Subjects -> ADVERTISING AND PUBLIC RELATIONS (Total: 23 journals)
Showing 1 - 8 of 8 Journals sorted alphabetically
Advertising & Society Review     Full-text available via subscription   (Followers: 15)
Book History     Full-text available via subscription   (Followers: 192)
Design and Culture : The Journal of the Design Studies Forum     Hybrid Journal   (Followers: 29)
Foundations and Trends® in Marketing     Full-text available via subscription   (Followers: 18)
International Journal of Advertising     Full-text available via subscription   (Followers: 33)
International Journal of Complexity in Leadership and Management     Hybrid Journal   (Followers: 29)
International Journal of Market Research     Full-text available via subscription   (Followers: 19)
Journal of Advertising     Hybrid Journal   (Followers: 30)
Journal of Advertising Research     Full-text available via subscription   (Followers: 27)
Journal of Consumer Psychology     Hybrid Journal   (Followers: 44)
Journal of Current Issues & Research in Advertising     Hybrid Journal   (Followers: 10)
Journal of Interactive Advertising     Open Access   (Followers: 15)
Journal of International Marketing     Full-text available via subscription   (Followers: 30)
Journal of Marketing     Full-text available via subscription   (Followers: 57)
Journal of Marketing Research     Full-text available via subscription   (Followers: 72)
Journal of Public Policy & Marketing     Full-text available via subscription   (Followers: 18)
Journal of Public Relations Research     Hybrid Journal   (Followers: 23)
Opinião Pública     Open Access  
Place Branding and Public Diplomacy     Hybrid Journal   (Followers: 5)
Public Relations Inquiry     Hybrid Journal   (Followers: 9)
Public Relations Review     Hybrid Journal   (Followers: 21)
RAE-eletrônica     Open Access   (Followers: 2)
Revista Internacional de Relaciones Públicas     Open Access   (Followers: 1)
Similar Journals
Journal Cover
Journal of Marketing Research
Journal Prestige (SJR): 7.819
Citation Impact (citeScore): 6
Number of Followers: 72  
 
  Full-text available via subscription Subscription journal
ISSN (Print) 0022-2437 - ISSN (Online) 1547-7193
Published by American Marketing Association Homepage  [4 journals]
  • Salesperson Dual Agency in Price Negotiations
    • Authors: Justin M. Lawrence, Lisa K. Scheer, Andrew T. Crecelius, Son K. Lam
      Abstract: Journal of Marketing, Ahead of Print.
      When should business-to-business firms encourage their salespeople to advocate for the customer in pricing negotiations' This research extends dual agency theory to the sales domain to address this question. In Study 1, the authors examine discount negotiations with secondary data from a major U.S. distributor. They find that the customer and seller both experience the most favorable outcomes when the salesperson advocates strongly for both parties; advocacy for either party alone is counterproductive. Study 2 confirms these results using matched survey, pricing, and profit data and demonstrates a key boundary condition: broad customer–seller ties enable the synergy between customer advocacy and seller advocacy by enhancing the firms’ abilities to monitor the salesperson. In Study 3, experiments with business-to-business buyers replicate key findings and provide evidence for theorized mechanisms. This research emphasizes the interdependence between the salesperson’s dual roles and demonstrates how the salesperson can serve as an effective agent of both the customer and seller, thereby mitigating challenges associated with role conflict.
      Citation: Journal of Marketing
      PubDate: 2021-01-19T09:03:33Z
      DOI: 10.1177/0022242920974611
       
  • Marketing Thinking and Doing
    • Authors: John A. Deighton, Carl F. Mela, Christine Moorman
      Pages: 1 - 6
      Abstract: Journal of Marketing, Volume 85, Issue 1, Page 1-6, January 2021.

      Citation: Journal of Marketing
      PubDate: 2020-12-11T03:42:13Z
      DOI: 10.1177/0022242920977093
      Issue No: Vol. 85, No. 1 (2020)
       
  • Commentary: “Half My Digital Advertising Is Wasted…”
    • Authors: Marc Pritchard
      Pages: 26 - 29
      Abstract: Journal of Marketing, Volume 85, Issue 1, Page 26-29, January 2021.

      Citation: Journal of Marketing
      PubDate: 2020-12-11T03:43:25Z
      DOI: 10.1177/0022242920971195
      Issue No: Vol. 85, No. 1 (2020)
       
  • Commentary: Trajectories and Twists: Perspectives on Marketing Agility
           from Emerging Markets
    • Authors: Nick Hughes, Rajesh Chandy
      Pages: 59 - 63
      Abstract: Journal of Marketing, Volume 85, Issue 1, Page 59-63, January 2021.

