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(Web Appendix W1)

Table 1Basic psychological needs theory and consumer behaviour constructs in the literature

Autonomy, Competence, and Relatedness

Basic Psychological Needs Theory

Consumer Behavior Constructs

Independent variable +++++++++++++

1. Student satisfaction2. Student’s satisfaction3. Celebrity attachment4. Perceived usefulness, service confirmation & intrinsic motivation5. Attachment strength6. Life satisfaction7. Customer stewardship control8. Self-service technologies adoption intention9. Attachment strength 10. Experience of enjoyment and behavioral intentions11. Celebrities attachments 12. Brand co-creation13. Motivation to produce user-generated content

Mediating variable +++++

1. The integrated motivation for energy-saving2. Customer value3. Users’ satisfaction with social network sites4. Brand attachment5.WTP a premium and WOM

Moderating variableDependent variable Other ++Total Studies 20Note: Key: + = Particular theory’ construct (s) used once as independent, mediator, or moderating variable, ++ = used twice independent, mediator, or moderating variable, +++ = used thrice independent, mediator, or moderating variable, and so on.

(Web Appendix W2)

Table 2Goal contents theory and consumer behaviour constructs in the literature

Intrinsic and Extrinsic Goals

Goal Contents Theory Consumer Behavior Constructs

Independent variable ++++++

1. Luxury brand preference2. Customers motivation3. Actual and anticipated satisfaction4. Compulsive buying propensity5. Goods necessities6. Brand engagement in self-concept

Mediating variable Moderating variableDependent variable

Other + 1. Development and validation of the intrinsic & extrinsic goals scale

Total Studies 7Note: Key: + = Particular theory’ construct (s) used once as independent, mediator, or moderating variable, ++ = used twice independent, mediator, or moderating variable, +++ = used thrice independent, mediator, or moderating variable, and so on.

(Web Appendix W3)

Table 3Cognitive evaluation theory and consumer behaviour constructs in the literature

Intrinsic and Extrinsic Motivation

CognitiveEvaluation

TheoryConsumer Behavior Constructs

Independent variable +++

1. Conspicuous consumption behavior2. Customer engagement, consuming intention, satisfaction, affective commitment, and trust3. Intention to share m-coupons in social network sites

Mediating variable +++1. Internet usage2. Online shopping intention3. Recommending behavior

Moderating variable +++ 1. Customers purchase orientation and loyalty2. Brand attachment

Dependent variable Not applicable + 1. Segmenting the grey marketTotal Studies 10Note: Key: + = Particular theory’ construct (s) used once as independent, mediator, or moderating variable, ++ = used twice independent, mediator, or moderating variable, +++ = used thrice independent, mediator, or moderating variable, and so on.

(Web Appendix W4)

Table 4Organismic integration theory and consumer behaviour constructs in the literature

Intrinsic, Identified, Introjected, and

External Regulations

Organismic Integration


Independent variable +++1. Goal perseverance2. Service quality, positive & negative emotions3. Brand passion

Mediating variable + 1. Customer loyaltyModerating variable + 1. Intention to adopt transformative servicesDependent variable Other + Development and validation of a scale.Total Studies 6Note: Key: + = Particular theory’ construct (s) used once as independent, mediator, or moderating variable, ++ = used twice independent, mediator, or moderating variable, +++ = used thrice independent, mediator, or moderating variable, and so on.

(Web Appendix W5)

Table 5Causality orientations theory and consumer behaviour constructs in the literature

Autonomous and Controlled Motivation

Causality Orientations


Independent variable ++++

1. Loyalty intentions2. Enduring involvement3. Energy-saving intention and behavior4. Brand Attachment

Mediating variable + 1. Perceived ease of use in prior e-commerce experiencesModerating variable + 1. Purchase intention and loyaltyDependent variable OtherTotal Studies 6Note: Key: + = Particular theory’ construct (s) used once as independent, mediator, or moderating variable, ++ = used twice independent, mediator, or moderating variable, +++ = used thrice independent, mediator, or moderating variable, and so on.

