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Effects of sampling healthy versus unhealthy foods on subsequent food purchases 健康食品和不健康食品样品对后续食品购买的影响
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2024-09-04 DOI: 10.1007/s11747-024-01047-4
Dipayan Biswas, Annika Abell, Mikyoung Lim, J. Jeffrey Inman, Johanna Held
{"title":"Effects of sampling healthy versus unhealthy foods on subsequent food purchases","authors":"Dipayan Biswas, Annika Abell, Mikyoung Lim, J. Jeffrey Inman, Johanna Held","doi":"10.1007/s11747-024-01047-4","DOIUrl":"https://doi.org/10.1007/s11747-024-01047-4","url":null,"abstract":"<p>Food sampling at retail stores and restaurants (e.g., amuse bouche) is a widespread practice. These food samples vary considerably in healthfulness levels. Prior research has primarily focused on the effects of sampling on evaluations and sales of the sampled item. However, can there be unintended consequences of sampling a healthy versus an unhealthy item on subsequent purchases of <i>other</i> food items? Also, would the degree of dissimilarity between the sampled item and subsequent options moderate the effects? The results from a series of experiments, including four studies conducted in field settings, show that sampling a healthy (vs. unhealthy) item paradoxically leads to greater subsequent purchase/choice of unhealthy foods – but only when consumers perceive a relatively high level of dissimilarity between the sampled item and subsequent options. This effect reverses when the sampled food and subsequent options are perceived as being relatively low on dissimilarity (i.e., high on similarity).</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":null,"pages":null},"PeriodicalIF":18.2,"publicationDate":"2024-09-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142130992","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
Addressing the greatest global challenges (UN SDGs) with a marketing lens 以营销视角应对全球最大挑战（联合国可持续发展目标
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2024-09-02 DOI: 10.1007/s11747-024-01049-2
Dhruv Grewal, Praveen K. Kopalle, John Hulland
{"title":"Addressing the greatest global challenges (UN SDGs) with a marketing lens","authors":"Dhruv Grewal, Praveen K. Kopalle, John Hulland","doi":"10.1007/s11747-024-01049-2","DOIUrl":"https://doi.org/10.1007/s11747-024-01049-2","url":null,"abstract":"","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":null,"pages":null},"PeriodicalIF":18.2,"publicationDate":"2024-09-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142123673","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
Generative AI in innovation and marketing processes: A roadmap of research opportunities 创新和营销过程中的生成式人工智能：研究机会路线图
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2024-08-26 DOI: 10.1007/s11747-024-01044-7
Paola Cillo, Gaia Rubera
{"title":"Generative AI in innovation and marketing processes: A roadmap of research opportunities","authors":"Paola Cillo, Gaia Rubera","doi":"10.1007/s11747-024-01044-7","DOIUrl":"https://doi.org/10.1007/s11747-024-01044-7","url":null,"abstract":"<p>Nowadays, we are witnessing the exponential growth of Generative AI (GenAI), a group of AI models designed to produce new content. This technology is poised to revolutionize marketing research and practice. Since the marketing literature about GenAI is still in its infancy, we offer a technical overview of how GenAI models are trained and how they produce content. Following this, we construct a roadmap for future research on GenAI in marketing, divided into two main domains. The first domain focuses on how firms can harness the potential of GenAI throughout the innovation process. We begin by discussing how GenAI changes consumer behavior and propose research questions at the consumer level. We then connect these emerging consumer insights with corresponding firm marketing strategies, presenting research questions at the firm level. The second set of research questions examines the likely consequences of using GenAI to analyze: (1) the relationship between market-based assets and firm value, and (2) consumer skills, preferences, and role in marketing processes.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":null,"pages":null},"PeriodicalIF":18.2,"publicationDate":"2024-08-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142084712","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 attenuation effects of time and “sensemaking” surveys on customer revenge 时间和 "感性 "调查对客户报复的衰减效应
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2024-08-20 DOI: 10.1007/s11747-024-01046-5
Yany Grégoire, Mansur Khamitov, François A. Carrillat, Mina Rohani
{"title":"The attenuation effects of time and “sensemaking” surveys on customer revenge","authors":"Yany Grégoire, Mansur Khamitov, François A. Carrillat, Mina Rohani","doi":"10.1007/s11747-024-01046-5","DOIUrl":"https://doi.org/10.1007/s11747-024-01046-5","url":null,"abstract":"<p>The attenuation of revenge-related responses after a major service failure is not simply caused by the passage of time—as is assumed in prior work. Instead, we propose that the effect of time is enhanced by the completion of multiple surveys that allow customers to constructively make sense of their service failures. We document this sensemaking-based attenuation effect by conducting four longitudinal experiments; each of them includes a series of three to four surveys completed over four to eight weeks. Doing so, we make three key contributions. First, all studies show that customers having the opportunities to complete <i>a series</i> of sensemaking-inducing surveys report fewer revenge-related responses than participants completing a <i>single</i> survey (i.e., a control group) for the same period. Second, we document the process at play by manipulating the contents of surveys (i.e., “cognitions and emotions” vs. “only cognitions” vs. “only emotions”) and by showing the mediation roles played by sensemaking and benevolent trusting beliefs. Third, we identify quality of pre-failure relationship as a boundary condition whereby the attenuation is stronger when relationship quality is weaker. Finally, we explain how sensemaking can be prompted by marketers to appease their customers.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":null,"pages":null},"PeriodicalIF":18.2,"publicationDate":"2024-08-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142007501","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
