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Prof. Dr. Alessandro M. Peluso
Department of Management and Economics, University of Salento, Lecce, Italy

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Journal article
Published: 16 August 2021 in Journal of Business Research
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Previous research suggests that consumers would listen more to product recommendations from other consumers (human recommenders) than from systems based on artificial intelligence (AI recommenders). We hypothesize that this might depend on the type of product being recommended, and propose an underlying process driving this effect. Three experiments show that, for hedonic products (but not for utilitarian products), human recommenders are more effective than AI recommenders in influencing consumer reactions toward the recommended product. This effect occurs because, when compared to AI recommenders, human recommenders elicit stronger mentalizing responses in consumers. This, in turn, helps consumers self-reference the product to their own needs. However, humanizing AI recommenders increases mentalizing and self-referencing responses, thus increasing the effectiveness of this type of recommenders for hedonic products. Together, these findings provide insight into when and why consumers might rely more on product recommendations from humans as compared to AI recommenders.

ACS Style

Anders Hauge Wien; Alessandro M. Peluso. Influence of human versus AI recommenders: The roles of product type and cognitive processes. Journal of Business Research 2021, 137, 13 -27.

AMA Style

Anders Hauge Wien, Alessandro M. Peluso. Influence of human versus AI recommenders: The roles of product type and cognitive processes. Journal of Business Research. 2021; 137 ():13-27.

Chicago/Turabian Style

Anders Hauge Wien; Alessandro M. Peluso. 2021. "Influence of human versus AI recommenders: The roles of product type and cognitive processes." Journal of Business Research 137, no. : 13-27.

Discussion
Published: 08 June 2021 in Trends in Food Science & Technology
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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.

ACS Style

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 Style

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.

Chicago/Turabian Style

Marco 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.

Earlycite article
Published: 17 May 2021 in Arts and the Market
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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.

ACS Style

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 Style

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 (ahead-of-p):1.

Chicago/Turabian Style

Verdiana 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.

Earlycite article
Published: 06 April 2021 in Arts and the Market
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Purpose The aim of the study is to explore the chain of relationships between service attributes, consumers' perceived benefits, fulfilment of personal goals, satisfaction judgements and future intentions. Design/methodology/approach This research proposes and implements a model of consumer satisfaction in the performing arts. The model is based on means-end chain theory and incorporates consumer involvement as a moderator. The paper is a quantitative study using a questionnaire administered in Romanian theatres, the country chosen because of its post-communist profile. Findings A partial least squares structural equation modelling analysis revealed that both core and peripheral attributes' evaluations were positively related to perceived benefits, which in turn were positively related to goal fulfilment. Acting as a mediator, goal fulfilment predicts satisfaction, which positively influences a series of intentions regarding supportive behaviours such as recommendation, donation, subscribing and repurchasing. Consumer involvement partially moderates the relationships within the proposed model. Research limitations/implications The limitations of this research offer opportunities for future studies. First, as this study was conducted in Romania, the obtained results are not easily generalisable to other geographical or cultural contexts. Second, future studies could extend the proposed model to include other constructs that may be connected to satisfaction in performing arts. They could also apply the model (or an extended alternative) to adjacent fields such as opera, or live jazz, in order to explore whether the patterns of results which emerged here hold in other situations. Practical implications From a practical perspective, the research has implications for performing arts managers by offering actions to improve cultural consumption. First, the results support the idea that satisfaction is a key construct to investigate, even in the field of performing arts, as it can predict future positive intentions. Thus, arts managers should strive to maximise consumer satisfaction. From a marketing perspective, consumer satisfaction could be increased by improving core and peripheral service attributes, but especially the latter. The research provides means for audience segmentation in terms of consumer goals, benefits, and involvement. Arts managers should devote special attention to increasing consumer involvement in services provided. Social implications The research provides a different view on the performing arts evaluation considering the theatregoers' perceptions. This type of evaluation is useful to understand the specificities of the audiences and to respond to their needs accordingly, contributing from a social point of view to audience development and making arts accessible to a wide range of people in a variety of ways: physically, geographically, socially and psychologically. Originality/value This research explores a new model of customer satisfaction in performing arts in a post-communist country, such as Romania, and the findings have implications at both theoretical and practical level. From a theoretical perspective, it contributes to a better understanding of the cognitive and emotional processes underlying the formation of satisfaction judgements in performing arts. The obtained findings are particularly useful for expanding current knowledge of how consumers think and behave with respect to performing arts. From a practical perspective, the findings have implications for arts managers deciding how to develop marketing strategies aimed at increasing satisfaction, and the consequential supportive behaviours towards performing arts.

