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Not a good judge of talent: the influence of subjective socioeconomic status on AI aversion Marketing Letters (IF 3.426) Pub Date : 2024-03-16 Chunya Xie, Tianhui Fu, Chen Yang, En-Chung Chang, Mengying Zhao
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What you see is what you get: the impact of blockchain technology transparency on consumers Marketing Letters (IF 3.426) Pub Date : 2024-03-16 Matilde Rapezzi, Gabriele Pizzi, Gian Luca Marzocchi
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Breaking the news: how does CEO media coverage influence consumer and investor evaluations? Marketing Letters (IF 3.426) Pub Date : 2024-02-29 Samuel Stäbler, Prachi Gala
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Data protection and empowering users to control data Marketing Letters (IF 3.426) Pub Date : 2024-02-24 Gaurav Jakhu
This paper examines a monopolist platform’s data strategy comprising of data collection and data protection under two different data ownership regimes: one, where users have no control over the amount of data shared with the platform, and the other, where users can set privacy controls. Moreover, we also consider the welfare implications of introducing a minimum data protection regulation under the
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Continued goal pursuit in time-bound goals Marketing Letters (IF 3.426) Pub Date : 2024-02-07
Abstract We examine how motivation to continue pursuing a goal (e.g., lose 20 pounds in 10 weeks) is impacted not only by the extent of the goal progress to date but also by the amount of the time remaining for goal completion, an aspect unique to time-bound goals. We show that the effect of goal progress on motivation to keep pursuing the goal is accentuated when the time remaining for completing
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Participant multitasking in online studies Marketing Letters (IF 3.426) Pub Date : 2024-02-02
Abstract Do online research participants complete studies as continuous tasks, or do they switch back and forth between the study and other online activities? While researchers generally prefer for participants to complete online studies continuously, participants may choose to multitask and complete other activities simultaneous to the study, potentially impacting their responses. This research directly
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Attribute ratings and their impact on attraction and compromise effects Marketing Letters (IF 3.426) Pub Date : 2024-01-25 Pronobesh Banerjee, Krishanu Rakshit, Sanjay Mishra, Tamara Masters
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Incentive alignment in anchored MaxDiff yields superior predictive validity Marketing Letters (IF 3.426) Pub Date : 2024-01-11 Joshua Benjamin Schramm, Marcel Lichters
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Should it be my party? Consumer roles in joint experiences Marketing Letters (IF 3.426) Pub Date : 2024-01-05 Aleksandra Kovacheva, Cait Lamberton, Eugenia Wu
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Does the presentation of true costs at the point of purchase nudge consumers toward sustainable product options? Marketing Letters (IF 3.426) Pub Date : 2024-01-05 Robert Wilken, Julien Schmitt, Florian Dost, David Bürgin
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Caffeine’s complex influence on the attraction effect: a mixed bag of outcomes Marketing Letters (IF 3.426) Pub Date : 2023-11-18 Michael Canty, Felix Josua Lang, Susanne Jana Adler, Marcel Lichters, Marko Sarstedt
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Life insurance, loss aversion, and temporal orientation: a field experiment and replication with young adults Marketing Letters (IF 3.426) Pub Date : 2023-11-13 Simon J. Blanchard, Remi Trudel
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Online communication styles of narcissistic content and low versus high social media engagement: evidence from Instagram Marketing Letters (IF 3.426) Pub Date : 2023-11-03 Jana Gross, Renaud Lunardo
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Consumers’ minimum time investments in meaningful consumption Marketing Letters (IF 3.426) Pub Date : 2023-11-03 Erin Percival Carter, Lawrence E. Williams, Nicholas Light
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Renting as a coping strategy: the effect of unethical product attributes on the choice between renting and buying Marketing Letters (IF 3.426) Pub Date : 2023-11-01 In-Hye Kang, Taehoon Park
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Impacts of chief marketing officer in product recalls Marketing Letters (IF 3.426) Pub Date : 2023-10-31 Angela Xia Liu, Yong Liu, Ting Luo, Rui Wang
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What does sustainability mean in the minds of consumers? A multi-country panel study Marketing Letters (IF 3.426) Pub Date : 2023-10-16 Frank Goedertier, Bert Weijters, Joeri Van den Bergh, Ole Schacht
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More of the same: Painful payment methods decrease variety seeking Marketing Letters (IF 3.426) Pub Date : 2023-10-06 Liang Huang, Rafay A. Siddiqui, Anastasiya Pocheptsova Ghosh
