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Sonic branding: A narrative review at the intersection of art and science Psychology & Marketing (IF 5.507) Pub Date : 2024-03-25 Charles Spence, Steve Keller
The field of sonic branding/marketing has grown rapidly in recent years, as has commercial interest in more science-based approaches to the practice, particularly as more brands and agencies look for qualitative and quantitative evidence to support the efficacy of sonic branding. In this research note, we explore the ways in which the design and execution (i.e., the “art”) of sonic branding initiatives
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Perceived economic mobility predicts evaluation of low-fit co-brands Psychology & Marketing (IF 5.507) Pub Date : 2024-03-22 Xinyu Nie, Liangyan Wang, Eugene Y. Chan
Co-branding is an effective marketing strategy that is widely used by brands to expand the market, but research on the influence of consumer-level factors is limited, with predominant emphasis on brand-level factors that predict acceptance of brands that are seemingly “different” from each other co-branding with one another. This research explores the effect of perceived economic mobility on perceived
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Transformative privacy calculus: Conceptualizing the personalization-privacy paradox on social media Psychology & Marketing (IF 5.507) Pub Date : 2024-03-21 Julien Cloarec, Lars Meyer-Waarden, Andreas Munzel
The rapid evolution of digital marketing underscores a critical tension between personalization and privacy, exacerbated by advances in data technologies and artificial intelligence. This study delves into the personalization-privacy paradox, emphasizing the dichotomy of consumer behavior—desiring customized interactions while guarding personal data. We explore how happiness with the internet (HWI)
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Keeping distance! How infectious disease threat lowers consumers' attitudes toward densely displayed products Psychology & Marketing (IF 5.507) Pub Date : 2024-03-20 Yanxi Yi, Wangshuai Wang, Sahar Karimi, Sotaro Katsumata, Lu (Monroe) Meng
Infectious diseases have been posing frequent and significant threats to us. However, research on how disease threat affects consumer behavior, especially sensory responses, is still limited. In this study, drawing on the theory of compensatory consumption, we show that consumers under disease threat are less willing to buy products presented in a dense display. This is because disease threat activates
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When the recipe is more important than the ingredients: Unveiling the complexity of consumer use of voice assistants Psychology & Marketing (IF 5.507) Pub Date : 2024-03-14 Nima Heirati, Valentina Pitardi, Mohamed Sobhy Temerak
The widespread use of voice assistants (VAs) creates a pressing need to understand what drives consumers to use different VAs. Existing studies have commonly focused on the net effects of antecedents that explain why consumers adopt or continue using VAs, ignoring the complexity of consumer behavior and the combinatorial effects of multiple antecedents. Our study proposes that consumer intention to
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Crafting emotional engagement and immersive experiences: Comprehensive scale development for and validation of hospitality marketing storytelling involvement Psychology & Marketing (IF 5.507) Pub Date : 2024-03-13 Sohel Ahmed, Taimur Sharif, Ding Hooi Ting, Sharmin Jamal Sharif
This study develops and validates a scale for gauging consumer involvement in storytelling (to create memorable and emotionally resonant experiences) in hospitality marketing through four phases: qualitative inquiry, construct definition, item refinement, and nomological validation. Validation involves 24 in-depth video interviews and consecutive online surveys. The hospitality marketing storytelling
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Technology affordances and social withdrawal: The rise of hikikomori Psychology & Marketing (IF 5.507) Pub Date : 2024-03-12 Ha Eun (Grace) Park, Sheau-Fen (Crystal) Yap
The prevalence of social withdrawal behaviors has been a growing concern in recent years. The concept of hikikomori, a severe social withdrawal condition, has gained increasing attention in high-income societies and developed economies. The term applies to both the condition and the person experiencing it. Technology has been blamed for exacerbating the isolation of hikikomoris. Paradoxically, anecdotal
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Enhancing the profitability of pay what you want: A study of suggested prices Psychology & Marketing (IF 5.507) Pub Date : 2024-03-12 Pi-Ying Yen, Yongqi Li, Haoyu Liu
