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Gianluca Scheidegger
Former Member
Last Name
Scheidegger
First name
Gianluca
Phone
+41 71 224 7187
9 results
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Item type:Publication, “35 Pearls for a T-Shirt?”: How a Virtual Currency’s
Dissimilarity to Money Decreases Purchase Intentions(2022-12-06); Money is much more than dollars, pounds or yen. The digitization of money has led to the emergence of numerous virtual currencies. Countless virtual currencies have emerged through the digitization of money. Billions of U.S. dollars are exchanged using such virtual currencies every year. Still, most pricing-related marketing research focuses on payments using official currencies. In our article, we build upon payment-mechanism and processing fluency research to predict consumers’ purchase intentions with virtual currencies. Study 1 addresses how perceived money similarity can be predicted by semantic similarity measurements. In Studies 2 and 3, we replicate real-world purchase scenarios to show how a virtual currency’s dissimilarity to money decreases purchase intentions through both the increase of processing fluency and the increase of pain of payment. Managerial as well as theoretical implications are discussed.Type:conference paper - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Dumb Smiles: How Positive Emotions Negatively Influence Purchase Intentions in Live Shopping(American Marketing Association, 2022-02-10); ; Social commerce and live shopping are on the rise. Major retailer across the globe have started marketing their products on live streams directly to billions of customers. Still, live shopping has not yet received much attention in marketing research. In this article, we build upon findings from service and marketing research to study the role of the salesperson in live shopping. In an online experiment, we show that the excessive expression of positive emotions trough smiling negatively affects perceived expertise of the salesperson and purchase intentions for the advertised hedonic product. For utilitarian products, we find no influence of positive emotions on purchase intentions. Implications for research and practice are being discussed.Type:conference paperJournal:2022 AMA Winter Academic Conference ProceedingsVolume:33 - Some of the metrics are blocked by yourconsent settings
Item type:Publication, In-Store Inspiration: How to Elicit Impulse Buying in the Shopper Journey(2021-05-26); ; - Some of the metrics are blocked by yourconsent settings
Item type:Publication, “35 Candy for a T-Shirt?”: How a Currency’s Dissimilarity to Money Decreases Purchase Intentions(2021-05)Money is much more than dollars, pounds or yen. The digitization of money has led to the emergence of numerous virtual currencies (i.e., company-issued currencies for purchases within the company’s ecosystem). Billions of US dollars are exchanged using such virtual currencies every year. Still, most pricing-related research focuses on payments using official currencies. In our article, we build upon payment mechanism and processing fluency research to predict consumers’ purchase intentions with virtual currencies. Study 1 addresses how perceived money similarity can be predicted by semantic similarity measurements. In Studies 2 and 3, we replicate real-world purchase scenarios to show how a virtual currency’s dissimilarity to money decreases purchase intentions through both the decrease of processing fluency and the increase of pain of payment. Managerial as well as theoretical implications are discussed.Type:conference paper - Some of the metrics are blocked by yourconsent settings
Item type:Publication, The Black Friday Effect: The Moderating Impact of Event-Specific Promotions on the Relationship Between Deal Level and Deal Attractiveness(2020-05); ; ; ; Event-specific price promotions such as Black Friday promotions play an important role for retailers’ promotional activities. The question arises whether some discounts levels are more attractive when communicated as an event-specific promotion or as a regular price promotion. The study shows that the effect of deal level on consumers’ perceived deal attractiveness depends on the promotion framing. For low discounts, framing promotions as “Black Friday Promotion” leads to a higher deal attractiveness than regular promotion framing. When a high discount is offered, the promotions are perceived as equally attractive. The results indicate that price consciousness plays a moderating role in this relationship. Consumers with high levels of price consciousness show stronger reactions to the interaction of discount level and promotion framing. Surprisingly, highly price conscious consumers evaluate Black Friday Promotions at high discount levels as less attractive than regular promotions.Type:conference paper - Some of the metrics are blocked by yourconsent settings
Item type:Publication, - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Automated Commerce: Consumers' Tolerance for Service Failures in Agency Situations(2019-05-16); ; ; New technologies, such as autonomous smart-home devices and consumer goods subscriptions, allow for the automation of consumers’ shopping. When using autonomous commerce, consumers practically outsource their decision making, whereby it is machines or firms making purchase decisions on consumers’ behalf. Algorithm aversion, however, might prevent consumers from using automated commerce and thereby stymie this promising technology. This research project applies principal-agent theory, a theory mostly used in B2B contexts, to the consumer behavior realm to analyze consumers’ willingness to accept service failure in automated retailing schemes. While consumers are less forgiving towards agents in situations with specific expectations (predefined automation), they are more forgiving and actually accepting of service failures in situations with vague expectations (surprise automation). This project, thus, seeks to identify ways for firms to increase consumers’ acceptance of service failures in agency situations and increase lifetime value in automated commerce.Type:conference paper - Some of the metrics are blocked by yourconsent settings
Item type:Publication, The Cost of Convenience: How Risk Jeopardizes Convenience in Automated Shopping(2018-05); ; ; Type:conference paperJournal:European Marketing Academy 47th Annual Conference - Some of the metrics are blocked by yourconsent settings
Item type:Publication, Smartphone Effect on Shoppers: How Mobile Information Storage Influences Price Knowledge(2018-05); ; Researchers have recently raised concerns about the harmful effects external information storage has on our memory. At the same time, new and emerging mobile technologies have led to the increasing capacity and convenience of external memory aids. To date, price knowledge researchers have not considered this change of consumers’ information storage in the studies they conducted. This publication seeks to close the identified research gap by investigating effects of mobile information storage on consumers’ price knowledge. To do so, this study collects data about consumers’ levels of mobile information storage as well as three price knowledge measures (price recall, price recognition, and deal spotting). Results suggest that the level of mobile information storage influences consumers’ explicit price knowledge negatively while implicit price knowledge remains unaffected. Implications for retailers and further research as well as limitations of the study are discussed.Type:conference paper