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The double-edged sword of envy: effects of envy type and regulatory focus on consumer decision-making European Journal of Marketing (IF 5.181) Pub Date : 2024-03-18 Rajat Roy, Fazlul K. Rabbanee, Diana Awad, Vishal Mehrotra
Purpose This study aims to investigate the fit of a promotion (prevention) focus with malicious (benign) envy and how this fit influences positive and negative behaviours, depending on the context. Design/methodology/approach Four empirical studies (two laboratory and two online experiments) were used to test key hypotheses. Study 1 manipulated regulatory focus and envy in a job application setting
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Multichannel relational communication strategy: does one-sized strategy fit all customers? European Journal of Marketing (IF 5.181) Pub Date : 2024-03-13 Carla Ramos, Adriana Bruscato Bortoluzzo, Danny P. Claro
Purpose This study aims to capture how the association between a multichannel relational communication strategy (MRCS) and customer performance is contingent upon such customer performance (low- versus high-performance customers) and to reconcile past contradictory results in this marketing-related topic. To this end, the authors propose and validate the method of quantile regression as an unconventional
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Turning commitment into performance through buyer dependence: a dual pathway approach European Journal of Marketing (IF 5.181) Pub Date : 2024-03-05 Daniel Padgett, Christopher D. Hopkins, Colin B. Gabler
Purpose This paper aims to investigate the interrelated role of relational commitment and dependence as drivers of key performance outcomes. Specifically, the authors provide a conceptual model of the impact of commitment on relationship value dependence and switching cost dependence. The authors further investigate how these dimensions of dependence offer differing noneconomic and economic paths to
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Designing for identity: how and when brand visual aesthetics enable consumer diasporic identity European Journal of Marketing (IF 5.181) Pub Date : 2024-02-26 Mark Buschgens, Bernardo Amado Figueiredo, Janneke Blijlevens
Purpose This paper aims to investigate how and when visual referents in brand visual aesthetics (i.e. colours, shapes, patterns and materials) serve as design applications that enable consumer diasporic identity. Design/methodology/approach This paper uses an innovative methodology that triangulates 58 in-depth interviews with diasporic consumers, 9 interviews with brand managers and designers and
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How social media usage and the fear of missing out impact minimalistic consumption European Journal of Marketing (IF 5.181) Pub Date : 2024-02-20 Fang-Chi Lu, Jayati Sinha
Purpose This study aims to examine the influence of social media usage (SMU) on minimalist consumption and how the fear of missing out (FoMO) underlies this effect. Design/methodology/approach Four preregistered correlational/experimental studies (n = 1,763) are used. A pilot study (n = 436) examines the correlations between SMU, FoMO and minimalism. Studies 1 (n = 409), 2 (n = 415) and 3 (n = 503)
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A social norms-based framework for understanding and predicting giver-recipient discrepancies in gift selection European Journal of Marketing (IF 5.181) Pub Date : 2024-02-13 Julian Givi, Jeff Galak
Purpose The gift-giving literature has documented several cases in which givers and recipients do not see eye-to-eye in gift-giving decisions. To help integrate this considerable segment of the gifting literature, this paper aims to develop a social norms-based framework for understanding and predicting giver-recipient asymmetries in gift selection. Design/methodology/approach Five experimental studies
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The shortcomings of equal weights estimation and the composite equivalence index in PLS-SEM European Journal of Marketing (IF 5.181) Pub Date : 2024-02-08 Joseph F. Hair, Pratyush N. Sharma, Marko Sarstedt, Christian M. Ringle, Benjamin D. Liengaard
Purpose The purpose of this paper is to assess the appropriateness of equal weights estimation (sumscores) and the application of the composite equivalence index (CEI) vis-à-vis differentiated indicator weights produced by partial least squares structural equation modeling (PLS-SEM). Design/methodology/approach The authors rely on prior literature as well as empirical illustrations and a simulation
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Designing an empathetic user-centric customer support organisation: practitioners’ perspectives European Journal of Marketing (IF 5.181) Pub Date : 2024-02-06 Jagdish N. Sheth, Varsha Jain, Anupama Ambika
Purpose This study aims to develop an empathetic and user-centric customer support service design model. Though service design has been a critical research focus for several decades, few studies focus on customer support services. As customer support gains importance as a source of competitive advantage in the present era, this paper aims to contribute to industry and academia by exploring the service
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The retail environment design (RED) scale: conceptualization and measurement European Journal of Marketing (IF 5.181) Pub Date : 2024-01-26 Julie Steen, Brian N. Rutherford, Barry J. Babin, Joseph F. Hair, Jr.
