Prior research points out the emerging phenomenon of consumer resistance in terms of resistance towards the marketing discipline. At the same time, extant literature suggests the increasing importance of authenticity in marketing. This study investigates the research question whether and by which means authenticity in marketing can be a response to consumer resistance. The authors conducted qualitative research within which one part of the interviews was conducted with marketing-resistant participants, another one with non-resistant respondents. This permitted to elaborate on divergences between the two groups concerning the evaluation of authenticity. The results illustrate that resistant consumers showed a greater sensitivity for authenticity and clear preferences for authentic brands compared to a more indifferent assessment of the comparison group. Resistant consumers were more likely to identify themselves with the presented authentic brands and appreciated their bene fits such as autonomy, closeness, quality assurance, individuality and economic rebellion that directly contrast with the elaborated points of criticism about marketing. This suggests that, in order to regain consumers that are critical towards the marketing discipline, the elaborated authenticity facets could be applied to brands as an ‘antidote’.
An introduction of a new product to the market usually needs modelling consumer behaviour and consumer reaction to this product as well as developing marketing strategies that would contribute to this introduction. The present article deals with investigating the causes of slow consumer acceptance of innovation; systematization and determining the main features concerning new marketing approaches to overcoming consumer resistance to the use of a new product and its functional applications; discussing marketing strategies for decreasing fears in decisions related to the new product purchase. Such strategies might be helpful when solving the problem of rejecting the innovation and increasing the possibility of its success.
PL
Wprowadzenie nowego produktu na rynek na ogół wymaga modelowania zachowania i reakcji konsumenta na ten produkt, jak również opracowania strategii marketingowych, które by się przyczyniały do tego wprowadzenia. Artykuł poświęcony jest badaniu przyczyn powolnej akceptacji innowacji przez konsumentów; systematyzacji i określaniu głównych cech dotyczących nowych podejść marketingowych do przezwyciężenia oporu konsumentów przed korzystaniem z nowego produktu i z jego zastosowań funkcjonalnych; omówieniu strategii marketingowych dla zmniejszenia obaw w decyzjach odnoszących się do zakupu nowego produktu. Strategie takie mogłyby się okazać pomocne w rozwiązaniu problemu odrzucenia innowacji i zwiększeniu możliwości jego sukcesu.
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