IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v135y2021icp163-172.html
   My bibliography  Save this article

The effect of smart and connected products on consumer brand choice concentration

Author

Listed:
  • Liang, Yongheng
  • Xu, Qian
  • Jin, Liyin

Abstract

With the technological development of the Internet of Things (IoT), companies are increasingly launching smart and connected products. While prior research has primarily focused on IoT’s technical features and industrial applications, this research explores consumer brand choices for smart and connected products in four studies. A pilot study found that consumers believe that smart and connected products from the same brand perform better than those from different brands in terms of compatibility. Study 1 showed that consumers tend to purchase multiple devices from the same brand (vs. different brands) and thus display higher brand concentration when purchasing smart and connected products compared with traditional products. Further studies confirmed that such brand choice concentration in purchasing smart and connected products can be attenuated among consumers who are familiar with this product category (Study 2) or who are convinced that a connecting hub can smooth compatibility issues across different appliances (Study 3).

Suggested Citation

  • Liang, Yongheng & Xu, Qian & Jin, Liyin, 2021. "The effect of smart and connected products on consumer brand choice concentration," Journal of Business Research, Elsevier, vol. 135(C), pages 163-172.
    • Handle: RePEc:eee:jbrese:v:135:y:2021:i:c:p:163-172
    DOI: 10.1016/j.jbusres.2021.06.039
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296321004410
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2021.06.039?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Dwivedi, Abhishek & Nayeem, Tahmid & Murshed, Feisal, 2018. "Brand experience and consumers’ willingness-to-pay (WTP) a price premium: Mediating role of brand credibility and perceived uniqueness," Journal of Retailing and Consumer Services, Elsevier, vol. 44(C), pages 100-107.
    2. Shankar, Venkatesh & Kalyanam, Kirthi & Setia, Pankaj & Golmohammadi, Alireza & Tirunillai, Seshadri & Douglass, Tom & Hennessey, John & Bull, J.S. & Waddoups, Rand, 2021. "How Technology is Changing Retail," Journal of Retailing, Elsevier, vol. 97(1), pages 13-27.
    3. Ryan Rahinel & Joseph P. Redden, 2013. "Brands as Product Coordinators: Matching Brands Make Joint Consumption Experiences More Enjoyable," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 39(6), pages 1290-1299.
    4. Radenković, Miloš & Bogdanović, Zorica & Despotović-Zrakić, Marijana & Labus, Aleksandra & Lazarević, Saša, 2020. "Assessing consumer readiness for participation in IoT-based demand response business models," Technological Forecasting and Social Change, Elsevier, vol. 150(C).
    5. Ilicic, Jasmina & Webster, Cynthia M., 2013. "Celebrity co-branding partners as irrelevant brand information in advertisements," Journal of Business Research, Elsevier, vol. 66(7), pages 941-947.
    6. Jintao Wu & Junsong Chen & Wenyu Dou, 2017. "The Internet of Things and interaction style : the effect of smart interaction on brand attachment," Post-Print hal-02312314, HAL.
    7. Langley, David J. & van Doorn, Jenny & Ng, Irene C.L. & Stieglitz, Stefan & Lazovik, Alexander & Boonstra, Albert, 2021. "The Internet of Everything: Smart things and their impact on business models," Journal of Business Research, Elsevier, vol. 122(C), pages 853-863.
    8. Aaron M. Garvey & Frank Germann & Lisa E. Bolton, 2016. "Performance Brand Placebos: How Brands Improve Performance and Consumers Take the Credit," Journal of Consumer Research, Oxford University Press, vol. 42(6), pages 931-951.
    9. Donna L Hoffman & Thomas P Novak & Eileen FischerEditor & Robert KozinetsAssociate Editor, 2018. "Consumer and Object Experience in the Internet of Things: An Assemblage Theory Approach," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 44(6), pages 1178-1204.
    10. Haaker, Timber & Ly, Pham Thi Minh & Nguyen-Thanh, Nhan & Nguyen, Hanh Thi Hong, 2021. "Business model innovation through the application of the Internet-of-Things: A comparative analysis," Journal of Business Research, Elsevier, vol. 126(C), pages 126-136.
    11. Inès Chouk & Zied Mani, 2019. "Factors for and against resistance to smart services: role of consumer lifestyle and ecosystem related variables," Post-Print hal-03711784, HAL.
    12. Andrew Whitmore & Anurag Agarwal & Li Xu, 2015. "The Internet of Things—A survey of topics and trends," Information Systems Frontiers, Springer, vol. 17(2), pages 261-274, April.