A suggested price is oftentimes utilized in practice to enhance the profitability of pay what you want (PWYW). In this paper, we focus on this suggested price strategy. We conduct five experiments to explore factors that impact buyers' payments after seeing the suggested price. In Study 1, we show a relationship between the suggested price and payments. Intuitively, a higher suggested price results
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Technology paternalism: Development and validation of a measurement scale Psychology & Marketing (IF 5.507) Pub Date : 2024-03-05 Martin Rochi, Philipp A. Rauschnabel, Karl-Heinz Renner, Björn S. Ivens
As technologies become smarter, they tend to protect their users, much like parents protect their children. However, caring too much about a user can lead to technology paternalism, a construct that is becoming increasingly relevant with the advent of smart technologies. Nonetheless, very little is known about what technology paternalism is or how it can be measured. The authors applied established
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Value co-creation in the sharing economy: Revisiting the past to inform future Psychology & Marketing (IF 5.507) Pub Date : 2024-03-04 Muhammad Vasil, Prasanta Kr Chopdar, Dimitrios Buhalis, Sitanshu Sekhar Das
The objective of this study is to provide an integrated view of the body of knowledge of value co-creation in the sharing economy in terms of the topical content and the research background. To this end, this study conducts a systematic literature review guided by the SPAR-4-SLR protocol. Leveraging the integrated ADO-TCM framework, the review identifies 39 antecedents under 3 categories, 7 decision
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Marketing experts are always right…aren't they? Disentangling the effects of expertize and decision-making processes Psychology & Marketing (IF 5.507) Pub Date : 2024-03-02 Matteo Montecchi, Andrés Gvirtz, Kirk Plangger, Gerard Prendergast, Douglas West
Marketing experts are tasked with making important decisions that influence firms' performance. Some decision tasks are decomposable and can be broken down into smaller parts (e.g., pricing new products). Others are non-decomposable and are challenging to break down (e.g., selecting creative work for advertising campaigns). The literature remains divided on whether expertize aids decision-makers in
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Will virtual influencers overcome the uncanny valley? The moderating role of social cues Psychology & Marketing (IF 5.507) Pub Date : 2024-02-28 Rada Gutuleac, Gabriele Baima, Cristian Rizzo, Stefano Bresciani
Companies are increasingly collaborating with virtual influencers (VIs) as endorsers for their social media campaigns, yet they often lack awareness of the risks and opportunities involved. VIs are AI-generated, and visually presented as an interactive, real-time animated entity in a digital environment. Grounding on the uncanny valley theory, this study investigates how the anthropomorphism of VIs
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Inauthentic inclusion: Exploring how intention to use AI-generated diverse models can backfire Psychology & Marketing (IF 5.507) Pub Date : 2024-02-26 Sean Sands, Vlad Demsar, Carla Ferraro, Colin Campbell, Justin Cohen
Rapid advances in AI technology have important implications for, and effects on, brands and advertisers. Increasingly, brands are creating digital models to showcase clothing and accessories in a similar way to human models, with AI used to customize various body types, ages, sizes, and skin tones. However, little is known about how the underrepresented consumers respond to a brand's intention to use
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Effects of interaction between brand positioning and chatbot conversational style on perceived fit and brand attitudes Psychology & Marketing (IF 5.507) Pub Date : 2024-02-20 Li-Keng Cheng, Chung-Lin Toung
Although an underdog brand positioning can elicit positive consumer responses, maintaining a brand's positioning requires maintaining consistent brand associations. If the associations created by the company's service providers do not align with the brand's positioning, this discrepancy can lead to consumer confusion or to a decline in brand attitudes. Chatbots, as customer-facing representatives,
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Exploring gift gaps: A meta-analysis of giver–recipient asymmetries Psychology & Marketing (IF 5.507) Pub Date : 2024-02-20 Ryan E. Freling, Melanie Moore Koskie, Traci H. Freling, Julie G. Moulard, Jody L. Crosno
Gift giving has long intrigued and perplexed consumers and scholars alike. Of particular interest is when and why givers bestow gifts that miss the mark with recipients. The current meta-analysis quantitatively investigates giver–recipient mismatches by empirically examining 153 unique effects from 114 studies across 29 papers. Results suggest that characteristics of the gifts, characteristics of the
