A new study finds that online physician rating platforms can help disseminate important quality information to patients and direct them to higher-quality physicians. The research examines the impact of user-generated online ratings on healthcare choices and highlights their positive association with conventional measurements of physici...
Researchers from top universities examined when to send review reminders and found that timing affects both likelihood and quality of reviews. The study suggests companies should adjust their practices to elicit more consumer feedback.
A new study found that structured visual design properties, such as symmetry and balance, reinforce claims about a brand's utilitarian benefits. In contrast, unstructured designs are associated with hedonic benefits. The research suggests marketers can use perception to influence beliefs about brand performance and consumer choice.
The study identifies four key drivers of political violence in the United States: toxic polarization, identity-based ideologies, erosion of democratic norms, and disinformation. These drivers contribute to increased acceptance of political violence and undermine democratic institutions.
Researchers found that consumers pay more when asked to make payment decisions after receiving the product, especially for high-value offerings. Conversely, lower values are paid when decisions are made before receipt. This timing effect can inform businesses and organizations implementing pay-what-you-want pricing mechanisms.
Researchers found that companies engaging in corporate political advocacy experience lower brand attitudes and purchase intentions, particularly among consumers with low political efficacy. These effects are driven by the lack of faith in political institutions among these consumers.
Researchers found that secondary selling, a salesperson's considerate behavior with secondary entities like customers and company property, increases sales revenues and customer satisfaction. The study suggests training initiatives and making secondary selling behaviors visible to customers.
Researchers investigate how voice technology affects consumers' willingness to disclose personal info, with potential benefits for marketers and policymakers. The study reveals that voice technology can both increase and decrease disclosure, depending on the context.
Researchers identify conditions that reduce the negative effect of acquisitions on consumers' reactions to acquired brands. The study found that perceived loss of a brand's unique values is a key trigger for negative reactions, which can be mitigated by factors like brand age and leadership continuity.
Researchers found that firms with higher innovation potential have lower sales of insider shares, resulting in a relatively lower stock price penalty. Firms with generic mentions of future innovation in their IPO prospectus also show improved IPO performance.
A study found that COVID-19-related brand advertising leads to increased social distancing behavior, with a 1% increase in ads resulting in an average of 466 more people staying at home daily. The effect is stronger among educated populations and attenuated in conservative counties.
The study suggests that marketing research should start with real-world problems and observations, developing valid insights through empirical analysis. The authors propose a three-stage approach: Identify Opportunity, Explore Terrain, and Advance Understanding.
Researchers propose experience cocreation to transform shared coupons into a tool for relationship building, suggesting it can boost social goals and alleviate norm conflict. The study recommends three steps for managers to utilize social influence, including sending reminder messages that emphasize economic and social value.
Researchers found that content overlap between critic and user reviews increases movie demand, particularly for movies with mediocre review ratings. The study suggests that producers and marketers can leverage this by engaging with both professional critics and general consumers to find commonalities in their reviews.
Researchers discovered that influencers with an intermediate follower count create the most engagement, as larger and smaller influencer tiers fail to deliver comparable results. The study also found that content customization and brand familiarity can impact this relationship.
A new study reveals that brand owned social media has a stronger impact on sales than previously thought. To stimulate engagement, brands should focus on emotions in their content, rather than easy-to-measure metrics like likes and comments.
A new study found that disclosure of advertising spending significantly lowers investor and analyst uncertainty, enhancing firms' valuation. The study analyzed 2,285 publicly listed firms over 25 years and found a moderate negative effect on idiosyncratic risk.
A new study examines the role of six brand factors, including price positioning, advertising spending, and distribution breadth, in moderating the impact of business cycles on brand equity. The research finds that premium pricing, market leadership, and extensive distribution contribute to brand equity during economic expansions.
A new study by St. Edward’s University, University of Mississippi, and University of Texas at Austin finds that female executives focus on customer relationships to a greater degree than their male counterparts, leading to more customer-oriented discussions in the C-suite. The researchers examine 389 Fortune 500 firms over six years an...
Researchers found that increasing active listening and empathy in a firm's response can evoke customer gratitude, even if the actual failure is not yet recovered. The study shows that these strategies can be easy-to-implement implications for companies handling complaints via social media.
Researchers found that providing default alternatives and using ordering and partitioning together can improve consumer choice. This study aims to provide a more efficient way for consumers to make better decisions about healthcare products, ultimately improving health outcomes and the efficiency of the healthcare system.
Researchers examine pricing and brand equity implications of brands selling on one-party versus third-party online platforms. Brands may increase unit sales but compromise brand perceptions, while 3P platforms provide full control over pricing and product presentation.
Researchers found that while short-term success is linked to narcissism and psychopathy, Machiavellianism leads to long-term benefits. High network reach efficiency also enhances performance for dark salespeople.
Researchers found that innovation imprinting, where firms establish product priorities and build market capabilities before going public, helps companies beat the post-IPO innovation slump. This strategy also attracts investors with risk preferences that support innovation.
A study published in the Journal of Marketing found that drinking caffeinated beverages before shopping leads to more items purchased and increased spending, particularly for high hedonic products. The researchers also discovered that the effects of caffeine are stronger for certain types of products and weaker for others.
