International Journal of Research in Marketing最新文献

Signatures and de-objectification: How asking individual producers to sign their work increases work performance and work satisfaction 签名和去物化：如何要求个别制作人在他们的作品上签名，以提高工作绩效和工作满意度

IF 8.7 2区管理学

International Journal of Research in Marketing Pub Date : 2026-09-01 Epub Date: 2025-09-04 DOI: 10.1016/j.ijresmar.2025.09.002

Ulrike Kaiser, Benedikt Schnurr, Christoph Fuchs, Martin Schreier, Stijn M.J. van Osselaer

{"title":"Signatures and de-objectification: How asking individual producers to sign their work increases work performance and work satisfaction","authors":"Ulrike Kaiser, Benedikt Schnurr, Christoph Fuchs, Martin Schreier, Stijn M.J. van Osselaer","doi":"10.1016/j.ijresmar.2025.09.002","DOIUrl":"10.1016/j.ijresmar.2025.09.002","url":null,"abstract":"<div><div>Marketers have discovered the value of revealing the individual producers behind their products. While extant research has investigated how merely communicating the person behind a product affects <em>consumers</em>, the present research takes a different perspective by investigating whether and how this intervention affects individual <em>producers</em> and the outcome of their labor. Four studies demonstrate that having individual producers sign their creations increases their work performance and work satisfaction. This increase in work-related outcomes is largely driven by feelings of de-objectification—feeling acknowledged as an individual human being rather than a “cog” in the machine. We show that for the effect to emerge, it is essential that the individual producers’ signature is visible to consumers. Our work broadens the scope of marketing research by demonstrating that a promotional activity intended to appeal to consumers may also unfold unintended effects within the organization itself—on work performance and work satisfaction. These effects, in turn, imply incremental benefits for consumers in the form of qualitatively better products. Our research suggests that having individual producers sign their products can create a win–win–win situation for customers, producers, and organizations.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"43 3","pages":"Pages 671-685"},"PeriodicalIF":8.7,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148924688","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Monetization of internet-of-things systems: how interoperability and safeguarding drive customer acquisition, retention, and expansion 物联网系统货币化：互操作性和保障如何推动客户获取、保留和扩展

IF 8.7 2区管理学

International Journal of Research in Marketing Pub Date : 2026-09-01 Epub Date: 2025-11-29 DOI: 10.1016/j.ijresmar.2025.11.002

Andreas Fürst, Robin Friedrich, Jana-Kristin Prigge, Eva Moosbrugger

{"title":"Monetization of internet-of-things systems: how interoperability and safeguarding drive customer acquisition, retention, and expansion","authors":"Andreas Fürst, Robin Friedrich, Jana-Kristin Prigge, Eva Moosbrugger","doi":"10.1016/j.ijresmar.2025.11.002","DOIUrl":"10.1016/j.ijresmar.2025.11.002","url":null,"abstract":"<div><div>Companies increasingly offer a wide array of Internet-of-Things (IoT) systems, yet many still struggle to monetize them as consumers continue to question their value. This article presents an exploratory empirical investigation of two understudied categories of IoT-specific value drivers: IoT system interoperability—the system’s capability to enable devices, users, and providers to work together—and IoT system safeguarding—the system’s capability for security and privacy protection. The findings reveal that the effect sizes of these value drivers vary both within and across key phases of customer relationship management. For example, in general, device interoperability exerts the strongest influence in acquisition (willingness to buy and pay) and expansion (willingness to cross-buy), whereas user interoperability does so in retention (willingness to further use). Moreover, the effect sizes of value drivers in one category depend on the levels of the value drivers in the other and differ across consumers. Based on these findings, the article identifies three promising IoT system variants for monetization that differ in their configuration of interoperability and safeguarding: a top-tier system for short-term direct monetization through initial sales, a bare-bones system for long-term direct monetization through subsequent extensions, and an engagement-oriented system for indirect monetization through leveraging user data.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"43 3","pages":"Pages 847-865"},"PeriodicalIF":8.7,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148916595","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Getting the pace right: Performance of budget allocation heuristics in online advertising 把握好节奏：在线广告预算分配启发式的表现

IF 8.7 2区管理学

International Journal of Research in Marketing Pub Date : 2026-09-01 Epub Date: 2025-09-22 DOI: 10.1016/j.ijresmar.2025.09.006

