MKTG: Affect & Emotion (Topic)最新文献

{"title":"Anger in Consumer Reviews: Unhelpful but Persuasive?","authors":"Dezhi Yin, Samuel D. Bond, Han Zhang","doi":"10.25300/misq/2021/15363","DOIUrl":"https://doi.org/10.25300/misq/2021/15363","url":null,"abstract":"A common assumption in prior research and practice is that more helpful online reviews will exert a greater impact on consumer attitudes and purchase decisions. We suggest that this assumption may not hold for reviews expressing anger. Building on the theory of emotions as social information (EASI), we propose that although expressions of anger in a negative review tend to decrease reader perceptions of review helpfulness, the same expressions tend to increase the negative influence of the review on reader attitudes and decisions. Results from a series of laboratory experiments provide support for our claims. Our findings challenge the widely accepted assumption that more “helpful” reviews are ultimately more persuasive and extend the current understanding of the interpersonal effects of emotion in online communication. Our findings also suggest implications for review platforms, retailers, marketers, and manufacturers faced with the task of managing consumer reviews.","PeriodicalId":18615,"journal":{"name":"MKTG: Affect & Emotion (Topic)","volume":"14 1","pages":""},"PeriodicalIF":0.0,"publicationDate":"2021-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"91289624","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Impact of Store Size Reduction on Overall Store Performance – Insights from an Experiment","authors":"Ganesha H. R., P. Aithal, K. P.","doi":"10.5281/ZENODO.3822424","DOIUrl":"https://doi.org/10.5281/ZENODO.3822424","url":null,"abstract":"Majority of brick-and-mortar retailers in India assume that (a) existing store size is ideal totheir retailing format, (b) inventory display density per square foot is optimal, (c) larger thestore size higher the consumer walk-ins, (d) more premium the store location more premiumthe perceived retail store brand positioning in consumers mind, (e) larger the store size higherthe store revenue and most importantly, (f) store revenue reduces in proportion to reduction instore size. Such assumptions and widely followed practice have resulted in increasing pressureon store operating costs for many years. Brick-and-mortar retailers need to understand theimportance of store rent and its implications on the overall store profitability to achieve asustainable store level profit and to achieve this they need to rationalize stores size onconsistent basis. In this research, we have analysed the existing store size across locations ofa select retailer in relation to overall store profitability, selected few loss making stores;especially the ones which are delivering losses owing to higher rent and larger store size,reduced these stores size without compromising the consumer experience aspect, evaluatedthe overall store performance over a period of eleven months to understand the changes in (a)consumer walk-ins, (b) store revenue, and (c) overall store profitability.","PeriodicalId":18615,"journal":{"name":"MKTG: Affect & Emotion (Topic)","volume":"135 1","pages":""},"PeriodicalIF":0.0,"publicationDate":"2020-05-12","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"78188966","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"The Impact of Attractiveness on Retail Managers’ Decisions: Labor Market Discrimination when Hiring Salespeople","authors":"Ze'ev Shtudiner","doi":"10.2139/ssrn.3479010","DOIUrl":"https://doi.org/10.2139/ssrn.3479010","url":null,"abstract":"This paper investigates the role of physical attractiveness in retail managers’ decisions about hiring salespeople. Using data on attractiveness and the potential employment qualifications of 30 candidates, we found that retail managers prefer to hire candidates who are more physically attractive. This beauty premium can be explained by our findings on the positive correlation between candidates’ attractiveness and the perceived presence of traits essential for becoming a successful salesperson, such as charisma, kindness and persuasiveness. We also found that beauty plays a more important role for female candidates, from the earliest stage of the hiring process. No difference was found between the beauty premiums in the decisions of male and female retail managers. When this study’s results are coupled with results from previous studies demonstrating that an employee’s attractiveness has been found to influence both performance and behaviors of customers and managers, the managerial relevance of the attractiveness effect becomes apparent. Based on our findings, we recommend that retail managers remain vigilant about the potential for intentional or unintentional biases based on physical appearance when hiring employees.","PeriodicalId":18615,"journal":{"name":"MKTG: Affect & Emotion (Topic)","volume":"44 1","pages":""},"PeriodicalIF":0.0,"publicationDate":"2019-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"85455187","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Dark Side of Consumer Behavior: Brand Hate and Anti-Brand Actions","authors":"Tuhin Md. Kashedul Wahab","doi":"10.2139/ssrn.3516885","DOIUrl":"https://doi.org/10.2139/ssrn.3516885","url":null,"abstract":"Negative consumer emotion towards brand like brand hate is a common phenomenon nowadays which causes anti-brand actions. This study aims to find out the influence of unfavorable brand image and negative