ASSESSING QUALITY IN HIGH-UNCERTAINTY MARKETS: ONLINE REVIEWS OF CREDENCE SERVICES

In economics of information theory, credence products are those whose quality is difficult or impossible for consumers to assess, even after they have consumed the product (Darby & Karni, 1973). This dissertation is focused on the content, consumer perception, and power of online reviews for credence services. Economics of information theory has long assumed, without empirical confirmation, that consumers will discount the credibility of claims about credence quality attributes. The same theories predict that because credence services are by definition obscure to the consumer, reviews of credence services are incapable of signaling quality. Our research aims to question these assumptions. In the first essay we examine how the content and structure of online reviews of credence services systematically differ from the content and structure of reviews of experience services and how consumers judge these differences. We have found that online reviews of credence services have either less important or less credible content than reviews of experience services and that consumers do discount the credibility of credence claims. However, while consumers rationally discount the credibility of simple credence claims in a review, more complex argument structure and the inclusion of evidence attenuate this effect. In the second essay we ask, “Can online reviews predict the worst doctors?” We examine the power of online reviews to detect low quality, as measured by state medical board sanctions. We find that online reviews are somewhat predictive of a doctor’s suitability to practice medicine; however, not all the data are useful. Numerical or star ratings provide the strongest quality signal; user-submitted text provides some signal but is subsumed almost completely by ratings. Of the ratings variables in our dataset, we find that punctuality, rather than knowledge, is the strongest predictor of medical board sanctions. These results challenge the definition of credence products, which is a long-standing construct in economics of information theory. Our results also have implications for online review users, review platforms, and for the use of predictive modeling in the context of information systems research.

Motivations to interact with brands on Facebook – Towards a typology of consumer–brand interactions

In recent years, Facebook and other social media have become key players in branding activities. However, empirical research on consumer–brand interactions on Facebook is still in its infancy. Therefore, the aim of this research is to provide additional insights to brand managers on how to adapt their approaches to increase consumers’ interactions with brands on Facebook. In this study, we apply the uses and gratification theory proposed by Katz to develop a new typology of consumers based on consumer motivations to interact with brands on Facebook, and explore the type and intensity of these interactions. We identify five main motivations that might influence consumers’ interactions with a brand on Facebook: (i) social influence, (ii) search for information, (iii) entertainment, (iv) trust and (v) reward. Building on these five motivations, a classification using clustering techniques reveals four different groups of consumers: (i) ‘brand detached’, (ii) ‘brand profiteers’, (iii) ‘brand companions’ and (iv) ‘brand reliants’. Our results provide valuable and applicable insights for social media marketing activities, which will assist brand managers to develop strategies for effectively reaching and influencing the most desirable groups of consumers.

Effects of Information and Time of Use Pricing on Irish Electricity Demand and Supply

In this dissertation I quantify residential behavior response to interventions designed to reduce electricity demand at different periods of the day. In the first chapter, I examine the effect of information provision coupled with bimonthly billing, monthly billing, and in-home displays, as well as a time-of-use (TOU) pricing scheme to measure consumption over each month of the Irish Consumer Behavior Trial. I find that time-of-use pricing with real time usage information reduces electricity usage up to 8.7 percent during peak times at the start of the trial but the effect decays over the first three months and after three months the in-home display group is indistinguishable from the monthly treatment group. Monthly and bi-monthly billing treatments are not found to be statistically different from another. These findings suggest that increasing billing reports to the monthly level may be more cost effective for electricity generators who wish to decrease expenses and consumption, rather than providing in-home displays. In the following chapter, I examine the response of residential households after exposure to time of use tariffs at different hours of the day. I find that these treatments reduce electricity consumption during peak hours by almost four percent, significantly lowering demand. Within the model, I find evidence of overall conservation in electricity used. In addition, weekday peak reductions appear to carry over to the weekend when peak pricing is not present, suggesting changes in consumer habit. The final chapter of my dissertation imposes a system wide time of use plan to analyze the potential reduction in carbon emissions from load shifting based on the Ireland and Northern Single Electricity Market. I find that CO2 emissions savings are highest during the winter months when load demand is highest and dirtier power plants are scheduled to meet peak demand. TOU pricing allows for shifting in usage from peak usage to off peak usage and this shift in load can be met with cleaner and cheaper generated electricity from imports, high efficiency gas units, and hydro units.

