Articles tagged with Marketing Research
A new study reveals that Automated Lead Nurturing improves engagement and enhances salesperson–lead interactions, but its impact on sales conversions varies significantly across industries and customer segments. ALN is most beneficial for new leads, short sales cycles, and lower-value deals.
Researchers found that perceiving prices significantly different from expectations triggers a strong N400 signal in the brain, engaging regions involved in evaluating rewards and learning. This suggests that consumers' perceptions of value are part of automatic cognitive mechanisms activated long before conscious decision-making.
Researchers have developed a method for nonprofits to use community-clustered profiles to identify potential donors based on publicly available data. The study found that using these profiles can help increase donor response rates without requiring expensive behavioral data.
Researchers from the University of Vaasa found that consumers who prefer plant-based alternatives are perceived as socially different, evoking feelings of admiration and envy. Marketing strategies must address prevailing prejudices to make vegetarianism socially acceptable.
New research reveals that second-screening can create a sense of social connection, increasing engagement and repeat viewing intentions. When viewers are alone, reaching for their phone can deepen the experience by connecting with others in real-time. In contrast, second-screen use creates a disconnect when shared with others.
A study by Frontiers found that cultural dimensions influence price endings, with individualistic cultures preferring round prices, uncertain cultures choosing just-below prices, and long-term oriented cultures opting for precise prices. These findings have implications for retailers operating in global markets.
New research from the University of Mississippi finds that managing emotions to meet job demands can lead to exhaustion, dissatisfaction, and negative customer reactions. The study identifies two key drivers of burnout: emotional labor and customer injustice, highlighting the need for supportive workplace cultures.
Researchers found that emotional social media posts increase short-term willingness to pay for sustainable chocolate, but this effect diminishes within two weeks. The study suggests that emotional content can be an effective way to promote sustainable consumption in the short term.
A recent study by the University of Portsmouth examines the negative impacts of social media influencers, including misinformation, endorsement of dangerous products, and unrealistic beauty standards. The research calls for more stringent oversight, increased transparency, and ethical marketing strategies to mitigate these risks.
A recent study from the University of Kansas found that people tend to prefer AI chatbots when discussing sensitive or embarrassing topics like health information, due to their anonymity and nonjudgmental nature. However, when individuals are angry, they still prefer human interaction.
A new study suggests that a menthol cigarette ban could be less effective due to the emergence of an illegal market. The research found that demand for menthol cigarettes would remain high even with limited access to e-cigarettes, leading to a significant black market. This could blunt the intended public health benefits of the ban.
Research by West Virginia University expert Kylie Vo found that consumers who believe in karma are more likely to forgive companies that behave immorally and less likely to boycott them. In contrast, non-moral transgressions like defective products or misleading claims can severely damage consumer-brand relationships and brand value.
A new study by Oregon State University researchers found that certain groups of consumers are open to drinking smoke-impacted wines. The study suggests potential tools for making these wines viable for the market through blending and targeted labeling and marketing strategies.
New research suggests that educating low-knowledge luxury consumers about the appeal of counterfeit goods can help combat the trillion-dollar counterfeit market. Consumers with high subjective knowledge in this domain are less likely to partake in counterfeits, while those with lower knowledge are more drawn to them.
A study led by Penn State's Sara Dommer found that people cheat on tasks like crossword puzzles and calorie tracking when intrinsic rewards are at stake. Participants reported higher scores and attributed their performance to intelligence, rather than cheating, even after being graded objectively.
A new Journal of Marketing study reveals that 'buy now, pay later' installment payments can significantly increase customer spending. The research found that by spreading payments into interest-free installments, retailers can boost both the number and average amount spent on purchases.
Researchers from Binghamton University discovered that connecting people with similar views or backgrounds leads to less diverse ideas. Conversely, interacting with a limited number of others produces higher-quality ideas. The study suggests that promoting biodiversity through idea generation is key to achieving optimal results.
Researchers studied consumer agency in immersive services like residential care, finding that technology and empathy can support individual autonomy. The study highlights the importance of a more consumer-centered perspective in geriatric care and analyzing issues related to consumer autonomy.
A recent survey of 2,100 US customers found that the price of meat alternatives is the most decisive factor for their acceptance. When both options were priced the same, respondents often favored the animal product, but significantly cheaper alternatives made them more attractive.
A recent Washington State University-led study reveals that forestalgia-focused destination ads are more effective at enticing travelers to book vacations than nostalgia-based ads. The research found that travelers respond more favorably to future-focused messages, tapping into a natural human tendency to idealize what's ahead.
