International Journal of Research in Marketing最新文献_第7页

Timing customer reactivation initiatives 把握客户重新激活计划的时机

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-09-01 DOI: 10.1016/j.ijresmar.2023.05.001

Niels Holtrop , Jaap E. Wieringa

{"title":"Timing customer reactivation initiatives","authors":"Niels Holtrop , Jaap E. Wieringa","doi":"10.1016/j.ijresmar.2023.05.001","DOIUrl":"10.1016/j.ijresmar.2023.05.001","url":null,"abstract":"<div><p>Firms operating in non-contractual settings apply customer reactivation initiatives such as email messages to stimulate customers who have become inactive temporarily or permanently to resume their transaction activities. Thus, firms need to knowcustomers are inactive, anda customer becomes inactive. Existing approaches struggle to distinguish active from inactive customers and do not provide time-scale estimates of when to send reactivation mails. To address these shortcomings, we develop an approach to target and time the sending of reactivation mails. Building on control chart methods, we introduce a gamma–gamma control chart, modelling the average customer interpurchase time and the variation therein to determine activity boundaries. Crossing these boundaries signals a potential change in a customer’s purchasing activity, providing a signal to initiate customer reactivation. A field experiment in the greetings and gifts industry, supported by several additional analyses, illustrates the improved performance of our approach when it comes to signaling customer activity against a wide range of competing models. The improved performance of our method occurs particularly in settings where customers vary strongly in purchase and inactivity patterns.</p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"40 3","pages":"Pages 570-589"},"PeriodicalIF":7.0,"publicationDate":"2023-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46195378","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

The motivational dynamics of arousal and values in promoting sustainable behavior: A cognitive energetics perspective 从认知能量学的角度看促进可持续行为的唤醒动力和价值观

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-09-01 DOI: 10.1016/j.ijresmar.2022.12.004

Li Yan , Kyle B. Murray

{"title":"The motivational dynamics of arousal and values in promoting sustainable behavior: A cognitive energetics perspective","authors":"Li Yan , Kyle B. Murray","doi":"10.1016/j.ijresmar.2022.12.004","DOIUrl":"10.1016/j.ijresmar.2022.12.004","url":null,"abstract":"<div><p>This research applies Cognitive Energetics Theory (CET) to explain when and why consumers engage in sustainable behavior. Across six studies, we find a positive interaction effect of arousal and openness-to-change on sustainable behaviors. In particular, openness-to-change (vs conservation) increases the likelihood of engaging in effortful sustainable behaviors in a high-arousal state rather than in a low-arousal state. Interestingly, our results reveal that this interactive effect is explained by the tendency of consumers to believe that the target sustainable behavior requires <em>less effort</em>, when they are in a high-arousal state and endorsing openness-to-change. Moreover, perceived effort is positively related to sustainable behavior for experienced consumers but negatively related to the behavior for less experienced consumers. In addition, the effect of value and arousal on perceived effort is stronger among less experienced consumers but attenuated among more experienced consumers. Thus, arousal can serve as a catalyst to enhance value-consistent sustainable behaviors and help the less experienced consumers form habits. These findings contribute to CET by highlighting the important roles that values and arousal play in the motivational forces that drive and restrain sustainable behaviors. The results improve our understanding of how to motivate value-consistent sustainable behaviors, with implications for both marketers and policy-makers.</p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"40 3","pages":"Pages 679-699"},"PeriodicalIF":7.0,"publicationDate":"2023-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44939926","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: 2

Estimating the effect of brand beliefs on brand evaluations when beliefs are measured with error 当信念被误差测量时，估计品牌信念对品牌评价的影响

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-09-01 DOI: 10.1016/j.ijresmar.2023.02.002