past experiences on consumer brand hate and its impact on negative word of mouth and exit. A structured questionnaire was used to collect data from the 157 respondents who were the users of different mobile brands. The Partial Least Square Structural Equation Modeling (PLS-SEM) was used to analyze the data. The findings of the study suggest that negative brand image has significant influence on consumer brand hate which has positive influence consumers to take anti-brand actions like negative word of mouth and exit. The study should have included other constructs that causes consumer brand hate with large sample size. The study provides guidelines for marketers as they can understand how brand hate is impacted and its consequences.","PeriodicalId":18615,"journal":{"name":"MKTG: Affect & Emotion (Topic)","volume":"24 1","pages":""},"PeriodicalIF":0.0,"publicationDate":"2019-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"78643699","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Mall Image, Shopping Well-Being and Mall Loyalty","authors":"Majid Mohammad shafiee, Sayyed Mohammad Sadiq Es-Haghi","doi":"10.2139/ssrn.3185725","DOIUrl":"https://doi.org/10.2139/ssrn.3185725","url":null,"abstract":"Purpose \u0000 \u0000 \u0000 \u0000 \u0000This study was carried out to identify mall image dimensions, analyse and discuss how shopping well-being is influenced by mall image and impacts on mall loyalty with the moderating role of gender differences. Besides, the relationship between hedonic value (HV) and utilitarian value (UV) on shopping well-being are investigated. The paper aims to discuss these issues. \u0000 \u0000 \u0000 \u0000 \u0000Design/methodology/approach \u0000 \u0000 \u0000 \u0000 \u0000Through a questionnaire, data were obtained from shoppers at the biggest and the most remarkable malls in Tehran that has a high level of brand awareness. A two-stage method of structural equation modelling was used for testing the hypotheses. \u0000 \u0000 \u0000 \u0000 \u0000Findings \u0000 \u0000 \u0000 \u0000 \u0000The results show that shopping well-being is affected by mall image and HV but not by UV. In addition, as indicated in previous researches, this study supports the idea that shopping well-being influences mall loyalty. In other words, it is argued that shopping well-being is more about pleasure and fun than doing task-oriented activities. \u0000 \u0000 \u0000 \u0000 \u0000Originality/value \u0000 \u0000 \u0000 \u0000 \u0000Most of the mall image dimensions overlapped each other, therefore the purpose of this research is to choose and introduce the best and the most comprehensive combination of those dimensions. Also, in spite of the recent emergence of the shopping well-being concept, it has proved to be delicate in the Iranian context through value, consumer well-being, consumption experiences and sociological life space theories in the quantitative method. In addition, this study shows that shopping well-being is a subjective well-being. This is in contrast to what the common Islamic philosophers opine. Additionally, not only did it propose how to make shoppers more loyal through shopping well-being, but it also discussed the role of gender difference on the subject of shopper loyalty phenomenon. More importantly, this study enables other researchers to investigate cultural differences in this region and make it possible to compare Middle Eastern Countries, especially Iran, to other countries.","PeriodicalId":18615,"journal":{"name":"MKTG: Affect & Emotion (Topic)","volume":"78 1","pages":""},"PeriodicalIF":0.0,"publicationDate":"2017-10-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"83925786","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Investing the Self: The Effect of Nonconscious Goals on Investor Psychological Ownership and Word-of-Mouth Intentions","authors":"Colleen P. Kirk, Bernard McSherry, Scott D. Swain","doi":"10.2139/ssrn.2719333","DOIUrl":"https://doi.org/10.2139/ssrn.2719333","url":null,"abstract":"This research examines the impact of nonconscious goal activation on investors’ feelings of psychological ownership of their investment choices. An initial experiment finds that psychological ownership is greater when an investment choice is incongruent with a nonconsciously-activated financial goal. Consistent with the notion that psychological ownership engenders self-enhancement motivation, ownership is also positively associated with word-of-mouth intentions. However, two additional experiments show that these effects are attenuated when an investor's decision process focuses on deciding in the “right way” (versus focusing on making the “best choice”). Findings across all studies support an integrative perspective on theories of psychological ownership and regulatory engagement: When individuals overcome personal resistance by choosing an option that is incongruent with a nonconscious goal, they experience greater feelings of engagement, which in turn lead to enhanced feelings of psychological ownership of the chosen option and greater word-of-mouth intentions.","PeriodicalId":18615,"journal":{"name":"MKTG: Affect & Emotion (Topic)","volume":"34 1","pages":""},"PeriodicalIF":0.0,"publicationDate":"2015-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"76533987","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Chocolate Scents and Product Sales: A Randomized Controlled Trial in a Canadian Bookstore and Café","authors":"Mary C. McGrath, P. Aronow, Vivien