The Effect of Consumer Scepticism on the Perceived Value of a Sustainable Hotel Booking

Ponnapureddy, Sindhuri; Priskin, Julianna; Ohnmacht, Timo; Vinzenz, Friederike; Wirth, Werner

doi:10.4172/2167-0269.1000312

Cited by 4 publications

(2 citation statements)

References 28 publications

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“…It has already been shown in other domains [ 48 ] that skepticism can mitigate positive effects on consumer responses. We used this reasoning to further assume enhancing effects of skepticism on negative effects on consumer responses.…”

Section: Theoretical Background and Hypothesesmentioning

confidence: 99%

I do not want to set my own price! Indirect effects of emotions and moderation effects of skepticism explain reduced use intentions towards participative pricing models

2023

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Participative pricing models (i.e., auction, reverse auction, pay-what-you-want) have grown in importance compared to classical, non-participative pricing models (i.e., fixed price, discount). This study examined (1) relative use intentions regarding different (non-) participative pricing models, (2) the emotional responses triggered by the pricing models and influencing consumers’ use intentions, and (3) the moderating role of individual skepticism in this context. A between-subjects experiment (N = 505) with five groups, manipulating participative (auction, reverse auction, and pay-what-you-want) and non-participative (fixed price and discount) pricing models, detected reduced use intentions towards participative compared to non-participative pricing models. Even though participative pricing models induced higher levels of positive as well as negative emotions, the effects via positive emotions (promoting use intentions) were weaker than the effects via negative emotions (mitigating use intentions). Skepticism towards participative pricing models enhanced negative emotions and decreased positive emotions. Practical applications should rely on enhancing positive emotions while simultaneously reducing negative emotions, as they exert independent effects. Skepticism of potential users should be mitigated in the early stages of the customer relationship, e.g., via trustworthiness triggers.

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Section: Theoretical Background and Hypothesesmentioning

confidence: 99%

I do not want to set my own price! Indirect effects of emotions and moderation effects of skepticism explain reduced use intentions towards participative pricing models

2023

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“…Mimouni and Parguel [21] resulted in the perception of consumer value for environmentally friendly products causing consumers to seek information about the product, thereby generating purchase intentions. This is reinforced by research conducted by Sindhuri [22] which states that the purchase intention of environmentally friendly products is carried out by consumers who have a positive perception of the benefits of these products. Thus, the third hypothesis is formulated as follows: H3: perceived value of environmentally friendly products has a positive effect on consumer purchase intentions…”

Section: Theoretical Backgroundmentioning

confidence: 99%

Effect of Consumer Skepticism on Consumer Intention in Purchasing Green Product

Bursan

Wiryawan

Jimad

et al. 2022

IOP Conf. Ser.: Earth Environ. Sci.

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The image of environmentally friendly products is often seen as bad, consumer doubt that environmentally friendly products are really made with environmentally friendly raw materials. This attitude is known as consumer skepticism (doubt) towards products with an environmentally friendly label. Consumer skepticism occurs because product advertisements contain confusing information as well as consumer insecurity about the raw material for products that the company claims are environmentally friendly. The aims of this study aims to determine the effect of consumer skepticism on green purchase intention. This study uses a theoretical approach to consumer behavior control and attitude, perceived value and environmental consciousness associated with consumer intentions to buy green products in Bandar Lampung. The study was conducted on April until June 2020. The sample in this research were consumers who had been buying green product. The research sample was calculated using the Lemeshow method, with a margin of error of 5%, the minimum number of samples was 236 samples. The analysis tool used is regression model. The results of this study are the reduction of consumer skepticism about the intention to buy due to the use of social media to promote green products. Meanwhile, the influence of consumer value perceptions and environmental awareness will increase on the purchase intention of green products. The implication of this research is that companies must pay attention to communication about green products that are produced so as to reduce consumer doubt. Another impact if consumers consume green products will lead to environmentally friendly perceptions and attitudes.

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