Switch the channel: using cultural codes for designing and positioning sustainable products and services for mainstream audiences

Santamaría, Laura; Escobar-Tello, M. Carolina; Ross, Tracy

doi:10.1016/j.jclepro.2015.09.130

Cited by 47 publications

(53 citation statements)

References 45 publications

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“…The first of these themes relates to the lack of newness of the product component of the PSS with ensuing worries about its performance, a perceived social stigma, or lesser satisfaction (Tukker, 2015). These concerns are particularly strong when being perceived to endanger health, for example in the case of prams in potentially dirty or damaged condition (Catulli & Reed, 2017) or when used in identity construction projects (Armstrong, Niinimäki, Kujala, Karell, & Lang, 2015;Santamaria, Escobar-Tello, & Ross, 2016).…”

Section: Consumer Adoption Of Pssmentioning

confidence: 99%

“…Nevertheless, focus should also be placed on other positives to avoid manoeuvring their offer into a discount corner of the respective market, even when knowing that cost savings are the main pull. Following this logic, framing PSS as environmentally or socially friendly or tapping into attitudes about smart consumerism (Cherubini, Iasevoli, & Michelini, 2015) and well-being (Santamaria et al, 2016) may be the right approach after all, although Park and Armstrong's (2019) warn that positioning such offers outside of the mainstream may heighten feelings of risk among more consumers.…”

Section: The Effects Of Product Information On Perceived Values Andmentioning

confidence: 99%

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Predicting consumer adoption of branded subscription services: A prospect theory perspective

et al. 2020

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Drivers of and barriers to consumer adoption of product‐service systems (PSS) deviating strongly from the current consumption paradigm remain unidentified. This study quantitatively investigates purchase intentions of a hypothetical branded fashion subscription service. This service features use‐ and result‐oriented PSS attributes in a lack of ownership, newness, and choice, and is investigated from a Prospect Theory perspective using a mixed method design combining an experiment with a survey (n = 524). Results show that even if the PSS provider is highly trusted by consumers, this only mitigates some of the worries consumers have about wearing used clothing and being held financially liable for product damage. The only driver of adoption is the opportunity to save money. Additional specific product information is also explored and shows that PSS providers have scope to change consumer perceptions. Overall, it appears that fashion ownership and choice are lesser issues than the literature suggests, although financial incentives are important. Furthermore, having a trusted brand allows a potential PSS provider to alleviate only some of the concerns consumers have. The contribution of this paper lies in its empirical findings as well as in its validation of Prospect Theory as a valid approach to enquiring into reasons for or against consumer adoption of complex PSS such as subscription services.

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Section: Consumer Adoption Of Pssmentioning

confidence: 99%

Section: The Effects Of Product Information On Perceived Values Andmentioning

confidence: 99%

Predicting consumer adoption of branded subscription services: A prospect theory perspective

et al. 2020

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“…Personalising a product in an AB-PSS might sound like a paradox because current AB-PSS offerings, for example, Greenwheels [8] car sharing and Mobike [45] bike sharing both offer extremely limited ranges of products. However, customisation of products in AB-PSS could help to tap into customer segments when the lack of intangible or emotional benefits represents a barrier to adoption [9,20]. Allowing consumers to choose between a few different, low-impact customised options for products could make AB-PSS attractive for these segments and across subsequent use phases by different consumers [43].…”

Section: Discussionmentioning

confidence: 99%

“…Other barriers are the meaning that consumers extract from owning or using products and consumers' relationships with products. Santamaria et al [20] (p. 24) stated that PSS "will not be perceived as a desirable option for the user if it lacks the allure or symbolic value that other competing options provide". The findings Sustainability 2019, 11, 274 3 of 11 of Armstrong et al [9], who extensively studied AB-PSS for clothing, confirm this.…”

Section: Barriers To Pss Diffusion In the Consumer Marketmentioning

confidence: 99%

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Making Ours Mine: Increasing Consumer Acceptance of Access-Based PSS through Temporary Product Customisation

et al. 2019

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Access-based product-service systems (AB-PSS) have the potential to lower environmental impacts. Currently, a lack of consumer acceptance and, consequently, low adoption levels of AB-PSS are challenges preventing the realisation of their sustainability potential. This study proposes temporary product customisation to lower barriers for the acceptance of AB-PSS. We investigated whether customisation through modifying the appearance of an easily changeable attribute of a typical product, and thereby changing the product personality, could improve consumer acceptance while limiting the impact on sustainability. To explore this, a 3 × 1 between-group design experiment was conducted with consumers who are familiar with offerings similar to the AB-PSS we tested. The results indicate that respondents have a strong preference, as is widely recognised, for typical products in an AB-PSS. Infusing meaning and intangible value into accessed products through customisation can simultaneously lead to wider acceptance in the market and individual consumers’ satisfaction. Our findings confirm that consumer acceptance increases if a product fulfils intangible needs along with functionality needs. The results can be used to think about new ways in which product design can enhance the diffusion of AB-PSS in the consumer market.

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Determinants of a sustainable innovation system

2020

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This study seeks to identify and define the determinants of the sustainable innovation system (SIS). To achieve the objective, a qualitative approach was used through a systematic literature review using data from Web of Science (WOS) and Scopus. Two search equations were used to extract the data. In the first search equation, 69 documents were analyzed, and for the second, 102 documents were analyzed. Multiple definitions were found regarding SIS, it is worth highlighting in the findings the evolutionary process that these systems follow. As a contribution to the study, 79 determinants of an SIS are presented derived from the classic functions of an innovation system.

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Switch the channel: using cultural codes for designing and positioning sustainable products and services for mainstream audiences

Cited by 47 publications

References 45 publications

Predicting consumer adoption of branded subscription services: A prospect theory perspective

Predicting consumer adoption of branded subscription services: A prospect theory perspective

Making Ours Mine: Increasing Consumer Acceptance of Access-Based PSS through Temporary Product Customisation

Determinants of a sustainable innovation system

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