Mapeando fundamentos do Constructo Neuromarketing com profissionais de empresa de publicidade

This study aims to acknowledge the domain level and influence of the neuromarketing construct. This is done considering professionals at advertising agencies in Brazil. The presence of concepts related to this new approach is very little divulged, and there are little analysis performed on this area. Thus, the research is of qualitative and exploratory nature and used as primary fonts books, articles related to marketing, neuroscience, and psychology as well as secondary fonts. A profound interview was realized aiming the main advertising agencies in Brazil. The public was composed by managers responsible for planning. A content analysis was performed afterwards. The advances related to the brain science have permitted the development of technological innovation. These go primarily towards knowledge and unconscious experiences of consumers, which are responsible for the impulse of decision making and consumer behavior. These issues are related to Neuromarketing, that in turn, uses techniques such as FMRI, PET and FDOT. These scan the consumer s brain and produces imagines on the neuron s structures and functioning. This is seen while activities such as mental tasks for the visualization of brands, images or products, watching videos and commercials are performed. It is observed that the agencies are constantly in search of new technologies and are aware of the limitations of the current research instruments. On the other hand, they are not totally familiar with concepts related to neuromarketing. In relation to the neuroimage techniques it is pointed out by the research that there is full unawareness, but some agencies seem to visualize positive impacts with the use of these techniques for the evaluation of films and in ways that permit to know the consumer better. It is also seen that neuroimage is perceived as a technique amongst others, but its application is not real, there are some barriers in the market and in the agencies itself. These barriers as well as some questioning allied to the scarce knowledge of neuromarketing, make it not possible to be put into practice in the advertising market. It is also observed that even though there is greater use of neuromarketing; there would not be any meaningful changes in functioning and structuring of these agencies. The use of the neuro-image machines should be done in research institutes and centers of big companies. Results show that the level of domain of the neuromarketing construct in the Brazilian advertising agencies is only a theoretical one. Little is known of this subject and the neurological studies and absolutely nothing of neuroimage techniques

Fatores que influenciam a intenção de compra online: aplicação de um modelo adaptado de aceitação da tecnologia para o comércio eletrônico

This research aims to understand the factors that influence intention to online purchase of consumers, and to identify between these factors those that influence the users and the nonusers of electronic commerce. Thus, it is an applied, exploratory and descriptive research, developed in a quantitative model. Data collection was done through a questionnaire administered to a sample of 194 graduate students from the Centre for Applied Social Sciences of UFRN and data analysis was performed using descriptive statistics, confirmatory factorial analysis and simple and multiple linear regression analysis. The results of descriptive statistics revealed that respondents in general and users of electronic commerce have positive perceptions of ease of use, usefulness and social influence about buying online, and intend to make purchases on Internet over the next six months. As for the non-users of electronic commerce, they do not trust the Internet to transact business, have negative perceptions of risk and social influence over purchasing online, and does not intend to make purchases on Internet over the next six months. Through confirmatory factorial analysis six factors were set up: behavioral intention, perceived ease of use, perceived usefulness, perceived risk, trust and social influence. Through multiple regression analysis, was observed that all these factors influence online purchase intentions of respondents in general, that only the social influence does not influence the intention to continue buying on the Internet from users of electronic commerce, and that only trust and social influence affect the intention to purchase online from non-users of electronic commerce. Through simple regression analysis, was found that trust influences perceptions of ease of use, usefulness and risk of respondents in general and users of electronic commerce, and that trust does not influence the perceptions of risk of non-users of electronic commerce. Finally, it was also found that the perceived ease of use influences perceived usefulness of the three groups. Given this scenario, it was concluded that it is extremely important that organizations that work with online sales know the factors that influence consumers purchasing intentions in order to gain space in their market

Análise comportamental : um estudo por análise de sobrevivência, aplicada a cartões de crédito

