Aylin Cakanlar, Hristina Nikolova, Gergana Y. Nenkov
{"title":"I Will Be Green for Us: When Consumers Compensate for Their Partners’ Unsustainable Behavior","authors":"Aylin Cakanlar, Hristina Nikolova, Gergana Y. Nenkov","doi":"10.1177/00222437221108891","DOIUrl":"https://doi.org/10.1177/00222437221108891","url":null,"abstract":"In the context of romantic relationships, partners regularly observe each other's unsustainable behavior. But how do these unsustainable behaviors influence each member of the couple? This research shows that how consumers respond to their partners’ unsustainable behaviors depends on the amount of relationship power they possess: high-relationship-power individuals compensate for their partners’ unsustainable behavior by acting in a more sustainable manner relative to their baseline tendencies, but low-relationship-power individuals do not increase their own sustainable behavior. This effect occurs because high-relationship-power partners feel more responsible for the reconstruction of the couple identity after it has been damaged by their partner's unsustainable choice; as a result, they have a stronger desire to signal a positive couple identity (i.e., a positive couple sustainable identity). Consistent with this theory, this effect is attenuated for high-relationship-power individuals who have weak green identities. Seven studies provide evidence for these findings by measuring and manipulating relationship power and assessing hypothetical and actual sustainable behaviors. This research contributes to the sustainable behavior literature and highlights effective ways to promote sustainable behavior in households.","PeriodicalId":48465,"journal":{"name":"Journal of Marketing Research","volume":"60 1","pages":"110 - 129"},"PeriodicalIF":6.1,"publicationDate":"2023-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49250142","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Suspense and Surprise in Media Product Design: Evidence from Twitch","authors":"Andrey Simonov, Raluca M. Ursu, Carolina Zheng","doi":"10.1177/00222437221108653","DOIUrl":"https://doi.org/10.1177/00222437221108653","url":null,"abstract":"The authors quantify the relative importance of beliefs-based suspense and surprise measures in the entertainment preferences of viewers of Twitch, the largest online video game streaming platform. Using detailed viewership and game statistics data from broadcasts of tournaments of a popular video game, Counter-Strike: Global Offensive, the authors compute measures of suspense and surprise for a rational viewer. They then develop and estimate a stylized utility model that underlies viewers’ decisions to both join and leave a game stream. The method used enables the authors to causally identify the direct effect of suspense and surprise on viewers’ utilities, separating it from other sources of entertainment value (e.g., team skill) and from indirect/supply-side effects (e.g., word of mouth, advertising). The authors show that suspense enters a viewer's utility but find little evidence of the effect of surprise. The magnitudes imply that a one-standard-deviation increase in round-level suspense decreases the probability of leaving a stream by .27 percentage points. The authors find no detectable effect of suspense and surprise on the decision to join a stream, ruling out indirect effects. Variation in suspense levels explains 9.2% of the observed range of the evolution of a stream's viewership. The authors use these estimates to evaluate counterfactual game and platform designs. They show that historical updates to Counter-Strike: Global Offensive game rules have increased tournament viewership by 4.1%, that rules can be further modified to increase viewership, and that alternative platform designs that inform joining users of games’ scores will additionally increase overall viewership by 1.3%. Together, these results illustrate the value of the authors’ method as a general tool that content producers and platforms can use to evaluate and design media products.","PeriodicalId":48465,"journal":{"name":"Journal of Marketing Research","volume":"60 1","pages":"1 - 24"},"PeriodicalIF":6.1,"publicationDate":"2023-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48293414","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Ekaterina V. Karniouchina, Stephen J. Carson, Carol Theokary, Lorien A. Rice, S. Reilly
