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- Högberg, Johan, et al.
(författare)
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Creating brand engagement through in-store gamified customer experiences
- 2019
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Ingår i: Journal of Retailing and Consumer Services. - : Elsevier. - 0969-6989 .- 1873-1384. ; 50, s. 122-130
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Tidskriftsartikel (refereegranskat)abstract
- The purpose of this study is to understand how gamification contributes to customers’ value creation in a retail context and how this value creation relates to brand engagement. The study builds on a field experiment using a two-group between-subjects design combined with correlational research. The experiment involved 378 participants recruited at a major European sports retailer. Participants were exposed to one of two conditions: one with a gamified activity in a store, and one in which the participants performed the same activity without being exposed to any game elements. The findings show that gamification affects the hedonic value of an activity and that this effect can be partly explained by positive affect. When this hedonic value was compared to the satisfaction with a reward, the hedonic value was found to be a better predictor of continued engagement intention. Finally, gamification through continued engagement intention is positively associated with brand engagement.
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| 4. |
- Otterbring, Tobias, 1985-, et al.
(författare)
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Left isn’t always right : Placement of pictorial and textual package elements
- 2013
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Ingår i: British Food Journal. - : Emerald Group Publishing Limited. - 0007-070X .- 1758-4108. ; 115:8, s. 1211-1225
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Tidskriftsartikel (refereegranskat)abstract
- The purpose of this study is to investigate how the positioning of textual and pictorial design elements on a package affects visual attention (detection time) toward these element types. The study has a 3 × 2 (Stimulus × Location) between-subjects design. One pictorial and two textual package elements, located on the top right- or top left-hand side of a package, were used as stimuli. Visual attention was measured by eye-tracking. A total of 199 university students participated. The data were analysed using a two-way ANOVA and a Pearson’s chi-square analysis with standardised residuals. The results show that in order to receive the most direct attention, textual elements should be on the left-hand side of a package, whereas pictorial elements should be on the right-hand side. This is inconsistent with previous design directions (based on recall), suggesting the opposite element organisation. Previous research has focused on recall (whether respondents remember having seen package elements) or preference (whether respondents prefer a package based on element positioning). The focus of the present study was whether respondents actually saw the different elements on a package, and how long it took them to detect such elements. Detection time for certain element types can be viewed as a new and complementary way of evaluating the position of package elements. The paper also addresses whether preference is a result of easy information acquisition.
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| 5. |
- Shams, Poja, 1980-, et al.
(författare)
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The verticality heuristic : Why top shelf is not always top notch in product placement
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Annan publikation (övrigt vetenskapligt/konstnärligt)abstract
- Many factors influence the consumer’s attention at point-of-purchase (POP), and suppliers invest heavily in these factors to influence behaviour and to increase the likelihood their products’ will ultimately be chosen. This paper contributes to the research on decision-making at POP by exploring shelf verticality (vertical space position) and product packaging as factors influencing consumer attention, consideration, and choice. We explored the inferences consumers drew from shelf verticality and product packaging by measuring visual perception in the decision-making process. In two eye-tracking experiments with value specific tasks (premium or budget), we found that consumers made inferences based on shelf verticality, which in turn influenced the initial visual attention towards products on the shelf. Nevertheless, consumers ultimately made value inferences from product packaging in consideration and choice of products. The implication is that consumers anticipate premium products to be placed on the top shelf level and budget products on the bottom. Any deviation from this expectation leads to longer search time. The main contribution of this research is that consumers use shelf verticality to reduce the search effort, similar to a heuristic, when product search is initiated. Consequently, the optimal placement of a product should be based on consumers’ expectations.
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| 6. |
- Wästlund, Erik, 1969-, et al.
(författare)
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Consumer Perception at Point of Purchase : Evaluating Proposed Package Designs in an Eye-tracking Lab
- 2010
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Ingår i: Journal of Business & Retail Management Research. - : Journal of Business & Retail Management Research. - 1751-8202 .- 2056-6271. ; 5:1, s. 41-50
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Tidskriftsartikel (refereegranskat)abstract
- In today’s retail environment, consumer products are increasingly competing for customers’ attention. Research has shown that 60–80% of purchasing decisions are influenced in-store. Thus, packaging that stands out from competitors gains a competitive advantage. This study investigates the use of eye-tracking as a method to evaluate and design packaging with better Point-of-Purchase qualities. An eye-tracking laboratory was used and shoppers were recruited for three rounds of experiments. In total, 128 participants were recruited in order to assess the potential of eye-tracking. Results show that, when taking some methodological constraints into account, eye-tracking complements traditional methodologies with further insights when investigating the Point-of-Purchase qualities of packaging.
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| 8. |
- Wästlund, Erik, 1969-, et al.
(författare)
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Heuristics and resource depletion : eye-tracking customers’ in situ gaze behavior in the field
- 2014
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Ingår i: Journal of Business Research. - : Elsevier. - 0148-2963 .- 1873-7978. ; :1, s. 95-101
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Tidskriftsartikel (refereegranskat)abstract
- When we visit a retail outlet, we go there to complete some type of shopping goal. These goals may be very specific and precisely planned prior to entering the store, or more abstract, and something we think of on the spur of the moment. The stores may display tens of thousands of different products, making it difficult to achieve the shopping goal in a rational manner. As a result, we use different types of heuristics to meet our shopping goals. In this study, we investigate how a customer’s visual attention is influenced by their shopping goal, based on the results of three field experiments in three different contexts—a gas station, a sports store, and a grocery store. Firstly we establish that differences do exist in viewing behavior based on whether shopping goals are planned or unplanned. A more complex and unplanned shopping goal leads to increased observations of in-store stimulus. We then study whether or not the complexity of the first shopping goal also influences the viewing behavior of the next shopping goal, independently of the characteristics of the second goal. The findings confirm that complex decision heuristics deplete cognitive recourse. This finding results in diminished visual attention during subsequent choices. In turn, this has implications for a customer’s shopping behavior.
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