Behavioral Marketing eJournal最新文献_第9页

Privacy and Marketing Externalities: Evidence from Do Not Call 隐私和营销外部性:来自“不要打电话”的证据

Behavioral Marketing eJournal Pub Date : 2014-02-24 DOI: 10.2139/ssrn.1908495

K. Goh, K. Hui, I. Png

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引用次数: 23

You Need to Recognize Ambiguity to Avoid it 你需要识别歧义以避免歧义

Behavioral Marketing eJournal Pub Date : 2013-10-14 DOI: 10.2139/ssrn.2340543

S. Chew, M. Ratchford, Jacob S. Sagi

{"title":"You Need to Recognize Ambiguity to Avoid it","authors":"S. Chew, M. Ratchford, Jacob S. Sagi","doi":"10.2139/ssrn.2340543","DOIUrl":"https://doi.org/10.2139/ssrn.2340543","url":null,"abstract":"We study the influence of attention and comprehension on ambiguity attitudes. Subjects are presented with screening questions before choosing between two alternatives represented by payoff-matrices which are essentially equivalent to those in Ellsberg’s (1961) two-urn problem. The observed rate of ambiguity aversion for the standard two-urn problem is similar to what is reported in the literature regardless of the level of comprehension. When facing the essentially equivalent yet more complex matrix-based choice task, high-comprehension subjects continue to exhibit ambiguity aversion typical of the standard two-urn problem while low-comprehension subjects appear to behave randomly. We also classify subjects as “probability minded” or “ambiguity minded” based on whether they assign probabilities to draws from a deck of cards with unknown composition during the screening phase. High-comprehension subjects who are ambiguity-minded are far more likely to be ambiguity averse than those who are probability-minded. Significantly, subject “mindedness” appears to explain ambiguity attitudes an order of magnitude more than all other demographic characteristics combined. Contrary to intuition about subjects’ sophistication, ambiguity-minded high-comprehension subjects are younger, more educated, more analytic, and more reflective about their choices compared with their probability-minded counterparts.","PeriodicalId":443127,"journal":{"name":"Behavioral Marketing eJournal","volume":"76 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2013-10-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"127236139","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: 15

Examining the Impact of Ranking on Consumer Behavior and Search Engine Revenue 检查排名对消费者行为和搜索引擎收入的影响

Behavioral Marketing eJournal Pub Date : 2013-08-18 DOI: 10.1287/MNSC.2013.1828

A. Ghose, Panagiotis G. Ipeirotis, Beibei Li

{"title":"Examining the Impact of Ranking on Consumer Behavior and Search Engine Revenue","authors":"A. Ghose, Panagiotis G. Ipeirotis, Beibei Li","doi":"10.1287/MNSC.2013.1828","DOIUrl":"https://doi.org/10.1287/MNSC.2013.1828","url":null,"abstract":"In this paper, we study the effects of three different kinds of search engine rankings on consumer behavior and search engine revenues: direct ranking effect, interaction effect between ranking and product ratings, and personalized ranking effect. We combine a hierarchical Bayesian model estimated on approximately one million online sessions from Travelocity, together with randomized experiments using a real-world hotel search engine application. Our archival data analysis and randomized experiments are consistent in demonstrating the following: 1 A consumer-utility-based ranking mechanism can lead to a significant increase in overall search engine revenue. 2 Significant interplay occurs between search engine ranking and product ratings. An inferior position on the search engine affects “higher-class” hotels more adversely. On the other hand, hotels with a lower customer rating are more likely to benefit from being placed on the top of the screen. These findings illustrate that product search engines could benefit from directly incorporating signals from social media into their ranking algorithms. 3 Our randomized experiments also reveal that an “active” personalized ranking system wherein users can interact with and customize the ranking algorithm leads to higher clicks but lower purchase propensities and lower search engine revenue compared with a “passive” personalized ranking system wherein users cannot interact with the ranking algorithm. This result suggests that providing more information during the decision-making process may lead to fewer consumer purchases because of information overload. Therefore, product search engines should not adopt personalized ranking systems by default. Overall, our study unravels the economic impact of ranking and its interaction with social media on product search engines. \u0000 \u0000This paper was accepted by Lorin Hitt, information systems.","PeriodicalId":443127,"journal":{"name":"Behavioral Marketing eJournal","volume":"31 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2013-08-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"127619528","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: 227

