International Journal of Research in Marketing最新文献_第10页

Corrigendum to “Modelling short-and long-term marketing effects in the consumer purchase journey” [Int. J. Res. Mark. 39(1) (2022) 96–116] “为消费者购买过程中的短期和长期营销效果建模”的勘误表[Int.]J. Res. Mark. 39(1) (2022) 96-116]

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-06-01 DOI: 10.1016/j.ijresmar.2022.10.003

P.M. Cain

引用次数: 0

Drivers of the synergy between price cuts and store flyer advertising at supermarkets and discounters 超市和折扣店降价和商店传单广告之间协同作用的驱动因素

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-06-01 DOI: 10.1016/j.ijresmar.2022.10.001

Kai A. Widdecke , Wiebke I.Y. Keller , Karen Gedenk , Barbara Deleersnyder

{"title":"Drivers of the synergy between price cuts and store flyer advertising at supermarkets and discounters","authors":"Kai A. Widdecke , Wiebke I.Y. Keller , Karen Gedenk , Barbara Deleersnyder","doi":"10.1016/j.ijresmar.2022.10.001","DOIUrl":"10.1016/j.ijresmar.2022.10.001","url":null,"abstract":"<div><p>Despite retailers’ intense use of both price cuts and store flyer advertising, it is still unclear whether and when it is beneficial for retailers to <em>combine</em> the two promotion tools at the same time as opposed to using them <em>separately</em>. We systematically investigate synergies between price cuts and store flyers for a broad set of 488 brands from 44 consumer packaged goods categories across six leading German retailers. We find that a clear majority of the brands benefit from positive synergies and hence, combining price cuts and store flyer advertising is recommended, especially at supermarkets. This synergy can be strong. For instance, a 15 % price cut without store flyer support at a supermarket, on average, increases sales by 11 %, and medium spending on store flyers for the brand at its regular (non-promoted) price results in a sales lift of 8 %. The combined use of both tools, however, increases sales by 52 %, much more than the sum of their separate effects (11 % + 8 % = 19 %). Yet, there is also substantial variance in the synergy, which we explain with retailer format (supermarkets versus discounters) as well as various brand and category characteristics. Our findings have important implications for the coordination of promotion activities by retailers.</p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":null,"pages":null},"PeriodicalIF":7.0,"publicationDate":"2023-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41979998","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: 1

What makes the corporate social responsibility impact on Customer–Company identification stronger? A meta-analysis 企业社会责任对顾客-公司认同的影响为何更强?一个荟萃分析

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-06-01 DOI: 10.1016/j.ijresmar.2022.09.002

Valter Afonso Vieira , Jeremy S. Wolter , Clécio Falcão Araujo , Ricardo Saraiva Frio

{"title":"What makes the corporate social responsibility impact on Customer–Company identification stronger? A meta-analysis","authors":"Valter Afonso Vieira , Jeremy S. Wolter , Clécio Falcão Araujo , Ricardo Saraiva Frio","doi":"10.1016/j.ijresmar.2022.09.002","DOIUrl":"10.1016/j.ijresmar.2022.09.002","url":null,"abstract":"<div><p>Customer–company identification (CCI) has been highlighted as an important mechanism that explains the relationship between corporate social responsibility (CSR) and customer outcomes such as customer loyalty and word-of-mouth (WOM). However, findings on when and how this mechanism works are mixed. To uncover the viability and strength of CSR’s indirect effect on customer outcomes through CCI, we conduct a <em>meta</em>-analysis testing a moderated mediated framework. This analysis incorporates 237independent effect sizes from<!--> <span>58,766 individuals and 86 papers to examine the indirect effect of CSR on customer loyalty and WOM through CCI, while simultaneously testing a range of substantive and control moderators. The results reveal that 1) CSR has a main effect on CCI, 2) CCI mediates the effect of CSR on customer loyalty and WOM, and 3) there are significant theoretical moderators that amplify and reduce CSR’s relationship with CCI. The paper’s year of publication and industry controversy (versus non-controversy) mitigate the relationship between CSR and CCI, while collectivism and a holistic focus augment it.</span></p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":null,"pages":null},"PeriodicalIF":7.0,"publicationDate":"2023-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49174323","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: 3

