Journal of Interactive Marketing最新文献

When Post Hoc Explanation Knocks: Consumer Responses to Explainable AI Recommendations 当事后解释来敲门时：消费者对可解释人工智能推荐的反应

IF 11.8 1区管理学

Journal of Interactive Marketing Pub Date : 2023-12-07 DOI: 10.1177/10949968231200221

Changdong Chen, Allen Ding Tian, Ruochen Jiang

{"title":"When Post Hoc Explanation Knocks: Consumer Responses to Explainable AI Recommendations","authors":"Changdong Chen, Allen Ding Tian, Ruochen Jiang","doi":"10.1177/10949968231200221","DOIUrl":"https://doi.org/10.1177/10949968231200221","url":null,"abstract":"Artificial intelligence (AI) recommendations are becoming increasingly prevalent, but consumers are often reluctant to trust them, in part due to the “black-box” nature of algorithm-facilitated recommendation agents. Despite the acknowledgment of the vital role of interpretability in consumer trust in AI recommendations, it remains unclear how to effectively increase interpretability perceptions and consequently enhance positive consumer responses. The current research addresses this issue by investigating the effects of the presence and type of post hoc explanations in boosting positive consumer responses to AI recommendations in different decision-making domains. Across four studies, the authors demonstrate that the presence of post hoc explanations increases interpretability perceptions, which in turn fosters positive consumer responses (e.g., trust, purchase intention, and click-through) to AI recommendations. Moreover, they show that the facilitating effect of post hoc explanations is stronger in the utilitarian (vs. hedonic) decision-making domain. Further, explanation type modulates the effectiveness of post hoc explanations such that attribute-based explanations are more effective in enhancing trust in the utilitarian decision-making domain, whereas user-based explanations are more effective in the hedonic decision-making domain.","PeriodicalId":48260,"journal":{"name":"Journal of Interactive Marketing","volume":"3 6","pages":""},"PeriodicalIF":11.8,"publicationDate":"2023-12-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138590307","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 1

The Effects of Comparative Reviews on Product Sales 比较性评论对产品销售的影响

IF 11.8 1区管理学

Journal of Interactive Marketing Pub Date : 2023-11-15 DOI: 10.1177/10949968231196578

Min Zhang, Yuzhuo Li, Lin Sun, G. A. Wang, Jiangang Du

{"title":"The Effects of Comparative Reviews on Product Sales","authors":"Min Zhang, Yuzhuo Li, Lin Sun, G. A. Wang, Jiangang Du","doi":"10.1177/10949968231196578","DOIUrl":"https://doi.org/10.1177/10949968231196578","url":null,"abstract":"Consumers increasingly rely on online reviews to make their purchase decisions. Drawing from linguistics and sociology research, the authors posit that comparative reviews, which highlight the similarities and differences between a focal product and its alternatives, may influence consumers’ regulation systems and perceived credibility, thereby affecting product sales. The authors examined 61,480 reviews on e-commerce platforms to explore the effects of comparative reviews and their valence on product sales. By using a supervised learning approach, they identified positive and negative comparative reviews, as well as positive and negative regular reviews, and then applied a two-way fixed-effects model. The results show that comparative reviews positively impacted product sales. Specifically, positive comparative reviews had a greater effect than positive regular reviews, whereas negative comparative reviews had a lesser absolute effect than negative regular reviews on product sales. Moreover, positive comparative reviews exerted a greater absolute effect than negative ones. A follow-up controlled lab study further substantiated the authors’ results and insights. The findings offer new insights and practical guidance for marketers and practitioners in promoting more comparative review posts and optimizing online review presentations.","PeriodicalId":48260,"journal":{"name":"Journal of Interactive Marketing","volume":"IA-16 3","pages":""},"PeriodicalIF":11.8,"publicationDate":"2023-11-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139271997","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Examining the Impact of Sponsored Search Results on Choice: An Anchoring Perspective 研究赞助商搜索结果对选择的影响：锚定视角

IF 11.8 1区管理学

Journal of Interactive Marketing Pub Date : 2023-11-15 DOI: 10.1177/10949968231195856