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Chasing spammers: Using the Internet protocol address for detection Psychology & Marketing (IF 5.507) Pub Date : 2024-02-20 Laura Sáez-Ortuño, Santiago Forgas-Coll, Ruben Huertas-Garcia, Eloi Puertas-Prats
The proliferation of reviews evaluating different services on social networks and online platforms and their importance in consumer decision-making has led some unscrupulous individuals to take advantage of the anonymity offered by the Internet to manipulate these reviews and influence customers' decisions. The main objectives of this study are: (1) to test whether spammers usually perform their misdemeanors
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Unmasking the pivotal role of ad–target ethnic congruence in driving consumers' response to fear appeals Psychology & Marketing (IF 5.507) Pub Date : 2024-02-17 Arash Talebi, Sourjo Mukherjee, Gopal Das
Fear appeals are persuasive messages that scare consumers into compliance with the appeals' recommendation by highlighting a personally relevant threat. Several factors, including personality traits and message features, can influence the effectiveness of fear appeals. This article proposes an additional element that contributes to the persuasiveness of fear appeals: ethnic congruence between the fear
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How do username and avatar affect people's engagement with native advertising on social media: From the self-disclosure perspective Psychology & Marketing (IF 5.507) Pub Date : 2024-02-17 Yanwu Yang, Jun Zhang, Ting (Lisa) Gao
The effect of self-profiling on people's responses toward commercial information (e.g., advertisements) delivered on social media remains unexplored. This study proposed a conceptual model examining the path from the authenticity of username and avatar and its antecedents to native advertising engagement from the perspective of self-disclosure. Four subsequent studies were conducted to test our research
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Looking a gift horse in the mouth: Suspicion of large gift expenditures undermines gift appreciation Psychology & Marketing (IF 5.507) Pub Date : 2024-02-14 Aybike Mutluoglu, Laurence Ashworth, Nicole Robitaille
Prior work shows that gift recipients are surprisingly insensitive to the amount of money givers spend, even though more expensive gifts represent a greater investment by givers and impart greater value to recipients. We suggest that recipients' apparent indifference may be explained by competing reactions to gift expenditure. Specifically, we propose that recipients are not unresponsive to gift expenditure
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Extracting informational cues between initial coin offering projects and the public Psychology & Marketing (IF 5.507) Pub Date : 2024-02-14 Soo Il Shin, Joo Baek Kim, Dianne Hall, Teresa Lang, Sung-Byung Yang
An initial coin offering (ICO) seeks to raise initial investments for companies by selling crypto tokens to individuals interested in crowdfunding. As ICOs have gained popularity, a lack of information regarding startup companies' prior financial status and business health has led to information asymmetry between potential investors and ICO projects. This study explores the informational cues necessary
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Using large language models to generate silicon samples in consumer and marketing research: Challenges, opportunities, and guidelines Psychology & Marketing (IF 5.507) Pub Date : 2024-02-10 Marko Sarstedt, Susanne J. Adler, Lea Rau, Bernd Schmitt
Should consumer researchers employ silicon samples and artificially generated data based on large language models, such as GPT, to mimic human respondents' behavior? In this paper, we review recent research that has compared result patterns from silicon and human samples, finding that results vary considerably across different domains. Based on these results, we present specific recommendations for
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How brand gender affects consumer preference for sweet food: The role of the association between gender and taste Psychology & Marketing (IF 5.507) Pub Date : 2024-02-08 Ying Ding, Yanzheng Liu, Sunxu Xu
Although previous studies have provided some exploratory evidence of the gender-taste association, empirical evidence on the causal relationships and downstream consequences of such an association in the consumer behavior domain is still lacking. To address this gap, the present research empirically documents the association between gender and taste, and explores the spillover effect of brand gender
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The semiotics of emojis in advertising: An integrated quantitative and qualitative examination of emotional versus functional ad dynamics Psychology & Marketing (IF 5.507) Pub Date : 2024-02-04 Rozbeh Madadi, Ivonne M. Torres, Miguel Ángel Zúñiga
