Face Images and Face Pareidolia on Consumers' Responses to Print Advertising." Journal of Advertising Research 59, no. 2: 219-231.
Cristian Rizzo; Matteo Di Giuseppe; Domenico Moramarco; Simone Pizzi; Myriam Portaluri; Gianluigi Guido. L'effetto dell'inquinamento acustico sulla distanza percepita dei punti vendita. ESPERIENZE D'IMPRESA 2018, 65 -79.
AMA StyleCristian Rizzo, Matteo Di Giuseppe, Domenico Moramarco, Simone Pizzi, Myriam Portaluri, Gianluigi Guido. L'effetto dell'inquinamento acustico sulla distanza percepita dei punti vendita. ESPERIENZE D'IMPRESA. 2018; (1):65-79.
Chicago/Turabian StyleCristian Rizzo; Matteo Di Giuseppe; Domenico Moramarco; Simone Pizzi; Myriam Portaluri; Gianluigi Guido. 2018. "L'effetto dell'inquinamento acustico sulla distanza percepita dei punti vendita." ESPERIENZE D'IMPRESA , no. 1: 65-79.
Purpose This paper aims to contribute to the literature on place marketing by focusing on the concept of strategic needs, i.e. the set of strategic priorities that a place could achieve in a medium- to long-term horizon to improve its development. Design/methodology/approach The research examines the strategic needs of four local territorial systems (LTSs), i.e. clusters of municipalities that share social, economic and spatial similarities, located in a southern Italian province, through an analysis of their competitive positioning over three temporal instants. Findings For each LTS, the analysis identified a number of development goals that local policymakers could pursue and the strategies most suitable to achieve the said goals. Originality/value This paper proposes a new methodological approach to set the development goals of local areas based on the simultaneous assessment of their attractiveness and competitive capacity.
Giovanni Pino; Gianluigi Guido; Alessandro M. Peluso; Marco Pichierri. Assessing the strategic needs of local territorial systems (LTSs). Journal of Place Management and Development 2018, 11, 463 -491.
AMA StyleGiovanni Pino, Gianluigi Guido, Alessandro M. Peluso, Marco Pichierri. Assessing the strategic needs of local territorial systems (LTSs). Journal of Place Management and Development. 2018; 11 (4):463-491.
Chicago/Turabian StyleGiovanni Pino; Gianluigi Guido; Alessandro M. Peluso; Marco Pichierri. 2018. "Assessing the strategic needs of local territorial systems (LTSs)." Journal of Place Management and Development 11, no. 4: 463-491.
Cesare Amatulli; Alessandro M Peluso; Gianluigi Guido; Carolyn Yoon. When Feeling Younger Depends on Others: The Effects of Social Cues on Older Consumers. Journal of Consumer Research 2018, 45, 691 -709.
AMA StyleCesare Amatulli, Alessandro M Peluso, Gianluigi Guido, Carolyn Yoon. When Feeling Younger Depends on Others: The Effects of Social Cues on Older Consumers. Journal of Consumer Research. 2018; 45 (4):691-709.
Chicago/Turabian StyleCesare Amatulli; Alessandro M Peluso; Gianluigi Guido; Carolyn Yoon. 2018. "When Feeling Younger Depends on Others: The Effects of Social Cues on Older Consumers." Journal of Consumer Research 45, no. 4: 691-709.
This article aims to develop a scale for measuring political hypocrisy (conceptualized as the inconsistency between values publicly expressed by politicians and the behavior they actually demonstrate) and to explore the role of age in voters' perceptions of politicians' hypocrisy, analyzing if citizens belonging to different age groups may identify politicians' hypocrisy with a different detail. Results show that the 19‐item scale of political hypocrisy—composed of three dimensions, called “ambiguity,” “slyness,” and “deceit”—has good psychometric properties, and that age‐related differences when measuring political hypocrisy do exist (young voters show a greater awareness of the hypocritical behavior held by politicians). Furthermore, results suggest that the perception of political hypocrisy may vary according both to voters' political orientation and voting intention.
M. Irene Prete; Gianluigi Guido; Marco Pichierri; Phil Harris. Age-related differences when measuring political hypocrisy. Journal of Public Affairs 2018, 18, e1707 .
AMA StyleM. Irene Prete, Gianluigi Guido, Marco Pichierri, Phil Harris. Age-related differences when measuring political hypocrisy. Journal of Public Affairs. 2018; 18 (4):e1707.
Chicago/Turabian StyleM. Irene Prete; Gianluigi Guido; Marco Pichierri; Phil Harris. 2018. "Age-related differences when measuring political hypocrisy." Journal of Public Affairs 18, no. 4: e1707.
During the last five decades, a number of studies have attempted to draw from psychoanalytic theory to examine the relationship between evacuation disorders and a person's character. According to Freud's original conceptualization, early or harsh toilet training leads children to develop an anal retentive personality, characterized by the tendency to control their bowels as well as their material possessions; by contrast, liberal toilet training leads children to develop an anal expulsive personality, characterized by the tendency to excessively relieve faeces, as well as be being careless, messy, and inclined to dispose of old products and buy new ones. Although toilet training may not be responsible, these sets of traits do cohere. To empirically examine these hypotheses, we studied the personality traits and consumption habits of people suffering from different bowel disorders. By means of semistructured interviews, we analysed the personality characteristics, sociodemographic backgrounds, and peculiar consumption habits of people suffering from constipation and diarrhoeic syndromes. The results show that constipated people tend to be obstinate, excessively concerned with hygiene, and inclined toward retaining possessions, whereas diarrhoeic people tend to be careless, disorganized, and disposed to share their possessions with others. We discuss the theoretical and practical implications of these results and indicate avenues for future research.