Abhi Bhattacharya, Stacey Robinson, Satadruta Mookherjee, Herman Blöte

引用次数: 0

The Power of AI-Generated Voices: How Digital Vocal Tract Length Shapes Product Congruency and Ad Performance 人工智能生成声音的力量：数字声道长度如何影响产品一致性和广告效果

IF 11.8 1区管理学

Journal of Interactive Marketing Pub Date : 2023-11-15 DOI: 10.1177/10949968231194905

Fotis Efthymiou, Christian Hildebrand, Emanuel de Bellis, William H. Hampton

{"title":"The Power of AI-Generated Voices: How Digital Vocal Tract Length Shapes Product Congruency and Ad Performance","authors":"Fotis Efthymiou, Christian Hildebrand, Emanuel de Bellis, William H. Hampton","doi":"10.1177/10949968231194905","DOIUrl":"https://doi.org/10.1177/10949968231194905","url":null,"abstract":"Can AI-generated voices be designed to improve product and brand perceptions? Akin to human voices that evoke mental images in a listener even without visual cues, artificially generated voices can be intentionally designed to elicit envisioned mental representations. Drawing from prior work on sound symbolism and computational advances in speech synthesis, the authors explore how the voice of an AI-powered conversational agent (e.g., a voice assistant such as Amazon Alexa) impacts consumer perceptions and choice. Specifically, the authors examine how altering a conversational agent's digital vocal tract length (i.e., timbre) shapes consumers’ physical ascriptions of the agent and subsequent voice–product congruency evaluations. Four experiments, including a large-scale field experiment, demonstrate that increasing (decreasing) the vocal tract length promotes congruency attributions toward stereotypically masculine (feminine) products and improves advertising performance (higher click-through rates and lower costs per click). This article represents a critical first step in deepening understanding on how artificially generated voices shape the consumer experience, demonstrating how firms could enhance product congruency perceptions and advertising performance by leveraging a more theory-driven approach to voice marketing.","PeriodicalId":48260,"journal":{"name":"Journal of Interactive Marketing","volume":"5 5","pages":""},"PeriodicalIF":11.8,"publicationDate":"2023-11-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139273851","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Acknowledgments 致谢

1区管理学

Journal of Interactive Marketing Pub Date : 2023-10-10 DOI: 10.1177/10949968231203613

引用次数: 0

Surprising Consequences of Innocuous Mobile Transaction Reminders of Credit Card Use 无伤大雅的手机交易提醒信用卡使用的惊人后果

1区管理学

Journal of Interactive Marketing Pub Date : 2023-09-25 DOI: 10.1177/10949968231189505

Jikyung (Jeanne) Kim, Yeohong Yoon, Jeonghye Choi, Hang Dong, Dilip Soman

{"title":"Surprising Consequences of Innocuous Mobile Transaction Reminders of Credit Card Use","authors":"Jikyung (Jeanne) Kim, Yeohong Yoon, Jeonghye Choi, Hang Dong, Dilip Soman","doi":"10.1177/10949968231189505","DOIUrl":"https://doi.org/10.1177/10949968231189505","url":null,"abstract":"Excessive credit card use has been a serious concern across the world since the introduction of the payment method. In South Korea, credit card companies and the government collaborated on a behavioral intervention, the transaction reminder service, to help consumers better manage their credit. Credit card transactions trigger text message confirmations sent to users’ mobile phones, increasing the salience and memory of expenses and resulting in more controlled spending. Experimenting in an institutional setting in which one group receives reminders and the other does not, the authors combined difference-in-differences methodology with inverse probability treatment weighting to assimilate random assignment. The empirical findings show that this intervention counterintuitively brings an overall increase in spending. This increase is substantial among those who had been light to medium spenders before the implementation, whereas historically high spenders experience little to no change after receiving the transaction reminders. The results are consistent with a theory that users reallocate the mental effort of remembering their past spending (mental recordkeeping) to digital devices, leading to higher spending due to poor recall. These findings attest to the value of evaluating a policy before scaling it broadly.","PeriodicalId":48260,"journal":{"name":"Journal of Interactive Marketing","volume":"104 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-09-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135817372","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Conversion in Music Streaming Services 音乐流媒体服务的转换