In today's marketplace, consumers encounter a multitude of advertisements incorporating emojis. This research undertook two complementary studies to assess how individuals appraise emotional versus functional advertisements containing emojis, examining outcomes like processing fluency, claim believability, attitude toward the ad, and purchase intention. Study 1 employed a factorial design, resulting
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Home cooking in the digital age: When observing food influencers on social media triggers the imitation of their practices Psychology & Marketing (IF 5.507) Pub Date : 2024-02-01 Karina Sokolova, Saeedeh Rezaee Vessal, Charles Perez
Social media influencers are effective in influencing the purchase intention of their audience. Aside from products, influencers also promote certain lifestyles and behaviors. Food influencers, for example, frequently feature home cooking, a healthier behavior compared to snacking or dining out. This study explored the potential of social media influencers in promoting such behavior. Driven by social
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Is this really me? Investigating brand personality self-congruity on consumer behavior in video-based social media Psychology & Marketing (IF 5.507) Pub Date : 2024-01-31 Augusto Bargoni, Chiara Giachino, Rada Gutuleac, Dalia Streimikiene
This research aims to explore the role of brand personality self-congruity (BPC) in affecting consumers' purchase behavior in a particular setting: video-based social media (i.e., TikTok). Moreover, we test the moderating role of consumers' emotional attachment to the influencer and the mediating role of brand engagement in affecting purchase intention. Finally, we delve into the antecedents of influencer
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Cut me some slack! How perceptions of financial slack influence pain of payment Psychology & Marketing (IF 5.507) Pub Date : 2024-01-30 Justin Pomerance, Nicholas Reinholtz
Consumers often experience pain of payment, a tug of negative affect that holds back their spending. While the literature has long viewed pain of payment as self-regulatory in nature, it has left the dynamics of self-regulation that lead to the pain of paying largely unaddressed. In self-regulation, affect arises when people move away from a goal they hold. Thus, understanding the specific goals that
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Lonely human and dominant robot: Similarity versus complementary attraction Psychology & Marketing (IF 5.507) Pub Date : 2024-01-31 Lingzhi Yu, Xiucheng Fan
While social robots can provide companionship, people hesitate to connect with them. This research delves into a neglected question: How can we enhance the probability of potential users, especially those grappling with loneliness, connecting with companion robots to fulfill their social needs? Building upon the friendliness–dominance model and attraction theory in social psychology, our six studies
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The role of well-being in consumer's responses to personalized advertising on social media Psychology & Marketing (IF 5.507) Pub Date : 2024-01-26 Freya De Keyzer, Cristian Buzeta, Ana Isabel Lopes
In two studies, this paper examines how perceived personalization in advertisements on social media affects brand engagement and ad avoidance. Using a preregistered between-subjects cross-sectional survey (n = 794), we tested four different moderated mediation models with perceived creepiness and perceived relevance as competing mediating variables, and hedonic and eudaimonic well-being as moderating
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Switching to sustainable products: The role of time, product, and customer characteristics Psychology & Marketing (IF 5.507) Pub Date : 2024-01-26 Agnieszka Karman, Marcin Lipowski
Achieving a sustainable economy is one of the primary needs of our time, and sustainable products can play a decisive role in achieving this goal. This article seeks answers about the role of time and product characteristics in the intention to switch to a sustainable product using the example of an everyday product. Drawing from social identity theory, utility maximization and switching theory, the
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The effects of awe-eliciting experiences on consumers' aversion to choice ambiguity Psychology & Marketing (IF 5.507) Pub Date : 2024-01-26 Kamal Ahmmad, Mycah Harrold, Elizabeth Howlett, Andrew Perkins
Experiencing awe elicits feelings of both being part of something that is bigger than oneself (self-transcendence) and a sense, or feeling, of smallness. Our studies show that these distinct responses serve as mechanisms of action that have both main and mediating effects on consumer preference in ambiguous choice contexts. Across five studies, this research shows that self-transcendence decreases
