International Journal of Research in Marketing最新文献_第4页

Theorizing regressive nostalgia: Understanding exclusionary consumers as a brand threat 理论回归怀旧：理解排外消费者作为品牌威胁

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2025-06-01 DOI: 10.1016/j.ijresmar.2024.09.006

Chloe Preece , Finola Kerrigan , Daragh O’Reilly

{"title":"Theorizing regressive nostalgia: Understanding exclusionary consumers as a brand threat","authors":"Chloe Preece , Finola Kerrigan , Daragh O’Reilly","doi":"10.1016/j.ijresmar.2024.09.006","DOIUrl":"10.1016/j.ijresmar.2024.09.006","url":null,"abstract":"<div><div>This paper contributes to understanding the relevance of a negative nostalgia in branding research. The significance of nostalgia for consumer researchers has long been noted: it has been shown to delight and enchant consumers, influence consumption preferences, and lead to stronger brand attachment and loyalty. However, while the focus in marketing has been on nostalgia as a positive emotion, it is clear that aggression and exclusion are at the heart of many nostalgic narratives. This paper argues that these darker implications of nostalgia for brands have yet to be fully uncovered. In theorizing a form of negative nostalgia, which we term regressive nostalgia, we highlight three key characteristics: temporal dislocation to idealized and imagined past times which is articulated as a preference for racial and cultural purity, and heroic masculinity. We examine the James Bond brand, which came into existence over seventy years ago, to understand how consumers attracted to previous versions of a brand react adversely to new versions of the brand yet remain loyal. Our study also offers guidance to marketing practitioners on how to shield a brand’s contemporary positioning from potential negative connotations of regressive nostalgia.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"42 2","pages":"Pages 411-432"},"PeriodicalIF":5.9,"publicationDate":"2025-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144223688","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

Strange case of Dr. Bidder and Mr. Entrant: Consumer preference inconsistencies in costly price offers 出价博士和入价先生的奇特案例：高成本价格要约中的消费者偏好不一致性

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2025-06-01 DOI: 10.1016/j.ijresmar.2024.08.006

Robert Zeithammer , Lucas Stich , Martin Spann , Gerald Häubl

{"title":"Strange case of Dr. Bidder and Mr. Entrant: Consumer preference inconsistencies in costly price offers","authors":"Robert Zeithammer , Lucas Stich , Martin Spann , Gerald Häubl","doi":"10.1016/j.ijresmar.2024.08.006","DOIUrl":"10.1016/j.ijresmar.2024.08.006","url":null,"abstract":"<div><div>Consumers make price offers to sellers in a variety of domains, such as when buying cars or houses or when bidding in auctions for airline upgrades, art, or collectibles. Submitting an offer typically entails administrative, waiting, and opportunity costs. Making such costly price offers involves two intertwined decisions—in addition to determining how much to offer, consumers must also decide whether to make an offer in the first place. We examine the impact of offer-submission costs on consumer behavior using a series of incentive-compatible experiments. Our findings reveal a preference inconsistency, whereby the preferences implied by one of the decisions do not align with the preferences implied by the other. In particular, potential buyers enter more often than their offer amounts would predict based on standard economic models. This preference inconsistency is robust to two interventions designed to help consumers make offer-amount and entry decisions—(1)the provision of interactive-feedback decision aids and (2)the sequencing of the two sub-decisions in the normative order. Neither of these interventions resolves the inconsistency. Instead, the patterns of results suggest that consumers approach the offer-amount and entry decisions as if they were <em>unrelated</em>. We discuss the implications of our findings for the design of offer-submission interfaces, as well as for econometric attempts to infer consumer preferences from offer and bidding data.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"42 2","pages":"Pages 255-274"},"PeriodicalIF":5.9,"publicationDate":"2025-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142257723","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:Winners of 2025 Jan-Benedict E.M. Steenkamp Award for Long-Term Impact 公告：2025年Jan-Benedict E.M. Steenkamp长期影响力奖获奖名单

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2025-06-01 DOI: 10.1016/S0167-8116(25)00051-5

引用次数: 0

Ideators’ success in innovation tournaments: Participation, productivity, or pressure? 创意家在创新竞赛中的成功：参与、效率还是压力？

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2025-06-01 DOI: 10.1016/j.ijresmar.2024.09.003