ACS Style

Claudia Maria Cacovean; Alessandro M. Peluso; Ioan Plăiaș. Consumer satisfaction in performing arts: an empirical investigation into Romanian theatres. Arts and the Market 2021, ahead-of-p, 1 .

AMA Style

Claudia Maria Cacovean, Alessandro M. Peluso, Ioan Plăiaș. Consumer satisfaction in performing arts: an empirical investigation into Romanian theatres. Arts and the Market. 2021; ahead-of-p (ahead-of-p):1.

Chicago/Turabian Style

Claudia Maria Cacovean; Alessandro M. Peluso; Ioan Plăiaș. 2021. "Consumer satisfaction in performing arts: an empirical investigation into Romanian theatres." Arts and the Market ahead-of-p, no. ahead-of-p: 1.

Research letter
Published: 21 March 2021 in Current Issues in Tourism
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This research examines how individuals’ vacation preferences may vary due to their reaction to the COVID-19 pandemic. Specifically, it investigates the influence of age on the individuals’ negative affect felt during the lockdown period of the first contagion wave and their level of uncertainty subsequently perceived. A study conducted in Italy shows an inverse relationship between age and negative affect, which in turn enhanced perceived uncertainty. Furthermore, perceived uncertainty is inversely related to individuals’ preference for exciting vacations over relaxing ones. These findings suggest a potential change in vacation preferences and carry implications for tourism companies.

ACS Style

Alessandro M. Peluso; Marco Pichierri. Vacation preferences in the COVID-19 era: an investigation of age-related effects. Current Issues in Tourism 2021, 1 -6.

AMA Style

Alessandro M. Peluso, Marco Pichierri. Vacation preferences in the COVID-19 era: an investigation of age-related effects. Current Issues in Tourism. 2021; ():1-6.

Chicago/Turabian Style

Alessandro M. Peluso; Marco Pichierri. 2021. "Vacation preferences in the COVID-19 era: an investigation of age-related effects." Current Issues in Tourism , no. : 1-6.

Journal article
Published: 21 February 2021 in Journal of Business Research
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The use of temporary employment has increased in China, but few studies to date have analyzed the outcomes of the employment relationship type (permanent vs. temporary) from the perspective of psychological compensation. In this study, we examine the moderating effect of employees’ need for status on their responses to an organization’s permanent versus temporary employment relationship practices. Based on symbolic self-completion theory, we hypothesize that, compared to those with a permanent employment relationship, employees with a temporary employment relationship exhibit higher levels of vigor when they have a higher (vs. lower) need for status. Furthermore, we hypothesize that higher levels of vigor motivate employees to work better and voice more. A survey study conducted in China with 303 employees and their managers from governmental organizations and state-owned enterprises provides support for these hypotheses. The paper concludes with a discussion of theoretical and practical implications.

ACS Style

Jinyun Duan; Alessandro M. Peluso; Linhan Yu; Massimo Pilati. How employment relationship types influence employee work outcomes: The role of need for status and vigor. Journal of Business Research 2021, 128, 211 -221.

AMA Style

Jinyun Duan, Alessandro M. Peluso, Linhan Yu, Massimo Pilati. How employment relationship types influence employee work outcomes: The role of need for status and vigor. Journal of Business Research. 2021; 128 ():211-221.

