Psychology & Marketing最新文献_第3页

How social media influencer collaborations are perceived by consumers 消费者如何看待社交媒体网红合作

2区管理学

Psychology & Marketing Pub Date : 2023-10-09 DOI: 10.1002/mar.21918

Veronica L. Thomas, Kendra Fowler, Faegheh Taheran

{"title":"How social media influencer collaborations are perceived by consumers","authors":"Veronica L. Thomas, Kendra Fowler, Faegheh Taheran","doi":"10.1002/mar.21918","DOIUrl":"https://doi.org/10.1002/mar.21918","url":null,"abstract":"Abstract Within the social media community, influencers engage in a variety of collaborative practices such as tagging, reposting content from, or forming partnerships with other influencers and brands. While such collaborative efforts are a known practice, less is understood about how influencer collaborations affect consumers' perceptions of the partnering influencers, specifically when a status differential exists within the collaboration. We suggest that such collaborative practices, specifically those where the focal influencer has a higher status than the collaborating partner, may help to weaken consumers' perceptions that the influencer's actions are purely self‐focused. A pilot study, analyzing both influencer–influencer collaborations and influencer–brand collaborations, provides evidence that influencers engage in collaborations with other influencers and brands of different status levels. Two studies then support our theorizing that influencers who collaborate with lower‐status influencers are perceived as less self‐serving and more altruistic, while influencers who collaborate with lower‐status brands are only perceived as less self‐serving. This suggests that, for influencers who desire to enhance how consumers perceive them, an effective strategy is to engage in collaborations with either a lower‐status influencer or brand.","PeriodicalId":48373,"journal":{"name":"Psychology & Marketing","volume":"37 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-10-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135147247","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

Seeking variety on the move: The effect of residential mobility on variety seeking 流动中求变:居住流动对求变的影响

2区管理学

Psychology & Marketing Pub Date : 2023-10-06 DOI: 10.1002/mar.21923

Jingran Cheng, Yunjia Chi, Yuze Bao

引用次数: 0

Improving the effectiveness of personalized recommendations through attributional cues 通过归因线索提高个性化推荐的有效性

2区管理学

Psychology & Marketing Pub Date : 2023-10-04 DOI: 10.1002/mar.21914

Jakob Weidig, Christina Kuehnl

引用次数: 0

Validating cross‐modal measures for comparative research: Message veracity, novelty, and memorability 验证比较研究的跨模态测量:信息准确性、新颖性和可记忆性

2区管理学

Psychology & Marketing Pub Date : 2023-10-04 DOI: 10.1002/mar.21910

Jakob D. Jensen, Melinda M. Krakow, Katheryn R. Christy, Chelsea L. Ratcliff, Manusheela Pokharel, Helen Lillie

引用次数: 0

Me and my AI: Exploring the effects of consumer self‐construal and AI‐based experience on avoiding similarity and willingness to pay 我和我的人工智能:探索消费者自我建构和基于人工智能的体验对避免相似性和支付意愿的影响

2区管理学

Psychology & Marketing Pub Date : 2023-09-30 DOI: 10.1002/mar.21913

Sandra Maria Correia Loureiro, Jano Jiménez‐Barreto, Ricardo Godinho Bilro, Jaime Romero

{"title":"Me and my AI: Exploring the effects of consumer self‐construal and AI‐based experience on avoiding similarity and willingness to pay","authors":"Sandra Maria Correia Loureiro, Jano Jiménez‐Barreto, Ricardo Godinho Bilro, Jaime Romero","doi":"10.1002/mar.21913","DOIUrl":"https://doi.org/10.1002/mar.21913","url":null,"abstract":"Abstract Artificial intelligence (AI) is reshaping consumer interaction with brands, but little is known about how brands can implement AI tools effectively. Drawing on consumer uniqueness and self‐construal theories, the authors examine the implementation of branded AI tools and their influence on consumers' experience, sense of uniqueness, and spending behavior. Across five studies, this research examines consumers' narratives about interacting with a branded AI tool (Study 1); tests the relationships between self‐construal, AI‐enabled consumer experiences, and avoidance of similarity (Studies 2A and 2B); evaluates in situ experience with a branded AI tool and its implications for spending behavior (Study 3); and delineates consumer preferences about the attributes of branded AI tools (Study 4). The findings reveal that individuals characterized by independent self‐construal are prone toward perceiving higher recognition and hedonic values during their experience with branded AI tools, partially enhancing consumer avoidance of similarity and influencing their willingness to pay for products that the AI tool recommends. For practitioners, the findings suggest developing a two‐fold value proposition strategy for consumers by generating personal and psychological value together with product and service recommendations.","PeriodicalId":48373,"journal":{"name":"Psychology & Marketing","volume":"68 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-09-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"136279447","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