Shotwell","doi":"10.2139/ssrn.2643724","DOIUrl":"https://doi.org/10.2139/ssrn.2643724","url":null,"abstract":"We present a replication and extension of a 10-day randomized controlled trial on the effects of chocolate scent on purchasing behavior in a bookstore. We report the results of a 31-day trial in an environment that includes both a bookstore and a café. The purpose of our study is to examine the generalizability of the original finding to a setting common to bookstores, in which products of the same domain as the chocolate scent — here, coffee and food items — are also offered for sale. In the first section, we introduce the study of store atmospherics and highlight the importance (and dearth) of replication in this area. In the next section, we describe the original study and discuss the theory behind an effect of ambient scent on product sales, and the role of scent-product congruity. In the third section we describe the materials and methods of our extension study. In the fourth section, we present the results of our study, and in the final section we discuss the findings. We find no evidence that chocolate scent affects sales in this setting, either in total or disaggregated by product type. Our findings suggest that contextual factors and the choices available to customers may moderate the effects of chocolate scent on purchasing behavior.","PeriodicalId":18615,"journal":{"name":"MKTG: Affect & Emotion (Topic)","volume":"19 1","pages":""},"PeriodicalIF":0.0,"publicationDate":"2015-08-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"83923308","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Brand Attachment and its Effects on Proselytism and the Resistance to Change: Comparative Study between Two Categories of Products","authors":"Haykel Ben Khelil, N. Bahri-Ammari","doi":"10.2139/ssrn.2615938","DOIUrl":"https://doi.org/10.2139/ssrn.2615938","url":null,"abstract":"La version francaise de cet article peut etre consultee a http://ssrn.com/abstract=2615471This research proposes an examination of the various conceptualizations of the durable relation to the brand. The notion of emotional attachment constitutes a significant variable of this relation where certain consumers develop a particular attachment for a category of well determined mark and which from a consumer to another. Few researchers were interested in the antecedents and the consequences and empirically tested their effect. We propose in this paper firstly to explore the explanatory factors of the intensity of the attachment by distinguishing two groups from determinants. First variable relational “individual mark” and the second includes “traditional” variables. And secondly we present the consequences of the attachment on proselytism and the resistance to change.","PeriodicalId":18615,"journal":{"name":"MKTG: Affect & Emotion (Topic)","volume":"43 1","pages":""},"PeriodicalIF":0.0,"publicationDate":"2015-06-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"82744936","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Individual Investor Perceptions and Behavior During the Financial Crisis","authors":"A. Hoffmann, Thomas Post, J. Pennings","doi":"10.2139/ssrn.1717984","DOIUrl":"https://doi.org/10.2139/ssrn.1717984","url":null,"abstract":"Combining monthly survey data with matching trading records, we examine how individual investor perceptions change and drive trading and risk-taking behavior during the 2008–2009 financial crisis. We find that investor perceptions fluctuate significantly during the crisis, with risk tolerance and risk perceptions being less volatile than return expectations. During the worst months of the crisis, investors’ return expectations and risk tolerance decrease, while their risk perceptions increase. Towards the end of the crisis, investor perceptions recover. We document substantial swings in trading and risk-taking behavior that are driven by changes in investor perceptions. Overall, individual investors continue to trade actively and do not de-risk their investment portfolios during the crisis.","PeriodicalId":18615,"journal":{"name":"MKTG: Affect & Emotion (Topic)","volume":"90 1","pages":""},"PeriodicalIF":0.0,"publicationDate":"2012-08-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"75426614","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

{"title":"Does Touch Affect Taste? The Perceptual Transfer of Product Container Haptic Cues","authors":"Aradhna Krishna, M. Morrin","doi":"10.2139/ssrn.2552160","DOIUrl":"https://doi.org/10.2139/ssrn.2552160","url":null,"abstract":"We develop a conceptual framework regarding the perceptual transfer of haptic or touch-related characteristics from product containers to judgments of the products themselves. Thus, the firmness of a cup in which water is served may affect consumers' judgments of the water itself. This framework predicts that not all consumers are equally affected by such nondiagnostic haptic cues. Results from four studies show that consumers high in the autotelic need for touch (general liking for haptic input) are less affected by such nondiagnostic haptic cues compared to consumers low in the autotelic need for touch. The research has many implications for product and package design. (c) 2007 by JOURNAL OF CONSUMER RESEARCH, Inc..","PeriodicalId":18615,"journal":{"name":"MKTG: Affect & Emotion (Topic)","volume":"1 1","pages":""},"PeriodicalIF":0.0,"publicationDate":"2008-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"89739018","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}