Christian Pescher , Gerard J. Tellis , Johann Füller

{"title":"Ideators’ success in innovation tournaments: Participation, productivity, or pressure?","authors":"Christian Pescher , Gerard J. Tellis , Johann Füller","doi":"10.1016/j.ijresmar.2024.09.003","DOIUrl":"10.1016/j.ijresmar.2024.09.003","url":null,"abstract":"<div><div>Success in innovation tournaments depends critically on ideators’ attributes. The authors test three important attributes: participation (i.e., one-shot vs. serial ideators), productivity (number of ideas submitted), and time pressure (approaching deadline). The data come from nine fixed-time innovation tournaments conducted for large corporations. Findings and contributions are as follows: first, while prior research has emphasized fixation or self-selection, we find that a diversity of skills (a) leads to serial participation and (b) favors success. Second, while prior research has led to contradictory results on productivity, we find that the number of prior cumulative ideas submitted within an innovation tournament positively affects success for serial but not one-shot ideators. However, the number of submitted ideas on a single day negatively affects success for all ideators. Third, while prior research has emphasized the importance of deadlines to avoid procrastination, we find that deadlines lead to rushing of ideas with a steeply increasing number of ideas but declining quality. The phenomenon of rushing is highest in the shortest innovation tournaments.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"42 2","pages":"Pages 335-364"},"PeriodicalIF":5.9,"publicationDate":"2025-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144223685","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

To post or not to post: How minority opinion and posting frequency impact online review posting 发帖还是不发帖？少数意见和发布频率如何影响在线评论的发布

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2025-06-01 DOI: 10.1016/j.ijresmar.2024.08.005

Jana Möller-Herm , Sabrina A. Gottschalk , Alexander Mafael

{"title":"To post or not to post: How minority opinion and posting frequency impact online review posting","authors":"Jana Möller-Herm , Sabrina A. Gottschalk , Alexander Mafael","doi":"10.1016/j.ijresmar.2024.08.005","DOIUrl":"10.1016/j.ijresmar.2024.08.005","url":null,"abstract":"<div><div>Consumers are often exposed to prior reviews when considering posting themselves. We examine how finding one’s opinion in the minority (vs. majority) of previous ratings affects a consumer’s decision to post. Specifically, we contrast the posting decisions of frequent posters with those of less frequent posters. Results from seven experimental studies show that frequent posters prefer review environments in which their opinion belongs to the minority of previously posted ratings. We support these findings with additional evidence from secondary review data. This behavior sets them apart from infrequent posters, who are reluctant to share minority opinions. In addition, we show that this effect is driven by differences in how a minority post is perceived: As an opportunity to signal one’s reviewer identity or as socially risky. Based on these insights, we explore how rating platforms can motivate review posting, particularly among infrequent posters. Our findings extend previous research on social influence effects in online reviews and have implications for various stakeholders who rely on and aim to solicit reviews on rating platforms.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"42 2","pages":"Pages 235-254"},"PeriodicalIF":5.9,"publicationDate":"2025-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142176540","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

Outstanding IJRM Area Editors and Reviewers 杰出的IJRM领域编辑和审稿人

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2025-06-01 DOI: 10.1016/S0167-8116(25)00053-9

引用次数: 0

Physical appearance improvements increase prosocial behavior 外表的改善会增加亲社会行为

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2025-06-01 DOI: 10.1016/j.ijresmar.2024.09.001

Natalia Kononov , Danit Ein-Gar , Stefano Puntoni

{"title":"Physical appearance improvements increase prosocial behavior","authors":"Natalia Kononov , Danit Ein-Gar , Stefano Puntoni","doi":"10.1016/j.ijresmar.2024.09.001","DOIUrl":"10.1016/j.ijresmar.2024.09.001","url":null,"abstract":"<div><div>Consumers are increasingly focusing on enhancing their beauty, a global trend significantly driven by the pervasive influence of social media. The substantial investments of both money and time into personal appearance improvement raises questions about the broader societal effects of such behavior. This study explores whether improvements in individuals’ beautifying physical appearance can influence their behavior in areas unrelated to beauty, particularly in regard to prosocial consumer behavior. Across seven studies, including a field experiment, we find that engaging in physical appearance improvement, either actual or digital, increases public self-awareness among consumers. This heightened awareness leads to more frequent prosocial actions, such as charitable donations and ethical purchasing decisions. Furthermore, our research suggests that this inclination towards prosocial behavior becomes more pronounced with improvements in appearance that are noticeable to others. Recognizing physical improvement as a catalyst for prosociality holds significant implications for nonprofit organizations, offering opportunities to craft more effective appeals and optimize advertising strategies to foster prosocial behavior.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"42 2","pages":"Pages 316-334"},"PeriodicalIF":5.9,"publicationDate":"2025-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144223684","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

Online reviews: A literature review and roadmap for future research 在线评论：文献综述和未来研究路线图

