Journal of Marketing最新文献

EXPRESS: The Collective Identity Effect: How Group-Level Identity Influences Individual Behavior

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-02-25 DOI: 10.1177/00222429251325219

Brad. D. Carlson, D. Todd Donavan, Jeremy S. Wolter, James G. Maxham, Pei Xu

{"title":"EXPRESS: The Collective Identity Effect: How Group-Level Identity Influences Individual Behavior","authors":"Brad. D. Carlson, D. Todd Donavan, Jeremy S. Wolter, James G. Maxham, Pei Xu","doi":"10.1177/00222429251325219","DOIUrl":"https://doi.org/10.1177/00222429251325219","url":null,"abstract":"This study investigates group-level customer–company identification (CCI), extending social identity theory to explore how individual-level identification evolves into strong, collective group dynamics. By analyzing interconnected customer groups, the research demonstrates how these dynamics shape individual behavior and drive organizational outcomes across diverse group types. Drawing on a comprehensive, three-year data set from a national retailer, the study assesses collective CCI within these groups. The findings reveal that group-level CCI significantly influences individual CCI, which in turn affects consumer spending and share of wallet. Furthermore, the research identifies the optimal conditions for maximizing group influence, highlighting that moderately sized (10-20 members), homogenous groups that meet three to ten times per year have the greatest impact. These insights enhance the understanding of CCI by focusing on group-level effects and extending social identity theory to address the conditions under which group-level identification exerts the strongest influence. The study offers practical strategies for managers to build group cohesion, foster loyalty, and improve customer interactions by leveraging group dynamics across organizational, social, and consumer contexts.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"1 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-02-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143485764","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

EXPRESS: Beyond Opt-Out: How Presumed-Consent Language Shapes Persuasion

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-02-17 DOI: 10.1177/00222429251323885

Romain Cadario, Jenny Zimmermann, Bram Van den Bergh

{"title":"EXPRESS: Beyond Opt-Out: How Presumed-Consent Language Shapes Persuasion","authors":"Romain Cadario, Jenny Zimmermann, Bram Van den Bergh","doi":"10.1177/00222429251323885","DOIUrl":"https://doi.org/10.1177/00222429251323885","url":null,"abstract":"When using opt-out (vs. opt-in) policies, choice architects presume that people consent, rather than explicitly asking them to state their consent. While opt-out policies often increase compliance, they are also associated with managerial issues such as ethical considerations, legal regulations, limited public support, and increased no-show rates. This research demonstrates that choice architects can also establish presumed-consent through the language they use, holding the opt-in policy constant. Seven studies in various health domains indicate that presumed-consent language (e.g., “a vaccine was arranged for you”) rather than explicit-consent language (e.g., “you can choose to get a vaccine”) increases persuasion (i.e., behavioral intentions, actual behaviors). This effect occurs through perceived endorsement: Decision makers infer through the presumed-consent language that the desired health behavior (e.g., vaccination) is the recommended course of action. Furthermore, this research examines the proposed endorsement process under various conditions. When product tangibility is low (e.g., a flu shot), the effectiveness of presumed-consent language stems primarily from perceived endorsement rather than psychological ownership or perceived ease. In contrast, when product tangibility is high (e.g., a sunscreen lotion), the effect stems primarily from psychological ownership rather than perceived endorsement or perceived ease.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"35 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-02-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143435242","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

EXPRESS: Multichannel Effects of Mobile Infeed Advertising

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-02-13 DOI: 10.1177/00222429251322447