Gianluigi Guido; Russell W. Belk; Cristian Rizzo; Giovanni Pino. Consumer behaviour and the toilet: Research on expulsive and retentive personalities. Journal of Consumer Behaviour 2018, 17, 280 -289.
AMA StyleGianluigi Guido, Russell W. Belk, Cristian Rizzo, Giovanni Pino. Consumer behaviour and the toilet: Research on expulsive and retentive personalities. Journal of Consumer Behaviour. 2018; 17 (3):280-289.
Chicago/Turabian StyleGianluigi Guido; Russell W. Belk; Cristian Rizzo; Giovanni Pino. 2018. "Consumer behaviour and the toilet: Research on expulsive and retentive personalities." Journal of Consumer Behaviour 17, no. 3: 280-289.
Purpose This study adds to the research on disgust by proposing a theoretical framework encompassing contamination-based, moral and structural disgust dimensions. The study empirically assesses the impact of these three dimensions on consumers’ purchase intentions for different product categories. Design/methodology/approach The study investigates consumer reaction to disgusting stimuli related to attractiveness, expertise and trustworthiness products by means of closed-ended questionnaires administered to three consumer samples. Findings Contamination-based disgust reduces the intention to purchase expertise products. Similarly, structural disgust reduces the intention to purchase trustworthiness products. Moral disgust seems to have a positive effect on the intention to purchase attractiveness products. Research limitations/implications Marketing strategies for expertise and trustworthiness products should emphasize their pureness and capacity to match consumer expectations, respectively. Ad hoc strategies centered on moral disgust could be designed for attractiveness products. Originality/value This study proposes a new conceptualization of consumer disgust and shows that the identified disgust dimensions have different effects on consumer intention to purchase attractiveness, expertise and trustworthiness products.
Gianluigi Guido; Giovanni Pino; Alessandro Maria M. Peluso. The impact of disgust on consumers’ purchase intentions: an empirical assessment. Journal of Consumer Marketing 2018, 35, 105 -115.
AMA StyleGianluigi Guido, Giovanni Pino, Alessandro Maria M. Peluso. The impact of disgust on consumers’ purchase intentions: an empirical assessment. Journal of Consumer Marketing. 2018; 35 (1):105-115.
Chicago/Turabian StyleGianluigi Guido; Giovanni Pino; Alessandro Maria M. Peluso. 2018. "The impact of disgust on consumers’ purchase intentions: an empirical assessment." Journal of Consumer Marketing 35, no. 1: 105-115.
Purpose This research advances current knowledge about art infusion, which is the ability of art to favorably influence the assessment of consumer products. In particular, the research aims to investigate the effectiveness of artworks that evoke their creators’ most recognizable style in luxury advertising. Design/methodology/approach The research encompasses three studies – two conducted online and one in a real consumption situation. The first study explores the effect that a recognizable vs non-recognizable painter’s style has on consumers’ judgments about luxury products. The second and third studies explore the moderating roles of desire to signal status and desire for distinction, respectively, which are relevant to advertisers interested in targeting these individual differences. Findings Advertisements that incorporate artworks that evoke a painter’s most recognizable style enhance the advertised products’ perceived luxuriousness. Consumers with a higher desire to signal status exhibit greater purchasing intention in response to recognizable artworks. By contrast, consumers with a higher desire for distinction exhibit greater purchasing intention when the painter’s style in the featured artwork is less recognizable. Practical implications The results provide marketers with suggestions on how to select and incorporate visual artworks into luxury brand communication: they could focus on recognizable vs non-recognizable artworks based on whether their main goal is to communicate status or distinctiveness. Originality/value This research offers novel insights into the practical value of art infusion by showing when and for whom the beneficial effects of pairing art with luxury products are more likely to occur.
Alessandro M. Peluso; Giovanni Pino; Cesare Amatulli; Gianluigi Guido. Luxury advertising and recognizable artworks. European Journal of Marketing 2017, 51, 2192 -2206.
AMA StyleAlessandro M. Peluso, Giovanni Pino, Cesare Amatulli, Gianluigi Guido. Luxury advertising and recognizable artworks. European Journal of Marketing. 2017; 51 (11/12):2192-2206.
Chicago/Turabian StyleAlessandro M. Peluso; Giovanni Pino; Cesare Amatulli; Gianluigi Guido. 2017. "Luxury advertising and recognizable artworks." European Journal of Marketing 51, no. 11/12: 2192-2206.
Marketing research has a limited understanding about the effects arising from emotional shifts (i.e., the transition from one emotion to another) during the same advertising message. This paper sheds light on this topic through two studies. Study 1 examines whether an advertising message that features a negative-to-positive emotional shift (i.e., a shift from a negative to a positive emotion) generates greater recall of an advertised brand than an advertising message with a neutral-to-positive emotional shift (i.e., a shift from a neutral to a positive emotion) or one with no emotional shift. Study 2 examines whether an advertising message that simulates a buyer-seller encounter—with the seller reproducing a negative-to-positive emotional shift via facial expressions—generates a greater recall of the advertised content than an identical advertisement with no emotional shift. Results confirm that a negative-to-positive shift facilitates the recall of both the brand and the advertised information.
Gianluigi Guido; Marco Pichierri; Giovanni Pino. Place the good after the bad: effects of emotional shifts on consumer memory. Marketing Letters 2017, 29, 49 -60.
AMA StyleGianluigi Guido, Marco Pichierri, Giovanni Pino. Place the good after the bad: effects of emotional shifts on consumer memory. Marketing Letters. 2017; 29 (1):49-60.
Chicago/Turabian StyleGianluigi Guido; Marco Pichierri; Giovanni Pino. 2017. "Place the good after the bad: effects of emotional shifts on consumer memory." Marketing Letters 29, no. 1: 49-60.