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On enjoying watching movies in a theatre versus at home: a comparative analysis Marketing Letters (IF 3.426) Pub Date : 2023-10-02 Jason Yiu-chung Ho, Jehoshua Eliashberg, Charles B. Weinberg, Berend Wierenga
For most major movies, consumers have a choice to watch them in a theater or on home video. While each viewing channel has its own advantages and disadvantages, consumers are watching the same underlying product—a specific movie. An unanswered question is whether consumers enjoy watching a specific movie more in a theater or video setting. Using IMDb rating data, we find that for most wide-release
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The effect of firm size on perceived product healthiness Marketing Letters (IF 3.426) Pub Date : 2023-10-02 Beatriz L. Bonetti, Shreyans Goenka, Frank May
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Don't get embarrassed, get creative! How creative thinking helps mitigate consumer embarrassment Marketing Letters (IF 3.426) Pub Date : 2023-09-28 Kristen A. Ferguson, Kelly B. Herd
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Establishing the link: Does web traffic from various marketing channels influence direct traffic source purchases? Marketing Letters (IF 3.426) Pub Date : 2023-09-14 Georgios Filippou, Athanasios G. Georgiadis, Ashish Kumar Jha
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Sports fandom in the metaverse: marketing implications and research agenda Marketing Letters (IF 3.426) Pub Date : 2023-09-13 Raeesah Chohan, Ellen Schmidt-Devlin
The metaverse is transforming how sports fans consume sports, express their fandom, and interact with sports brands representing professional sports leagues, teams and athletes. However, scholars and practitioners lack an understanding of how sports brands can effectively appeal to their fans using the metaverse. This conceptual study aims to address this gap by combining marketplace evidence and extant
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Cued-recall asymmetries: the case of brand names and logos Marketing Letters (IF 3.426) Pub Date : 2023-09-13 Sara Loughran Dommer, Jeffrey R. Parker
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Personalized subject lines in email marketing Marketing Letters (IF 3.426) Pub Date : 2023-09-08 Laurens Defau, Alexander Zauner
In the academic literature, there is a growing stream of publications that address how companies can use insights from behavioral economics in marketing. However, often the question remains if these results can be reproduced in another experimental setting. In this article, we use the work from (Sahni et al., Marketing Science 37:236–258, 2018) to test this thesis. In their paper, (Sahni et al., Marketing
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Take me back to the past: the impact of social identity conflict on nostalgic consumption Marketing Letters (IF 3.426) Pub Date : 2023-08-25 Menglin Li, Sining Kou, Jun Pang, Wangshuai Wang
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How is retargeting related to purchase incidence, channel choice, and purchase quantity? Marketing Letters (IF 3.426) Pub Date : 2023-08-24 Tanya Mark, Tirtha Dhar, Peter C. Verhoef, Katherine N. Lemon
We investigate the relationship between retargeting and other marketing activities on buying behaviors in a multichannel environment. By modeling three stages of the buying decision process, we find that retargeting influences customers to make a purchase; it drives purchases through the web and telephone channels more than the store but does not impact how much they spend. A key finding of our research
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A rose by any other name would smell as sweet? The impact of hierarchical labeling on consumers’ choices in tiered pricing plans Marketing Letters (IF 3.426) Pub Date : 2023-08-09 Liangyan Wang, Xun Deng, Haipeng (Allan) Chen
Companies often use hierarchical labels to describe the products in a choice set (e.g., Bronze/Silver/Gold, or Silver/Gold/Platinum). Does the label of the tiered products influence consumer choices? Through five experiments (totaling 1,954 participants), we find a labeling effect. On the one hand, consumers are more likely to make a purchase (i.e., they are less likely to defer) in the first place
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Measuring latent individual difference variables with a conjoint design and structural equation modeling Marketing Letters (IF 3.426) Pub Date : 2023-08-07 Bert Weijters, Berre Deltomme, Karen Gorissen, Hans Baumgartner
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From physical space to mental space: feelings of being physically constrained increase consumer preference for mind-expanding products Marketing Letters (IF 3.426) Pub Date : 2023-07-20 Sumitra Auschaitrakul, Dan King, Yanfen You
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The trivial-task motivation effect: highlighting completion of an initial trivial task increases motivation for the main task Marketing Letters (IF 3.426) Pub Date : 2023-07-17 Yangjie Gu, Elaine Chan, Aradhna Krishna