{"title":"Women and Minority Film Directors in Hollywood: Performance Implications of Product Development and Distribution Biases","authors":"Ekaterina V. Karniouchina, Stephen J. Carson, Carol Theokary, Lorien A. Rice, S. Reilly","doi":"10.1177/00222437221100217","DOIUrl":"https://doi.org/10.1177/00222437221100217","url":null,"abstract":"With representation issues in Hollywood coming under intense scrutiny, the movie industry is wrestling with gender- and race-related imbalances in its power structure. One area of concern is the small proportion of women and people of color retained as film directors, coupled with little evidence of improvement in representation among widely released U.S. movies over time. In this study, the authors examine factors that explain gender- and race-related performance disparities in the movie industry. They estimate a two-stage model that accounts for the effects of selection in matching director gender and race to (1) projects of varying potential, (2) production budgets, and (3) the number of screens secured during distribution. They use instrumental variables for revenue, budget, screens, and audience reviews and find that once endogeneity and selection are captured by the models, gender- and race-based performance differences disappear. The results show evidence of biases favoring male, nonminority directors in project assignment, budgeting, and distribution. These biases are stronger for movies with female and minority lead actors but weaker for directors with high clout and for international directors. A matched-sample analysis illustrates that women directors produce similar outcomes with lower budgets and that minority directors produce outsized revenues with equivalent budgets.","PeriodicalId":48465,"journal":{"name":"Journal of Marketing Research","volume":"60 1","pages":"25 - 51"},"PeriodicalIF":6.1,"publicationDate":"2023-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45363355","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"EXPRESS: Female Chief Marketing Officers: When and Why Their Marketing Decisions Differ From Their Male Counterparts?","authors":"Rajita Varma, Raghu Bommaraju, Siddharth S. Singh","doi":"10.1177/00222437231156902","DOIUrl":"https://doi.org/10.1177/00222437231156902","url":null,"abstract":"Firms have appointed a significant number of female Chief Marketing Officers (CMOs) over the last decade. However, the question of how female CMOs differ from their male counterparts is yet to be examined. This research uses a multi-method approach to examine when and why female CMOs differ in marketing decisions from their male counterparts. In Study 1, the authors use secondary data to examine the effect of CMO gender on multiple marketing decisions and find that female CMOs make less risky decisions. Further, the authors find evidence that female CMOs’ risk-taking behavior is contingent on structural, organizational, and environmental factors (CEO Gender, relative firm performance, and demand uncertainty). In Study 2, the authors employ the MarkStrat simulation, in which participants assume the role of CMO, to test the main finding from Study 1 in a controlled setting and provide evidence for the differential effect of gender on radical vs. incremental new product introductions. In Study 3, the authors examine survey data to find evidence for the underlying mechanisms (over-confidence, failure avoidance orientation, and scrutiny) behind female CMOs’ lesser risk-taking behavior.","PeriodicalId":48465,"journal":{"name":"Journal of Marketing Research","volume":" ","pages":""},"PeriodicalIF":6.1,"publicationDate":"2023-01-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46274530","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Shuai Yang, Guiyang Xiong, Huifang Mao, Minghui Ma
{"title":"EXPRESS: Virtual Fitting Room Effect: Moderating Role of Body Mass Index","authors":"Shuai Yang, Guiyang Xiong, Huifang Mao, Minghui Ma","doi":"10.1177/00222437231154871","DOIUrl":"https://doi.org/10.1177/00222437231154871","url":null,"abstract":"An emerging virtual-reality technology, virtual fitting room (VFR) allows online shoppers to virtually try on clothes. Despite its increasing popularity, how VFR influences different consumer groups is hitherto unknown. Neglecting such nuances may significantly undermine VFR effectiveness. Based on a large-scale field experiment with real-world transactional data and five laboratory experiments, the authors document the asymmetric effects of VFR conditional on consumer body types, characterize the theoretical underpinnings, and identify a systematic set of managerially actionable moderators that can mitigate adverse effects. Specifically, while VFR enhances product evaluations and purchases among consumers with relatively low body-mass-index (BMI) levels, it negatively influences responses from high-BMI consumers due to self-image threat induced by avatars that resemble consumers’ own bodies. To cope with self-image threat, high-BMI consumers tend to shift the blame to the apparel item, resulting in negative product responses. The authors identify four feasible solutions to alleviate the negative responses among high-BMI users of VFR, namely, promoting diversified beauty standards, featuring mannequin face for VFR avatars, providing consumers opportunities to engage in prosocial behavior, and presenting high-status products. These findings offer guidance for retailers to smartly leverage this new technology to enhance both business performance and consumer wellbeing.","PeriodicalId":48465,"journal":{"name":"Journal of Marketing Research","volume":" ","pages":""},"PeriodicalIF":6.1,"publicationDate":"2023-01-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48069733","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Joseph Reiff, Hengchen Dai, J. Beshears, Katherine L. Milkman, S. Benartzi