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The conceptualization of enablers and constraints of in-store buying as part of the affordances flow funnel process through scan and go apps Psychology & Marketing (IF 5.507) Pub Date : 2024-01-19 Muhammad Naeem, Wilson Ozuem, Kerry Howell, Silvia Ranfagni
This study explores the affordances of “scan and go” apps and their influence on the flow experience of retail customers to provide a unique insight into user–technology interaction. Through a constructivist ethnographic approach, the research examines how users' socially constructed perceptions and interpretations shape these interactions, and it emphasizes the role of the material and social environment
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Prevalent elements of consumer wellbeing in wearable technology use: An interdisciplinary systematic review and future research agenda Psychology & Marketing (IF 5.507) Pub Date : 2024-01-18 Virginia Nyambura Mwangi, Rachael Millard, Wendy Histon
The impact of wearable technology (wearables) on user wellbeing requires closer examination given the growth in adoption across multiple domains including workplaces, leisure, and healthcare. This paper consolidates research on consumer wellbeing and wearables through an interdisciplinary systematic review of 23 empirical journal articles from psychology, information technology and business domains
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Key factors influencing knowledge acquisition through game-based learning Psychology & Marketing (IF 5.507) Pub Date : 2024-01-18 Mauro Calza-Perez, Pilar Perez-Ruiz, Sandra Enri-Peiró, Carla Martínez-Climent, Javier Sánchez-García
This research enriches the current understanding of digital marketing knowledge acquisition through game-based learning (GBL). The study is based on a sample of 476 participants who provided data before and after playing The Ecommerce Game(™). In this serious game, players must optimize the conversion rate of an e-commerce venture. Data on key variables measuring players' digital marketing knowledge
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Adbusting: How advertising altered by activists affects brands Psychology & Marketing (IF 5.507) Pub Date : 2024-01-18 Erik Maier, Alexander Mafael
A subversive phenomenon is challenging advertisers and brand managers: adbusting, a form of activism that alters existing brand communication (e.g., a billboard ad) to promote social/political issues (e.g., pro-environmental behavior) or denounces the targeted brand (e.g., its labor standards). We conceptualize the effect of adbusting on consumers and provide empirical evidence that adbusting has ambiguous
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Understanding crowding perceptions and their impact on place experience: Insights from a mixed-methods study Psychology & Marketing (IF 5.507) Pub Date : 2024-01-18 Silvia Sanz-Blas, Daniela Buzova, Fernando J. Garrigos-Simon
The existing research on the impact of crowding on visitors' experiences has yielded mixed results, mainly due to inadequate conceptualization and measurement of the phenomenon. To address this issue, we adopted a mixed-methods approach. We first conducted a qualitative study (Study 1, focus group based) to understand (i) how consumers perceive crowding at leisure places, (ii) the sources of crowding
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Bleeding hearts and heartless believers: How political ideology impacts consumer grit and moral consumer choices Psychology & Marketing (IF 5.507) Pub Date : 2024-01-18 Logan Pant, Blair Kidwell
Grit—passion and perseverance toward long-term goals—is generally associated with conscientiousness and consistency and thus presumed to be ideologically conservative in nature. Yet, an understanding of how liberals and conservatives differ in grittiness remains elusive. In this research, overall grit did not differ between liberals and conservatives, rather ideology played an essential role in driving
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Augmented reality marketing and consumer‒brand relationships: How closeness drives brand love Psychology & Marketing (IF 5.507) Pub Date : 2024-01-18 Philipp A. Rauschnabel, Verena Hüttl-Maack, Aaron C. Ahuvia, Katrin E. Schein
Marketers use augmented reality (AR) to place virtual brand-related information into a consumer's physical context. Grounded in the literature on AR, brand love, metaphor theory, and closeness as interpreted by the neural theory of language, the authors theorize that branded AR content can reduce the perceived physical, spatial distance between a consumer and a brand. This perceived closeness subsequently
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Counterfeits can benefit original products when people are caught using counterfeits Psychology & Marketing (IF 5.507) Pub Date : 2024-01-12 Liangyan Wang, Qin Wang, Eugene Y. Chan, L. Robin Keller
