Psychology & Marketing最新文献_第2页

Mental illness and marketing: A 50‐year scoping review and future research framework 精神疾病与市场营销：50 年范围回顾与未来研究框架

Psychology & Marketing Pub Date : 2024-07-26 DOI: 10.1002/mar.22070

J. Farrell, Jane Machin, Ann M. Mirabito, J. Drenten, Christina Y. Chan-Park, Elizabeth Crosby, N. Adkins

引用次数: 0

Encouraging prosocial consumer behaviour: A review of influencer and digital marketing literature 鼓励亲社会消费者行为：影响者和数字营销文献综述

Psychology & Marketing Pub Date : 2024-07-26 DOI: 10.1002/mar.22079

Xiaoqian Li, Yeyi Liu, Jingyu Zhu, Jingyi Lou

{"title":"Encouraging prosocial consumer behaviour: A review of influencer and digital marketing literature","authors":"Xiaoqian Li, Yeyi Liu, Jingyu Zhu, Jingyi Lou","doi":"10.1002/mar.22079","DOIUrl":"https://doi.org/10.1002/mar.22079","url":null,"abstract":"Prosocial consumer behaviours, or actions taken by consumers intended to benefit others, are essential for society's stability. Thus, marketers need to systematically develop strategies that promote such intentions among consumers. Influencer marketing is a particularly effective strategy. We systematically review and propose how to encourage prosocial consumer behaviour, depending on consumers' capability, opportunity, and motivation. In Study 1, a scoping review of 15 articles on influencer marketing encouraging prosocial consumer behaviour yields a research map that confirms the relevance of influencer marketing in encouraging such behaviour. In Study 2, a bibliometric review of 867 articles on prosocial consumer behaviour results in a keyword map that identifies critical factors influencing prosocial consumer behaviour. The findings offer future research directions on influencer marketing to encourage prosocial consumer behaviour. More importantly, we propose practical digital interventions for encouraging prosocial consumer behaviour. This research provides a state‐of‐the‐art overview of prosocial consumer behaviour and illustrates how influencer marketing can promote prosocial consumer behaviour.","PeriodicalId":188459,"journal":{"name":"Psychology & Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-07-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141799303","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}

引用次数: 0

They forgot me! The exclusionary effects among complaining consumers when others receive a response 他们忘了我当其他人收到回复时，投诉消费者的排斥效应

Psychology & Marketing Pub Date : 2024-07-22 DOI: 10.1002/mar.22080

Zhiying Ben, Paurav Shukla

{"title":"They forgot me! The exclusionary effects among complaining consumers when others receive a response","authors":"Zhiying Ben, Paurav Shukla","doi":"10.1002/mar.22080","DOIUrl":"https://doi.org/10.1002/mar.22080","url":null,"abstract":"Complaint management is often considered a significant cost center, and it may be difficult for companies to treat all complainers equally in physical settings where complainers can observe each other's treatment. How do complainers feel when other complainers receive a response from the company, but they do not? We introduce and conceptualize a complainer exclusion construct that incorporates the complainer's observation of theirs and other complainers' treatment. Drawing on the theory of ostracism, three studies employing varying industry and complaint settings, reveal that perceptions of exclusion underpin complainers' re‐complaining intentions (Study 1). Moreover, this effect is intensified when earlier complainers witness the later complainers receive a response, suggesting temporal order of complaints as an important boundary condition (Study 2). Contrarily, shifting complainers' primary focus away from the unpleasant experience through a distraction weakens the re‐complaining intentions among complainers feeling exclusion (Study 3). This research has significant implications for managing complaint management systems, avoiding perceived exclusion among complainers, and effectively reducing the likelihood of worse outcomes for all stakeholders.","PeriodicalId":188459,"journal":{"name":"Psychology & Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-07-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141814543","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}

引用次数: 0

Impressive insults: How do consumers respond to self‐deprecating advertisements? 令人印象深刻的侮辱：消费者如何回应自嘲式广告？