Chicago/Turabian Style

Jinyun Duan; Alessandro M. Peluso; Linhan Yu; Massimo Pilati. 2021. "How employment relationship types influence employee work outcomes: The role of need for status and vigor." Journal of Business Research 128, no. : 211-221.

Journal article
Published: 12 January 2021 in Sustainability
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Based on the perspective of dual-system information processing, this article explores how word-of-mouth (WOM) referral affects the purchase intentions of consumers with different types of self-construal. Two experimental studies, using WeChat as a research setting, tested the interactive influence of type of WOM referral (economic vs. public welfare) and type of self-construal (independent vs. interdependent) on consumers’ purchase intention toward the referred product and its intermediary mechanism. The results showed that economic (vs. public welfare) WOM referrals, which emphasize a product’s economic benefits, increased the purchase intention of consumers with an independent (vs. interdependent) self-construal, who typically take an individualistic perspective. In contrast, public welfare (vs. economic) WOM referrals, which emphasize the social benefits connected to a company for the community at large, increased the purchase intention of consumers with an interdependent (vs. independent) self-construal, who take a more collectivistic perspective. The results also shed light on the underlying mechanism by showing that different types of self-construal activate different information processing systems in consumers, which mediate consumers’ reaction to different types of WOM referrals. Specifically, economic WOM referrals can inspire consumers with an independent self-construal to engage in more emotional processing, thereby generating higher purchase intentions; in contrast, public welfare WOM referrals can stimulate consumers with an interdependent self-construal to get involved in more cognitive processing, thereby generating higher purchase intentions. These findings contribute to WOM literature and provide practical implications for companies adopting societal marketing strategy and implementing sustainable promotional plans.

ACS Style

Bing Yuan; Alessandro Peluso. The Influence of Word-Of-Mouth Referral on Consumers’ Purchase Intention: Experimental Evidence from WeChat. Sustainability 2021, 13, 645 .

AMA Style

Bing Yuan, Alessandro Peluso. The Influence of Word-Of-Mouth Referral on Consumers’ Purchase Intention: Experimental Evidence from WeChat. Sustainability. 2021; 13 (2):645.

Chicago/Turabian Style

Bing Yuan; Alessandro Peluso. 2021. "The Influence of Word-Of-Mouth Referral on Consumers’ Purchase Intention: Experimental Evidence from WeChat." Sustainability 13, no. 2: 645.

Journal article
Published: 12 January 2021 in Journal of Retailing and Consumer Services
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The present research investigates whether the novel coronavirus disease (COVID-19) pandemic has modified consumers' spending on environmentally sustainable products by focusing on the role of age. An empirical study conducted in Italy during the first wave of the pandemic finds that consumers' age affected their reaction to the COVID-19 outbreak, and such age-related effects may have led to an increased propensity to spend on sustainable products. Indeed, the results show that consumers' age is inversely related to their negative affective reaction to the rise of contagion, which, in turn, is inversely related to their level of optimism experienced when the contagion slowed down due to public health interventions. Furthermore, this level of optimism is positively related to consumers’ pro-environmental attitude and, thus, to their tendency to increase sustainable purchases.

ACS Style

Alessandro M. Peluso; Marco Pichierri; Giovanni Pino. Age-related effects on environmentally sustainable purchases at the time of COVID-19: Evidence from Italy. Journal of Retailing and Consumer Services 2021, 60, 102443 .

AMA Style

Alessandro M. Peluso, Marco Pichierri, Giovanni Pino. Age-related effects on environmentally sustainable purchases at the time of COVID-19: Evidence from Italy. Journal of Retailing and Consumer Services. 2021; 60 ():102443.

Chicago/Turabian Style

Alessandro M. Peluso; Marco Pichierri; Giovanni Pino. 2021. "Age-related effects on environmentally sustainable purchases at the time of COVID-19: Evidence from Italy." Journal of Retailing and Consumer Services 60, no. : 102443.