      Citation: Journal of Marketing
      PubDate: 2020-12-11T03:43:20Z
      DOI: 10.1177/0022242920973037
      Issue No: Vol. 85, No. 1 (2020)
       
  • Commentary: The Future of Marketing Is Agile
    • Authors: Ann Lewnes
      Pages: 64 - 67
      Abstract: Journal of Marketing, Volume 85, Issue 1, Page 64-67, January 2021.

      Citation: Journal of Marketing
      PubDate: 2020-12-11T03:43:26Z
      DOI: 10.1177/0022242920972022
      Issue No: Vol. 85, No. 1 (2020)
       
  • Commentary: The Case for a Healthier Social Customer Journey
    • Authors: Pamela Forbus
      Pages: 93 - 97
      Abstract: Journal of Marketing, Volume 85, Issue 1, Page 93-97, January 2021.

      Citation: Journal of Marketing
      PubDate: 2020-12-11T03:42:31Z
      DOI: 10.1177/0022242920974680
      Issue No: Vol. 85, No. 1 (2020)
       
  • Commentary: Toward Formalizing Social Influence Structures in
           Business-to-Business Customer Journeys
    • Authors: Rajdeep Grewal, Shrihari Sridhar
      Pages: 98 - 102
      Abstract: Journal of Marketing, Volume 85, Issue 1, Page 98-102, January 2021.

      Citation: Journal of Marketing
      PubDate: 2020-12-11T03:43:16Z
      DOI: 10.1177/0022242920974669
      Issue No: Vol. 85, No. 1 (2020)
       
  • Commentary: Omnichannel from a Manufacturer’s Perspective
    • Authors: Kusum L. Ailawadi
      Pages: 121 - 125
      Abstract: Journal of Marketing, Volume 85, Issue 1, Page 121-125, January 2021.

      Citation: Journal of Marketing
      PubDate: 2020-12-11T03:41:53Z
      DOI: 10.1177/0022242920972639
      Issue No: Vol. 85, No. 1 (2020)
       
  • Commentary: Governing Technology-Enabled Omnichannel Transactions
    • Authors: George John, Lisa K. Scheer
      Pages: 126 - 130
      Abstract: Journal of Marketing, Volume 85, Issue 1, Page 126-130, January 2021.

      Citation: Journal of Marketing
      PubDate: 2020-12-11T03:43:27Z
      DOI: 10.1177/0022242920972071
      Issue No: Vol. 85, No. 1 (2020)
       
  • Commentary: How AI Shapes Consumer Experiences and Expectations
    • Authors: Kenneth Cukier
      Pages: 152 - 155
      Abstract: Journal of Marketing, Volume 85, Issue 1, Page 152-155, January 2021.

      Citation: Journal of Marketing
      PubDate: 2020-12-11T03:42:12Z
      DOI: 10.1177/0022242920972932
      Issue No: Vol. 85, No. 1 (2020)
       
  • Commentary: Artificial Intelligence: The Marketer’s Dilemma
    • Authors: Robert V. Kozinets, Ulrike Gretzel
      Pages: 156 - 159
      Abstract: Journal of Marketing, Volume 85, Issue 1, Page 156-159, January 2021.

      Citation: Journal of Marketing
      PubDate: 2020-12-11T03:42:09Z
      DOI: 10.1177/0022242920972933
      Issue No: Vol. 85, No. 1 (2020)
       
  • Commentary: The Ethical Use of Powerful Words and Persuasive Machines
    • Authors: Judith Donath
      Pages: 160 - 162
      Abstract: Journal of Marketing, Volume 85, Issue 1, Page 160-162, January 2021.

      Citation: Journal of Marketing
      PubDate: 2020-12-11T03:43:18Z
      DOI: 10.1177/0022242920973975
      Issue No: Vol. 85, No. 1 (2020)
       
  • Commentary: A Strategic Perspective on Capturing Marketing Information to
           Fuel Growth: Challenges and Future Research
    • Authors: Neil A. Morgan, Robert S. Lurie
      Pages: 184 - 189
      Abstract: Journal of Marketing, Volume 85, Issue 1, Page 184-189, January 2021.

      Citation: Journal of Marketing
      PubDate: 2020-12-11T03:43:23Z
      DOI: 10.1177/0022242920973036
      Issue No: Vol. 85, No. 1 (2020)
       
  • Commentary: Beyond Data: The Mindsets and Disciplines Needed to Fuel
           Growth
    • Authors: Jason Wild
      Pages: 190 - 195
      Abstract: Journal of Marketing, Volume 85, Issue 1, Page 190-195, January 2021.

