Psychology & Marketing最新文献_第8页

Adbusting: How advertising altered by activists affects brands Adbusting：被活动家篡改的广告如何影响品牌

Psychology & Marketing Pub Date : 2024-01-18 DOI: 10.1002/mar.21961

Erik Maier, Alexander Mafael

引用次数: 0

Bleeding hearts and heartless believers: How political ideology impacts consumer grit and moral consumer choices 流血的心和无情的信徒：政治意识形态如何影响消费者的判断力和道德消费选择

Psychology & Marketing Pub Date : 2024-01-18 DOI: 10.1002/mar.21965

Logan Pant, Blair Kidwell

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To buy or not to buy? The impulse buying dilemma in livestream shopping 买还是不买？直播购物中的冲动购买困境

Psychology & Marketing Pub Date : 2024-01-13 DOI: 10.1002/mar.21967

Sandra Miranda, Maria Teresa Borges-Tiago, Flávio Tiago, Xiangjin Tu

{"title":"To buy or not to buy? The impulse buying dilemma in livestream shopping","authors":"Sandra Miranda, Maria Teresa Borges-Tiago, Flávio Tiago, Xiangjin Tu","doi":"10.1002/mar.21967","DOIUrl":"https://doi.org/10.1002/mar.21967","url":null,"abstract":"Livestream shopping can potentially contribute to impulse buying because this format's immediacy and interactive nature may induce viewers to make unplanned purchases. As a relatively new concept, livestream shopping is still being explored by retailers and consumers alike. Given its rapid rise in recent years, understanding this phenomenon and its potential is crucial. We applied a two‐study strategy to understand the influencer and environmental characteristics that may affect users' impulse‐buying behavior, adopting a stimulus–organism–response framework in both studies. We applied a partial least squares structural equation model to the gathered data (671 questionnaires), revealing that perceived usefulness influences impulse buying more than perceived enjoyment. This difference is more vivid for more experienced livestream shoppers, who tend to value perceived usefulness under the influence of streamer characteristics. With a qualitative approach, the second study evaluated the performance of a top‐streaming influencer in China to determine whether the survey's most influential variables were adopted during the most successful sale ever. Our findings suggest that endorser style and promotion strategies (scarcity and sales promotions) affect consumer behavior. This study thus provides firms with insights into effectively influencing consumers' impulse‐buying behavior in livestreaming commerce.","PeriodicalId":188459,"journal":{"name":"Psychology & Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-01-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139531542","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

The impact of visual perspectives in advertisements on access‐based products 广告中的视觉视角对无障碍产品的影响

Psychology & Marketing Pub Date : 2024-01-09 DOI: 10.1002/mar.21960

Sining Kou, Shen Duan, Yiran (Eileen) Zhang, Zhiling Wang, Lu (Monroe) Meng

引用次数: 0

Engaging consumers through artificially intelligent technologies: Systematic review, conceptual model, and further research 通过人工智能技术吸引消费者：系统回顾、概念模型和进一步研究

Psychology & Marketing Pub Date : 2024-01-04 DOI: 10.1002/mar.21957

L. Hollebeek, Choukri Menidjel, Marko Sarstedt, Johan Jansson, S. Urbonavičius

{"title":"Engaging consumers through artificially intelligent technologies: Systematic review, conceptual model, and further research","authors":"L. Hollebeek, Choukri Menidjel, Marko Sarstedt, Johan Jansson, S. Urbonavičius","doi":"10.1002/mar.21957","DOIUrl":"https://doi.org/10.1002/mar.21957","url":null,"abstract":"While consumer engagement (CE) in the context of artificially intelligent (AI‐based) technologies (e.g., chatbots, smart products, voice assistants, or autonomous cars) is gaining traction, the themes characterizing this emerging, interdisciplinary corpus of work remain indeterminate, exposing an important literature‐based gap. Addressing this gap, we conduct a systematic review of 89 studies using the Preferred Reporting Items for Systematic reviews and Meta‐Analyses (PRISMA) approach to synthesize the AI‐based CE literature. Our review yields three major themes of AI‐based CE, including (i) Increasingly accurate service provision through AI‐based CE; (ii) Capacity of AI‐based CE to (co)create consumer‐perceived value, and (iii) AI‐based CE's reduced consumer effort in their task execution. We also develop a conceptual model that proposes the AI‐based CE antecedents of personal, technological, interactional, social, and situational factors, and the AI‐based CE consequences of consumer‐based, firm‐based, and human‐AI collaboration outcomes. We conclude by offering pertinent implications for theory development (e.g., by offering future research questions derived from the proposed themes of AI‐based CE) and practice (e.g., by reducing consumer‐perceived costs of their brand/firm interactions).","PeriodicalId":188459,"journal":{"name":"Psychology & Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-01-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139386810","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

