IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v156y2023ics0148296322009274.html
   My bibliography  Save this article

Family firms’ characteristics and consumer behaviour: An enquiry into millennials’ purchase intention in the online channel

Author

Listed:
  • Bargoni, Augusto
  • Kliestik, Tomas
  • Jabeen, Fauzia
  • Santoro, Gabriele

Abstract

This paper aims to investigate the effect of family firms’ characteristics on millennials’ purchase intention through three dimensions (emotional appeal, product and service quality and corporate social responsibility) in the context of online shopping. Since millennials are the first digital native cohort, this research aims to understand the moderating role that digital savviness plays in influencing millennials’ purchase intention. Data have been collected through an online survey of a representative group of 502 millennials and have been analysed using linear regressions. This study identifies which family firms’ characteristics positively influence millennials’ purchase intention and demonstrates that the moderation effect of digital savviness positively impacts this generation only through electronic word-of-mouth (eWOM) and peer-to-peer reviews. It contributes to the extant literature on family business and consumer behaviour by deepening the effects of family firms’ characteristics on this specific generational cohort, which represents the next most relevant generational cohort after the boomers.

Suggested Citation

  • Bargoni, Augusto & Kliestik, Tomas & Jabeen, Fauzia & Santoro, Gabriele, 2023. "Family firms’ characteristics and consumer behaviour: An enquiry into millennials’ purchase intention in the online channel," Journal of Business Research, Elsevier, vol. 156(C).
    • Handle: RePEc:eee:jbrese:v:156:y:2023:i:c:s0148296322009274
    DOI: 10.1016/j.jbusres.2022.113462
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296322009274
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2022.113462?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. Joern H. Block & Marcus Wagner, 2014. "The Effect of Family Ownership on Different Dimensions of Corporate Social Responsibility: Evidence from Large US Firms," Business Strategy and the Environment, Wiley Blackwell, vol. 23(7), pages 475-492, November.
    2. Maximilian Lude & Reinhard Prügl, 2019. "Risky Decisions and the Family Firm Bias: An Experimental Study Based on Prospect Theory," Entrepreneurship Theory and Practice, , vol. 43(2), pages 386-408, March.
    3. Beck, Susanne & Prügl, Reinhard & Walter, Katharina, 2020. "Communicating the family firm brand: Antecedents and performance effects," European Management Journal, Elsevier, vol. 38(1), pages 95-107.
    4. Sheth, Jagdish, 2020. "Impact of Covid-19 on consumer behavior: Will the old habits return or die?," Journal of Business Research, Elsevier, vol. 117(C), pages 280-283.
    5. Cambier, Fanny & Poncin, Ingrid, 2020. "Inferring brand integrity from marketing communications: The effects of brand transparency signals in a consumer empowerment context," Journal of Business Research, Elsevier, vol. 109(C), pages 260-270.
    6. Anna Makrides & Demetris Vrontis & Michael Christofi, 2020. "The Gold Rush of Digital Marketing: Assessing Prospects of Building Brand Awareness Overseas," Business Perspectives and Research, , vol. 8(1), pages 4-20, January.
    7. Justin B. Craig & Clay Dibrell & Peter S. Davis, 2008. "Leveraging Family‐Based Brand Identity to Enhance Firm Competitiveness and Performance in Family Businesses," Journal of Small Business Management, Taylor & Francis Journals, vol. 46(3), pages 351-371, July.
    8. Kaur, Puneet & Dhir, Amandeep & Bodhi, Rahul & Singh, Tripti & Almotairi, Mohammad, 2020. "Why do people use and recommend m-wallets?," Journal of Retailing and Consumer Services, Elsevier, vol. 56(C).
    9. Ali Tarhini & Ali Abdallah Alalwan & Nabeel Al-Qirim & Raed Algharabat & Ra'ed Masa'deh, 2018. "An Analysis of the Factors Influencing the Adoption of Online Shopping," International Journal of Technology Diffusion (IJTD), IGI Global, vol. 9(3), pages 68-87, July.