      Citation: Journal of Marketing
      PubDate: 2020-12-11T03:42:29Z
      DOI: 10.1177/0022242920972398
      Issue No: Vol. 85, No. 1 (2020)
       
  • Commentary: Managing Human Experience as a Core Marketing Capability
    • Authors: Scott Lieberman
      Pages: 219 - 222
      Abstract: Journal of Marketing, Volume 85, Issue 1, Page 219-222, January 2021.

      Citation: Journal of Marketing
      PubDate: 2020-12-11T03:43:21Z
      DOI: 10.1177/0022242920973035
      Issue No: Vol. 85, No. 1 (2020)
       
  • Commentary: Music's Digital Dance: Singing and Swinging from Product to
           Service
    • Authors: Jim Griffin
      Pages: 223 - 226
      Abstract: Journal of Marketing, Volume 85, Issue 1, Page 223-226, January 2021.

      Citation: Journal of Marketing
      PubDate: 2020-12-11T03:43:15Z
      DOI: 10.1177/0022242920972704
      Issue No: Vol. 85, No. 1 (2020)
       
  • Leapfrogging, Cannibalization, and Survival During Disruptive
           Technological Change: The Critical Role of Rate of Disengagement
    • Authors: Deepa Chandrasekaran, Gerard J. Tellis, Gareth M. James
      Abstract: Journal of Marketing, Ahead of Print.
      When faced with new technologies, the incumbents’ dilemma is whether to embrace the new technology, stick with their old technology, or invest in both. The entrants’ dilemma is whether to target a niche and avoid incumbent reaction or target the mass market and incur the incumbent’s wrath. The solution is knowing to what extent the new technology cannibalizes the old one or whether both technologies may exist in tandem. The authors develop a generalized model of the diffusion of successive technologies, which allows for the rate of disengagement from the old technology to differ from the rate of adoption of the new. A low rate of disengagement indicates people hold both technologies (coexistence), whereas a high rate of disengagement indicates they let go of the old technology in favor of the new (cannibalization). The authors test the validity of the model using a simulation of individual-level data. They apply the model to 660 technology pairs and triplets–country combinations from 108 countries spanning 70 years. Data include both penetration and sales plus important case studies. The model helps managers estimate evolving proportions of segments that play different roles in the competition between technologies and predict technological leapfrogging, cannibalization, and coexistence.
      Citation: Journal of Marketing
      PubDate: 2020-12-17T09:52:33Z
      DOI: 10.1177/0022242920967912
       
  • The Impact of Platform Protection Insurance on Buyers and Sellers in the
           Sharing Economy: A Natural Experiment
    • Authors: Xueming Luo, Siliang Tong, Zhijie Lin, Cheng Zhang
      Abstract: Journal of Marketing, Ahead of Print.
      The sharing economy has radically reshaped marketing thought and practice, and research has yet to examine whether and how platform-level buyer protection insurance (PPI) affects buyers and sellers in this economy. The authors exploit a natural experiment involving an unexpected system glitch during a PPI launch and estimate difference-in-differences models using over 5.4 million data points from a food sharing platform. Results suggest that PPI significantly increases buyer spending and seller revenue, affirming the benefits of this platform-level insurance in the sharing economy. The authors also uncover multifaceted buyer-side and seller-side responses that enable such benefits. PPI increases buyer spending by boosting product orders and variety-seeking behavior. Furthermore, it enhances seller revenue by increasing customer retention and acquisition. This work contributes to the literature by (1) putting a spotlight on the topic of PPI, a platform governance policy that reduces consumer risks and improves the efficacy of sharing platforms; (2) accounting for how PPI alters buyer and seller behaviors on a platform; (3) addressing what types of buyers and sellers benefit more or less from PPI; and (4) offering guidance for managers to improve platform reputation, marketplace efficiency, and consumer welfare in the context of the sharing economy.
      Citation: Journal of Marketing
      PubDate: 2020-11-11T10:38:34Z
      DOI: 10.1177/0022242920962510
       
  • Artificial Intelligence in Utilitarian vs. Hedonic Contexts: The
           “Word-of-Machine” Effect
    • Authors: Chiara Longoni, Luca Cian
      Abstract: Journal of Marketing, Ahead of Print.
      Rapid development and adoption of AI, machine learning, and natural language processing applications challenge managers and policy makers to harness these transformative technologies. In this context, the authors provide evidence of a novel “word-of-machine” effect, the phenomenon by which utilitarian/hedonic attribute trade-offs determine preference for, or resistance to, AI-based recommendations compared with traditional word of mouth, or human-based recommendations. The word-of-machine effect stems from a lay belief that AI recommenders are more competent than human recommenders in the utilitarian realm and less competent than human recommenders in the hedonic realm. As a consequence, importance or salience of utilitarian attributes determine preference for AI recommenders over human ones, and importance or salience of hedonic attributes determine resistance to AI recommenders over human ones (Studies 1–4). The word-of machine effect is robust to attribute complexity, number of options considered, and transaction costs. The word-of-machine effect reverses for utilitarian goals if a recommendation needs matching to a person’s unique preferences (Study 5) and is eliminated in the case of human–AI hybrid decision making (i.e., augmented rather than artificial intelligence; Study 6). An intervention based on the consider-the-opposite protocol attenuates the word-of-machine effect (Studies 7a–b).
      Citation: Journal of Marketing
      PubDate: 2020-11-02T03:43:49Z
      DOI: 10.1177/0022242920957347
       
