Wirawan Dony Dahana

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• Doctor of Philosophy
• Professor at Osaka University

Background: Brand loyalty may be more fluid in the digital era. Consumers can easily switch to another brand if they find a product with better reviews or a more attractive offer. Brand loyalty can be built or maintained through online brand communities with a social capital approach. Purpose: The study aimed to describe brand loyalty building thro...

Purpose This study investigates how the use of online food delivery (OFD) services can motivate consumers to switch between food providers through its impact on switching costs, variety-seeking tendencies and exposure to competitors' marketing activities. Design/methodology/approach We develop a structural equation model in which the usage frequen...

This study investigates the effects of various discussion topics on individuals’ decisions to join and contribute to an online community. Based on their relevancy to the community’s interests and goals, we distinguish between on-topic (relevant) and off-topic (irrelevant) discussions. The relationships among group discussion, new member acquisition...

In global health, three holistic and multidisciplinary approaches are typically mentioned: One Health, Ecohealth, and Planetary Health. The most recent concept, Planetary Health, has been spontaneously developed and promoted as a new science since 2015, with the establishment of the Sustainable Development Goals (SDGs). This coincidence marks a new...

This study investigates how industry characteristics affect the relationships between customer satisfaction, commitment, and positive word-of-mouth (PWOM) intention. Specifically, it examines the moderating roles of competition, consumption visibility (private or public), and service relationship (contractual or noncontractual) within the satisfact...

This study aimed to delineate how media multitasking (MM) induces online store visits and purchase behaviors in different situations. We used a hidden Markov model to elicit several latent states that underlie distinct visitation and purchase tendencies during MM engagement. The model is calibrated using a rich dataset containing television viewing...

Transdisciplinary research is a type of research that involves the collaboration and integration of multiple disciplines and sectors to address complex and multifaceted problems. In the context of global health, transdisciplinary research is taking control since most of the planet’s challenges, such as climate change, environmental degradation, and...

This study investigates how hedonic consumption experiences within a shopping mall dynamically affect the mall's overall sales performance. Using weekly sales data of various products and services compiled from 2013 to 2019 by a large shopping mall owner, we examine how customers' spending on certain hedonic services (i.e., food, entertainment, and...

This study investigates the influence of consumer traits, product attributes, marketing activities, and word of mouth (WOM) on three aspects of online insurance adoption: the number of products adopted, adoption timing, and adoption pattern. We empirically examine the relationships between these variables using data from 509 consumers collected thr...

This study brings together three institutional pillars that represent values in four East Asian societies-China, Japan, Korea, and Vietnam-traditional philosophies, economic orientation, and religiosity/spirituality-where previous literature examined these values domains separately and independently. In the process, we challenge the more traditiona...

This study investigates how tourists' involvement with certain products that originate in a destination country influences their expenditures on these products during their trips to the country. Based on the extant literature, we propose a model that accounts for the mediating mechanisms of place attachment, overall satisfaction, and visit frequenc...

This study investigates how promotional activities, mall size, and past shopping experiences affect customer shopping duration, and elucidates how shopping duration induces immediate, transient, and long-term effects on customer decisions of whether and how much to buy in the offline shopping mall format. We simultaneously model purchase incidence,...

Purpose-This paper aims to address how the status consumption tendency of consumers in emerging markets is negatively influenced by five individual traits: self-control, self-actualization, religiosity, future orientation, and self-efficacy. Design/methodology/approach-A conjoint experiment measured the importance of certain smartphone product attr...

This study addresses how behavioral changes following a new channel's adoption persist over time, and how their patterns vary among customers. We verify the roles of individual behavioral traits reflecting self-selection, marketing exposure, and loyalty in explaining these differences. Based on the elaboration likelihood model and attitude commitme...

A trend of purchasing a lakeside, seaside, or forest vacation home has been raised in China. However, such purchase behavior has received limited attention from the research community in emerging markets. This study aims at investigating the factors behind vacation home purchase behavior and helping identify potential buyers. Specifically, factors,...

This study identifies the extent to which cross-buying behaviors can be attributed to consumer motives, store patronage, and marketing efforts. Their explanatory power is empirically examined using a panel survey and purchase history data for fashion products of 3,052 customers patronizing an online shopping mall. Motivation explains merely 4% of t...

This study examines how paid search advertising affects conversion probability and selling duration on e-marketplace platforms, as well as how these effects are moderated by two advertiser characteristics: transaction experience (regular vis-à-vis new) and organizational type (business vis-à-vis individual). We develop a model that includes both co...

