Psychology and Marketing最新文献_第2页

Enhancing the profitability of pay what you want: A study of suggested prices 提高 "按需付费 "的盈利能力：建议价格研究

Psychology and Marketing Pub Date : 2024-03-12 DOI: 10.1002/mar.21993

Pi-Ying Yen, Yongqi Li, Haoyu Liu

引用次数: 0

Technology paternalism: Development and validation of a measurement scale 技术家长制：测量量表的开发与验证

Psychology and Marketing Pub Date : 2024-03-05 DOI: 10.1002/mar.21971

Martin Rochi, Philipp A. Rauschnabel, Karl-Heinz Renner, Björn S. Ivens

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Value co-creation in the sharing economy: Revisiting the past to inform future 共享经济中的价值共创：回顾过去，展望未来

Psychology and Marketing Pub Date : 2024-03-04 DOI: 10.1002/mar.21990

Muhammad Vasil, Prasanta Kr Chopdar, Dimitrios Buhalis, Sitanshu Sekhar Das

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Marketing experts are always right…aren't they? Disentangling the effects of expertize and decision-making processes 营销专家总是对的......不是吗？区分专家和决策过程的影响

Psychology and Marketing Pub Date : 2024-03-02 DOI: 10.1002/mar.21988

Matteo Montecchi, Andrés Gvirtz, Kirk Plangger, Gerard Prendergast, Douglas West

{"title":"Marketing experts are always right…aren't they? Disentangling the effects of expertize and decision-making processes","authors":"Matteo Montecchi, Andrés Gvirtz, Kirk Plangger, Gerard Prendergast, Douglas West","doi":"10.1002/mar.21988","DOIUrl":"https://doi.org/10.1002/mar.21988","url":null,"abstract":"Marketing experts are tasked with making important decisions that influence firms' performance. Some decision tasks are decomposable and can be broken down into smaller parts (e.g., pricing new products). Others are non-decomposable and are challenging to break down (e.g., selecting creative work for advertising campaigns). The literature remains divided on whether expertize aids decision-makers in addressing these different decision tasks, as well as how different decision-making processes (critical analysis, intuition, introspection) improve decision-makers' performance when they face these tasks. Using experiments with comparative samples of senior marketing managers (experts) and general public participants (non-experts), we test whether expertize provides advantages when making decisions. Our results suggest that experts perform better than the general public with decomposable decision tasks, though not with non-decomposable decision tasks. Furthermore, decision-makers who rely on critical analysis perform better compared to intuition when addressing decomposable decision tasks, but the decision process is less important with non-decomposable decision tasks. These findings provide insight into the conceptual boundaries of marketing professionals' expertize. Managers could apply these insights to potentially save resources (e.g., time, finances) by delegating decisions to more junior staff or even by leveraging external counsel through crowdsourcing.","PeriodicalId":501349,"journal":{"name":"Psychology and Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-03-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140035350","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Will virtual influencers overcome the uncanny valley? The moderating role of social cues 虚拟影响者能否克服 "不可思议谷"？社交线索的调节作用

Psychology and Marketing Pub Date : 2024-02-28 DOI: 10.1002/mar.21989

Rada Gutuleac, Gabriele Baima, Cristian Rizzo, Stefano Bresciani

{"title":"Will virtual influencers overcome the uncanny valley? The moderating role of social cues","authors":"Rada Gutuleac, Gabriele Baima, Cristian Rizzo, Stefano Bresciani","doi":"10.1002/mar.21989","DOIUrl":"https://doi.org/10.1002/mar.21989","url":null,"abstract":"Companies are increasingly collaborating with virtual influencers (VIs) as endorsers for their social media campaigns, yet they often lack awareness of the risks and opportunities involved. VIs are AI-generated, and visually presented as an interactive, real-time animated entity in a digital environment. Grounding on the uncanny valley theory, this study investigates how the anthropomorphism of VIs influences consumer behavior. Through two experimental studies, we investigate the effect of a VI's level of anthropomorphism on consumer intentions, revealing the mediating role of uncanniness. Specifically, we find that highly anthropomorphized VIs may elicit a greater sense of uncanniness among consumers. Interestingly, the second study unveils that, in the presence of social cues, the influence of anthropomorphism on uncanniness is attenuated. From a theoretical perspective, these findings contribute to the existing literature on the uncanny valley theory and reveal the role of social cues in mitigating consumers' sense of uncanniness. Alongside this, it offers practical insights for practitioners navigating the complexities of managing VIs in digital marketing endeavors.","PeriodicalId":501349,"journal":{"name":"Psychology and Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-02-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140005167","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Inauthentic inclusion: Exploring how intention to use AI-generated diverse models can backfire 不真实的包容：探索使用人工智能生成的多样化模型的意图如何适得其反

