Consumer anticipation: antecedents, processes and outcomes

Vichiengior, Tunyaporn; Ackermann, Claire-Lise; Palmer, Adrian

doi:10.1080/0267257x.2019.1574435

Cited by 23 publications

(24 citation statements)

References 87 publications

(178 reference statements)

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Furthermore, as suggested by Vichiengior et al [ 98 ], studying the consumer’s anticipations enables organisations to design successful marketing strategies (e.g., verified testimonials) to modify preconceptions about a consumption act. In this regard, social marketing campaigns should design donor recruitment and retention strategies that maximise the benefits of donation, while minimising the perception of barriers and costs.…”

Section: Discussionmentioning

confidence: 99%

The influence of service quality and anticipated emotions on donor loyalty: an empirical analysis in blood centres in Spain

Santana

Melián‐Alzola

2022

Health Care Manag Sci

View full text Add to dashboard Cite

Blood donation centres need to recruit and retain donors to ensure the effectiveness and efficiency of healthcare systems, as COVID-19 has recently evidenced. In such risky settings, blood donation services must increase donations. Service quality can increase donations but its evaluation only amounts to a cognitive evaluation, and not to an emotional appraisal. Consequently, both service quality and emotions should be considered when predicting donor behaviour. In fact, donating blood is an emotionally charged service, thus representing an ideal setting to investigate how emotions influence consumer behaviour. This research proposes a new method to predict blood donors’ intentions by integrating a cognitive approach measuring perceived quality, and an emotional approach including anticipated emotions (both positive and negative) of ‘donation’ and ‘non-donation’. Based on a sample of 30,621 active Spanish donors, it is concluded that service quality is an antecedent for anticipated emotions and that both service quality and anticipated emotions influence donor loyalty. Designing the donation process based on quality criteria would provoke encouraging emotions and diminish discouraging emotions, therefore improving donor loyalty.

show abstract

Section: Discussionmentioning

confidence: 99%

The influence of service quality and anticipated emotions on donor loyalty: an empirical analysis in blood centres in Spain

Santana

Melián‐Alzola

2022

Health Care Manag Sci

View full text Add to dashboard Cite

show abstract

“…First, consumer anticipation is a "mental process by which consumers consider the physical, experiential, social, emotional, or behavioral consumption outcomes that are expected to accrue to the self from a yet to be realized consumption decision" (Vichiengior et al, 2019).…”

Section: Narratives and Desire Converge At Utopiamentioning

confidence: 99%

“…First, consumer anticipation is a “mental process by which consumers consider the physical, experiential, social, emotional, or behavioral consumption outcomes that are expected to accrue to the self from a yet to be realized consumption decision” (Vichiengior et al, 2019). Consequently, marketing theory has characterized anticipation as a form of imagination that visualizes an act of consumption occurring in the near future, and at a low level of abstraction (Jenkins and Molesworth, 2018).…”

Section: Process For the Creation Of The Utopian Technology Entrepren...mentioning

confidence: 99%

“Sometime in the future”—The technology entrepreneur as utopian market hero

2022

View full text Add to dashboard Cite

In this conceptual article, we outline a process through which some technology entrepreneurs come to be viewed as heroes in the public’s eye. We argue that market heroism relies on top-down narratives of imagined future utopias that combine with bottom-up consumer desire for those utopias. While extant marketing theory has typically focused on imagination of products and consumption, we expand the conversation by highlighting the importance of consumer imagination for an idealized future time. The relevance of our process to consumer behavior lies with the potential for products and services to indirectly represent that imagined future time. Synthesizing work in and beyond marketing, we map out a process by which technology entrepreneurs attempt to enlist the participation of consumers, media, and the state into their visions of social and market progress. In doing so, we bring critical attention to the effect of heroic discourses of technological utopias and the ideological ground that supports and enables such discourses.

show abstract

“…The potential consequences of the current decision heavily influence consumers' decision making too (Bagozzi et al, 2016). Consumer anticipation, indeed, is as a mental process by which consumers envision the impact that a certain consumption decision may have on the self in the future (Vichiengior et al, 2019). Hence, when consumers imagine or simulate product consumption, they generate affective expectations about how using that product could make them feel (Chang, 2016), the so-called anticipated and/or anticipatory emotions.…”

Section: Anticipated and Anticipatory Emotions In Decision-makingmentioning

confidence: 99%

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

Bettiga

Lamberti

2020

Front. Psychol.

View full text Add to dashboard Cite

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

show abstract

Consumer anticipation: antecedents, processes and outcomes

Abstract: Her current research interests focus on attitude formation and change and on consumer perceived value, particularly in relation to services, retail, food and new product design. She has

Cited by 23 publications

References 87 publications

The influence of service quality and anticipated emotions on donor loyalty: an empirical analysis in blood centres in Spain

The influence of service quality and anticipated emotions on donor loyalty: an empirical analysis in blood centres in Spain

“Sometime in the future”—The technology entrepreneur as utopian market hero

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

Contact Info

Product

Resources

About