International Journal of Research in Marketing最新文献_第3页

Standing out from the crowd: When and why color complexity in social media images increases user engagement 从人群中脱颖而出:社交媒体图像中的色彩复杂性何时以及为什么会增加用户参与度

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2024-06-01 DOI: 10.1016/j.ijresmar.2023.08.007

Vamsi K. Kanuri , Christian Hughes , Brady T. Hodges

{"title":"Standing out from the crowd: When and why color complexity in social media images increases user engagement","authors":"Vamsi K. Kanuri , Christian Hughes , Brady T. Hodges","doi":"10.1016/j.ijresmar.2023.08.007","DOIUrl":"10.1016/j.ijresmar.2023.08.007","url":null,"abstract":"<div><p>Firms increasingly rely on images to drive user engagement with their social media content. However, evidence is limited on when and why image characteristics can draw social media users’ attention and increase engagement. In this research, the authors theorize that color complexity in images can serve as an external cue that draws social media users’ attention and provokes a shift from the peripheral processing mode to the central processing mode. This shift can result in deeper processing of the social media post that features the image, thus increasing the likelihood of the users’ engagement with the post. They further reveal heterogeneity in the effect of color complexity due to the time of day when the users are exposed to the image, image height, and sentiment and complexity in the text accompanying the image. The results are consistent across an empirical analysis of two proprietary Facebook datasets from distinct industries and time periods and confirmed by two biometric eye-tracking experiments that provide process evidence. The findings have important implications for both content marketers and academics as they seek to identify content features that can maximize user engagement on social media.</p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"41 2","pages":"Pages 174-193"},"PeriodicalIF":7.0,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48204998","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

How mortality salience hurts brands with different personalities 死亡率显著性如何伤害不同个性的品牌

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2024-06-01 DOI: 10.1016/j.ijresmar.2023.11.002

Polina Landgraf , Antonios Stamatogiannakis , Haiyang Yang

{"title":"How mortality salience hurts brands with different personalities","authors":"Polina Landgraf , Antonios Stamatogiannakis , Haiyang Yang","doi":"10.1016/j.ijresmar.2023.11.002","DOIUrl":"10.1016/j.ijresmar.2023.11.002","url":null,"abstract":"<div><p>From deadly disease outbreaks to crimes and terrorism, consumers often experience mortality salience (MS). This research examines how MS-inducing events impact brand evaluations. We propose that under MS, consumers avoid experiencing change. Because consumers perceive brands with an exciting personality to be more closely associated with the notion of change than brands with other types of personality, the onset of MS is more likely to hurt the evaluations of exciting brands than those of other brands. Study 1, a large-scale secondary data study, showed that the 9/11 terror attacks degraded consumers’ evaluations of exciting brands but not of other types of brands. Subsequent studies demonstrated causality and the underlying mechanism. In Study 2, experimentally inducing MS decreased evaluations of an exciting brand but not of a control brand. Using a process-by-moderation approach, Study 3 showed that manipulating consumers’ perception of the extent to which an exciting brand was associated with the notion of change moderated the negative impact of MS on brand evaluations. Studies 4a-4b demonstrated that consumers’ tendency to avoid experiencing change mediated the detrimental effect of MS on the evaluations of an exciting brand but not of a control brand. These findings add to the literature on branding and offer practical insights for brand management during crises.</p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"41 2","pages":"Pages 308-324"},"PeriodicalIF":7.0,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0167811623000824/pdfft?md5=1ffa4333c5e823e709db53148ec3cc47&pid=1-s2.0-S0167811623000824-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138492517","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

Seeing is smelling: Pictures improve product evaluations by evoking olfactory imagery 视觉就是嗅觉：图片通过唤起嗅觉想象改善产品评价

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2024-06-01 DOI: 10.1016/j.ijresmar.2024.02.001