A new study from the University of Eastern Finland finds that digital platforms and artificial intelligence can boost B2B service companies' competitiveness by enhancing agility, flexibility, and resilience. The study also highlights the importance of organizational capabilities for managing strategic change in volatile markets.
The open-access book delves into the impact of AI and autonomous systems on human lives and ways of working, emphasizing their importance in prioritizing human well-being and creativity. Key learnings include the need for ethical design practices and considering AI as part of a larger system to enhance human experiences.
A pooled data analysis reveals that comprehensive tobacco product advertising, promotional, and sponsorship bans are associated with a 20% lower prevalence of smoking and a 37% lower risk of smoking uptake. The findings suggest that these bans influence behavior, lending weight to calls for their wider implementation.
Researchers from Southern Methodist University and University of Michigan found A-B testing limitations that affect user response to ads, leading to misinterpreted data. The study highlights the importance of recognizing these limitations to make informed marketing decisions.
A new study from the University of Bath finds that personalized gifts can increase recipients' self-esteem and evoke a sense of vicarious pride. By including personal touches such as names or messages, gift-givers can create meaningful experiences that last beyond the initial gesture.
A new study from the University of Surrey found that multinational enterprises (MNEs) are actively contributing to environmental problems despite claiming to address them. The research team argues that there is an urgent need for MNEs to reassess their innovation strategies to align with the UN Sustainable Development Goals.
CEOs innovate based on stock recommendations and analyst feedback, which can foster explorative activities like R&D. However, many sacrifice long-term sustainability for immediate returns, incentivized by their compensation packages.
A pioneering study using AI interviewing platform has shed light on young Singaporeans' hopes, fears, and unique perspectives on family planning decisions. Key findings indicate that financial concerns are the top barrier to having children, with work-life balance and mental readiness also being significant concerns.
A study by University of Mississippi researchers found that female CEOs significantly outperform males in the relational category of corporate social responsibility. This aligns with psychology studies showing women tend to be more nurturing and interdependent. The research also suggests that CEO gender influences CSR priorities, parti...
Researchers found that brief scientific literacy interventions can undermine conspiracy beliefs, particularly those built on faulty reasoning. These interventions were most effective against novel conspiracies and among high-conspiracy groups.
A study from the University of Bath found that labelling single bananas as 'sad singles' increased sales by 58% compared to happy banana signage. The emotional appeal evokes compassion in customers and reduces food waste. The researchers suggest this strategy can be an effective way for retailers to boost sales without reducing prices.
The project uses generative AI to examine whether scientific toolkits can help better study consumer behaviour in an effective way. By leveraging modern AI models and data from platforms like YouTube, researchers aim to extract meaningful patterns without needing to build a model from scratch.
A recent study found that combining informative and persuasive cues, especially monetary incentives, boosts opt-ins. However, purely informative messages don't necessarily increase opt-ins. Firms with significant offline presence tend to use more persuasive strategies.
A study estimates that approximately one-third of eligible US adults without diabetes were excluded from clinical trials supporting GLP-1 and GLP-1/GIP medications. The FDA should consider updating labeling to advise caution on generalizing these medications' safety and effectiveness to excluded populations.
Researchers found that female CryptoPunks avatars were sold at a 37% lower price than their male counterparts, while Black CryptoPunks avatars were sold at a 31% lower price than White counterparts. Avatars with features associated with high-tech or higher education countered these disparities.
A study by University of California - Riverside found that banning free plastic bags for groceries resulted in customers purchasing more plastic bags, despite the policy's goal to reduce waste. The behaviors spurred by the ban lingered even after the rules were repealed, with some impacts not beneficial to the environment.
Research from the University of Surrey found that physical cash fosters a sense of psychological ownership, leading to more responsible spending behaviors. Participants in focus groups and questionnaires reported feeling a deeper connection to their money when using cash, which is lacking with digital payments.
A study of nearly 2,000 retailers reveals that they tend to disengage from supplier relationships when a direct channel is introduced. This results in a decrease in the number of SKUs ordered and an increase in wholesale prices, with total order value decreasing by €399.50.
Clinicians should avoid using 'never words' that can scare, offend, or diminish agency in patients and families dealing with serious illness. Researchers recommend alternative language and methods for clinicians to identify their own never words.
