Journal of Marketing最新文献_第2页

EXPRESS: Better Innovation for a Better World EXPRESS：更好的创新，更好的世界

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 在适应中脱颖而出：社交媒体传播中文本叠加的视觉设计

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? 网红营销中的真实性：网红和品牌如何共同建立和保持网红的真实性？

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 EXPRESS：显示在线评论中消费时间的数量会影响有用的投票

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 EXPRESS：销售管道技术：自动化潜在客户培育

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 EXPRESS：公司规模对总体口碑效应的影响

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 建设性的同行评议变得实用：移情框架指南

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

EXPRESS: Immersive Service: Characteristics, Challenges, and Pathways to Consumer Agency 《沉浸式服务：消费者代理的特点、挑战和途径》

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-01-30 DOI: 10.1177/00222429251319312

Laurel Anderson, Catharina von Koskull, Martin Mende, Johanna Gummerus

{"title":"EXPRESS: Immersive Service: Characteristics, Challenges, and Pathways to Consumer Agency","authors":"Laurel Anderson, Catharina von Koskull, Martin Mende, Johanna Gummerus","doi":"10.1177/00222429251319312","DOIUrl":"https://doi.org/10.1177/00222429251319312","url":null,"abstract":"This research introduces a novel conceptualization of immersive service, defined as service that consumers are embedded in and surrounded by, in the sense that their life experience is within the service and, in great part, constructed by it for some period of time (e.g., hospital stays, residential care, air travel). The authors examine two key questions: How can characteristics of immersive service challenge consumer agency? How do consumers bolster their agency in immersive service? They study these questions through a novel theoretical lens (Figured Worlds Theory) and based on an ethnography in a residential care facility. The analyses unearth, define, and describe four conceptually novel characteristics of immersive service: encapsulation, positionality, multivocality and protocolization. These characteristics are crucial for marketers because, as the authors find, these structural aspects of immersive service can threaten consumer agency. The research also shows how consumers overcome challenges to agency. Specifically, consumers pursue five pathways toward their individual and collective agency: expanding the figured world, voicing, seeking task responsibility, challenging figured world protocols, and playing and imagining within the figured world. These findings break new conceptual ground for scholars, while also being relevant for managers, consistent with ideals of ‘Better Marketing for a Better World’.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"24 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-01-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143071867","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: Diversity Matters: How Film Critic Ratings Vary with Critic and Movie Cast Racial Profiles 快讯多样性很重要：影评人评分如何随影评人和电影演员的种族特征而变化

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-01-13 DOI: 10.1177/00222429251314385

Ye Hu

引用次数: 0

EXPRESS: Lower Artificial Intelligence Literacy Predicts Greater AI Receptivity 快讯较低的人工智能素养预示着更高的人工智能接受度

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-01-13 DOI: 10.1177/00222429251314491

Stephanie Tully, Chiara Longoni, Gil Appel

{"title":"EXPRESS: Lower Artificial Intelligence Literacy Predicts Greater AI Receptivity","authors":"Stephanie Tully, Chiara Longoni, Gil Appel","doi":"10.1177/00222429251314491","DOIUrl":"https://doi.org/10.1177/00222429251314491","url":null,"abstract":"As artificial intelligence (AI) transforms society, understanding factors that influence AI receptivity is increasingly important. The current research investigates which types of consumers have greater AI receptivity. Contrary to expectations revealed in four surveys, cross country data and six additional studies find that people with lower AI literacy are typically more receptive to AI. This lower literacy-greater receptivity link is not explained by differences in perceptions of AI’s capability, ethicality, or feared impact on humanity. Instead, this link occurs because people with lower AI literacy are more likely to perceive AI as magical and experience feelings of awe in the face of AI’s execution of tasks that seem to require uniquely human attributes. In line with this theorizing, the lower literacy-higher receptivity link is mediated by perceptions of AI as magical and is moderated among tasks not assumed to require distinctly human attributes. These findings suggest that companies may benefit from shifting their marketing efforts and product development towards consumers with lower AI literacy. Additionally, efforts to demystify AI may inadvertently reduce its appeal, indicating that maintaining an aura of magic around AI could be beneficial for adoption.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"17 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-01-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142974562","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