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2025-06-01 DOI: 10.1016/j.ijresmar.2024.08.009

Martina Pocchiari , Davide Proserpio , Yaniv Dover

引用次数: 0

Emoji marketing: Toward a theory of brand paralinguistics 表情符号营销：迈向品牌副语言学理论

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2025-03-01 DOI: 10.1016/j.ijresmar.2024.06.002

Jacob Almaguer , Reto Felix , Colleen M. Harmeling

{"title":"Emoji marketing: Toward a theory of brand paralinguistics","authors":"Jacob Almaguer , Reto Felix , Colleen M. Harmeling","doi":"10.1016/j.ijresmar.2024.06.002","DOIUrl":"10.1016/j.ijresmar.2024.06.002","url":null,"abstract":"<div><div>Emojis, or pictographs that supplement or replace written language, have become ubiquitous in contemporary communication, including emoji marketing. Drawing on insights from linguistics and sign theory, the current research proposes an emoji marketing framework in which emoji symbolism (symbolic vs. iconic emoji use) affects consumers’ message appraisals (perceived message intimacy and clarity), which in turn influence brand cultural relevance (propositions P1 and P2). Emoji syntax (i.e., whether emojis are supplemented with text or not) and marketer-consumer group relatedness (shared vs. unshared group membership) moderate the relationship between emoji symbolism and consumers’ message appraisals. The framework suggests that messages that use emojis as symbols, relative to no-emoji (text-only) marketing messages, evoke greater perceived message clarity (P3a) and greater perceived message intimacy (P4a) if those emojis are supplemented with text, as well as greater intimacy if group relatedness is shared (P5a). In contrast, if messages use emojis as icons, again relative to no-emoji (text-only) marketing messages, they produce greater perceived message clarity if emojis are not supplemented with text (P3b) and higher perceived message clarity and intimacy regardless of marketer-consumer group relatedness (P4b and P5b). The authors present several implications and pertinent avenues for research that can leverage this novel emoji marketing framework.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"42 1","pages":"Pages 95-112"},"PeriodicalIF":5.9,"publicationDate":"2025-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141852263","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

The power of generative marketing: Can generative AI create superhuman visual marketing content? 生成式营销的力量：生成式人工智能能创造超人的视觉营销内容吗？

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2025-03-01 DOI: 10.1016/j.ijresmar.2024.09.002

Jochen Hartmann , Yannick Exner , Samuel Domdey

{"title":"The power of generative marketing: Can generative AI create superhuman visual marketing content?","authors":"Jochen Hartmann , Yannick Exner , Samuel Domdey","doi":"10.1016/j.ijresmar.2024.09.002","DOIUrl":"10.1016/j.ijresmar.2024.09.002","url":null,"abstract":"<div><div>Generative AI’s capacity to create photorealistic images has the potential to augment human creativity and disrupt the economics of visual marketing content production. This research systematically compares the performance of AI-generated to human-made marketing images across important marketing dimensions. First, we prompt seven state-of-the-art generative text-to-image models (DALL-E 3, Midjourney v6, Firefly 2, Imagen 2, Imagine, Stable Diffusion XL Turbo, and Realistic Vision) to create <span><math><mrow><mn>10</mn><mo>,</mo><mn>320</mn></mrow></math></span> synthetic marketing images, using <span><math><mrow><mn>2</mn><mo>,</mo><mn>400</mn></mrow></math></span> real-world, human-made images as input. <span><math><mrow><mn>254</mn><mo>,</mo><mn>400</mn></mrow></math></span> human evaluations of these images show that AI-generated marketing imagery can surpass human-made images in quality, realism, and aesthetics. Second, we give identical creative briefings to commissioned human freelancers and the AI models, showing that the best synthetic images also excel in ad creativity, ad attitudes, and prompt following. Third, a field study with more than <span><math><mrow><mn>173</mn><mo>,</mo><mn>000</mn></mrow></math></span> impressions demonstrates that AI-generated banner ads can compete with professional human-made stock photography, achieving an up to <span><math><mrow><mn>50</mn><mo>%</mo></mrow></math></span> higher click-through rate than a human-made image. Collectively, our findings suggest that the paradigm shift brought about by generative AI can help advertisers produce marketing content not only faster and orders of magnitude cheaper but also at superhuman effectiveness levels with important implications for firms, consumers, and policymakers. To facilitate future research on AI-generated marketing imagery, we release <span><span>GenImageNet</span><svg><path></path></svg></span> that contains all of our synthetic images and their human ratings.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"42 1","pages":"Pages 13-31"},"PeriodicalIF":5.9,"publicationDate":"2025-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143508665","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