Disengaging pro-environmental values in B2B green buying decisions: Evidence from a conjoint experiment

Tao, Yida; Wang, Dan; Yang, Miles M.

doi:10.1016/j.indmarman.2022.05.020

Cited by 9 publications

(16 citation statements)

References 89 publications

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“…According to a research report from KPMG ( 2020 ), the overall market size of live streaming e-commerce in China reached 433.8 billion RMB in 2019, with a 210% year-on-year growth and a penetration rate of 4.1%. Live streaming e-commerce has also opened up a market for business-to-business (B2B) e-commerce (Yu et al, 2022b ). For example, a technology company used an artificial broadcaster to sell a plane in a live stream.…”

Section: Introductionmentioning

confidence: 99%

Strong displayed passion and preparedness of broadcaster in live streaming e-commerce increases consumers' neural engagement

Zhu

Wang

et al. 2022

Front. Psychol.

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Live streaming shopping, the streaming of real-time videos promoting products that consumers can purchase online, has recently been a booming area of e-commerce, especially during the COVID-19 pandemic. The success of live streaming e-commerce largely relies on the extent to which the broadcaster can get consumers engaged by the live stream. Thus, it is important to discover the antecedents of consumer engagement in such a context. Drawing on consumer engagement and neuroscience literature, this study used electroencephalography inter-subject correlation (EEG-ISC) to explore how broadcasters' entrepreneurial passion during live streaming videos influenced consumers' neural engagement as they watched the live streaming videos. We used the framework of displayed passion and preparedness from the entrepreneurial passion literature to predict consumer engagement. We found significant ISC for strong displayed passion, while preparedness had partially significant effects on the first, second, and summed components of ISC. The interaction effects of these two factors on the first and summed components of ISC were partially significant. Strong displayed passion and preparedness activated the left and right prefrontal regions of the consumers' brains. These findings indicate that broadcasters' displayed passion and preparedness can influence consumer engagement in live streaming e-commerce settings. Our findings suggest that a scientific approach could be used to improve a broadcaster's performance by testing ISC during rehearsals before live streaming.

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Section: Introductionmentioning

confidence: 99%

Strong displayed passion and preparedness of broadcaster in live streaming e-commerce increases consumers' neural engagement

Zhu

Wang

et al. 2022

Front. Psychol.

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“…Previous studies have explored the effects of altruistic values, environmental beliefs, environmental consciousness, perceived consumer effectiveness, environmental identities, personal and social norms and environmental concern on PEBs (Chen and Hung, 2016;Hynes and Wilson, 2016;Nguyen et al, 2016;Yu et al, 2022b). Although these studies have considerably enriched the driving factors of PEBs, the impact of online interaction on PEBs has not been discussed.…”

Section: Background and Hypothesesmentioning

confidence: 99%

The impact of virtual interaction on consumers' pro-environmental behaviors: the mediating role of platform intimacy and love for nature

Dong

Chang

Liao

et al. 2023

ITP

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PurposeCompanies are increasingly designing pro-environmental games to motivate users to implement pro-environmental behaviors (PEBs). However, how different types of virtual interactions affect PEBs in pro-environmental games is not clear. Thus, the authors propose that two types of virtual interaction, interactions with game objects and interactions with other users, can induce platform intimacy and love for nature and that platform intimacy has a direct effect on love for nature. Simultaneously, the authors examine the moderating effect of network externality on the relationship between the two types of virtual interaction and platform intimacy.Design/methodology/approachThe authors, respectively, employed data from 92 students and 574 Chinese mobile users to empirically investigate the research framework.FindingsThe findings indicate that participants in interactions with game objects and interactions with other users reported stronger feelings regarding platform intimacy and love for nature, which, in turn, positively influences PEBs. Consumers with stronger perceptions of network externalities were more likely to be affected by the initiation effect of the interaction with game objects.Originality/valueThe authors introduce the notion of love for nature to the pro-environmental behaviors field and discuss the priming effect of two types of interactions on platform intimacy and love for nature. In addition, the authors focus on the important effect of network externality on users' emotions.

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“…These professionals, operating within meticulously designed contexts that minimize biases, can play a "central" role in the diffusion of sustainability (Johnsen et al, 2022(Johnsen et al, , p. 1624. Put differently, these professionals, acting as agents of their companies, can navigate a delicate equilibrium between organizational mandates and personal convictions (Yu et al, 2022). Their decisions reverberate through the entire value chain, influencing suppliers, partners, and, ultimately, end consumers.…”

Section: Introductionmentioning

confidence: 99%

“…, 2022, p. 1624). Put differently, these professionals, acting as agents of their companies, can navigate a delicate equilibrium between organizational mandates and personal convictions (Yu et al. , 2022).…”

Section: Introductionmentioning

confidence: 99%

Antecedents and consequences of procurement managers' willingness to pay for sustainability: a multi-level perspective

Khan,

Hinterhuber

2024

IJOPM

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PurposeThe role of procurement managers is crucial for diffusing sustainability throughout the supply chain. Whether or not they are willing to pay for sustainability is an important and not yet fully understood question. The authors examine antecedents and consequences of their willingness to pay (WTP) for sustainability.Design/methodology/approachThe authors develop a multi-level framework to examine the WTP for sustainability in a B2B context. The authors test this multi-level framework with 372 procurement managers from multiple sectors and countries using partial least squares structural equation modeling.FindingsThe authors find that individual values of procurement managers and institutional pressures directly, while ethical organizational culture indirectly influence WTP for sustainability. Functional and cognitive competencies of procurement managers improve the sustainability of procurement, but not WTP for sustainability. Importantly, WTP for sustainability directly influences the performance of the procurement function which in turn is positively associated with increased organizational performance.Originality/valueThe study, examining the interplay between individual, organizational and contextual factors, provides empirical evidence on the pivotal role of procurement managers in diffusing sustainability throughout the supply chain. The findings of the study, on the one hand, contribute to the literature on operations management and sustainability, and on the other hand, guide policy and managerial actions.

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Disengaging pro-environmental values in B2B green buying decisions: Evidence from a conjoint experiment

Cited by 9 publications

References 89 publications

Strong displayed passion and preparedness of broadcaster in live streaming e-commerce increases consumers' neural engagement

Strong displayed passion and preparedness of broadcaster in live streaming e-commerce increases consumers' neural engagement

The impact of virtual interaction on consumers' pro-environmental behaviors: the mediating role of platform intimacy and love for nature

Antecedents and consequences of procurement managers' willingness to pay for sustainability: a multi-level perspective

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