Behavioral Marketing最新文献

{"title":"Please Do Not Pirate it, You Will Rob the Poor! An Experimental Investigation on the Effect of Donation on Piracy","authors":"G. Grolleau, Naoufel Mzoughi, A. Sutan","doi":"10.2139/ssrn.930388","DOIUrl":"https://doi.org/10.2139/ssrn.930388","url":null,"abstract":"Producers in the recording industry frequently market products for which a part of the proceeds goes to charitable causes. We investigate whether a corporate pledge to donate a portion of profits to a charitable cause will decrease the extent to which customers illegally obtain that company's products. Donations to charitable causes may increase the moral intensity of piracy (robbing the poor rather than robbing the rich) and consequently may reduce the willingness to pirate. This rationale is empirically tested through a dual empirical strategy, that is, a market survey and a laboratory experiment. We show that market piracy decreases when a very low or very high donation mechanism is implemented. Nevertheless, for intermediate levels of transfer, piracy increases again.","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"143 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2006-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"132798480","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":"Now or Never: Effects of Limited Purchase Opportunities on Patterns of Regret Over Time","authors":"L. J. Abendroth, K. Diehl","doi":"10.1086/508438","DOIUrl":"https://doi.org/10.1086/508438","url":null,"abstract":"Prior research has demonstrated that actions are regretted more than inactions in the short term. We show that, in limited purchase opportunities-situations where the purchase decision cannot be reversed-not purchasing (inaction) is seen as a loss and is associated with greater short-term regret than purchasing, reversing the omission bias. With respect to long-term regret, we use coping and availability mechanisms to suggest that, contrary to prior findings, inaction (nonpurchase) regrets decrease over time. We also argue that action (purchase) regrets should increase over time, but only when long-term utility is low. We support our predictions with a field study and two laboratory experiments. (c) 2006 by JOURNAL OF CONSUMER RESEARCH, Inc..","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"120 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2006-05-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"128625459","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":"Articulation Compatibility in Eliciting Price Bids","authors":"A. Chernev","doi":"10.1086/508526","DOIUrl":"https://doi.org/10.1086/508526","url":null,"abstract":"Do consumers prefer auctions that allow them to place more precise bids to auctions that accept less precise bids? Can consumers accurately estimate their need for price-elicitation precision? This research addresses these questions by applying the notion of compatibility to the relationship between consumers' bidding price uncertainty and the precision implied by the price-elicitation task. Data from four experiments show that when consumers are uncertain about the optimal bidding price, decision tasks requiring elicitation of precise bids lead to lower decision confidence, and vice versa. It is further shown that consumers display stronger preference for high-precision auctions, even though such auctions are associated with less confident pricing decisions. (c) 2006 by JOURNAL OF CONSUMER RESEARCH, Inc..","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"17 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2006-04-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"121627782","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":"Consuming with Others: Social Influences on Moment-to-Moment and Retrospective Evaluations of Experiences","authors":"S. Ramanathan, A. L. McGill","doi":"10.2139/ssrn.881592","DOIUrl":"https://doi.org/10.2139/ssrn.881592","url":null,"abstract":"Two studies examine differences in participants' moment-to-moment and retrospective evaluations of an experience depending on whether they are alone or in the presence of another person. Findings for the first study reveal that moment-to-moment evaluations by participants who watched a film clip together covaried in patterns consistent with processes of mimicry and emotional contagion. Retrospective evaluations of the experience were influenced by this degree of co-movement, suggesting that a sense of affiliation between those who watched the film together affected the quality of the experience. Study 2 tests and finds support for the hypothesis that shared goals may increase the degree of covariation in moment-to-moment evaluations and the extent to which this shared pattern of judgments affects retrospective evaluation.","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"8 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2006-02-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"124226220","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":"Popular Perceptions and Political Economy in the Contrived World of Harry Potter","authors":"Avichai Snir, Daniel Levy","doi":"10.2139/ssrn.817346","DOIUrl":"https://doi.org/10.2139/ssrn.817346","url":null,"abstract":"Economic organization of the imaginary worlds depicted in popular literary works may be viewed as a mirror to public opinion on the economic organization of life. If a book becomes a best-seller, it is because the book conveys messages, feelings, and events the readers can relate to. In other words, the book’s readers identify with the set of norms and rules that govern the development of the plot and the actions of its heroes. Therefore, a best seller, as