Psychology & Marketing最新文献_第5页

Research online and purchase offline: The disruptive impact of consumers' online information on offline sales interaction 线上研究线下购买:消费者线上信息对线下销售互动的颠覆性影响

2区管理学

Psychology & Marketing Pub Date : 2023-09-13 DOI: 10.1002/mar.21902

You Li, Lixiao Geng, Yaping Chang, Peng Ning

引用次数: 1

Augmented digital human vs. human agents in storytelling marketing: Exploratory electroencephalography and experimental studies 故事营销中的增强数字人与人类代理:探索性脑电图和实验研究

2区管理学

Psychology & Marketing Pub Date : 2023-09-13 DOI: 10.1002/mar.21898

Eunyoung (Christine) Sung, Dai‐In Danny Han, Yung Kyun Choi, Brian Gillespie, Anja Couperus, Marc Koppert

{"title":"Augmented digital human vs. human agents in storytelling marketing: Exploratory electroencephalography and experimental studies","authors":"Eunyoung (Christine) Sung, Dai‐In Danny Han, Yung Kyun Choi, Brian Gillespie, Anja Couperus, Marc Koppert","doi":"10.1002/mar.21898","DOIUrl":"https://doi.org/10.1002/mar.21898","url":null,"abstract":"Abstract As the fourth industrial revolution unfolds and the use of digital humans becomes more commonplace, understanding digital humans' potential to replace real human interaction or enhance it, particularly in storytelling marketing contexts, is becoming evermore important. To promote interaction and increase the entertainment value of technology‐enhanced storytelling marketing, brands have begun to explore the use of augmented digital humans as storytelling agents. In this article, we examine the effectiveness of leveraging advanced technologies and delivering messages via digital humans in storytelling advertisements. In Study 1, we investigate the effectiveness of narrative transportation on behavioral responses after exposure to an interactive augmented reality mobile advertisement with a digital human storyteller. In Study 2, we compare how consumers respond to augmented digital human versus real human storytelling advertisements after conducting an exploratory neurophysiological electroencephalography study. The findings show that both types of agents promote narrative transportation when the story fits the product well. Moreover, a digital human perceived as more human‐like elicits stronger positive consumer responses, suggesting an effective new approach to storytelling marketing.","PeriodicalId":48373,"journal":{"name":"Psychology & Marketing","volume":"49 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-09-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135739848","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

A systematic review on political ideology and persuasion 政治意识形态与说服的系统回顾

2区管理学

Psychology & Marketing Pub Date : 2023-09-11 DOI: 10.1002/mar.21894

Aylin Cakanlar, Katherine White

引用次数: 0

It's the smallness that counts: Consumer preferences for small versus large companies' products 小才是最重要的:消费者对小公司和大公司产品的偏好

2区管理学

Psychology & Marketing Pub Date : 2023-09-11 DOI: 10.1002/mar.21900

Elze Uzdavinyte, Justina Baršytė, Zivile Kaminskiene

引用次数: 0

When and why signaling frontline employee inexperience can prove to be an asset: Effects on consumer forgiveness for service failure 何时以及为什么表明一线员工缺乏经验可以被证明是一种资产:对消费者原谅服务失败的影响

2区管理学

Psychology & Marketing Pub Date : 2023-09-09 DOI: 10.1002/mar.21897

Michaël Flacandji, Julien Cusin, Renaud Lunardo

{"title":"When and why signaling frontline employee inexperience can prove to be an asset: Effects on consumer forgiveness for service failure","authors":"Michaël Flacandji, Julien Cusin, Renaud Lunardo","doi":"10.1002/mar.21897","DOIUrl":"https://doi.org/10.1002/mar.21897","url":null,"abstract":"Abstract The extant literature on service failure focuses mainly on how to recover from such incidents. However, companies can act before a service failure occurs to mitigate its negative effects. Building on signaling theory, we adopt a mixed‐method approach based on five studies using different types of analyses (textual and content analysis, and multivariate analysis) to investigate the effect of signaling frontline employee inexperience on customer responses to service failure due to an error committed by an employee. Five studies provide evidence that highlighting inexperience—either informally (through a conversation) or formally (through an in‐training badge)—can act as a signal that prompts customers to be more forgiving toward frontline employees, and such consumer forgiveness then serves as an underlying mechanism to explain repatronage intention. This research also tests and explores the boundary conditions for the effectiveness of the inexperience signal. Our findings have various implications for professionals showing how useful it can be to signal the inexperience of a frontline employee who makes an error that leads to a service failure to be given a second chance, and how certain precautions should be taken to avoid the pitfalls of such a signaling strategy.","PeriodicalId":48373,"journal":{"name":"Psychology & Marketing","volume":"367 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-09-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"136107584","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

There's not much to tell: The impact of emotional resilience on negative word‐of‐mouth following service failure 没什么可说的:服务失败后情绪弹性对负面口碑的影响