Consumers' responses to personalized service from medical artificial intelligence and human doctors 消费者对医疗人工智能和真人医生个性化服务的反应

2区管理学

Psychology & Marketing Pub Date : 2023-09-30 DOI: 10.1002/mar.21911

Yiran (Eileen) Zhang, Wenying Tan, Eun‐Ju Lee

{"title":"Consumers' responses to personalized service from medical artificial intelligence and human doctors","authors":"Yiran (Eileen) Zhang, Wenying Tan, Eun‐Ju Lee","doi":"10.1002/mar.21911","DOIUrl":"https://doi.org/10.1002/mar.21911","url":null,"abstract":"Abstract Artificial intelligence (AI) is transforming healthcare, yet little is known about how consumers experience medical AI and make decisions about using these providers for follow‐up care. We take an interdisciplinary approach that combines behavioral and neuroimaging experiments to determine how anthropomorphism and personalization influence consumers' well‐being and their decisions about a provider for follow‐up care. Study 1 finds that, regardless of the type of medical provider used, consumers are likely to experience a heightened sense of well‐being after a highly personalized medical consultation. However, regardless of whether the first interaction is highly personalized or not, they prefer follow‐up visits with a human doctor, as mediated through empathy. Study 2 finds that, regardless of the type of medical provider used, the anterior cingulate cortex shows greater activation in a highly (vs. low) personalized interaction, the activation of which is also correlated with consumers' willingness to revisit that provider. Furthermore, the temporal occipital fusiform cortex shows greater activation in consultations with a human doctor (vs. medical AI), regardless of the interaction's level of personalization. The level of activation is also correlated with consumers' willingness to revisit with the initial provider. The findings suggest that medical AI cannot currently replace human doctors and that human doctors remain consumers' choice for medical consultations and treatment.","PeriodicalId":48373,"journal":{"name":"Psychology & Marketing","volume":"129 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-09-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"136280430","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

More the merrier!! Understanding the effect of available content choices over willingness to pay for over‐the‐top subscriptions 人越多越好!!了解可用内容选择对付费订阅意愿的影响

2区管理学

Psychology & Marketing Pub Date : 2023-09-30 DOI: 10.1002/mar.21895

Shaphali Gupta, Pooja Shrivastava, Soniya Gupta‐Rawal

{"title":"More the merrier!! Understanding the effect of available content choices over willingness to pay for over‐the‐top subscriptions","authors":"Shaphali Gupta, Pooja Shrivastava, Soniya Gupta‐Rawal","doi":"10.1002/mar.21895","DOIUrl":"https://doi.org/10.1002/mar.21895","url":null,"abstract":"Abstract Around the globe, the trend of cutting cable cords in favor of over‐the‐top media platforms has been rising tremendously. Further, the influx of different content is disrupting media consumption behavior. Underpinning the choice theory, this study investigates the effect of the availability of content choices on over‐the‐top platforms on users' subscription intention. Insights from the triangulation of marketplace evidence and interviews reveal that the availability of content choices leads to the willingness to pay for the content, which further leads to the subscription intention. The conceptual framework suggests that content affinity, reviews, and recommendations play a moderating role in suggested relationships. The three experimental studies validate that the role of content choices on subscription intention is mediated by the higher willingness to pay for the content only in the absence of negative platform‐related reviews and recommendations. Further, this study presents content strategies and suggested matrices for practitioners and paves the way for academicians to explore digital adoptions using choice theory for future research.","PeriodicalId":48373,"journal":{"name":"Psychology & Marketing","volume":"68 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-09-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"136280560","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

Walls have ears: Word‐of‐mouth diffusions in targeted promotions decrease targeted customer retention 隔墙有耳:目标促销中的口碑传播会降低目标客户留存率