Varun Sharma , Zachary Estes

{"title":"Seeing is smelling: Pictures improve product evaluations by evoking olfactory imagery","authors":"Varun Sharma , Zachary Estes","doi":"10.1016/j.ijresmar.2024.02.001","DOIUrl":"10.1016/j.ijresmar.2024.02.001","url":null,"abstract":"<div><p>Scents can improve product evaluations, but incorporating scents in advertising and packaging is relatively inefficient and oftentimes hard to implement (e.g., online). We therefore present a theoretical framework that explains how pictures on packages and in advertisements can evoke imagined scents (olfactory imagery), thereby improving evaluations and increasing choice shares, without delivering any actual scent. Seven main studies (and four supplemental studies) demonstrate this visual-olfactory effect on product evaluations and choices, and reveal three conditions that accentuate, eliminate, and reverse this effect. First, the effect of olfactory imagery on product evaluation is greater among consumers with a stronger need for smell. Second, although many products are marketed with scented versions, we show that pictures only improve evaluations of products for which scent is a relevant or typical attribute. Moreover, although deodorizing products frequently utilize pictures of malodorous objects, we show that such pictures actually harm evaluations. By revealing that pictures can evoke imagined scents, which affect product evaluations even without an actual scent, this research demonstrates that scent has far more pervasive and powerful marketing potential than previously thought.</p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"41 2","pages":"Pages 282-307"},"PeriodicalIF":7.0,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0167811624000077/pdfft?md5=0687929bf36a53645293cf860935ecdb&pid=1-s2.0-S0167811624000077-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139891545","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

Reported and communicated shifts in strategic emphasis and firm performance 战略重点与企业绩效的报告和沟通转变

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2024-06-01 DOI: 10.1016/j.ijresmar.2023.08.006

Sonja Gensler , Karlo Oehring , Thorsten Wiesel

{"title":"Reported and communicated shifts in strategic emphasis and firm performance","authors":"Sonja Gensler , Karlo Oehring , Thorsten Wiesel","doi":"10.1016/j.ijresmar.2023.08.006","DOIUrl":"10.1016/j.ijresmar.2023.08.006","url":null,"abstract":"<div><p>In light of scarce resources, firms strategically weigh off between investments in value creation and value appropriation. They do so by placing more emphasis on one of the two strategic orientations which defines their strategic emphasis. So far, literature has relied on accounting data – specifically on reported investments in R&D and advertising – to operationalize <em>reported strategic emphasis</em> and studied its association with a firm’s financial performance. Previous studies suggest that firms benefit from emphasizing value appropriation. However, we show that the association between shifts in reported strategic emphasis and stock returns has actually changed over time. These days, the stock market wants firms to balance their strategic orientation. Moreover, this study not only takes a firm’s reported strategic emphasis into account but also considers what firms communicate about their strategic orientation. The study infers <em>communicated strategic emphasis</em> from a firm’s ‘Management Discussion & Analysis’ (MD&A) section of its Form 10-K filings. The authors develop a special purpose dictionary and show that what firms say about their strategic emphasis matters to investors in addition to what they report. The authors further discuss differences in the relevance of shifts in strategic emphasis across industries. Especially, the distinction between reported and communicated shifts in strategic emphasis provides novel managerial insights and avenues for future marketing strategy research.</p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"41 2","pages":"Pages 220-240"},"PeriodicalIF":7.0,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49058387","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

Introduction: Special section on Contemporary marketing strategy research 导言：当代营销战略研究专栏

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2024-06-01 DOI: 10.1016/j.ijresmar.2024.04.004

Gaia Rubera, Kapil Tuli, Stefan Wuyts

引用次数: 0

Navigating the Double-Edged Sword: Executive hubris and its impact on customer acquisition and retention 驾驭双刃剑：高管的傲慢及其对争取和留住客户的影响

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2024-06-01 DOI: 10.1016/j.ijresmar.2023.12.002

Flora F. Gu , Fine F. Leung , Danny T. Wang , Yi Tang

{"title":"Navigating the Double-Edged Sword: Executive hubris and its impact on customer acquisition and retention","authors":"Flora F. Gu , Fine F. Leung , Danny T. Wang , Yi Tang","doi":"10.1016/j.ijresmar.2023.12.002","DOIUrl":"10.1016/j.ijresmar.2023.12.002","url":null,"abstract":"<div><p>This research employs upper echelons theory to examine whether executive hubris augments a firm's customer acquisition while concurrently impairing its customer retention. Drawing on an information processing perspective, we suggest that the influence of executive hubris on customer acquisition and retention is shaped by executives' selective attention to information. This influence is observed to amplify in the presence of market uncertainty and recede with an increase in firm product market experience. We validate these predictions through a mixed-method research design. Study 1 includes an original survey that gathers multi-informant responses, coupled with the subsequent year's ROA data, to assess the role of hubris and the moderating effects of market uncertainty and firm product market experience. Study 2 consists of two experimental studies that manipulate executive hubris to test its causal influence on customer acquisition and retention. Moreover, we utilize an eye-tracking method to examine whether the proposed influence is driven by executives' selective information processing. Our findings enhance the existing literature on upper echelons and marketing strategy, providing practical insights to align executive traits with firms' marketing objectives.</p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"41 2","pages":"Pages 362-382"},"PeriodicalIF":7.0,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138821376","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

