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EXPRESS: The Power of a Star Rating: Differential Effects of Customer Rating Formats on Magnitude Perceptions and Consumer Reactions Journal of Marketing Research (IF 6.664) Pub Date : 2024-03-07 Annika Abell, Carter Morgan, Marisabel Romero
Average product ratings are displayed on many major websites, including online retailers, search engines, and social media sites. Research in both academia and industry has shown that consumers rely heavily on product ratings when making purchase decisions. Websites may show customer ratings in different shapes, colors, or formats. For example, some websites present their rating in a numerical format
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EXPRESS: Using Price Promotions to Drive Children’s Healthy Choices in a Developing Economy Journal of Marketing Research (IF 6.664) Pub Date : 2024-02-22 Szu-chi Huang, Michal Maimaran, Daniella Kupor
We examine how price discounts—a classic marketing incentive—drive children’s healthy choices in the understudied context of a developing economy. We partnered with UNICEF to launch three field experiments in Panamá among 2,418 children to examine four pillars of price discount promotions for children: What to discount (product selection), how to discount (message design), whom to target (children’s
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EXPRESS: Disentangling Product Comparisons with the Attribute-Hedonic Model Journal of Marketing Research (IF 6.664) Pub Date : 2024-01-24 Zachary G. Arens
Marketing tactics often assume that consumers comparing products (e.g., two TVs) will show a hedonic contrast. In other words, a product seems more appealing, and consumers are willing to pay more for it when compared with an unappealing competitor than a highly appealing one. However, hedonic judgments (e.g., how appealing is this TV?) are confounded with underlying attribute judgments (e.g., how
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EXPRESS: The “Achilles Heel” of Established Brands: The Effect of Brand Age on Consumers’ Brand Choice Journal of Marketing Research (IF 6.664) Pub Date : 2023-05-12 Yaeeun Kim, Joydeep Srivastava
Unlike previous research which suggests a predominant preference for older brands, this research takes a contingent perspective to examine how consumers’ preference for older brands is affected by ...
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EXPRESS: Revealing and Mitigating Racial Bias and Discrimination in Financial Services Journal of Marketing Research (IF 6.664) Pub Date : 2023-05-04 Maura L. Scott, Sterling A. Bone, Glenn L. Christensen, Anneliese Lederer, Martin Mende, Brandon G. Christensen, Marina Cozac
Three field studies and a laboratory experiment reveal racial discrimination in financial loan services. The results show that (a) service employees provide Black (vs. White) customers with inferio...
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EXPRESS: Horizontal Referrals in B2B Markets Journal of Marketing Research (IF 6.664) Pub Date : 2023-04-27 Mahima Hada, Arnaud De Bruyn, Gary L. Lilien
Horizontal referrals –when suppliers recommend other suppliers– are a common phenomenon in complex B2B markets. For the referring supplier, giving the best-possible horizontal referral may strength...
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EXPRESS: The Early Impact of GDPR Compliance on Display Advertising: The Case of an Ad Publisher Journal of Marketing Research (IF 6.664) Pub Date : 2023-04-11 Pengyuan Wang, Li Jiang, Jian Yang
The European Union (EU)’s General Data Protection Regulation (GDPR), with its explicit consent requirement, may restrict the use of personal data and shake the foundations of online advertising. Th...
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EXPRESS: How Consumers Resolve Conflict over Branded Products: Evidence from Mouse Cursor Trajectories Journal of Marketing Research (IF 6.664) Pub Date : 2023-04-05 Geoffrey Fisher, Kaitlin Woolley
Consumers differ in the extent to which brands drive their choices. The current research investigated the psychology underlying such decisions by using a cursor-tracking paradigm that captures cons...
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EXPRESS: Words Meet Photos: When and Why Visual Content Increases Review Helpfulness Journal of Marketing Research (IF 6.664) Pub Date : 2023-03-31 Gizem Ceylan, Kristin Diehl, Davide Proserpio
Are reviews with photos more helpful? If so, do consumers find reviews more helpful when photos and text convey similar or different information? This paper examines the effect of content similarit...