Garrett P. Sonnier , Oliver J. Rutz , Adrian F. Ward

{"title":"Estimating the effect of brand beliefs on brand evaluations when beliefs are measured with error","authors":"Garrett P. Sonnier , Oliver J. Rutz , Adrian F. Ward","doi":"10.1016/j.ijresmar.2023.02.002","DOIUrl":"10.1016/j.ijresmar.2023.02.002","url":null,"abstract":"<div><p>We consider the internal validity of estimates of the effects of brand beliefs on brand evaluations when beliefs are measured with error. Consumer research suggests numerous errors that may impact belief measures. However, the literature has not determined precisely why and how myriad types of error matter for the evaluation-belief relationship. Furthermore, the literature has not explicitly considered what is necessary and sufficient to control for different types of belief error when using the latent general factor approach. We show that the important distinction for empirical research is not the origin of the error per se but its relationship to affective evaluation. Error related to brand evaluation has an inflationary effect on estimates of the evaluation-belief relationship while error unrelated to brand evaluation has an attenuating effect. We use a bifactor structural equations model to decompose belief measures into general and specific dimensions. The model uses bias free variation in specific beliefs to identify effects on brand evaluation while controlling for a general belief dimension correlated with evaluation. Compared to models that do not adjust for the bias, estimates of the bias corrected marginal effects are smaller but positive and significant.</p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"40 3","pages":"Pages 552-569"},"PeriodicalIF":7.0,"publicationDate":"2023-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44473236","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 business-to-business salespeople deal with buying center dissenters 企业对企业销售人员如何处理购买中心异议者

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-09-01 DOI: 10.1016/j.ijresmar.2023.02.001

Jeff S. Johnson

引用次数: 1

Adverse inclusion of asymmetric advertisers in position auctions 不对称广告客户在职位拍卖中的不利纳入

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-09-01 DOI: 10.1016/j.ijresmar.2023.01.001

Zibin Xu , Yi Zhu , Shantanu Dutta

引用次数: 2

Providing assets in the sharing economy: Low childhood socioeconomic status as a barrier 在共享经济中提供资产：儿童社会经济地位低下是一个障碍

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-09-01 DOI: 10.1016/j.ijresmar.2023.06.007

Yuechen Wu , Ruijuan Wang , Huizhen Jin , Meng Zhu

{"title":"Providing assets in the sharing economy: Low childhood socioeconomic status as a barrier","authors":"Yuechen Wu , Ruijuan Wang , Huizhen Jin , Meng Zhu","doi":"10.1016/j.ijresmar.2023.06.007","DOIUrl":"10.1016/j.ijresmar.2023.06.007","url":null,"abstract":"<div><p><span>In the past few decades, the modern marketplace has offered consumers a proliferation of models for consumption based on sharing and access. Extant literature provides systematic examinations of motives for consuming products through the sharing economy on the demand side, but factors that affect consumers' asset-providing decisions on the supply side remain understudied. The current paper explores whether the socioeconomic environment one grew up in might produce a long-lasting impact on willingness to sharing one’s unused assets. Results from the analysis of a national-level field dataset and six preregistered studies (combined </span><em>N</em> = 45,289) reveal that lower childhood socioeconomic status can hinder consumers’ asset-providing behavior, an effect that holds beyond the influence of other factors such as current SES and asset availability. We identify greater territorial feelings towards one’s assets as a central mechanism driving the decreased asset-providing behavior of consumers with a lower childhood socioeconomic background, and we show that asset providers’ closeness to potential borrowers attenuates the negative impact of lower childhood SES.</p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"40 3","pages":"Pages 534-551"},"PeriodicalIF":7.0,"publicationDate":"2023-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43568861","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

Understanding the sequential interdependence of mobile app adoption within and across categories 了解手机应用采用在类别内和类别间的顺序依赖关系

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-09-01 DOI: 10.1016/j.ijresmar.2023.06.004

Xiaochi Sun , Xuebin Cui , Yacheng Sun

{"title":"Understanding the sequential interdependence of mobile app adoption within and across categories","authors":"Xiaochi Sun , Xuebin Cui , Yacheng Sun","doi":"10.1016/j.ijresmar.2023.06.004","DOIUrl":"10.1016/j.ijresmar.2023.06.004","url":null,"abstract":"<div><p>This research examines the interdependencies in users’ sequential app adoptions within and across diverse app categories. We employ a Zero-inflated Negative Binomial (ZINB) model to analyze a unique, granular, and individual-level mobile app adoption dataset, revealing three main findings. First, users’ app adoption decisions are highly history-dependent and category-specific in a nonlinear fashion. Early adoption can enhance subsequent downloads within the same category for app categories with high needs evolvement and horizontal differentiation (e.g., Game and Education apps). However, it may crowd out subsequent downloads in other categories with low needs evolvement and horizontal differentiation (e.g., Communication and Social media apps). Second, these effects are further moderated by users’ individual characteristics such as app usage tenure and phone price. Third, there exist nontrivial app adoption spillovers across app categories. For example, users’ adoptions of apps with relatively high hedonic values (e.g., Game and Music apps) can suppress their subsequent need for apps with relatively high utilitarian values (e.g., Education and Online banking apps), and vice versa. Together, these results offer novel managerial implications for app developers and platforms to promote apps in different categories based on users’ adoption histories.</p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"40 3","pages":"Pages 659-678"},"PeriodicalIF":7.0,"publicationDate":"2023-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47621669","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