(Web Appendix W6)

Table 6 Overview of studies on the cognitive evaluation theory in marketing science

Author/Year Study Context

Research Methodology

SDT Constructs

Used

SDT Constructs

Used As

Consumer behavior

constructsFindings

Carrigan (1998)Sports Goodsconsumption

s

Content analysis(UK)

Intrinsic and extrinsic

motivationN/A Segmenting the

grey market

Segmented the consumers over 50’s on their intrinsic and extrinsic motivations

Teo, Lim, & Lai (1999)

Internet usage

(Survey)N = 1370

OLS hierarchical multiple

regressions(Singapore)


motivationMediator Internet Usage

Consumers are extrinsically motivated to use the internet

Shang, Chen, & Shen (2005)

Online shopping

(Survey)N = 523

SEM(Taiwan)


motivationMediator Online shopping

intention

An intrinsic motivation is more important than extrinsic in online shopping.

Cadwallader et al. (2010) Service

(Mixed method)

N = 328 (sales and service

employees)N = 13 (interviews

Managers)SEM

(USA)

Autonomy, Amotivation, Intrinsic, and

extrinsic motivation

Mediator

Employee Participation in Implementation: Recommending

Behavior

When employees perceive their work to be characterized by an increased degree of autonomy and are intrinsically motivated, they are open to innovation and change

Truong & McColl (2011)

Branding/luxury goods

(Survey)

N = 587 consumers;

SEM(France)

Intrinsic motivation

Independent variable

Conspicuous consumption

behavior

Consumers who are mainly motivated by intrinsic values are more likely to avoid purchasing luxury goods

Meyer-Waarden, Benavent, &

Castéran (2013)

Retail grocery chains

(Survey)

N = 2001N = 1925

SEM(France)


motivationModerators

Customers purchase orientation and

loyalty

Intrinsic and extrinsic motivations as a contemporary way to enhance customers purchase orientation and loyalty.

Proksch, Orth, & Cornwell, (2015) Branding

(Survey)

N = 255N = 505

(Australian) students;

moderated mediation(Australia)


motivationModerators Brand attachment

The results of moderated mediation show that the effect mediated through anticipated emotion is stronger under conditions of high extrinsic and low intrinsic motivation, and when individual attachment anxiety is low.

Kim & Drumwright

(2016)

Social Media (Experiment)N = 316

MANCOVA


motivation


Customer Engagement, consuming

The results of the study reveal that consumers’

ANCOVAs

(USA)

intention, satisfaction,

affective commitment, and

trust

perceived social relatedness moderates the effects of consumer motivation (e.g., Intrinsic and extrinsic motivation) on engagement, consuming intention, satisfaction, affective commitment, and trust.

Tang, Zhao, & Liu, (2016)

Social network sites

(SNSs).

(Survey)N = 247

SEM(China)


motivation


Intention to sharem-coupons in SNSs

Both intrinsic and extrinsic motivations as prominent factors for mobile coupon sharing of customers.

Meyer-Waarden (2013)

Service(Airline)

Survey N =237France


motivation

Moderating variable Loyalty

Intrinsic (extrinsic) rewards motivate customers toact to obtain a benefit within (apart from) the target of their purchase orientation and influences loyalty positively (have a low impact on loyalty).

(Web Appendix W7)

Table 7 Overview of studies on the organismic integration theory in marketing science

Author/Year Study Context Research Methodology

SDT Constructs

Used

SDT Constructs

Used As

Consumer behavior

constructsFindings

Morse & Peloso (2003)

(Conference paper)

General Education

(Survey)

N = 217hierarchical

multiple regression(Australia)

Intrinsic, identified,

introjected, and external

regulation


Goal perseverance

Students, who pursue high involvement goals for its inherent pleasure and future value, are more likely to persevere and be committed to the goal than those who pursue goals to satisfy external expectations.

Malhotra (2004)(Conference

paper)

Service(CRM in

Professional patient care)

(Survey)

N = 151EFA

(USA)

Internal, introjections, and external regulation

N/A N/A

Theoretical conceptualization and empirical validation of psychological self-determination construct

Lin, Tsai, & Chiu (2009)(Empirical

Paper)

Service (skin care and beauty salon?

(Survey)

N = 207 part-time students

SEM(Taiwan)



regulation

Mediator Customer Loyalty

Loyalty is positively influenced by both intrinsic regulation and identified regulation, while introjected regulation and external regulation are insignificantly related to loyalty.

Wunderlich et al. (2013)(Empirical

Paper)

Service (transformative services in the

energySector)

(Survey)N = 462 users and N = 537 nonusers of

home energy management

servicesSEM & t-test

(Germany)

Internal and external

perceived locus of causality

ModeratorIntention to adopt

transformative services

Extrinsic motivations tend to be more relevant for nonusers than for users

White (2015)(Empirical

Paper)

Service(higher

education sector)(Survey)

NT1 = 287 and NT2 = 143Australia

Internal, introjected, and

external regulation


Service quality, positive & negative

emotions,

Each motivation type played a unique and important role in influencing the antecedents of satisfaction, namely, positive and negative emotions and perceptions of service quality. Motives associated with higher levels of autonomy were consistently stronger predictors of positive emotions and service

quality.