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EXPRESS: Food Craving Increases Unhealthy Food Purchases: A Study of SNAP Households Journal of Marketing Research (IF 6.664) Pub Date : 2023-03-23 Manoj Thomas, Yu Ma, Dinesh K. Gauri
Analysis of actual transactions in a grocery store show that households enrolled in U.S. government’s Supplementary Nutritional Assistance Program (SNAP) purchase more unhealthy hedonic food, compa...
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EXPRESS: The Uptrend Effect: Encouraging Healthy Behaviors Through Greater Inferred Normativity Journal of Marketing Research (IF 6.664) Pub Date : 2023-03-21 John P. Costello, Aaron M. Garvey, Frank Germann, James E.B. Wilkie
Only a minority of Americans are adequately engaging in activities experts recommend to curb preventable disease, such as consumption of healthful foods and regular physical exercise. This poses a ...
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EXPRESS: The Design Communication Assessment Scale (DCAS): Assessing and Adjusting the Effectiveness of Design Communications Journal of Marketing Research (IF 6.664) Pub Date : 2023-03-14 Kevin L. Sample, John Hulland, Julio Sevilla, Lauren I. Labrecque
This research integrates marketing literature, design theory, interviews with world-renowned designers, and well-established scale development procedures to develop a reliable and valid instrument ...
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EXPRESS: How Do Fast Fashion Copycats Affect the Popularity of Premium Brands? Evidence from Social Media Journal of Marketing Research (IF 6.664) Pub Date : 2023-03-05 Zijun (June) Shi, Xiao Liu, Dokyun Lee, Kannan Srinivasan
The erosion of high-end fashion brands by fast fashion copycats (e.g., Zara, H&M) has stirred controversies and unceasing legal attempts to copyright fashion designs. Despite the purported negative...
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EXPRESS: Resources Available for Me versus Us: Implications for Mitigating Consumer Food Waste Journal of Marketing Research (IF 6.664) Pub Date : 2023-02-24 Huachao Gao, He (Michael) Jia, Bingxuan Guo
Although food waste is an urgent issue with widespread economic, societal, and environmental impacts, it remains understudied in the marketing discipline. This is surprising since most food waste o...
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EXPRESS: Female Chief Marketing Officers: When and Why Their Marketing Decisions Differ From Their Male Counterparts? Journal of Marketing Research (IF 6.664) Pub Date : 2023-01-30 Rajita Varma, Raghu Bommaraju, Siddharth S. Singh
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 e...
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EXPRESS: Virtual Fitting Room Effect: Moderating Role of Body Mass Index Journal of Marketing Research (IF 6.664) Pub Date : 2023-01-20 Shuai Yang, Guiyang Xiong, Huifang Mao, Minghui Ma
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 group...
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EXPRESS: How can Publishers Collaborate and Compete with News Aggregators? Journal of Marketing Research (IF 6.664) Pub Date : 2023-01-13 Wilfred Amaldoss, Jinzhao Du
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 subsc...
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EXPRESS: Save More Today or Tomorrow: The Role of Urgency in Pre-commitment Design Journal of Marketing Research (IF 6.664) Pub Date : 2023-01-13 Joseph S. Reiff, Hengchen Dai, John Beshears, Katherine L. Milkman, Shlomo Benartzi
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 diff...
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EXPRESS: Will Online Shopping Lead to More Brand Loyalty than Offline Shopping? The Role of Uncertainty Avoidance Journal of Marketing Research (IF 6.664) Pub Date : 2023-01-11 Bingxuan Guo, Dian Wang
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 be...
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EXPRESS: Testing Work–Life Theory in Marketing: Evidence from Field Experiments on Social Media Journal of Marketing Research (IF 6.664) Pub Date : 2023-01-10 Nita Umashankar, Dhruv Grewal, Abhijit Guha, Timothy Bohling
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 t...