Purpose Design is an important construct in the retail environment literature. Yet, the measures used for design have not followed appropriate scale development procedures. The purpose of this study is to provide a conceptual definition and then develop a scale for retail environment design (RED). Design/methodology/approach Interviews with both consumers and marketing researchers are used to generate
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Role of brand attachment and satisfaction in driving customer behaviors for durables: a longitudinal study European Journal of Marketing (IF 5.181) Pub Date : 2024-01-23 Ramesh Roshan Das Guru, Marcel Paulssen, Arnold Japutra
Purpose This study aims to extend research in marketing on two important relational constructs, customer satisfaction and brand attachment, by comparing their long-term effects on customer behaviors with different levels of performance difficulty in a relatively understudied domain of durable products. Design/methodology/approach Using a two-stage quantitative study with US customers from five durable
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Social media “stars” vs “the ordinary” me: influencer marketing and the role of self-discrepancies, perceived homophily, authenticity, self-acceptance and mindfulness European Journal of Marketing (IF 5.181) Pub Date : 2024-01-23 Shehzala, Anand Kumar Jaiswal, Vidya Vemireddy, Federica Angeli
Purpose Social media influencers have become constant companions of a large audience of young consumers, but a crucial yet underexplored area of examination relates to the implications of exposure to influencers for an individual’s self-concept. This study aims to examine if and how individuals experience self-discrepancies when exposed to influencers and the impact of such discrepancies on their affect
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Increasing physical activity among Indonesian adolescents: a social marketing intervention reflection European Journal of Marketing (IF 5.181) Pub Date : 2024-01-23 David James Schmidtke, Mai Nguyen, Sharyn Rundle-Thiele
Purpose This paper aims to provide an overview of a social marketing intervention that aimed to increase physical activity (aligned to UN SDG 3) among adolescents in Bali, Indonesia. Design/methodology/approach Three sequential phases were followed to deliver the social marketing intervention. Phrase 1 (formative research) gained insights that guided a subsequent social marketing intervention. Phase
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Application of marketing to reduce consumer food waste in restaurants European Journal of Marketing (IF 5.181) Pub Date : 2024-01-18 Daisy Lee, Calvin Wan, Tiffany Cheng Han Leung, Sharyn Rundle-Thiele, Gabriel Li
Purpose This paper aims to illustrate the application and effectiveness of a marketing programme co-designed by supply- and demand-side stakeholders to reduce consumer food waste in restaurants. Design/methodology/approach This stakeholder-based marketing pilot study adopted the co-create, build and engage framework for programme design and implementation. Major stakeholders, interacting at the point-of-sale
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Evaluating the impact of an incentive scheme to encourage pregnant people to set a quit-smoking date European Journal of Marketing (IF 5.181) Pub Date : 2024-01-15 Seamus Allison, M. Bilal Akbar, Claire Allison, Karla Padley, Stephen Wormall
Purpose This study aims to demonstrate the evaluation of an incentive scheme to encourage pregnant people to set a quit-smoking date. Design/methodology/approach The paper outlines a collaborative approach, working with pregnant people, clinicians, tobacco dependency practitioners and academics to gain insights into their perspectives and experiences. Quantitative and qualitative data were analysed
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The effect of sponsored video customization on video shares: the critical moderating role of influencer and brand characteristics European Journal of Marketing (IF 5.181) Pub Date : 2024-01-12 Li Chen, Yiwen Chen, Yang Pan
Purpose This study aims to empirically test how sponsored video customization (i.e. the degree to which a sponsored video is customized for a sponsoring brand) affects video shares differently depending on influencer characteristics (i.e. mega influencer and expert influencer) and brand characteristics (i.e. brand establishment and product involvement). Design/methodology/approach This study uses a
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The value of psychological ownership: how buy-online-and-pick-up-in-store enhances consumer loyalty European Journal of Marketing (IF 5.181) Pub Date : 2023-12-29 You Li, Yaping Chang, Zhen Li, Lixiao Geng
