Psychology & Marketing最新文献

The bittersweet of consumer–human brand relationships in the social media context 社交媒体环境下消费者与人类品牌关系的苦乐参半

2区管理学

Psychology & Marketing Pub Date : 2023-11-08 DOI: 10.1002/mar.21932

Andreawan Honora, Maryam Memar Zadeh, Nicole Haggerty

{"title":"The bittersweet of consumer–human brand relationships in the social media context","authors":"Andreawan Honora, Maryam Memar Zadeh, Nicole Haggerty","doi":"10.1002/mar.21932","DOIUrl":"https://doi.org/10.1002/mar.21932","url":null,"abstract":"Abstract The current research proposes an integrated model to investigate both the bright and the dark sides of consumer–human brand relationships facilitated by social media on consumers' lives. Grounded in the duality of social media and self‐regulation theory, the findings show that human brand attachment improves consumers' daily performance through stress relief, which in turn increases life satisfaction (Study 1). However, the findings also indicate that human brand attachment can cause consumers' daily performance to deteriorate as a result of compulsive human brand consumption on social media and human brand‐personal conflict, which diminishes life satisfaction (Study 2). Collectively, the findings may suggest that strong consumer–human brand relationships tend to be detrimental to consumers' well‐being as the indirect negative impact of human brand attachment on daily performance and life satisfaction overpowers its indirect positive impact (Study 3). Such detrimental effects are moderated by self‐regulatory focus (Study 4). Moreover, the findings indicate that the indirect negative effect of human brand attachment is attenuated when consumers have a higher level of work/study–life balance. Accordingly, the current research advances the theoretical understanding of the consumer–human brand relationship facilitated by social media, by highlighting its dual effects associated with the nature of technology and consumers' self‐regulatory focuses.","PeriodicalId":48373,"journal":{"name":"Psychology & Marketing","volume":" 3","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-11-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135340972","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 purity premium effect: The asymmetrical value change around pure products 纯度溢价效应:围绕纯度产品的不对称价值变化

2区管理学

Psychology & Marketing Pub Date : 2023-11-06 DOI: 10.1002/mar.21937

Yi Li, Mario Pandelaere

{"title":"The purity premium effect: The asymmetrical value change around pure products","authors":"Yi Li, Mario Pandelaere","doi":"10.1002/mar.21937","DOIUrl":"https://doi.org/10.1002/mar.21937","url":null,"abstract":"Abstract This research documents a purity premium effect, showing that consumers perceive a greater value difference between a pure product containing 100% of a single material (e.g., 100% wool) and a non‐pure product containing lower quality material (e.g., 80% wool + 20% cotton), compared to two non‐pure products with the same composition difference (e.g., 80% wool + 20% cotton vs. 60% wool + 40% cotton), suggesting a nonlinear value change. However, the value change is linear in the higher‐quality direction, suggesting an asymmetrical change in value distance around pure products. This effect happens because consumers use pure products to categorize products into different quality groups such that pure products belong to a different quality category from the lower quality non‐pure products, but to the same quality category as the higher quality non‐pure products. Based on this theorizing, the perceived quality difference between the pure and non‐pure products, which integrates both the objective material quality difference and the categorical difference, serves as the mechanism to drive the asymmetrical change of value around pure products. Five studies support this asymmetrical purity premium effect and the proposed process. The findings offer direct implications for pricing decisions around pure products. A price premium can be extracted when pricing a higher quality pure product compared to the non‐pure products. However, such a price premium does not apply when the pure product is of lower quality than the non‐pure products.","PeriodicalId":48373,"journal":{"name":"Psychology & Marketing","volume":"10 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-11-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135634344","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

Eliminating customer experience pain points in complex customer journeys through smart service solutions 通过智能服务解决方案消除复杂客户旅程中的客户体验痛点

