The JM Buzz
By Journal of Marketing
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
The JM BuzzSep 14, 2023
Why Do Consumers Unfollow Brands? Here's One Research-Proven Reason
A new Journal of Marketing study shows that even the most loyal customers may distance themselves from a brand if they notice socially unacceptable brand mentions from other social media users.
Read an in-depth recap of this research here: https://www.ama.org/2023/06/20/brands-beware-even-loyal-customers-may-disengage-after-seeing-socially-unacceptable-brand-mentions-on-social-media/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231179942
Reference: Daniel Villanova and Ted Matherly, “For Shame! Socially Unacceptable Brand Mentions on Social Media Motivate Consumer Disengagement,” Journal of Marketing.
Narrator: Elizabeth Ann Sismour
Acknowledgments: Sushma Kambagowni
Topics: social media, consumer behavior, vicarious shame, disengagement, brand connection
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
JM Buzz Deep Dive: Political Identity and Consumer Behavior
Can we get beyond simple notions such as "conservatives like Chick-fil-A and liberals like Ben & Jerry's" to understand how personal beliefs affect satisfaction with everyday purchases? And how can recent marketing scholarship help us understand consumers' responses to markets that are more controversial—like the markets for blood or the moral aspects of sex work—and how consumers might also be persuaded to shift their perspectives?
Join host Lauren Grewal (Dartmouth College) as she interviews authors of recent Journal of Marketing articles that have addressed this topic: Shreyans Goenka (Virginia Tech), Daniel Fernandes (Universidade Católica Portuguesa), and Nailya Ordabayeva (Dartmouth College).
The studies discussed include:
Shreyans Goenka and Stijn M.J. van Osselaer, “Why is it Wrong to Sell Your Body? Understanding Liberals’ vs. Conservatives’ Moral Objections to Bodily Markets,” Journal of Marketing. (Read an in-depth summary of this research here: https://www.ama.org/2021/11/03/why-is-it-wrong-to-sell-your-body-understanding-liberals-vs-conservatives-moral-objections-to-bodily-markets/)
Daniel Fernandes, Nailya Ordabayeva, Kyuhong Han, Jihye Jung, and Vikas Mittal, “How Political Identity Shapes Customer Satisfaction,” Journal of Marketing. (Read an in-depth summary of this research here: https://www.ama.org/2021/12/01/should-brands-alter-customer-satisfaction-strategies-based-on-political-identity/)
Host: Lauren Grewal
Topics: politics, consumer behavior, segmentation, identity, morality, illegal markets, sex work, free will, customer satisfaction, political ideology, polarization, marketing
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
Specialty Drugs Accounted For Most New Product Launches in the Past Decade—Why Do We Know So Little About How Clinical Studies Influence Their Diffusion?
What's a more powerful force in driving the diffusion of specialty drugs: marketing or scientific evidence? A new Journal of Marketing study explores.
Read an in-depth recap of this research here: https://www.ama.org/2023/06/13/specialty-drugs-accounted-for-most-new-product-launches-in-the-past-decade-why-do-we-know-so-little-about-how-clinical-studies-influence-their-diffusion/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231177627
Reference: Demetrios Vakratsas and Wei-Lin Wang, “Scientific Evidence Production and Specialty Drug Diffusion,” Journal of Marketing.
Narrator: Elizabeth Ann Sismour
Acknowledgments: Aman Soni
Topics: scientific evidence, specialty drugs, clinical trials, pharmaceutical industry, pharma, healthcare
Do Autonomous Products Deprive Us of Meaningful Experiences?
Imagine a fully automated life in which all chores are handled by technology. No cleaning, no cooking, no mowing the lawn. Though it sounds amazing at first, a new Journal of Marketing study argues that autonomous products deprive consumers of meaningful experiences. Here's how marketers can address this.
Read an in-depth recap of this research here: https://www.ama.org/2023/06/06/autonomous-products-make-our-lives-easier-but-do-they-deprive-us-of-meaningful-experiences/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231171841
Reference: Emanuel de Bellis, Gita Venkataramani Johar, and Nicola Poletti, “Meaning of Manual Labor Impedes Consumer Adoption of Autonomous Products,” Journal of Marketing.