A capacidade de adaptação e rapidez de decisão, distinguem as empresas que melhor conseguem competir e crescer no mercado global. Para atuar rapidamente, as organizações precisam de sistemas de informação cada vez mais eficazes, surgindo recentemente uma nova função considerada fundamental para as empresas, que é a de Cientista de Dados. É neste contexto e para responder aos desafios atuais e futuros, que surgem sistemas de informação cada vez mais avançados, suportados por modelos de análise e visualização estatística. Este trabalho consiste em criar uma metodologia de desenvolvimento de modelos de previsão de incumprimento e perfil do consumidor, aplicado a cartões de crédito, com base numa exposição de análise comportamental, utilizando técnicas de análise de sobrevivência. São definidas técnicas de tratamento dos dados recolhidos, estimado modelo não-paramétrico de Kaplan-Meier e vários modelos de Cox de riscos proporcionais. Com recurso à curva ROC, dependente do tempo, à AUC e ao índice de Gini, conclui-se que o modelo final apresenta um desempenho positivo para identificar os clientes em situação de incumprimento ou com propensão a incumprir.

A perspectiva do utilizador do Facebook relativamente à escolha de alojamento turístico

Atualmente assistimos a um aumento exponencial do uso dos social media como meio para planear as viagens lazer, bem como procurar por informações relativas a hotéis, restaurantes e outras empresas na indústria de turismo e viagens. Os social media criaram um novo canal de distribuição, tendo este influenciado e alterado a forma como os viajantes determinam o local onde vão ficar alojados. É importante que as empresas hoteleiras compreendam o comportamento dos consumidores face aos social media e, assim, determinar qual a forma de comunicação e que informações deverão disponibilizar nos seus sites. A título de exemplo, os hotéis conseguem interagir com os clientes através das redes sociais, como o Facebook, Instagram ou Youtube, partilhar diversos tipos de conteúdos informativos e prestar assistência a questões. O presente estudo tem como objetivo compreender o uso das redes sociais, apresentando-se um maior foco na rede social Facebook, na promoção de um estabelecimento hoteleiro e, com isto, determinar se a promoção dos serviços hoteleiros através deste meio, apresenta influência na tomada de decisão de escolha de alojamento turístico. Por outro lado, pretendese analisar o impacto das avaliações/recomendações realizadas pelos consumidores presentes no Facebook. Adotou-se uma metodologia quantitativa, através de um questionário online. Para analisar as hipóteses de estudo recorreu-se a diversos testes estatísticos. Os principais resultados demonstraram que são diversos os meios online e offline em que os consumidores se baseiam para fazer a sua decisão de escolha de alojamento, sendo um destes o Facebook, que apresenta uma grande representatividade. O word-of-mouth, contabilizado através das opiniões dos antigos clientes presentes em sites de avaliações e em redes sociais revela-se uma componente determinante no processo de recolha de informação sobre determinado alojamento e consequentemente influenciador na escolha de alojamento. Por último, verificou-se que o Facebook apresenta ter um papel decisivo no processo de decisão de escolha de alojamento turístico.

Comportamento do consumidor: um estudo do mercado imobiliário em condomínios verticais fechados na região metropolitana de Natal

The research in question looked for to establish the relation between the motivation (of the proprietor of apartment) to change itself of another one apartment, in closed vertical condominium (residential mobility) in the period of the recognition of the necessity, and the satisfaction with the apartment after consume. The universe or the population chosen for the development of the study was of proprietors of apartment in vertical condominiums located in the region metropolitan of Natal. The analysis of data was made using the techniques of linear regression and logistic regression between variables. The linear regression found relations between the motivations for housing change and the satisfaction in after consume with some attributes of the apartment. The logistic regression showed that relations between the motivations for change and the general satisfaction to the apartment exist as a whole, in the period after consumes. With regard to the motivation to change itself of a apartment for another one, some reasons shown more motivation them the others. The research found different degrees of satisfaction with certain characteristics of the apartment and degrees of no satisfaction with others. Finally the results of the research had contributed for the reply of the problem that guided the present study, therefore had obtained in such a way to find how much logistic not linear relations between the two periods purchase (recognition of the necessity and evaluation after consume) and had elucidated the process that goes since the choice the product until the satisfaction of the necessities