Yiyi Li, Mengzhou Zhuang, Eric (Er) Fang

{"title":"EXPRESS: Multichannel Effects of Mobile Infeed Advertising","authors":"Yiyi Li, Mengzhou Zhuang, Eric (Er) Fang","doi":"10.1177/00222429251322447","DOIUrl":"https://doi.org/10.1177/00222429251322447","url":null,"abstract":"With infeed advertising becoming an increasingly popular advertising tool for advertisers to reach mobile consumers, the authors propose an integrated model of contemporaneous, carryover, and spillover effects to measure the incremental contributions of infeed ads in multiple types of mobile apps: newsfeed, social, and video. They empirically examine the three proposed effects of newsfeed ads, social feed ads, and video feed ads using data from a large-scale ad campaign for a new mobile game. The data set contains 10,115,801 impressions, 286,506 clicks, and 12,706 conversions. First, the findings show that social feed ads have the strongest contemporaneous effects on both ad clicks and conversions; social feed ads are 1.87 times more likely to generate a click and 1.69 times more likely to generate a conversion than newsfeed ads, followed by video feed ads (clicks: 1.73 times; conversions: 1.55 times). Second, video feed ads have the strongest carryover effect, followed by social feed ads, while newsfeed ads have a negative carryover effect. Third, newsfeed ads exhibit the strongest spillover effect; prior newsfeed ad exposures are more effective than prior social or video feed ad exposures at promoting clicks and conversions upon subsequent exposure in other channels.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"2 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-02-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143401198","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

EXPRESS: Better Innovation for a Better World

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-02-13 DOI: 10.1177/00222429251322774

Darren W. Dahl, Charles H. Noble, Martin Schreier, Olivier Toubia

{"title":"EXPRESS: Better Innovation for a Better World","authors":"Darren W. Dahl, Charles H. Noble, Martin Schreier, Olivier Toubia","doi":"10.1177/00222429251322774","DOIUrl":"https://doi.org/10.1177/00222429251322774","url":null,"abstract":"We aim to stimulate discussion on how innovation research within marketing can use a better world (BW) perspective to help innovation become a driver of positive change in the world. In this “Challenging the Boundaries” series paper, we hope to provide purposeful research opportunities for scholars seeking to bridge innovation research with the BW movement. We frame our discussion with four areas of innovation research in marketing that are particularly relevant to BW objectives. We discuss how the innovation process may be disrupted by potentially relinquishing customer centricity and embracing the constraints imposed by BW objectives. We explore how firms should organize for BW innovation, both in terms of who should be involved in the process internally and externally, and how the workforce and firm should be structured to support BW innovation. We then consider consumer response to innovation from a BW perspective, examining drivers of adoption behavior regarding BW innovations and how these innovations should be marketed. We also explore post-adoption behavior, as well as helping consumers resist adoption in certain contexts. Finally, we discuss how markets for BW innovation may be created and sustained, and how external constituencies (i.e., government, lawmakers, and academic communities) could shape these markets.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"18 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-02-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143401204","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

EXPRESS: Standing Out While Fitting in: Visual Design of Text Overlays in Social Media Communication

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-02-13 DOI: 10.1177/00222429251322773

Stefania Farace, Francisco Villarroel Ordenes, Dennis Herhausen, Dhruv Grewal, Ko de Ruyter

引用次数: 0

EXPRESS: Authenticity in Influencer Marketing: How Can Influencers and Brands Work Together to Build and Maintain Influencer Authenticity?

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-02-06 DOI: 10.1177/00222429251319786

Barbara Duffek, Andreas B. Eisingerich, Omar Merlo, Guan Lee

引用次数: 0

EXPRESS: Displaying the Amount of Consumption Time in Online Reviews Can Affect Helpful Votes

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-02-06 DOI: 10.1177/00222429251321370

Zheng Zhang, Wenjun Zhou, Michelle Andrews

{"title":"EXPRESS: Displaying the Amount of Consumption Time in Online Reviews Can Affect Helpful Votes","authors":"Zheng Zhang, Wenjun Zhou, Michelle Andrews","doi":"10.1177/00222429251321370","DOIUrl":"https://doi.org/10.1177/00222429251321370","url":null,"abstract":"Some review platforms display how long reviewers used a product alongside their review. The authors investigate whether doing so translates to more helpful reviews. Using online reviews of video games from a video game platform and leveraging its unique playtime tracking feature, they find the relationship between the amount of time playing a game before posting a review and the number of helpful votes the review receives follows a u-shape, where shorter and longer playtimes correspond to more votes, while intermediate times correspond to fewer votes. How displayed consumption time affects consumer expectations potentially explains this relationship. The less time reviewers spend consuming a product, the lower others’ expectations of review helpfulness may be and hence the more lenient their judgements. More consumption time may increase these expectations, but extensive consumption time could overcome this higher bar by signaling credibility. Moderation results related to reviewer experience signaling and review or product characteristics, as well as mediation results involving consumer-gifted review awards help support this context-based expectations account. These results are robust to conditioning out review, reviewer, and game level factors, sample matching, and other settings. The findings have implications for reducing the asymmetric information problem, managing expectations, and optimizing reviews.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"62 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-02-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143192488","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