    13. Papa, Armando & Mital, Monika & Pisano, Paola & Del Giudice, Manlio, 2020. "E-health and wellbeing monitoring using smart healthcare devices: An empirical investigation," Technological Forecasting and Social Change, Elsevier, vol. 153(C).
    14. Simonson, Itamar & Winer, Russell S, 1992. "The Influence of Purchase Quantity and Display Format on Consumer Preference for Variety," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 19(1), pages 133-138, June.
    15. Alokparna Basu Monga & Deborah Roedder John, 2007. "Cultural Differences in Brand Extension Evaluation: The Influence of Analytic versus Holistic Thinking," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 33(4), pages 529-536, December.
    16. Lo, Fang-Yi & Campos, Nayara, 2018. "Blending Internet-of-Things (IoT) solutions into relationship marketing strategies," Technological Forecasting and Social Change, Elsevier, vol. 137(C), pages 10-18.
    17. Verhoef, Peter C. & Stephen, Andrew T. & Kannan, P.K. & Luo, Xueming & Abhishek, Vibhanshu & Andrews, Michelle & Bart, Yakov & Datta, Hannes & Fong, Nathan & Hoffman, Donna L. & Hu, Mandy Mantian & No, 2017. "Consumer Connectivity in a Complex, Technology-enabled, and Mobile-oriented World with Smart Products," Journal of Interactive Marketing, Elsevier, vol. 40(C), pages 1-8.
    18. Stephen A. Rhoades, 1993. "The Herfindahl-Hirschman index," Federal Reserve Bulletin, Board of Governors of the Federal Reserve System (U.S.), issue Mar, pages 188-189.
    19. Lynch, John G, Jr & Srull, Thomas K, 1982. "Memory and Attentional Factors in Consumer Choice: Concepts and Research Methods," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 9(1), pages 18-37, June.
    20. Vanitha Swaminathan & Srinivas Reddy & Sara Dommer, 2012. "Spillover effects of ingredient branded strategies on brand choice: A field study," Marketing Letters, Springer, vol. 23(1), pages 237-251, March.
    21. Rey, Andrea & Panetti, Eva & Maglio, Roberto & Ferretti, Marco, 2021. "Determinants in adopting the Internet of Things in the transport and logistics industry," Journal of Business Research, Elsevier, vol. 131(C), pages 584-590.
    22. Pappas, Nikolaos & Caputo, Andrea & Pellegrini, Massimiliano Matteo & Marzi, Giacomo & Michopoulou, Eleni, 2021. "The complexity of decision-making processes and IoT adoption in accommodation SMEs," Journal of Business Research, Elsevier, vol. 131(C), pages 573-583.
    23. Park, Chang Hee & Park, Young-Hoon & Schweidel, David A., 2014. "A multi-category customer base analysis," International Journal of Research in Marketing, Elsevier, vol. 31(3), pages 266-279.
    24. Arfi, Wissal Ben & Nasr, Imed Ben & Kondrateva, Galina & Hikkerova, Lubica, 2021. "The role of trust in intention to use the IoT in eHealth: Application of the modified UTAUT in a consumer context," Technological Forecasting and Social Change, Elsevier, vol. 167(C).
    25. Manjit S. Yadav & Paul A. Pavlou, 2020. "Technology-enabled interactions in digital environments:a conceptual foundation for current and future research," Journal of the Academy of Marketing Science, Springer, vol. 48(1), pages 132-136, January.
    26. Wei, Yuansheng & Huang, Pei, 2019. "A model of product compatibility introduction with consumer recognition," International Journal of Research in Marketing, Elsevier, vol. 36(4), pages 613-629.
    27. Rao, Akshay R & Monroe, Kent B, 1988. "The Moderating Effect of Prior Knowledge on Cue Utilization in Product Evaluations," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 15(2), pages 253-264, September.
    28. Palmaccio, Matteo & Dicuonzo, Grazia & Belyaeva, Zhanna S., 2021. "The internet of things and corporate business models: A systematic literature review," Journal of Business Research, Elsevier, vol. 131(C), pages 610-618.
    29. Shin, Jungwoo & Park, Yuri & Lee, Daeho, 2018. "Who will be smart home users? An analysis of adoption and diffusion of smart homes," Technological Forecasting and Social Change, Elsevier, vol. 134(C), pages 246-253.
    30. Fagerstrøm, Asle & Eriksson, Niklas & Sigurdsson, Valdimar, 2020. "Investigating the impact of Internet of Things services from a smartphone app on grocery shopping," Journal of Retailing and Consumer Services, Elsevier, vol. 52(C).
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Attor Cleophas & Jibril Abdul Bashiru & Amoah John & Chovancova Miloslava, 2022. "Examining the influence of brand personality dimension on consumer buying decision: evidence from Ghana," Management & Marketing, Sciendo, vol. 17(2), pages 156-177, June.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Henkens, Bieke & Verleye, Katrien & Larivière, Bart, 2021. "The smarter, the better?! Customer well-being, engagement, and perceptions in smart service systems," International Journal of Research in Marketing, Elsevier, vol. 38(2), pages 425-447.