2区管理学

Psychology & Marketing Pub Date : 2023-11-06 DOI: 10.1002/mar.21938

Heiko F. Holz, Marc Becker, Markus Blut, Stefanie Paluch

{"title":"Eliminating customer experience pain points in complex customer journeys through smart service solutions","authors":"Heiko F. Holz, Marc Becker, Markus Blut, Stefanie Paluch","doi":"10.1002/mar.21938","DOIUrl":"https://doi.org/10.1002/mar.21938","url":null,"abstract":"Abstract Scholarly understanding of customer journeys has evolved from a linear, single service provider perspective to encompass complex service delivery networks that involve multiple touchpoints governed by various service providers. This intricate setting often gives rise to experiential pain points for customers. To investigate this phenomenon within the context of airport services, our research employs critical incident and problem‐centered interviews as well as an analysis of 7192 online airport reviews. In Studies 1a and 2a, we explore the crucial pain points that travelers encounter throughout their airport journey. Complementing these insights, Studies 1b and 2b assess the impact of the identified pain points on travelers' emotions. Building upon a classification of pain points into information, performance, and hospitality themes, Study 3 further examines how smart service solutions, as new technologies, can address and resolve these pain points, ultimately enhancing the customer experience (CX). By accomplishing these objectives, our work contributes a comprehensive classification scheme for experiential pain points in complex customer journeys to the academic discourse on customer journeys. Furthermore, it establishes a connection to the emerging field of research on the impact of smart service solutions on the CX.","PeriodicalId":48373,"journal":{"name":"Psychology & Marketing","volume":"23 7","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-11-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135589176","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

When “good enough” is not good enough: How maximizing benefits financial well‐being 当“足够好”还不够好时:如何最大化财务福利

2区管理学

Psychology & Marketing Pub Date : 2023-11-06 DOI: 10.1002/mar.21936

Dietrich Silber, Arvid O. I. Hoffmann, Alex Belli

{"title":"When “good enough” is not good enough: How maximizing benefits financial well‐being","authors":"Dietrich Silber, Arvid O. I. Hoffmann, Alex Belli","doi":"10.1002/mar.21936","DOIUrl":"https://doi.org/10.1002/mar.21936","url":null,"abstract":"Abstract A maximizing decision‐making style is generally associated with lower individual well‐being. That is, even though maximizers invest more time and resources in finding the best option and achieve better outcomes than satisficers, they are still more dissatisfied with those outcomes. Contrary to this general consensus that maximizing is negatively associated with overall well‐being, across two studies we show that this decision‐making style is actually positively associated with individuals' financial well‐being . We find that measured dispositional maximizing is positively associated with financial well‐being, regardless of whether maximizing is operationalized as having high standards or the tendency to engage in alternative search (Study 1) and replicate this relationship with experimentally induced situational maximizing (Study 2). We identify financial self‐control (both measured as a trait and as the behavioral outcome of an experimental choice task) as a mediator of the aforementioned relationship. Our findings offer guidance to financial service providers and policymakers on how to improve consumers' financial well‐being, such as encouraging consumers to engage in a more meticulous search while evaluating financial products and services (e.g., home loans, retirement plans, investments) to identify the best possible option.","PeriodicalId":48373,"journal":{"name":"Psychology & Marketing","volume":"2009 12","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-11-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135636253","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

Beyond humans: Consumer reluctance to adopt zoonotic artificial intelligence 人类之外:消费者不愿采用人畜共患病的人工智能

2区管理学

Psychology & Marketing Pub Date : 2023-10-31 DOI: 10.1002/mar.21934

Sara‐Maude Poirier, Bo Huang, Anshu Suri, Sylvain Sénécal

{"title":"Beyond humans: Consumer reluctance to adopt zoonotic artificial intelligence","authors":"Sara‐Maude Poirier, Bo Huang, Anshu Suri, Sylvain Sénécal","doi":"10.1002/mar.21934","DOIUrl":"https://doi.org/10.1002/mar.21934","url":null,"abstract":"Abstract In addition to humanoid‐robotic designs, an increasing number of artificial intelligence (AI)‐powered services are being represented by animals, referred to as zoonotic design. Yet, little is known about the consequential effects of such zoonotic AI on consumer adoption of these services. Drawing on the concepts of prototypicality, Cognitive Load Theory, and the “Match‐up” Hypothesis, the current research uncovers how the use of zoonotic designs, as opposed to robotic ones, may negatively influence consumers’ adoption of AI over a human provider. The results of seven studies suggest that consumers are less likely to choose an AI over a human provider for performing tasks when the AI has a zoonotic embodiment rather than a robotic embodiment. This negative effect is mediated by the increased cognitive difficulty associated with linking the AI prototype to the task. However, such a negative effect decreases when the characteristics of the animal are congruent with the task and is even reversed when the congruent task is of a hedonic nature. These findings advance the understanding of consumer–AI interactions in the context of zoonotic embodiment and provide valuable managerial insights into when and how firms should use zoonotic design for AI‐powered services.","PeriodicalId":48373,"journal":{"name":"Psychology & Marketing","volume":"45 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-10-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135869854","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

Nostalgia and negotiation: The electronic word‐of‐mouth and social well‐being of older consumers 怀旧和谈判:老年消费者的电子口碑和社会福利

