Journal of Marketing最新文献_第7页

EXPRESS: Deconstructing Channel Restructuring EXPRESS：解构渠道重组

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-12-09 DOI: 10.1177/00222429251409065

Divya Anand, Vamsi K. Kanuri, Lisa K. Scheer

{"title":"EXPRESS: Deconstructing Channel Restructuring","authors":"Divya Anand, Vamsi K. Kanuri, Lisa K. Scheer","doi":"10.1177/00222429251409065","DOIUrl":"https://doi.org/10.1177/00222429251409065","url":null,"abstract":"Channel restructuring is a firm’s redesign and optimization of its channel system to serve markets more effectively. Restructuring demands significant investments of time, capital, and managerial attention, as firms must reconfigure processes, renegotiate agreements with channel partners, and manage the operational disruptions that inevitably accompany structural change. As even the most rigorously planned restructuring efforts can falter if partners do not buy in, it is paramount that firms secure the compliance of partners they seek to retain in the revised channel system. Prior research lacks a comprehensive and integrated conceptualization of channel restructuring, the available restructuring options, and the implications of restructuring for the firm’s downstream channel partners. We offer a channel restructuring typology comprising six restructuring types and delineate the functional role, status, and financial implications of each type for the firm’s partners. We provide theoretically grounded, testable propositions regarding the impact of restructuring on partner compliance. This paper offers scholars guidance for empirical investigation. It also highlights factors that practitioners should consider when designing and implementing channel restructuring to achieve both operational efficiencies and sustain partner relationships.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"29 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-12-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145704138","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: Rethinking Marketing Knowledge Protection: Hidden Costs and Uncertain Benefits 再思考营销知识保护：隐性成本与不确定收益

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-12-05 DOI: 10.1177/00222429251408341

Christine Moorman, Ajay K. Kohli, Bernard J. Jaworski

{"title":"EXPRESS: Rethinking Marketing Knowledge Protection: Hidden Costs and Uncertain Benefits","authors":"Christine Moorman, Ajay K. Kohli, Bernard J. Jaworski","doi":"10.1177/00222429251408341","DOIUrl":"https://doi.org/10.1177/00222429251408341","url":null,"abstract":"Knowledge is a key resource in marketing and an assumption across literatures is that a firm must prevent valuable knowledge from leaking to competitors. This research develops a theoretical framework that calls for rethinking this view by offering a fresh perspective on when and how a firm should protect marketing knowledge to minimize the likelihood harm to the firm. This framework integrates research across disciplines and interviews with executives to provide a more accurate analysis of the payoffs of knowledge protection. This is accomplished, first, by introducing a set of unintended hidden costs of the most commonly used knowledge-protection strategy—leakage prevention—that harm a firm’s competitive advantage. Firm and industry moderators that influence the magnitude and consequences of these hidden costs are outlined. Second, the framework suggests that the benefits of knowledge protection may be more limited than previously recognized. It does so by delineating the knowledge “leakage-to-harm” process and identifying competitor and industry moderators that can impede the process. Third, the framework offers a typology of alternative protection strategies firms can use to preserve their knowledge-based competitive advantage. Across these contributions, the framework calls for substantial rethinking marketing knowledge protection with important implications for marketing practice and future research.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"40 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-12-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145673568","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: Ethnic Diversity in Advertising: A Meta-Analysis 《EXPRESS》：广告中的种族多样性：一个元分析

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-12-05 DOI: 10.1177/00222429251408344