  • The Double-Edged Effects of E-Commerce Cart Retargeting: Does Retargeting
           Too Early Backfire'
    • Authors: Jing Li, Xueming Luo, Xianghua Lu, Takeshi Moriguchi
      Abstract: Journal of Marketing, Ahead of Print.
      Consumers often abandon e-commerce carts, so companies are shifting their online advertising budgets to immediate e-commerce cart retargeting (ECR). They presume that early reminder ads, relative to late ones, generate more click-throughs and web revisits. The authors develop a conceptual framework of the double-edged effects of ECR ads and empirically support it with a multistudy, multisetting design. Study 1 involves two field experiments on over 40,500 customers who are randomized to either receive an ECR ad via email and app channels (treatment) or not receive it (control) across different hourly blocks after cart abandonment. The authors find that customers who received an early ECR ad within 30 minutes to one hour after cart abandonment are less likely to make a purchase compared with the control. These findings reveal a causal negative incremental impact of immediate retargeting. In other words, delivering ECR ads too early can engender worse purchase rates than without delivering them, thus wasting online advertising budgets. By contrast, a late ECR ad received one to three days after cart abandonment has a positive incremental impact on customer purchases. In Study 2, another field experiment on 23,900 customers not only replicates the double-edged impact of ECR ads delivered by mobile short message service but also explores cart characteristics that amplify both the negative impact of early ECR ads and positive impact of late ECR ads. These findings offer novel insights into customer responses to online retargeted ads for researchers and managers alike.
      Citation: Journal of Marketing
      PubDate: 2020-10-30T03:50:20Z
      DOI: 10.1177/0022242920959043
       
  • Navigating the Last Mile: The Demand Effects of Click-and-Collect Order
           Fulfillment
    • Authors: Katrijn Gielens, Els Gijsbrechts, Inge Geyskens
      Abstract: Journal of Marketing, Ahead of Print.
      Many retailers are rushing into the click-and-collect (C&C) format, where shoppers place orders online and pick up the goods themselves later. The authors study the demand implications of C&C and postulate how different ways of organizing this format—each with its own convenience features—appeal to households with different shopper characteristics. Using two data sets, each covering the introduction of two C&C fulfillment types by a major grocery retailer in a large number of local markets, the authors compare the impact of in-store fulfillment (pickup at existing stores), near-store fulfillment (pickup at outlets adjoining stores), and stand-alone fulfillment (pickup at free-standing locations). The authors find that the shift in online consumer spending significantly differs between the three order fulfillment types, as does the impact on total spending. No one order fulfillment type systematically dominates; the effects depend heavily on shopper characteristics. The study’s results provide guidance on which C&C fulfillment type(s) to operate under what conditions and caution retailers not to take the easy in-store route routinely.
      Citation: Journal of Marketing
      PubDate: 2020-10-21T10:28:56Z
      DOI: 10.1177/0022242920960430
       
  • Artificial Intelligence Coaches for Sales Agents: Caveats and Solutions
    • Authors: Xueming Luo, Marco Shaojun Qin, Zheng Fang, Zhe Qu
      Abstract: Journal of Marketing, Ahead of Print.
      Firms are exploiting artificial intelligence (AI) coaches to provide training to sales agents and improve their job skills. The authors present several caveats associated with such practices based on a series of randomized field experiments. Experiment 1 shows that the incremental benefit of the AI coach over human managers is heterogeneous across agents in an inverted-U shape: whereas middle-ranked agents improve their performance by the largest amount, both bottom- and top-ranked agents show limited incremental gains. This pattern is driven by a learning-based mechanism in which bottom-ranked agents encounter the most severe information overload problem with the AI versus human coach, while top-ranked agents hold the strongest aversion to the AI relative to a human coach. To alleviate the challenge faced by bottom-ranked agents, Experiment 2 redesigns the AI coach by restricting the training feedback level and shows a significant improvement in agent performance. Experiment 3 reveals that the AI–human coach assemblage outperforms either the AI or human coach alone. This assemblage can harness the hard data skills of the AI coach and soft interpersonal skills of human managers, solving both problems faced by bottom- and top-ranked agents. These findings offer novel insights into AI coaches for researchers and managers alike.
      Citation: Journal of Marketing
      PubDate: 2020-10-14T04:41:25Z
      DOI: 10.1177/0022242920956676
       