Uğurcan Dündar, Nadia Abou Nabout, Bernd Skiera

{"title":"Getting the pace right: Performance of budget allocation heuristics in online advertising","authors":"Uğurcan Dündar, Nadia Abou Nabout, Bernd Skiera","doi":"10.1016/j.ijresmar.2025.09.006","DOIUrl":"10.1016/j.ijresmar.2025.09.006","url":null,"abstract":"<div><div>Online advertisers use pacing heuristics to allocate their ad budget over time: <em>Even Pacing</em> aims to achieve an equal budget spent across hours; <em>Modified Even Pacing</em> does the same but excludes specific periods; and <em>Waterlevel Pacing</em> spends the budget according to traffic patterns. This article compares the performance of these pacing heuristics. Specifically, we run a counterfactual study using three campaign datasets and then benchmark the profitability of each of these heuristics against that of a profit-maximizing pacing model. Despite being the default setting in most campaign management systems, Even Pacing consistently underperforms compared to other heuristics, and so does Modified Even Pacing. Waterlevel Pacing outperforms other heuristics and even a profit-maximizing pacing model under certain conditions. These findings lead us to develop a new pacing heuristic by further improving Waterlevel Pacing (called Adaptive-Waterlevel Pacing). To examine the conditions under which these pacing heuristics perform best, we systematically vary the factors that may impact their performance in a simulation study, specifically accounting for advertisers’ different campaign goals (i.e., reach, profit, or a mix of both). Our analyses reveal that Waterlevel Pacing outperforms existing industry heuristics in the presence of uncertainty, with Adaptive Waterlevel Pacing offering further improvements when the goal is to generate profit.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"43 3","pages":"Pages 693-712"},"PeriodicalIF":8.7,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148924606","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Transforming trash into treasure: Why consumers like personalized upcycling 变废为宝：为什么消费者喜欢个性化的升级回收

IF 8.7 2区管理学

International Journal of Research in Marketing Pub Date : 2026-09-01 Epub Date: 2025-09-17 DOI: 10.1016/j.ijresmar.2025.09.005

Johannes Fillmann, Franziska Völckner, Monika Imschloss, Michael Schulz

{"title":"Transforming trash into treasure: Why consumers like personalized upcycling","authors":"Johannes Fillmann, Franziska Völckner, Monika Imschloss, Michael Schulz","doi":"10.1016/j.ijresmar.2025.09.005","DOIUrl":"10.1016/j.ijresmar.2025.09.005","url":null,"abstract":"<div><div>This research investigates consumer reactions to personalized upcycling, which refers to a novel form of commercial upcycling whereby a company transforms a consumer’s own waste materials into an upcycled product for the same consumer (e.g., transforming a consumer’s old jeans into a weekend bag for them). A field study and six controlled experiments show that personalized upcycling elicits more positive consumer reactions compared to made-to-stock upcycling (i.e., upcycled products made from waste materials that a company generates itself or receives from its suppliers) and other green products, such as recycled products or secondhand products. This effect occurs because consumers already own the waste materials (i.e., what is mine) before they are transformed into a personalized upcycled product for them, which helps them see the trait of environmental consciousness embodied by personalized upcycled products in themselves (i.e., what is me)—referred to as pro-environmental activation. Finally, we investigate a socially important downstream consequence of personalized upcycling and demonstrate that the higher level of pro-environmental activation that consumers derive from personalized upcycling leads to enhanced pro-environmental behavior in areas beyond the product in question.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"43 3","pages":"Pages 713-730"},"PeriodicalIF":8.7,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148924607","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Donor migration to contractual relationships and the impact on charity income 捐赠者迁移契约关系及其对慈善收入的影响

IF 8.7 2区管理学

International Journal of Research in Marketing Pub Date : 2026-09-01 Epub Date: 2025-12-21 DOI: 10.1016/j.ijresmar.2025.12.004

Nhat Quang Le, Bram Foubert, Kathleen Cleeren, Barbara Briers

{"title":"Donor migration to contractual relationships and the impact on charity income","authors":"Nhat Quang Le, Bram Foubert, Kathleen Cleeren, Barbara Briers","doi":"10.1016/j.ijresmar.2025.12.004","DOIUrl":"10.1016/j.ijresmar.2025.12.004","url":null,"abstract":"<div><div>A major challenge for charities is the volatility of individual donations. To guarantee a steady income, these organizations therefore increasingly strive to convert their donors into contractual contributors, who make fixed periodic donations, for example via direct debit. This research examines (1) how migration to contractual relationships affects a charity’s income; (2) whether charities should keep both noncontractual and contractual donors active or leave some of them dormant; and (3) how donor solicitation influences migration between noncontractual and contractual relationships and active and dormant states. We develop an econometric model that captures donation behavior, migration between observed relationships and latent states, and the effects of solicitations. We estimate our model on a large donor cohort of a human-rights organization and show that (1) the introduction of contractual relationships increases average donation amounts by approximately 33%; (2) activating dormant noncontractual donors pays off because it induces migration to contractual relationships, while waking up dormant contractual donors backfires because it triggers downgrading and contract termination; and (3) solicitations enable the organization to target and activate dormant noncontractual donors, thereby boosting customer equity, but may have negative effects in other donor segments.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"43 3","pages":"Pages 884-905"},"PeriodicalIF":8.7,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148916597","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Reconstructing collective Identity: how consumers mobilize brands and consumption practices after major life disruptions 重建集体身份：消费者如何在重大生活中断后调动品牌和消费行为