Respondents in online panels often lack motivation when completing research questionnaires. We propose a method to improve their motivation. In many online survey platforms, questionnaires start with a relatively trivial task (e.g., self-identification or responding to screener demographic questions). We show that bringing attention to the completion of these trivial tasks can increase participants’
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A Conceptual replication of the differential price framing effect in the field Marketing Letters (IF 3.426) Pub Date : 2023-07-12 Sören Köcher, Markus Husemann-Kopetzky, Marie Schirmbeck, Melina Hess, Fabian Gmeindl, Samuel Hess
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The overlapping effect: impact of product display on price–quality judgments Marketing Letters (IF 3.426) Pub Date : 2023-06-30 Lu Monroe Meng, Tianhui Fu, Shen Duan, Yijie Wang, Yushi Jiang
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Sexually explicit advertisements boost consumer recycling due to moral cleansing goal activation Marketing Letters (IF 3.426) Pub Date : 2023-06-29 Matthew D. Meng, Jessica Gamlin
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The role of product acquisition mode in self- and social-signals of status Marketing Letters (IF 3.426) Pub Date : 2023-06-26 Yang (Jenny) Guo, Cait Lamberton, Kelly Goldsmith
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You ain’t foolin’ me! Imposter judgments in luxury status signaling Marketing Letters (IF 3.426) Pub Date : 2023-06-19 Jared Wong, Glen Brodowsky, Foo Nin Ho
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The differential impact of uncertainty on the evaluation of material and experiential purchases Marketing Letters (IF 3.426) Pub Date : 2023-06-14 Iñigo Gallo, Chadwick J Miller, Nasir Haghighi, Thomas D. Gilovich
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Great expectations: argument order expectations shape the efficacy of order effects in one-sided advertisements Marketing Letters (IF 3.426) Pub Date : 2023-06-13 Joshua J. Clarkson, Alan D. J. Cooke, Nathanael S. Martin
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Market expansion and the scope of mass customization Marketing Letters (IF 3.426) Pub Date : 2023-06-10 Peter-J. Jost
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Embracing the spotlight (effect): how attention received online influences consumers’ offline spotlight biases Marketing Letters (IF 3.426) Pub Date : 2023-06-08 Matthew J. Hall
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Remembering less, or needing less? Age-related differences in the purchase funnel Marketing Letters (IF 3.426) Pub Date : 2023-05-27 Philip Mecredy, Malcolm Wright, Pamela Feetham, Philip Stern
This study explores how age influences the stages of the brand purchase funnel (awareness, consideration, and purchase) and the mechanisms associated with any age-related differences. Aggregated analysis of survey data (n = 1862) across five markets and four age groups shows a reduction in the proportion of brands recognised that subsequently enter the consideration and purchase sets of older consumers
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Where is the brand growth potential? An examination of buyer groups Marketing Letters (IF 3.426) Pub Date : 2023-05-26 Giang Tue Trinh, John Dawes, Byron Sharp
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Are scientific practices improving in consumer research? A glass half-full and half-empty Marketing Letters (IF 3.426) Pub Date : 2023-05-06 Michel Tuan Pham
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Understanding effect sizes in consumer psychology Marketing Letters (IF 3.426) Pub Date : 2023-04-29 Rodrigo S. Dias, Stephen A. Spiller, Gavan J. Fitzsimons
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Love is blind: the ironic effect of fans’ experience on taste perception Marketing Letters (IF 3.426) Pub Date : 2023-04-28 Jennifer L. Stoner, Maria A. Rodas
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Need to evaluate as a predictor of creating and seeking online word of mouth Marketing Letters (IF 3.426) Pub Date : 2023-04-27 Mengran Xu, Rebecca Walker Reczek, Richard E. Petty
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Making brand activism successful: How advice-giving can boost support behavior and reap benefits for the brand Marketing Letters (IF 3.426) Pub Date : 2023-04-20 Carina Thürridl, Frauke Mattison Thompson
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Platform break-even market share Marketing Letters (IF 3.426) Pub Date : 2023-04-18 Daniel Arce
This study characterizes break-even market share within the context of two-sided platform markets. It combines chicken-and-egg pricing with previously unexplored network-based measures of total addressable market and serviceable available market. In addition, it accounts for the density of transactions across a platform’s network. A network-based driver of market share is how the number of users on