2区管理学

Psychology & Marketing Pub Date : 2023-06-05 DOI: 10.1002/mar.21856

Lama Lteif, Dan Rubin, Joan Ball, Cait Lamberton

{"title":"There's not much to tell: The impact of emotional resilience on negative word‐of‐mouth following service failure","authors":"Lama Lteif, Dan Rubin, Joan Ball, Cait Lamberton","doi":"10.1002/mar.21856","DOIUrl":"https://doi.org/10.1002/mar.21856","url":null,"abstract":"Abstract Consumers routinely experience service failures in their daily lives. Research regarding such service failures has primarily focused on characteristics of and actions taken by the service provider and has thus far overlooked the role that consumers' own cognitions might play in determining their behavioral responses to service failures. In particular, emotional resilience—or the ability to rebound from negative experiences (including even the most banal service failures)—has been neglected in prior research. Addressing this gap in the literature, we examine the mechanisms that highly resilient consumers use to manage the negative experience of service failures and gauge whether those mechanisms can effectively reduce negative word‐of‐mouth. Across three studies, we evince that high trait resilient individuals are less likely to engage in negative word‐of‐mouth following service failures because they spontaneously utilize cognitive reappraisal—a strategy for emotion regulation. Importantly, this research suggests that the emotion regulation strategies spontaneously adopted by high trait resilient individuals can be successfully utilized by all consumers after an external prompt. Managing consumers' emotional responses in the face of service failures is shown to have positive benefits for the firm by reducing negative word‐of‐mouth. Notably, such interventions may benefit firms even when the opportunity for a service recovery is not presented.","PeriodicalId":48373,"journal":{"name":"Psychology & Marketing","volume":"13 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-06-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135657653","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

Hedonic objects and utilitarian experiences: The overriding influence of hedonism in driving consumer happiness 享乐对象与功利体验:享乐主义在驱动消费者幸福感方面的重要影响

2区管理学

Psychology & Marketing Pub Date : 2023-05-30 DOI: 10.1002/mar.21829

Sofia Kousi, Georgios Halkias, Flora Kokkinaki

{"title":"Hedonic objects and utilitarian experiences: The overriding influence of hedonism in driving consumer happiness","authors":"Sofia Kousi, Georgios Halkias, Flora Kokkinaki","doi":"10.1002/mar.21829","DOIUrl":"https://doi.org/10.1002/mar.21829","url":null,"abstract":"Abstract The experience recommendation prescribes a disadvantage to material purchases, suggesting that spending on experiential rather than material purchases makes people happier. This study challenges this idea by examining the hedonic/utilitarian nature of purchases. The results of a qualitative study and four experiments (one preregistered) show that the happiness advantage of experiential (vs. material) purchases is contingent on pronounced hedonic properties. Our results indicate that hedonism asymmetries override the distinction between purchase type, such that there is no happiness advantage in buying experiences over material objects when purchases are equally (non)hedonic. Importantly, we find that hedonism is more instrumental for material purchases and that hedonic materials are equally effective as experiential purchases, altogether, and even outperform utilitarian experiences in eliciting happiness. Our findings encourage consumers to focus on the properties, rather than the type, of purchases to increase purchase‐related happiness. Our results further suggest that marketers of material goods, in particular, can considerably increase customer value by using design components, product features, and brand imagery that leverage hedonic qualities.","PeriodicalId":48373,"journal":{"name":"Psychology & Marketing","volume":"6 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-05-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135478817","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

Underscoring flavor or healthiness? The effectiveness of different communication appeals in promoting local food and the moderating role of individual construal 强调风味还是健康?不同沟通诉求对本地食物推广的有效性及个体建构的调节作用

2区管理学

Psychology & Marketing Pub Date : 2023-05-30 DOI: 10.1002/mar.21837

Marco Pichierri, Alessandro M. Peluso

{"title":"Underscoring flavor or healthiness? The effectiveness of different communication appeals in promoting local food and the moderating role of individual construal","authors":"Marco Pichierri, Alessandro M. Peluso","doi":"10.1002/mar.21837","DOIUrl":"https://doi.org/10.1002/mar.21837","url":null,"abstract":"Abstract One way for local economies to foster sustainable development is to encourage the consumption of local food products. Thus, there is value in understanding which marketing strategies would be useful in this regard, especially in service settings such as restaurants. Through four experimental studies, the present research shows that centering a communication message on healthy (vs. tasty) properties can increase consumers' intention to promote local food products (e.g., traditional dishes prepared with local ingredients) by spreading positive word‐of‐mouth about them (Studies 1A and 1B). Yet, consumers' construal level (low [concrete mindset] vs. high [abstract mindset]) moderates this effect in such a way that the message focused on tastiness (vs. health) is more effective in enhancing word‐of‐mouth intention (Studies 2 and 3) for consumers with a concrete (vs. abstract) mindset. These findings add to scholars' understanding on how message framing and consumers' cognitive styles interact to influence consumers' intentions. Food marketers are therefore encouraged to carefully consider the focus of their communications and their interplay with the way in which individuals interpret actions or events (i.e., their construal) to develop more effective strategies for promoting local food products.","PeriodicalId":48373,"journal":{"name":"Psychology & Marketing","volume":"61 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-05-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135543200","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

COVID-19 vaccines and anti-consumption: Understanding anti-vaxxers hesitancy. COVID - 19疫苗和抗消费:了解抗疫苗者的犹豫

IF 8.9 2区管理学

Psychology & Marketing Pub Date : 2022-04-01 Epub Date: 2021-11-24 DOI: 10.1002/mar.21617

Damien Chaney, Michael Sw Lee

引用次数: 0

Collectivism fosters preventive behaviors to contain the spread of COVID-19: Implications for social marketing in public health. 集体主义促进预防行为以遏制新冠肺炎的传播-19：对公共卫生中社会营销的影响

IF 8.9 2区管理学

Psychology & Marketing Pub Date : 2022-04-01 Epub Date: 2021-11-26 DOI: 10.1002/mar.21613

Hyewon Cho, Yafei Guo, Carlos Torelli

引用次数: 0