Purpose Although buy-online-and-pick-up-in-store (BOPS) has been widely implemented by companies, scant attention has been paid to its effect on consumer experience and the concomitant outcomes. Using the psychological ownership theory, this study aims to examine whether and how the BOPS experience (vs online experience) can enhance consumer loyalty. Design/methodology/approach Study 1 investigated
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Salesperson motivation, compensation, training and deployment within the sales ecosystem European Journal of Marketing (IF 5.181) Pub Date : 2023-12-26 Matthew M. Lastner, David A. Locander, Michael Pimentel, Andrew Pueschel, Wyatt A. Schrock, George D. Deitz, Adam Rapp
Purpose This study aims to examine the applicability of Hartmann et al.’s (2018) service ecosystem framework to the day-to-day management of the modern sales force. The authors provide a review of the framework, acknowledging its strengths, while also indicating areas for advancement. The authors conclude with recommendations to the framework and indicate opportunities where future research could advance
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Thinking fast and slow: a revised SOR model for an empirical examination of impulse buying at a luxury fashion outlet European Journal of Marketing (IF 5.181) Pub Date : 2023-12-26 Dongmei Cao, Maureen Meadows, Xiao Ma
Purpose Despite the extensive stimulus–organism–response (SOR) literature, little attention has been paid to the role of marketing activity as a key environmental stimulus, and there is a dearth of research examining the interplay between emotions and cognition on consumer behaviour, as well as the sequential effects of emotions on cognition. To address these gaps, this study aims to develop a revised
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Time to imagine an escape: investigating the consumer timework at play in augmented reality European Journal of Marketing (IF 5.181) Pub Date : 2023-12-25 Chloe Preece, Alexandros Skandalis
Purpose While the spatial dimensions of augmented reality (AR) have received significant attention in the marketing literature, to date, there has been less consideration of its temporal dimensions. This paper aims to theorise digital timework through AR to understand a new form of consumption experience that offers short-lived, immersive forms of mundane, marketer-led escape from everyday life. D
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Beyond purchase intention in sports sponsorship: an alternative approach to measuring brand equity using best-worst scaling European Journal of Marketing (IF 5.181) Pub Date : 2023-12-22 Khaled Hamad Almaiman, Lawrence Ang, Hume Winzar
Purpose The purpose of this paper is to study the effects of sports sponsorship on brand equity using two managerially related outcomes: price premium and market share. Design/methodology/approach This study uses a best–worst discrete choice experiment (BWDCE) and compares the outcome with that of the purchase intention scale, an established probabilistic measure of purchase intention. The total sample
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COVID-19 and the decline of active social media engagement European Journal of Marketing (IF 5.181) Pub Date : 2023-12-20 Maxwell Poole, Ethan Pancer, Matthew Philp, Theodore J. Noseworthy
Purpose The COVID-19 pandemic triggered an increase in online traffic, with many assuming that this technology would facilitate coping through active social connections. This study aims to interrogate the nature of this traffic-engagement relationship by distinguishing between passive (e.g. browsing) and active (e.g. reacting, commenting and sharing) engagement, and examining behavioral shifts across
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Social media and nonprofit fundraising: the influence of Facebook likes European Journal of Marketing (IF 5.181) Pub Date : 2023-12-20 Ernan E. Haruvy, Peter T.L. Popkowski Leszczyc
Purpose This paper aims to demonstrate that Facebook likes affect outcomes in nonprofit settings. Specifically, Facebook likes influence affinity to nonprofits, which, in turn, affects fundraising outcomes. Design/methodology/approach The authors report three studies that establish that relationship. To examine social contagion, Study 1 – an auction field study – relies on selling artwork created by
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Collective impact for ocean literacy – inspiring the next generation of ocean champions using social marketing European Journal of Marketing (IF 5.181) Pub Date : 2023-12-19 Patricia McHugh, Cushla Dromgool-Regan, Christine T. Domegan, Noirin Burke
Purpose This paper aims to describe a case between practitioners and social marketing academics to grow and scale a programme that engages with primary schools, teachers, children and the education network, inspiring students to become marine leaders and ocean champions. Design/methodology/approach Over a six-year period, the authors first applied collective intelligence to work with stakeholders across