Research article
Published: 30 November 2020 in Current Issues in Tourism
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Tourism industry is facing an unprecedented crisis due to the global spread of the new coronavirus disease (COVID-19). However, due to the novelty of the phenomenon, there is a shortage of studies exploring the effects of the pandemic on tourists’ reactions and, to date, no study has examined how certain individual differences might impact vacation intention after COVID-19. To contribute to this area of inquiry, this research focuses on a series of socio-demographic variables – i.e. age, gender, education, income, health status, and number of children – to investigate their influence on individuals’ sense of control, ability to avoid the uncertainty derived from the current health crisis, and vacation intention. The research predicts a chain of relationships whereby the socio-demographic variables influence individuals’ sense of control, which is positively associated with their perceived ability to avoid uncertainty. This perception, in turn, is positively related to vacation intention. A survey study conducted in Italy shows that older respondents and those in poorer health conditions feel less in control and able to avoid the situational uncertainty related to the pandemic; this feeling, in turn, decreases their intention to take a vacation as soon as the pandemic is over. Theoretical and managerial implications are discussed.

ACS Style

Alessandro M. Peluso; Marco Pichierri. Effects of socio-demographics, sense of control, and uncertainty avoidability on post-COVID-19 vacation intention. Current Issues in Tourism 2020, 1 -13.

AMA Style

Alessandro M. Peluso, Marco Pichierri. Effects of socio-demographics, sense of control, and uncertainty avoidability on post-COVID-19 vacation intention. Current Issues in Tourism. 2020; ():1-13.

Chicago/Turabian Style

Alessandro M. Peluso; Marco Pichierri. 2020. "Effects of socio-demographics, sense of control, and uncertainty avoidability on post-COVID-19 vacation intention." Current Issues in Tourism , no. : 1-13.

Earlycite article
Published: 17 September 2020 in British Food Journal
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PurposeThis research investigates the effectiveness of the four health claims that the European Union (EU) authorized for extra-virgin olive oil (EVOO) in terms of perceived text clarity, text interestingness, message credibility and information diagnosticity, along with the claims' effect on product attractiveness and consumers' purchase intention.Design/methodology/approachAn experimental study with 185 participants investigated consumer response to the four claims. A one-way MANOVA analyzed differences in the aforementioned variables, while a sequential mediation model assessed the relationship among perceived text clarity of the EVOO health claims, information diagnosticity, product attractiveness and purchase intention.FindingsThe four EU-authorized health claims differ in terms of perceived text clarity, message credibility, information diagnosticity and product attractiveness. Specifically, the health claim on EVOO polyphenols scored lower than the other three health claims on the aforementioned dependent variables. Importantly, clearer health claims are perceived as more useful and may increase product attractiveness and consumers' purchase intention.Originality/valueThe research sheds light on the effectiveness of EVOO health claims. Since the use of such health claims is not a common practice in the EVOO market, a deeper understanding of consumers' perception and attitude toward them could inspire better guidelines and suggestions for claim usage and improvement.

ACS Style

Marco Pichierri; Alessandro M. Peluso; Giovanni Pino; Gianluigi Guido. Communicating the health value of extra-virgin olive oil: an investigation of consumers' responses to health claims. British Food Journal 2020, 123, 492 -508.

AMA Style

Marco Pichierri, Alessandro M. Peluso, Giovanni Pino, Gianluigi Guido. Communicating the health value of extra-virgin olive oil: an investigation of consumers' responses to health claims. British Food Journal. 2020; 123 (2):492-508.

Chicago/Turabian Style

Marco Pichierri; Alessandro M. Peluso; Giovanni Pino; Gianluigi Guido. 2020. "Communicating the health value of extra-virgin olive oil: an investigation of consumers' responses to health claims." British Food Journal 123, no. 2: 492-508.