    10. Bento, Marisa & Martinez, Luisa M. & Martinez, Luis F., 2018. "Brand engagement and search for brands on social media: Comparing Generations X and Y in Portugal," Journal of Retailing and Consumer Services, Elsevier, vol. 43(C), pages 234-241.
    11. Mangold, W. Glynn & Smith, Katherine Taken, 2012. "Selling to Millennials with online reviews," Business Horizons, Elsevier, vol. 55(2), pages 141-153.
    12. Margarete Schellong & Nils D. Kraiczy & Lucia Malär & Andreas Hack, 2019. "Family Firm Brands, Perceptions of Doing Good, and Consumer Happiness," Entrepreneurship Theory and Practice, , vol. 43(5), pages 921-946, September.
    13. Danny Miller & Isabelle Le Breton-Miller, 2021. "Family Firms: A Breed of Extremes?," Entrepreneurship Theory and Practice, , vol. 45(4), pages 663-681, July.
    14. Marjorie J. Cooper & Nancy Upton & Samuel Seaman, 2005. "Customer Relationship Management: A Comparative Analysis of Family and Nonfamily Business Practices," Journal of Small Business Management, Taylor & Francis Journals, vol. 43(3), pages 242-256, July.
    15. Binz, Claudia & Hair, Joseph F. & Pieper, Torsten M. & Baldauf, Artur, 2013. "Exploring the effect of distinct family firm reputation on consumers’ preferences," Journal of Family Business Strategy, Elsevier, vol. 4(1), pages 3-11.
    16. Astrachan, Claudia Binz & Botero, Isabel & Astrachan, Joseph H. & Prügl, Reinhard, 2018. "Branding the family firm: A review, integrative framework proposal, and research agenda," Journal of Family Business Strategy, Elsevier, vol. 9(1), pages 3-15.
    17. Van Gils, Anita & Huybrechts, Jolien & Minola, Tommaso & Cassia, Lucio, 2019. "Unraveling the impact of family antecedents on family firm image: A serial multiple-mediation model," Journal of Family Business Strategy, Elsevier, vol. 10(1), pages 17-27.
    18. Andreas Kallmuenzer & Mike Peters & Dimitrios Buhalis, 2020. "The role of family firm image perception in host-guest value co-creation of hospitality firms," Current Issues in Tourism, Taylor & Francis Journals, vol. 23(19), pages 2410-2427, October.
    19. Botero, Isabel C. & Thomas, Jill & Graves, Christopher & Fediuk, Tomasz A., 2013. "Understanding multiple family firm identities: An exploration of the communicated identity in official websites," Journal of Family Business Strategy, Elsevier, vol. 4(1), pages 12-21.
    20. Flor Madrigal Moreno & Jaime Gil Lafuente & Fernando Avila Carreon & Salvador Madrigal Moreno, 2017. "The Characterization of the Millennials and Their Buying Behavior," International Journal of Marketing Studies, Canadian Center of Science and Education, vol. 9(5), pages 135-144, October.
    21. James J. Chrisman & Lloyd P. Steier & Jess H. Chua, 2008. "Toward a Theoretical Basis for Understanding the Dynamics of Strategic Performance in Family Firms," Entrepreneurship Theory and Practice, , vol. 32(6), pages 935-947, November.
    22. Allen, Mathew R. & George, Bradley A. & Davis, James H., 2018. "A model for the role of trust in firm level performance: The case of family businesses," Journal of Business Research, Elsevier, vol. 84(C), pages 34-45.
    23. Nicole Stein & Stefan Spinler & Helga Vanthournout & Vered Blass, 2020. "Consumer Perception of Online Attributes in Circular Economy Activities," Sustainability, MDPI, vol. 12(5), pages 1-16, March.
    24. Nason, Robert S. & Carney, Michael & Le Breton-Miller, Isabelle & Miller, Danny, 2019. "Who cares about socioemotional wealth? SEW and rentier perspectives on the one percent wealthiest business households," Journal of Family Business Strategy, Elsevier, vol. 10(2), pages 144-158.
    25. Chaudhary, Sanjay & Dhir, Amandeep & Ferraris, Alberto & Bertoldi, Bernando, 2021. "Trust and reputation in family businesses: A systematic literature review of past achievements and future promises," Journal of Business Research, Elsevier, vol. 137(C), pages 143-161.
    26. Quoc Trung Pham & Xuan Phuc Tran & Sanjay Misra & Rytis Maskeliūnas & Robertas Damaševičius, 2018. "Relationship between Convenience, Perceived Value, and Repurchase Intention in Online Shopping in Vietnam," Sustainability, MDPI, vol. 10(1), pages 1-14, January.