Narrator: Elizabeth Ann Sismour
Acknowledgments: Aman Soni
Topics: autonomous products, customer experience, manual labor, automation, AI
The Secret to In-Store Displays: Where to Place Discounted Products Relative to Regularly Priced Products to Maximize Sales
Do price promotions on some products impact the demand for other products depending on their relative locations within a display? A new Journal of Marketing study says yes.
Read an in-depth recap of this research here: https://www.ama.org/2023/05/30/the-secret-to-in-store-displays-where-to-place-discounted-products-relative-to-regularly-priced-products-to-maximize-sales/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231172111
Reference: Christina Kan, Yan (Lucy) Liu, Donald R. Lichtenstein, and Chris Janiszewski, “The Negative and Positive Consequences of Placing Products Next to Promoted Products,” Journal of Marketing.
Narrator: Elizabeth Ann Sismour
Acknowledgments: Aman Soni
Topics: product displays, price promotions, retailing, retail, sales, brick-and-mortar, marketing, marketing research
Brand Extensions Often Fail—Here's How To Them Up for Success
Looking to introduce a new brand extension into the market? A new Journal of Marketing study shows how companies can devise more successful brand extension strategies.
Read an in-depth recap of this research here: https://www.ama.org/2023/05/09/brand-extensions-often-fail-heres-how-companies-can-set-them-up-for-success/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231164654
Reference: Chenming Peng, Tammo H.A. Bijmolt, Franziska Völckner, and Hong Zhao, “A Meta-Analysis of Brand Extension Success: The Effects of Parent Brand Equity and Extension Fit,” Journal of Marketing. Narrator: Elizabeth Ann Sismour
Acknowledgments: Aman Soni
Topics: brand extensions, branding, categorization, marketing, marketing research, marketing management
Battling Deceptive Pricing: How Revealing the "True Normal Price" Can Protect Consumers
A new Journal of Marketing study proposes a requirement that sellers disclose "true normal prices" to help calm the out-of-control promotional pricing environment.
Read an in-depth recap of this research here: https://www.ama.org/2023/05/02/battling-deceptive-pricing-how-revealing-the-true-normal-price-can-protect-consumers/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231164640
Reference: Richard Staelin, Joel E. Urbany, and Donald Ngwe, “Competition and the Regulation of Fictitious Pricing,” Journal of Marketing
Narrator: Elizabeth Ann Sismour
Acknowledgments: Aman Soni
Topics: fictitious pricing, competition, pricing regulation, consumer welfare, marketing, marketing research
"Choozing" the Best Spelling: How Do Consumers Respond to Unconventionally Spelled Brand Names?
Lyft, Tumblr, Flickr: How does naming strategy impact consumers’ beliefs about a brand and their willingness to support it?
Read an in-depth recap of this research here: https://www.ama.org/2023/04/25/lyft-tumblr-flickr-how-do-consumers-respond-to-unconventionally-spelled-brand-names/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231162367
Reference: John P. Costello, Jesse Walker, and Rebecca Walker Reczek, “‘Choozing’ the Best Spelling: Consumer Response to Unconventionally Spelled Brand Names,” Journal of Marketing.
Narrator: Saira Salyani
Acknowledgments: Aman Soni
Topics: branding, brand names, linguistics, persuasion knowledge, brand personality, sincerity, marketing
Bad Medical News Causes Patients to Choose Brand Name Drugs over Generics, Costing Billions
Medical patients who receive bad news often spend more money on brand name drugs rather than their much cheaper generic counterparts.
Read an in-depth recap of this research here: https://www.ama.org/2023/04/18/bad-medical-news-causes-patients-to-choose-brand-name-drugs-over-generics-costing-billions/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231158360
Reference: Manuel Hermosilla and Andrew T. Ching, “Does Bad Medical News Reduce Preferences for Generic Drugs?” Journal of Marketing.
Narrator: Saira Salyani
Acknowledgments: Aman Soni
Topics: health care, public policy, behavioral marketing, generic drugs, brand name drugs
JM Buzz Deep Dive: Data in Marketing Research
Creating new knowledge depends on data, it depends on theory, and in some ways, it depends on both together. With the explosion of data today, it's difficult to know where to begin. Do you start with data? Do you begin with theory? Or do you use them in some way that's interchangeable?