Existing literature has examined the influence of a counterfeit on the original brand in the prior or middle purchase phases. Our work aims to expand the literature by analyzing the post-purchase phase of counterfeit consumption. In four studies, we examine the effects of product message appeal (symbolic vs. utilitarian) and self-construal (interdependent vs. independent) on preference changes and
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The impact of visual perspectives in advertisements on access-based products Psychology & Marketing (IF 5.507) Pub Date : 2024-01-09 Sining Kou, Shen Duan, Yiran (Eileen) Zhang, Zhiling Wang, Lu (Monroe) Meng
Digitalization has promoted the development of the sharing economy by facilitating exchanges that provide consumers with temporary access to products. Hence, enhancing consumers’ preference for access-based products is critical for marketing practitioners and researchers. This study proposes an effective advertising strategy to enhance access-based consumption based on the adoption of an appropriate
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Engaging consumers through artificially intelligent technologies: Systematic review, conceptual model, and further research Psychology & Marketing (IF 5.507) Pub Date : 2024-01-04 Linda D. Hollebeek, Choukri Menidjel, Marko Sarstedt, Johan Jansson, Sigitas Urbonavicius
While consumer engagement (CE) in the context of artificially intelligent (AI-based) technologies (e.g., chatbots, smart products, voice assistants, or autonomous cars) is gaining traction, the themes characterizing this emerging, interdisciplinary corpus of work remain indeterminate, exposing an important literature-based gap. Addressing this gap, we conduct a systematic review of 89 studies using
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Set that record straight! Cardinal line orientations in music album artwork boost market performance and music consumption Psychology & Marketing (IF 5.507) Pub Date : 2023-12-29 Yannick Joye, Bob M. Fennis
In three studies, we examine the effect of music album artwork on album market performance and music consumption. Based on the perceptual preference for visual stimuli with cardinal (orthogonal) over oblique (tilted) line/edge orientations (a phenomenon known as the “oblique effect”), albums with a predominance of cardinal line/edge orientations in their artwork should perform better than albums with
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Stop and smell the roses: How and when busyness impacts consumers' preference for minimalist advertisements Psychology & Marketing (IF 5.507) Pub Date : 2023-12-21 Siyun Chen, Veronika Ponomarenko, Tingwen Xiao, Linxiang Lv, Guanrong Liu
In an era marked by the rapid growth of digital media and increasingly limited attention spans, advertisements employing minimalist aesthetics have emerged as a compelling approach. Yet, the specific conditions under which consumers favor minimalist ads remain underexplored. Through a comprehensive series of studies, including a field study and five scenario-based experiments, this research unveils
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Consumer guilt proneness scale—Assessing individual differences in responses to transgressive consumption situations Psychology & Marketing (IF 5.507) Pub Date : 2023-12-19 Carla C. Martins, Susana C. Silva, Joanna Radomska, Monika Hajdas
Feeling or anticipating guilt associated with consumption situations may lead consumers to adjust their behaviors to avoid those unpleasant feelings and better conform to their personal, moral, and social standards. The experience of guilt regarding a consumption situation is influenced by both contextual factors, including marketing communications, and personal traits, namely the individual's proneness
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Celebrity co-creator or celebrity endorser? Exploring mediating and moderating factors in Marcom decision Psychology & Marketing (IF 5.507) Pub Date : 2023-12-19 Subhadip Roy, Aditya Shankar Mishra, Ainsworth Anthony Bailey
The present research delves into the concept of celebrity co-creation from the consumer behavior perspective. It explores the impact of the degree of a celebrity's involvement with a brand (celebrity as an endorser vs. celebrity as a co-creator) on consumers' advertisement and brand-based evaluations (Study 1) and purchase behavior (Study 2). The research subsequently incorporates the mediating effects
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Ritual and environmental ineffectiveness: How psychological ownership of community drives environmental behavior Psychology & Marketing (IF 5.507) Pub Date : 2023-12-18 Yihui (Elina) Tang, Reto Felix, Christian Hinsch
Psychological ownership has been linked to various environmental behaviors, but extant research has typically examined a specific environmental element (i.e., a lake or national park) instead of abstract entities as the target of this ownership. The current research investigates how psychological ownership of an abstract entity, namely one's community, impacts environmental attitudes and behaviors
