Journal of Marketing最新文献_第3页

EXPRESS: People Like Us: Heightened Preference for Ingroup Providers in Mental Healthcare EXPRESS：像我们这样的人：心理健康中对群体提供者的高度偏好

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-06-17 DOI: 10.1177/00222429261463517

Phyllis Xue Wang, Zhengyu Shi, Jinjie Chen, Qiyuan Wang

{"title":"EXPRESS: People Like Us: Heightened Preference for Ingroup Providers in Mental Healthcare","authors":"Phyllis Xue Wang, Zhengyu Shi, Jinjie Chen, Qiyuan Wang","doi":"10.1177/00222429261463517","DOIUrl":"https://doi.org/10.1177/00222429261463517","url":null,"abstract":"Although mental health conditions have worsened globally, many consumers remain insufficiently engaged in mental healthcare. Intuitively, practitioners can address this challenge by applying strategies that research has shown to promote physical healthcare. However, this approach might not be optimal because the decision-making process for seeking mental healthcare differs significantly from that for seeking physical healthcare. This research examines how consumers’ relative preference for ingroup (i.e., consumers’ own groups) versus outgroup healthcare providers varies when seeking healthcare for mental versus physical illness. Using a large-scale dataset comprising approximately 25 million medical consultations and 11 randomized controlled experiments, we consistently found that when seeking healthcare for mental (vs. physical) illness, consumers placed greater importance on healthcare provider empathy. This resulted in a stronger preference for ingroup over outgroup healthcare providers. The effect of illness type on healthcare provider preference was reduced when consumers were presented with ratings that demonstrated healthcare provider empathy; the main effect was attenuated among consumers with higher global identity. This research contributes to the literature on mental health, healthcare decision-making, empathy, and accessible healthcare. It offers practical implications for marketers, healthcare professionals, and policymakers for promoting mental healthcare and mitigating health disparities.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"34 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-06-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148286168","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: A Recipe for Creativity: An Ingredient Embedding Approach EXPRESS：创造力的配方：一种成分嵌入方法

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-06-17 DOI: 10.1177/00222429261464104

Sibel Sozuer, Oded Netzer, Kriste Krstovski

{"title":"EXPRESS: A Recipe for Creativity: An Ingredient Embedding Approach","authors":"Sibel Sozuer, Oded Netzer, Kriste Krstovski","doi":"10.1177/00222429261464104","DOIUrl":"https://doi.org/10.1177/00222429261464104","url":null,"abstract":"An idea is more than a simple collection of words or ingredients that make up the idea. What makes an idea original or appealing is how these elements are combined in the context in which they appear. This research leverages representation learning methods, specifically word embeddings, to measure internal coherence among the components of a creative idea and capture the relationship between its coherence and idea evaluation or success. Using a large-scale online recipe dataset with over 57K recipes, as well as an ideation dataset of 1,057 ideas, the authors investigate how the fit among idea components relates to downstream measures such as popularity and evaluation. The results consistently show that internal coherence of an idea promotes its popularity, trial, and post-trial evaluation. Counter to prior research on creativity, which suggests that creativity is mostly associated with positive outcomes, the study finds that ideas with unique ingredients have lower popularity or trial, but higher ratings given trial in the context of food recipes. Based on these findings, the authors develop a generative recipe tool that suggests recipe improvements by adding, removing, or substituting ingredients ( http://recipecreativity.com/ ).","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"46 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-06-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148286138","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: Personalization in Marketing Communication: A Meta-Analysis 营销传播中的个性化：一项元分析

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-06-05 DOI: 10.1177/00222429261460888

Martin Eisend, Dominika Niewiadomska, Guda van Noort

{"title":"EXPRESS: Personalization in Marketing Communication: A Meta-Analysis","authors":"Martin Eisend, Dominika Niewiadomska, Guda van Noort","doi":"10.1177/00222429261460888","DOIUrl":"https://doi.org/10.1177/00222429261460888","url":null,"abstract":"Personalization in marketing communication may increase relevance, and thus lead to successful persuasion, but at the same time may trigger privacy concerns, thus leading to persuasion failure. These contradictory effects are described by the personalization paradox. Prior research has provided diverse results on personalization effects and what they depend on. It lacks a generalizable empirical pattern describing the paradox, leaving researchers with ambiguous theoretical implications and practitioners with little guidance on whether and when personalization is a useful marketing communication tool. To address these gaps, this meta-analysis integrates 1,536 effect sizes of personalization effects in marketing communication extracted from 290 studies found in 229 papers. The results reveal, first, that personalization leads to persuasion success and has negligible negative effects. Second, personalization effects depend on various moderators including the data type used: personalization is more persuasive when these data are closely tied to the consumer’s self-concept. Third, the level of personalization leads to a J-shaped pattern of persuasion, describing a modified model of the personalization paradox, with the most persuasive effects at the end of the personalization spectrum. These findings provide novel empirical generalizations of personalization effects and recommend marketers to use personalization and when personalized marketing communication is most effective.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"353 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-06-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148285993","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: How Social Cues Drive Popularity in NFT Art Markets EXPRESS：社交线索如何推动NFT艺术市场的流行