Network centrality and firm performance: A meta-analysis 网络中心性与公司业绩：荟萃分析
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2024-08-15 DOI: 10.1007/s11747-024-01043-8
Mehdi Nezami, Natalie Chisam, Robert W. Palmatier
{"title":"Network centrality and firm performance: A meta-analysis","authors":"Mehdi Nezami, Natalie Chisam, Robert W. Palmatier","doi":"10.1007/s11747-024-01043-8","DOIUrl":"https://doi.org/10.1007/s11747-024-01043-8","url":null,"abstract":"<p>This study offers a comprehensive view of the network centrality–firm performance relationship through a meta-analysis. Drawing on a data set of 1,699 effect sizes retrieved from 147 studies published during 2000–2022, the authors establish a positive association between degree, closeness, betweenness, and eigenvector measures of centrality with firm performance on average. Nevertheless, these measures show significant differences in their effectiveness across various contexts. While the associations of degree, closeness, and betweenness centralities with firm performance have diminished over time, the relationship between eigenvector centrality and performance has strengthened. Moreover, the linkage between degree centrality and overall performance is more pronounced in customer-oriented and larger markets, whereas closeness centrality demonstrates a stronger relationship with overall performance in larger markets. Also, social trust amplifies the relationships of degree, closeness, and betweenness centralities with overall performance. Furthermore, the centrality–performance linkage and the moderating effects of the contingency factors depend at least partially on the type of network (i.e., board interlock vs. alliance vs. supplier–customer) and the measure of firm performance used (i.e., innovation vs. financial outcomes). Incorporating these factors into social network analyses helps managers refine their networking strategies and enables scholars to improve the generalizability of their findings.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":null,"pages":null},"PeriodicalIF":18.2,"publicationDate":"2024-08-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141986583","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 unheard voice of marketing research: Breaking through to news and social media 市场调研中不为人知的声音：突破新闻和社交媒体
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2024-08-12 DOI: 10.1007/s11747-024-01038-5
Samuel Stäbler, Michael Haenlein
{"title":"The unheard voice of marketing research: Breaking through to news and social media","authors":"Samuel Stäbler, Michael Haenlein","doi":"10.1007/s11747-024-01038-5","DOIUrl":"https://doi.org/10.1007/s11747-024-01038-5","url":null,"abstract":"<p>Despite efforts by business schools, journals, and researchers to broaden the reach of marketing research beyond academia, the average article earns merely 0.6 press mentions and 3.5 social media citations. This study investigates how academic marketing research gains attention in news and social media and which factors mediate this process. Through an analysis of 15,900 marketing articles published from 2011 to 2019 and two experiments involving journalists and PR managers, we show that female co-authorship, involving a practitioner, and choosing a topic related to Better-Marketing-For-A-Better-World leads to substantially more news and social media mentions. Specifically, including at least one female author or a practitioner can boost press citations by 20% and 57%, respectively. In addition, we identify several other factors related to writing style, topic choice, and journal chararcteristics significantly impacting media attention.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":null,"pages":null},"PeriodicalIF":18.2,"publicationDate":"2024-08-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141918742","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
Consumer vulnerability dynamics and marketing: Conceptual foundations and future research opportunities 消费者脆弱性动态与市场营销：概念基础与未来研究机会
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2024-08-12 DOI: 10.1007/s11747-024-01039-4
Martin Mende, Tonya Williams Bradford, Anne L. Roggeveen, Maura L. Scott, Mariella Zavala
{"title":"Consumer vulnerability dynamics and marketing: Conceptual foundations and future research opportunities","authors":"Martin Mende, Tonya Williams Bradford, Anne L. Roggeveen, Maura L. Scott, Mariella Zavala","doi":"10.1007/s11747-024-01039-4","DOIUrl":"https://doi.org/10.1007/s11747-024-01039-4","url":null,"abstract":"<p>Inspired by the goal of making marketplaces more inclusive, this research provides a deeper understanding of consumer vulnerability dynamics to develop strategies that help reduce these vulnerabilities. The proposed framework, first, conceptualizes vulnerability states as a function of the <i>breadth and depth</i> of consumers’ vulnerability; then, it sketches a set of vulnerability indicators that illustrate vulnerability breadth and depth. Second, because the breadth and depth of vulnerability vary over time, the framework goes beyond vulnerability states to identify distinct <i>vulnerability-increasing</i> and <i>vulnerability-decreasing pathways,</i> which describe how consumers move between vulnerability states. In a final step, the framework proposes that organizations can (and should) support consumers to mitigate vulnerability by helping consumers build resilience (e.g., via distinct types of resilience-fueling consumer agency). This framework offers novel conceptual insights into consumer vulnerability dynamics as well as resilience and provides avenues for future research on how organizations can better partner with consumers who experience vulnerabilities.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":null,"pages":null},"PeriodicalIF":18.2,"publicationDate":"2024-08-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141918751","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