  • Working It: Managing Professional Brands in Prestigious Posts
    • Authors: Marie-Agnès Parmentier, Eileen Fischer
      Abstract: Journal of Marketing, Ahead of Print.
      The authors address the challenges individuals face when managing their professional brands while working in “prestigious posts” (high-profile jobs in established organizations) and striving to maintain career mobility. Using a case study approach and drawing on sociological field theories, the authors identify two types of tensions (resource-based and identity-based) that are triggered by prestigious posts and four practices conducive to mitigating tensions and maintaining mobility. Beyond extending prior theory on person brands to include consideration of career mobility, this work has implications for better understanding the complexities of affiliations between professionals and the brands they work for. It suggests that individuals who are managing their professional brands while holding prestigious posts need to strike a balance between benefiting from the affiliation in the eyes of external stakeholders and at the same time maintaining their professional independence to maintain career mobility.
      Citation: Journal of Marketing
      PubDate: 2020-10-05T10:13:45Z
      DOI: 10.1177/0022242920953818
       
  • Caring for the Commons: Using Psychological Ownership to Enhance
           Stewardship Behavior for Public Goods
    • Authors: Joann Peck, Colleen P. Kirk, Andrea W. Luangrath, Suzanne B. Shu
      Abstract: Journal of Marketing, Ahead of Print.
      How can consumers be encouraged to take better care of public goods' Across four studies, including two experiments in the field and three documenting actual behaviors, the authors demonstrate that increasing consumers’ individual psychological ownership facilitates stewardship of public goods. This effect occurs because feelings of ownership increase consumers’ perceived responsibility, which then leads to active behavior to care for the good. Evidence from a variety of contexts, including a public lake with kayakers, a state park with skiers, and a public walking path, suggests that increasing psychological ownership enhances both effortful stewardship, such as picking up trash from a lake, and financial stewardship, such as donating money. This work further demonstrates that the relationship between psychological ownership and resulting stewardship behavior is attenuated when there are cues, such as an attendance sign, which diffuse responsibility among many people. This work offers implications for consumers, practitioners, and policy makers with simple interventions that can encourage consumers to be better stewards of public goods.
      Citation: Journal of Marketing
      PubDate: 2020-09-25T01:19:23Z
      DOI: 10.1177/0022242920952084
       
  • Pretty Healthy Food: How and When Aesthetics Enhance Perceived Healthiness
    • Authors: Linda Hagen
      Abstract: Journal of Marketing, Ahead of Print.
      Marketers frequently style food to look pretty (e.g., in advertising). This article investigates how pretty aesthetics (defined by classical aesthetic principles, such as order, symmetry, and balance) influence healthiness judgments. The author proposes that prettier food is perceived as healthier, specifically because classical aesthetic features make it appear more natural. In a pilot, six main studies and four supplemental studies (total N = 4,301) across unhealthy and healthy, processed and unprocessed, and photographed and real foods alike, people judged prettier versions of the same food as healthier (e.g., more nutrients, less fat), despite equal perceived price. Even given financial stakes, people were misled by prettiness. In line with the proposed naturalness process, perceived naturalness mediated the effect; belief in a “natural = healthy” connection moderated it; expressive aesthetics, which do not evoke naturalness, did not produce the effect (despite being pretty); and reminders of artificial modification, which suppress perceived naturalness, mitigated it. Given that pretty food styling can harm consumers by misleading healthiness judgments for unhealthy foods, managers and policy makers should consider modification disclaimers as a tool to mitigate the “pretty = healthy” bias.
      Citation: Journal of Marketing
      PubDate: 2020-09-14T09:22:35Z
      DOI: 10.1177/0022242920944384
       
  • Generating Content Increases Enjoyment by Immersing Consumers and
           Accelerating Perceived Time
    • Authors: Gabriela N. Tonietto, Alixandra Barasch
      Abstract: Journal of Marketing, Ahead of Print.
      Advances in technology, particularly smartphones, have unlocked new opportunities for consumers to generate content about experiences while they unfold (e.g., by texting, posting to social media, writing notes), and this behavior has become nearly ubiquitous. The present research examines the effects of generating content during ongoing experiences. Across nine studies, the authors show that generating content during an experience increases feelings of immersion and makes time feel like it is passing more quickly, which in turn enhances enjoyment of the experience. The authors investigate these effects across a broad array of experiences both inside and outside the lab that vary in duration from a few minutes to several hours, including positive and negative videos and real-life holiday celebrations. They conclude with several studies testing marketing interventions that increase content creation and find that consumers who are incentivized or motivated by social norms to generate content reap the same experiential benefits as those who create content organically. These findings illustrate how leveraging content creation to improve experiences can mutually benefit marketers and consumers.
      Citation: Journal of Marketing
      PubDate: 2020-09-10T02:17:19Z
      DOI: 10.1177/0022242920944388
       