Join host Girish Mallapragada, Associate Professor of Marketing at Indiana University, for a discussion about data, theory, and how they come together to form new knowledge. He interviews special guests Peter Golder (Professor of Marketing, Dartmouth College), Johannes Boegershausen (Assistant Professor of Marketing, Erasmus University), and Isaac Dinner (Director of Econometric Modeling, indeed.com).
The studies discussed include:
Peter N. Golder, Marnik G. Dekimpe, Jake T. An, Harald J. van Heerde, Darren S. U. Kim, and Joseph W. Alba, “Learning from Data: An Empirics-First Approach to Relevant Knowledge Generation,” Journal of Marketing. doi:10.1177/00222429221129200. (Read an in-depth summary of this research here: https://www.ama.org/2022/11/01/empirics-or-theory-first-a-case-for-an-empirics-first-approach-that-develops-marketing-relevant-insights-from-real-world-problems/)
Johannes Boegershausen, Hannes Datta, Abhishek Borah, and Andrew T. Stephen, “Fields of Gold: Scraping Web Data for Marketing Insights,” Journal of Marketing. doi:10.1177/00222429221100750 (Read an in-depth summary of this research here: https://www.ama.org/2022/06/01/fields-of-gold-scraping-web-data-for-marketing-insights/)
Host: Girish Mallapragada
Topics: data, theory, marketing research, marketing, academic research, web scraping, data scraping, empirical research, marketing theory, research methods, API, user-generated content, social media, big data
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
It's Time for Marketing Researchers to Change Their Approach to Gender
A deep dive into gender-based research in top-tier marketing journals reveals they are out of step with contemporary societies and firms.
Read an in-depth recap of this research here: https://www.ama.org/2023/04/04/its-time-for-marketing-researchers-to-change-their-approach-to-gender/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231154532
Reference: Lisa Peñaloza, Andrea Prothero, Pierre McDonagh, and Kathrynn Pounders, “The Past and Future of Gender Research in Marketing: Paradigms, Stances, and Value-Based Commitments,” Journal of Marketing.
Narrator: Saira Salyani
Acknowledgments: Aman Soni
Topics: marketing, gender, marketing research, gender identity, society, literature review
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
The Power of Free Shipping: How an Upfront Membership Fee Can Help Online Retailers Boost Revenue
Are a majority of your online customers abandoning items in the cart after seeing shipping costs? Offer membership-based free shipping to see a turnaround.
Read an in-depth recap of this research here: https://www.ama.org/2023/04/11/the-power-of-free-shipping-how-offering-an-upfront-membership-fee-can-help-online-retailers-boost-revenue/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231158116
Reference: Fangfei Guo and Yan Liu, “The Effectiveness of Membership-Based Free Shipping: An Empirical Investigation of Consumers’ Purchase Behaviors and Revenue Contribution,” Journal of Marketing.
Narrator: Josephine Stein
Acknowledgments: Aman Soni
Topics: online retail, shipping, memberships, sales, consumer behavior, retailers
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Creating Effective Marketing Messages Through Moderately Surprising Syntax
Syntactic surprise is a unique aspect of syntax that accounts for the effectiveness of marketing messages. Messages are most effective at a medium syntactic surprise level, but less effective at low and high levels.
Read an in-depth recap of this research here: https://www.ama.org/2023/03/28/the-element-of-surprise-how-unexpected-syntax-makes-marketing-communications-more-effective/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231152880
Reference: A. Selin Atalay, Siham El Kihal, and Florian Ellsaesser, “Creating Effective Marketing Messages Through Moderately Surprising Syntax,” Journal of Marketing.
Narrator: Josephine Stein
Acknowledgments: Aman Soni
Topics: content marketing, online content, language, marketing messages, natural language processing, syntax, syntactic surprise, marketing communications
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
How Language Affects Content Engagement
Language that is easier to process encourages continued reading, as does language that evokes anxious, exciting, and hopeful emotions.
Read an in-depth recap of this research here: https://www.ama.org/2023/03/21/the-challenge-of-keeping-an-audience-engaged-how-language-shapes-attention/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231152880
Reference:
Jonah Berger, Wendy W. Moe, and David A. Schweidel, “What Holds Attention? Linguistic Drivers of Engagement,” Journal of Marketing.
Narrator: Saira Salyani
Acknowledgments: Aman Soni
Topics: content marketing, digital marketing, natural language processing, online content, language, emotion
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Can Soda Brands Reduce Sugar Without Losing Sales?