This study investigates the impacts of cross-buying behavior in an online shopping mall where customers can purchase from additional product categories from various independent stores. We focus on the extent to which store loyalty and relationship duration moderate the cross-buying effects on three behavioral traits: customers’ purchase rate, lifet...

This study explores how lifestyle can explain the heterogeneous customer lifetime values (CLVs) among various market segments. We develop a latent class model of purchase frequency, lifetime duration, and purchase amount to infer segment-level CLV. Customers' membership to each segment is presumed to depend on their lifestyle patterns. The proposed...

This article investigates a set of individual characteristics that can explain whether and how much a consumer engages in showrooming behavior. The authors conceptualized and empirically examined certain variables’ impact on both showrooming probability as well as the extent of behavior. The variables under consideration include consumers’ involvem...

This study addresses how the heterogeneity of customer profitability in different segments can be explained by the behavioral characteristics of their members. We categorize customers into several segments based on the purchase rate, lifetime duration, and average spending estimated from purchase history data. Segment-level customer lifetime values...

This study investigates the effect of cross-buying induced by price promotion on purchase amount and frequency, and how the effect varies among customers of different ages and genders. The impact of the behavior is empirically examined by using data from an online fashion retail company. The results reveal that customers who frequently cross-buy du...

According to normative-resource theory, the balance of marital power is influenced by the effect of socioeconomic resources and subcultural expectations. The purpose of our study is to empirically test the effects of Japanese married individuals’ comparative socioeconomic variables: education, age, occupation status, personal income, family income,...

This study investigates how unprofitable cross-buying, defined as the tendency to buy different product categories during price promotion, affects consumer decisions of whether and how much to buy in the short- and long-term periods. We utilize a type II Tobit model of purchase incidence and purchase amount and apply the model to purchase history d...

This paper aims to empirically investigate heterogeneous consumer behavior at the base of the pyramid (BoP) and to examine how this heterogeneity can be explained by individual characteristics. Using quantitative data collected from the urban BoP in Indonesia, the authors categorize households into several segments and subsequently link segment mem...

Better understanding of consumers’search behavior is very important from marketing communication perspective. In particular, firms need to identify the information pursued by their customers when deciding the message to be delivered through communication activities. For this purpose, it is essential for marketing managers to know the search objecti...

This study addresses how customers develop loyalty toward focal stores within an online shopping mall, and how this construct affects behavioral mall loyalty in both the short- and long-term. We employ a type II Tobit model to dynamically capture the short- and long-term impacts of store loyalty on purchase incidence and purchase amount. We further...

Family purchase decision making is driven by the bipolar gender stereotypes of husband and wife. However, relatively little is known about how individual perceptions of Sex Role Orientation (SRO) affect authority in an integrated decision. The present research is aimed to narrow the gap in the literature by dissecting the four dimensions of Sex Rol...

This study examines the aggregate effect of electronic word mouth (eWOM) communications containing multiple messages of different type on brand attitude. It focuses on the moderating role of individuals’ regulatory focus and message proportion in influencing the extent to which consumers respond to gain- and loss-related messages. We develop some h...

This study investigates the effects of individual traits and products characteristics on customer evaluation of sweepstakes promoted by retail firms. We assume that customer’s preference toward sweepstakes is determined by four primary attributes: implementation term, entry condition, prize size, and winning odds. The importance customers attach to...

The purpose of this study is to examine how the effect of electronic word of mouth (eWOM) on consumer decisions can be moderated by the factors of prior attitude and message acceptance. The authors investigate different potential effects of the two factors on the persuasive impact of eWOM for different message valences: positive and negative eWOM....

Product assortment is one of the most important determinants of store performance. Past studies have shown that a reduction in the number of items can alter sales. This paper examines the impact of assortment changes on the formation of the consumer consideration set when an item is delisted as well as when a new item is introduced. We employed a c...

Evoked and consideration set have been one of main research topics in marketing field for a long time. Using interview data, many studies have been conducted to investigate the nature of its content. However, only few studies tried to do so by using consumer purchase history. By modeling the process of evoked and consideration set formation, in thi...

A brand choice model with heterogeneous price-threshold parameters is used to investigate a three-regime piecewise-linear stochastic utility function. The model is used to explore the relationships between aspects of consumer price sensitivity and price thresholds using hierarchical Bayes modeling with the Markov chain Monte Carlo (MCMC) method. Th...

This study explores a customized pricing strategy based on heterogeneous-price thresholds estimated from scanner panel data and shows that a customized pricing strategy could be more efficient than a flat pricing strategy. We apply a heterogeneous brand choice model with price thresholds to the price customization problem and show that heterogeneou...