  • Do Spoilers Really Spoil' Using Topic Modeling to Measure the Effect
           of Spoiler Reviews on Box Office Revenue
    • Authors: Jun Hyun (Joseph) Ryoo, Xin (Shane) Wang, Shijie Lu
      Abstract: Journal of Marketing, Ahead of Print.
      A sizable portion of online movie reviews contain spoilers, defined as information that prematurely resolves plot uncertainty. In this research, the authors study the consequences of spoiler reviews using data on box office revenue and online word of mouth for movies released in the United States. To capture the degree of information in spoiler review text that reduces plot uncertainty, the authors propose a spoiler intensity metric and measure it using a correlated topic model. Using a dynamic panel model with movie fixed effects and instrumental variables, the authors find a significant and positive relationship between spoiler intensity and box office revenue with an elasticity of .06. The positive effect of spoiler intensity is greater for movies with a limited release, smaller advertising spending, and moderate user ratings, and is stronger in the earlier days after the movie’s release. Using an event study and online experiments, the authors provide further evidence that spoiler reviews can help consumers reduce their uncertainty about the quality of movies, consequently encouraging theater visits. Thus, movie studios may benefit from consumers’ access to plot-intense reviews and should actively monitor the content of spoiler reviews to better forecast box office performance.
      Citation: Journal of Marketing
      PubDate: 2020-08-27T09:13:24Z
      DOI: 10.1177/0022242920937703
       
  • Carbon Footprinting and Pricing Under Climate Concerns
    • Authors: Marco Bertini, Stefan Buehler, Daniel Halbheer, Donald R. Lehmann
      Abstract: Journal of Marketing, Ahead of Print.
      This article studies how organizations should design a product by choosing the carbon footprint and price in a market with climate concerns. The authors first show how the cost and demand effects of reducing the product carbon footprint determine the profit-maximizing design. Paradoxically, they find that stronger climate concerns may increase the overall corporate carbon footprint, even if the product itself is greener. Next, the authors establish that offsetting carbon emissions can create a win-win outcome for the firm and the climate if the cost of compensation is sufficiently low. Third, the authors show how regulation in the form of a cap-and-trade scheme or a carbon tax affects product design, firm profitability, and green technology adoption. Finally, the authors extend the analysis to a competitive scenario. Overall, these results can help marketing professionals by offering insight into how to address climate concerns through improved product design.
      Citation: Journal of Marketing
      PubDate: 2020-07-07T09:00:16Z
      DOI: 10.1177/0022242920932930
       
  • Penny for Your Preferences: Leveraging Self-Expression to Encourage Small
           Prosocial Gifts
    • Authors: Jacqueline R. Rifkin, Katherine M. Du, Jonah Berger
      Abstract: Journal of Marketing, Ahead of Print.
      Prior approaches that leverage identity to motivate prosocial behavior are often limited to the set of people who already strongly identify with an organization (e.g., prior donors) or by the costs and challenges associated with developing stronger organization-linked identities among a broader audience (e.g., encouraging more people to care). In contrast, this research demonstrates that small prosocial gifts, such as tips or small donations, can be encouraged by framing the act of giving as an opportunity to express identity-relevant preferences—even if such preferences are not explicitly related to prosociality or the organization in need. Rather than simply asking people to give, the “dueling preferences” approach investigated in this research frames the act of giving as a choice between two options (e.g., cats vs. dogs, chocolate vs. vanilla ice cream). Dueling preferences increases prosocial giving by providing potential givers with a greater opportunity for self-expression—an intrinsically desirable opportunity. Seven experiments conducted in the laboratory, online, and in the field support this theorized process while casting doubt on relevant alternatives. This research contributes to work on self-expression and identity and sheds light on how organizations can encourage prosocial behavior.
      Citation: Journal of Marketing
      PubDate: 2020-06-25T02:51:10Z
      DOI: 10.1177/0022242920928064
       