A study by the University of California, Davis, found that households with limited time and money turned to school meals after the Healthy, Hunger-Free Kids Act was implemented. The new policies attracted even greater participation from households seeking healthier food for their kids.
Jan-Benedict E.M. Steenkamp, a renowned marketing expert, has been selected as the next Editor-in-Chief of the Journal of Marketing, effective July 1, 2025. With his extensive research experience and leadership skills, Steenkamp aims to expand the journal's tradition of high-quality research.
A recent study by the University of New Hampshire found that political affiliation plays a significant role in gift-giving decisions, with participants favoring politically aligned items for others over themselves. This suggests that individuals often consider how their target's politics may affect them when making purchasing choices.
A new study on the James Bond franchise reveals that regressive nostalgia can pose a significant threat to brands by attracting exclusionary consumers. These consumers cling to idealized past versions of brands and resist attempts to modernize them, posing challenges for marketers.
A study from Lehigh University and Seattle University found that making patients aware of biases in human healthcare decisions increases receptiveness to AI recommendations. By highlighting the limitations of human judgment, healthcare providers can create a more balanced relationship between patients and emerging technologies.
Researchers found that adopting popular brand nicknames can be detrimental to a company's performance, as it implies consumer control. This is because brand nicknames are often used by consumers, which can make the brand appear weaker when adopted by marketers.
A new INSEAD study finds that the #MeToo movement led to a significant decrease in demand for high-heeled shoes and stockouts of stereotypically feminine products. The researchers surveyed over 1,000 women in the US and found a rebellion against traditional gender stereotypes drove this shift.
Research from the University of Notre Dame found that companies that withdrew from Russian operations saw a notable increase in net brand buzz and enhanced brand consideration and purchase intent, especially those with robust ESG profiles. This suggests that socially responsible actions during geopolitical crises can magnify benefits f...
Researchers found that consumers view interracial couples as warmer but also less warm than minority couples, producing mixed attitudes. The study suggests that marketers should consider individual differences in social dominance orientation when representing diversity in ads.
A new study by Boston University researchers found that the majority of social media posts from e-cigarette brands left out health warnings, despite a federal requirement to include them. The study used AI to analyze over 2,000 Instagram posts and discovered that only 13% complied with FDA health warning requirements.
A cross-sectional study found that 87% of Instagram posts from synthetic nicotine brand accounts failed to comply with FDA health warning requirements. This non-compliance may contribute to increased youth engagement with tobacco marketing.
A $7M grant is supporting a four-year project to breed wide hybrids of muscadines and Vitis vinifera, combining desirable traits like disease resistance and crisp texture. The goal is to introduce new grape hybrids with enhanced quality leading to a more resilient US grape industry.
A new study recommends that influencers promoting sustainable lifestyles on social media be differently regulated to better protect consumers. The current EU consumer protection measures are inadequate, and the proposed changes would provide more legal certainty and facilitate additional training for content creators.
The study found that all three payer markets for pharmacy benefit manager services were highly concentrated in 2023, with the highest concentration in Medicare Part D. The top three PBMs pursued different market strategies, highlighting the importance of considering payer-specific concentration when evaluating anticompetitive practices.
A new study from the University of Notre Dame finds that Big Tech privacy policies can decrease consumer engagement and satisfaction with ads, leading to reduced performance and revenue. The study explores how data minimization and other policies affect ad variety and consumer behavior.
Researchers discovered people in a positive mood use 'happier' words when searching for products, increasing ad clicks by 50%. Marketers may benefit by targeting happier shoppers earlier in the buying process.
New research from Bayes Business School finds that launching new technologies requires strategic timing to succeed. The study identifies four timing situations that can confront marketing managers, offering a framework to develop a launch strategy leading to success.
Research reveals that stronger brands benefit from individual salesperson incentives, while weaker brands see increased profitability with group incentives. The study explores the impact of brand strength on sales incentive choices.
Studies analyzed nearly 30,000 shows, movies, novels, and crowdfunding pitches to find that more and bigger narrative reversals led to better ratings and increased downloads. The research supports Aristotle's idea of peripeteia as a key feature of a good story.
A study found that despite a decline in TV ads during kids' shows, children under 12 still see over 1,000 food-related ads annually, mostly for unhealthy products. The exposure primarily comes from watching shows with lower child-audience shares.
Research from uOttawa's Telfer School of Management reveals that consumers distrust super-influencers with high follower counts and instead engage more with smaller creators promoting sponsored content. This is attributed to the size of these micro-influencers, which fosters a stronger sense of trust with their audience.