Journal of the Academy of Marketing Science最新文献_第2页

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

引用次数: 0

Felt something, hence it works: Merely adding a sensory signal to a product improves objective measures of product efficacy and product evaluations 有感觉，所以有效：只需在产品中添加感官信号，就能提高产品功效和产品评价的客观衡量标准

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-07-29 DOI: 10.1007/s11747-024-01030-z

Dan King, Sumitra Auschaitrakul, Yanfen (Cindy) You

{"title":"Felt something, hence it works: Merely adding a sensory signal to a product improves objective measures of product efficacy and product evaluations","authors":"Dan King, Sumitra Auschaitrakul, Yanfen (Cindy) You","doi":"10.1007/s11747-024-01030-z","DOIUrl":"https://doi.org/10.1007/s11747-024-01030-z","url":null,"abstract":"Product efficacy is an important driver of product evaluation and product usage. This research examines how marketers can improve perceived and actual product efficacy. Given the managerial ease of adjusting product design, we demonstrate that adding a sensory signal (e.g., tingling, cooling, fizzing) to a product that promises positive outcomes would improve product evaluations and actual product efficacy. In five studies (and two additional studies reported in the Web Appendix), we show that sensory signaling (vs. nonsignaling) products elicit actual product choice and improve product evaluations, repurchase likelihood, recommendation likelihood, as well as objective measures of product efficacy (such as consumer performance). This occurs because the sensory signals make consumers feel a greater transfer of benefits to the body during product usage. We further demonstrate that the effect holds even when persuasion knowledge is activated. Together, this research provides important insights on product designs that benefit not only marketers but also consumers.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":null,"pages":null},"PeriodicalIF":18.2,"publicationDate":"2024-07-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141790947","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

One size does not fit all: Optimizing size-inclusive model photography mitigates fit risk in online fashion retailing 尺码不能一概而论：优化包含尺码的模特摄影，降低在线时装零售的合身风险

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-07-22 DOI: 10.1007/s11747-024-01034-9

Yerong Zhang, Iina Ikonen, Jiska Eelen, Francesca Sotgiu

{"title":"One size does not fit all: Optimizing size-inclusive model photography mitigates fit risk in online fashion retailing","authors":"Yerong Zhang, Iina Ikonen, Jiska Eelen, Francesca Sotgiu","doi":"10.1007/s11747-024-01034-9","DOIUrl":"https://doi.org/10.1007/s11747-024-01034-9","url":null,"abstract":"Despite retailers’ interest in moving away from thin-model photography to embrace body-size diversity, online fashion shopping predominantly features thin models. While concerns about negative consequences for sales impede industry-wide changes, we demonstrate that consumers and retailers benefit from optimally portraying diverse bodies. Three studies unveil the “Dissimilarity-Risk Deterrence Effect,” wherein thin models dissuade consumers with larger clothing sizes from online purchasing due to perceived body-size dissimilarity and heightened fit-risk perception. Eight experiments demonstrate that models of consumers’ own size mitigate the effect, enhancing online purchase decisions, while controlling for mechanisms like positive affect, authenticity and social identification. The effect extends across various clothing items but attenuates when body size matters less to fit evaluation. Moreover, the effect is concealed by retailers’ risk-reducing strategies, such as measurement information and free product return policies. This research underscores the strategic significance of diverse product imaging to improve supply chain efficiency and consumer well-being.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":null,"pages":null},"PeriodicalIF":18.2,"publicationDate":"2024-07-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141736893","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

Activating the sustainable consumer:The role of customer involvement in corporate sustainability 激活可持续消费者：客户参与在企业可持续发展中的作用

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-07-22 DOI: 10.1007/s11747-024-01036-7

Manuel Reppmann, Stephan Harms, Laura Marie Edinger-Schons, Johann Nils Foege

{"title":"Activating the sustainable consumer:The role of customer involvement in corporate sustainability","authors":"Manuel Reppmann, Stephan Harms, Laura Marie Edinger-Schons, Johann Nils Foege","doi":"10.1007/s11747-024-01036-7","DOIUrl":"https://doi.org/10.1007/s11747-024-01036-7","url":null,"abstract":"Tackling grand challenges and making sustainable development a reality through sustainable consumption crucially depends upon both companies’ activities as well as individuals’ consumption choices. In opinion polls, many consumers claim to favor sustainable products over conventional ones. However, a large gap remains between their stated purchasing intentions and actual decisions, posing a challenge for companies in predicting product demand and strategically managing their product portfolios. In this study, we develop a conceptual framework to demonstrate how companies can encourage sustainable consumption behavior among their customers by involving them in their corporate sustainability (CS) activities. We introduce psychological ownership as the underlying mechanism explaining how customer involvement in CS activities translates into changes in their consumption choices. We further argue that the link between customer involvement and psychological ownership depends on the type of a company’s CS—that is, whether CS is embedded in or peripheral to the company’s core business. The results from three experiments, including one field experiment conducted in collaboration with a fashion retailer and involving real customer purchase decisions, support our theorizing. The findings reveal the power of customer involvement as a marketing tool in promoting sustainable consumption.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":null,"pages":null},"PeriodicalIF":18.2,"publicationDate":"2024-07-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141736899","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

Unintended consequences of in-store technology for frontline employees: An empirics-first approach 店内技术给一线员工带来的意外后果：以经验为先的方法

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-07-20 DOI: 10.1007/s11747-024-01037-6