  • Inefficiencies in Digital Advertising Markets
    • Authors: Brett R. Gordon, Kinshuk Jerath, Zsolt Katona, Sridhar Narayanan, Jiwoong Shin, Kenneth C. Wilbur
      First page: 7
      Abstract: Journal of Marketing, Ahead of Print.
      Digital advertising markets are growing and attracting increased scrutiny. This article explores four market inefficiencies that remain poorly understood: ad effect measurement, frictions between and within advertising channel members, ad blocking, and ad fraud. Although these topics are not unique to digital advertising, each manifests in unique ways in markets for digital ads. The authors identify relevant findings in the academic literature, recent developments in practice, and promising topics for future research.
      Citation: Journal of Marketing
      PubDate: 2020-04-22T11:17:37Z
      DOI: 10.1177/0022242920913236
       
  • Inefficiencies in Digital Advertising Markets: Evidence from the Field
    • Authors: Jonathan Porter
      First page: 30
      Abstract: Journal of Marketing, Ahead of Print.

      Citation: Journal of Marketing
      PubDate: 2020-10-30T03:51:40Z
      DOI: 10.1177/0022242920970133
       
  • Marketing Agility: The Concept, Antecedents, and a Research Agenda
    • Authors: Kartik Kalaignanam, Kapil R. Tuli, Tarun Kushwaha, Leonard Lee, David Gal
      First page: 35
      Abstract: Journal of Marketing, Ahead of Print.
      Changes in the way customers shop, accompanied by an explosion of customer touchpoints and fast-changing competitive and technological dynamics, have led to an increased emphasis on agile marketing. The objective of this article is to conceptualize and investigate the emerging concept of marketing agility. The authors synthesize the literature from marketing and allied disciplines and insights from in-depth interviews with 22 senior managers. Marketing agility is defined as the extent to which an entity rapidly iterates between making sense of the market and executing marketing decisions to adapt to the market. It is conceptualized as occurring across different organizational levels and shown to be distinct from related concepts in marketing and allied fields. The authors highlight the firm challenges in executing marketing agility, including ensuring brand consistency, scaling agility across the marketing ecosystem, managing data privacy concerns, pursuing marketing agility as a fad, and hiring marketing leaders. The authors identify the antecedents of marketing agility at the organizational, team, marketing leadership, and employee levels and provide a roadmap for future research. The authors caution that marketing agility may not be well-suited for all firms and all marketing activities.
      Citation: Journal of Marketing
      PubDate: 2020-09-14T02:06:30Z
      DOI: 10.1177/0022242920952760
       
  • Traveling with Companions: The Social Customer Journey
    • Authors: Ryan Hamilton, Rosellina Ferraro, Kelly L. Haws, Anirban Mukhopadhyay
      First page: 68
      Abstract: Journal of Marketing, Ahead of Print.
      When customers journey from a need to a purchase decision and beyond, they rarely do so alone. This article introduces the social customer journey, which extends prior perspectives on the path to purchase by explicitly integrating the important role that social others play throughout the journey. The authors highlight the importance of “traveling companions,” who interact with the decision maker through one or more phases of the journey, and they argue that the social distance between the companion(s) and the decision maker is an important factor in how social influence affects that journey. They also consider customer journeys made by decision-making units consisting of multiple individuals and increasingly including artificial intelligence agents that can serve as surrogates for social others. The social customer journey concept integrates prior findings on social influences and customer journeys and highlights opportunities for new research within and across the various stages. Finally, the authors discuss several actionable marketing implications relevant to organizations’ engagement in the social customer journey, including managing influencers, shaping social interactions, and deploying technologies.
      Citation: Journal of Marketing
      PubDate: 2020-03-31T11:25:00Z
      DOI: 10.1177/0022242920908227
       
  • Informational Challenges in Omnichannel Marketing: Remedies and Future
           Research
    • Authors: Tony Haitao Cui, Anindya Ghose, Hanna Halaburda, Raghuram Iyengar, Koen Pauwels, S. Sriram, Catherine Tucker, Sriraman Venkataraman
      First page: 103
      Abstract: Journal of Marketing, Ahead of Print.
      Omnichannel marketing is often viewed as the panacea for one-to-one marketing, but this strategic path is mired with obstacles. This article investigates three challenges in realizing the full potential of omnichannel marketing: (1) data access and integration, (2) marketing attribution, and (3) consumer privacy protection. While these challenges predate omnichannel marketing, they are exacerbated in a digital omnichannel environment. This article argues that advances in machine learning and blockchain offer some promising solutions. In turn, these technologies present new challenges and opportunities for firms, which warrant further academic research. The authors identify both recent developments in practice and promising avenues for future research.Editor’s Note:This article is part of the JM-MSI Special Issue on “From Marketing Priorities to Research Agendas,” edited by John A. Deighton, Carl F. Mela, and Christine Moorman. Written by teams led by members of the inaugural class of MSI Scholars, these articles review the literature on an important marketing topic reflected in the MSI Priorities and offer an expansive research agenda for the marketing discipline. A list of articles appearing in the Special Issue can be found at http://www.ama.org/JM-MSI-2020.
      Citation: Journal of Marketing
      PubDate: 2020-11-04T09:45:46Z
      DOI: 10.1177/0022242920968810
       