Journal article
Published: 26 June 2020 in Food Research International
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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.

ACS Style

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 Style

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.

Chicago/Turabian Style

Marco 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.

Journal article
Published: 11 June 2020 in Journal of Brand Management
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This research investigates electronic entrepreneur-related word of mouth (EEWOM), that is, the social dissemination of information about entrepreneurs via the Internet. Two experimental studies shed light on the interplay between the valence (negative vs. positive) of EEWOM, its language style (concrete vs. abstract), and the consumer–brand relationship (weak vs. strong) in shaping consumers’ brand evaluation. Study 1 shows that, when EEWOM is positive, abstract (vs. concrete) language leads to a higher brand evaluation. When EEWOM is negative, abstract (vs. concrete) language leads to a lower brand evaluation. Furthermore, an entrepreneur’s perceived personal qualities mediate this interaction effect on brand evaluation. Study 2 shows that the consumer–brand relationship moderates the interaction between EEWOM valence and language style. When the consumer–brand relationship is strong, positive abstract (vs. concrete) EEWOM leads to a higher brand evaluation. When the consumer–brand relationship is weak, negative abstract (vs. concrete) EEWOM leads to a lower brand evaluation. These empirical findings not only enrich the literature on word of mouth by exploring the consequences that EEWOM can have on brands and the mechanism underlying its effects on brand evaluation, but also carry implications for managers, who could leverage the obtained results to better handle EEWOM messages.

ACS Style

Bing Yuan; Alessandro M. Peluso. The impact of electronic entrepreneur-related word of mouth on brand evaluation. Journal of Brand Management 2020, 27, 579 -592.

AMA Style

Bing Yuan, Alessandro M. Peluso. The impact of electronic entrepreneur-related word of mouth on brand evaluation. Journal of Brand Management. 2020; 27 (5):579-592.

Chicago/Turabian Style

Bing Yuan; Alessandro M. Peluso. 2020. "The impact of electronic entrepreneur-related word of mouth on brand evaluation." Journal of Brand Management 27, no. 5: 579-592.

Journal article
Published: 31 October 2019 in Journal of Business Research
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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.

ACS Style

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 Style

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.

Chicago/Turabian Style

Giovanni 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.

Journal article
Published: 01 July 2019 in International Journal of Bank Marketing
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Purpose The purpose of this paper is to highlight opportunities for the banking sector arising from the population’s aging and the expected reduction in pension incomes. Home equity conversion (HEC) instruments are a potentially useful way of restoring households’ finances and satisfying their needs, with implications for the demand for financial services. Design/methodology/approach By using an ordered probit regression model, the paper analyzes data obtained from a survey of 2,000 Italian households. Findings The main finding of this paper is that individuals with greater familiarity with consumer credit, a cognitive and decision-making approach favorable to use of credit, and an internal locus of control show greater interest in various forms of equity conversion. Originality/value This paper extends the analysis of the determinants of individuals’ interest in HEC products. It focuses more closely than the existing literature on households’ credit behaviors, attitudes toward credit and locus of control. The paper helps identify the potential targets of marketing campaigns and commercial proposals, and highlights the levers that the banks can focus on in communicating with customers and future prospects. Moreover, this paper suggests that there is a need to develop greater awareness on the part of people who could be interested in these products. Therefore, appropriate financial education projects should be implemented to develop a better “credit” culture, with due appreciation of the usefulness of credit as a means of supporting household budgets.

ACS Style

Simona Cosma; Stefano Cosma; Alessandro M. Peluso. Determinants of older consumers’ interest in home equity conversion products. International Journal of Bank Marketing 2019, 37, 1275 -1295.

AMA Style

Simona Cosma, Stefano Cosma, Alessandro M. Peluso. Determinants of older consumers’ interest in home equity conversion products. International Journal of Bank Marketing. 2019; 37 (5):1275-1295.