Anastasia Nanni, Andrea Ordanini

{"title":"Unintended consequences of in-store technology for frontline employees: An empirics-first approach","authors":"Anastasia Nanni, Andrea Ordanini","doi":"10.1007/s11747-024-01037-6","DOIUrl":"https://doi.org/10.1007/s11747-024-01037-6","url":null,"abstract":"This work illustrates a case in which the implementation of automated digital screens in an apparel retail store led to unintended side effects involving decreased customer spending. Using an empirics-first approach, researchers have investigated this topic through the conducting of field experiments, intercept surveys, and online experiments involving both consumers and frontline employees (FLEs). In this research, the unintended outcomes of technology implementation are first revealed, and then the potential reasons and boundary conditions underlying those outcomes are explored. The findings indicate that while automated digital screens increase customer convenience, they can also restrict the ability of FLEs to perform extrarole behavior. This restriction results in a negative shopping experience and reduced spending, particularly in settings in which FLE interaction is critical. The research also reveals that reintroducing extrarole behavior in the presence of technology can offset this negative effect. The theoretical and practical implications of these results are then discussed, and future research directions are proposed.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":null,"pages":null},"PeriodicalIF":18.2,"publicationDate":"2024-07-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141730566","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

Customer experience orientation: Conceptual model, propositions, and research directions 客户体验导向：概念模型、命题和研究方向

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-07-20 DOI: 10.1007/s11747-024-01031-y

Farah Arkadan, Emma K. Macdonald, Hugh N. Wilson

{"title":"Customer experience orientation: Conceptual model, propositions, and research directions","authors":"Farah Arkadan, Emma K. Macdonald, Hugh N. Wilson","doi":"10.1007/s11747-024-01031-y","DOIUrl":"https://doi.org/10.1007/s11747-024-01031-y","url":null,"abstract":"Many firms are adopting customer experience management as a route to differentiation, but experience management in practice has only begun to be explored. Using a strategic orientation lens and a theories-in-use approach, a multiple-case study reveals the presence of a “customer experience orientation” (CXO) exhibiting six values and related behavioral norms. Three of these values—journey motivation, continual experience optimization, and experience empowerment—shape experience-based organizational learning through the collection, dissemination, and actioning of experience insight. Substantially extending prior work, a further three values—journey organization, experience mandating, and experience-purpose alignment—institutionalize this learning. Contextual moderators of the impact of CXO on customer experience appraisal and hence firm performance are proposed. Ambivalent effects on performance via increased or decreased costs are also identified, which may counteract or amplify the positive effects of CXO via enhanced experience appraisal. CXO emerges as a distinct, learning-based philosophy for organizational effectiveness, albeit one that draws on ideas from service, human resource management, agile design, and marketing.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":null,"pages":null},"PeriodicalIF":18.2,"publicationDate":"2024-07-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141730515","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 effects of observing punishment on consumers’ decisions to punish other companies during industry-wide crises 在全行业危机期间，观察惩罚对消费者决定惩罚其他公司的影响

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-07-10 DOI: 10.1007/s11747-024-01035-8

Shijiao (Joseph) Chen, Yi Li, Jun Yao

引用次数: 0

Food and technology: Using digital devices for restaurant orders leads to indulgent outcomes 美食与科技：使用数字设备在餐厅点餐导致放纵的结果

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-07-08 DOI: 10.1007/s11747-024-01029-6

Annika Abell, Dipayan Biswas, Christian Arroyo Mera

引用次数: 0

Don’t give me just positive feedback: How positive and negative feedback can increase feedback-based goal setting and proactive customer service behavior 不要只给我正面反馈：积极和消极反馈如何提高基于反馈的目标设定和主动客户服务行为

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-07-05 DOI: 10.1007/s11747-024-01032-x

Bulent Menguc, Seigyoung Auh, Dionysius Ang, Nimet Uray

{"title":"Don’t give me just positive feedback: How positive and negative feedback can increase feedback-based goal setting and proactive customer service behavior","authors":"Bulent Menguc, Seigyoung Auh, Dionysius Ang, Nimet Uray","doi":"10.1007/s11747-024-01032-x","DOIUrl":"https://doi.org/10.1007/s11747-024-01032-x","url":null,"abstract":"How can managers use positive and negative feedback to encourage employees’ proactive customer service behavior (PCSB)? This question has significant implications because while companies utilize feedback for employee development, it remains unclear how different forms of manager feedback can improve or impair customer service. We synthesize the feedback, goal-setting, and proactive service behavior literature and propose a motivational driver–goal setting–goal striving–goal attainment (MG3) model to help unpack the feedback–PCSB link. Using time-wave survey data in Study 1, we find that feedback-based goal setting fully mediates the effect of positive (but not negative) feedback on PCSB. Using controlled experiments in Studies 2 and 3, we demonstrate that while positive feedback affects feedback-based goal setting through feedback utility, negative feedback does so via feedback accountability, revealing distinct mechanisms. Our research underscores the importance of distinguishing between feedback types when the goal is to foster PCSB.","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":null,"pages":null},"PeriodicalIF":18.2,"publicationDate":"2024-07-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141545948","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

Effects of gifting on relationship performance: Strategies for avoiding suspicion and unfairness perceptions 馈赠对关系表现的影响：避免猜疑和不公平感的策略

IF 18.2 1区管理学

Journal of the Academy of Marketing Science Pub Date : 2024-06-27 DOI: 10.1007/s11747-024-01026-9

Carlos Bauer, Fine Leung, Robert W. Palmatier

引用次数: 0