82
Views
0
CrossRef citations to date
0
Altmetric
Articles

Beyond looks: How designer cues win over customers through social value, self-expression, and design involvement

ORCID Icon & ORCID Icon
Pages 186-206 | Received 10 Jun 2023, Accepted 24 Dec 2023, Published online: 03 Mar 2024

References

  • Adcock, S. (2019). This study suggests that you’re wasting a ton of home space. Retrieved February 14, 2023, from https://www.theladders.com/career-advice/this-study-suggests-that-youre-wasting-a-ton-of-home-space
  • Arboleda, A. M., & Alonso, J. C. (2014). Design awareness and purchase intention: An item response theory approach. Academia Revista Latinoamericana de Administración, 27(1), 138–155. https://doi.org/10.1108/ARLA-08-2013-0112
  • Baek, T. H., Kim, J., & Yu, J. H. (2010). The differential roles of brand credibility and brand prestige in consumer brand choice. Psychology & Marketing, 27(7), 662–678. https://doi.org/10.1002/mar.20350
  • Batra, R., Ramaswamy, V., Alden, D. L., Steenkamp, J. B. E., & Ramachander, S. (2000). Effects of brand local and nonlocal origin on consumer attitudes in developing countries. Journal of Consumer Psychology, 9(2), 83–95. https://doi.org/10.1207/S15327663JCP0902_3
  • Belk, R. W. (1988). Possessions and the extended self. Journal of Consumer Research, 15(2), 139–168. https://doi.org/10.1086/209154
  • Berger, J. (2008). Identity signaling, social influence, and social contagion. In M. J. Prinstein & K. A. Dodge (Eds.), Understanding peer influence in children and adolescents (pp. 181–199). The Guilford Press.
  • Beverland, M. B. (2005). Crafting brand authenticity: The case of luxury wines. Journal of Management Studies, 42(5), 1003–1029. https://doi.org/10.1111/j.1467-6486.2005.00530.x
  • Bian, Q., & Forsythe, S. (2012). Purchase intention for luxury brands: A cross-cultural comparison. Journal of Business Research, 65(10), 1443–1451. https://doi.org/10.1016/j.jbusres.2011.10.010
  • Blijlevens, J., Creusen, M. E., & Schoormans, J. P. (2009). How consumers perceive product appearance: The identification of three product appearance attributes. International Journal of Design, 3(3), 27–35. https://www.researchgate.net/publication/256347091
  • Bloch, P. H. (1995). Seeking the Ideal Form: Product Design and Consumer Response. Journal of Marketing, 59(3), 16–29. https://doi.org/10.1177/002224299505900302
  • Bloch, P. H., Brunel, F. F., & Arnold, T. J. (2003). Individual differences in the centrality of visual product aesthetics: Concept and measurement. Journal of Consumer Research, 29(4), 551–565. https://doi.org/10.1086/346250
  • Byun, K. A. K., Jones, R. P., & Wooldridge, B. R. (2018). It is not always about brand: Design-driven consumers and their self-expression. Journal of Retailing and Consumer Services, 43, 296–303. https://doi.org/10.1016/j.jretconser.2018.04.009
  • Chen, C., Zhang, D., Lu, K., & Wang, C. L. (2022). User design as a double-edged sword: Exploring perceived self-improvement and uncertainty in purchasing utilitarian products. Journal of Product & Brand Management, 31(5), 744–760. https://doi.org/10.1108/JPBM-04-2021-3438
  • Da Silva, O., Crilly, N., & Hekkert, P. P. M. (2015). How people’s appreciation of products is affected by their knowledge of the designers’ intentions. International Journal of Design, 9(2), 21–33.
