Psychology & Marketing最新文献_第7页

The power of flattery: Enhancing prosocial behavior through virtual influencers 奉承的力量：通过虚拟影响者加强亲社会行为

Psychology & Marketing Pub Date : 2024-03-30 DOI: 10.1002/mar.22001

S. Quach, Isaac Cheah, Park Thaichon

{"title":"The power of flattery: Enhancing prosocial behavior through virtual influencers","authors":"S. Quach, Isaac Cheah, Park Thaichon","doi":"10.1002/mar.22001","DOIUrl":"https://doi.org/10.1002/mar.22001","url":null,"abstract":"While prior work suggests the significant role virtual influencers (VIs) can play in addressing social and welfare issues, it remains unclear how they can increase social media users' engagement in prosocial behaviors. The current study examines the role of influencer flattery in driving the prosocial behavior of social media users. Specifically, the research investigates how flattery and humanlike appearance influence the perceived authenticity of VIs and the subsequent prosocial behavior of social media users (Studies 1 and 2). Furthermore, the research substantiates these effects by exploring how flattery and anthropomorphism via humanlike traits impact perceived authenticity and prosocial behavior when social media users witness the influencer praising others (Study 3). Beyond intention to donate (Study 1), the study also investigated its impact on related prosocial behaviors, such as click‐through behavior (Study 2) and the willingness to pay for fundraising merchandise (Study 3). The findings of this research offer concrete implications for nonprofit organizations by demonstrating the persuasive impact of flattery, perceived authenticity, and anthropomorphism in mobilizing public support, donations, and merchandise purchases for social causes.","PeriodicalId":188459,"journal":{"name":"Psychology & Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-03-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140364483","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

Perceived economic mobility predicts evaluation of low‐fit co‐brands 感知经济流动性可预测对低契合度联合品牌的评价

Psychology & Marketing Pub Date : 2024-03-22 DOI: 10.1002/mar.21997

Xinyu Nie, Liangyan Wang, Eugene Y. Chan

引用次数: 0

Transformative privacy calculus: Conceptualizing the personalization‐privacy paradox on social media 变革性隐私计算：社交媒体上的个性化-隐私悖论概念化

Psychology & Marketing Pub Date : 2024-03-21 DOI: 10.1002/mar.21998

Julien Cloarec, L. Meyer‐Waarden, Andreas Munzel

{"title":"Transformative privacy calculus: Conceptualizing the personalization‐privacy paradox on social media","authors":"Julien Cloarec, L. Meyer‐Waarden, Andreas Munzel","doi":"10.1002/mar.21998","DOIUrl":"https://doi.org/10.1002/mar.21998","url":null,"abstract":"The rapid evolution of digital marketing underscores a critical tension between personalization and privacy, exacerbated by advances in data technologies and artificial intelligence. This study delves into the personalization‐privacy paradox, emphasizing the dichotomy of consumer behavior—desiring customized interactions while guarding personal data. We explore how happiness with the internet (HWI) influences users' willingness to disclose personal information on social media, employing social exchange theory as our conceptual framework. Our research develops and tests a conceptual model that investigates the psychological mechanisms driving information‐sharing behaviors on social media, including the moderating roles of trust beliefs and information collection concerns. By examining the mediating effect of posting frequency on the relationship between HWI and information disclosure for personalization, our findings contribute to understanding the complex interplay between happiness, trust and privacy concerns, coined as transformative privacy calculus. Our study enriches social exchange and privacy calculus theories, providing valuable implications for marketers aiming to navigate the balance between personalization and privacy, suggesting strategies to enhance user engagement without compromising privacy standards.","PeriodicalId":188459,"journal":{"name":"Psychology & Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-03-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140223111","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

Keeping distance! How infectious disease threat lowers consumers' attitudes toward densely displayed products 保持距离！传染病威胁如何降低消费者对密集陈列产品的态度

Psychology & Marketing Pub Date : 2024-03-20 DOI: 10.1002/mar.21996

Yanxi Yi, Wangshuai Wang, Sahar Karimi, Sotaro Katsumata, Lu (Monroe) Meng

{"title":"Keeping distance! How infectious disease threat lowers consumers' attitudes toward densely displayed products","authors":"Yanxi Yi, Wangshuai Wang, Sahar Karimi, Sotaro Katsumata, Lu (Monroe) Meng","doi":"10.1002/mar.21996","DOIUrl":"https://doi.org/10.1002/mar.21996","url":null,"abstract":"Infectious diseases have been posing frequent and significant threats to us. However, research on how disease threat affects consumer behavior, especially sensory responses, is still limited. In this study, drawing on the theory of compensatory consumption, we show that consumers under disease threat are less willing to buy products presented in a dense display. This is because disease threat activates a high‐density avoidance mindset, which is carried over to the way in which products are placed. Moreover, this effect is mitigated when diseases are noninfectious or when disinfectant products are displayed. A set of four studies, which adopt lab and field settings, using different manipulations and measures, provide convergent evidence for these effects. Specifically, Study 1 examines the main effect of disease threat on product display. Study 2 tests the mediating role of high‐density avoidance mindset as well as the moderating role of disease infectiousness. Study 3 proceeds to explore product type as the other boundary condition. Finally, Study 4 provides real world evidence through a field experiment. Furthermore, in these studies, five alternative explanations were ruled out to further clarify the psychological process. These findings offer valuable insights for retailers regarding product display strategies.","PeriodicalId":188459,"journal":{"name":"Psychology & Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-03-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140227474","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