Gilal et al., _2018)

(Empirical Paper)

Branding

(Survey)

NT1 = 553Pakistani

SEM(Pakistan)



regulation

Independent variable Brand passion

When intrinsic motivation and the three types of extrinsic motivation (identified, introjected, and external) were assessed, external motivation was found to have the greatest effect on consumer brand passion.

(Web Appendix W8)

Table 8Overview of studies on the causality orientations theory in marketing science

Author/Year/Paper type Study Context Research

Methodology

SDT Constructs

Used

SDT Constructs

Used As

Consumer behavior

constructsFindings

Dholakia (2006)(Empirical

Paper)

Service(Financial services

firm)

(Mixed method)NStudy1 = 300NStudy2 = 273NStudy3 = 380NStudy4 = 2335

ANOVA(USA)

Customers self-determination Moderator

Purchase intention and

loyalty

Customers who join the firms autonomously could exhibit higher purchase intention and loyalty, and the reminder coupons undermine motivations of self-determined customers

Herzog, Morhart, &

Reinecke (2007)(Conference

Paper)

Service

(Survey)Sample size not

mentioned,Student sample(Switzerland)

Autonomy-supportive

climate,autonomy supportive

administration


Loyalty intentions

Autonomy-supportiveAdministration and climate have a positive effect on customer loyalty

McGinnis, Gentry & Gao

(2008)(Empirical

Paper)

Service (Golf)

(Survey)

N = 766undergraduate

collegestudents

SEM(USA)

Flow or autonomous motivation


Enduring involvement

Autonomous/flow service experiences create immersive, enhanced, enduring involvement with service.

Sun, Tai, & Tsai (2010)

(Empirical Paper)

Service(Internet-based e-

commerce)

(Survey)N = 290

consumers

SEM(USA)

Consumer self-determination

Mediating variable

Perceived ease of use in prior e-

commerceexperiences

Consumer self-determination significantly mediates the relationship between need for arousal and perceived ease of use

Webb et al., (2013)

(Empirical Paper)

Energy-saving

(Survey)N = 200

consumers living in an Australian

citySEM

(Australia)

Autonomous and control motivation


Energy-saving intention and

behavior

self-determined motivations as stronger forms of behavioral regulation and predictor of behavior.

Hung & Lu (2018)

(Empirical Paper)

Branding (Survey)N = 507 Car consumers

(partial least squares path modeling)

(Taiwan)

Autonomous and control motivation


Actual purchase behavior, &

WOM

Positive emotions(the rosy side) of the brand attachment is a more effective predictor of brand repurchasing intentions and word‐of‐mouth behaviours

that are negative emotions (the blue side) of brand attachment.

(Web Appendix W9)

Table 9 Overview of studies on the basic psychological needs theory in marketing science


MethodologySDT Constructs

Used

SDT Constructs

Used As

Consumer behavior constructs Findings

Binney, Kennedy, & Hall

(2004)Conference

Paper

Marketing education

(Mixed method)N = 366 students.

MANOVA, ANOVA

(Canada)

Control, competence, and caring

Independent variable Student satisfaction

Psychological needs satisfaction of many students is not being fully realized. Thus, more autonomous teaching styles lead to higher need satisfaction and increased course enrollment.

Madden-Hallet, Hall, & Binney

(2006)(Empirical

Paper)

Marketing education

(Mixed method)

N = 441Students,

MANOVA, ANOVA

(Australia)

Control and caring Independent variable Student satisfaction

Thomson (2006)(Empirical

Paper)Branding

(Mixed method)

NStudy1 = 164NStudy2 = 25

students interviews

Nstudy3 = 107

SEM(USA)

Autonomy, competence, and relatedness needs

Independent variable Celebrity attachment

When a human brand enhances a person's feelings of autonomy and relatedness and does not suppress feelings of competence, the person is likely to become more strongly attached to it.

Sørebø et al., (2009)

(Empirical Paper)

Teachers’ utilization of e-

learning technology

(Survey)

N = 430 teachers

SEM(Norway)



Perceived usefulness),

confirmation of pre-acceptance

expectations and intrinsic motivation

Basic psychological needs and intrinsic motivation can be useful for predicting teachers’ e-learning continuance intentions.