2区管理学

Psychology & Marketing Pub Date : 2023-10-29 DOI: 10.1002/mar.21933

Carolyn Wilson‐Nash, Ismini Pavlopoulou

引用次数: 0

What is driving consumer resistance to crypto‐payment? A multianalytical investigation 是什么促使消费者抵制加密支付?多分析调查

2区管理学

Psychology & Marketing Pub Date : 2023-10-29 DOI: 10.1002/mar.21935

Mohamad Sadegh Sangari, Atefeh Mashatan

引用次数: 0

Meta‐analysis of social media influencer impact: Key antecedents and theoretical foundations 社交媒体影响者影响的Meta分析:关键前因和理论基础

2区管理学

Psychology & Marketing Pub Date : 2023-10-21 DOI: 10.1002/mar.21927

Jiseon Han, George Balabanis

引用次数: 0

Does LinkedIn cause imposter syndrome? An empirical examination of well‐being and consumption‐related effects 领英会导致冒名顶替综合症吗?幸福和消费相关影响的实证检验

2区管理学

Psychology & Marketing Pub Date : 2023-10-20 DOI: 10.1002/mar.21926

Ben Marder, Ana Javornik, Kang Qi, Sebastian Oliver, Laura Lavertu, Kirsten Cowan

{"title":"Does LinkedIn cause imposter syndrome? An empirical examination of well‐being and consumption‐related effects","authors":"Ben Marder, Ana Javornik, Kang Qi, Sebastian Oliver, Laura Lavertu, Kirsten Cowan","doi":"10.1002/mar.21926","DOIUrl":"https://doi.org/10.1002/mar.21926","url":null,"abstract":"Abstract We attend to the unexamined intersection between professional social network site (SNS) usage and imposter syndrome. Specifically, we provide the first examination of: do such sites cause imposter thoughts (“others think I am more competent than I think I am”); if so, why and when this happens, and what effect this has on well‐being and consumption‐related results. Supported by objective self‐focused attention theory and two online experiments, we show that professional SNS usage heightens professional self‐focused attention, triggering imposter thoughts. This results in negative emotions and consumption‐related effects. We further examine two boundary conditions, showing that effects are reduced for individuals high in narcissism or work centrality. From these findings, we extend the sociocognitive theorization of the imposter phenomenon by uncovering, first, context‐specific self‐focused attention as the reason “why” people feel imposter‐ish in particular circumstances and second, consumption‐related consequences. We further contribute imposter thoughts as a new alternative explanation for negative emotions experienced whilst using professional SNSs.","PeriodicalId":48373,"journal":{"name":"Psychology & Marketing","volume":"8 2 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-10-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135616443","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

Designing the digitalized guest experience: A comprehensive framework and research agenda 设计数字化的客人体验:一个全面的框架和研究议程

2区管理学

Psychology & Marketing Pub Date : 2023-10-20 DOI: 10.1002/mar.21929

Alexandra Youssofi, Florence Jeannot, Eline Jongmans, Maud Dampérat

{"title":"Designing the digitalized guest experience: A comprehensive framework and research agenda","authors":"Alexandra Youssofi, Florence Jeannot, Eline Jongmans, Maud Dampérat","doi":"10.1002/mar.21929","DOIUrl":"https://doi.org/10.1002/mar.21929","url":null,"abstract":"Abstract Digital transformation has emerged as a critical necessity for hospitality, a sector that traditionally prioritizes human interaction and personalized experiences. While prior research has explored the impact of digital technologies on the realized guest experience, there is a lack of work that studies their influence on the intended guest experience, as designed by hoteliers. Drawing on existing literature on customer experience management and digitalization in hospitality, this research aims to understand the psychological mechanisms by which digital technologies enhance the intended digitalized guest experience . We conducted two qualitative studies, involving 22 hotel professionals and 18 consumers. By consolidating these different theoretical and practical perspectives, we propose a conceptualization of the intended digitalized guest experience and present an integrative framework that includes the mediating and reciprocal role of consumer‐ and professional‐based psychological mechanisms, along with antecedents, outcomes, and contingency factors. These findings have practical implications for hotel professionals, enabling them to leverage appropriate digital strategies for successful guest experiences. The article concludes with specific recommendations to managers on how to design a unique guest experience. These recommendations include designing a game‐like experience, developing “care” as a new source of digital value creation, and providing training to the staff to enhance their creativity.","PeriodicalId":48373,"journal":{"name":"Psychology & Marketing","volume":"177 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-10-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135616434","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