  • Dodds, W. B., Monroe, K. B., & Grewal, D. (1991). Effects of price, brand, and store information on buyers’ product evaluations. Journal of Marketing Research, 28(3), 307–319. https://doi.org/10.1177/002224379102800305
  • Estes, Z., Brotto, L., & Busacca, B. (2018). The value of art in marketing: An emotion-based model of how artworks in ads improve product evaluations. Journal of Business Research, 85, 396–405. https://doi.org/10.1016/j.jbusres.2017.10.017
  • Faul, F., Erdfelder, E., Lang, A. G., & Buchner, A. (2007). G*Power 3: A flexible statistical power analysis program for the social, behavioral, and biomedical sciences. Behavior Research Methods 39, 175–191. https://doi.org/10.3758/BF03193146
  • Fuchs, C., Prandelli, E., Schreier, M., & Dahl, D. W. (2013). All that is users might not be gold: How labeling products as user-designed backfires in the context of luxury fashion brands. Journal of Marketing, 77(5), 75–91. https://doi.org/10.1509/jm.11.0330
  • Fuchs, C., Schreier, M., & van Osselaer, S. M. (2015). The handmade effect: What’s love got to do with it? Journal of Marketing, 79(2), 98–110. https://doi.org/10.1509/jm.14.0018
  • Gabrielsen, G., Kristensen, T., & Zaichkowsky, J. L. (2010). Whose design is it anyway? Priming designer and shifting preferences. International Journal of Marketing Research, 52(1), 89–110. https://doi.org/10.2501/S1470785310201077
  • Galoni, C., Strejcek, B., & Grayson, K. (2022). The role of original process in creating product essence and authenticity. Journal of Consumer Psychology, 32(4), 680–686. https://doi.org/10.1002/jcpy.1286
  • Gan, C., & Wang, W. (2017). The influence of perceived value on purchase intention in social commerce context. Internet Research, 27(4), 772–785. https://doi.org/10.1108/IntR-06-2016-0164
  • Goodman, J. K., Cryder, C. E., & Cheema, A. (2013). Data collection in a flat world: The strengths and weaknesses of mechanical Turk samples. Journal of Behavioral Decision Making, 26(3), 213–224. https://doi.org/10.1002/bdm.1753
  • Hagtvedt, H., & Patrick, V. M. (2008). Art infusion: The influence of visual art on the perception and evaluation of consumer products. Journal of Marketing Research, 45(3), 379–389. https://doi.org/10.1509/jmkr.45.3.379
  • Han, Y. J., Nunes, J. C., & Drèze, X. (2010). Signaling status with luxury goods: The role of brand prominence. Journal of Marketing, 74(4), 15–30. https://doi.org/10.1509/jmkg.74.4.015
  • Hayes, A. F. (2013). Introduction to mediation, moderation, and conditional process analysis: A regression-based approach. Guilford publications.
  • Hekkert, P., & Van Wieringen, P. C. (1996). Beauty in the eye of expert and nonexpert beholders: A study in the appraisal of art. The American Journal of Psychology, 109(3), 389–407. https://doi.org/10.2307/1423013
  • Holbrook, M. B., & Hirschman, E. C. (1982). The experiential aspects of consumption: Consumer fantasies, feelings, and fun. Journal of Consumer Research, 9(2), 132–140. https://doi.org/10.1086/208906
  • Hsiao, K. L., & Chen, C. C. (2018). What drives smartwatch purchase intention? Perspectives from hardware, software, design, and value. Telematics and Informatics, 35(1), 103–113. https://doi.org/10.1016/j.tele.2017.10.002
  • Hsu, C. L., & Lin, J. C. C. (2015). What drives purchase intention for paid mobile apps?–an expectation confirmation model with perceived value. Electronic Commerce Research and Applications, 14(1), 46–57. https://doi.org/10.1016/j.elerap.2014.11.003
  • Idemen, E., Elmadag, A. B., & Okan, M. (2021). A qualitative approach to designer as a product cue: A proposed conceptual model of consumers perceptions and attitudes. Review of Managerial Science, 15(5), 1281–1309. https://doi.org/10.1007/s11846-020-00381-5
  • Ikea.com. (2023). In the Minds of Ikea Designers. Retrieved December 10, 2023, from https://www.ikea.com/us/en/rooms/living-room/how-to/in-the-minds-of-ikea-designers-puba858f160