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What reviews foretell about opening weekend box office revenue: the harbinger of failure effect in the movie industry Marketing Letters (IF 3.426) Pub Date : 2023-04-13 Pantelis Loupos, Yvette Peng, Sute Li, Hao Hao
We empirically investigate the harbinger of failure phenomenon in the motion picture industry by analyzing the pre-release reviews written on movies by film critics. We find that harbingers of failure do exist. Their positive (negative) pre-release movie reviews provide a strong predictive signal that the movie will turn out to be a flop (success). This signal persists even for the top critic category
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National customer orientation: an empirical test across 112 countries Marketing Letters (IF 3.426) Pub Date : 2023-03-16 Ofer Mintz, Imran S. Currim, Rohit Deshpandé
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CEO inside-debt compensation and strategic emphasis Marketing Letters (IF 3.426) Pub Date : 2023-03-06 Nithya Shankar, Bill B. Francis
This study utilizes agency theory to examine how Chief Executive Officers’ (CEOs) compensation contracts impact marketing strategy decisions within firms. Specifically, we examine whether variations in CEOs’ inside-debt to equity ratio (i.e., ratio of pension and deferred compensation to equity holdings) impact the firm’s strategic emphasis. Our findings indicate that CEOs with large proportion of
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Customer satisfaction, loyalty behaviors, and firm financial performance: what 40 years of research tells us Marketing Letters (IF 3.426) Pub Date : 2023-03-03 Vikas Mittal, Kyuhong Han, Carly Frennea, Markus Blut, Muzeeb Shaik, Narendra Bosukonda, Shrihari Sridhar
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Role of music tempo in choosing from large and small choice sets: insights from functional magnetic resonance imaging (fMRI) Marketing Letters (IF 3.426) Pub Date : 2023-02-28 Kaijun Zhang, Hongkun Liu, Jun Ye
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The Oversensitivity in Gift-Giving Phenomenon Marketing Letters (IF 3.426) Pub Date : 2023-02-15 Julian Givi, Yumei Mu
Many of the papers comprising the gift-giving literature have givers and recipients evaluate potential gifts. That is, these studies either have givers forecast a recipient’s reaction to a gift (e.g., predict how much it would be liked) and recipients react to the same gift (e.g., indicate how much they would like it), or they have both parties react to a gift (e.g., indicate the extent to which it
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Social media sentiment polarization and its impact on product adoption Marketing Letters (IF 3.426) Pub Date : 2023-02-07 Ping Zhao, Zhenfeng Ma, Tripat Gill, Chatura Ranaweera
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Consumer misestimations of small recurring changes vs. a single large lump sum Marketing Letters (IF 3.426) Pub Date : 2023-02-08 Kunter Gunasti, Haipeng (Allan) Chen
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Movie fit uncertainty and interplay between traditional advertising and social media marketing Marketing Letters (IF 3.426) Pub Date : 2023-01-31 Yinan Yu, Liangfei Qiu, Hailiang Chen , Benjamin Yen
Although brands have widely adopted multiple marketing media, our understanding of how to effectively coordinate traditional advertising and social media marketing to improve business outcomes is still limited. This paper examines the role of product fit uncertainty in determining how the two media and their interaction affect product sales differently in the context of the motion picture industry
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How expressing one’s likes and dislikes affects enjoyment: a replication Marketing Letters (IF 3.426) Pub Date : 2023-01-17 Julia Sophia Wittich, Jan R. Landwehr, Daniel Wentzel
A recent article by He, Melumad, and Pham (Journal of Consumer Research 46(3):545–563, 2019) showed that consumers experienced greater enjoyment when they were asked to perform an evaluative task relative to a non-evaluative task. In this research, we intend to replicate this finding and to examine to what extent the strength of the effect is contingent on the sample employed. Using a sample from Amazon
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Signal effect of a targeted travel subsidy on consumer behavior during the coronavirus disease 2019 pandemic Marketing Letters (IF 3.426) Pub Date : 2022-12-29 Takumi Tagashira
Due to the declining demand owing to the coronavirus disease 2019 pandemic, governments worldwide have implemented targeted subsidies to stimulate their domestic demand. This study argues that a single public subsidy implementation has two different mechanisms for demand stimulation: (1) the signal effect and (2) the discount effect. It conducted monthly questionnaire surveys with Japanese consumers
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The impact of commodity taxation on product variety: a multi-category investigation Marketing Letters (IF 3.426) Pub Date : 2022-12-28 Sungtak Hong, Kanishka Misra