The study found that TV ad content drives zapping through irritation, while creativity mitigates zapping by reducing it. Researchers recommend investing in creativity and refraining from too much information to discourage zapping behavior.
Researchers found that increasing the influencer marketing budget increases consumer engagement, but firms are allocating budgets sub-optimally. Selecting influencers who post original content and have more followers leads to greater effectiveness.
Researchers developed a methodological framework to ensure web data validity in marketing studies. The study provides recommendations for addressing challenges in collecting and using web data via web scraping and APIs.
A new study published in the Journal of Marketing finds that requesting customers to rate service professionals first can lead to smaller tips, whereas asking customers to tip first does not influence subsequent rating scores. This research has important implications for firms and managers, suggesting that they should consider asking c...
Researchers examine the role of Machiavellianism in alliance partnerships, finding it harms performance by weakening collaborative learning and increasing power use. However, situational knowledge can mitigate these effects, and firms may benefit from partnering with a Machiavellian partner if they offer a good fit of capabilities.
The study proposes four types of firms: craft specialists, craft generalists, commercial specialists, and commercial generalists. Craft specialists focus on aesthetic perfection, while commercial firms prioritize profit maximization. The article highlights the intersection of these goals in various industries, including coffee.
A new study explores how firms' organizational identity orientations shape interactions with external parties. Firms with mismatched identities may experience friction, leading to conflict or relationship breakdown. Researchers propose conducting systematic identity assessments to resolve these issues.
A new study finds that generalist stores experience a 3% decline in organic product sales after an organic specialist store enters the market. However, this impact can be mitigated by increasing organic product variety, focusing on premium products, and adopting an organic specialist brand.
A new study provides insights for managing brand authenticity, diverging from conventional conceptualizations. Marketing managers need an analytical approach to understand cultural meanings and contradictions underlying authenticity challenges.
Researchers found that framing charitable giving as gifts increases donors' willingness to contribute and actual donations. This strategy makes donors feel psychologically closer to beneficiaries, leading to higher charitable contributions.
A new digital approach analyzes audience interests across a broad brand ecosystem, identifying non-traditional branding opportunities. The study reveals cross-category insights, including brand-brand and brand-category connections, which help assess co-branding and extension opportunities.
Researchers from University of Toronto, MIT, and University of British Columbia published a new paper on quasi-experimental methods in marketing. The study describes the underlying logic and actions that make this method convincing, highlighting its use in explaining changes in consumer behavior, firm behavior, and market-level outcome...
Researchers develop an integrative framework capturing the fundamental aspects of creative strategy, finding experiential content produces highest performance increase. Marketers should leverage synergies between content and execution by focusing on one specific dimension and varying composition over time.
The study found that exposure to dogs makes consumers more promotion-focused, while exposure to cats makes them more cautious. This effect persists even in pet-unrelated domains, influencing decision-making and judgment.
Researchers found that consumers scrutinize social distance in negative reviews to protect their identities and brands. Displaying reviewers' profiles can highlight social distance and consistency, protecting and benefiting identity-relevant brands after negative reviews. This strategy helps managers cultivate strong brand relationships.
Researchers found that consumers respond better to AI agents when a product offer is worse than expected, but more favorably to human agents when an offer is better than expected. Designing AI agents to appear more humanlike can change consumer response.
A recent study published in the Journal of Marketing found that decentralized onboarding programs can develop salespeople into higher performers by fostering a more innovative and adaptive approach. This approach is particularly beneficial for salespeople who require a greater degree of creativity and adaptability to succeed.
A new study reveals that GMO labeling significantly affects consumer behavior, reducing demand for GM foods and influencing willingness to pay. The research finds that mandatory presence-focused labeling has a stronger impact than voluntary absence labeling, making consumers more sensitive to the GMO attribute and price information.
Selling handmade goods on platforms like Etsy increases individuals' happiness, regardless of profit margins. The non-economic value of sales stems from the positive signal it sends about one's skills and competence.
The study identifies generic paths for relationship evolution, including decay, passive learning, and the formation of evolved conditions such as indifference and familiarity. Firms can leverage customized governance solutions to shape relationship trajectories, promoting learning and forbearance to increase partner familiarity.
This special issue explores how new technologies impact marketing, including improved firm-consumer interactions, new data forms, and enhanced decision-making capabilities. Researchers develop frameworks for understanding the role of new technologies in driving marketing innovations.
Researchers found that standard shopping carts, which activate triceps muscles, may constrain buying and result in missed sales. In contrast, alternative cart designs with parallel handles activate biceps muscles, leading to increased purchasing and spending.
A new study identifies customers' political ideology as a driver of satisfaction, finding that conservatives are consistently more satisfied than liberals. Companies can use this insight to tailor their products and services to boost customer satisfaction and drive sales.
Researchers develop a methodological framework to extract and monitor information from consumer reviews, providing actionable insights on product attributes and their benefits. The study also extends sentiment analysis by demonstrating hierarchical sentiment analysis, enabling managers to generate tailored dashboards and inform decisions.
A recent study published in the Journal of Marketing found that brand-to-brand praise can lead to increased consumer engagement and sales for the praiser. The research suggests that this approach is particularly effective for brands that are not traditionally seen as warm or caring, such as for-profit brands.