Jillapalli & Wilcox (2010)

(Empirical Paper)

Marketing education

(Survey)

N = 228 marketing students

SEM(USA)



Stronger attachments

When professors satisfy students’ basic psychological needs, students form stronger attachments, trust their professors more, are more satisfied with the educational experience and

are willing to advocate their professor as a brand

Martin & Hill (2012)

(Empirical Paper)

Consumption

(Survey)

N = 77,646Hierarchical

linear modeling

(USA)

Autonomy and relatedness needs

Independent variable Life satisfaction

Relatedness and autonomy have strong significant positive effects on individual life satisfaction and showed that greater psychological need fulfillment in the form of autonomy and relatedness promote greater life satisfaction and increase individual well-being

Schepers et al. (2012)

(Empirical Paper)

Service

(Mixed method)

NStudy1(T1) = 262NStudy1(T2) = 132NStudy2 = 2234

SEM(Netherlands)

Employees team autonomy,

competence, and relatedness


Customer stewardship control

(CSC)

Team autonomy and competence associated strongly with CSC and, in turn, encourages employees to share responsibility for their performance toward customers, rather than shifting liability to supervisors.

Leung & Matanda (2013)

(Empirical Paper)

Retailing (supermarket self-checkout)

(Survey)

N = 361SEM

(Australia)

Autonomy, competence, and

perceived anonymity,


Self-servicetechnologies

adoption intention

Autonomy, competence, and perceived anonymity are related to adoptions of self-service technologies.

Sweeney et al., (2014)

(Empirical Paper)

Energy-saving

(Survey)

N = 696 households

SEM(Australia)


relatedness

Mediating variable

The integrated motivation for energy-saving

Consumer autonomy, relatedness, and competence mediate the relationship between positive WOM messages and integrated motivation for energy-saving.

Loroz & Braig (2015)

(Empirical Paper)

Branding(Oprah brand)

(Mixed method)

NStudy1 = 12 Oprah fans

women(interview)

NStudy2 = 138 residing in the

UnitedStates.(SEM)


relatedness


Attachment strength Measures of all three ARCdimensions are significant predictors of attachmentstrength

(USA)

Gong, Choi, & Murdy (2016)

(Empirical Paper)

Service

(Survey)

N = 103business

customer-supplier dyads in South Korea(bootstrapping with mediation and moderation

(South Korea)

Customer self-determination (Autonomy,

competence, and relatedness)

Mediating variable Customer value

Customer self-determination mediates the relationship between customer value creation behavior and customer value.

Huang et al. (2016)

(Empirical Paper)

Tourism(destination marketing)

(Experiment)

N = 186 participants

SEM(Taiwan)


relatedness


Experience of enjoyment and

behavioralintentions

Autonomy and relatednessare significantly associated with the experience of enjoyment and behavioralintentions

Ilicic, Baxter, & Kulczynski

(2016)(Empirical

Paper)

Branding

(Survey)NStudy1 = 250NStudy2 = 167

Australia

Autonomy and relatedness


Consumers’ attachments to

celebrities

Autonomy and relatedness needs aroused by celebrities become less influential in older consumer attachment to celebrities and strengthen younger adult consumers’ attachment to celebrities

Hsieh & Chang (2016)

(Empirical Paper)

Branding

(Mixed method)N = 10

interviewsN = 300

SEM(Taiwan)


relatedness

Independent variable Brand co-creation

Autonomy, competence, and relatedness facilitate consumer motivations to participate in brand co-creation campaigns and these motivations facilitate the establishment of brand co-creation engagement.

Wang & Li (2016)

Social media (Facebook)

(Survey)

N = 221 students

Regression analysis(USA)

Relatedness needs satisfaction

Mediating variable

Users’ satisfaction with social network

sites (SNS)

Relatedness need significantly mediate the relationship between trust and users' satisfaction with SNS

Wang & Li (2017)

Social media (Survey)

N = 203 ChineseN = 206

USAPLS (regression

analyisis0


relatedness


Motivation to Produce User-

Generated Content

Results show that people’s perceived competence, autonomy, and perceived relatedness can support their motivation to

(USA)produce user-generated content (UGC).

Gilal et al., (2018) Branding

(Survey)

N = 444 Chinese,N = 356

Pakistani, N = 277 Korean

SEM


relatedness

Mediating variables Brand attachment

The effects of three product design dimensions on each form of psychological need satisfaction and the subsequent brand attachment were greater for Pakistanis than for Koreans and Chinese.

