Researchers found that emphasizing aesthetic flaws via 'ugly' labeling increases the purchase of unattractive produce, leading to reduced food waste. The study's findings suggest that consumers may reevaluate their reliance on visual appearance, making them more likely to buy unattractive produce.
A new paper examines the benefits of pick-your-price (PYP) over pay-what-you-want (PWYW) and fixed pricing strategies for firms and consumers. The study finds that PYP enhances purchase outcomes, increases feelings of pricing control without effort, and boosts sales in various contexts.
A recent study published in the Journal of Marketing found that linguistically feminine brand names are perceived as warmer and more likable, leading to increased purchase intentions. Researchers discovered that brands with feminine names are more likely to be well-ranked on Interbrand's Global Top Brands list.
Researchers found that human-as-machine representations can lead to unhealthy food choices among consumers with low confidence in their ability to make rational decisions. Adding reassuring messages can increase healthy food choice by 22%. The study highlights the need for a nuanced approach to public health strategies.
A new study published in the Journal of Marketing found that people hold a positive illusion of being financially responsible, which motivates them to restore their self-view. The 'superfluous-spender intervention' increased both intentions to save and actual savings relative to those who did not receive the intervention.
A new study uses psychological distance as a way to leverage qualities of existing consumer-brand relationships, finding that matching the distance with language can improve outcomes like brand spending and charitable donations. The research highlights the value for marketers to embrace the relationship status quo.
Charitable organizations can benefit from soliciting donations immediately after price promotions. By targeting consumers who have participated in promotions and focusing on the amount of money saved, organizations can optimize their donation appeals.
Researchers found that choosing suppliers based on project characteristics can minimize significant cost overruns. The study's findings suggest that prioritizing supplier selection over pricing can lead to substantial cost savings.
A new study published in the Journal of Marketing argues that a biological account of human behavior can benefit human welfare. The researchers found that many undesirable consumer behaviors are biologically rooted in the brain and genes, and that acceptance of biology as a causal explanation varies depending on factors such as portray...
A new study published in the Journal of Marketing suggests that salespeople should balance advocacy for the seller with advocacy for the customer. The research team found that high levels of both customer and seller advocacy lead to superior outcomes for both firms. Sellers are advised to encourage salesperson dual agency to their adva...
Industry incumbents face difficult choices during technological disruption, such as cannibalizing successful offerings or investing in both. The study's generalized model can capture variations in adopter segments, including leapfroggers, switchers, opportunists, and dual users, to estimate cannibalization and coexistence.
A new study assesses the implications of genetic testing for marketing strategy and research, highlighting potential uses and misuses of genetic data. The authors raise concerns about unique features of genetic data, including individual identification and predictive power, that may threaten consumer autonomy and privacy.
Researchers find that platform protection insurance increases product orders and variety-seeking behavior among buyers, while boosting customer retention and acquisition for sellers. The study also reveals that PPI acts as a reputable quality signal to reduce transaction uncertainty and purchase risks on the sharing platform.
Researchers review factors contributing to disconnect between created and utilized marketing data, highlighting overlooked sources for growth opportunities. The study explores the potential of biometric and social network data to support customer acquisition, relationship development, and retention.
A new study examines the 'word-of-machine' effect, where consumer preference for AI recommenders is influenced by the importance of utilitarian versus hedonic attributes. When utilitarian features are emphasized, consumers prefer AI over human assistance, while hedonic features lead to a preference for humans.
Researchers developed interventions to increase psychological ownership, making users feel more responsible for public resources. Kayakers who gave a nickname to a lake felt more ownership and were more likely to pick up trash. Participants who saw 'YOUR park' signs also showed increased donations and willingness to volunteer.
Researchers found that a combination of AI and human coaches can effectively train bottom- and top-ranked sales agents, improving performance. The study suggests that tailored designs for targeted agents can overcome challenges faced by different types of sales agents.
A new study finds that delivering e-commerce cart retargeting (ECR) ads too early can decrease purchase rates, while late ECR ads have a positive impact. The researchers recommend using price discounts or scarcity framing for early ECR and suggest deploying campaigns with a delay to minimize ad annoyance.
Researchers identify factors that enable or inhibit marketing agility at different hierarchical levels, including technology, organization structure, and employee traits. Marketing agility can be beneficial for some firms and marketing actions, but its impact is nuanced and context-dependent.
Research finds that working in prestigious posts triggers resource-related and identity-related tensions for professionals managing their brand. Key practices to mitigate these tensions include transporting teams, out-conforming to commercial logics, selectively neglecting local normative expectations, and materializing the professiona...
Researchers found that generating content during experiences increases immersion and enjoyment. People tend to create content that is directly relevant to their current experience, with positive effects on evaluations. Marketers can encourage consumers to generate content by offering incentives or social norms nudges.
Researchers found that spoiler reviews can increase box office revenue by providing potential customers with more information. The study used topic modeling to measure the effect of spoiler reviews on box office revenue, and found an inverted-U relationship between ratings and spoiler intensity.
A study published in the Journal of Marketing found that consumers rate healthy foods as more natural and nutritious when they are presented in a visually appealing way, according to classical aesthetics principles. This effect can influence consumer behavior, leading to increased willingness to pay for pretty food.
The adoption of Front-of-Package (FOP) nutrition labeling in a product category results in significant improvements in nutritional quality. Manufacturers increase nutrient reduction by lowering calorie content and limiting key nutrients like sugar, sodium, and saturated fat.