How can brands reduce the amount of sugar in their products without endangering sales? A new Journal of Marketing study explores the effects of brands reducing their products’ sugar content and/or package size.
Read an in-depth recap of this research here: https://www.ama.org/2023/03/14/the-war-on-sugar-how-can-soda-manufacturers-reduce-sugar-in-products-without-endangering-sales/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231152181
Reference:
Kristopher O. Keller and Jonne Y. Guyt, “A War on Sugar? Effects of Reduced Sugar Content and Package Size in The Soda Category,” Journal of Marketing.
Narrator: Josephine Stein
Acknowledgments: Aman Soni
Topics: sugar, sugar reduction, public health, package size, responsible retailing
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
When to Use Facts vs. Feelings for Soliciting Donations
A new Journal of Marketing study finds that when a collective goal such as is far from completion, consumers are more persuaded by fact-based (vs. affect-based) marketing appeals. In contrast, as the collective goal nears completion, people are more likely to enter a feeling state and are more impacted by affect-based marketing appeals.
Read an in-depth recap of this research here: https://www.ama.org/2023/03/07/highlight-facts-or-appeal-to-feelings-the-psychology-of-persuading-consumers-to-contribute-to-a-collective-goal/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231152446
Reference:
Liyin Jin, Yajin Wang, and Ying Zhang, “Give Me the Facts or Make Me Feel: How to Effectively Persuade Consumers to Act on a Collective Goal,” Journal of Marketing.
Narrator: Josephine Stein
Acknowledgments: Aman Soni
Topics: goals, persuasion, cognition, charities, donations, petitions, marketing, decision behavior
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
How Effective is Advertising for Robotic Surgery?
Can advertising for high-tech surgery influence consumers to choose this type of surgery over conventional procedures?
Read an in-depth recap of this research here: https://www.ama.org/2023/02/28/are-you-willing-to-let-robots-operate-on-you-the-role-of-advertising-in-high-tech-medical-procedures/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221151058
Reference:
Tae Jung Yoon and TI Tongil Kim, “The Role of Advertising in High-Tech Medical Procedures: Evidence from Robotic Surgeries,” Journal of Marketing. doi:10.1177/00222429221151058
Narrator: Josephine Stein
Acknowledgments: Aman Soni
Topics: health care marketing, surgery, advertising, public policy, robotic surgery, laparoscopic surgery
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Financial Vulnerability Is About More than Just Income
Regardless of income, most consumers across the socioeconomic spectrum experience varying degrees of financial vulnerability at different points in their lives.
Read an in-depth recap of this research here: https://www.ama.org/2023/02/21/the-myth-around-financial-vulnerability-and-why-it-not-only-affects-those-with-low-income/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221150910
Reference:
Linda Court Salisbury, Gergana Y. Nenkov, Simon J. Blanchard, Ronald Paul Hill, Alexander L. Brown and Kelly D. Martin, "Beyond Income: Dynamic Consumer Financial Vulnerability," Journal of Marketing. doi:10.1177/00222429221150910
Narrator: Saira Salyani
Acknowledgments: Aman Soni
Topics: income, personal finance, marketing ethics, consumer vulnerability,
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
JM Buzz Deep Dive: Entry Effects and Online Platforms in Retailing (with Dr. Kristopher Keller)
What should retail managers do to protect themselves against a new organic store opening in their neighborhood? How does the format of an online retail platform affect the success of the brands that sell on it? In today's episode, Dr. Kristopher Keller (University of North Carolina-Chapel Hill) examines cutting-edge Journal of Marketing research in the retail landscape with guests Stijn Maesen (Imperial College London), Katrijn Gielens (University of North Carolina at Chapel Hill), and Erwin Jansen (SPAR).