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EXPRESS: Impact of Buying Groups on Buyer-Supplier Relationships: Group-Dyad Interactions in Business-to-Business Markets Journal of Marketing Research (IF 6.664) Pub Date : 2023-01-07 Alok Kumar, Huanhuan Shi, Jenifer Skiba, Amit Saini, Zhi Lu
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 — throug...
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EXPRESS: Measuring Evidence for Mediation in the Presence of Measurement Error Journal of Marketing Research (IF 6.664) Pub Date : 2023-01-07 Arash Laghaie, Thomas Otter
Mediation analysis empirically investigates the process underlying the effect of an experimental manipulation on a dependent variable of interest. In the simplest mediation setting, the experimenta...
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Feeling Good or Feeling Right: Sustaining Negative Emotion After Exposure to Human Suffering Journal of Marketing Research (IF 6.664) Pub Date : 2022-12-30 Stephanie C. Lin, Taly Reich, Tamar A. Kreps
Although hedonic principles of emotion regulation suggest that people wish to feel good, the current research demonstrates that sometimes feeling good just seems wrong. Specifically, the authors ar...
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EXPRESS: Understanding How Music Influences Shopping on Weekdays and Weekends Journal of Marketing Research (IF 6.664) Pub Date : 2022-12-29 Carl-Philip Ahlbom, Anne L. Roggeveen, Dhruv Grewal, Jens Nordfält
This research investigates how shopping on a weekday or a weekend moderates the impact of music on supermarket sales. Contrary to the intuitive beliefs of interviewed store managers, a meta-analysi...
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EXPRESS: Effective Implementation of Predictive Sales Analytics Journal of Marketing Research (IF 6.664) Pub Date : 2022-12-30 Johannes Habel, Sascha Alavi, Nicolas Heinitz
Sales managers are unlikely to reap the benefits of implementing predictive analytics applications when salespeople show aversion to or lack understanding of these applications. For managers, it is...
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EXPRESS: The Impact of In-Store Inspirational (vs. Deal-Oriented) Communication On Spending: The Importance of Activating Consumption Goal-Completion Journal of Marketing Research (IF 6.664) Pub Date : 2022-12-23 Dhruv Grewal, Carl-Philip Ahlbom, Stephanie M. Noble, Venkatesh Shankar, Unnati Narang, Jens Nordfält
In-store communication delivered through technology formats (e.g., kiosk, digital display) as well as non-technology formats (e.g., magazine cover, flyer) can help retailers enhance sales by delive...
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It’s the Effort That Counts: The Effect of Self-Control on Goal Progress Perceptions Journal of Marketing Research (IF 6.664) Pub Date : 2022-12-15 Hoori Rafieian, Marissa A. Sharif
Does the amount of self-control consumers must exert to choose a goal-consistent action influence their perceptions of goal progress? For example, if you choose to go to the gym when one of your fa...
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EXPRESS: Debunking Misinformation about Consumer Products: Effects on Beliefs and Purchase Behavior Journal of Marketing Research (IF 6.664) Pub Date : 2022-12-10 Jessica Fong, Tong Guo, Anita Rao
The prevalence of misinformation has spurred various interested parties—regulators, the media, and competing firms—to debunk false claims in the marketplace. This paper studies whether such debunki...
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EXPRESS: What Motivates Social Security Claiming Age Intentions? Testing Behaviorally-Informed Interventions Alongside Individual Differences Journal of Marketing Research (IF 6.664) Pub Date : 2022-12-09 Adam Eric Greenberg, Hal E. Hershfield, Suzanne B. Shu, Stephen A. Spiller
Choosing when to claim Social Security Administration (SSA) benefits is an important decision for older Americans’ financial health. While past work has examined heterogeneity in claiming decisions...
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EXPRESS: When and How Slow Motion Makes Products More Luxurious Journal of Marketing Research (IF 6.664) Pub Date : 2022-12-07 Sungjin Jung, David Dubois
This research examines when and how the speed of video ads influences consumers’ perceptions of luxuriousness and their subsequent behaviors toward products or brands featured in the ads. Across 12...