Martin Eisend, Anna Rößer, Erik Hermann

{"title":"EXPRESS: Ethnic Diversity in Advertising: A Meta-Analysis","authors":"Martin Eisend, Anna Rößer, Erik Hermann","doi":"10.1177/00222429251408344","DOIUrl":"https://doi.org/10.1177/00222429251408344","url":null,"abstract":"Although research on ethnic diversity in advertising is extensive, its findings remain fragmented and often inconclusive. This limits practical guidance for marketers. Beyond marketing- and consumer-specific factors, differences between ethnic minority groups within a country and cross-national socioeconomic and cultural factors can play a role in shaping responses to ethnic diversity advertising of consumers belonging to either ethnic majority or minority groups. This study develops and empirically tests a theoretical framework to examine the impact of ethnic diversity in advertising along with the factors that moderate this impact. We conduct a meta-analysis based on 1,276 effect sizes derived from 106 studies published between 1969 and 2024, encompassing 155 unique datasets from 21 countries. The findings reveal that ethnic diversity effects are small, but are moderated by country-level variables such as migration rates and rule of law, in addition to product, advertising, and consumer characteristics and that some of these moderator effects work differently for ethnic minority compared to majority consumers. Furthermore, within the U.S. context, the sociopolitical power position of ethnic minorities enhances advertising effectiveness among majority consumers. These insights offer implications for both researchers and practitioners.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"216 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-12-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145673549","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: Neither a Picasso Nor a Da Vinci: An Examination of Novice Artwork Pricing with Multi-Modal Data 《既不是毕加索也不是达·芬奇：用多模态数据考察新手艺术品定价》

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-12-05 DOI: 10.1177/00222429251408346

Sharmistha Sikdar, Ishita Chakraborty, Nika Dogonadze

{"title":"EXPRESS: Neither a Picasso Nor a Da Vinci: An Examination of Novice Artwork Pricing with Multi-Modal Data","authors":"Sharmistha Sikdar, Ishita Chakraborty, Nika Dogonadze","doi":"10.1177/00222429251408346","DOIUrl":"https://doi.org/10.1177/00222429251408346","url":null,"abstract":"Novice art pricing is an understudied domain. Novice artists operate as microenterprises, making crucial price-setting decisions. Research shows that newcomers often risk overpricing or underpricing their work, and existing online tools offer basic, cost-based pricing advice. Using a three-study framework, we examine novice art pricing on Etsy, where artwork listings include structured data, images, and textual descriptions. We first analyze how these inputs relate to final selling prices using a hedonic regression on structured data, followed by a multimodal fusion deep learning (MMF-DL) model that integrates structured, visual, and textual features. Our results show that features related to artist authenticity (e.g., certificates), customer service (e.g., shipping, returns, personalization), and art style (e.g., genre) are important price predictors. Thus, novice art sold on online platforms exhibits some features typical of mature art markets (e.g., authenticity and reputation) but emphasize customer-focused services. Finally, using a Cox proportional hazards model, we show that, while higher artist reputation is associated with faster sales, discounting correlates with longer time on market. These associations suggest the importance of price setting. From these insights, we develop a price recommender application that predicts both selling prices and time-to-sale, offering practical guidance for newcomer artists and online platforms.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"202 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-12-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145673548","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: Leveraging Rational Addiction Theory to Reduce Mobile Usage EXPRESS：利用理性成瘾理论减少手机使用

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-12-02 DOI: 10.1177/00222429251405841

Jeeva Somasundaram, Laura Zimmermann, Quang Duc Pham

{"title":"EXPRESS: Leveraging Rational Addiction Theory to Reduce Mobile Usage","authors":"Jeeva Somasundaram, Laura Zimmermann, Quang Duc Pham","doi":"10.1177/00222429251405841","DOIUrl":"https://doi.org/10.1177/00222429251405841","url":null,"abstract":"The pervasive use of smartphones has raised concerns about their addictive and maladaptive nature. This paper introduces an intervention based on rational addiction theory to cost-effectively nudge consumers to reduce smartphone usage, promoting sustainable digital consumption. We examine whether pre-announcing future targets to reduce smartphone usage influences current consumption and behavioral change. We develop a mathematical model incorporating habit formation, satiation, and projection bias, and test its predictions in three pre-registered randomized control trials using objectively measured smartphone usage. When future incentives and targets are pre-announced, consumers reduce usage pre-emptively compared to their baseline, consistent with rational addiction. This occurs only when participants are given fixed daily reduction targets, not when incentivized proportionally for reductions over time, and seems to reflect forward-looking habit formation, as other explanations (e.g., goal priming or capability testing) were unlikely to drive results. Interestingly, pre-emptive reductions are stronger among heavy users and those with stronger beliefs in meeting their targets. We also find that pre-emptive reductions help consumers meet their targets during the incentivized period and might support post-treatment behavioral sustenance. Our model fitting results reveal considerable heterogeneity and offer insights into how digital detox experiences can be structured to promote sustainable behavior change.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"9 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-12-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145651514","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: AdGazer: Improving Contextual Advertising with Theory-Informed Machine Learning AdGazer：基于理论信息的机器学习改进上下文广告