Impact of perceived value on intention to use voice assistants: The moderating effects of personal innovativeness and experience 感知价值对语音助手使用意向的影响:个人创新和经验的调节作用

Psychology & Marketing Pub Date : 2023-09-04 DOI: 10.1002/mar.21887

S. Molinillo, Francisco Rejón‐Guardia, Rafael Anaya-Sánchez, F. Liébana-Cabanillas

{"title":"Impact of perceived value on intention to use voice assistants: The moderating effects of personal innovativeness and experience","authors":"S. Molinillo, Francisco Rejón‐Guardia, Rafael Anaya-Sánchez, F. Liébana-Cabanillas","doi":"10.1002/mar.21887","DOIUrl":"https://doi.org/10.1002/mar.21887","url":null,"abstract":"Voice assistants (VAs), such as Alexa, Siri, and Google Assistant, are instruments increasingly used by consumers to perform daily tasks. The objectives of the present study are to examine the antecedents of consumers' continuance intention to use VAs and the moderating effects of personal innovativeness and experience. Based on behavioral reasoning theory, a research model is proposed to provide insights into the drivers of continuance intention to use. Two empirical studies, based on data collected via online surveys, were conducted. The model was analyzed through partial least squares structural equation modeling. The findings of the studies showed that emotional value and performance expectancy were key antecedents of continuance intention to use, which in turn positively influenced actual use and word‐of‐mouth intention. In contrast, the quality value was a significant antecedent of continuance intention to use in only one of the two studies, and the influence of price value, social value, effort expectancy, and privacy risk was not found to be significant. However, the second study showed that several of these relationships are moderated by the consumer's experience and personal innovativeness; specifically, less innovative users are sensitive to quality value, and experienced users are sensitive to social value.","PeriodicalId":188459,"journal":{"name":"Psychology & Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2023-09-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"122624811","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

Matching digital companions with customers: The role of perceived similarity 将数字伙伴与客户匹配:感知相似性的作用

Psychology & Marketing Pub Date : 2023-09-02 DOI: 10.1002/mar.21893

Katja Gelbrich, Alina Kerath, HaeEun Helen Chun

{"title":"Matching digital companions with customers: The role of perceived similarity","authors":"Katja Gelbrich, Alina Kerath, HaeEun Helen Chun","doi":"10.1002/mar.21893","DOIUrl":"https://doi.org/10.1002/mar.21893","url":null,"abstract":"Digital companions are an advanced form of digital agents that do not only provide advice and support but accompany people on their day‐to‐day customer journeys. This article sheds light on the psychological processes underlying customers’ responses to these digital companions (i.e., virtual friends or co‐consumers). We propose that framing them as matched with customers on goal‐relevant attributes (i.e., attributes related to customers’ consumption goals) fosters positive customer outcomes (i.e., consumption enjoyment and positive word‐of‐mouth), mediated by perceived similarity in these attributes. Importantly, in this matching context, humanlikeness serves as a boundary condition for perceived similarity to occur. Furthermore, the effect of perceived similarity on customer outcomes is driven by perceived connectedness. In Study 1, in the context of experiential learning, we identified shared interest and personality as goal‐relevant attributes underlying perceived similarity. With the manipulation of the match frame and humanlike versus artificial voice of the digital companion, Study 2 supports our propositions and highlights shared interest, but not personality, as the core driver. We provide recommendations on how to design and market digital companions to foster connection and favorable customer outcomes.","PeriodicalId":188459,"journal":{"name":"Psychology & Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2023-09-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"125733258","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

Consumer hate and boycott communications of socially irresponsible fashion brands: Applying complexity theory in psychology and marketing research 对社会不负责任的时尚品牌的消费者仇恨和抵制传播:在心理学和营销研究中的应用复杂性理论