Psychology & Marketing Pub Date : 2024-07-20 DOI: 10.1002/mar.22078

Vaishnavi Kale, E. Sayin

{"title":"Impressive insults: How do consumers respond to self‐deprecating advertisements?","authors":"Vaishnavi Kale, E. Sayin","doi":"10.1002/mar.22078","DOIUrl":"https://doi.org/10.1002/mar.22078","url":null,"abstract":"Most advertisements highlight a product's positive attributes to attract consumers. Yet, some brands deliberately criticize themselves by employing self‐deprecation within their communications, such as Carlsberg's “Probably not the best beer in the world” campaign. This research examines whether, when, and why consumers react more favorably to self‐deprecating advertisements. In six experiments, we demonstrate that when the self‐deprecated attribute holds less importance to consumers, self‐deprecating (vs. self‐promoting) advertisements enhance brand trust by elevating the brand's social attractiveness and diminishing consumer skepticism. Importantly, self‐deprecation in advertisements also lowers consumers' tendency to avoid them. We empirically rule out several alternative explanations (i.e., consumer engagement, sentiment, nonconformity, and novelty) for these effects. Our research builds on prior studies in impression management and social psychology, contributing to the literature on advertising, self‐deprecation, and consumer skepticism by promoting the strategic use of self‐deprecating advertisements to bolster brand trust and reduce advertising avoidance. We offer actionable insights for managers and practitioners, highlighting how self‐deprecation can effectively address the challenges of building trust in diverse consumer‐facing marketing contexts.","PeriodicalId":188459,"journal":{"name":"Psychology & Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-07-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141819380","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}

引用次数: 0

An integrative review of the decoy effect on choice behavior 选择行为的诱饵效应综述

Psychology & Marketing Pub Date : 2024-07-19 DOI: 10.1002/mar.22076

Pravesh K. Padamwar, Jagrook Dawra

引用次数: 0

My money—My problem: How fear‐of‐missing‐out appeals can hinder sustainable investment decisions 我的钱-我的问题："害怕错过 "的诉求如何阻碍可持续投资决策

Psychology & Marketing Pub Date : 2024-07-17 DOI: 10.1002/mar.22077

Jan‐Hinrich Meyer, Felix Friederich, Jorge Matute, Michelle Schwarz

{"title":"My money—My problem: How fear‐of‐missing‐out appeals can hinder sustainable investment decisions","authors":"Jan‐Hinrich Meyer, Felix Friederich, Jorge Matute, Michelle Schwarz","doi":"10.1002/mar.22077","DOIUrl":"https://doi.org/10.1002/mar.22077","url":null,"abstract":"Cryptocurrencies (cryptos) have detrimental environmental effects due to their massive energy consumption. While several green crypto coins have been launched, the mainstream—environmentally unfriendly coins—still lead the market. In this study, we explore if influencer marketing, specifically fear‐of‐missing‐out (FOMO) appeals, can contribute to promoting green crypto coin purchases to encourage sustainable investments. The results of five studies (two lab experiments using neurobiological sensors, two online experiments, and a discrete choice experiment) show that social media postings conveying FOMO appeals decrease (increase) green crypto (normal crypto) coin investments. The results further show that message congruence and emotional value perceptions mediate this effect. Finally, we demonstrate that the observed results hold when adding governance and regulatory crypto support as well as the crypto price path evolution to the choice. The results provide notable theoretical contributions and implications for policymakers concerned with fostering more sustainable consumption behavior in the crypto context.","PeriodicalId":188459,"journal":{"name":"Psychology & Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-07-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141827787","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}

引用次数: 0

CEO fashion matters? Effect of consistent versus variable fashion style on perceived competence 首席执行官的时尚是否重要？一致与多变的时尚风格对认知能力的影响