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-06-05 DOI: 10.1177/00222429261460019

Jaeyeon (Jae) Chung, Eric S. Park

{"title":"EXPRESS: How Social Cues Drive Popularity in NFT Art Markets","authors":"Jaeyeon (Jae) Chung, Eric S. Park","doi":"10.1177/00222429261460019","DOIUrl":"https://doi.org/10.1177/00222429261460019","url":null,"abstract":"How do consumers form preferences when they cannot rely on established quality standards? We examined this question in the context of non-fungible token (NFT) art markets, where buyers lack evaluative anchors such as provenance, conventional aesthetic criteria, or institutional endorsement. We demonstrated that view counts, a social cue that reflects others' attention, are one key attribute. Across a 150-day observational dataset (N = 1,459,979), a pre-registered 20-wave panel study, and six experiments, we documented that artworks that attract early views accumulate disproportionately greater attention over time, while other artworks fall further behind. We showed that this “snowballing” effect is driven by investment motives. When consumers approach markets with the motive to invest rather than collect, they rely on others' attention as a proxy for market value. Two structural features of the NFT market amplify this reliance: high price volatility and purely digital ownership, both of which heighten the salience of investment outcomes. By attenuating volatility or introducing tangible ownership cues, we diminished this reliance on social signals. Our findings extend theory on social influence and digital consumption, demonstrating that in the absence of objective quality standards, social cues shift from supplementary information to the primary basis for preference formation.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"11 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-06-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148286078","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: Surviving Economic Adversity: Governance of Franchise Clusters 《经济逆境中的生存：特许经营集群的治理》

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-06-05 DOI: 10.1177/00222429261460011

Xu (Vivian) Zheng, Yajing Fan, Mrinal Ghosh

{"title":"EXPRESS: Surviving Economic Adversity: Governance of Franchise Clusters","authors":"Xu (Vivian) Zheng, Yajing Fan, Mrinal Ghosh","doi":"10.1177/00222429261460011","DOIUrl":"https://doi.org/10.1177/00222429261460011","url":null,"abstract":"Despite research on clustering strategies in franchised systems, little is known about its impact on outlet survival during times of economic adversity. In this research, we identify two governance mechanisms used by franchisors that vary at a cluster- or outlet-level – franchisee ownership fragmentation and franchisor on-site supervision – and develop a framework to suggest the efficacy of these mechanisms in mitigating the negative effect of economic adversity on the survival of franchised outlets operating in a cluster. We test our framework using a novel clustering algorithm and survival analysis on a uniquely constructed dataset of 8,677 outlets across 18 franchisors over 14 years. We find that when economic conditions deteriorate, franchisee ownership fragmentation, which reflects greater diversity in cluster composition and knowledge sources, reduces franchised outlet failure hazard within denser clusters. In contrast, franchisor on-site supervision, which denotes lower franchisee autonomy, intensifies outlet failure hazard in such clusters. Our research offers actionable insights for franchisors on managing in-cluster outlets during economic adversity and introduces FranClusterer , a practical app-based tool for cluster identification and governance.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"28 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-06-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148285992","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: Power Distance Belief Affects Coupon Use EXPRESS：权力距离信念影响优惠券使用

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-06-04 DOI: 10.1177/00222429261458261

Minkyung Koo, Ashok K. Lalwani, Sijie Sun

引用次数: 0

EXPRESS: Whether, When, How, and Why Sales Managers Should Be Involved in Sales Teams EXPRESS：销售经理是否、何时、如何以及为什么应该参与销售团队

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-04-26 DOI: 10.1177/00222429261448212

Daniel E. Chavez, Molly R. Burchett, Brian Murtha

{"title":"EXPRESS: Whether, When, How, and Why Sales Managers Should Be Involved in Sales Teams","authors":"Daniel E. Chavez, Molly R. Burchett, Brian Murtha","doi":"10.1177/00222429261448212","DOIUrl":"https://doi.org/10.1177/00222429261448212","url":null,"abstract":"This manuscript examines whether , when , how , and why sales managers should get involved in customer exchanges as members of sales teams. It does so by drawing on the literature on status and deference in teams to advance novel hypotheses and testing them across seven main studies. Results of Study 1—based on a multisource dataset involving over 5.5 million business-to-consumer (B2C) exchanges—indicate that a sales manager’s involvement as a member of a sales team enhances the team’s performance ( whether ). These performance-enhancing effects are stronger for new customers relative to returning customers ( when ). To address how managers should engage when involved in sales teams, the manuscript introduces the concept of selling position primacy and demonstrates that performance is enhanced when sales managers take on a secondary, rather than a primary, selling position within the team. Experimental results across several settings (e.g., automotive services, retail clothing, and kitchen showroom) reinforce these findings and further identify customer-perceived team status and customer orientation as the mechanisms explaining why sales manager involvement and selling position primacy impact sales performance.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"29 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-04-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147743921","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 Visibility: The Disability Inclusion Effect in Advertising 超越可见性：广告中的残障包容效应

