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Being One in a Million – der Wert von Einzigartigkeit bei Mass-Customized Produkten

Being One in a Million– Pia Burghartz, Emanuel de Bellis, Franziska Krause,Nikolaus Frankeund Gerald Haeublzeigen auf der Theory + Practice in Marketing Konferenz an der Columbia University in the City of New York,der La Londe Marketing Communications and Consumer Behavior Konferenz gehalten an der Aix-Marseille University und der Association for Consumer Research Konferenz in Atlanta wie Produkteinzigartigkeit im Mass Customization Kontext einen Mehrwert für Kunden schaffen kann.

 

 

Stellen Sie sich das folgende Szenario vor: Eine Sneakersliebhaberin kreiert ihre eigenen individuellen Sneakers online in einem Mass Customization (MC) System. Das System erlaubt ihr, die Farbe von 20 verschiedenen Features der Sneakers separat auszuwählen – für jedes Feature kann sie aus 50 verschiedenen Farben wählen. Nachdem sie ein wenig ausprobiert hat kreiert sie schliesslich eine ansprechende Konfiguration, die sich von denen anderer unterscheidet. Bevor sie die Sneakers zu ihrem Warenkorb hinzufügt, erscheint die folgende Mitteilung auf ihrem Bildschirm: „Du bist die Erste, die dieses Design entworfen hat. Wir garantieren dir, dass dein Design einzigartig bleibt, indem es für andere Kunden gesperrt wird.“ Hätte eine solche Mitteilung Auswirkungen darauf wie die Sneakersliebhaberin ihre individuellen Sneakers wahrnimmt?

Auf der diesjährigen Theory + Practice in Marketing Konferenz, der LaLonde Marketing Communications and Consumer Behavior Konferenz und der Association for Consumer Research Konferenz haben wir gezeigt, dass diese Mitteilung einen Mehrwert für Kunden schafft.

Warum die Botschaft möglicherweise keinen Mehrwert schafft?

Einerseits sollte die Mitteilung keinen Mehrwert für die Sneakersliebhaberin schaffen. Objektiv gesehen sind viele massgeschneiderte Produkte angesichts der Vielzahl von Attributen und Optionen, aus denen Kunden bei MC-Systemen wählen können, einzigartig (z.B. 115 Billionen mögliche Sneakerskonfigurationen auf nike.com/nike-by-you und 566 Quadrillion mögliche Mueslimischungen auf mymuesli.com/mixer). Der Lösungsraum durchschnittlicher MC-Systeme ist nicht nur riesig, sondern auch fein granuliert, so dass sehr ähnliche Lösungen möglich sind. Dies wiederum macht es unwahrscheinlich, dass eine Konfiguration mehrfach gewählt wird. Darüber hinaus haben Studien gezeigt, dass Kunden in einigen Fällen auch nicht-einzigartige Produkte wünschen (z.B. Bestseller-Bücher; Bearden, Netemeyer und Teel 1989).

Warum die Botschaft möglicherweise einen Mehrwert schafft?

Auf der anderen Seite könnte die Mitteilung einen Mehrwert für die Sneakersliebhaberin schaffen. Erstens besteht die Möglichkeit, dass Kunden die Wahrscheinlichkeit unterschätzen bzw. die Möglichkeit missachten, dass ihr eigenes massgeschneidertes Produkt einzigartig ist (Paulos 1988; Sunstein 2002). Zweitens ziehen MC-Systeme Kunden mit einem hohen Bedürfnis nach Einzigartigkeit an, da sie die Kreation von nicht standardisierten und individualisierten Produkten ermöglichen (Lynn und Harris 1997; Michel et al. 2009; Schreier 2006). Drittens haben frühzeitige Produktionstechnologien wie Massenproduktion und Fotografie der „Aura“ einzigartiger Kunstwerke geschadet (Benjamin 2008; Fuchs, Schreier und Van Osselaer 2015), während neue Technologien eine perfekte digitale Reproduzierbarkeit ermöglichen (Waugh 2017). Diese Entwicklungen können den Wunsch des Einzelnen nach einzigartigen Artefakten und Erfahrungen verstärken (Morgan 2019) und stehen im Einklang mit der erhöhten Suche der Gesellschaft nach dem Einzigartigen (Francis und Hoefel 2018; Reckwitz 2017).

Warum ist das wichtig?

