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Get the picture? Using visuals to represent theory 明白了吗?用视觉来表现理论
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-10-19 DOI: 10.1007/s11747-023-00980-0
Dina Rasolofoarison, Cristel Antonia Russell
{"title":"Get the picture? Using visuals to represent theory","authors":"Dina Rasolofoarison, Cristel Antonia Russell","doi":"10.1007/s11747-023-00980-0","DOIUrl":"https://doi.org/10.1007/s11747-023-00980-0","url":null,"abstract":"<p>Visualization can assist the process of narrating theory. Although most researchers realize the benefit of figures to efficiently and effectively convey the essence of a theory, many lack the visual grammar and tools to create those figures. This editorial presents a five-step iterative process, NETSA, to assist the process of theory visualization.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"18 4","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-10-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50166991","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 positive effects of integrated advertising, featuring diverse ensembles, on societal identification and mainstream brand value 多元组合的整合广告对社会认同和主流品牌价值的积极影响
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-10-05 DOI: 10.1007/s11747-023-00977-9
Conor M. Henderson, Marc Mazodier, Jamel Khenfer
{"title":"The positive effects of integrated advertising, featuring diverse ensembles, on societal identification and mainstream brand value","authors":"Conor M. Henderson, Marc Mazodier, Jamel Khenfer","doi":"10.1007/s11747-023-00977-9","DOIUrl":"https://doi.org/10.1007/s11747-023-00977-9","url":null,"abstract":"<p>The present research employs the <i>Assess Symptoms</i>, <i>Diagnose Causes</i>, <i>Identify and Test Interventions</i> paradigm to measure, understand, and address a grand challenge facing prominent brands: weakness with minority consumers in increasingly diverse societies. First, an analysis of six-hundred thousand consumer-brand ratings reveals that the purchase intention advantage enjoyed by more prominent brands weakens among racial minorities. We posit that these symptoms of weakness are due to the erosion of ingroup identification that would advantage mainstream brands. A diagnostic survey of American consumers confirms the role of societal identification and points to symbolic marginalization from segregation in advertising as one contributor under brands’ influence. Minorities are less likely to report that advertising depicts diverse people together, which predicts lower societal identification and mainstream brand purchase intentions. Experiments confirm that advertising with minority representation and featuring (but lacking) diversification through multi-racial ensembles lessens (perpetuates) a sense of segregation, strengthens (undermines) societal identification, and strengthens (weakens) prominent brands’ value. Advertisements with representation and diversification can contribute to greater societal unification while protecting advantages afforded by social influence, an opportunity for brands to do good while doing well.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"17 3","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-10-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50167001","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
Short-Asking with Long-Encouraging (SALE): A simple method to increase purchase quantity 短售加长激励(SALE):一种增加购买数量的简单方法
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-10-05 DOI: 10.1007/s11747-023-00975-x
Zoe Y. Lu, Christopher K. Hsee, Kaiyang Wu
{"title":"Short-Asking with Long-Encouraging (SALE): A simple method to increase purchase quantity","authors":"Zoe Y. Lu, Christopher K. Hsee, Kaiyang Wu","doi":"10.1007/s11747-023-00975-x","DOIUrl":"https://doi.org/10.1007/s11747-023-00975-x","url":null,"abstract":"<p>Marketers often use messages such as “Stock up and save” to encourage consumers to buy more units of a product. Governments use messages such as “Store at least a two-week supply of water and food” to encourage consumers to stock up on essentials for emergencies. This research finds that these messages may not work as effectively as hoped and introduces a method that can increase consumers' purchase quantity in these situations. Dubbed as SALE (“Short-Asking with Long-Encouraging”), this method couples a “long-encouraging” statement (e.g., “Stock up for two weeks”) with a “short-asking” statement (e.g., “Think about how many you will consume in one day”) in an advertisement. Two field studies, four lab experiments and a survey with salespeople demonstrated the effectiveness and novelty of SALE and identified the mechanism, moderators and boundary conditions of the effect.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"17 9","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-10-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50166995","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