Announcement Winner of 2024 Jan-Benedict E.M. Steenkamp Award for Long-Term Impact 宣布 2024 年 Jan-Benedict E.M. Steenkamp 长期影响奖得主

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2024-06-01 DOI: 10.1016/S0167-8116(24)00032-6

引用次数: 0

Brand advertising competition across economic cycles 跨经济周期的品牌广告竞争

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2024-06-01 DOI: 10.1016/j.ijresmar.2023.11.001

Peren Özturan , Barbara Deleersnyder , Ayşegül Özsomer

{"title":"Brand advertising competition across economic cycles","authors":"Peren Özturan , Barbara Deleersnyder , Ayşegül Özsomer","doi":"10.1016/j.ijresmar.2023.11.001","DOIUrl":"10.1016/j.ijresmar.2023.11.001","url":null,"abstract":"<div><p>This study investigates how brands’ responses to competitors’ advertising actions change over the business cycle. In an empirical analysis of advertising activity by 105 brands in six consumer packaged goods categories over 10 years in a market that experienced severe economic swings, we show that managers become more aggressive in contractions. Brands respond not only more often to competitors’ advertising but also more intensely. Different brands react in contractions. Brand leaders respond less often and intensely in bad times; by contrast, premium-tier brands seem to avoid competition in good times but aggressively defend their position in bad times, especially against cheaper competitors, which are more popular in contractions. We corroborate the validity of our findings through in-depth interviews with executives and introduce two useful metrics, <em>aggressivity</em> and <em>receptivity</em>, to map changes in brand competition in an industry when economic conditions change. Collectively, the findings show how managers can better anticipate competitive advertising reactions in good and bad economic times.</p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"41 2","pages":"Pages 325-343"},"PeriodicalIF":7.0,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0167811623000812/pdfft?md5=4e94433dab3aec752e1ea063360c951d&pid=1-s2.0-S0167811623000812-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138494448","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

Announcement 2024 Outstanding IJRM Area Editors and ERBs 宣布 2024 年《国际期刊与读者关系管理》杰出地区编辑和专家评审员名单

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2024-06-01 DOI: 10.1016/S0167-8116(24)00034-X

引用次数: 0

Hitting the bullseye: Accurately measuring willingness to pay for innovations with open and closed direct questions 正中靶心：用开放式和封闭式直接问题准确衡量创新的支付意愿

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2024-06-01 DOI: 10.1016/j.ijresmar.2023.12.003

Jonas Schmidt , Michael Steiner , Manfred Krafft , Nadine Eckel , Darren W. Dahl

{"title":"Hitting the bullseye: Accurately measuring willingness to pay for innovations with open and closed direct questions","authors":"Jonas Schmidt , Michael Steiner , Manfred Krafft , Nadine Eckel , Darren W. Dahl","doi":"10.1016/j.ijresmar.2023.12.003","DOIUrl":"10.1016/j.ijresmar.2023.12.003","url":null,"abstract":"<div><p>Knowledge of a customer’s willingness to pay (WTP) at early stages of product development is key to the success of innovations. However, since innovative products do not exist yet, only the hypothetical WTP can be surveyed, inducing a measurement bias. Unfortunately, little is known about the factors that induce this bias and how it differs depending on the method utilized in measuring WTP. We address this gap by focusing on direct methods to survey hypothetical WTP. Based on anchoring theory and the corresponding psychological mechanisms for open questions as well as closed questions, we conducted two experiments, each comprised of a survey and a field study. The experiments differ regarding the product category and the product’s degree of innovativeness. Our results show that open questions are less accurate in estimating real WTP than closed questions. Further, our research offers insights into moderating factors that influence the efficacy of open and closed questions. For example, for customers with a very high product category knowledge, open questions are applicable, while closed questions result in higher accuracy when accounting for the customers’ cognitive abilities.</p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"41 2","pages":"Pages 383-402"},"PeriodicalIF":7.0,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S016781162300085X/pdfft?md5=48a96b2913080b49b24b49b2ad89cb7a&pid=1-s2.0-S016781162300085X-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138824103","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