Journal of Consumer Research最新文献_第4页

Nudges Increase Choosing but Decrease Consuming: Longitudinal Studies of the Decoy, Default, and Compromise Effects 诱导增加选择但减少消费：诱饵、默认和妥协效应的纵向研究

IF 7.2 1区管理学

Journal of Consumer Research Pub Date : 2023-12-22 DOI: 10.1093/jcr/ucad081

Evan Polman, Sam J. Maglio

引用次数: 0

When Language Matters 语言的重要性

IF 7.2 1区管理学

Journal of Consumer Research Pub Date : 2023-12-22 DOI: 10.1093/jcr/ucad080

Grant Packard, Yang Li, Jonah A. Berger

{"title":"When Language Matters","authors":"Grant Packard, Yang Li, Jonah A. Berger","doi":"10.1093/jcr/ucad080","DOIUrl":"https://doi.org/10.1093/jcr/ucad080","url":null,"abstract":"\u0000 Text analysis is increasingly used for consumer and marketing insight. But while work has shed light on what firms should say to customers, when to say those things (e.g., within an advertisement or sales interaction) is less clear. Service employees, for example, could adopt a certain speaking style at a conversation’s start, end, or throughout. When might specific language features be beneficial? This paper introduces a novel approach to address this question. To demonstrate its potential, we apply it to warm and competent language. Prior research suggests an affective (i.e., warm) speaking approach leads customers to think employees are less competent, so a cognitive (competent) style should be prioritized. In contrast, our theorizing, analysis of hundreds of real service conversations from two firms across thousands of conversational moments (N = 23,958), and four experiments (total N = 1,589) offer a more nuanced perspective. Customers are more satisfied when employees use both cognitive and affective language, but at separate, specific times. Ancillary analyses show how this method can be applied to other language features. Taken together, this work offers a method to explore when language matters, sheds new light on the warmth/competence trade-off, and highlights ways to improve the customer experience.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":"5 5","pages":""},"PeriodicalIF":7.2,"publicationDate":"2023-12-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138944350","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Class Conflict and Spatial Domination in the Neoliberal City 新自由主义城市中的阶级冲突和空间统治

IF 7.2 1区管理学

Journal of Consumer Research Pub Date : 2023-12-14 DOI: 10.1093/jcr/ucad079

Rodrigo B Castilhos

{"title":"Class Conflict and Spatial Domination in the Neoliberal City","authors":"Rodrigo B Castilhos","doi":"10.1093/jcr/ucad079","DOIUrl":"https://doi.org/10.1093/jcr/ucad079","url":null,"abstract":"This paper analyzes spatial domination in middle-classed spaces––the spaces that cater to the dispositions, status, and lifestyle ideals of middle-class groups––of the neoliberal city. Grounded in interdisciplinary scholarship on the neoliberal city, the paper introduces a typology of middle-classed spaces that maps out different combinations of cross-class hostility and cordiality in dynamics of spatial domination. Through an extended case study of a new upscale neighborhood bordering a slum area in a southern Brazilian city, the paper unveils the socio-historic conditions that inform the localized cross-class relations and situate it in the spatial typology. With the support of a semiotic square, the paper then identifies, relates, and analyzes the hostile (‘takeover’ and ‘repression’) and cordial (‘makeover’ and ‘concession’) spatial practices by which dominant agents produce one specific type of middle-classed space. Through these practices, dominant agents improve the status, experience, and market value of the neighborhood for target upper-middle-class consumers, while further disenfranchising the poor from its spaces—effectively reproducing deep-rooted historical patterns of social exclusion. This study extends research on status consumption and spatiality while also adding insights into the role of the state in consumption and market dynamics.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":"21 1","pages":""},"PeriodicalIF":7.2,"publicationDate":"2023-12-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138687117","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Curvy Digital Marketing Designs: Virtual Elements with Rounded Shapes Enhance Online Click-Through Rates 曲线数字营销设计：圆形虚拟元素提高在线点击率

IF 7.2 1区管理学

Journal of Consumer Research Pub Date : 2023-12-12 DOI: 10.1093/jcr/ucad078

Dipayan Biswas, Annika Abell, Roger Chacko

{"title":"Curvy Digital Marketing Designs: Virtual Elements with Rounded Shapes Enhance Online Click-Through Rates","authors":"Dipayan Biswas, Annika Abell, Roger Chacko","doi":"10.1093/jcr/ucad078","DOIUrl":"https://doi.org/10.1093/jcr/ucad078","url":null,"abstract":"With the growing prevalence of digital platforms for online shopping, advertising, and marketing activities in general, it is imperative to better understand how designs of virtual elements on digital interfaces influence click behavior. Websites and online advertisements contain virtual elements such as call-to-action buttons, images, and logos. This research examines how curved versus sharp angled shapes of virtual elements in online ads and on websites influence click-through rate (CTR) outcomes. The findings of a series of studies, including three field experiments and an eye tracking study, show that website and online ad elements in curved (vs. sharp angled) shapes generate higher CTR. Process evidence suggests that curved (vs. sharp angled) digital elements enhance visual appeal, leading to approach motivation and greater CTR. In terms of practical implications, the findings of this research have strong relevance for designing online ads and website interfaces and for digital marketing strategies. Specifically, digital marketers desiring higher click rates would benefit from having more curved (than sharp angled) virtual elements on websites and in online ads.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":"21 1","pages":""},"PeriodicalIF":7.2,"publicationDate":"2023-12-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138579130","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Unveiling the Mind of the Machine 揭示机器的思想