1区管理学

Journal of Interactive Marketing Pub Date : 2023-09-25 DOI: 10.1177/10949968231186950

Rouven Seifert, Janis Denk, Michel Clement, Michael Kandziora, Janek Meyn

引用次数: 0

Designing Brand Cocreation Activities to Increase Digital Consumer Engagement 设计品牌共同创造活动，提高数字消费者参与度

1区管理学

Journal of Interactive Marketing Pub Date : 2023-09-20 DOI: 10.1177/10949968231191097

Heather Johnson Dretsch, Amna Kirmani, Josh Lundberg

引用次数: 0

Enhancing Digital Advertising with Blockchain Technology 用区块链技术增强数字广告

1区管理学

Journal of Interactive Marketing Pub Date : 2023-09-20 DOI: 10.1177/10949968231185543

Valerio Stallone, Martin Wetzels, Dominik Mahr, Michael Klaas

{"title":"Enhancing Digital Advertising with Blockchain Technology","authors":"Valerio Stallone, Martin Wetzels, Dominik Mahr, Michael Klaas","doi":"10.1177/10949968231185543","DOIUrl":"https://doi.org/10.1177/10949968231185543","url":null,"abstract":"The increasing popularity of blockchain technology (BCT) has spurred interest in its potential to rejuvenate the digital advertising ecosystem. Due to its transparency, decentralization, and immutability, BCT offers the potential for customer-oriented, secure, and open platforms that might improve interactions between consumers and businesses. This article investigates applications of BCT in digital advertising and develops an integrative framework to classify innovations at this intersection. With a systematic literature review and Delphi study, the authors examine ten relevant use cases and compile qualitative and quantitative data on the expected probability of realization, expected impact on the industry, desirability of occurrence, and market establishment duration. The results reveal organizational activity theory–informed areas of innovation and provide useful insights for managers, researchers, and policy makers. Managers should focus on contextual innovations such as rewarding web users for web interactions, rewarding content creators for their contributions, and ensuring user data security as the most relevant potential applications. Boundary innovations require a better understanding before deploying solutions aimed at increasing advertising supply chain transparency, mitigating fraud, and verifying content. For domain-based innovation areas, researchers must rethink their foundations. Finally, the authors propose a detailed research agenda.","PeriodicalId":48260,"journal":{"name":"Journal of Interactive Marketing","volume":"2000 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-09-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"136313164","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

I Didn’t Win! An Overlooked Downside of Crowdsourcing? 我没赢!众包被忽视的缺点?

1区管理学

Journal of Interactive Marketing Pub Date : 2023-09-11 DOI: 10.1177/10949968231184417

Tatiana Karpukhina, Martin Schreier, Chris Janiszewski, Hidehiko Nishikawa

{"title":"I Didn’t Win! An Overlooked Downside of Crowdsourcing?","authors":"Tatiana Karpukhina, Martin Schreier, Chris Janiszewski, Hidehiko Nishikawa","doi":"10.1177/10949968231184417","DOIUrl":"https://doi.org/10.1177/10949968231184417","url":null,"abstract":"This research identifies a surprising downside to using crowdsourcing to generate new product ideas: participants who do not win an idea generation contest temporarily disengage from the contest-hosting brand. When people lose a crowdsourcing contest, the experience of losing negatively affects the participants’ word-of-mouth and short-term purchase behaviors. Reframing the contest as a community activity (e.g., “Join the crowd and help us find a name for our new restaurant”) rather than a competition (e.g., “Compete with the crowd to be the one who names our new restaurant”) is found to positively affect a losing customer's subsequent engagement with the contest-hosting brand. Community framing shifts attention away from losing the contest (i.e., it reduces negative affect) and toward collectively creating a superior outcome (i.e., it increases one's perceived contribution), without changing the nature of the contest itself (i.e., participants continue to submit ideas). Community framing positively affects subsequent participant engagement, but it does not influence the effort the participant invests in the contest or the quality of the idea the participant submits. The evidence consists of lab experiments, field experiments, and a large-scale field study that measured actual purchase behavior.","PeriodicalId":48260,"journal":{"name":"Journal of Interactive Marketing","volume":"28 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-09-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135980412","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0