The study explores the rise of click-and-collect services and examines their most appropriate settings. It finds that different formats address fundamentally different shopper needs, resulting in vastly different performance outcomes.
Researchers found that direct-tie asymmetry has an inverted U-shaped effect on a firm's abnormal returns, while indirect-tie asymmetry has a U-shaped effect on its risk. The study highlights the importance of assessing a potential alliance partner's ties relative to the focal firm's own ties.
The study found that small gifts to donors, such as coins or greeting cards, can increase the response rate and effectiveness of charitable appeals. However, they do not maximize average donations or raise more total funds compared to non-monetary incentives or no incentives at all.
The study explores how technological innovations like digitization and platform markets are eroding psychological ownership, leading to negative consequences for consumers and firms. However, it also highlights opportunities for firms to preserve and recapture psychological ownership through strategic marketing efforts.
A new paper examines AI's tension between benefits and costs, offering recommendations for marketers to create valued consumer experiences. The study provides a framework that conceptualizes AI as an ecosystem with four capabilities, focusing on the consumer experience of these capabilities.
The Journal of Public Policy & Marketing explores key topics like elections, voting, corporate political advocacy, and consumer political identities. Articles discuss strategies for marketing and research, highlighting the impact on stakeholder behaviors and policy implications.
A new study in the Journal of Marketing identifies cultural variable power distance belief as a determinant of consumers' price sensitivity. Consumers high in power distance belief are less price-sensitive and more likely to seize current offers, reducing their likelihood of searching for better-priced options.
Researchers found that strong anxiety about outcomes from new products can enhance consequential adoption intentions and actual adoption, especially when combined with strong hope. This effect is due to action planning, which boosts perceived control over outcomes and leads to increased product satisfaction.
A study in Journal of Marketing found that the dueling preferences approach can increase prosocial gifts, such as tipping and donating. This approach frames giving as a choice between two options, tapping into people's desire to express themselves.
Researchers found that effective complaint handling strengthens relationships between companies and customers in certain industries and for customers with specific expectations. Companies should tailor their strategies to the unique needs of their customer base to maximize economic benefits from complaint management.
Researchers discovered that unfair negative reviews can evoke consumer empathy, leading to increased purchase and patronage intentions. Firms can capitalize on these reviews by responding in a more personable manner and highlighting employee involvement.
Researchers identified three strategic priorities for marketing excellence: marketing ecosystem, end-user, and marketing agility. The study found that investors value marketing excellence more highly than market orientation and marketing capabilities strategies, with average annual returns of 16.82%.
Researchers explore the conundrum of reducing carbon footprint while increasing sales, proposing three steps: calculate a carbon footprint, decrease footprint and increase price, and be proactive with product design. Measuring climate impact is crucial for organizations to become 'net zero'.
Research finds a speed-based scaling effect, where faster animation speeds lead to smaller perceived product sizes. Practitioners can leverage this effect by animating products like animals' movements for certain types of products.
Research finds that corporate activism can have both positive and negative effects on a company's financial performance. Aligned values between the corporation and its stakeholders result in an increase of 8% in next-quarter sales growth and 12% in next-year sales growth. Misaligned values lead to a 2% stock decline.
Research reveals that a marketing claim of reducing negative product properties can be interpreted in two ways, leading to improved or negative evaluations. Consumers with an incremental mindset view these claims positively, while those with an entity mindset perceive them negatively.
Researchers from The Ohio State University found that provider-focused marketing communications, which use an 'empathy lens,' increase consumers' likelihood of purchase and willingness to pay. This approach can drive important brand outcomes for P2P brands, particularly start-up companies.
Researchers discover how top leisure brands create 'sticky' customer experiences, using rapid entry, endless variation, and sparking new journeys. These chaotic experiences keep customers hooked, making them more eager for monthly subscriptions.
A new study published in the Journal of Marketing finds that facial attractiveness plays a significant role in online sales, with hosts rated as attractive having a 6% higher annual occupancy rate than those with plain-looking faces. Meanwhile, unattractive hosts had a 4% higher occupancy rate on average compared to plain-looking hosts...
Researchers found that marketing mix elements mitigate sacrifice, engaging individuals in donation tasks and increasing likelihood of continued giving. Nonprofit organizations can address various types of sacrifice using product, place, price, promotion, people, and process components.
Researchers found that winning back lost customers can lead to increased profits, but requires a failure-tolerant organizational culture that encourages open discussion and accountability. Successful reacquisition management also involves establishing guidelines for employees to follow when addressing customer defections.
Small and medium-sized businesses can increase their political and economic clout by forming strong shared identities and pooling resources to jointly develop market categories. Collective action among peer firms is key to achieving this, with trade associations playing a crucial role in facilitating coordination and regulation.
Researchers analyze social distance continuum, categorizing influences as distal (larger groups) or proximal (individuals with strong ties). Joint journeys involve interdependent utilities and decision-making among multiple consumers.
A new study found that smartphones increase the willingness of people to disclose personal information online compared to desktop computers. The researchers suggest that smartphone users' comfort and familiarity with their devices lead to a 'safe zone' effect, making them more willing to open up about themselves.
Researchers found that higher similarity between original and translated brand names leads to higher Chinese box office revenue, while informative titles also drive sales. Companies must balance these strategies based on product performance and cultural gap size.
A new study explores how franchisors can use contract ambiguity to minimize litigation and improve joint problem-solving with franchisees. The research finds that ambigous contracts lead to a 7% increase in franchisor net income, as well as enhanced collaboration and deterrence of franchisee-initiated lawsuits.