IF 8.7 2区管理学

International Journal of Research in Marketing Pub Date : 2026-09-01 Epub Date: 2025-10-05 DOI: 10.1016/j.ijresmar.2025.10.001

Laetitia Mimoun, Mathilde Hedon Lapostolle, Julien Schmitt

{"title":"Reconstructing collective Identity: how consumers mobilize brands and consumption practices after major life disruptions","authors":"Laetitia Mimoun, Mathilde Hedon Lapostolle, Julien Schmitt","doi":"10.1016/j.ijresmar.2025.10.001","DOIUrl":"10.1016/j.ijresmar.2025.10.001","url":null,"abstract":"<div><div>While major life events (MLEs) (e.g., marriage, home fire, earthquake) have received significant research attention, existing literature largely neglects how they influence consumer collective identities and, more specifically, how consumers can use brands to reconstruct collective identities disrupted by MLEs. To address these questions, first we provide a differentiating framework that categorizes MLEs by their temporality and causal locus and creates parsimony in the field. Second, we explore the impact of sudden and unexpected MLEs, conceptualized as major life disruptions (MLDs) (e.g., COVID-19 pandemic), on consumer collectives (e.g., families). Because MLDs disturb collective identities, brand loyalties, and consumption habits, brands need to understand how to manage these transformative opportunities to achieve a place of choice in consumer collectives’ lives. Through an inductive study of 22 families, we provide a model that explains how consumers integrate brands into the reconfiguration of collective consumption practices that nourish family identity reconstruction. We unveil three market-based adaptive responses (i.e., ritualized structuring, collective revalorizing, and intergenerational romanticizing) that constitute collective identity reconstruction and help consumers cope with the tensions induced by MLDs. Furthermore, we unpack the family–brand relationship characteristics (i.e., brand’s linking value, familial identification, expertise fit, and legacy value) that underpin when and how families use brands in collective identity reconstruction. This work contributes to literature on MLEs, collective consumer identities, and the role of brands in identity (re)construction.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"43 3","pages":"Pages 731-749"},"PeriodicalIF":8.7,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148924690","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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

Digital Behaviors Signal Consumer Well-being: A Factor-Augmented Regularized Prediction Model Approach 数字行为信号消费者福祉：一个因素增强的正则化预测模型方法

IF 8.7 2区管理学

International Journal of Research in Marketing Pub Date : 2026-09-01 Epub Date: 2025-12-31 DOI: 10.1016/j.ijresmar.2025.12.005

Yunlu Yin, Xiangnan Feng, Zihe Chen, Jayson S. Jia

{"title":"Digital Behaviors Signal Consumer Well-being: A Factor-Augmented Regularized Prediction Model Approach","authors":"Yunlu Yin, Xiangnan Feng, Zihe Chen, Jayson S. Jia","doi":"10.1016/j.ijresmar.2025.12.005","DOIUrl":"10.1016/j.ijresmar.2025.12.005","url":null,"abstract":"<div><div>We examine whether digital behaviors signal consumer well-being by linking individual-level mobile-phone app-usage data to surveys of the same users’ happiness and stress. Our main study context is (both before and during) the COVID-19 pandemic outbreak in a major Chinese city. We use verifiable digital-trace data to document lifestyle shifts during the lockdown, as well as age and gender heterogeneities in behavioral change. We propose the use of an advanced factor-augmented regularized prediction model (FarmPredict) to exploit the mobile app usage patterns for predicting happiness and stress before and after the pandemic outbreak. Mobile app usage data contain useful signals: Both latent factors and idiosyncratic residuals extracted from app usage by a factor model contribute to predicting happiness and stress; the common factors meaningfully capture app usage patterns and digital lifestyles, while idiosyncratic residuals carry valuable individualized information. Moreover, a first-difference analysis identifies the app categories and latent factors that predicted changes in well-being during the pandemic. To assess the ecological validity of the model with a different population and stressor, we further validate the findings in a separate lab experiment using an undergraduate student sample whose subjective well-being fluctuates during the finals season. Across contexts, individuals’ digital behaviors coupled with FarmPredict function as a population-level “hedonometer”: They provide a continuous, passive indicator of well-being, clarify the roles of common lifestyle factors versus idiosyncratic residuals, and help identify psychologically vulnerable subpopulations.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"43 3","pages":"Pages 906-928"},"PeriodicalIF":8.7,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148916598","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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