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EXPRESS: Helping Those That Hide: Anticipated Stigmatization Drives Concealment and a Destructive Cycle of Debt Journal of Marketing Research (IF 6.664) Pub Date : 2022-12-06 Michael Moorhouse, Miranda Goode, June Cotte, Jennifer Widney
Debt accumulation has been linked to materialism, impulsivity, short sightedness, self-control, and lifestyle preferences. However, applying stigma theory allows novel insights into debt accumulati...
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Does Company Size Shape Product Quality Inferences? Larger Companies Make Better High-Tech Products, but Smaller Companies Make Better Low-Tech Products Journal of Marketing Research (IF 6.664) Pub Date : 2022-12-04 Kaitlin Woolley, Daniella Kupor, Peggy J. Liu
Companies vary on oft-publicized size metrics (number of employees, revenue). Do consumers prefer otherwise identical products made by larger or smaller companies? The answer hinges on whether cons...
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Examining the Efficacy of Time Scarcity Marketing Promotions in Online Retail Journal of Marketing Research (IF 6.664) Pub Date : 2022-12-02 Jillian Hmurovic, Cait Lamberton, Kelly Goldsmith
Time scarcity promotions (e.g., “40% off for a limited time”) are mainstays of online retail marketing. Although positive effects of time scarcity promotions on consumer interest have been evidence...
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EXPRESS: Omitted Budget Constraint Bias and Implications for Competitive Pricing Journal of Marketing Research (IF 6.664) Pub Date : 2022-12-01 Max J. Pachali, Peter Kurz, Thomas Otter
Standard Choice-Based Conjoint (CBC) models often ignore or insufficiently approximate consumers’ budget constraints, despite the prominent role of budget constraints in economic theory. The author...
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Selling Mechanism Design for Peer-to-Peer Lending and Related Markets: The Multi-Unit Uniform-Price Open Auction Versus Fixed Price Journal of Marketing Research (IF 6.664) Pub Date : 2022-11-25 Guofang Huang
In the past two decades, there has been a decline in the use of uniform-price auctions in favor of fixed prices in markets of peer-to-peer lending, equity crowdfunding, and initial public offerings...
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I Will Get a Reward, Too: When Disclosing the Referrer Reward Increases Referring Journal of Marketing Research (IF 6.664) Pub Date : 2022-11-25 Minzhe Xu, Zhihao Yu, Yanping Tu
Incentivized customer referral programs (e.g., “Refer a friend, reward yourself!”) are prevalent, yet they usually have low referring rates. One reason, the authors suggest, is that existing custom...
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EXPRESS: In Goal Pursuit, I Think Flexibility Is the Best Choice for Me but Not for You Journal of Marketing Research (IF 6.664) Pub Date : 2022-11-23 Sydney E. Scott, Elanor F. Williams
Consumers regularly attempt to improve themselves. This research examines how consumers think about flexibility during goal pursuit, for themselves and others. Flexibility involves leaving details ...
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The Effectiveness of Cause-Related Marketing: A Meta-Analysis on Consumer Responses Journal of Marketing Research (IF 6.664) Pub Date : 2022-11-22 Christina Schamp, Mark Heitmann, Tammo H.A. Bijmolt, Robin Katzenstein
Cause-related marketing (CM), which links corporate donations to consumer purchases, has ongoing momentum in marketing. As the magnitude and direction of consumers’ response to CM are inconclusive,...
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EXPRESS: The Ripple Effect of Firm-Generated Content on New Movie Releases Journal of Marketing Research (IF 6.664) Pub Date : 2022-11-20 Shijie Lu, Isaac Dinner, Rajdeep Grewal
Marketers frequently create social media content, i.e., firm-generated content (FGC), to ignite interest in new movies. As such, there is a clear need to understand the magnitude and heterogeneity ...