Chicago/Turabian Style

Simona Cosma; Stefano Cosma; Alessandro M. Peluso. 2019. "Determinants of older consumers’ interest in home equity conversion products." International Journal of Bank Marketing 37, no. 5: 1275-1295.

Journal article
Published: 22 March 2019 in Sustainability
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Both the consumer’s corporate social responsibility association and enterprise production capacity association are beneficial to business sustainable development. Based on Chinese traditional culture and from the perspective of Stereotype Content Model, this paper explores the relationship between two types of entrepreneur-related Word-of-mouth (WOM) and the two afore-mentioned types of consumer’s associations. On the one hand, the results show that the entrepreneur-related WOM labeled as “making yourself a person”, which emphasizes the personal qualities of the entrepreneur, may prompt consumers to form corporate social responsibility associations. On the other hand, the entrepreneur-related WOM labeled as “managing your own affairs”, which emphasizes the ability of the entrepreneur, may cause consumers to form associations regarding the enterprise’s production capacity. The mechanism underlying these effects is that the former type of entrepreneur-related WOM stimulates the consumer’s perception of the entrepreneur’s warmth, while the latter stimulates the consumer’s perception of the entrepreneur’s competence.

ACS Style

Bing Yuan; Alessandro M. Peluso. The Influence of Internet Entrepreneur-Related Word-of-Mouth (WOM) on Corporate Image Association. Sustainability 2019, 11, 1737 .

AMA Style

Bing Yuan, Alessandro M. Peluso. The Influence of Internet Entrepreneur-Related Word-of-Mouth (WOM) on Corporate Image Association. Sustainability. 2019; 11 (6):1737.

Chicago/Turabian Style

Bing Yuan; Alessandro M. Peluso. 2019. "The Influence of Internet Entrepreneur-Related Word-of-Mouth (WOM) on Corporate Image Association." Sustainability 11, no. 6: 1737.

Journal article
Published: 19 February 2019 in Journal of Business Research
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Controversial sports sponsorships—namely those in which the sponsoring company is involved in ethically questionable activities—is a relevant area of research. Currently, there is a limited understanding about how controversial sports sponsorships affect sponsored teams and their perceived impact on local communities (e.g., the home city experiencing a surge in popularity). This article presents two studies that examine the interplay between sponsor moral appropriateness and self-team connection. The obtained results showed that a controversial sponsorship's lower moral appropriateness does not influence the propensity to support the team among consumers with higher levels of self-team connection, but it is critical for those with a lower self-team connection. When confronted with sponsors that are perceived as less morally appropriate, consumers with a lower self-team connection exhibit a lower propensity to support the sponsored teams and have a reduced perception that such teams might produce positive externalities for local communities.

ACS Style

Alessandro M. Peluso; Cristian Rizzo; Giovanni Pino. Controversial sports sponsorships: Effects of sponsor moral appropriateness and self-team connection on sponsored teams and external benefit perceptions. Journal of Business Research 2019, 98, 339 -351.

AMA Style

Alessandro M. Peluso, Cristian Rizzo, Giovanni Pino. Controversial sports sponsorships: Effects of sponsor moral appropriateness and self-team connection on sponsored teams and external benefit perceptions. Journal of Business Research. 2019; 98 ():339-351.

Chicago/Turabian Style

Alessandro M. Peluso; Cristian Rizzo; Giovanni Pino. 2019. "Controversial sports sponsorships: Effects of sponsor moral appropriateness and self-team connection on sponsored teams and external benefit perceptions." Journal of Business Research 98, no. : 339-351.

Journal article
Published: 07 June 2018 in Journal of Place Management and Development
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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.

ACS Style

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 Style

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 (4):463-491.

Chicago/Turabian Style

Giovanni 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.