    27. Berezan, Orie & Krishen, Anjala S. & Agarwal, Shaurya & Kachroo, Pushkin, 2018. "The pursuit of virtual happiness: Exploring the social media experience across generations," Journal of Business Research, Elsevier, vol. 89(C), pages 455-461.
    28. W. Gibb Dyer Jr. & David A. Whetten, 2006. "Family Firms and Social Responsibility: Preliminary Evidence from the S&P 500," Entrepreneurship Theory and Practice, , vol. 30(6), pages 785-802, November.
    29. Santiago, Andrea & Pandey, Shweta & Manalac, Ma. Theresa, 2019. "Family presence, family firm reputation and perceived financial performance: Empirical evidence from the Philippines," Journal of Family Business Strategy, Elsevier, vol. 10(1), pages 49-56.
    30. Lude, Maximilian & Prügl, Reinhard, 2018. "Why the family business brand matters: Brand authenticity and the family firm trust inference," Journal of Business Research, Elsevier, vol. 89(C), pages 121-134.
    31. Thakur, Rakhi, 2018. "Customer engagement and online reviews," Journal of Retailing and Consumer Services, Elsevier, vol. 41(C), pages 48-59.
    32. David L. Deephouse & Peter Jaskiewicz, 2013. "Do Family Firms Have Better Reputations Than Non-Family Firms? An Integration of Socioemotional Wealth and Social Identity Theories," Journal of Management Studies, Wiley Blackwell, vol. 50(3), pages 337-360, May.
    33. Krishen, Anjala S. & Berezan, Orie & Agarwal, Shaurya & Kachroo, Pushkin, 2016. "The generation of virtual needs: Recipes for satisfaction in social media networking," Journal of Business Research, Elsevier, vol. 69(11), pages 5248-5254.
    34. Manuel Alonso Dos Santos & Orlando Llanos Contreras & Ferran Calabuig Moreno & Jose Augusto Felicio, 2020. "Should a family firm communicate their family identity and country of origin? A cross-cultural study from Chile and Spain," International Journal of Emerging Markets, Emerald Group Publishing Limited, vol. 17(3), pages 725-746, November.
    35. Gallucci, Carmen & Santulli, Rosalia & Calabrò, Andrea, 2015. "Does family involvement foster or hinder firm performance? The missing role of family-based branding strategies," Journal of Family Business Strategy, Elsevier, vol. 6(3), pages 155-165.
    36. Elena Rivo-López & Mónica Villanueva-Villar & Miguel Michinel-Álvarez & Francisco Reyes-Santías, 2021. "Corporate Social Responsibility and Family Business in the Time of COVID-19: Changing Strategy?," Sustainability, MDPI, vol. 13(4), pages 1-13, February.
    37. Zellweger, Thomas M. & Eddleston, Kimberly A. & Kellermanns, Franz W., 2010. "Exploring the concept of familiness: Introducing family firm identity," Journal of Family Business Strategy, Elsevier, vol. 1(1), pages 54-63, March.
    38. Talwar, Manish & Talwar, Shalini & Kaur, Puneet & Islam, A.K.M. Najmul & Dhir, Amandeep, 2021. "Positive and negative word of mouth (WOM) are not necessarily opposites: A reappraisal using the dual factor theory," Journal of Retailing and Consumer Services, Elsevier, vol. 63(C).
    39. Barroso Martínez, Ascensión & Sanguino Galván, Ramón & Botero, Isabel C. & González-López, Óscar R. & Buenadicha Mateos, María, 2019. "Exploring family business brands: Understanding predictors and effects," Journal of Family Business Strategy, Elsevier, vol. 10(1), pages 57-68.
    40. Anna Blombäck & Olof Brunninge, 2016. "Identifying the Role of Heritage Communication: A Stakeholder-Function Framework," International Studies of Management & Organization, Taylor & Francis Journals, vol. 46(4), pages 256-268, October.
    41. Heather Barry Kappes & Joe J Gladstone & Hal E Hershfield & J. Jeffrey Inman & Ashwani Monga, 2021. "Beliefs about Whether Spending Implies Wealth," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 48(1), pages 1-21.
    42. Glyptis, Loukas & Hadjielias, Elias & Christofi, Michael & Kvasova, Olga & Vrontis, Demetris, 2021. "Dynamic familiness capabilities and family business growth: A longitudinal perspective framed within management accounting," Journal of Business Research, Elsevier, vol. 127(C), pages 346-363.