Advertising’s sequence of effects on consumer mindset and sales: A comparison across brands and product categories 广告对消费者心态和销售的影响序列：品牌和产品类别的比较

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-06-01 DOI: 10.1016/j.ijresmar.2022.12.002

Albert Valenti , Gokhan Yildirim , Marc Vanhuele , Shuba Srinivasan , Koen Pauwels

{"title":"Advertising’s sequence of effects on consumer mindset and sales: A comparison across brands and product categories","authors":"Albert Valenti , Gokhan Yildirim , Marc Vanhuele , Shuba Srinivasan , Koen Pauwels","doi":"10.1016/j.ijresmar.2022.12.002","DOIUrl":"10.1016/j.ijresmar.2022.12.002","url":null,"abstract":"<div><p>Advertising has the power to influence how consumers experience, think, and feel about brands, but the sequence of these mindset effects may differ by brand and category. This paper analyzes how the mindset factors of cognition, affect, and experience mediate advertising effects on sales, using data from 178 fast-moving consumer good brands in 18 categories over seven years. The authors compare the models proposed in the literature and conclude that the concept of sequentiality in advertising effects holds up well. Importantly, the sequence varies across brands, with the affect → cognition → experience (ACE) sequence being the most common. Brand differentiation and the hedonic versus utilitarian nature of the product category moderate the incidence of the ACE sequence: this sequence is even more likely for utilitarian products and less differentiated brands. For managers, the results show that the last mindset factor in the sequence is the most important in driving sales, with cognition being most responsive to advertising among the mindset factors. Moreover, in utilitarian categories, highly differentiated brands can expect about seven times higher advertising responsiveness of affect than less differentiated brands.</p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":null,"pages":null},"PeriodicalIF":7.0,"publicationDate":"2023-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44504924","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: 1

On ChatGPT and beyond: How generative artificial intelligence may affect research, teaching, and practice 论ChatGPT及其后：生成人工智能如何影响研究、教学和实践

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-06-01 DOI: 10.1016/j.ijresmar.2023.03.001

Renana Peres , Martin Schreier , David Schweidel , Alina Sorescu

引用次数: 34

Outstanding IJRM Area Editors and Reviewers 杰出的IJRM领域编辑和评论家

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-06-01 DOI: 10.1016/S0167-8116(23)00026-5

引用次数: 0

How institutional logics shape fairness in crowdsourcing: The case of Threadless 制度逻辑如何塑造众包的公平性:以无线程为例

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-06-01 DOI: 10.1016/j.ijresmar.2022.10.002

Annetta Grant , Henri Weijo , Peter A. Dacin

{"title":"How institutional logics shape fairness in crowdsourcing: The case of Threadless","authors":"Annetta Grant , Henri Weijo , Peter A. Dacin","doi":"10.1016/j.ijresmar.2022.10.002","DOIUrl":"10.1016/j.ijresmar.2022.10.002","url":null,"abstract":"<div><p>Fairness is essential for successful crowdsourcing. Without it, companies run the risk of consumers not participating, or worse, sabotaging the crowdsourcing initiative. Yet little is known about how consumers determine what is fair in crowdsourcing. Building on theories of organizational justice and institutional logics, and using a longitudinal netnography of Threadless, a popular crowdsourcing platform, this paper shows how experiences of fairness stem from the interaction between two conflicting crowdsourcing logics: <em>the logic of renewal</em> and <em>the logic of community</em>. The two logics inform notions of fairness in crowdsourcing contests across procedural, distributive, and interactional justice dimensions. A balance between the two logics is ideal for maintaining fairness among a crowdsourcing community. We show the conditions in which crowdsourcing participants tolerate transgressions to each justice dimension, consequently emphasizing one logic over the other. Overall, our study advances theory on crowdsourcing logics and how they guide notions of procedural, distributive, and interactional fairness in crowdsourcing. Our study also offers new guidance on how to manage fairness in crowdsourcing.</p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":null,"pages":null},"PeriodicalIF":7.0,"publicationDate":"2023-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44785944","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

Managing service shutdowns: Cash refunds or vouchers? 管理服务关闭:现金退款还是凭证?