Psychology and Marketing Pub Date : 2024-02-26 DOI: 10.1002/mar.21987

Sean Sands, Vlad Demsar, Carla Ferraro, Colin Campbell, Justin Cohen

{"title":"Inauthentic inclusion: Exploring how intention to use AI-generated diverse models can backfire","authors":"Sean Sands, Vlad Demsar, Carla Ferraro, Colin Campbell, Justin Cohen","doi":"10.1002/mar.21987","DOIUrl":"https://doi.org/10.1002/mar.21987","url":null,"abstract":"Rapid advances in AI technology have important implications for, and effects on, brands and advertisers. Increasingly, brands are creating digital models to showcase clothing and accessories in a similar way to human models, with AI used to customize various body types, ages, sizes, and skin tones. However, little is known about how the underrepresented consumers respond to a brand's intention to use AI-generated models to represent them. We explore this by conducting four studies. We find evidence that a brand's intention to use AI-generated (vs. human) models negatively affects brand attitude (study 1). We further investigate this effect using two different underrepresented consumer groups: LGBTQIA+ consumers (study 2) and consumers with disabilities (study 3). We show the effect to be serially mediated by consumers' perception of greater threat to their self-identity and a lower sense of belonging, subsequently having a negative effect on brand attitude. Finally, we show that the perception of a brand's motivation for representing diverse consumer groups can attenuate these negative effects (study 4). Specifically, when consumers believe a brand is intrinsically motivated to use AI-generated diversity representations, they report a significantly lower social identity threat which in turn is associated with a significantly higher sense of belonging to the brand. Our research findings suggest that a brand's well-meaning intentions to represent diversity can in fact have negative effects on the very consumers whom a brand is trying to attract. While catering to diversity is of critical importance, our results indicate that brand managers should exercise caution when using AI to appeal to diverse groups of potential consumers.","PeriodicalId":501349,"journal":{"name":"Psychology and Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-02-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139969545","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Exploring gift gaps: A meta-analysis of giver–recipient asymmetries 探索礼物差距：关于赠与者与受赠者不对称的荟萃分析

Psychology and Marketing Pub Date : 2024-02-20 DOI: 10.1002/mar.21981

Ryan E. Freling, Melanie Moore Koskie, Traci H. Freling, Julie G. Moulard, Jody L. Crosno

{"title":"Exploring gift gaps: A meta-analysis of giver–recipient asymmetries","authors":"Ryan E. Freling, Melanie Moore Koskie, Traci H. Freling, Julie G. Moulard, Jody L. Crosno","doi":"10.1002/mar.21981","DOIUrl":"https://doi.org/10.1002/mar.21981","url":null,"abstract":"Gift giving has long intrigued and perplexed consumers and scholars alike. Of particular interest is when and why givers bestow gifts that miss the mark with recipients. The current meta-analysis quantitatively investigates giver–recipient mismatches by empirically examining 153 unique effects from 114 studies across 29 papers. Results suggest that characteristics of the gifts, characteristics of the occasion, and characteristics of the giver/receiver in the gift exchange presented in the original studies affect the degree to which giver–recipient asymmetries are more/less pronounced. This research confirms a persistent disconnect between evaluations gift givers and recipients make about the exchanges in which they participate. This “Gift Gap” is exacerbated when the gift exchanged is sentimental in value, consumed privately, and when the exchange occurs between friends. These results provide some support for various theoretical perspectives hypothesized to explain these asymmetric evaluations. Finally, this research reveals the dearth of research focused on familial gift exchange, cultural differences in gift exchange, and gift exchange for unpleasant occasions or occasions unrelated to birthdays and holidays.","PeriodicalId":501349,"journal":{"name":"Psychology and Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-02-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139919624","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Effects of interaction between brand positioning and chatbot conversational style on perceived fit and brand attitudes 品牌定位与聊天机器人对话风格之间的相互作用对感知契合度和品牌态度的影响