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Selling hope versus hate: the impact of partisan social media messaging on social distancing during the COVID-19 pandemic European Journal of Marketing (IF 5.181) Pub Date : 2023-12-14 Rahul Govind, Nitika Garg, Lemuria Carter
Purpose This study aims to examine the role of hope and hate in political leaders’ messages in influencing liberals versus conservatives’ social-distancing behavior during the COVID-19 pandemic. Given the increasing political partisanship across the world today, using the appropriate message framing has important implications for social and public policy. Design/methodology/approach The authors use
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“Converging on a new theoretical foundation for selling” five years later: emerging priorities, new applications, & directions for ongoing research European Journal of Marketing (IF 5.181) Pub Date : 2023-12-12 Christopher R. Plouffe, Nathaniel Hartmann, Bryan W. Hochstein
Purpose Not that long ago, half of all sales research was demonstrably if not unequivocally “atheoretical” (Williams and Plouffe, 2007). The foundational argument of this paper is that stronger theoretical development and application of theory in sales research is critical for the sales field to retain its relevancy. The purpose of this paper is to underscore that deliberate and cogent application
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Perfectly imperfect and muddling through for sustainable futures European Journal of Marketing (IF 5.181) Pub Date : 2023-12-12 Christine T. Domegan, Tina Flaherty, John McNamara, David Murphy, Jonathan Derham, Mark McCorry, Suzanne Nally, Maurice Eakin, Dmitry Brychkov, Rebecca Doyle, Arthur Devine, Eva Greene, Joseph McKenna, Finola OMahony, Tadgh O'Mahony
Purpose To combat climate change, protect biodiversity, maintain water quality, facilitate a just transition for workers and engage citizens and communities, a diversity of stakeholders across multiple levels work together and collaborate to co-create mutually beneficial solutions. This paper aims to illustrate how a 7.5-year collaboration between local communities, researchers, academics, companies
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Interactive effects of organizational resources on sustainable product design practices: a resource orchestration perspective European Journal of Marketing (IF 5.181) Pub Date : 2023-12-11 Babu John-Mariadoss, Nadia Pomirleanu, Pavan R. Chennamaneni, Rajani Ganesh Pillai, Suhaiza Zailani
Purpose The purpose of this study is to investigate the interactive effects of a firm’s strategic sustainability orientation (SSO) and customer relationship capital (CRC) on sustainable product design practices (SPDP). Design/methodology/approach The authors examine the interactive effects of two firm resources, namely, SSO and CRC, as they relate to SPDP, using survey data from 132 manufacturers in
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Communicating about sustainability in fashion: a construal level theory approach European Journal of Marketing (IF 5.181) Pub Date : 2023-12-07 Zoe Lee, Sianne Gordon-Wilson, Iain Davies, Cara Pring
Purpose Communication about sustainability in fashion is complex. While fashion businesses have increasingly sought to manage their sustainability practices, their understanding of how to communicate about sustainability persuasively remains limited. The authors argue that a key problem with a firm’s efforts in communicating about sustainability is that it is a psychologically distant issue for both
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Coincidental brand origins influence persuasion based on need for cognition European Journal of Marketing (IF 5.181) Pub Date : 2023-12-08 Yimin Cheng, Davide Christian Orazi
Purpose Many brands claim they were born by coincidence, yet the effects and contingencies of this communication strategy are little understood by extant marketing research on unexpected events. This study aims to investigate how consumers react to brand communications portraying a coincidental vs planned origin. Design/methodology/approach This research presents five experimental studies embedding
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Transitioning beyond single-use plastic drinks cups: an emergent social marketing case study in Scotland European Journal of Marketing (IF 5.181) Pub Date : 2023-12-06 Marylyn Carrigan, Victoria Wells, Kerry Mackay
Purpose This study aims to investigate whether consumers and small businesses can transition from disposable to reusable coffee cups, using a community social marketing intervention, led by a Social Purpose Organisation. Design/methodology/approach An emergent case study approach using multiple sources of data developed an in-depth, multifaceted, real-world context evaluation of the intervention. The