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-04-24 DOI: 10.1177/00222429261447790

Martina Cossu, Zachary Estes, Joachim Vosgerau

{"title":"EXPRESS: Beyond Visibility: The Disability Inclusion Effect in Advertising","authors":"Martina Cossu, Zachary Estes, Joachim Vosgerau","doi":"10.1177/00222429261447790","DOIUrl":"https://doi.org/10.1177/00222429261447790","url":null,"abstract":"People with disabilities are among the most stigmatized groups in society, and the most underrepresented in advertising. We investigate advertising practices by which brands can include people with disabilities in ways that go beyond mere visibility. Across nine preregistered studies involving both hedonic and functional goods and services, we show a robust positive effect of featuring people with disabilities in advertisements on consumers’ attitudes toward the ad, brand, and product. This disability inclusion effect generalizes broadly across products, endorsers (e.g., customers, models), disabilities (both visible and invisible), and consumer segments (people with and without disabilities). It arises because the brand demonstrates its support for the societal integration of people with disabilities. Accordingly, the effect arises whether the brand includes people with disabilities voluntarily or to comply with industry regulation, because both actions can produce the same perceived outcome—meaningful, concrete support of people with disabilities. On the contrary, the effect disappears when a brand’s portrayal emphasizes vulnerability or impairment rather than agency and social inclusion, or the brand conspicuously highlights the model’s disability in the ad itself in a tokenizing manner. Collectively, these studies reveal how managers can support people with disabilities and earn consumers’ patronage without risking their backlash.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"28 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-04-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147743995","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: Brand Performativity and Consumers’ Cultivation of Identity Value EXPRESS：品牌表现力与消费者认同价值的培养

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-04-18 DOI: 10.1177/00222429261446887

Craig J. Thompson, Anil Isisag

{"title":"EXPRESS: Brand Performativity and Consumers’ Cultivation of Identity Value","authors":"Craig J. Thompson, Anil Isisag","doi":"10.1177/00222429261446887","DOIUrl":"https://doi.org/10.1177/00222429261446887","url":null,"abstract":"How do brands provide identity value to consumers? The marketing literature provides three primary answers to this key managerial question: by building brand communities; by forging anthropomorphized relations whereby consumers regard brands as relationship partners; and by following cultural branding principles. This article argues that these three conceptual frameworks have often misdiagnosed the sources of the identity value that consumers derive from brands. Accordingly, it proposes that brand performativity is an unrecognized explanatory factor that underlies these extant theorizations. Drawing on sociological theories of performativity, it conceptualizes brand performativity as an arrangement of discourses, practices, material resources, normative standards, metrics, and goals that coalesce as a script that consumers can use to cultivate identity value through brand-mediated experiences. Through an analysis of CrossFit, it demonstrates that a theoretical sensitivity to brand performativity provides a fuller picture of how brands generate consumer identity value. It explains how this conceptualization revises strategic implications that follow from the aforementioned theorizations, especially for brands implementing more extensive modes of performativity. It closes with a discussion of the broader applicability of brand performativity framework and how it can help marketing managers transcend the conventional product versus service brand and functional versus expressive branding strategy distinctions.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"28 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-04-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147708622","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 ABCs of Marketing Principles: A Principles-Based Framework for Marketing Alignment and Adaptation EXPRESS：营销原则的abc：营销对齐和适应的基于原则的框架

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2026-04-14 DOI: 10.1177/00222429261445812

Molly R. Burchett, Brian Murtha, Bernard J. Jaworski

{"title":"EXPRESS: The ABCs of Marketing Principles: A Principles-Based Framework for Marketing Alignment and Adaptation","authors":"Molly R. Burchett, Brian Murtha, Bernard J. Jaworski","doi":"10.1177/00222429261445812","DOIUrl":"https://doi.org/10.1177/00222429261445812","url":null,"abstract":"Prior research on marketing principles focuses mainly on the benefits of using a relatively small set of high-level principles. However, based on 38 in-depth interviews with marketing professionals across firms and industries, we find that principles are far more widespread and hierarchically layered. Informed by these insights, the present research complements prior research by introducing the “ABC” framework of marketing principles: a principles-based system of marketing alignment and adaptation based on Articulating, Bridging, and Calibrating principles throughout an organization. Articulating highlights the tradeoffs of varying a principle’s specificity. Less specific principles offer decision-making flexibility that fosters adaptation but increases misalignment costs (i.e., increased marketing resource misallocation, marketer mental burden, and marketing sprawl). More specific principles offer decision-making clarity that fosters alignment but increases maladaptation costs (i.e., increased marketing staleness, reduced marketer professional development, and increased opportunity costs). To address these tensions, this research identifies two key cost-mitigation processes: Bridging , which involves translating less specific principles into more contextualized guidance, and Calibrating, which involves evaluating and refining more specific principles to ensure they fit with changing conditions. Collectively, these insights underscore a new prescriptive framework for executing the ABC framework to achieve aligned and adaptive marketing strategy execution.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"247 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2026-04-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147682071","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