The studies discussed include:
Stijn Maesen and Lien Lamey (2023), “The Impact of Organic Specialist Store Entry on Category Performance at Incumbent Stores,” Journal of Marketing, doi:10.1177/00222429221090983. (Read an in-depth summary of this research here: https://www.ama.org/2022/04/20/how-generalist-stores-can-protect-category-sales-when-specialist-merchants-enter-the-market/)
Zhiling Bei and Katrijn Gielens (2023), “The One-Party Versus Third-Party Platform Conundrum: How Can Brands Thrive?” Journal of Marketing, doi:10.1177/00222429221116803. (Read an in-depth summary of this research here: https://www.ama.org/2022/08/16/the-one-party-versus-third-party-question-how-brands-tackle-the-challenges-of-selling-via-online-platforms/)
Host: Kristopher Keller
Topics: retail, organic retailers, competition, retailing, organic food, grocery shopping, marketing, e-commerce, branding, relationship marketing, online retail platforms, online sales, marketing mix
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
Answer This Question Before Selling a New Innovation
In what form should an innovation be sold? A new Journal of Marketing study finds companies must first determine "what to sell" before answering the "how to sell" question.
Read an in-depth recap of this research here: https://www.ama.org/2023/02/14/should-you-sell-know-how-components-or-systems-companies-must-answer-this-question-before-deciding-how-to-sell/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221149437
Reference:
Kellilynn M. Frias, Mrinal Ghosh, Narayan Janakiraman, Dale F. Duhan, and Robert F. Lusch, “A Theory of Product-Form Strategy: When to Market Know-how, Components, or Systems?” Journal of Marketing.
Narrator: Saira Salyani
Acknowledgments: Aman Soni
Topics: innovation, components, systems, products, technology, new products, selling
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
How Subscription Companies Can Avoid "Box Fatigue"
Offering customers a peek at their upcoming subscription box may backfire: A new Journal of Marketing study shows that when customers preview their upcoming boxes, they end up skipping more boxes and buying less in the long run.
Read an in-depth recap of this research here: https://www.ama.org/2023/02/07/the-problem-with-offering-a-subscription-box-and-how-companies-should-or-shouldnt-involve-customers-in-the-process/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221148978
Reference:
Nita Umashankar, Kihyun Hannah Kim, and Thomas Reutterer, “Understanding Customer Participation Dynamics: The Case of the Subscription Box,” Journal of Marketing.
Narrator: Josephine Stein
Acknowledgments: Aman Soni
Topics: subscription boxes, customer preferences, subscriptions, Birch Box, Stitch Fix, retail, consumer behavior
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
The Secret to Fundraising: Let Donors to Choose How Their Money Is Spent
Trying to raise funds? A new Journal of Marketing study shows that letting donors decide which project to fund can boost revenues by more than 40%.
Read an in-depth recap of this research here: https://www.ama.org/2023/01/31/the-secret-to-fundraising-allow-donors-to-choose-how-their-money-is-spent/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221148969
Reference:
Emilie Esterzon, Aurélie Lemmens, and Bram Van den Bergh, “Enhancing Donor Agency to Improve Charitable Giving: Strategies and Heterogeneity,” Journal of Marketing. doi:10.1177/0022242922114896
Narrator: Josephine Stein
Acknowledgments: Aman Soni
Topics: fundraising, donations, charity, charitable giving, agency, fundraising campaigns, choice, machine learning
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Can You Trust Doctors' Yelp Ratings?
Do user-generated online ratings affect patients’ physician choices? A new Journal of Marketing study finds that online platforms can direct patients to higher-quality physicians.
Read an in-depth recap of this research here: https://www.ama.org/2023/01/17/finding-the-right-doctor-can-online-rating-platforms-direct-patients-to-higher-quality-physicians/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221146511
Reference:
Yiwei Chen and Stephanie Lee, "User-Generated Physician Ratings and Their Effects on Patients’ Physician Choices: Evidence from Yelp," Journal of Marketing. doi:10.1177/0022242922114651
Narrator: Josephine Stein
Acknowledgments: Sushma Kambagowni
Topics: health care, doctors, Yelp, online ratings, physician ratings, physician reviews, patient flow, healthcare
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
JM Buzz Deep Dive: Marketing and Society (with Dr. Dionne Nickerson)
Consumers and other stakeholders increasingly expect firms to address issues of societal impact. As these expectations grow, we wanted to explore some of the ways in which marketing intersects with societal issues, specifically focusing on issues pertaining to the firm’s internal and external stakeholders.