  • Insch, G. S., & McBride, J. B. (2004). The impact of country-of-origin cues on consumer perceptions of product quality: A binational test of the decomposed country-of-origin construct. Journal of Business Research, 57(3), 256–265. https://doi.org/10.1016/S0148-2963(02)00323-5
  • Ivanic, A. S. (2015). Status has its privileges: The psychological benefit of status‐reinforcing behaviors. Psychology & Marketing, 32(7), 697–708. https://doi.org/10.1002/mar.20811
  • Joy, A., Wang, J. J., Chan, T. S., Sherry, J. F., Jr., & Cui, G. (2014). M (art) worlds: Consumer perceptions of how luxury brand stores become art institutions. Journal of Retailing, 90(3), 347–364. https://doi.org/10.1016/j.jretai.2014.01.002
  • Kim, S., Park, G., Lee, Y., & Choi, S. (2016). Customer emotions and their triggers in luxury retail: Understanding the effects of customer emotions before and after entering a luxury shop. Journal of Business Research, 69(12), 5809–5818. https://doi.org/10.1016/j.jbusres.2016.04.178
  • Kumar, M., & Noble, C. H. (2016). Beyond form and function: Why do consumers value product design? Journal of Business Research, 69(2), 613–620. https://doi.org/10.1016/j.jbusres.2015.05.017
  • Lee, H. C., Chen, W. W., & Wang, C. W. (2015). The role of visual art in enhancing perceived prestige of luxury brands. Marketing Letters, 26(4), 593–606. https://doi.org/10.1007/s11002-014-9292-3
  • Li, F., Larimo, J., & Leonidou, L. C. (2021). Social media marketing strategy: definition, conceptualization, taxonomy, validation, and future agenda. Journal of the Academy of Marketing Science, 49(1), 51–70. https://doi.org/10.1007/s11747-020-00733-3
  • Meade, A. W., & Craig, S. B. (2012). Identifying careless responses in survey data. Psychological methods, 17(3), 437 doi:https://doi.org/10.1037/a0028085.
  • Michaelidou, N., & Dibb, S. (2006). Product involvement: An application in clothing. Journal of Consumer Behaviour, 5(5), 442–453. https://doi.org/10.1002/cb.192
  • Micheli, P., & Gemser, G. (2016). Signaling strategies for innovative design: A study on design tradition and expert attention. Journal of Product Innovation Management, 33(5), 613–627. https://doi.org/10.1111/jpim.12308
  • Midgley, C., Thai, S., Lockwood, P., Kovacheff, C., & Page-Gould, E. (2021). When every day is a high school reunion: Social media comparisons and self-esteem. Journal of Personality and Social Psychology, 121(2), 285. https://doi.org/10.1037/pspi0000336
  • Mugge, R., & Schoormans, J. P. (2012). Newer is better! The influence of a novel appearance on the perceived performance quality of products. Journal of Engineering Design, 23(6), 469–484. https://doi.org/10.1080/09544828.2011.618802
  • Paharia, N., & Swaminathan, V. (2019). Who is wary of user design? The role of power-distance beliefs in preference for user-designed products. Journal of Marketing, 83(3), 91–107. https://doi.org/10.1177/0022242919830412
  • Phau, I., Teah, M., Li, N., Robson, A., & Coates, N. (2013). Chinese consumers’ purchasing: Impact of value and affect. Journal of Fashion Marketing & Management, 17(4), 486–508. https://doi.org/10.1108/JFMM-03-2013-0030
  • Pullman, M. E., & Gross, M. A. (2004). Ability of experience design elements to elicit emotions and loyalty behaviors. Decision Sciences, 35(3), 551–578. https://doi.org/10.1111/j.0011-7315.2004.02611.x
  • Radford, S. K., & Bloch, P. H. (2011). Linking innovation to design: Consumer responses to visual product newness. Journal of Product Innovation Management, 28(s1), 208–220. https://doi.org/10.1111/j.1540-5885.2011.00871.x
  • Roggeveen, A. L., Grewal, D., Karsberg, J., Noble, S. M., Nordfält, J., Patrick, V. M., Schweiger, E., Soysal, G., Dillard, A., Cooper, N., & Olson, R. (2021). Forging meaningful consumer-brand relationships through creative merchandise offerings and innovative merchandising strategies. Journal of Retailing, 97(1), 81–98. https://doi.org/10.1016/j.jretai.2020.11.006
  • Rucker, D. D., Levav, J., & Lisjak, M. (2014). Compensatory consumption as self- and social-signaling. In J. Cotte & S. Wood (Eds.), Advances in consumer research (Vol. 42, pp. 156–162). Association for Consumer Research.