a book that successfully relates to readers of its time, can teach us about the norms and beliefs of its audience. Following this line of thought, we use the method of deconstruction to analyze the highly successful J.K. Rowlings’ Harry Potter series. Studying the books within their social context allows us to learn about people’s norms and attitudes, and their perceptions of issues such as the role of government, the structure of financial markets, poverty and inequality, etc. Thus, by looking at the Potterian economy through magnifying glasses, we obtain a perspective on what people might view as a normal or perhaps as an ideal economic structure. In other words, we argue, that the economic and organizational structure of the imaginary Potterian economy can be viewed as an economic model. By studying the social and the economic structure of the Potterian model and its assumptions, we hope to obtain some insights on people’s attitudes towards various social and economic issues. The Potterian economic model, we conclude, is not a coherent model that fits neatly one of the standard economic models. Instead, it appears to combine ingredients from various economic models.","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"8 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-12-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"126600921","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":"Promotion and Prevention in Consumer Decision Making: State of the Art and Theoretical Propositions","authors":"Michel Tuan Pham, E. Higgins","doi":"10.4324/9780203481295-8","DOIUrl":"https://doi.org/10.4324/9780203481295-8","url":null,"abstract":"The purpose of this chapter is to discuss how regulatory focus theory, a theory of motivation and self-regulation, can be drawn upon to explain a variety of consumer decision making phenomena. We briefly review the major tenets of the theory, which proposes a fundamental distinction between two modes of self-regulation called promotion and prevention. Drawing on existing empirical evidence and new conceptual analyses, we then develop a series of theoretical propositions about the effects of promotion and prevention on consumer decision making. These propositions are organized along the traditional stages of the decision making process postulated by standard consumer behavior theory (i.e., problem recognition, information search, consideration set formation, etc.). Some of these propositions have already received empirical support, but most await formal empirical testing in consumer research. This propositional inventory can thus be viewed as a research agenda for studying the role of regulatory focus in consumer decision making.","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"51 18","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-11-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"131609653","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":"An Aggregate Generalized Nested Logit Model of Consumer Choices: An Application to the Lodging Industry","authors":"S. Venkataraman, Vrinda Kadiyali","doi":"10.2139/ssrn.1019534","DOIUrl":"https://doi.org/10.2139/ssrn.1019534","url":null,"abstract":"In this paper, using aggregate data, we demonstrate the ability of the generalized nested logit (Wen and Koppelman, 2000; GNL henceforth) to better capture consumer choice under conditions where consumer tradeoffs among choice items is not ex-ante obvious to the researcher, and data on attributes of consumer choice are incomplete. We extend existing GNL models by using more readily available aggregate data (rather than individual data) while accounting for consumer heterogeneity and endogeneity of firm-choice variables. The empirical application is to the lodging (hotel) industry. The industry classifies properties on the basis of price tiers; it also recognizes that consumers appear to have two idea points (of downtown and airport) for location. However, it appears possible that a consumer might see a property in the same location but a different price tier as a closer substitute than a property of the same price tier at a different location. Hence for this industry, an ex-ante nesting structure based on price tiers or location alone might not capture the complexities of consumer choices. We find that GNL provides a better fit to these data than aggregate logit or aggregate probit. Our results provide managerially useful insights into who might comprise competition for any hotel, i.e. is it a nearby property of the same/different quality tier or is it a distant property of the same/different quality tier. We also briefly discuss the implications of consumer choices for firm profitability by estimating a supply-side model.","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"28 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-10-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"115856661","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":"Modeling the Role of a Manager to Motivate and Foster Innovator for Organizational Self-Renewal: A Theoretical Framework","authors":"S. RayChaudhuri","doi":"10.2139/ssrn.796209","DOIUrl":"https://doi.org/10.2139/ssrn.796209","url":null,"abstract":"To survive in the environment of severe competition, an organization depends on innovation. Creative and innovative ideas in the multiple areas of operation from organizational strategy to product conceptualization, design, development, manufacturing and even marketing initiated by innovators are the genesis or centre of gravity of the process of innovation comprising of identification, acquisition and diffusion of knowledge. Innovators may exist at all levels of organizational hierarchy. Appropriate role