{"title":"EXPRESS: Save More Today or Tomorrow: The Role of Urgency in Pre-commitment Design","authors":"Joseph Reiff, Hengchen Dai, J. Beshears, Katherine L. Milkman, S. Benartzi","doi":"10.1177/00222437231153396","DOIUrl":"https://doi.org/10.1177/00222437231153396","url":null,"abstract":"To encourage farsighted behaviors, past research suggests that marketers may be wise to invite consumers to pre-commit to adopt them “later”. However, the authors propose that people will draw different inferences from different types of pre-commitment offers, and that these inferences can help explain when pre-commitment is effective at increasing adoption of farsighted behaviors and when it is not. Specifically, the authors theorize that simultaneously offering consumers the opportunity to adopt a farsighted behavior now or later (i.e., offering “simultaneous pre-commitment”) may signal that the behavior is not urgently recommended; however, offering consumers the opportunity to adopt that behavior immediately and then, only if they decline, inviting them to adopt it later (i.e., offering “sequential pre-commitment”) may signal just the opposite. In a multi-site field experiment (N=5,196), the authors find that simultaneously giving consumers the chance to increase their savings now or later reduced retirement savings. Two pre-registered lab studies (N=5,080) show that simultaneous pre-commitment leads people to infer that taking action is not urgently recommended, and such inferences predict less adoption of recommended behaviors. Importantly, offering sequential pre-commitment increases inferred urgency, predicting greater adoption. Together, this research advances knowledge about the limits and potential of pre-commitment.","PeriodicalId":48465,"journal":{"name":"Journal of Marketing Research","volume":" ","pages":""},"PeriodicalIF":6.1,"publicationDate":"2023-01-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43069902","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"EXPRESS: How can Publishers Collaborate and Compete with News Aggregators?","authors":"Wilfred Amaldoss, Jinzhao Du","doi":"10.1177/00222437231153607","DOIUrl":"https://doi.org/10.1177/00222437231153607","url":null,"abstract":"Publishers face an existential threat from a variety of news aggregators, such as free aggregators (e.g., Google News, Yahoo! News), micropayment-facilitating aggregators (e.g., Blendle), and subscription-charging aggregators (e.g., Apple News+). We seek to theoretically examine whether publishers can collaborate and compete with the different types of news aggregators and, if so, what pricing and content-sharing strategies should publishers pursue. In the absence of a news aggregator, publishers sell their content as a composite publication; this intensifies inter-publisher price competition and hurts publishers’ profits. A free aggregator, however, could help unbundle the articles of a publisher. Moreover, if publishers share articles on the same topic with a free aggregator, they can completely eliminate inter-publisher competition and replace it with competition between the aggregator and the publishers; but only partially eliminate inter-publisher competition if they share articles on different topics with it. Yet, the free aggregator needs to bring sufficient additional traffic to the publishers to motivate them to share content and collaborate with it. Conversely, publishers will be willing to collaborate with a micropayment-facilitating aggregator even if it does not bring additional traffic to the publishers. This is because a micropayment-facilitating aggregator helps publishers unbundle their content and price discriminate. Lastly, publishers can be motivated to collaborate even with a subscription-charging aggregator that is powerful enough to dictate the terms of the revenue-sharing arrangement with the publishers. This is because the subscription-charging aggregator improves its profits without hurting the publishers’ surplus.","PeriodicalId":48465,"journal":{"name":"Journal of Marketing Research","volume":" ","pages":""},"PeriodicalIF":6.1,"publicationDate":"2023-01-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43397335","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"EXPRESS: Will Online Shopping Lead to More Brand Loyalty than Offline Shopping? The Role of Uncertainty Avoidance","authors":"B. Guo, Dian Wang","doi":"10.1177/00222437231153075","DOIUrl":"https://doi.org/10.1177/00222437231153075","url":null,"abstract":"While the growing transformation from offline to online shopping urges marketers to understand the impacts of this shift on brand loyalty, conclusions from the existing marketing literature have been inconsistent. Drawing upon the distinctions between online and offline shopping, authors develop a theoretical framework that focuses on uncertainty avoidance (UA) to reconcile the inconsistencies in the literature. Specifically, authors argue that high (low)-UA individuals are