Gilal et al., (2018) Branding

(Survey)

N = 444 Chinese,N = 356Pakistani

SEM


relatedness

Mediating variables

WTP a premium and WOM

The results further show that self-determined needs satisfaction had the strongest positive effect on willingness-to-pay (WTP) a premium and the strongest negative effect on vindictive WOM for Pakistanis. Self-determined needs frustration had the strongest negative effect on the WTP a premium for Chinese participants and an equivalent magnitude effect on vindictive WOM for Pakistani and Chinese participants.

Engström & Elg (2015)

ServiceHealthcare

InterviewN = 14Sweden


relatednessN/A Patients’ well-being

Results revealed that participants may be intrinsically (e.g., autonomy, competence, and relatedness need satisfaction), and extrinsically motivated to participants in service development.

Sharma, Conduit, & Rao Hill

(2017)

ServiceHealthcare

Case StudyN = 2

Australia


relatedness

N/A Customers’ well-being outcomes

Results suggested that

value co-creation activities

provided the feeling of autonomy,

relatedness, and

competence to customers.

(Web Appendix W10)

Table 10Overview of studies on the goal contents theory in marketing science


MethodologySDT Constructs

Used

SDT Constructs

Used As

Consumer behavior constructs Findings

Truong, McColl, & Kitchen (2010)(Empirical Paper) Branding

(Survey)

N = 615 participants in France

SEM(France)

Intrinsic and extrinsic goals/aspirations


Luxury brand preference

Luxury brand preference is significantly influenced by extrinsic aspirations and negatively influenced by intrinsic aspirations.

Zhang et al., (2011)

(Empirical Paper)

Energy conservation,

Forest protection, ,

andwildlife

protection

(Experiment)NStudy1 = 33

NStudy2 = 123NStudy3 = 202

undergraduate students

Mediation analysis

(USA)

Autonomous and imposed/control

goals


Customers motivation

When customers perceive the goal they pursue is adopted through an autonomous choice, the initial effort investment increases the value of the goal and customers subsequent motivation, whereas, when the goal they pursue is imposed on them, they devalue the goal.

Botti & McGill (2011)

(Empirical Paper) Consumption

(Experiment)

NStudy1 = 142USA

NStudy2 = 119USA

NStudy3 = 105London

NStudy4 = 88 LondonANOVA

Hedonic and utilitarian goals


Actual satisfaction,anticipated satisfaction

Results show that the outcome of a self-made choice is more satisfying than the outcome of an externally made choice when the goal is hedonic but not when it is utilitarian

Gountas et al., (2012)

(Empirical Paper) Social media

(Mixed method)N = 20

unstructured interviewsN = 507

(Australian)

Intrinsic andextrinsic

aspirations/goalsN/A N/A

The development and validation of the desire for fame scale

Otero-López, & Villardefrancos

(2015)

Consumptions (Survey)

N = 2159


aspirations/goals


Compulsive buying propensity

Subjects with the high compulsive

(Empirical Paper)

SpainTwo-

multivariateanalysis of covariance

(MANCOVAs).

(Spain)

buying propensity scored significantly higher on the importance and likelihood assigned to the extrinsic goals, whereas, an opposite pattern of findings between the levels of importance and likelihood assigned by the compulsive buying groups with regards to the intrinsic goals.

Norris & Williams (2016)

(Empirical Paper)

Consumption of luxury/necessit

y

(Survey)

NStudy1 = 76NStudy2 = 101NStudy3 = 98

Correlation analysis

(USA)


aspirations/goals

Independent variable Goods necessities

Consumers who emphasize the importance of extrinsic goals consider more consumer goods necessities, and those who emphasize the importance of intrinsic goals consider fewer consumer goods necessities.

Razmus, Jaroszyńska, & Palęga (2017)

(Empirical Paper)Branding

(Survey)

N = 480SEM

(Poland)

Intrinsic and extrinsic personal aspirations


Brand engagement in self-concept (BESC)

People who value extrinsic aspirations exhibit a higher tendency to include important brands as part of their self-concept, whereas, intrinsic aspirations, such as self-acceptance, affiliation, and community feeling, are negatively associated with BESC.

Documents

ars.els-cdn.com€¦ · Web view(the rosy side) of the brand attachment is a more effective predictor of brand repurchasing intentions and word‐of‐mouth behaviours that are