    2. Rokonuzzaman, Md & Kim, Kyoungmi (Kate) & Dugar, Kranti Kumar & Fox, Jennine, 2022. "What makes an object smart? Conceptualization, development, and validation of a scale to measure the Smartness of a Thing (SoT)," Journal of Business Research, Elsevier, vol. 141(C), pages 337-354.
    3. Delgosha, Mohammad Soltani & Hajiheydari, Nastaran & Talafidaryani, Mojtaba, 2022. "Discovering IoT implications in business and management: A computational thematic analysis," Technovation, Elsevier, vol. 118(C).
    4. Attié, Elodie & Meyer-Waarden, Lars, 2022. "The acceptance and usage of smart connected objects according to adoption stages: an enhanced technology acceptance model integrating the diffusion of innovation, uses and gratification and privacy ca," Technological Forecasting and Social Change, Elsevier, vol. 176(C).
    5. Kumar, V. & Ramachandran, Divya & Kumar, Binay, 2021. "Influence of new-age technologies on marketing: A research agenda," Journal of Business Research, Elsevier, vol. 125(C), pages 864-877.
    6. Khorshed Alam & Mohammad Afshar Ali & Michael Erdiaw-Kwasie & Md Shahiduzzaman & Eswaran Velayutham & Peter A. Murray & Retha Wiesner, 2022. "Impact of ICTs on Innovation and Performance of Firms: Do Start-ups, Regional Proximity and Skills Matter?," Sustainability, MDPI, vol. 14(10), pages 1-18, May.
    7. Lucia-Palacios, Laura & Pérez-López, Raúl, 2021. "Effects of Home Voice Assistants' Autonomy on Instrusiveness and Usefulness: Direct, Indirect, and Moderating Effects of Interactivity," Journal of Interactive Marketing, Elsevier, vol. 56(C), pages 41-54.
    8. Manis, K.T. & Madhavaram, Sreedhar, 2023. "AI-Enabled marketing capabilities and the hierarchy of capabilities: Conceptualization, proposition development, and research avenues," Journal of Business Research, Elsevier, vol. 157(C).
    9. Kevin Lane Keller, 2016. "Reflections on customer-based brand equity: perspectives, progress, and priorities," AMS Review, Springer;Academy of Marketing Science, vol. 6(1), pages 1-16, June.
    10. Olshavsky, Richard W. & Aylesworth, Andrew B. & Kempf, DeAnna S., 1995. "The price-choice relationship: A contingent processing approach," Journal of Business Research, Elsevier, vol. 33(3), pages 207-218, July.
    11. Sojung Kim & Henri Christiaans & Joon Sang Baek, 2019. "Smart Homes as Product-Service Systems: Two Focal Areas for Developing Competitive Smart Home Appliances," Service Science, INFORMS, vol. 11(4), pages 292-310, December.
    12. Belfiore, Alessandra & Cuccurullo, Corrado & Aria, Massimo, 2022. "IoT in healthcare: A scientometric analysis," Technological Forecasting and Social Change, Elsevier, vol. 184(C).
    13. Cranmer, Eleanor E. & Papalexi, M. & tom Dieck, M. Claudia & Bamford, D., 2022. "Internet of Things: Aspiration, implementation and contribution," Journal of Business Research, Elsevier, vol. 139(C), pages 69-80.
    14. Rust, Roland T., 2020. "The future of marketing," International Journal of Research in Marketing, Elsevier, vol. 37(1), pages 15-26.
    15. Ming-Hui Huang & Roland T. Rust, 2021. "A strategic framework for artificial intelligence in marketing," Journal of the Academy of Marketing Science, Springer, vol. 49(1), pages 30-50, January.
    16. Alok Raj & Anand Jeyaraj, 2023. "Antecedents and consequents of industry 4.0 adoption using technology, organization and environment (TOE) framework: A meta-analysis," Annals of Operations Research, Springer, vol. 322(1), pages 101-124, March.
    17. Vannucci, Virginia & Dasmi, Costanza & Nechaeva, Olga & Pizzi, Gabriele & Aiello, Gaetano, 2023. "WHY do YOU care about me? The impact of retailers’ customer care activities on customer orientation perceptions and store patronage intentions," Journal of Retailing and Consumer Services, Elsevier, vol. 73(C).
    18. Alexander, Bethan & Kent, Anthony, 2022. "Change in technology-enabled omnichannel customer experiences in-store," Journal of Retailing and Consumer Services, Elsevier, vol. 65(C).
    19. Sudesh Sheoran & Sanket Vij, 2023. "A Consumer-Centric Paradigm Shift in Business Environment with the Evolution of the Internet of Things: A Literature Review," Vision, , vol. 27(4), pages 431-442, August.
    20. Guerreiro, João & Loureiro, Sandra Maria Correia, 2023. "I am attracted to my Cool Smart Assistant! Analyzing Attachment-Aversion in AI-Human Relationships," Journal of Business Research, Elsevier, vol. 161(C).

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:135:y:2021:i:c:p:163-172. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.