Multichannel discount spillover in B2B markets B2B市场的多渠道折扣溢出效应
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-09-29 DOI: 10.1007/s11747-023-00973-z
Andrew T. Crecelius, Justin M. Lawrence, Robert W. Palmatier, Jonathan Z. Zhang
{"title":"Multichannel discount spillover in B2B markets","authors":"Andrew T. Crecelius, Justin M. Lawrence, Robert W. Palmatier, Jonathan Z. Zhang","doi":"10.1007/s11747-023-00973-z","DOIUrl":"https://doi.org/10.1007/s11747-023-00973-z","url":null,"abstract":"<p>Business-to-business (B2B) sellers grant customer-specific discounts to select buyers. According to resource-based and competitive response theories, customer-specific discounts can give buyers a cost advantage over other buyers that compete for the same end-customer demand. If other buyers become aware of this advantage, discount spillover ensues as those buyers seek counterbalancing discounts, compressing the seller’s profitability. In accordance with today’s multichannel B2B environment, the authors theorize differential effects on the seller’s profitability via spillover to offline-competing and online-competing buyers. The authors test their framework across large-scale field studies with two different collaborating sellers and find broad support for their hypotheses. If managers fail to consider competitive implications of customer-specific discounts, their effects can spill over to competing buyers, resulting in approximately three times the lost profitability. However, spillover-conscious deployment, such as by targeting buyers that limit e-commerce price transparency, allows sellers to virtually eliminate adverse effects of discount spillover.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"16 8","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-09-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50167006","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
On the strategic use of product scarcity in marketing 论产品稀缺性在营销中的战略运用
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-09-27 DOI: 10.1007/s11747-023-00976-w
Rebecca W. Hamilton, A. R. Shaheen Hosany
{"title":"On the strategic use of product scarcity in marketing","authors":"Rebecca W. Hamilton, A. R. Shaheen Hosany","doi":"10.1007/s11747-023-00976-w","DOIUrl":"https://doi.org/10.1007/s11747-023-00976-w","url":null,"abstract":"<p>When does product scarcity create lasting value for consumers and firms? We propose a framework overlaying the dimensions of demand-driven versus supply-driven scarcity and strategic versus non-strategic drivers of product scarcity. This framework generates three insights for the strategic use of product scarcity in marketing. First, because value from product scarcity is co-created by firms and consumers, it varies significantly across consumer segments, even for the same brand and product category. Second, the value generated by product scarcity tests to be longer lasting when product scarcity is both demand-driven and supply-driven. Third, the allocation mechanisms used to match demand and supply in response to product scarcity play a critical role in shaping consumer responses.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"16 4","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-09-27","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50167009","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: 1
The local environment matters: Evidence from digital healthcare services for patient engagement 当地环境至关重要:数字医疗保健服务对患者参与的证据
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-09-20 DOI: 10.1007/s11747-023-00972-0
Ruba Aljafari, Franck Soh, Pankaj Setia, Ritu Agarwal
{"title":"The local environment matters: Evidence from digital healthcare services for patient engagement","authors":"Ruba Aljafari, Franck Soh, Pankaj Setia, Ritu Agarwal","doi":"10.1007/s11747-023-00972-0","DOIUrl":"https://doi.org/10.1007/s11747-023-00972-0","url":null,"abstract":"<p>The creation and delivery of healthcare services are being transformed through patient-engaging digital services. However, their effects on hospital performance are unclear. We build on the theoretical foundations of resource dependency and environmental munificence to identify two characteristics of the hospital’s regional environment, the population’s access to digital computing resources (computing access) and health insurance coverage (service access), that condition the effects of hospitals’ patient-engaging digital services on patient satisfaction and readmissions. We argue that these omitted environmental contingencies may help explain the inconclusive findings reported in prior empirical studies on digital services. Analysis of data collated from a national sample of 941 hospitals nested within 157 regions shows that computing access in the environment strengthens the effect of a hospital’s digital services on readmissions and patient satisfaction. By contrast, service access dampens the moderated effect of digital services and computing access on readmissions, but the effect is not the same for patient satisfaction. Our study offers theoretical and practical implications underscoring the role of environmental heterogeneity in the value hospitals realize from patient-engaging digital services.