Análisis de la transición de lo racional a lo emocional en la comunicación de marca

La comunicación integrada del mercadeo es uno de los elementos que más ha evolucionado en las últimas décadas, gracias a la diversificación de los medios de comunicación, el desarrollo de las agencias publicitarias y la capacidad estratégica y creativa de las marcas -- Dicha transformación va de la mano con las tendencias de consumo, el comportamiento de los compradores y el cambio organizacional, mediante los que se orienta a las empresas hacia el cliente, con fin de buscar siempre conquistar su corazón más que su mente -- En esta medida, el presente texto comprende el análisis de los cambios en la comunicación de marca y el paso de los elementos racionales a emocionales de la misma, además de sus efectos en los resultados de las organizaciones, mediante el entendimiento de su relevancia en la construcción de marca y la coherencia que debe tener con la esencia de la compañía que represente, todo ello a través de la documentación de algunas campañas publicitarias llevadas a cabo durante los últimos diez años, de la marca colombiana de pañales Winny, con base en la investigación de fuentes primarias y entrevistas a cuatro expertos en comunicación de marca

VOX POPULI: THREE ESSAYS ON THE USE OF SOCIAL MEDIA FOR VALUE CREATION IN SERVICES

Prior research shows that electronic word of mouth (eWOM) wields considerable influence over consumer behavior. However, as the volume and variety of eWOM grows, firms are faced with challenges in analyzing and responding to this information. In this dissertation, I argue that to meet the new challenges and opportunities posed by the expansion of eWOM and to more accurately measure its impacts on firms and consumers, we need to revisit our methodologies for extracting insights from eWOM. This dissertation consists of three essays that further our understanding of the value of social media analytics, especially with respect to eWOM. In the first essay, I use machine learning techniques to extract semantic structure from online reviews. These semantic dimensions describe the experiences of consumers in the service industry more accurately than traditional numerical variables. To demonstrate the value of these dimensions, I show that they can be used to substantially improve the accuracy of econometric models of firm survival. In the second essay, I explore the effects on eWOM of online deals, such as those offered by Groupon, the value of which to both consumers and merchants is controversial. Through a combination of Bayesian econometric models and controlled lab experiments, I examine the conditions under which online deals affect online reviews and provide strategies to mitigate the potential negative eWOM effects resulting from online deals. In the third essay, I focus on how eWOM can be incorporated into efforts to reduce foodborne illness, a major public health concern. I demonstrate how machine learning techniques can be used to monitor hygiene in restaurants through crowd-sourced online reviews. I am able to identify instances of moral hazard within the hygiene inspection scheme used in New York City by leveraging a dictionary specifically crafted for this purpose. To the extent that online reviews provide some visibility into the hygiene practices of restaurants, I show how losses from information asymmetry may be partially mitigated in this context. Taken together, this dissertation contributes by revisiting and refining the use of eWOM in the service sector through a combination of machine learning and econometric methodologies.

Beauty and personal care in mass market: A strategic analysis of perfumery and cosmetics at Sonae MC

Directed internship

Diseño conceptual para la elaboración y desalcoholización de cerveza artesanal

Este trabajo de grado consistió en la elaboración y desalcoholización de 3 recetas de cerveza artesanal basadas en recetas previamente diseñadas -- Las cervezas fueron desalcoholizadas mediante un proceso de sublimación bajo vacío y luego reconstituidas con agua carbonatada -- Usando espectrometría infrarroja y cromatografía de gases se determinó que más del 98% del alcohol presente en cada una de las muestras originales fue removido exitosamente -- El grado de aceptación de cada una de las 6 variedades de cerveza se determinó mediante un panel de consumidores -- Los resultados del panel mostraron un mayor grado de aceptación para las cervezas alcohólicas que para las cervezas no alcohólicas y permitieron determinar que existían diferencias significativas entre el sabor de las cervezas no alcohólicas y las cervezas originales -- Por último se elaboró un diseño conceptual de la planta para la elaboración de cerveza con y sin alcohol a partir del cual se realizó un análisis económico en el que se observa que el proyecto no es económicamente viable bajo las condiciones estudiadas, presentando una TIR del 7% y un VPN ($1,054’498,368) menor a la inversión inicial ($1,151’965,681)

Sucesso e insucesso no licenciamento: uma perspectiva integrada.