A window of opportunity: transparent packaging affects product preference via psychological ownership 机会之窗：透明包装通过心理所有权影响产品偏好

IF 8.7 2区管理学

International Journal of Research in Marketing Pub Date : 2026-09-01 Epub Date: 2026-02-03 DOI: 10.1016/j.ijresmar.2026.01.008

Eva Marckhgott, Bernadette Kamleitner, Zachary Estes

引用次数: 0

Implementing e-commerce channels in business-to-business selling 在企业对企业销售中实施电子商务渠道

IF 8.7 2区管理学

International Journal of Research in Marketing Pub Date : 2026-09-01 Epub Date: 2025-10-11 DOI: 10.1016/j.ijresmar.2025.10.003

Roland Kassemeier, Sascha Alavi, Johannes Habel

{"title":"Implementing e-commerce channels in business-to-business selling","authors":"Roland Kassemeier, Sascha Alavi, Johannes Habel","doi":"10.1016/j.ijresmar.2025.10.003","DOIUrl":"10.1016/j.ijresmar.2025.10.003","url":null,"abstract":"<div><div>E-commerce channels are becoming increasingly popular in business-to-business (B2B) markets and promise efficiency gains to salespeople and companies. However, enabling customers to serve themselves through e-commerce channels disrupts selling practices, requiring salespeople to adapt while exposing them to multiple risks. Strikingly, prior literature is silent on the consequences of e-commerce channel additions for salespeople. Drawing on goal systems theory, the authors propose opposing effects of the e-commerce implementation on salespeople’s customer coverage and consultation quality. The authors conduct a multimethod approach combining a natural experiment in which an industrial distributor implemented an e-commerce channel (n = 20,280 observations from 845 salespeople) with two online experiments (n = 551 salespeople). Collectively, results show that the e-commerce implementation increases salespeople’s customer coverage but lowers their consultation quality. The beneficial and harmful effects are strongly contingent on salespeople’s past customer acquisition and tenure. Incentivizing salespeople on e-commerce revenue increases the effect on customer coverage and mitigates the harmful effect on consultation quality, while sales manager multichannel promotion emerged as ineffective in these respects. Thus, this study offers managers actionable recommendations on how to improve multichannel selling in B2B contexts.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"43 3","pages":"Pages 750-771"},"PeriodicalIF":8.7,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148924605","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Predicting livestream shopping success 预测直播购物的成功

IF 8.7 2区管理学

International Journal of Research in Marketing Pub Date : 2026-09-01 Epub Date: 2025-12-28 DOI: 10.1016/j.ijresmar.2025.12.002

Zekun Liu, Weiqing Zhang, Xiao Liu, Eitan Muller, Feiyu Xiong

{"title":"Predicting livestream shopping success","authors":"Zekun Liu, Weiqing Zhang, Xiao Liu, Eitan Muller, Feiyu Xiong","doi":"10.1016/j.ijresmar.2025.12.002","DOIUrl":"10.1016/j.ijresmar.2025.12.002","url":null,"abstract":"<div><div>Despite the popularity of the livestream shopping industry—projected to surpass $830 billion in China and $68 billion in the U.S. by 2026—research on identifying the factors that drive success in this industry remains scarce, primarily because of the complexity of this environment. In this study, we use data from Taobao Live, the largest livestream shopping platform, to predict the success of sellers hosting livestream sessions. We develop a scoring model using a comprehensive set of livestream strategies and metrics, including session strategies, product assortment strategies, livestream content metrics, and engagement metrics. We find that incorporating session and assortment strategies and livestream content and engagement metrics improves the accuracy of sales performance predictions by 25.6%. Additionally, we identify the key strategies and metrics that are most predictive of sales performance. The proposed predictive framework not only helps in identifying promising sellers but also enhances the understanding of the complex dynamics of the livestream shopping ecosystem, providing valuable insights for stakeholders such as investors, lenders, suppliers, and platform operators.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"43 3","pages":"Pages 866-883"},"PeriodicalIF":8.7,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148916596","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0