IF 7.2 1区管理学

Journal of Consumer Research Pub Date : 2023-11-25 DOI: 10.1093/jcr/ucad075

Melanie Clegg, Reto Hofstetter, Emanuel de Bellis, Bernd H Schmitt

{"title":"Unveiling the Mind of the Machine","authors":"Melanie Clegg, Reto Hofstetter, Emanuel de Bellis, Bernd H Schmitt","doi":"10.1093/jcr/ucad075","DOIUrl":"https://doi.org/10.1093/jcr/ucad075","url":null,"abstract":"Previous research has shown that consumers respond differently to decisions made by humans versus algorithms. Many tasks, however, are not performed by humans anymore but entirely by algorithms. In fact, consumers increasingly encounter algorithm-controlled products, such as robotic vacuum cleaners or smart refrigerators, which are steered by different types of algorithms. Building on insights from computer science and consumer research on algorithm perception, this research investigates how consumers respond to different types of algorithms within these products. This research compares high-adaptivity algorithms, which can learn and adapt, versus low-adaptivity algorithms, which are entirely pre-programmed, and explore their impact on consumers’ product preferences. Six empirical studies show that, in general, consumers prefer products with high-adaptivity algorithms. However, this preference depends on the desired level of product outcome range—the number of solutions a product is expected to provide within a task or across tasks. The findings also demonstrate that perceived algorithm creativity and predictability drive the observed effects. This research highlights the distinctive role of algorithm types in the perception of consumer goods and reveals the consequences of unveiling the mind of the machine to consumers.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":"882 ","pages":""},"PeriodicalIF":7.2,"publicationDate":"2023-11-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138515218","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

2023 JCR Awards Announcements 2023 JCR奖项公告

1区管理学

Journal of Consumer Research Pub Date : 2023-11-15 DOI: 10.1093/jcr/ucad070

引用次数: 0

How Traditional Production Shapes Perceptions of Product Quality 传统生产方式如何塑造人们对产品质量的认知

1区管理学

Journal of Consumer Research Pub Date : 2023-11-11 DOI: 10.1093/jcr/ucad073

Keith Wilcox, Sandra Laporte, Gabriel Ward

{"title":"How Traditional Production Shapes Perceptions of Product Quality","authors":"Keith Wilcox, Sandra Laporte, Gabriel Ward","doi":"10.1093/jcr/ucad073","DOIUrl":"https://doi.org/10.1093/jcr/ucad073","url":null,"abstract":"Abstract The current research examines how the knowledge that a product is made using a traditional method influences perceptions of its quality. We propose that consumers believe a brand using traditional methods is beneficial for society because it is concerned about cultural preservation and this belief has a positive effect on perceived quality. Six experimental studies show consumers evaluate products produced with a method described as traditional to be higher in quality than similar products that are not described as traditionally made and this effect is mediated by the belief the brand is beneficial for society. Consistent with this theory, the positive effect of traditional production on perceived quality is attenuated when consumers view the brand to be unconcerned about cultural preservation, such as when the use of a traditional method is framed as a follower strategy (i.e., it imitates the actions of other brands) or when the brand is a multinational company. By showing the mere mention of a traditional method can be another subtle way to position a brand as a moral actor, these findings contribute to the understanding of the link between perceived social responsibility and product evaluations.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":"6 26","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-11-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135086311","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Top Rated or Best Seller?: Cultural Differences in Responses to Attitudinal versus Behavioral Consensus Cues 最受欢迎还是最畅销?对态度和行为共识线索反应的文化差异

1区管理学

Journal of Consumer Research Pub Date : 2023-11-09 DOI: 10.1093/jcr/ucad074

Aaron J Barnes, Sharon Shavitt

{"title":"Top Rated or Best Seller?: Cultural Differences in Responses to Attitudinal versus Behavioral Consensus Cues","authors":"Aaron J Barnes, Sharon Shavitt","doi":"10.1093/jcr/ucad074","DOIUrl":"https://doi.org/10.1093/jcr/ucad074","url":null,"abstract":"Abstract Marketers commonly use consensus cues about others’ behavioral choices (“Best Seller”) or their attitudes (“Top Rated”) when labeling products. This paper suggests that the effectiveness of these types of cues may differ across cultures in ways that carry implications for marketing practice. Prior research shows that in contexts that give rise to an interdependent cultural self-construal, choices are often responsive to social expectations rather than personal preferences. We propose that, because interdependents expect such behavioral conformity, cues that convey consensus about others’ choices may be less diagnostic and, thus, less persuasive than cues that convey consensus about others’ attitudes. Five studies examining cultural self-construal in multiple ways, along with two cross-national industry datasets, offer evidence consistent with this reasoning, suggesting that among interdependents, behavioral consensus cues can actually be less effective than attitudinal ones, reducing persuasion and willingness to pay. However, among independents, because attitudes are assumed to influence behavioral choices, whether the consensus cue is attitudinal or behavioral makes little difference.","PeriodicalId":15555,"journal":{"name":"Journal of Consumer Research","volume":" 44","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-11-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135291794","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Correction to: Dynamics of Communicator and Audience Power: The Persuasiveness of Competence versus Warmth 更正:传播者与受众权力的动态:能力与热情的说服力

1区管理学

Journal of Consumer Research Pub Date : 2023-10-29 DOI: 10.1093/jcr/ucad056

引用次数: 0

Policy Board Note on Two Articles by David Dubois, Derek D. Rucker, and Adam D. Galinsky 政策委员会对David Dubois, Derek D. Rucker和Adam D. Galinsky的两篇文章的注释

1区管理学

Journal of Consumer Research Pub Date : 2023-10-29 DOI: 10.1093/jcr/ucad057

引用次数: 0