(Un)intended spillovers of green government policies: The case of plastic regulations (绿色政府政策的（非）预期溢出效应：塑料法规案例
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2024-08-08 DOI: 10.1007/s11747-024-01041-w
Jenny van Doorn, Hans Risselada, Stephanie M. Rizio, Mengfei Ye
{"title":"(Un)intended spillovers of green government policies: The case of plastic regulations","authors":"Jenny van Doorn, Hans Risselada, Stephanie M. Rizio, Mengfei Ye","doi":"10.1007/s11747-024-01041-w","DOIUrl":"https://doi.org/10.1007/s11747-024-01041-w","url":null,"abstract":"<p>Governments enact various regulations to decrease the use of plastic. This raises the question of whether the effectiveness of such measures is restricted to the realm of the plastic products being regulated, or whether and how it ‘spills over’ on to the use of other plastic products. Leveraging scanner and survey data across 22 countries, the authors show that a ban or a charge on plastic bags strengthens descriptive social norms to avoid plastic, which in turn curbs the purchasing and use of plastic bottles, as well as of other plastics. Yet there is also a dark side to charging consumers for plastic bags, as a negative cueing effect can lower concerns about plastic pollution and make consumers less vigilant about their use of other plastic products. Taken together, this research shows that government regulation aimed at changing small common behaviors potentially has a much larger impact via spillover effects.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":null,"pages":null},"PeriodicalIF":18.2,"publicationDate":"2024-08-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141904583","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
Platform cooperatives in the sharing economy: How market challengers bring change from the margins 共享经济中的平台合作社：市场挑战者如何从边缘带来变革
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2024-08-08 DOI: 10.1007/s11747-024-01042-9
Aleksandrina Atanasova, Giana M. Eckhardt, Mikko Laamanen
{"title":"Platform cooperatives in the sharing economy: How market challengers bring change from the margins","authors":"Aleksandrina Atanasova, Giana M. Eckhardt, Mikko Laamanen","doi":"10.1007/s11747-024-01042-9","DOIUrl":"https://doi.org/10.1007/s11747-024-01042-9","url":null,"abstract":"<p>The now-mature sharing economy has not delivered on its original utopian promises. Instead of providing prosocial benefits for consumers and society, incumbent platforms dominate monopolistic markets. In this article, we study a novel business model in the sharing economy––the platform cooperative––to ask how can a responsible marketing strategy can be viable and effective for market challengers. We draw on a qualitative, ethnographic study of the lived experiences of consumers and managers in leading platform cooperatives Fairbnb and Drivers Cooperative, and find that while challengers cannot overhaul the system, they can engender <i>change from the margins</i>. We identify three dimensions of a change from the margins strategy in <i>decentralizing the marketplace</i>, <i>shaping authentic narratives</i>, and <i>building institutional partnerships</i>. We discuss implications of a responsible marketing strategy for market incumbents and challengers within the sharing economy and beyond, and for theorizing new frameworks in the marketing strategy literature.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":null,"pages":null},"PeriodicalIF":18.2,"publicationDate":"2024-08-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141904584","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 food production–consumption chain: Fighting food insecurity, loss, and waste with technology 食品生产-消费链：利用技术应对粮食不安全、损失和浪费问题
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2024-08-07 DOI: 10.1007/s11747-024-01040-x
Dhruv Grewal, Abhijit Guha, Stephanie M. Noble, Kara Bentley
{"title":"The food production–consumption chain: Fighting food insecurity, loss, and waste with technology","authors":"Dhruv Grewal, Abhijit Guha, Stephanie M. Noble, Kara Bentley","doi":"10.1007/s11747-024-01040-x","DOIUrl":"https://doi.org/10.1007/s11747-024-01040-x","url":null,"abstract":"<p>The UN’s Sustainable Development Goal (SDG) 12 seeks to achieve sustainable food production and consumption, including reduced food loss and waste; SDG 2 proposes the goal of zero hunger. In pursuit of these goals, technology arguably has a central role, at every level of the food value chain. To establish this role, the authors identify and examine current technologies aimed at increasing food production and suitably redistributing unused food, as tactics to combat food loss and waste, with the shared end goal of reducing food insecurity. A proposed 2 × 2 typology illustrates how existing technologies can influence food production, distribution, and consumption, as well as influence the stakeholders in the food production–consumption chain. These insights also inform a research and development agenda pertaining to the need for technology applications that can increase food production and/or reduce food waste effectively enough to achieve the goal of zero hunger.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":null,"pages":null},"PeriodicalIF":18.2,"publicationDate":"2024-08-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141899872","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
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