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Charting the course: a framework for networking across the selling ecosystem European Journal of Marketing (IF 5.181) Pub Date : 2023-12-06 Molly R. Burchett, Rhett T. Epler, Alec Pappas, Timothy D. Butler, Maria Rouziou, Willy Bolander, Bruno Lussier
Purpose The purpose of this paper is to conceptualize the notion of thin crossing points from a social network perspective and to outline the concrete networking strategies that enable salespeople to foster mutually valuable resource exchange (i.e. to thin crossing points) across a selling ecosystem. Design/methodology/approach The authors integrate extant theoretical perspectives to advance a conceptual
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Identity expressiveness in marketing: review and future research agenda European Journal of Marketing (IF 5.181) Pub Date : 2023-11-30 Dandan Zhu, Nina Michaelidou, Belinda Dewsnap, John W. Cadogan, Michael Christofi
Purpose This study aims to follow a rigorous approach to identify, critically analyze and synthesize 75 papers published from 2000 to 2022. Design/methodology/approach The study presents a systematic literature review on identity expressiveness (IE), clarifying and expanding what is currently known about the concept. Findings To synthesize current knowledge on IE, the study uses the overarching framework
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Salespeople and teams as stakeholder and knowledge managers: a service-ecosystem, co-creation, crossing-points perspective on key outcomes European Journal of Marketing (IF 5.181) Pub Date : 2023-11-28 Christopher R. Plouffe, Thomas E. DeCarlo, J. Ricky Fergurson, Binay Kumar, Gabriel Moreno, Laurianne Schmitt, Stefan Sleep, Stephan Volpers, Hao Wang
Purpose This paper aims to explore the increasing importance of the intraorganizational dimension of the sales role (IDSR) based on service-ecosystem theory. Specifically, it examines how firms can improve interactions both internally and with external actors and stakeholders to both create and sustain advantageous “thin crossing points” (Hartmann et al. 2018). Academic research on sales ecosystems
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Service robots: the dynamic effects of anthropomorphism and functional perceptions on consumers’ responses European Journal of Marketing (IF 5.181) Pub Date : 2023-11-28 Kevin Kam Fung So, Hyunsu Kim, Stephanie Q Liu, Xiang Fang, Jochen Wirtz
Purpose Although humanoid robots are increasingly adopted in many business settings, the dynamic effects of anthropomorphism and the functional perceptions of service robots on consumers’ responses remain unclear. This paper aims to examine the impacts of robot anthropomorphism on consumers’ trust, receptivity and the downstream effect on satisfaction. Furthermore, it examines the mediating effects
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Consumers’ attributions in performance- and values-related brand crises European Journal of Marketing (IF 5.181) Pub Date : 2023-11-27 Liangyan Wang, Eugene Y. Chan, Ali Gohary
Purpose During a brand crisis, consumers construct attributions to understand the cause of the crisis and to assign blame, with attributions of blame to firms consequently lowering brand attitudes. The purpose of this paper is to explore attributions of blame in performance- versus values-related brand crisis. Do consumers assign different levels of blame to values- versus performance-related brand
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Understanding how ethical claims in advertising affect subjective ambivalence toward buying ethical products European Journal of Marketing (IF 5.181) Pub Date : 2023-11-21 Jean-François Toti, Andrea Milena Sánchez Romero
Purpose The purpose of this paper is to examine the effect of subjective ambivalence on ethical consumption behaviors and the role of ethical claims in reducing feelings of ambivalence toward buying ethical products. Design/methodology/approach The authors conducted two studies. In study 1, the authors carried out an online survey with a sample of 230 French consumers. The authors applied structural
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No worries, eBay: displaying sales level information does not increase consumer price sensitivity European Journal of Marketing (IF 5.181) Pub Date : 2023-11-08 Yongfu He, Harmen Oppewal, Yuho Chung, Ling Peng
Purpose This paper aims to study how price and sales level information influence consumer product perceptions and choices in online settings. It, in particular, tests whether displaying sales level information increases consumer price sensitivity, which is a potential strategic risk to retailers. Design/methodology/approach Study 1 uses eBay data to investigate whether the interaction effects between
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Orchestration of value: the role of customer success managers within sales ecosystems European Journal of Marketing (IF 5.181) Pub Date : 2023-11-01 Emily A. Goad, Kevin S. Chase, David B. Brauer, Ellis Chefor, Nawar N. Chaker, Ruben Rabago, Bryan Hochstein, John D. Hansen