EXPRESS: Sales Pipeline Technology: Automated Lead Nurturing

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-02-06 DOI: 10.1177/00222429251321417

Johannes Habel, Nathaniel N. Hartmann, Phillip Wiseman, Michael J. Ahearne, Shashank Vaid

{"title":"EXPRESS: Sales Pipeline Technology: Automated Lead Nurturing","authors":"Johannes Habel, Nathaniel N. Hartmann, Phillip Wiseman, Michael J. Ahearne, Shashank Vaid","doi":"10.1177/00222429251321417","DOIUrl":"https://doi.org/10.1177/00222429251321417","url":null,"abstract":"Many business-to-business sales firms use automated lead nurturing (ALN) systems, which track leads’ online behavior and nurture them through personalized content. ALN software providers claim that ALN improves lead conversion, but whether this benefit materializes is unclear. Therefore, this research examines ALN’s effect across one qualitative and three quantitative studies. The findings indicate that ALN can provide valuable information to both sellers and leads and thereby improve the quality of salesperson–lead interactions, which in turn drives lead conversion. On average, ALN increases the probability of lead conversion between 0 (Studies 1, 3) and 23 (Study 2) percentage points. However, these effects strongly depend on a lead’s sales cycle length, expected sales volume, and preexisting relationship with the seller. Thereby, this article conducts the first rigorous “fact check” of ALN and provides evidence that understanding the effect of ALN requires a contingency view. The findings also call on practitioners to change their current practices related to ALN. Rather than accepting industry claims at face value, practitioners should verify whether ALN improves lead conversion in their specific context. Furthermore, they should employ ALN particularly for leads where information asymmetry persists and is unlikely to be resolved through other, more costly means.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"85 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-02-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143258475","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

EXPRESS: The Effect of Company Size on Aggregate Word of Mouth Valence

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-02-06 DOI: 10.1177/00222429251320603

Jan Klostermann, Anne Mareike Flaswinkel, Chris Hydock, Reinhold Decker

{"title":"EXPRESS: The Effect of Company Size on Aggregate Word of Mouth Valence","authors":"Jan Klostermann, Anne Mareike Flaswinkel, Chris Hydock, Reinhold Decker","doi":"10.1177/00222429251320603","DOIUrl":"https://doi.org/10.1177/00222429251320603","url":null,"abstract":"Online word of mouth (WOM) is a critical driver of consumer purchases; however, relatively few researchers have sought to understand how a company’s characteristics might impact aggregate WOM valence (e.g., average star ratings of online reviews). The authors examine the effects of one such attribute—company size—and how it impacts WOM valence through individuals’ decisions regarding whether to engage in WOM. In four field studies, the authors find a negative relationship between company size and WOM that persists when controlling for the quality of consumers’ experience with the company. Subsequent experiments show that this effect occurs because consumers are more empathetic toward smaller companies. This empathy increases their desire to help smaller companies, which in turn increases the likelihood that they share WOM about a smaller company following a high-quality experience and decreases this likelihood in the case of a low-quality experience. Larger companies can mitigate the negative effect on aggregate WOM valence by responding frequently to WOM posts and employing language that evokes empathy—for example, by using emotional words, providing personalized responses, and addressing consumers by name.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"40 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-02-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143258476","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

Constructive Peer Review Made Practical: A Guide to the EMPATHY Framework

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-02-04 DOI: 10.1177/00222429241312127

Shrihari Sridhar

引用次数: 0