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Correction to “Hedonic objects and utilitarian experiences: The overriding influence of hedonism in driving consumer happiness” Psychology & Marketing (IF 5.507) Pub Date : 2023-12-17
Kousi, S., Halkias, G., & Kokkinaki, F. (2023). Hedonic objects and utilitarian experiences: The overriding influence of hedonism in driving consumer happiness. Psychology & Marketing, 40(8), 1634–1645. doi:10.1002/mar.21829. In the article, Figure 4 (p. 1641) is erroneously a repeat of Figure 3 (p. 1640). Figure 4, below, is the correct figure. Figure 4 Open in figure viewerPowerPoint We apologize
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Perceived air pollution reduces consumers' self-disclosure: The role of tense arousal Psychology & Marketing (IF 5.507) Pub Date : 2023-12-11 Wumei Liu, Heqing Huang, Qiaoying Yang, Cheng Lu Wang
Consumers are often reluctant to disclose their personal information to retailers. How to promote consumers' self-disclosure has been a focal point of interest for marketers and researchers. Using a total of eight multimethod studies (N = 5281) which composite a study with secondary data, a field study, a natural experiment, and five lab experiments, we show that a perception of high (vs. low) levels
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Media richness effectiveness: Humanoid robots with or without voice, or just a tablet kiosk? Psychology & Marketing (IF 5.507) Pub Date : 2023-12-11 Malaika Brengman, Kim Willems, Laurens De Gauquier, Bram Vanderborght
Humanoid robots can serve as in-store communication medium, providing functional as well as hedonic value. Previous studies have demonstrated their proficiency in providing functional value, such as guiding customers, advertising products, or carrying groceries. However, in a retailing context, engaging customers often requires more than meeting their basic functional needs. This study is the first
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From easy to known: How fluent brand processing fosters self-brand connection Psychology & Marketing (IF 5.507) Pub Date : 2023-12-07 Devon DelVecchio, William J. Jones, Lee Baugh
In most marketplaces, brands face fierce competition. Those that are adopted into consumers' self-concepts in the form of a strong self-brand connection reap myriad benefits including more positive evaluations, increased purchase intentions, and greater customer loyalty. This research tests the premise that the processing fluency of two prominent branding elements, brand name and logo, may promote
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Good morning, sunshine: How time-of-day of complaint submittal can affect customer satisfaction with company response time Psychology & Marketing (IF 5.507) Pub Date : 2023-12-07 Della Garner, Jennifer H. Tatara, Subhash Jha
Traditional models of consumer behavior assume that customers perceive factors, e.g., time, in a rational manner throughout the day. For example, the same time period of an hour should, fundamentally, be evaluated as the same as an hour in the afternoon. Yet, across three experimental studies, we find evidence counter to this belief. Under the theoretical framework of the categorization of time, we
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Emotions in fear communication: A cross-cultural neuromarketing approach Psychology & Marketing (IF 5.507) Pub Date : 2023-11-30 José M. Mas, Andrés Gómez, Oliver Carrero
This research analyzes how the receiver's emotional response to fear communication differs across cultural groups of origin (Europe vs. Latin America), as well as individual traits such as the level of fear of each individual, motivated by the lack of previous studies that address the receiver's reaction from a cross-cultural perspective in this type of communication. To achieve this objective, this
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Cue-reactivity to brand logos of consumers with a compulsive buying tendency: A consumer neuroscience perspective Psychology & Marketing (IF 5.507) Pub Date : 2023-11-30 Mirja Hubert, Marco Hubert, Marcello M. Mariani
Well-designed brand logos can be critical in effective marketing strategies. By adopting a consumer neuroscience approach and the interaction of person-affect-cognition-execution model, this study analyzes the behavioral reaction and neural activation pattern during the perception of brand logos in relation to the compulsive buying tendencies of participants. Results suggest that women are more cue-reactive
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Erroneous consumer evaluations in the marketplace: How consumer evaluations are biased by raw performance scores Psychology & Marketing (IF 5.507) Pub Date : 2023-11-27 Julian Givi, Daniel M. Grossman, Frank R. Kardes