Journal article
Published: 04 December 2017 in Evidence-based HRM: a Global Forum for Empirical Scholarship
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Purpose Monetary and non-monetary rewards have rarely been considered together under the HRM perspective. Despite the vast literature on HRM, there is still a lack of studies that explicitly discuss the link between the adoption of a total reward system (TRS) and employee-related outcomes. The purpose of this paper is to investigate this important issue in order to provide insights that can help organisations devise compensation strategies that are effective in sustaining employees’ positive attitudes and behaviours. Design/methodology/approach Using a survey of 1,092 employees, the authors examine the effect of the overall TRS on three outcome variables (i.e. job satisfaction, affective commitment, and innovative behaviour at work). Furthermore, the authors examine the impact that each component of the TRS (i.e. base pay, training and development opportunities, and positive work environment) has on the dependent variables. Findings The results confirm that the adoption of a TRS exerts a positive influence on the aforementioned outcomes. However, interesting differences emerged when looking at the individual components in the overall sample. Originality/value This paper provides original insights into the complex relationship between TRS and the employee-related outcomes of job satisfaction, affective commitment, and innovative behaviour at work.

ACS Style

Alessandro M. Peluso; Laura Innocenti; Massimo Pilati. Pay is not everything. Evidence-based HRM: a Global Forum for Empirical Scholarship 2017, 5, 311 -327.

AMA Style

Alessandro M. Peluso, Laura Innocenti, Massimo Pilati. Pay is not everything. Evidence-based HRM: a Global Forum for Empirical Scholarship. 2017; 5 (3):311-327.

Chicago/Turabian Style

Alessandro M. Peluso; Laura Innocenti; Massimo Pilati. 2017. "Pay is not everything." Evidence-based HRM: a Global Forum for Empirical Scholarship 5, no. 3: 311-327.

Journal article
Published: 14 November 2017 in European Journal of Marketing
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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.

ACS Style

Alessandro M. Peluso; Giovanni Pino; Cesare Amatulli; Gianluigi Guido. Luxury advertising and recognizable artworks. European Journal of Marketing 2017, 51, 2192 -2206.

AMA Style

Alessandro 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 Style

Alessandro M. Peluso; Giovanni Pino; Cesare Amatulli; Gianluigi Guido. 2017. "Luxury advertising and recognizable artworks." European Journal of Marketing 51, no. 11/12: 2192-2206.

Journal article
Published: 01 June 2017 in International Journal of Research in Marketing
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Consumers often give advice by recommending products and services to one another. The \ud present research explores the idea that advice giving sometimes reflects a self-serving desire to \ud compensate for a loss of control. Four experiments provide convergent evidence for a \ud phenomenon we term compensatory word of mouth, whereby consumers’ communications \ud contain advice fueled by their own need to restore control. Experiment 1 explores the potential \ud practical relevance of this idea by showing that advertising messages can threaten consumers’ \ud sense of control and increase advice giving in word-of-mouth communications. Experiment 2 \ud uses a different paradigm and further demonstrates that a threat to consumers’ sense of control \ud increases advice giving. As additional evidence of a compensatory account, Experiment 3 finds \ud that threatened individuals’ propensity to give advice is attenuated when they are first given an \ud alternative means to restore a sense of control. Finally, Experiment 4 demonstrates that advice \ud giving can serve a compensatory function by instilling a greater sense of competence that \ud enhances consumers’ feelings of control

ACS Style

Alessandro M. Peluso; Andrea Bonezzi; Matteo De Angelis; Derek D. Rucker. Compensatory word of mouth: Advice as a device to restore control. International Journal of Research in Marketing 2017, 34, 499 -515.

AMA Style

Alessandro M. Peluso, Andrea Bonezzi, Matteo De Angelis, Derek D. Rucker. Compensatory word of mouth: Advice as a device to restore control. International Journal of Research in Marketing. 2017; 34 (2):499-515.

Chicago/Turabian Style

Alessandro M. Peluso; Andrea Bonezzi; Matteo De Angelis; Derek D. Rucker. 2017. "Compensatory word of mouth: Advice as a device to restore control." International Journal of Research in Marketing 34, no. 2: 499-515.