Can firms benefit from integrating high-frequency survey measures with objective service quality data? 企业能否从将高频调查指标与客观服务质量数据相结合中受益？

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-09-01 DOI: 10.1016/j.ijresmar.2023.06.001

Jihoon Cho , Anocha Aribarg , Puneet Manchanda

{"title":"Can firms benefit from integrating high-frequency survey measures with objective service quality data?","authors":"Jihoon Cho , Anocha Aribarg , Puneet Manchanda","doi":"10.1016/j.ijresmar.2023.06.001","DOIUrl":"10.1016/j.ijresmar.2023.06.001","url":null,"abstract":"<div><p>The advent of digitization has allowed firms to collect high-frequency data - subjective and objective - to monitor their service performance. This paper proposes a methodological framework to help firms understand the value of collecting these data. We apply the framework to novel high-frequency, individual-level, cross-sectional and time-series measures of subjective post-purchase perceptions (via surveys) and objective operational performance from a quick service restaurant and an auto rental company. Our approach allows for the quantification of the statistical and economic significance of collecting high-frequency subjective measures in the presence of their objective counterpart. In both settings, our results show that not collecting subjective service measures can lead to economically significant biases in resource allocation. We also find the presence of both within- and across-individual selection in survey responses, with the latter having a much bigger impact on the results. Our findings advance the literature on the measurement and management of service performance and provide insights to managers for forecasting and resource allocation in service settings.</p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"40 3","pages":"Pages 513-533"},"PeriodicalIF":7.0,"publicationDate":"2023-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48516830","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

Category expansion through cross-channel demand spillovers 跨渠道需求溢出的品类扩张

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-09-01 DOI: 10.1016/j.ijresmar.2023.05.002

Ali Umut Guler

{"title":"Category expansion through cross-channel demand spillovers","authors":"Ali Umut Guler","doi":"10.1016/j.ijresmar.2023.05.002","DOIUrl":"10.1016/j.ijresmar.2023.05.002","url":null,"abstract":"<div><p>Does the local presence of premium branded stores with strong associations to a product group help promote the relevant category as a whole? Based on the Starbucks example, this paper documents such a demand spillover effect for coffee across channels and firms: The firm’s stores stimulate coffee demand in mass-market grocery channels, benefiting rival firms that target consumption at home. I show the spillover at the household level, as well as with retail scanner data, employing a demand model to account for supply-side responses. To establish causality, I use a strict fixed effects specification with trend controls, and also validate the findings using instrumental variables based on the supply-side advantage to operating chain stores in proximate markets. In a representative market, the presence of a Starbucks stores boosts rival packaged coffee sales by 1.2%. The increase appears consistent a consumption stimulation effect of Starbucks stores acting as environmental cues for coffee, their main product. Evidence from other chains confirms the spillover, mainly from more premium brands with high demand-stimulating potential to lower-end mass products. The effect builds over time, and as cue theories predict, interacts positively with past consumption, suggesting a reinforcing effect on consumption habits.</p></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"40 3","pages":"Pages 629-658"},"PeriodicalIF":7.0,"publicationDate":"2023-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42823282","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

Donor happiness comes from afar: The role of donation beneficiary social distance and benevolence “捐赠幸福来自远方:捐赠受益人社会距离与慈善的作用”

IF 7 2区管理学

International Journal of Research in Marketing Pub Date : 2023-08-09 DOI: 10.1016/j.ijresmar.2023.08.005

Gopal Das , Patrick van Esch , Shailendra Pratap Jain , Yuanyuan (Gina) Cui

引用次数: 0