How to Improve Popularity of Remanufactured Products?

Rating

How to Improve Popularity of Remanufactured Products?

DEFINITION
Remanufacturing refers to the "process of disassembling, cleaning, inspecting, repairing, replacing, and reassembling the components of a part or product to like-new condition" (Thorn and Rogerson, 2002). It is important to make the distinction between remanufacturing on one hand and repair or reuse on the other.
Remanufacturing reduces waste and has a positive impact on the environment. But customers are still reluctant to buy remanufactured products unless their price is lower than for new ones.

REASONS FOR RELUCTANCE
As pointed out by Harms and Linton (2015) the reasons for reluctance of customers to buy remanufactured products could be found in:

• The perceived products' lower levels of functionality, because of their re-manufactured content (Hamzaoui Essoussi and Linton 2010; Guide and Li 2010; Durif et al. 2012),
• Their low seller reputation (Subramanian and Subramanian 2012),
• Consumers' low tolerance of ambiguity (Hazen et al. 2012), and the
• Disgust caused by physical contact by a previous owner (Abbey et al. 2014).

FACTORS
According to Hamzaoui-Essoussi and Linton, 2014, among the major factors that have a significant impact on the customers' willingness to pay for "like-new" products are perceived quality/performance and perceived risk:

• WILLINGNESS TO PAY: the maximum amount of money that a consumer will pay for a good (Miyake, 2010)
• PERCEIVED QUALITY: Consumer's opinion regarding the ability of a product (or a brand) to fulfill his/her expectations. In case of remanufacturing it should be noted that the quality of the products is fully tested and certified in the same way as the "virgin" product is (the reason why re-manufactured products are also referred to as "like-new")
• PERCEIVED RISK: "Consumer behavior involves risk in the sense that any action of a consumer will produce consequences which he cannot anticipate with anything approximating certainty, and some of which at least are likely to be unpleasant" (Bauer, 1960).

SOLUTIONS
Therefore, a question arises about how to find the right balance between the 3 aspects, or, in other words, how to decrease the perceived risk and increase the perceived quality of remanufactured products in order to increase the customers' willingness to pay for "like-new" products.

Harms and Linton (2015) suggest that eco-certification reduces the perceived risk and increases the customers' willingness to pay negating to some extent the perceived lower quality of remanufactured products.
Furthermore, they argue that the effect would be greater for customers with knowledge about and positive attitudes toward the environment.

⇒ What other possible ways can you think of to increase the customers' willingness to pay for "like-new" products (apart from reducing the price)?

Sources:
Thorn, B. K., & Rogerson, P. (2002) "Take it back: Remanufacturing is a viable alternative to disposal of products that have outlived their usefulness - but only if engineers can unearth sound economic justifications", IIE solutions, 34(4), 34-40
Harms, R., & Linton, J. D. (2015) "Willingness to Pay for Eco‐Certified Refurbished Products: The Effects of Environmental Attitudes and Knowledge", Journal of industrial ecology
Hamzaoui Essoussi, L. and J. D. Linton (2010) "New or recycled products: How much are consumers willing to pay?", The Journal of Consumer Marketing 27(5): 458–468
Guide, V. D. R. and J. Li (2010) "The potential for cannibalization of new products sales by remanufactured products", Decision Sciences 41(3): 547–572
Durif, F., J. Roy, and C. Boivin (2012) "Could perceived risks explain the 'green gap' in green product consumption?", Electronic Green Journal 1(33): 1–15
Subramanian, R. and R. Subramanian (2012) "Key factors in the market for remanufactured products", Manufacturing & Service Operations Management 14(2): 315–326
Hazen, B. T., R. E. Overstreet, L. A. Jones-Farmer, and H. S. Feild (2012) "The role of ambiguity tolerance in consumer perception of remanufactured products" International Journal of Production Economics 135(2): 781–790
Abbey, J. D., M. G. Meloy, V. D. R. Guide, and S. Atalay (2014) "Remanufactured products in closed-loop supply chains for consumer goods" Production and Operations Management 24(3): 488–503
Hamzaoui Essoussi, L. and J. D. Linton (2014) "Offering branded remanufactured/recycled products: at what price?" Journal of Remanufacturing 4(9): 1–15
Perceived quality. (n.d.). Retrieved November 15, 2016, from BusinessDictionary.com: www.businessdictionary.com/definition/perceived-quality.html
Bauer, R. A. (1960) "Consumer behavior as risk-taking". In R. S. Hancock (Ed.), Dynamic marketing for a changing world. Chicago: American Marketing Association, pp. 389-398. Cited from D. F. Cox (Ed.), Risk-taking and information-handling in consumer behavior. Boston: Harvard University Press, 1967, pp. 23-33.