Doutoramento em Gestão.

Determinants of engagement in virtual social networks in Singapore

The use of virtual social networks (VSNs) has been prevalent among consumers worldwide. Numerous studies have investigated various aspects of VSNs. However, these studies have mainly focused on students and young adults as they were early adopters of these innovative networks. A search of the literature revealed there has been a paucity of research on adult consumers’ use of VSNs. This research study addressed this gap in the literature by examining the determinants of engagement in VSNs among adult consumers in Singapore. The objectives of this study are to empirically investigate the determinants of engagement in VSNs and to offer theoretical insights into consumers’ preference and usage of VSNs. This study tapped upon several theories developed in the discipline of technology and innovation adoption. These were Roger’s Diffusion of Innovation, Theory of Reasoned Action (TRA), Theory of Planned Behavior (TPB), Technology Acceptance Model (TAM), Conceptual Framework of Individual Innovation Adoption by Frambach and Schillewaert (2002), Enhanced Model of Innovation Adoption by Talukder (2011), Extended Unified Theory of Acceptance and Use of Technology (UTAUT2) and the Information Systems (IS) Success Model. The proposed research model, named the Media Usage Model (MUM), is a framework rooted in innovation diffusion and IS theories. The MUM distilled the essence of these established models and thus provides an updated, lucid explanation of engagement in VSNs. A cross-sectional, online social survey was conducted to collect quantitative data to examine the validity of the proposed research model. Multivariate data analysis was carried out on a data set comprising 806 usable responses by utilizing SPSS, and for structural equation modeling AMOS and SmartPLS. The results indicate that consumer attitude towards VSNs is significantly and positively influenced by: three individual factors – hedonic motivation, incentives and experience; two system characteristics – system quality and information quality; and one social factor – social bonding. Consumer demographics were found to influence people’s attitudes towards VSNs. In addition, consumer experience and attitude towards VSNs significantly and positively influence their usage of VSNs. The empirical data supported the proposed research model, explaining 80% of variance in attitude towards VSNs and 45% of variance in usage of VSNs. Therefore, the MUM achieves a definite contribution to theoretical knowledge of consumer engagement in VSNs by deepening and broadening our appreciation of the intricacies related to use of VSNs in Singapore. This study’s findings have implications for customer service management, services marketing and consumer behavior. These findings also have strategic implications for maximizing efficient utilization and effective management of VSNs by businesses and operators. The contributions of this research are: firstly, shifting the boundaries of technology or innovation adoption theories from research on employees to consumers as well as the boundaries of Internet usage or adoption research from students to adults, which is also known as empirical generalization; secondly, highlighting the issues associated with lack of significance of social factors in adoption research; and thirdly, augmenting information systems research by integrating important antecedents for success in information systems.

Compromisso, motivação e identidade atlética como variáveis preditivas do consumo de desporto

O objetivo deste estudo foi examinar a relação entre a motivação, o compromisso desportivo e a identidade atlética e três tipos de comportamentos de consumo de desporto: frequência de participação, consumo de artigos de desporto e consumo de media. Foi aplicado um questionário a praticantes de desportos individuais e coletivos, de fitness e de prática informal (n = 900). O questionário incluíu questões relacionadas com informações sociodemográficas, com a motivação, o compromisso desportivo, a identidade atlética e com o comportamento de consumo de desporto. Para analisar os dados utilizámos modelos de equações estruturais, testes de comparação (ANOVA). Os resultados mais relevantes foram os obtidos a partir de um modelo de equações estruturais onde foram fornecidas evidências de que o compromisso desportivo tem uma influência positiva sobre a frequência de participação, sobre o consumo de artigos de desporto e dos media. Também a motivação e a identidade atlética tem uma influência sobre os diferentes tipos de consumo de desporto, estudados nesta investigação. As implicações destes resultados são discutidas e sugestões para futuras pesquisas sobre praticantes de desporto são fornecidas.