  • Consumers and Artificial Intelligence: An Experiential Perspective
    • Authors: Stefano Puntoni, Rebecca Walker Reczek, Markus Giesler, Simona Botti
      First page: 131
      Abstract: Journal of Marketing, Ahead of Print.
      Artificial intelligence (AI) helps companies offer important benefits to consumers, such as health monitoring with wearable devices, advice with recommender systems, peace of mind with smart household products, and convenience with voice-activated virtual assistants. However, although AI can be seen as a neutral tool to be evaluated on efficiency and accuracy, this approach does not consider the social and individual challenges that can occur when AI is deployed. This research aims to bridge these two perspectives: on one side, the authors acknowledge the value that embedding AI technology into products and services can provide to consumers. On the other side, the authors build on and integrate sociological and psychological scholarship to examine some of the costs consumers experience in their interactions with AI. In doing so, the authors identify four types of consumer experiences with AI: (1) data capture, (2) classification, (3) delegation, and (4) social. This approach allows the authors to discuss policy and managerial avenues to address the ways in which consumers may fail to experience value in organizations’ investments into AI and to lay out an agenda for future research.
      Citation: Journal of Marketing
      PubDate: 2020-10-16T04:27:08Z
      DOI: 10.1177/0022242920953847
       
  • Capturing Marketing Information to Fuel Growth
    • Authors: Rex Yuxing Du, Oded Netzer, David A. Schweidel, Debanjan Mitra
      First page: 163
      Abstract: Journal of Marketing, Ahead of Print.
      Marketing is the functional area primarily responsible for driving the organic growth of a firm. In the age of digital marketing and big data, marketers are inundated with increasingly rich data from an ever-expanding array of sources. Such data may help marketers generate insights about customers and competitors. One fundamental question remains: How can marketers wrestle massive flows of existing and nascent data resources into coherent, effective growth strategies' Against such a backdrop, the Marketing Science Institute has made “capturing information to fuel growth” a top research priority. The authors begin by discussing the streetlight effect—an overreliance on readily available data due to ease of measurement and application—as contributing to the disconnect between marketing data growth and firm growth. They then use the customer equity framework to structure the discussion of six areas where they see substantial undertapped opportunities: incorporating social network and biometric data in customer acquisition, trend and competitive interaction data in customer development, and unstructured and causal data in customer retention. The authors highlight challenges that obstruct firms from realizing such data-driven growth opportunities and how future research may help overcome those challenges.
      Citation: Journal of Marketing
      PubDate: 2020-10-29T10:14:02Z
      DOI: 10.1177/0022242920969198
       
  • Evolution of Consumption: A Psychological Ownership Framework
    • Authors: Carey K. Morewedge, Ashwani Monga, Robert W. Palmatier, Suzanne B. Shu, Deborah A. Small
      First page: 196
      Abstract: Journal of Marketing, Ahead of Print.
      Technological innovations are creating new products, services, and markets that satisfy enduring consumer needs. These technological innovations create value for consumers and firms in many ways, but they also disrupt psychological ownership––the feeling that a thing is “MINE.” The authors describe two key dimensions of this technology-driven evolution of consumption pertaining to psychological ownership: (1) replacing legal ownership of private goods with legal access rights to goods and services owned and used by others and (2) replacing “solid” material goods with “liquid” experiential goods. They propose that these consumption changes can have three effects on psychological ownership: they can threaten it, cause it to transfer to other targets, and create new opportunities to preserve it. These changes and their effects are organized in a framework and examined across three macro trends in marketing: (1) growth of the sharing economy, (2) digitization of goods and services, and (3) expansion of personal data. This psychological ownership framework generates future research opportunities and actionable marketing strategies for firms aiming to preserve the positive consequences of psychological ownership and navigate cases for which it is a liability.
      Citation: Journal of Marketing
      PubDate: 2020-10-22T04:26:45Z
      DOI: 10.1177/0022242920957007
       
 
JournalTOCs
School of Mathematical and Computer Sciences
Heriot-Watt University
Edinburgh, EH14 4AS, UK
Email: journaltocs@hw.ac.uk
Tel: +00 44 (0)131 4513762
 


Your IP address: 18.215.185.97
 
Home (Search)
API
About JournalTOCs
News (blog, publications)
JournalTOCs on Twitter   JournalTOCs on Facebook

JournalTOCs © 2009-