Extracting informational cues between initial coin offering projects and the public 提取首次代币发行项目与公众之间的信息线索

Psychology & Marketing Pub Date : 2024-02-14 DOI: 10.1002/mar.21979

Soo Il Shin, Joo Baek Kim, Dianne Hall, Teresa Lang, Sung‐Byung Yang

{"title":"Extracting informational cues between initial coin offering projects and the public","authors":"Soo Il Shin, Joo Baek Kim, Dianne Hall, Teresa Lang, Sung‐Byung Yang","doi":"10.1002/mar.21979","DOIUrl":"https://doi.org/10.1002/mar.21979","url":null,"abstract":"An initial coin offering (ICO) seeks to raise initial investments for companies by selling crypto tokens to individuals interested in crowdfunding. As ICOs have gained popularity, a lack of information regarding startup companies' prior financial status and business health has led to information asymmetry between potential investors and ICO projects. This study explores the informational cues necessary to bridge this gap. Employing signaling theory, we elucidate the presence of information asymmetry and conduct two case analyses to identify relevant informational cues. Twitter data from two ICO projects (Stratis and NEO), which achieved the highest return on investment at the time of data collection, are extracted and analyzed to identify informational themes. Our findings reveal multiple and distinctive themes of informational cues for each ICO project, demonstrating that transmitted signals vary across different stages and are generated by both the coin publisher and the public. This research illuminates the flow of informational cues between ICO initiators and potential investors on social media. By analyzing online communication threads using qualitative methods, this study significantly contributes to the understanding of information asymmetry in the context of ICOs.","PeriodicalId":188459,"journal":{"name":"Psychology & Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-02-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139839506","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

Extracting informational cues between initial coin offering projects and the public 提取首次代币发行项目与公众之间的信息线索

Psychology & Marketing Pub Date : 2024-02-14 DOI: 10.1002/mar.21979

Soo Il Shin, Joo Baek Kim, Dianne Hall, Teresa Lang, Sung‐Byung Yang

{"title":"Extracting informational cues between initial coin offering projects and the public","authors":"Soo Il Shin, Joo Baek Kim, Dianne Hall, Teresa Lang, Sung‐Byung Yang","doi":"10.1002/mar.21979","DOIUrl":"https://doi.org/10.1002/mar.21979","url":null,"abstract":"An initial coin offering (ICO) seeks to raise initial investments for companies by selling crypto tokens to individuals interested in crowdfunding. As ICOs have gained popularity, a lack of information regarding startup companies' prior financial status and business health has led to information asymmetry between potential investors and ICO projects. This study explores the informational cues necessary to bridge this gap. Employing signaling theory, we elucidate the presence of information asymmetry and conduct two case analyses to identify relevant informational cues. Twitter data from two ICO projects (Stratis and NEO), which achieved the highest return on investment at the time of data collection, are extracted and analyzed to identify informational themes. Our findings reveal multiple and distinctive themes of informational cues for each ICO project, demonstrating that transmitted signals vary across different stages and are generated by both the coin publisher and the public. This research illuminates the flow of informational cues between ICO initiators and potential investors on social media. By analyzing online communication threads using qualitative methods, this study significantly contributes to the understanding of information asymmetry in the context of ICOs.","PeriodicalId":188459,"journal":{"name":"Psychology & Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-02-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139779567","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

Looking a gift horse in the mouth: Suspicion of large gift expenditures undermines gift appreciation 对礼物睁一只眼闭一只眼：对巨额礼品支出的怀疑有损礼品鉴赏力

Psychology & Marketing Pub Date : 2024-02-14 DOI: 10.1002/mar.21983

Aybike Mutluoglu, Laurence Ashworth, Nicole Robitaille

引用次数: 0

Looking a gift horse in the mouth: Suspicion of large gift expenditures undermines gift appreciation 对礼物睁一只眼闭一只眼：对巨额礼品支出的怀疑有损礼品鉴赏力

Psychology & Marketing Pub Date : 2024-02-14 DOI: 10.1002/mar.21983

Aybike Mutluoglu, Laurence Ashworth, Nicole Robitaille

引用次数: 0

The semiotics of emojis in advertising: An integrated quantitative and qualitative examination of emotional versus functional ad dynamics 广告中的表情符号符号学：对情感性与功能性广告动态的定量和定性综合研究

Psychology & Marketing Pub Date : 2024-02-04 DOI: 10.1002/mar.21972

Rozbeh Madadi, Ivonne M. Torres, M. Zúñiga