		Comments by date▼ Comments by rating Rating
		2 Jesus Cedeno, Puerto Rico
	Example of Marketing 3.0 (Kotler) Excellent article. Currently I work on a cellphone store, and everyday refurbished articles arrive. Customer expectations are totally negative, but with this eco-strategy the commerce can execute Marketing 3.0 named by Phillip Kotler, making customers change the way they look at this kind of merchandise.

		2 Peter Desmond Business Consultant, United Kingdom
	Remanufacturing is Part of Circular Economy Thank you Stefka for a stimulating article. Remanufacturing is an integral part of a subject I am working on - the circular economy. Certification is a good idea. My own experience of 'remanufactured' products is not great - mostly refilled toner cartridges which leak. Remanufactured by the original manufacturer would be very different. I have not yet tried HP's range but stick with their originals. Another idea might be a system like "Trip Advisor" which works well for travel (exchanging feedback from users on their own experiences and recommendations).

		4 Deepak Agnihotri Consultant, India
	Selling Remanufactured, Refurbished Products Apart from the price, both seller reputation and seller identity are significant attributes that a buyer would consider. In addition to this, the seller has to deal with consumers' uncertainty at the...

		1 SATISH PANDE Business Consultant, India
	Re-manufacturing is Recycling Excellent topic, the culture of using and then throwing away products is a result of spare money in hand and goods being used as a status symbol. Also that new, improved products are regarded as attra...

		1 Papantonopoulos Panos Business Consultant, Greece
	Remanufacturing, Recycling Whether I buy a brand-new cartridge, a new PC, or something else, it usually comes with a guarantee. In fact in the case of cartridges very often they are just refilled ones and I have no idea about i...

		2 Boers
	Re-manufactering ⇒ Upcycling! Great (!) Topic! We should name it 'UPCYCLING' instead of re-manufacturing... It sounds better and consumers will be more willing to buy it....

		3 Mehdi Gharbi Belgium
	Refurbishment in the New Economy Thank you for this article. Very good synthesis of this market reality. In terms of the environment, it allows to reduce waste generation and Earth destruction. I've been working for 15 years on B t...

		4 Norman Dragt Netherlands
	Theory of Planned Behavior You could take a look at the Theory of Planned Behavior to try to understand why people will not go for refurbished or upcycled or re-manufactured. In short, people will change if: they think th...

		2 Barney Wade Howard Manager, United States
	All in But with Some Trepidation This type of production is not only intelligent, but necessary. My parents grew up during the Great Depression. In these days, you just didn't throw away something just because it was broken; you fix...

		0 melchiorre calabrese, Italy
	How to Improve Popularity of Remanufactured Products The reasons for the reluctance to use "regenerated" products are not always valid at all, because: 1. Remanufactured products may have yields equal to new products; 2. Substantial (not apparent) qua...

		2 Stefka Nenkova Student (University), Netherlands
	Thank You for your Comments Thank you all very much for your input and comments. It turned into an interesting discussion. Every comment is useful....

		2 Peter Bergstroem Sweden
	Some Points on Remanufactured Products Very interesting subject and it certainly is worth exploring. A problem with remanufactured products is that every product has a lifespan and old models are taken out of production, meaning that spar...

		2 Norman Dragt Netherlands
	Remanufacturing is not the Total Answer @Peter Bergstroem: You are right to state that it all starts with thinking at the design level of a product. However we either need to remanufacture or re-use the materials. If we do not start thinkin...