    43. Purani, Keyoor & Kumar, Deepak S. & Sahadev, Sunil, 2019. "e-Loyalty among millennials: Personal characteristics and social influences," Journal of Retailing and Consumer Services, Elsevier, vol. 48(C), pages 215-223.
    44. Talwar, Shalini & Dhir, Amandeep & Scuotto, Veronica & Kaur, Puneet, 2021. "Barriers and paradoxical recommendation behaviour in online to offline (O2O) services. A convergent mixed-method study," Journal of Business Research, Elsevier, vol. 131(C), pages 25-39.
    45. Bianchi-Aguiar, Teresa & Hübner, Alexander & Carravilla, Maria Antónia & Oliveira, José Fernando, 2021. "Retail shelf space planning problems: A comprehensive review and classification framework," European Journal of Operational Research, Elsevier, vol. 289(1), pages 1-16.
    46. Mohammed Oudah & Fauzia Jabeen & Christopher Dixon, 2018. "Determinants Linked to Family Business Sustainability in the UAE: An AHP Approach," Sustainability, MDPI, vol. 10(1), pages 1-23, January.
    47. Laura Broccardo & Elisa Truant & Adrian Zicari, 2019. "Internal corporate sustainability drivers: What evidence from family firms? A literature review and research agenda," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 26(1), pages 1-18, January.
    48. Zanon, Johanna & Scholl-Grissemann, Ursula & Kallmuenzer, Andreas & Kleinhansl, Nikolas & Peters, Mike, 2019. "How promoting a family firm image affects customer perception in the age of social media," Journal of Family Business Strategy, Elsevier, vol. 10(1), pages 28-37.
    49. Binz Astrachan, Claudia & Prügl, Reinhard & Hair, Joseph F. & Babin, Barry J., 2019. "Marketing and branding in family business: Assessing the landscape and charting a path forward," Journal of Family Business Strategy, Elsevier, vol. 10(1), pages 3-7.
    50. Martina Sageder & Christine Mitter & Birgit Feldbauer‐Durstmüller, 2018. "Image and reputation of family firms: a systematic literature review of the state of research," Review of Managerial Science, Springer, vol. 12(1), pages 335-377, January.
    51. Kumar, Sushant & Murphy, Mikko & Talwar, Shalini & Kaur, Puneet & Dhir, Amandeep, 2021. "What drives brand love and purchase intentions toward the local food distribution system? A study of social media-based REKO (fair consumption) groups," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
    52. Gottschalk, Sabrina A. & Mafael, Alexander, 2017. "Cutting Through the Online Review Jungle — Investigating Selective eWOM Processing," Journal of Interactive Marketing, Elsevier, vol. 37(C), pages 89-104.
    53. James Weber, 2017. "Discovering the Millennials’ Personal Values Orientation: A Comparison to Two Managerial Populations," Journal of Business Ethics, Springer, vol. 143(3), pages 517-529, July.
    54. Nicolas Antheaume & Paulette Robic & Dominique Barbelivien, 2013. "French family business and longevity: Have they been conducting sustainable development policies before it became a fashion?," Business History, Taylor & Francis Journals, vol. 55(6), pages 942-962, September.
    55. Donthu, Naveen & Kumar, Satish & Pandey, Neeraj & Pandey, Nitesh & Mishra, Akanksha, 2021. "Mapping the electronic word-of-mouth (eWOM) research: A systematic review and bibliometric analysis," Journal of Business Research, Elsevier, vol. 135(C), pages 758-773.
    56. Fauzia Jabeen & Marios I. Katsioloudes & Shobha S. Das, 2015. "Is family the key? Exploring the motivation and success factors of female Emirati entrepreneurs," International Journal of Entrepreneurship and Small Business, Inderscience Enterprises Ltd, vol. 25(4), pages 375-394.
    57. Baruch Lev & Christine Petrovits & Suresh Radhakrishnan, 2010. "Is doing good good for you? how corporate charitable contributions enhance revenue growth," Strategic Management Journal, Wiley Blackwell, vol. 31(2), pages 182-200, February.
    58. Palan, Stefan & Schitter, Christian, 2018. "Prolific.ac—A subject pool for online experiments," Journal of Behavioral and Experimental Finance, Elsevier, vol. 17(C), pages 22-27.
    Full references (including those not matched with items on IDEAS)