Purpose This study aims to integrate research on customer success (CS) management with the service ecosystems perspective of selling to enhance the understanding of the CS management function and the outcomes selling firms should expect based on implementation of CS management. Design/methodology/approach The authors apply the service ecosystems perspective of selling to describe how CS management
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Decolonising marketing: five fundamental decisions for customer engagement European Journal of Marketing (IF 5.181) Pub Date : 2023-10-26 Wilhelmina Johanna Greeff
Purpose This paper aims to offer practical, data-led guidance for the decolonisation of marketing strategy, especially as it relates to customer engagement. It does so with an acute understanding of the constraints of brand legitimacy. Design/methodology/approach The findings of this paper are informed both by a conceptual unpacking of institutional, decolonisation and customer engagement literature
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Integrating technology within the sales-service ecosystem: the emergent sales techno-ecosystem European Journal of Marketing (IF 5.181) Pub Date : 2023-10-26 Carlos Bauer, John M. Galvan, Tyler Hancock, Gary K. Hunter, Christopher A. Nelson, Jen Riley, Emily C. Tanner
Purpose Sales organizations embrace technological innovation. However, salespeople’s willingness to use new technology influences a firm’s return on investment, representing a significant concern for the organization. These concerns highlight tensions regarding the tradeoffs associated with technology implementations. The purpose of this study is to offer insights that help reduce the complexities
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The Tango of pride and envy: does others’ envy lead to the feeling of pride? European Journal of Marketing (IF 5.181) Pub Date : 2023-10-24 Billy Sung, Felix Septianto, Michelle Stankovic, Chien Duong
Purpose Expressions of pride may elicit others’ envy. In the consumer context, prior research has repeatedly demonstrated that such envy significantly affects consumers’ attitudinal and behavioural responses towards the object of envy. This paper aims to investigate whether this pride-envy relationship is bi-directional. Does being envied by others affect consumers’ self-directed feelings of pride
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Symbiotic association of resources and market-facing capabilities in supply chains as determinants of performance: a resource orchestration perspective European Journal of Marketing (IF 5.181) Pub Date : 2023-10-24 Karthik N.S. Iyer, Prashant Srivastava, Mahesh Srinivasan
Purpose The purpose of this study is to advance the understanding of resource orchestration in inter-firm partnerships that appropriately configure and align strategic cross-firm supply chain resources and capabilities generating synergies to deliver superior performance. Design/methodology/approach Applying the resource orchestration logic, supported by the relational view of competitive advantage
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The impact of emotional labor strategy order effects on customer satisfaction within service episodes European Journal of Marketing (IF 5.181) Pub Date : 2023-10-23 Markus Groth, Mahsa Esmaeilikia
Purpose This paper aims to aims to extend emotional labor research by exploring whether the impact of emotional labor on customer satisfaction depends on the order in which different emotional labor strategies are used by employees. Specifically, the authors explore how the order effects of two emotional labor strategies – deep and surface acting – impact customer satisfaction. Design/methodology/approach
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When enough is not enough: behavioral and motivational paths to compulsive social media consumption European Journal of Marketing (IF 5.181) Pub Date : 2023-10-20 Line Lervik-Olsen, Tor Wallin Andreassen, Bob M. Fennis
Purpose Compulsive social media use has the potential to reduce well-being. In this study, the authors propose that there are two main paths to compulsive social media consumption. One is behavioral and based on habit; the other is motivational and rooted in the fear of missing out. This study aims to test the antecedents of these two drivers as well as their consequences for the tendency to engage
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Marketplace accessibility: a service-provider perspective European Journal of Marketing (IF 5.181) Pub Date : 2023-10-17 Katharina C. Husemann, Anica Zeyen, Leighanne Higgins
Purpose This study aims to explore the strategies that service providers use to facilitate marketplace accessibility, and identify the key challenges in that process. The authors do so to develop a roadmap towards improved accessibility and disability inclusion in the marketplace. Design/methodology/approach The authors conducted eight semi-structured interviews with service providers (curators, visitor