Psychology & Marketing Pub Date : 2023-08-22 DOI: 10.1002/mar.21890

A. Woodside, Houcine Akrout, Mona Mrad

{"title":"Consumer hate and boycott communications of socially irresponsible fashion brands: Applying complexity theory in psychology and marketing research","authors":"A. Woodside, Houcine Akrout, Mona Mrad","doi":"10.1002/mar.21890","DOIUrl":"https://doi.org/10.1002/mar.21890","url":null,"abstract":"Applying complexity theory tenets, this cross‐cultural study proposes and empirically examines generalizable, asymmetric, case outcome models of consumers who respond extremely negatively to luxury and mass fashion brands that they judge to be acting socially irresponsibly—and separately, consumers who do not engage in such responses—among separate national samples of consumers in France, the UK, and USA. This study includes constructing a theory of discrete simple and complex antecedent algorithms (i.e., screens) of who perceives specific brands acting socially irresponsible, who exudes brand hate (BH), and which brand haters call versus do not call for brand boycotts. The study's findings support the following conclusions. Most consumers expressing BH advocate call for boycotting the brand (supported cross‐culturally in the study here). Among consumers who also view the brand to be very unlike themselves, most consumers recognizing a brand to be acting socially irresponsibly hate the brand. Separate tests of propositions for the models' predictive validities across three national samples of consumers support the models' generalizability. The study adds to workable approaches in psychology and marketing for complementing (or replacing) theories framed in terms of symmetric, variable, directional relationships and examined using null hypotheses significance tests.","PeriodicalId":188459,"journal":{"name":"Psychology & Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2023-08-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"129692803","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

Fostering trust and overcoming psychological resistance towards cryptocurrencies and cryptoassets 促进信任，克服对加密货币和加密资产的心理阻力

Psychology & Marketing Pub Date : 2023-08-22 DOI: 10.1002/mar.21889

M. M. Babu, Tom Bason, Rocco P. Porreca, P. Petratos, Shahriar Akter

{"title":"Fostering trust and overcoming psychological resistance towards cryptocurrencies and cryptoassets","authors":"M. M. Babu, Tom Bason, Rocco P. Porreca, P. Petratos, Shahriar Akter","doi":"10.1002/mar.21889","DOIUrl":"https://doi.org/10.1002/mar.21889","url":null,"abstract":"This research investigates the extent to which sponsorships can be utilised to foster trust and reduce barriers to adopting new technologies. Using Crypto.com's sponsorship of the 2022 FIFA World Cup as the context, this mixed‐methods study utilises innovation resistance theory (IRT) and trust transfer theory (TTT) to investigate the extent to which such a sponsorship can increase trust and reduce barriers in innovative technologies such as cryptoassets, while also filling a research gap concerning consumer resistance to innovations in digital financial products and services. The findings of study 1, using a survey (n = 1081), and study 2 using interviews (n = 24) reveal that a positive image of sponsorship significantly influences favourability and interest, and trust of the product of the sponsor which subsequently reduces psychological barriers to adoption. Integrating the theoretical viewpoints of IRT and TTT, this study enhances our conceptual understanding regarding the psychological dimension of sponsorship and the extent to which a sponsorship generates interest, giving assurance and trust in the sponsor's product, and removing uncertainty; thus, reducing barriers to adoption.","PeriodicalId":188459,"journal":{"name":"Psychology & Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2023-08-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"122824742","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

Do chatbots establish “humanness” in the customer purchase journey? An investigation through explanatory sequential design 聊天机器人在客户购买过程中建立了“人性化”吗?通过解释性顺序设计进行调查

Psychology & Marketing Pub Date : 2023-08-19 DOI: 10.1002/mar.21888

Yogesh K. Dwivedi, Janarthanan Balakrishnan, A. Baabdullah, Ronnie Das

{"title":"Do chatbots establish “humanness” in the customer purchase journey? An investigation through explanatory sequential design","authors":"Yogesh K. Dwivedi, Janarthanan Balakrishnan, A. Baabdullah, Ronnie Das","doi":"10.1002/mar.21888","DOIUrl":"https://doi.org/10.1002/mar.21888","url":null,"abstract":"Chatbots incorporate various behavioral and psychological marketing elements to satisfy customers at various stages of their purchase journey. This research follows the foundations of the Elaboration Likelihood Model (ELM) and examines how cognitive and peripheral cues impact experiential dimensions, leading to chatbot user recommendation intentions. The study introduced warmth and competence as mediating variables in both the purchase and postpurchase stages, utilizing a robust explanatory sequential mixed‐method research design. The researchers tested and validated the proposed conceptual model using a 3 × 3 factorial design, collecting 354 responses in the purchase stage and 286 responses in the postpurchase stage. In the second stage, they conducted in‐depth qualitative interviews (Study 2) to gain further insights into the validity of the experimental research (Study 1). The results obtained from Study 1 revealed that “cognitive cues” and “competence” significantly influence recommendation intentions among chatbot users. On the other hand, “peripheral cues” and warmth significantly contribute to positive experiences encountered during the purchase stage. The researchers further identified 69 thematic codes through exploratory research, providing a deeper understanding of the variables. Theoretically, this study extends the ELM by introducing new dimensions to human‐machine interactions at the heart of digital transformation. From a managerial standpoint, the study emphasizes the significance of adding a “humanness” element in chatbot development to create more engaging and positive customer experiences actively.","PeriodicalId":188459,"journal":{"name":"Psychology & Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2023-08-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"131296596","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