played by the superior managers towards the innovators and the process of innovation leads the self-renewal of that organization. The process of identification of individual innovators and motivating them to be productive in a team is very much critical for an organization's success in the market. The manager responsible for motivating and fostering the innovators has to keep one of his eyes open to the objective, mission and goals of the organization and the other exploring the needs of the innovators. An innovator should resonate with zeal in phase with the business strategy of the organization. A mathematical model based on the concepts from Physics has been proposed to get a clear insight of the ideal role that a manager should play in his relationship with individual innovator.","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"9 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"124939398","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":"An Economic Approach to the Regulation of Direct Marketing","authors":"Daniel R. Shiman","doi":"10.2139/SSRN.742164","DOIUrl":"https://doi.org/10.2139/SSRN.742164","url":null,"abstract":"Public complaints about the volume of direct marketing received have generated debate about whether direct marketing in certain communications media should be regulated or even banned. A microeconomic approach is used to analyze the benefits and costs to receivers of direct marketing, and especially the negative externality imposed on non-buyers who must spend time and effort on processing advertising messages. The analysis shows that it is important to understand the technical characteristics of each medium, particularly the relative costs of sending and receiving messages, along with other economic and technical factors, before determining whether to regulate direct marketing over that medium. This economic framework is then applied to both the traditional media of postal mail and wireline telephony, and the newer electronic and portable media of email, instant messaging, and mobile telephony. The strengths and weaknesses of the different types of solutions available are also considered.","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"93 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-08-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"122959483","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":"Asymmetric Price Adjustment in the Small: An Implication of Rational Inattention","authors":"Daniel Levy, H. Chen, Sourav Ray, M. Bergen","doi":"10.2139/ssrn.563867","DOIUrl":"https://doi.org/10.2139/ssrn.563867","url":null,"abstract":"Analyzing scanner price data that cover 27 product categories over an eight-year period from a large Mid-western supermarket chain, we uncover a surprising regularity in the data—small price increases occur more frequently than small price decreases. We find that this asymmetry holds for price changes of up to about 10 cents, on average. The asymmetry disappears for larger price changes. We document this finding for the entire data set, as well as for individual product categories. Further, we find that the asymmetry holds even after excluding from the data the observations pertaining to inflationary periods, and after allowing for various lengths of lagged price adjustment. The findings are insensitive also to the measure of price level used to measure inflation (the PPI or the CPI). To explain these findings, we extend the implications of the literature on rational inattention to individual price dynamics. Specifically, we argue that processing and reacting to price change information is a costly activity. An important implication of rational inattention is that consumers may rationally choose to ignore—and thus not to respond to—small price changes, creating a \"range of inattention\" along the demand curve. This range of consumer inattention, we argue, gives the retailers incentive for asymmetric price adjustment \"in the small.\" These incentives, however, disappear for large price changes, because large price changes are processed by consumers and therefore trigger their response. Thus, no asymmetry is observed \"in the large.\" An additional implication of rational inattention is that the extent of the asymmetry found \"in the small \" might vary over the business cycle: it might diminish during recessions and strengthen during expansions. We find that the data are indeed consistent with these predictions. An added contribution of the paper is that our theory may offer a possible explanation for the presence of small price changes, which has been a long-standing puzzle in the literature. chain, we find significantly higher retail price rigidity for private label products than for nationally branded products during the Christmas and Thanksgiving holiday periods relative to the rest of the year. The finding cannot be explained by changes in holiday period promotional practices because we find that private label promotions appear to diminish at least as much as national brands. The increased rigidity of private label products relative to national brands is only partially accounted for by increased rigidity of wholesale prices. After ruling out other potential explanations, we suggest that the higher private label price rigidity might be due to the increased emphasis on social consumption during holiday periods, raising the customers’ value of nationally branded products relative to the private labels.","PeriodicalId":321301,"journal":{"name":"Behavioral Marketing","volume":"163 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2005-05-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"127362443","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}