2区管理学

Psychology & Marketing Pub Date : 2023-09-30 DOI: 10.1002/mar.21915

Yaping Chang, Xinlan Li, Xingyu Wang

{"title":"Walls have ears: Word‐of‐mouth diffusions in targeted promotions decrease targeted customer retention","authors":"Yaping Chang, Xinlan Li, Xingyu Wang","doi":"10.1002/mar.21915","DOIUrl":"https://doi.org/10.1002/mar.21915","url":null,"abstract":"Abstract Recent research suggests that targeted promotions have positive effects on targeted customers and negative effects on untargeted customers. However, the advent of market transparency increases the likelihood of untargeted customers' negative reactions reaching targeted customers. We examine this issue with four online experiments and find that for promotions targeted on infrequent customers, exposure (vs. no exposure) to negative word‐of‐mouth (WOM) from untargeted frequent customers does not affect targeted infrequent customers' current purchase intentions, but does reduce their intentions to remain with the marketer. Furthermore, we identify two moderators, such that when managers mention luck in the promotion delivery stage and when managers respond to negative online word‐of mouth (eWOM) from untargeted frequent customers and mention promotions targeted on frequent customers, they mitigate this negative effect. Our findings offer a new direction for the undesired effect of targeted promotions and identify the possibility that WOM diffusion reduces targeted customers' retention. We also provide valuable managerial insights on how to mitigate the negative effects of targeted promotions by framing the promotion as a result of luck, and by responding to and mentioning promotions targeted on frequent customers to negative eWOM from untargeted customers.","PeriodicalId":48373,"journal":{"name":"Psychology & Marketing","volume":"20 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-09-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"136279598","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 more extroverted the better? Unraveling the complex relationship between service robots' personality and the service robot experience 越外向越好?揭示服务机器人个性与服务机器人体验之间的复杂关系

2区管理学

Psychology & Marketing Pub Date : 2023-09-27 DOI: 10.1002/mar.21896

Changxu (Victor) Li, Bart Larivière

{"title":"The more extroverted the better? Unraveling the complex relationship between service robots' personality and the service robot experience","authors":"Changxu (Victor) Li, Bart Larivière","doi":"10.1002/mar.21896","DOIUrl":"https://doi.org/10.1002/mar.21896","url":null,"abstract":"Abstract This study combines the customer experience, service robot, and communication literatures to explore how a service robot's personality affects the overall service robot experience. It considers individual (here, the customers' extroverted vs. introverted personality) and situational (here, hedonic vs. utilitarian service settings) contextual factors, and three specific service robot experiences (here, warmth, competence, and discomfort). A pretest ( n = 81) shows that a robot's personality (here, extroversion vs. introversion) can be shaped using verbal and nonverbal cues in the service robot design. Applying Complexity and Configuration Theories and using the novel fuzzy‐set qualitative comparative analysis and necessary condition analysis (NCA) techniques, the main study ( n = 279) reveals the complex impact of the service robot personality on the overall service robot experience. Unlike conventional methods (e.g., SEM and regression) yielding averaged results, our findings show that various configurations with both introverted and extroverted robot personalities can equally lead to positive service robot experiences, based on the individual and situational context in which customers are embedded and the extent to which warmth, competence and discomfort are perceived. Hence, the more extroverted is not always better. Finally, the NCA findings reveal the minimum competence level that is required to obtain a certain level for the overall service robot experience. By understanding the intricate link between robot personality and its context, this research helps companies in strategically enhancing the service robot experience.","PeriodicalId":48373,"journal":{"name":"Psychology & Marketing","volume":"75 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-09-27","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135536457","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

Marketing analytics: The bridge between customer psychology and marketing decision‐making 营销分析:顾客心理与营销决策之间的桥梁

2区管理学

Psychology & Marketing Pub Date : 2023-09-25 DOI: 10.1002/mar.21908

Rituparna Basu, Weng Marc Lim, Anil Kumar, Satish Kumar

{"title":"Marketing analytics: The bridge between customer psychology and marketing decision‐making","authors":"Rituparna Basu, Weng Marc Lim, Anil Kumar, Satish Kumar","doi":"10.1002/mar.21908","DOIUrl":"https://doi.org/10.1002/mar.21908","url":null,"abstract":"Abstract As modern marketing environments become increasingly data‐intensive, the role of marketing analytics in illuminating the dynamics of customer psychology to inform marketing decision‐making becomes critical. This study conducts a systematic literature review using a bibliometric analysis of 122 studies identified and retrieved from Scopus, focusing on the expansive domain of marketing analytics. Our review serves as a conduit binding the fragmented past, present, and future of marketing analytics, presenting an organized framework that highlights the characteristic theoretical underpinnings associated with it. Beyond offering a panoramic perspective of key resources—encompassing journals, authors, countries/territories, and institutions—we delve deeply into predominant themes in marketing analytics. These themes underscore its vital applications, from decision‐making, forecasting, and capability building, to understanding customer journeys and gaining a competitive edge. Central to our discourse is the study's implication, emphasizing marketing analytics as a bridge to a more informed grasp of customer psychology in today's customer‐centric, data‐driven environment. Through this lens, marketing analytics becomes a potent tool to capture psychological nuances, uncovering facets that might be bypassed by traditional marketing, thereby empowering enriched decision‐making in modern marketing strategies.","PeriodicalId":48373,"journal":{"name":"Psychology & Marketing","volume":"48 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-09-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135815199","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