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Intransitivity of Consumer Preferences for Privacy Journal of Marketing Research (IF 6.664) Pub Date : 2022-11-20 Geoff Tomaino, Klaus Wertenbroch, Daniel J. Walters
Consumers frequently exchange their private personal data with companies in return for goods and services, such as access to search results or social networks. The authors provide a normative crite...
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Paralanguage Classifier (PARA): An Algorithm for Automatic Coding of Paralinguistic Nonverbal Parts of Speech in Text Journal of Marketing Research (IF 6.664) Pub Date : 2022-11-20 Andrea Webb Luangrath, Yixiang Xu, Tong Wang
Brands and consumers alike have become creators and distributors of digital words, thus generating increasing interest in insights to be gained from text-based content. This work develops an algori...
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Product-Harm Crises and Spillover Effects: A Case Study of the Volkswagen Diesel Emissions Scandal in eBay Used Car Auction Markets Journal of Marketing Research (IF 6.664) Pub Date : 2022-11-18 Xiaogang Che, Hajime Katayama, Peter Lee
The Volkswagen emissions scandal began in 2015, when the U.S. Environmental Protection Agency announced that diesel cars produced by Volkswagen from 2009 through 2015 were in violation of emissions...
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Optimal Microtargeting of Advertising Journal of Marketing Research (IF 6.664) Pub Date : 2022-11-16 Peter J. Danaher
Historically, advertising allocation decisions have operated mostly at a macro level, comprising determination of the total budget followed by apportionment among media channels. Owing to the rapid...
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Role Integration Increases the Fungibility of Mentally Accounted Funds Journal of Marketing Research (IF 6.664) Pub Date : 2022-11-15 Iman Paul, Jeffrey R. Parker, Sara Loughran Dommer
Bridging the gap between the mental accounting and identities/roles literatures, the present research examines how the extent to which an individual's life roles (e.g., “employee,” “spouse”) are in...
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Phone and Self: How Smartphone Use Increases Preference for Uniqueness Journal of Marketing Research (IF 6.664) Pub Date : 2022-11-15 Camilla Eunyoung Song, Aner Sela
One of the most dramatic shifts in recent years has been consumers’ increased use of smartphones for making purchases and choices—but does using a smartphone influence what consumers choose? This a...
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Suspense and Surprise in Media Product Design: Evidence from Twitch Journal of Marketing Research (IF 6.664) Pub Date : 2022-11-12 Andrey Simonov, Raluca M. Ursu, Carolina Zheng
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....
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EXPRESS: Favorite Possessions Protect Subjective Wellbeing under Income Inequality Journal of Marketing Research (IF 6.664) Pub Date : 2022-11-10 Jingshi (Joyce) Liu, Amy N. Dalton, Anirban Mukhopadhyay
Rising income inequality is taking a toll on people’s subjective wellbeing (SWB), and many commentators have implicated the role of material possessions, and thereby marketing, in this regard. Maki...
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EXPRESS: Attention Trajectories Capture Utility Accumulation and Predict Brand Choice Journal of Marketing Research (IF 6.664) Pub Date : 2022-11-10 Ana Martinovici, Rik Pieters, Tülin Erdem
Trajectories of attention capture the accumulation of brand utility during complex decision-making tasks. Thus, attention trajectories, as reflected in eye movements, predict the final brand choice...
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EXPRESS: Teach a Man to Fish: the Use of Autonomous Aid in Eliciting Donations Journal of Marketing Research (IF 6.664) Pub Date : 2022-11-05 Stacie F. Waites, Adam Farmer, Jonathan Hasford, Roman Welden
Nonprofit organizations often position their charitable efforts as fulfilling the immediate needs of those who are disadvantaged (termed immediate aid appeals). This manuscript explores an alternat...
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EXPRESS: Consumer Privacy Choices and (Un)Targeted Advertising Along the Purchase Journey Journal of Marketing Research (IF 6.664) Pub Date : 2022-11-05 W. Jason Choi, Kinshuk Jerath, Miklos Sarvary
Advertising to a consumer provides potentially useful information to her and moves her along the purchase journey, and tracking the consumer’s online activities enables an advertiser to infer the c...