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-11-03 DOI: 10.1177/00222429251396114

Jianping Ye, Michel Wedel, Rik Pieters

{"title":"EXPRESS: AdGazer: Improving Contextual Advertising with Theory-Informed Machine Learning","authors":"Jianping Ye, Michel Wedel, Rik Pieters","doi":"10.1177/00222429251396114","DOIUrl":"https://doi.org/10.1177/00222429251396114","url":null,"abstract":"Contextual advertising involves matching features of ads to features of the media context where they appear. We propose AdGazer, a new machine learning procedure to support contextual advertising. It comprises a theoretical framework organizing highand low-level features of ads and contexts, feature engineering models grounded in this framework, an XGBoost model predicting ad and brand attention, and an algorithm optimally assigning ads to contexts. AdGazer includes a Multimodal Large Language Model to extract high-level topics predicting the ad-context match. Our research uses a unique eye-tracking database containing 3531 digital display ads and their contexts, and aggregate ad and brand gaze times. We compare AdGazer’s predictive performance to two feature learning models, VGG16 and ResNet50. AdGazer predicts highly accurately with hold-out correlations of 0.83 for ad gaze and 0.80 for brand gaze, outperforming both feature learning models and generalizing better to out-of-distribution ads. Context features jointly contributed at least 33% to predicted ad gaze and about 20% to predicted brand gaze, good news for managers practicing or considering contextual advertising. We demonstrate that the theory-informed AdGazer effectively matches ads to advertising vehicles and their contexts, optimizing ad gaze more than current practice and alternatives like text-based and native contextual advertising.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"156 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-11-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145427727","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: Driving Music Demand in the Age of Streaming: Understanding the Heterogeneity in Curated Playlist Effectiveness 在流媒体时代驱动音乐需求：理解策划播放列表有效性的异质性

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-11-01 DOI: 10.1177/00222429251395986

Nils Wlömert, Dominik Papies, Harald J. van Heerde

{"title":"EXPRESS: Driving Music Demand in the Age of Streaming: Understanding the Heterogeneity in Curated Playlist Effectiveness","authors":"Nils Wlömert, Dominik Papies, Harald J. van Heerde","doi":"10.1177/00222429251395986","DOIUrl":"https://doi.org/10.1177/00222429251395986","url":null,"abstract":"The shift from physical music consumption to online music streaming has fundamentally transformed the market for recorded music, giving consumers access to millions of songs on demand. Because streaming platforms pay artists and labels on a per-play basis, sustained listening and effective discovery have become essential for generating meaningful revenue. With traditional marketing losing relevance for recorded music, curated collections in the form of playlists have emerged as a potentially vital tool for labels to lift streaming demand. As a result, labels have started to deploy playlist marketing by either curating their own playlists or by targeting influential playlists curated by others. However, the success factors behind the impact of playlists on song demand remain insufficiently understood. An analysis of 200,455 quasi-experiments where songs are listed on playlists and later delisted shows an average listing effect of 8.5% more global streams and a carry-over effect of 4% after delisting. Although these effects are highly heterogeneous, they can be systematically explained by playlist design characteristics, including playlist popularity, the song’s prior playlist exposure, the fit between the song and playlist, curator identity, and the curation approach. These findings empower labels to deploy more informed playlist marketing to lift streaming revenue.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"167 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145424201","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: Responsible Design Thinking EXPRESS：负责任的设计思维