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Fostering healthy ageing through understanding food coping strategies European Journal of Marketing (IF 5.181) Pub Date : 2023-10-16 Margot Dyen, Andréa Gourmelen, Samuel Guillemot, Ziad Malas, Annick Tamaro
Purpose Preventative public health policies often rely on objective criteria to identify people in vulnerable situations. Age is one of the criteria when investigating the risk of malnutrition associated with ageing. By looking at changes in the food practices of individuals as they age, this study aims to seek to contribute to more precise targeting of older adults in view of the dynamic nature of
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Mirroring digital content marketing framework: capturing providers’ perspectives through stimuli assessment and behavioural engagement response European Journal of Marketing (IF 5.181) Pub Date : 2023-10-13 Jelena Filipovic, Maja Arslanagic-Kalajdzic
Purpose This study aims to propose a novel mirroring digital content marketing (MDCM) framework that extends the current consumer-based digital content marketing (DCM) framework to encompass the provider’s perspective. Relying on the stimulus–organism–response theory, the authors posit that content stimuli influence behavioural engagement responses that, respectively, mirror the motives and self-reported
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The impact of communication and proximity on citizens’ sustainable disposal of e-waste European Journal of Marketing (IF 5.181) Pub Date : 2023-10-09 Diletta Acuti, Linda Lemarie, Giampaolo Viglia
Purpose The purpose of this study is to demonstrate how decision-makers can enhance citizens’ sustainable disposal of e-waste through bin proximity and ad hoc communication. Specifically, the authors discuss a two-year research project that took place in Northern Italy, where the authors documented the number of products disposed of sustainably in four towns. Design/methodology/approach The project
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All by myself: examining social media’s effect on social withdrawal and the mediating roles of moral disengagement and cyberaggression European Journal of Marketing (IF 5.181) Pub Date : 2023-10-06 Caroline S.L. Tan
Purpose The purpose of this study is to examine how the constructs of false self, preference for online social interaction (POSI), compulsive internet use (CIU), and online disinhibition affect social withdrawal in a social media context. The mediating effects of moral disengagement and cyber aggression are also tested. Design/methodology/approach Data were collected using an online survey (n = 533)
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A consumer perspective of AI certification – the current certification landscape, consumer approval and directions for future research European Journal of Marketing (IF 5.181) Pub Date : 2023-09-27 Myrthe Blösser, Andrea Weihrauch
Purpose In spite of the merits of artificial intelligence (AI) in marketing and social media, harm to consumers has prompted calls for AI auditing/certification. Understanding consumers’ approval of AI certification entities is vital for its effectiveness and companies’ choice of certification. This study aims to generate important insights into the consumer perspective of AI certifications and stimulate
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Forms of falsified online reviews: the good, the bad, and the downright ugly European Journal of Marketing (IF 5.181) Pub Date : 2023-09-05 Doga Istanbulluoglu, Lloyd C. Harris
Purpose Falsified online reviews (FORs) are the published/viewable consumer-generated online content regarding a firm (or its representatives) or its services and goods that is, to some degree, untruthful or falsified. The purpose of this study is first to explore the nature of FORs, focusing on reviewers' interpretations and refections on falsity, intent, anonymity and the target of their FOR. Secondly
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More than just a chat: a taxonomy of consumers’ relationships with conversational AI agents and their well-being implications European Journal of Marketing (IF 5.181) Pub Date : 2023-09-04 Amani Alabed, Ana Javornik, Diana Gregory-Smith, Rebecca Casey
Purpose This paper aims to study the role of self-concept in consumer relationships with anthropomorphised conversational artificially intelligent (AI) agents. First, the authors investigate how the self-congruence between consumer self-concept and AI and the integration of the conversational AI agent into consumer self-concept might influence such relationships. Second, the authors examine whether
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Stigma in payday borrowing: a service ecosystems approach European Journal of Marketing (IF 5.181) Pub Date : 2023-08-30 Chrysostomos Apostolidis, Jane Brown, Jillian Farquhar