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-06-01 DOI: 10.1016/j.ijresmar.2022.11.002

Rachel R. Chen , Eitan Gerstner , Daniel Halbheer , Paolo Roma

{"title":"Managing service shutdowns: Cash refunds or vouchers?","authors":"Rachel R. Chen , Eitan Gerstner , Daniel Halbheer , Paolo Roma","doi":"10.1016/j.ijresmar.2022.11.002","DOIUrl":"10.1016/j.ijresmar.2022.11.002","url":null,"abstract":"<div><p>Service shutdowns—extended disruptions of operations—caused by exogenous events are on the rise. Such shutdowns pose major challenges for service providers, customers, and regulators. Providers prefer vouchers as a means of service recovery to limit bankruptcy risk, whereas customers demand cash refunds or vouchers that include a generous bonus. Regulators, on the other hand, insist that customers must be granted the right to be reimbursed in cash. This paper shows that a zero bonus is optimal under the voucher-only strategy, whereas the provider should always include a positive bonus with the voucher under the hybrid strategy that allows customers to choose between the cash refund and voucher options. Surprisingly, despite its higher flexibility in service recovery design, the hybrid strategy can be dominated by the voucher-only strategy in terms of profit and welfare. Moreover, we show that the ranking of strategies differs across the two important dimensions of expected profit and survival under shutdown. Finally, we study competition among providers and show that a high-quality provider is more likely to use cash-back as the service recovery strategy than its low-quality competitor.</p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":null,"pages":null},"PeriodicalIF":7.0,"publicationDate":"2023-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41913596","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

Cross-reward effects in a coalition loyalty program: The impact of a point currency devaluation 联盟忠诚度计划中的交叉奖励效应：点货币贬值的影响

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-06-01 DOI: 10.1016/j.ijresmar.2022.08.003

Valeria Stourm , Eric T. Bradlow

{"title":"Cross-reward effects in a coalition loyalty program: The impact of a point currency devaluation","authors":"Valeria Stourm , Eric T. Bradlow","doi":"10.1016/j.ijresmar.2022.08.003","DOIUrl":"10.1016/j.ijresmar.2022.08.003","url":null,"abstract":"<div><p>While single-brand reward programs encourage customers to remain loyal to that one brand, coalition programs encourage customers to be “promiscuous” by offering points redeemable across partner stores. Despite the benefits of this “open relationship” with customers, store managers face uncertainty as to how rewards offered by partners influence transactions at their own stores. We use a model of multi-store purchase incidence and spend to show how the value of points shared among partner stores can explain patterns in customer-level purchases across them. We also allow reward spillovers to be moderated by three measures of store affinity that characterize a coalition’s portfolio: the relative popularity, geographic distance, and overlap in product categories between each pair of stores.</p><p>For the coalition studied, popularity affinity was the main determinant of the valence of cross-reward effects, both before and after the devaluation. In contrast, category and geographic affinity had a smaller and more heterogenous impact. Through the use of an event where the loyalty program uniformly devalued the entire coalition’s value of reward points, we show that cross-reward effects changed (lessened), leading to larger financial losses for the most popular stores. While we do not observe changes to the composition of the coalition’s portfolio, our results also suggest that the value of a shared reward currency may be driven by the inclusion of smaller partners.</p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":null,"pages":null},"PeriodicalIF":7.0,"publicationDate":"2023-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42801854","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

Winner 2022 IJRM Best Article 荣获2022年IJRM最佳文章奖

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-06-01 DOI: 10.1016/S0167-8116(23)00028-9

引用次数: 0