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-11-01 DOI: 10.1177/00222429251396423

Minu Kumar, Pietro Micheli, Jatinder Jit (J.J.) Singh, Neil Goldberg

{"title":"EXPRESS: Responsible Design Thinking","authors":"Minu Kumar, Pietro Micheli, Jatinder Jit (J.J.) Singh, Neil Goldberg","doi":"10.1177/00222429251396423","DOIUrl":"https://doi.org/10.1177/00222429251396423","url":null,"abstract":"Design thinking (DT) has generated significant attention in relation to new product development and innovation and, more generally, value creation activities. Despite its focus on identifying and addressing the needs of users and other stakeholders in an empathetic way, several implementations of DT have resulted in ethically questionable products with negative consequences for firms, customers, and society. This research adopts a grounded theory approach to understand the main ethical concerns with DT as currently practiced and to investigate how DT teams could better include ethical considerations in their work. Based on the analysis of data gathered from in-depth interviews with DT practitioners, it identifies four ethics-related blind spots caused by: (1) the exclusion of the natural environment, (2) narrow definitions of users, (3) quick prototyping and testing, and (4) the rapid increase of scale. Using the development of a Responsible AI product as an illustration, we show that firms can develop three interrelated capabilities to mitigate these blind spots: (1) systemic inclusion of impacted entities and stakeholders, (2) anticipation and mitigation of potential harms, and (3) ethical governance. Together, they form a novel approach: Responsible Design Thinking. The article concludes by discussing our contributions to theory and practice.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"78 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145424217","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 E-Scooters Impact Shared Mobility and Consumer Safety 快讯：电动滑板车如何影响共享出行和消费者安全

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-10-23 DOI: 10.1177/00222429251393987

Ruichun Liu, Unnati Narang

{"title":"EXPRESS: How E-Scooters Impact Shared Mobility and Consumer Safety","authors":"Ruichun Liu, Unnati Narang","doi":"10.1177/00222429251393987","DOIUrl":"https://doi.org/10.1177/00222429251393987","url":null,"abstract":"New forms of shared micromobility services, such as electric scooters (i.e., e-scooters) are growing rapidly across cities. However, their impact beyond the retail and restaurant sectors is less understood in the marketing literature. We examine how the entry of e-scooters impacts other incumbent shared mobility services (i.e., ridesharing and bikesharing) and consumer safety (i.e., crimes) using data on the entry of e-scooters in parts of Chicago in 2019 and a generalized synthetic control approach. We propose and test novel mechanisms based on e-scooters’ effects on overall demand and modal relationships (i.e., complementarity vs. substitution) with ridesharing and bikesharing. The results from our analysis show that the entry of e-scooters increases the number of short rideshare trips by 15.72%, but decreases the number of bikeshare trips by 7.62%. The effects are consistent with a category expansion mechanism for ridesharing (i.e., increase in the demand for trips met by complementarities between e-scooters and ridesharing) and a category cannibalization mechanism for bikesharing (i.e., increase in the demand for trips met by substitution of bikesharing by e-scooters). Interestingly, we also find that the entry of e-scooters increases the number of crimes (e.g., vehicle break-ins) by 17.94%, mostly due to street and vehicle crimes. The effects of e-scooters are heterogeneous by the age and racial composition of a neighborhood. Overall, e-scooters contribute about $8.1 million in ridesharing revenues but they also have an unintended negative environmental effect amounting to over 800 metric ton carbon emissions per year. Our research offers an app companion for stakeholders.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":"38 1","pages":""},"PeriodicalIF":12.9,"publicationDate":"2025-10-23","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145397894","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

Corrigendum to “Buy Less, Buy Luxury: Understanding and Overcoming Product Durability Neglect for Sustainable Consumption” “少买，买奢侈品：了解和克服可持续消费对产品耐久性的忽视”的勘误表

IF 12.9 1区管理学

Journal of Marketing Pub Date : 2025-10-06 DOI: 10.1177/00222429251385905

引用次数: 0