The effects of consumer participation in product construction and design on willingness to pay: The case of software

Fink, Lior; Geldman, Dorit

doi:10.1016/j.chb.2017.06.039

Cited by 6 publications

(2 citation statements)

References 46 publications

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“…The reason for these associations is that behavioural investments actually contribute to the realisation of consuming the desired good (Qiu and Cai, 2021). In spite of consumers’ past time and effort investments – or, in other words, participation in production can increase the subjective value of consumer goods – Fink and Geldman (2017) verify that this establishment is not generally valid, as software is perceived differently partly because of their experience and intangible features.…”

Section: Thematic Findingsmentioning

confidence: 99%

The impact of financial and behavioural sunk costs on consumers’ choices

Kovács

2024

JCM

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Purpose The purpose of this paper is to develop a systematic literature review on the sunk cost effect from consumers’ perspectives. By applying a comprehensive approach, this paper aims to synthesise and discuss the impact of financial and behavioural sunk costs on consumers’ decisions, judgements and behaviour before and after purchasing. This study also identifies potential research avenues to inspire further studies. Design/methodology/approach Following a search in the Scopus and Web of Science databases, a systematic literature review was conducted by identifying and analysing 56 peer-reviewed articles published between 1985 and 2022 (November). Descriptive and content analysis was implemented based on the selected papers to examine and synthesise the effect of sunk costs on consumers’ choices, evaluations and actions in a comprehensive approach; uncover research gaps; and recommend paths for future research. Findings The research results found in the literature are discussed according to five related themes: factors affecting the sunk cost effect; the impact of past investments on purchasing decisions; consumers’ post-purchasing evaluation, behaviour and choices; the mental amortisation of price; and the sunk cost effect on loyalty and switching. Originality/value The originality of this study lies in the comprehensive approach to the sunk cost effect from consumers’ perspectives. This review paper synthesises and discusses the research results found in the literature related to financial and behavioural sunk costs that can influence consumers’ decisions, judgements and behaviour before and after paying for a good or service.

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Section: Thematic Findingsmentioning

confidence: 99%

The impact of financial and behavioural sunk costs on consumers’ choices

Kovács

2024

JCM

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“…Product customisation enhances purchase intention (Fink & Geldman, 2017). In a customised condition, website information is adapted to individuals (Alpert et al, 2003).…”

Section: Literature Reviewmentioning

confidence: 99%

Effective Digital Advertising: The Influence of Customised Ads, Self-esteem and Product Attributes

Linardi,

Lin,

Yeo

2023

Journal of Creative Communications

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We investigate consumers’ attitudes and behaviours when receiving customised website advertising, the effect of their psychological beings and content of advertising messages, using a 2 (customisation: customised vs non-customised) × 2 (product attributes: utilitarian vs hedonic) × 2 (self-esteem: high vs low) experiment on 240 participants, aged 16–34 living in Taiwan, to explain their effects on advertising effectiveness and the mediating role of advertising value. High self-esteem consumers have a more favourable attitude and behaviour when receiving a customised ad. For low self-esteem consumers, the customised ad effectively influences purchase intention. In the non-customised advertising condition, a hedonic product attribute fosters greater purchase intention. High self-esteem consumers have a stronger purchase intention when receiving the hedonic product attribute in the non-customised ad condition. Furthermore, customisation influences attitude and purchase intention.

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Exploration on the Design of Portable Blood Glucose Meter based on Kansei Engineering

Yuan

Tang

2020

2020 IEEE 7th International Conference on Industrial Engineering and Applications (ICIEA)

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The effects of consumer participation in product construction and design on willingness to pay: The case of software

Cited by 6 publications

References 46 publications

The impact of financial and behavioural sunk costs on consumers’ choices

The impact of financial and behavioural sunk costs on consumers’ choices

Effective Digital Advertising: The Influence of Customised Ads, Self-esteem and Product Attributes

Exploration on the Design of Portable Blood Glucose Meter based on Kansei Engineering

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