Wenn die Information über die Einzigartigkeit der Konfiguration und die „Sperrung“ dieser, die eine dauerhafte Einzigartigkeit gewährleistet, für die Sneakersliebhaberin tatsächlich einen Mehrwert schafft, wäre dies eine ausserordentliche Chance für Unternehmen, die MC-Systeme anbieten. Uns sind zwei Beispiele bekannt, in denen Unternehmen die Vorteile von Einzigartigkeitsfeedback und -sperrung zu nutzen scheinen. Insbesondere bietet der Automobilhersteller Porsche Kunden gegen einen Aufpreis von 10.000 € die Möglichkeit, bestimmte Aussenfarben für zwei Jahre zu sperren (Porsche Exclusive Manufaktur 2017), während der Uhrenhersteller Unity Kunden erlaubt, Konfigurationen gegen einen Aufpreis von 50% des Standardpreises zu sperren (siehe unitywatches.com/design-your-own-watch). Basierend auf Untersuchungen zur Einzigartigkeit von Produkten (Lynn und Harris 1997) und spezifischeren MC-Studien (Franke und Schreier 2008) empfehlen wir, Kunden automatisiertes Feedback zu geben bzgl. der Einzigartigkeit ihres konfigurierten Produkts und ihnen darüber hinaus zu versichern, dass ihre jeweilige Produktkonfiguration gesperrt wird. Wir erwarten, dass dies die Bewertung ihres Produkts positiv beeinflusst.

 Was die Ergebnisse unserer Forschung zeigen?

Wir haben angenommen, dass das Hervorheben von Einzigartigkeit von Mass-Customized Produkten durch Einzigartigkeitsfeedback und Einzigartigkeitssperrung einen Mehrwert für Kunden schafft. Die Ergebnisse aus einem Feldexperiment und drei (Labor- und Online-)Experimenten bestätigen diese Annahme. Wir tragen damit zu zwei Literatursträngen bei.

1.) Unsere Ergebnisse tragen zu einem besseren Verständnis des Kundenverhaltens im Zusammenhang mit MC-Systemen bei (Moreau und Herd 2010).

Frühere Studien in diesem Bereich haben Präferenz Fit (Dellaert und Stremersch 2005) und prozessbedingte Vorteile (Troye und Supphellen 2012) als Ursachen identifiziert, die einen Mehrwert für Kunden schaffen. Unsere Ergebnisse geben Aufschluss über Produkteinzigartigkeit als mehrwertstiftende Ursache in MC-Systemen. Sie zeigen, dass automatisiertes Feedback, das Kunden die strikt genommene Einzigartigkeit des von ihnen konfigurierten Produkts aufzeigt und darüber hinaus die Sperrung, welche versichert, dass diese spezielle Produktkonfiguration für andere Kunden nicht verfügbar ist, ihre Bewertung des Produkts positiv beeinflusst. Während sich vergangene Forschung auf nicht-automatisiertes soziales Feedback fokussierte, zeigen unsere Ergebnisse, dass automatisiertes Feedback ein signifikanter Treiber für Kundenmehrwert sein kann, wobei nicht-automatisiertes soziales Feedback eine „consumer-to-consumer“ Interaktion und automatisiertes Feedback eine „company-to-consumer“ Interaktion darstellt (Yadav und Pavlou 2014).

2.) Diese Forschung trägt zu der Literatur bzgl. der Einzigartigkeit von Produkten bei.

Wir konzeptualisieren ein strikt genommen einzigartiges Produkt als ein Produkt, das buchstäblich einzigartig ist – d.h. eine Kombination von Features darstellt, die nur einmal existiert. Dies erweitert unser Verständnis von Produkteinzigartigkeit und wie Kunden darauf reagieren, über seltene aber nicht unbedingt einzigartige Produkte hinaus (Lynn und Harris 1997). Die aktuellen Ergebnisse zeigen, dass strikt genommene Produkteinzigartigkeit in MC-Systemen durch Einzigartigkeitsfeedback und Einzigartigkeitssperrung realisiert werden kann. Darüber hinaus zeigen wir, dass wahrgenommene Exklusivität – d.h. die Wahrnehmung, dass ein Produkt für andere nicht zugänglich ist (Kim 2018) – ein wichtiger Faktor für die Bewertung eines Produkts durch Kunden sein kann.

3.) Die Anwendung von Einzigartigkeitsfeedback und Einzigartigkeitssperrung in MC-System schafft kosteneffizienten Nutzen.