more (less) brand loyal when shopping online than offline because the product experience is less predictable in the former (vs. latter), a distinction between online and offline shopping that increases (reduces) high (low)-UA individuals’ tendency to stay with the brands. Consistent with this logic, we uncover that intangible value salience, a theoretically and managerially relevant boundary condition, attenuates the interplay between online (vs. offline) shopping and UA. Across eight studies that consist of secondary data, field surveys, and online and laboratory experiments, authors find converging evidence to support this theoretical stance. The current research offers insights into the loyalty literature and cross-cultural research. The managerial implications of the paper are also discussed at the end of the paper.","PeriodicalId":48465,"journal":{"name":"Journal of Marketing Research","volume":" ","pages":""},"PeriodicalIF":6.1,"publicationDate":"2023-01-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42156471","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
N. Umashankar, Dhruv Grewal, Abhijit Guha, Timothy Bohling
{"title":"EXPRESS: Testing Work–Life Theory in Marketing: Evidence from Field Experiments on Social Media","authors":"N. Umashankar, Dhruv Grewal, Abhijit Guha, Timothy Bohling","doi":"10.1177/00222437231152894","DOIUrl":"https://doi.org/10.1177/00222437231152894","url":null,"abstract":"In realizing that consumers regularly straddle the work–life interface, some companies position their products according to their ability to address work and life needs together, then communicate this offering to consumers. Whether using a work–life positioning strategy is effective remains unclear though. If this strategy signals work–life enrichment, it should increase consumers’ interest, but only if the product demands few resources from consumers. If the product instead demands substantial resources, a work–life positioning might inadvertently trigger perceptions of work–life conflict and lower consumers’ interest. To test these predictions, the authors partnered with three businesses to advertise their products, which impose varying resource demands, on social media using content that highlights the work–life interface or not. Analyses of ad click data support the predictions: Work–life ads are less effective than single-domain (work or life) ads if the advertising involves resource-demanding products, but they are more effective if it pertains to resource-undemanding products. Furthermore, the effects are stronger among consumer segments that experience more work–life conflict in general. With this initial application of work–life theory to a marketing context, this article offers relevant insights for both research and practice.","PeriodicalId":48465,"journal":{"name":"Journal of Marketing Research","volume":" ","pages":""},"PeriodicalIF":6.1,"publicationDate":"2023-01-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44490294","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Alok Kumar, Huanhuan Shi, Jenifer Skiba, Amit Saini, Zhi Lu
{"title":"EXPRESS: Impact of Buying Groups on Buyer-Supplier Relationships: Group-Dyad Interactions in Business-to-Business Markets","authors":"Alok Kumar, Huanhuan Shi, Jenifer Skiba, Amit Saini, Zhi Lu","doi":"10.1177/00222437231152207","DOIUrl":"https://doi.org/10.1177/00222437231152207","url":null,"abstract":"This paper examines the impact of business-to-business (B2B) buying groups on buyer-supplier relationships. The authors outline two distinct initiatives — monitoring and community building — through which buying groups help govern buyer–supplier exchange and impact supplier performance toward buyers. Two boundary conditions are identified for the performance efficacy of the buying group's governance efforts, namely, the buyer's own governance of the supplier and the dependence relations among the focal parties. Analyses using two-wave primary data collected from the U.S. healthcare sector and replications using secondary outcomes suggest support for the proposed framework. A conjoint experiment is conducted to further enhance the generalizability of the findings. We find that a buying group's monitoring of suppliers enhances supplier performance both by itself and with increasing supplier monitoring by the buyer firm. Further, the supplier’s dependence on the buying group and the buyer’s dependence on the supplier, both sharpen the efficacy of the buying group’s monitoring program. However, the performance effects of community building are weakened as the buyer–supplier relationship becomes stronger and as the buyer grows more dependent on the supplier. The paper thus uncovers novel interplays between B2B buying groups and B2B dyads, and documents their consequences for firm performance.","PeriodicalId":48465,"journal":{"name":"Journal of Marketing Research","volume":" ","pages":""},"PeriodicalIF":6.1,"publicationDate":"2023-01-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46001182","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}