A consumer's evaluation of an entity in the marketplace, such as a product or service provider, is one of the most important factors in determining whether or not they consume it. Indeed, the relationship between perceived quality and likelihood of purchase is a central finding in marketing. Oftentimes, consumers make these evaluations after learning information regarding the entity's performance according
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The impact of corporate social responsibility on consumer brand engagement and purchase intention at fashion retailers Psychology & Marketing (IF 5.507) Pub Date : 2023-11-27 Pedro Cuesta-Valiño, Pablo Gutiérrez-Rodríguez, Blanca García-Henche, Estela Núñez-Barriopedro
Consumers have demonstrated new ways of engaging with fashion retailers and experiencing their brand values. This research aims to understand better how fashion consumers form their purchase intentions, by exploring how their expectations about corporate social responsibility influence consumer brand engagement and purchase intention. The research comprises two studies, using different methodologies
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Offering prosocial incentives on-top: Do they sweeten the deal or poison the well? Psychology & Marketing (IF 5.507) Pub Date : 2023-11-27 Sven Beisecker, Christian Schlereth
Companies often rely on customer feedback to build and improve their business. Customers, in turn, are expected to (i) fill in customer feedback surveys (participation) and (ii) provide accurate responses (performance). To encourage active participation and ensure accurate responses, companies traditionally offer either self-benefiting incentives, like lottery prizes, or prosocial incentives, like
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Consuming for the authentic-self: How exposure to death-related information facilitates voluntary simplicity? Psychology & Marketing (IF 5.507) Pub Date : 2023-11-27 Hongyan Liu, Yanxia Chen, Wumei Liu
Despite the growing prevalence of voluntary simplicity as a consumption value embraced by brands in recent years, limited research has empirically explored the antecedents of voluntary simplicity. This study addresses this research gap by investigating the impact of death-related information on voluntary simplicity. Through five studies, we demonstrate that exposure to death-related information increases
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Deriving value from branded mobile apps: Exploring the role of brand satisfaction, age, and value-in-use subdimensions Psychology & Marketing (IF 5.507) Pub Date : 2023-11-27 Susana Santos, Helena Martins Gonçalves, Rita Mendes, Vítor Gonçalves
The study investigates how value-in-use generated on branded mobile apps from supermarkets affects brand satisfaction and loyalty through two models. The first model assesses how value-in-use dimensions (i.e., personalization, experience, and relationship) affect the outcomes, and the mediation of satisfaction and the moderation of age on those relations. The second model decomposes experience and
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The effects of pseudo-relevant 100% claims Psychology & Marketing (IF 5.507) Pub Date : 2023-11-27 Nira Munichor, Liat Levontin
The term “100%” represents perfection. Thus, it is not surprising that marketers believe that claims that contain this term (e.g., “100% organic”) can make products more appealing. This intuition is reflected in the extensive use of 100% claims to describe products' qualities. We discuss how the term 100% can be used to create a claim about perfection that seems to, but does not, provide meaningful
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Virtual agents that flatter you: Moderating effects of self-esteem and customization target in e-customization services Psychology & Marketing (IF 5.507) Pub Date : 2023-11-22 Xueni (Shirley) Li, Wei Si, Kimmy Wa Chan
As e-customization services have grown in popularity, companies widely use virtual agents in such services to improve consumers' online shopping experience. However, extant research has not thoroughly clarified the best way to leverage the use of virtual agents and involve consumers in the e-customization process. Drawing on self-enhancement and self-verification theories, this research investigates
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How to conduct efficient and objective literature reviews using natural language processing: A step-by-step guide for marketing researchers Psychology & Marketing (IF 5.507) Pub Date : 2023-11-17 Serena Pugliese, Verdiana Giannetti, Sourindra Banerjee
Literature reviews are crucial for attaining a full understanding of the key topics and latest trends in research and instrumental in identifying important research gaps. Unfortunately, conducting literature reviews can be time-consuming, and the outcomes are frequently subjective. Hence, to address such limitations, we detail an alternative, recent approach to conducting literature reviews. In this