Journal of the Academy of Marketing Science最新文献

How generative AI Is shaping the future of marketing 生成式人工智能如何塑造营销的未来

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-12-14 DOI: 10.1007/s11747-024-01064-3

Dhruv Grewal, Cinthia B. Satornino, Thomas Davenport, Abhijit Guha

引用次数: 0

The impact of analyst stock recommendations on firms’ relative exploration orientation

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-12-09 DOI: 10.1007/s11747-024-01070-5

Xinchun Wang, Anna Shaojie Cui

引用次数: 0

Shifting perspectives: How communicating user innovations’ self-focus enhances adoption

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-11-30 DOI: 10.1007/s11747-024-01068-z

Helen Si Wang, Chi Kin (Bennett) Yim

{"title":"Shifting perspectives: How communicating user innovations’ self-focus enhances adoption","authors":"Helen Si Wang, Chi Kin (Bennett) Yim","doi":"10.1007/s11747-024-01068-z","DOIUrl":"https://doi.org/10.1007/s11747-024-01068-z","url":null,"abstract":"Each year, millions of user inventors spend billions of dollars creating innovations for their own use and to satisfy their own needs. Many user entrepreneurs also commercialize their user innovations to the mass market to benefit others and generate financial return. However, because user innovations are inherently self-focused, they often fail to achieve adoption in the mass market, leading to significant social welfare losses. Extant research suggests deploying customer-focused design modifications to improve the diffusion of user innovations. As an alternative to this customer-focused perspective, the authors propose a novel communication strategy that evokes adopters’ creativity to increase adoption. In particular, presenting user innovations’ self-focused goals and related key attributes in a sequence that mismatches adopters’ default innovation learning sequences can evoke adopters’ creative thinking regarding the self-relevance of the user innovations, and in turn enhances adoption. Furthermore, deploying self-focused, user inventor solo (vs. customer-focused, open customer participation) enhancement strategy sustains (vs. attenuates) the proposed effects.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"1 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2024-11-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142753565","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

There is business like show business! What marketing scholars and managers can learn from 40 years of entertainment science research 有生意就有演艺圈！营销学者和管理者可以从 40 年的娱乐科学研究中学到什么

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-11-16 DOI: 10.1007/s11747-024-01057-2

Ronny Behrens, Ann-Kristin Kupfer, Thorsten Hennig-Thurau

{"title":"There is business like show business! What marketing scholars and managers can learn from 40 years of entertainment science research","authors":"Ronny Behrens, Ann-Kristin Kupfer, Thorsten Hennig-Thurau","doi":"10.1007/s11747-024-01057-2","DOIUrl":"https://doi.org/10.1007/s11747-024-01057-2","url":null,"abstract":"For over four decades, scholars have developed the field of entertainment science, establishing a thorough understanding of the business behind filmed, recorded, written, and programmed media products and services, encompassing consumer behavior and strategic decision-making. Building on six foundational characteristics that jointly define entertainment offerings (i.e., their hedonic, narrative, cultural, creative, innovative, and digital nature), we synthesize key findings from entertainment science research. Since each of these characteristics can be found individually in various industries, this review offers substantial potential for learning beyond the entertainment world. Leveraging the entertainment industry’s pioneering role in major cross-industry trends, including virtual worlds and generative AI, we then provide best practices for adapting to these developments. We conclude by proposing a comprehensive agenda for future research on each of the foundational entertainment characteristics within the field of entertainment science and beyond.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"247 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2024-11-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142642993","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

Expressions of customer rumination in online posts and firm responses 客户在网络帖子中的反刍表达和公司的回应

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-11-16 DOI: 10.1007/s11747-024-01061-6