  • Schreier, M., Fuchs, C., & Dahl, D. W. (2012). The innovation effect of user design: Exploring consumers’ innovation perceptions of firms selling products designed by users. Journal of Marketing, 76(5), 18–32. https://doi.org/10.1509/jm.10.0462
  • Sheth, J. N., Newman, B. I., & Gross, B. L. (1991). Why we buy what we buy: A theory of consumption values. Journal of Business Research, 22(2), 159–170. https://doi.org/10.1016/0148-2963(91)90050-8
  • Sirgy, M. J. (1982). Self-concept in consumer behavior: A critical review. Journal of Consumer Research, 9(3), 287–300. https://doi.org/10.1086/208924
  • Smith, G., & Whitfield, T. A. (2005). Profiling the designer: A cognitive perspective. Design Journal, 8(2), 3–14. https://doi.org/10.2752/146069205789331646
  • Song, X., Jung, J., & Zhang, Y. (2021). Consumers’ preference for user-designed versus designer-designed products: The moderating role of power distance belief. Journal of Marketing Research, 58(1), 163–181. doi:https://doi.org/10.1177/0022243720972702
  • Stavrova, O., Newman, G. E., Kulemann, A., & Fetchenhauer, D. (2016). Contamination without contact: An examination of intention-based contagion. Judgment and Decision Making, 11(6), 554–571. doi:https://doi.org/10.1017/S1930297500004770
  • Sweeney, J. C., & Soutar, G. N. (2001). Consumer perceived value: The development of a multiple item scale. Journal of Retailing, 77(2), 203–220. doi:https://doi.org/10.1016/S0022-4359(01)00041-0
  • Talke, K., Salomo, S., Wieringa, J. E., & Lutz, A. (2009). What about design newness? Investigating the relevance of a neglected dimension of product innovativeness. Journal of Product Innovation Management, 26(6), 601–615. doi:https://doi.org/10.1111/j.1540-5885.2009.00686.x
  • Taylor, D. G., Strutton, D., & Thompson, K. (2012). Self-enhancement as a motivation for sharing online advertising. Journal of Interactive Advertising, 12(2), 13–28. doi:https://doi.org/10.1080/15252019.2012.10722193
  • TextRanch. (2023). Retrieved October 12, 2023, from https://textranch.com/93831/design-by/or/designed-by/
  • Traylor, M. B., & Joseph, W. B. (1984). Measuring consumer involvement in products: developing a general scale. Psychology & Marketing, 1(2), 65–77. doi:https://doi.org/10.1002/mar.4220010207
  • Verganti, R. (2008). Design, meanings, and radical innovation: A metamodel and a research agenda. Journal of Product Innovation Management, 25(5), 436–456. https://doi.org/10.1111/j.1540-5885.2008.00313.x
  • Vigneron, F., & Johnson, L. W. (1999). A review and a conceptual framework of prestige-seeking consumer behavior. Academy of Marketing Science Review, 1(1), 1–15.
  • Vigneron, F., & Johnson, L. W. (2004). Measuring perceptions of brand luxury. Journal of Brand Management, 11(6), 484–506. doi:https://doi.org/10.1057/palgrave.bm.2540194
  • Wang, J., & Wallendorf, M. (2006). Materialism, status signaling, and product satisfaction. Journal of the Academy of Marketing Science, 34(4), 494–505. doi:https://doi.org/10.1177/0092070306289291

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.