    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. Bargoni, Augusto & Alon, Ilan & Ferraris, Alberto, 2023. "A systematic review of family business and consumer behaviour," Journal of Business Research, Elsevier, vol. 158(C).
    2. Bargoni, Augusto & Giachino, Chiara & Troise, Ciro & Alam, Gazi Mahabubul & Quaglia, Roberto, 2023. "A digital family affair: Do family firms' characteristics enhance consumers' willingness to pay?," Technological Forecasting and Social Change, Elsevier, vol. 188(C).
    3. Kinias, Ioannis & Chalis, Spyridon & Glyptis, Loukas, 2023. "Family business research: A systematic review and an uncelebrated role of marketing," Journal of Business Research, Elsevier, vol. 162(C).
    4. Beliaeva, Tatiana & Ferasso, Marcos & Kraus, Sascha & Mahto, Raj V., 2022. "Marketing and family firms: Theoretical roots, research trajectories, and themes," Journal of Business Research, Elsevier, vol. 144(C), pages 66-79.
    5. Unai Arzubiaga & Alfredo De Massis & Amaia Maseda & Txomin Iturralde, 2023. "The influence of family firm image on access to financial resources in family SMEs: a signaling theory perspective," Review of Managerial Science, Springer, vol. 17(1), pages 233-258, January.
    6. Binz Astrachan, Claudia & Prügl, Reinhard & Hair, Joseph F. & Babin, Barry J., 2019. "Marketing and branding in family business: Assessing the landscape and charting a path forward," Journal of Family Business Strategy, Elsevier, vol. 10(1), pages 3-7.
    7. Chaudhary, Sanjay & Dhir, Amandeep & Ferraris, Alberto & Bertoldi, Bernando, 2021. "Trust and reputation in family businesses: A systematic literature review of past achievements and future promises," Journal of Business Research, Elsevier, vol. 137(C), pages 143-161.
    8. Rovelli, Paola & Benedetti, Carlotta & Fronzetti Colladon, Andrea & De Massis, Alfredo, 2022. "As long as you talk about me: The importance of family firm brands and the contingent role of family-firm identity," Journal of Business Research, Elsevier, vol. 139(C), pages 692-700.
    9. Temprano-García, Víctor & Pérez-Fernández, Hector & Rodríguez-Pinto, Javier & Rodríguez-Escudero, Ana Isabel & Barros-Contreras, Ismael, 2023. "How to build a brand-oriented family firm: The impact of socioemotional wealth (SEW) dimensions," Journal of Business Research, Elsevier, vol. 163(C).
    10. P. Rovelli & C. Benedetti & A. Fronzetti Colladon & A. De Massis, 2021. "As long as you talk about me: The importance of family firm brands and the contingent role of family-firm identity," Papers 2110.13815, arXiv.org.
    11. Beck, Susanne & Prügl, Reinhard & Walter, Katharina, 2020. "Communicating the family firm brand: Antecedents and performance effects," European Management Journal, Elsevier, vol. 38(1), pages 95-107.
    12. Rondi, Emanuela & Benedetti, Carlotta & Bettinelli, Cristina & De Massis, Alfredo, 2023. "Falling from grace: Family-based brands amidst scandals," Journal of Business Research, Elsevier, vol. 157(C).
    13. Hu, Qilin & Hughes, Mathew (Mat) & Hughes, Paul, 2022. "Family-unique resources, marketing resources, and family owners’ willingness to pursue radical innovation: A model and test," Journal of Business Research, Elsevier, vol. 146(C), pages 264-276.
    14. Barroso Martínez, Ascensión & Sanguino Galván, Ramón & Botero, Isabel C. & González-López, Óscar R. & Buenadicha Mateos, María, 2019. "Exploring family business brands: Understanding predictors and effects," Journal of Family Business Strategy, Elsevier, vol. 10(1), pages 57-68.
    15. Mangiò, Federico & Mismetti, Marco & Lissana, Elena & Andreini, Daniela, 2023. "That's the Press, Baby! How journalists co-create family business brands meanings: A mixed method analysis," Journal of Business Research, Elsevier, vol. 161(C).
    16. Van Gils, Anita & Huybrechts, Jolien & Minola, Tommaso & Cassia, Lucio, 2019. "Unraveling the impact of family antecedents on family firm image: A serial multiple-mediation model," Journal of Family Business Strategy, Elsevier, vol. 10(1), pages 17-27.
    17. Zanon, Johanna & Scholl-Grissemann, Ursula & Kallmuenzer, Andreas & Kleinhansl, Nikolas & Peters, Mike, 2019. "How promoting a family firm image affects customer perception in the age of social media," Journal of Family Business Strategy, Elsevier, vol. 10(1), pages 28-37.
    18. Stutz, Adrian & Schell, Sabrina & Hack, Andreas, 2022. "In family firms we trust – Experimental evidence on the credibility of sustainability reporting: A replication study with extension," Journal of Family Business Strategy, Elsevier, vol. 13(4).
    19. Datta, Subhadeep & Mukherjee, Sourjo, 2022. "In families we trust: Family firm branding and consumer’s reaction to product harm crisis," Journal of Business Research, Elsevier, vol. 151(C), pages 257-268.
    20. Elsbach, Kimberly D. & Pieper, Torsten M., 2019. "How psychological needs motivate family firm identifications and identifiers: A framework and future research agenda," Journal of Family Business Strategy, Elsevier, vol. 10(3), pages 1-1.

    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:156:y:2023:i:c:s0148296322009274. 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.