Psychology and Marketing Pub Date : 2024-02-20 DOI: 10.1002/mar.21986

Li-Keng Cheng, Chung-Lin Toung

{"title":"Effects of interaction between brand positioning and chatbot conversational style on perceived fit and brand attitudes","authors":"Li-Keng Cheng, Chung-Lin Toung","doi":"10.1002/mar.21986","DOIUrl":"https://doi.org/10.1002/mar.21986","url":null,"abstract":"Although an underdog brand positioning can elicit positive consumer responses, maintaining a brand's positioning requires maintaining consistent brand associations. If the associations created by the company's service providers do not align with the brand's positioning, this discrepancy can lead to consumer confusion or to a decline in brand attitudes. Chatbots, as customer-facing representatives, play a crucial role in how consumers perceive and evaluate a brand. However, the role of chatbots in shaping brand attitude has not been extensively studied. Therefore, this study investigates the effects of chatbot conversational styles on consumers' perceptions of the fit between a brand's positioning and its messaging, focusing on both “top-dog” and “underdog” brands. This study demonstrates that underdog brands using chatbots with warm conversational styles and top-dog brands using chatbots with competent (i.e., professional) conversational styles foster positive brand evaluations by consumers through perceived fit. Additionally, this study introduces the concept of power state—an individual's degree of perceived control over their surroundings—as a moderator in human–chatbot interactions, demonstrating that high-power-state consumers of top-dog brands favor a competent conversational style, whereas low-power-state consumers favor a warm conversational style regardless of the brand's positioning.","PeriodicalId":501349,"journal":{"name":"Psychology and Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-02-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139919378","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Chasing spammers: Using the Internet protocol address for detection 追踪垃圾邮件发送者利用互联网协议地址进行检测

Psychology and Marketing Pub Date : 2024-02-20 DOI: 10.1002/mar.21985

Laura Sáez-Ortuño, Santiago Forgas-Coll, Ruben Huertas-Garcia, Eloi Puertas-Prats

{"title":"Chasing spammers: Using the Internet protocol address for detection","authors":"Laura Sáez-Ortuño, Santiago Forgas-Coll, Ruben Huertas-Garcia, Eloi Puertas-Prats","doi":"10.1002/mar.21985","DOIUrl":"https://doi.org/10.1002/mar.21985","url":null,"abstract":"The proliferation of reviews evaluating different services on social networks and online platforms and their importance in consumer decision-making has led some unscrupulous individuals to take advantage of the anonymity offered by the Internet to manipulate these reviews and influence customers' decisions. The main objectives of this study are: (1) to test whether spammers usually perform their misdemeanors from the same IP address; (2) to explore whether there are differences between stated sexes in this regard; (3) to detect the main motivations for posting fraudulent reviews; and (4) to determine the motivations for doing so from the same IP address. These objectives were achieved by means of a quasi-experiment with a sample of 7,192,487 users, and a qualitative investigation in which 37 users who had falsified information were interviewed. The results show that spammers who tend to fake their identity do so from the same IP address and that they tend to be male. Four types of motivation are presented: revenge, entertainment, opportunity for profit, and self-esteem; as well as a further three to explain the use of the same IP: convenience, limited resources, and complacency.","PeriodicalId":501349,"journal":{"name":"Psychology and Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-02-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139919337","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

How do username and avatar affect people's engagement with native advertising on social media: From the self-disclosure perspective 用户名和头像如何影响人们参与社交媒体上的原生广告：从自我披露的角度看

Psychology and Marketing Pub Date : 2024-02-17 DOI: 10.1002/mar.21980

Yanwu Yang, Jun Zhang, Ting (Lisa) Gao

{"title":"How do username and avatar affect people's engagement with native advertising on social media: From the self-disclosure perspective","authors":"Yanwu Yang, Jun Zhang, Ting (Lisa) Gao","doi":"10.1002/mar.21980","DOIUrl":"https://doi.org/10.1002/mar.21980","url":null,"abstract":"The effect of self-profiling on people's responses toward commercial information (e.g., advertisements) delivered on social media remains unexplored. This study proposed a conceptual model examining the path from the authenticity of username and avatar and its antecedents to native advertising engagement from the perspective of self-disclosure. Four subsequent studies were conducted to test our research model. The results indicated that the authenticity of username and avatar is a crucial determinant of engagement with advertising information. Moreover, social media involvement moderates the relationship between the authenticity of username and avatar and advertising engagement. Social media engagement partially mediates the relationship between the authenticity of username and avatar and advertising engagement. Regarding the antecedents of the authenticity of username and avatar, self-presentation, relationship building, privacy concerns, privacy risks and trust belief are significant, while relationship maintenance is insignificant. This study contributes to our understanding of self-profiling authenticity and its effect on people's engagement by employing the theory of self-disclosure in the context of social media and provides critical managerial insights for social media platforms and advertisers.","PeriodicalId":501349,"journal":{"name":"Psychology and Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2024-02-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139919379","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0