Psychology & Marketing Pub Date : 2024-07-17 DOI: 10.1002/mar.22072

MinChung Kim, Jacob C. Lee

{"title":"CEO fashion matters? Effect of consistent versus variable fashion style on perceived competence","authors":"MinChung Kim, Jacob C. Lee","doi":"10.1002/mar.22072","DOIUrl":"https://doi.org/10.1002/mar.22072","url":null,"abstract":"The present research examines how a temporal dimension of the Chief Executive Officer (CEO) fashion style—consistent (vs. variable) fashion—influences stakeholders' perceptions of CEO competence. Based on the temporal aspect of attribution theory, we hypothesize that stakeholders perceive those CEOs who are consistent in their clothing across various occasions as more competent than CEOs who do not portray consistency. We also consider CEO gender a key moderator of the link between fashion consistency and perceived competence. Based on gender stereotypes and relatively unclear rules about women's clothing within professional settings, we hypothesize that the enhancement of perceived competence from a consistent fashion style is mitigated for female CEOs. Furthermore, by applying a zero‐sum belief in time management to CEOs' clothing decisions, we hypothesize that perceived work engagement mediates the “gender” moderation. Three studies, including a survey and two scenario‐based experiments in which we manipulate fashion consistency and CEO gender, largely supported the hypotheses. The results emphasize the importance for CEOs to strategically manage visual cues, like fashion style, focusing on either their consistency or variability when interacting with stakeholders across different occasions.","PeriodicalId":188459,"journal":{"name":"Psychology & Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-07-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141829007","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}

引用次数: 0

Power from words: The influence of brand activism message framing on consumer purchase intention 语言的力量：品牌行动主义信息框架对消费者购买意向的影响

Psychology & Marketing Pub Date : 2024-07-12 DOI: 10.1002/mar.22073

Shengcheng Xie, Haiying Wei, Siyun Chen

引用次数: 0

“Ascorbic Acid” or “Vitamin C?” When and how scientifically or commonly named ingredients enhance product evaluations 是 "抗坏血酸 "还是 "维生素 C"？科学命名或常见命名的成分何时以及如何加强产品评估

Psychology & Marketing Pub Date : 2024-07-12 DOI: 10.1002/mar.22068

Dickson Tok, Xi Chen, Chun‐Tuan Chang, X. Chu

引用次数: 0

Authenticity in TikTok: How content creator popularity and brand size influence consumer engagement with sponsored user‐generated content TikTok 中的真实性：内容创作者的知名度和品牌规模如何影响消费者参与赞助的用户生成内容

Psychology & Marketing Pub Date : 2024-07-10 DOI: 10.1002/mar.22075

Darlene Walsh, Argiro Kliamenakis, Michel Laroche, Sarah Jabado

{"title":"Authenticity in TikTok: How content creator popularity and brand size influence consumer engagement with sponsored user‐generated content","authors":"Darlene Walsh, Argiro Kliamenakis, Michel Laroche, Sarah Jabado","doi":"10.1002/mar.22075","DOIUrl":"https://doi.org/10.1002/mar.22075","url":null,"abstract":"This research examines how sponsored user‐generated content influences consumer engagement on TikTok across three studies. In the first study, we demonstrate that when content creators endorse brands through sponsorship, they are perceived as less authentic. This perceived lack of authenticity, in turn, reduces consumer engagement with brands. In the second study, we show that the influence of sponsorship on consumer engagement is moderated by the content creator's popularity, as reflected by their follower count. Specifically, the negative effect of sponsorship on consumer engagement is observed only among popular creators with large followings, while less popular creators do not experience the same negative impact. In the third study, we show that for popular creators, sponsorship can enhance consumer engagement when the endorsed brand is perceived as small, compared to when it is perceived as large. Together, these findings extend our theoretical understanding of how sponsored user‐generated content shapes consumer engagement on TikTok. Additionally, our research provides valuable insights for brand managers aiming to develop effective digital marketing strategies and for content creators looking to optimize engagement with their audience.","PeriodicalId":188459,"journal":{"name":"Psychology & Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-07-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141662478","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}

引用次数: 0

Psychology &amp; Marketing最新文献

Psychology & Marketing最新文献