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“It Could Be Better” Can Make It Worse: When and Why People Mistakenly Communicate Upward Counterfactual Information Journal of Marketing Research (IF 6.664) Pub Date : 2022-11-04 Xilin Li, Christopher K. Hsee, Ed O’Brien
Imagine you are a real estate agent and are showing a prospective buyer a house with a lake view, but it is foggy, and the view is less than ideal. Are you inclined to tell the prospective buyer, “...
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Multimarket Membership Mapping Journal of Marketing Research (IF 6.664) Pub Date : 2022-11-03 Daniel M. Ringel
Market structure maps spatially represent competitive relationships among brands and products. In these maps, each product is typically visualized in a single map location. Such visualization, howe...
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EXPRESS: Statistical Inference for the Factor Model Approach to Estimate Causal Effects in Quasi-Experimental Settings Journal of Marketing Research (IF 6.664) Pub Date : 2022-10-23 Kathleen T. Li, Garrett P. Sonnier
Causal inference using quasi-experimental data is of great interest to marketers. The factor model approach (FM) to estimate treatment effects accommodates a large number of control units and can e...
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Advance Selling in Marketing Channels Journal of Marketing Research (IF 6.664) Pub Date : 2022-10-22 Krista J. Li, Xi Li
Manufacturers and retailers often advance sell seasonal products or services (e.g., holiday decorations, summer or winter entertainment). The authors examine advance selling in marketing channels t...
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Algorithmic Transference: People Overgeneralize Failures of AI in the Government Journal of Marketing Research (IF 6.664) Pub Date : 2022-10-19 Chiara Longoni, Luca Cian, Ellie J. Kyung
Artificial intelligence (AI) is pervading the government and transforming how public services are provided to consumers across policy areas spanning allocation of government benefits, law enforceme...
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EXPRESS: Too Time-Crunched to Seek Variety: The Influence of Parenting Motivation on Consumer Variety Seeking Journal of Marketing Research (IF 6.664) Pub Date : 2022-10-18 Yitian (Sky) Liang, Zhongqiang (Tak) Huang, Lei Su
Parenting motivation, the inspiration and drive to take care of one’s children, is regarded as a powerful instinct for facilitating human reproduction. In a set of hypotheses, the authors address h...
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EXPRESS: The Sound of Music: The Effect of Timbral Sound Quality in Audio Logos on Brand Personality Perception Journal of Marketing Research (IF 6.664) Pub Date : 2022-10-14 Johann Melzner, Priya Raghubir
This research aims to advance the understanding of audio branding by investigating the effect of the understudied auditory attribute “timbre” in the context of brand audio logos. Specifically, the ...
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EXPRESS: Beyond Sentiment: The Value and Measurement of Consumer Certainty in Language Journal of Marketing Research (IF 6.664) Pub Date : 2022-10-13 Matthew D. Rocklage, Sharlene He, Derek D. Rucker, Loran F. Nordgren
Sentiment analysis has fundamentally changed marketers’ ability to assess consumer opinion. Indeed, the measurement of attitudes via natural language has influenced how marketing is practiced on a ...
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From Strangers to Friends: Tie Formations and Online Activities in an Evolving Social Network Journal of Marketing Research (IF 6.664) Pub Date : 2022-10-12 Mina Ameri, Elisabeth Honka, Ying Xie
The authors study how strangers become friends within an evolving online social network. By modeling the coevolution of individual users’ friendship tie formations (when and with whom) and their co...
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Rational Inattention as an Empirical Framework for Discrete Choice and Consumer-Welfare Evaluation Journal of Marketing Research (IF 6.664) Pub Date : 2022-10-10 Joonhwi Joo
The conventional discrete-choice model of demand assumes that consumers are fully informed about every available product alternative. This assumption is at odds with the large body of literature st...