Hai-Anh Tran, Yuliya Strizhakova, Bach Nguyen, Samuel G. B. Johnson

{"title":"Expressions of customer rumination in online posts and firm responses","authors":"Hai-Anh Tran, Yuliya Strizhakova, Bach Nguyen, Samuel G. B. Johnson","doi":"10.1007/s11747-024-01061-6","DOIUrl":"https://doi.org/10.1007/s11747-024-01061-6","url":null,"abstract":"When faced with service failures, customers tend to ruminate, i.e., engage in repetitive negative thoughts about service failures and their causes/consequences. Some customers express these ruminative thoughts in online posts, making the internal cognitive process of rumination publicly visible to prospective customers who read the posts. This research proposes a novel conceptualization and operationalization of customer expressions of rumination as the repetitive use of words related to (a) service failure aspects and (b) service failure causes/consequences. Across two field studies, one survey, and two experiments, this research demonstrates that rumination expressions in online posts about service failures are linked to lower sales, weaker prospective customers’ purchase intention, and more “likes” of the post. Responses expressing empathetic apologies are more effective in handling rumination expressions about service failure aspects, whereas responses mentioning compensation are more effective in handling rumination expressions about service failure causes/consequences. We urge managers to recognize the visibility and harmfulness of rumination expressions in digital outlets and provide solutions to minimize their damage.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"13 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2024-11-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142642996","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

The paradox of product scarcity: Catalyzing the speed of innovation diffusion 产品稀缺的悖论：催化创新传播的速度

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-11-13 DOI: 10.1007/s11747-024-01060-7

Surya Pathak, P. V. Sundar Balakrishnan

{"title":"The paradox of product scarcity: Catalyzing the speed of innovation diffusion","authors":"Surya Pathak, P. V. Sundar Balakrishnan","doi":"10.1007/s11747-024-01060-7","DOIUrl":"https://doi.org/10.1007/s11747-024-01060-7","url":null,"abstract":"Product shortages are known to slow down the diffusion process. However, we counterintuitively theorize and empirically demonstrate that under specific conditions of social influence, the diffusion process may be accelerated by early product scarcity. Using an Agent-Based framework and Genetic Algorithm-based estimation, we analyzed 20 product categories to identify the critical trade-off influencing diffusion: the interplay of the social influence ratio of waiting customers to adopters, the external influence, and level of product scarcity. Strategic managerial actions can accelerate the adoption of products. For example, in the case of fitness trackers, we were able to simulate speed-up by up to two years compared to the standard Bass model. Importantly, we introduce a novel framework to study competition dynamics, analyzing how the timing of market entry and the production capacity of competitors, along with the initial installed capacity of the pioneering firm affect diffusion speed. This acceleration, whether due to managerial foresight or serendipity, necessitates careful orchestration to harness the enthusiasm of waiting customers and strategically allocate marketing spending on social media platforms, thereby differentially amplifying the influence of adopters and potential customers.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"1 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2024-11-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142601925","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

Recycle right: How to decrease recycling contamination with informational point-of-disposal signage 正确回收：如何利用信息处置点标识减少回收污染

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-11-05 DOI: 10.1007/s11747-024-01058-1

Aylin Cakanlar, Megan Hunter, Gergana Y. Nenkov

{"title":"Recycle right: How to decrease recycling contamination with informational point-of-disposal signage","authors":"Aylin Cakanlar, Megan Hunter, Gergana Y. Nenkov","doi":"10.1007/s11747-024-01058-1","DOIUrl":"https://doi.org/10.1007/s11747-024-01058-1","url":null,"abstract":"Plastic pollution represents a grand challenge facing society, yet the amount of plastic being recycled is only about 5%. This recycling crisis has intensified with the growing problem of recycling contamination (i.e., incorrect placement of unrecyclable materials in recycling receptacles). This research investigates the potential for informational point-of-disposal recycling signage to decrease recycling contamination. In a longitudinal field study and three experiments, the authors demonstrate that providing schema-congruent prescriptive information (“Recycle these items”) does not reduce recycling contamination and may inadvertently lead to over-recycling. In contrast, the presence of proscriptive information that is moderately incongruent with established schemas (“Do not recycle these items”) prompts more effortful, piecemeal processing. This encourages individuals to integrate the information into their recycling decisions, diminishing their dependence on pre-existing beliefs and expectations regarding recycling and, consequently, lowering contamination rates. Recycling expertise is found to moderate the effects of point-of-disposal recycling signage. By examining such nuanced recycling communication strategies, this research aims to shift the conversation from “recycle more” to “recycle right.”","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"153 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2024-11-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142580314","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

The Taguchi approach to large-scale experimental designs: A powerful and efficient tool for advancing marketing theory and practice 大规模实验设计的田口方法：推进营销理论与实践的强大而高效的工具

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-11-05 DOI: 10.1007/s11747-024-01059-0

Jordan W. Moffett, Patrick Fennell, Colleen M. Harmeling, Daniel Sheehan, Alexander Bleier