Purpose This study aims to explore stigma in payday borrowing by investigating how the stigma associated with using such a service may spill over and affect other people, entities and relationships beyond the user within a service ecosystem. Design/methodology/approach In-depth interviews exploring consumers’ lived experiences and stigma were combined with publicly available reports from key stakeholders
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What’s on the menu?: How celebrity chef brands create happiness European Journal of Marketing (IF 5.181) Pub Date : 2023-08-08 Paula Rodrigues, Ana Brochado, Ana Sousa, Ana Pinto Borges, Isabel Barbosa
Purpose This study aims, first, to understand consumers’ perception of chefs as human brands (i.e. study one). Second, tests were run to assess the validity of a new conceptual model of the relationships between the factors of chef image, luxury restaurant image, both images’ congruity and consumers’ hedonic and novelty experiences and happiness and well-being (i.e. study two). Design/methodology/approach
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Consumers’ digital self-extension and pro-brand social media engagement – the role of culture European Journal of Marketing (IF 5.181) Pub Date : 2023-07-31 Fazlul K. Rabbanee, Rajat Roy, Sanjit K. Roy, Rana Sobh
Purpose Digital self-expression, recently one of the most important research themes, is currently under-researched. In this context, this study aims to propose a parsimonious research model of self-extension tendency, its drivers and its outcomes. The model is tested in the context of social media engagement intentions (liking, sharing and commenting) with focal brands and across individualist versus
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Color effects on AI influencers’ product recommendations European Journal of Marketing (IF 5.181) Pub Date : 2023-07-18 Ka Wing Chan, Felix Septianto, Junbum Kwon, Revathi Sridhar Kamal
Purpose This paper aims to theorize and investigate the use of effective color features in artificial intelligence (AI) influencers, an emerging marketing trend in the social media context. Design/methodology/approach By analyzing 6,132 pictures posted by ten AI influencers on Instagram, this paper examines the effect of warm colors in AI influencers’ social media posts on consumer responses, and how
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Developing brand meaning theory: the interplay of tangible attributes and intangible associations in relation to local food brands European Journal of Marketing (IF 5.181) Pub Date : 2023-07-17 Jill Quest
Purpose This study aims to explore brand meaning from a consumer perspective, identifying tangible attributes and intangible associations and their arrangement in brand meaning frameworks. Previous literature has focused on brand meaning flowing from intangible associations, and new insights are offered into the tangible attributes’ contribution to brand meaning. Design/methodology/approach A phenomenological
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A typology of user misbehaviours in the sharing economy context European Journal of Marketing (IF 5.181) Pub Date : 2023-07-11 Maja Golf-Papez, Barbara Culiberg
Purpose This paper aims to examine the types of user misbehaviours in the sharing economy (SE) context. SE offers a fruitful study setting due to the scope of potential misbehaviour and the expanded role of consumers. Design/methodology/approach The study drew on online archival data from the AirbnbHell.com website, where people share their stories about their Airbnb-related negative experiences. The
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Agency appraisal of emotions and brand trust European Journal of Marketing (IF 5.181) Pub Date : 2023-07-13 Billy Sung, Stephen La Macchia, Michelle Stankovic
Purpose This study aims to examine how the appraisal of both incidental and direct positive other-agency emotions (vs self-agency emotions) enhances brand trust and, subsequently, brand attitudes. Design/methodology/approach The paper presents three experiments that examine the effect of other-agency emotions (vs self-agency emotions) on brand trust and brand attitudes by both Australian and USA consumers
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Engagement and estrangement: a “tale of two cities” for Bristol’s green branding European Journal of Marketing (IF 5.181) Pub Date : 2023-07-12 Laura Reynolds, Heike Doering, Nicole Koenig-Lewis, Ken Peattie
Purpose Drawing on the service-dominant logic and taking a multi-stakeholder brand value co-creation perspective, this paper aims to investigate whether positioning a place brand around sustainability helps or hinders stakeholders’ ability to co-create value for themselves and the brand. Design/methodology/approach This paper is based on a case study of Bristol’s city branding following its award of