Diese Ergebnisse haben wichtige praktische Implikationen, da sie eine im Wesentlichen kostenfreie Möglichkeit für Unternehmen aufzeigen, einen Kundenmehrwert zu schaffen, indem sie die Tatsache nutzen, dass MC-Systeme die Konfiguration einzigartiger Produkte fördern.

 

Mehr zu unserer Forschung:

  • Kontaktieren Sie uns: Pia.burghartz@unisg.ch

Referenzen:

  • Bearden, William O., Richard G. Netemeyer, and Jesse E. Teel (1989), Measurement of Consumer Susceptibility to Interpersonal Influence, Journal of Consumer Research, 15(4), 473–81.
  • Benjamin, Walter (2008), The Work of Art in the Age of Mechanical Reproduction.London, UK: Penguin Books.
  • Dellaert, Benedict G. C. and Stefan Stremersch (2005), “Marketing Mass-Customized Products: Striking a Balance Between Utility and Complexity,” Journal of Marketing Research, 42(2), 219–27.
  • Fuchs, Christoph, Martin Schreier, and Stijn M. J. Van Osselaer (2015), “The Handmade Effect. What’s Love Got to Do with It?” Journal of Marketing, 79(2), 98–110.
  • Francis, Tracy and Fernanda Hoefel (2018), “The influence of Gen Z—the first generation of true digital natives—is expanding,” McKinsey & Company (November), https://www.mckinsey.com/industries/consumer-packaged-goods/our-insights/true-gen-generation-z-and-its-implications-for-companies.
  • Franke, Nikolaus, Peter Keinz, and Martin Schreier (2008), “Complementing Mass Customization Toolkits with User Communities: How Peer Input Improves Customer Self‐Design,”Journal of Product Innovation Management,25(6), 546–59.
  • Kim, Youngseon (2018), “Power moderates the impact of desire for exclusivity on luxury experiential consumption,” Psychology & Marketing, 35(4), 283–93.
  • Lynn, Michael and Judy Harris (1997), “The Desire for Unique Consumer Products: A New Individual Differences Scale,” Psychology & Marketing, 14(6), 601–16.
  • Michel, Stefan, Michael Kreuzer, Richard Kühn, Anne Stringfellow, and Jan H. Schumann (2009), “Mass-customised products: are they bought for uniqueness or to overcome problems with standard products?” Journal of Customer Behaviour, 8(4), 307–27.
  • Moreau, C. Page and Kelly B. Herd (2010), “To Each His Own? How Comparisons with Others Influence Consumers’ Evaluations of Their Self-Designed Products,” Journal of Consumer Research, 36(5), 806–19.
  • Morgan, Blake (2019), “The 7 Best Examples Of Artificial Intelligence To Improve Personalization,” Forbes (January 24), https://www.forbes.com/sites/blakemorgan/2019/01/24/the-7-best-examples-of-artificial-intelligence-to-improve-personalization/#7c003a3c4ed1.
  • Paulos, John Allen (1988), Innumeracy: Mathematical Illiteracy and Its Consequences. New York, USA: Hill & Wang.
  • Porsche Exklusive Manufaktur (2017), “Porsche Exclusive Manufaktur,”Porsche, https://www.porsche.com/swiss/de/accessoriesandservices/exclusive-manufaktur/.
  • Reckwitz, Andreas (2017), The Society of Singularities – On the Structural Transformation of Modernity. Berlin, DE: Suhrkamp.
  • Schreier, Martin (2006), “The Value Increment of Mass-Customized Products: An Empirical Assessment,” Journal of Consumer Behavior, 5(4), 317–
  • Sunstein, Cass R. (2002), “Probability Neglect: Emotions, Worst Cases, and Law,” Yale Law Journal, 112(61), 61–
  • Troye, Sigurd Villads and Magne Supphellen (2012), “Consumer Participation in Coproduction: “I Made it Myself” Effects on Consumers’ Sensory Perceptions and Evaluations of Outcome and Input Product,” Journal of Marketing, 76(2), 33–46.
  • Waugh, Rob (2017), “What does AI mean for the future of manufacturing?” The Telegraph(August 15), https://www.telegraph.co.uk/business/social-innovation/artificial-intelligence-future-of-manufacture/.
  • Yadav, Manjit S. and Paul A. Pavlou (2014), “Marketing in Computer-Mediated Environments: Research Synthesis and New Directions,” Journal of Marketing,78(1), 20–40.

Bildquelle: Photo by Cristina Gottardi on unsplash

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