{"title":"The Taguchi approach to large-scale experimental designs: A powerful and efficient tool for advancing marketing theory and practice","authors":"Jordan W. Moffett, Patrick Fennell, Colleen M. Harmeling, Daniel Sheehan, Alexander Bleier","doi":"10.1007/s11747-024-01059-0","DOIUrl":"https://doi.org/10.1007/s11747-024-01059-0","url":null,"abstract":"Current research often relies on narrowly focused experimental methods that address just a few independent variables or correlational designs, despite calls for future research to take big-picture perspectives that offer real-world applicability and causal evidence. This disparity likely reflects the constraints imposed by the need for extensive resources to conduct broad, causal examinations. To bridge this gap, the current article presents the Taguchi approach to large-scale experimental design, which remains notably underutilized in marketing research despite being well-established in other fields. Its effectiveness stems from the robust catalog of experimental design rubrics that can incorporate many different independent variables systematically and efficiently. The causal and efficient experimental option for broad scopes of investigation embraces the embeddedness of independent variables and thus can help build marketing theory and advance practice. This article details the fundamentals of the Taguchi approach, its relative advantages, and a three-step implementation process.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"88 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2024-11-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142580317","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

Creative performance in professional advertising development: The role of ideation templates, consumer insight, and intrinsic motivation 专业广告开发中的创意表现：构思模板、消费者洞察力和内在动力的作用

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-10-31 DOI: 10.1007/s11747-024-01063-4

Alexander Tevi, John Parker, Scott Koslow, Lawrence Ang

{"title":"Creative performance in professional advertising development: The role of ideation templates, consumer insight, and intrinsic motivation","authors":"Alexander Tevi, John Parker, Scott Koslow, Lawrence Ang","doi":"10.1007/s11747-024-01063-4","DOIUrl":"https://doi.org/10.1007/s11747-024-01063-4","url":null,"abstract":"To develop more creative advertising, scholars advocate ideation techniques and one of the most strongly supported is the Templates method. This research explores the efficacy of Templates, and evaluates its effectiveness compared to other creative ideation approaches. Two studies are presented. One directly asks professional advertising creatives to use specific Templates to develop advertisements. The other determines if the mere knowledge of the Templates method improves creative ideation. In both studies, industry-based judges assess the quality of respondents’ work. The Templates approach improves the originality of advertising, with no detrimental influence on strategy. Two alternative approaches to enhancing creativity were compared against Templates: 1) providing better domain knowledge through consumer insight and 2) improving the intrinsic motivation of creatives. The research shows these two alternatives both improve originality yet reduce how “on strategy” the advertising is—a trade-off effect. However, the Templates method does not suffer from this trade-off and performs well, by improving originality without any detriment on strategic focus.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"4 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2024-10-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142556186","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

When marketplaces fail: How market challenged consumers navigate the marketplace 当市场失败时：面临市场挑战的消费者如何驾驭市场

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-10-31 DOI: 10.1007/s11747-024-01062-5

Samantha N. N. Cross, Akon E. Ekpo

{"title":"When marketplaces fail: How market challenged consumers navigate the marketplace","authors":"Samantha N. N. Cross, Akon E. Ekpo","doi":"10.1007/s11747-024-01062-5","DOIUrl":"https://doi.org/10.1007/s11747-024-01062-5","url":null,"abstract":"This paper examines the challenges permeating the experiences and strategies of market challenged consumers (MCCs). We employ a multi-method approach, combining discourse analysis of personal reflection essays with grounded theory analysis of interview data in the context of consumers with disabilities. Findings reveal that MCCs experience both material and social marketplace challenges that shape three distinct yet interrelated tensions: desiring normality while needing accommodation, managing visibility while needing acknowledgement, and negotiating privacy while needing to participate. We demonstrate that MCCs enact coping strategies (reconciling and (re)positioning identity, counterbalancing (in)visibility, and armoring themselves) which subsequently both mitigate and reinforce inner tensions. This study argues that the marketplace must intervene, given the incessant nature of the challenges, inner tensions and resulting coping strategies, thus shifting the onus of coping from the MCC to the marketplace. We provide theoretical and managerial implications to better understand how marketplaces can alleviate MCCs’ marketplace challenges.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"7 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2024-10-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142556187","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