Consumer Complex Buying Behavior 消费者复杂购买行为

Behavioral Marketing eJournal Pub Date : 2013-06-06 DOI: 10.2139/ssrn.2275391

M. Murali

{"title":"Consumer Complex Buying Behavior","authors":"M. Murali","doi":"10.2139/ssrn.2275391","DOIUrl":"https://doi.org/10.2139/ssrn.2275391","url":null,"abstract":"Consumer behavior involves the psychological processes that consumers go through in recognizing needs, finding ways to solve these needs, making purchase decisions (e.g., whether or not to purchase a product and, if so, which brand and where), interpret information, make plans, and implement these plans. Consumers often buy products not because of their attributes per se but rather because of the ultimate benefits that these attributes provide, in turn leading to the satisfaction of ultimate values. The important thing in a means-end chain is to start with an attribute, a concrete characteristic of the product, and then logically progress to a series of consequences (which tend to become progressively more abstract) that end with a value being satisfied. Thus, each chain must start with an attribute and end with a value. An important implication of means-end chains is that it is usually most effective in advertising to focus on higher level items. A market comes into existence because it fulfills the needs of the consumer. Consumer behavior is a complex, dynamic, multidimensional process, and all marketing decisions are based on assumptions about consumer behavior. Models of consumer behavior play a key role in modern empirical Industrial Organization.","PeriodicalId":443127,"journal":{"name":"Behavioral Marketing eJournal","volume":"7 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2013-06-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"122038264","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: 2

Benefits Leader Reversion: How a Once Preferred Product Recaptures its Standing 利益领导者回归:曾经的首选产品如何重新获得其地位

Behavioral Marketing eJournal Pub Date : 2013-05-14 DOI: 10.2139/ssrn.2265042

K. Carlson, Margaret G. Meloy, Daniel S. Lieb

引用次数: 0

How Tradeoffs Shrink Attribute Hierarchy 权衡如何收缩属性层次结构

Behavioral Marketing eJournal Pub Date : 2013-05-12 DOI: 10.2139/ssrn.2232077

A. Sela, Jonah A. Berger, Gia Nardini

引用次数: 0

A Prognosis on Consumerism 对消费主义的预测

Behavioral Marketing eJournal Pub Date : 2013-05-01 DOI: 10.2139/SSRN.3075227

Can Uslay, Gokcen Coskuner-Balli

引用次数: 1

Help or Hinder? When Recommendation Signage Expands Consideration Sets and Heightens Decision Difficulty 帮助还是阻碍?当推荐标识扩展考虑集并提高决策难度时

Behavioral Marketing eJournal Pub Date : 2013-04-01 DOI: 10.2139/ssrn.2034434

Joseph K. Goodman, Susan M. Broniarczyk, Jill G. Griffin, L. McAlister

{"title":"Help or Hinder? When Recommendation Signage Expands Consideration Sets and Heightens Decision Difficulty","authors":"Joseph K. Goodman, Susan M. Broniarczyk, Jill G. Griffin, L. McAlister","doi":"10.2139/ssrn.2034434","DOIUrl":"https://doi.org/10.2139/ssrn.2034434","url":null,"abstract":"This research examines whether recommendation signage helps or hinders the consumer when faced with choosing from large product assortments. In spite of frequent usage and retailer intuition suggesting that providing recommendation signs (e.g., “Best Seller,” “Award Winner”) should help consumers in the choice process, we propose that signs can hinder choice for consumers with more developed preferences by adding to the complexity and difficulty of the decision process. In three experiments using horizontally differentiated products in multiple categories, we provide evidence that recommendation signs create preference conflict for consumers with more developed preferences, leading these consumers to form larger consideration sets and ultimately experience more difficulty from the decision-making process. In addition, we show that these effects are mitigated for consumers with less developed preferences and when the choice is from a small assortment. The results suggest that recommendation signage may not be an effective tool for aiding choice from large assortments; instead signage can exacerbate the difficulties associated with having too many choices, with implications on purchase quantity.","PeriodicalId":443127,"journal":{"name":"Behavioral Marketing eJournal","volume":"95 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2013-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"132249435","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: 58

The Economics of Sports Marketing 体育营销经济学

Behavioral Marketing eJournal Pub Date : 2013-03-28 DOI: 10.2139/ssrn.2383126

P. Chakravarti

引用次数: 0

The Impact of Marketing Communications On Customer’s Response 营销传播对顾客反应的影响

Behavioral Marketing eJournal Pub Date : 2013-03-22 DOI: 10.2139/ssrn.2237920

D. Jerman, B. Završnik

引用次数: 0