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"15 6","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-09-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50167016","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
“Sorry about my manager”: Mitigating customer-facing adverse manager behaviors “对不起我的经理”:减轻经理面对客户的不良行为
1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-09-18 DOI: 10.1007/s11747-023-00974-y
Jeff S. Johnson
{"title":"“Sorry about my manager”: Mitigating customer-facing adverse manager behaviors","authors":"Jeff S. Johnson","doi":"10.1007/s11747-023-00974-y","DOIUrl":"https://doi.org/10.1007/s11747-023-00974-y","url":null,"abstract":"","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"18 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-09-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135203572","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: 1
Mindful consumption: Its conception, measurement, and implications 正念消费:它的概念、测量和含义
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-09-12 DOI: 10.1007/s11747-023-00970-2
Sharad Gupta, Jagdish Sheth
{"title":"Mindful consumption: Its conception, measurement, and implications","authors":"Sharad Gupta, Jagdish Sheth","doi":"10.1007/s11747-023-00970-2","DOIUrl":"https://doi.org/10.1007/s11747-023-00970-2","url":null,"abstract":"<p>Most traditional marketers avoid using mindful consumption (MC) despite fast-rising consumer mindfulness, MC-advocation by trade magazines, and the success of tech-savvy, MC-oriented start-ups. We identify two gaps for this divergence—varying conceptions of MC and lack of a valid MC scale. Conception clarity and a valid MC scale are important for advancing managerial practice. We first integrate current, varying conceptions to identify three MC dimensions: Awareness, Caring, and Temperance. These signify awareness of self, society, and the environment (SSE), caring for the effects of consumption on SSE, and temperance in consumption. We then develop, refine, and validate the MC scale using 10 studies. We also assess the MC nomological network and scale robustness across genders, ages, occupations, and incomes. Marketers can use MC scale for product innovation, differentiation, and diversification. Policymakers can use this to nudge people towards MC-oriented sustainable behavior. This research opens multiple avenues for future research.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"14 7","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-09-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"50167024","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
Service strategy’s effect on firm performance: A meta-analysis of the servitization literature 服务策略对企业绩效的影响:服务化文献的元分析
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-09-05 DOI: 10.1007/s11747-023-00971-1
Ashkan Faramarzi, S. Worm, Wolfgang Ulaga
{"title":"Service strategy’s effect on firm performance: A meta-analysis of the servitization literature","authors":"Ashkan Faramarzi, S. Worm, Wolfgang Ulaga","doi":"10.1007/s11747-023-00971-1","DOIUrl":"https://doi.org/10.1007/s11747-023-00971-1","url":null,"abstract":"","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":" ","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-09-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44699403","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
Disposal-based scarcity: How overstock reduction methods influence consumer brand perceptions and evaluations 基于处置的稀缺性:库存减少方法如何影响消费者的品牌认知和评价
IF 18.2 1区 管理学
Journal of the Academy of Marketing Science Pub Date : 2023-09-01 DOI: 10.1007/s11747-023-00969-9
Oanh Dinh Yen Nguyen, Tania Bucic, L. Ngo, H. Oppewal
{"title":"Disposal-based scarcity: How overstock reduction methods influence consumer brand perceptions and evaluations","authors":"Oanh Dinh Yen Nguyen, Tania Bucic, L. Ngo, H. Oppewal","doi":"10.1007/s11747-023-00969-9","DOIUrl":"https://doi.org/10.1007/s11747-023-00969-9","url":null,"abstract":"","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":" ","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43178285","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: 1
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