Our host for this episode is Dr. Dionne Nickerson, an assistant professor at Indiana University specializing in sustainability and corporate social responsibility. She will discuss findings from recent Journal of Marketing articles with two guests: Dr. Chandra Srivastava, Assistant Professor at St. Edward's University and lead author of the article, "Customer Orientation and Financial Performance: Women in Top Management Teams Matter!" and Dr. Linda Court Salisbury, Associate Professor at Boston College and lead author of the article, "Beyond Income: Dynamic Consumer Financial Vulnerability."
References:
Chandra Srivastava, Saim Kashmiri, and Vijay Mahajan, "Customer Orientation and Financial Performance: Women in Top Management Teams Matter!" Journal of Marketing. doi:10.1177/00222429221120419
Linda Court Salisbury, Gergana Y. Nenkov, Simon J. Blanchard, Ronald Paul Hill, Alexander L. Brown and Kelly D. Martin, "Beyond Income: Dynamic Consumer Financial Vulnerability," Journal of Marketing. doi:10.1177/00222429221150910
Host: Dr. Dionne Nickerson
Topics: women in marketing, management teams, female leadership, customer orientation, financial performance, financial vulnerability, decision making, marketing ethics
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
Asking for Customer Reviews at the Right Time: Sooner Is Not Always Better
When should companies send reminders to customers to review their products and experiences? A new Journal of Marketing study finds that when it comes to asking for reviews, sooner is not necessarily better and waiting a while could do the trick.
Read an in-depth recap of this research here: https://www.ama.org/2023/01/10/asking-for-customer-reviews-at-the-right-time-sooner-is-not-always-better/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221143329
Reference:
Miyeon Jung, Sunghan Ryu, Sang Pil Han, and Daegon Cho, “Ask for Reviews at the Right Time: Evidence from Two Field Experiments,” Journal of Marketing. doi:10.1177/00222429221143329
Narrator: Saira Salyani
Acknowledgments: Sushma Kambagowni
Topics: online reviews, review reminders, field experiments, marketing, consumer behavior, customer engagement
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Three Simple Ways to Encourage App Adoption
How can companies encourage consumers to adopt smartphone apps? A new Journal of Marketing study explores how minor design changes can make users more likely to enable important app features and complete app onboarding.
Read an in-depth recap of this research here: https://www.ama.org/2023/01/24/nudge-nudge-wink-wink-how-choice-architecture-facilitates-consumer-uptake-of-mobile-apps/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221141066
Reference:
Crystal Reeck, Nathaniel A. Posner, Kellen Mrkva, and Eric J. Johnson, “Nudging App Adoption: Choice Architecture Facilitates Consumer Uptake of Mobile Apps,” Journal of Marketing. doi:10.1177/00222429221141066
Narrator: Saira Salyani
Acknowledgments: Aman Soni
Topics: mobile apps, decision making, choice architecture, smartphones, design, consumer behavior
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Think Before Designing Your Logo: How Marketers Can Capitalize on the Power of Perception to Influence Beliefs About Brand Performance
A new Journal of Marketing study suggests how brand positioning can be effectively aligned with visual design.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221142281
Read an in-depth recap of this research here: https://www.ama.org/2023/01/03/think-before-designing-your-logo-how-marketers-can-capitalize-on-the-power-of-perception-to-influence-beliefs-about-brand-performance/
Reference:
Felipe M. Affonso and Chris Janiszewski, “Marketing by Design: The Influence of Perceptual Structure on Brand Performance,” Journal of Marketing. doi:10.1177/00222429221142281
Narrator: Saira Salyani
Acknowledgments: Sushma Kambagowni
Topics: marketing, visual design, logos, branding, package design, retail, marketing communications, sales
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Ask for Payment Before or After? The Effects of Timing in Pay-What-You-Want Pricing
In pay-as-you-want models, do consumers pay more or less when asked to make their payment decision before or after receiving the product or service? A new Journal of Marketing study finds that if the product is of high value, it's best to solicit payment after the product has been delivered. On the other hand, if the product is of low value, it's most effective to solicit payment before the product has been delivered.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221142234
Read an in-depth recap of this research here: https://www.ama.org/2022/12/20/ask-for-payment-before-or-after-the-effects-of-timing-in-pay-what-you-want-pricing/
Reference:
Raghabendra P. KC, Vincent Mak, and Elie Ofek, “Before or After? The Effects of Payment Decision Timing in Pay-What-You-Want Contexts,” Journal of Marketing. doi:10.1177/00222429221142234
Narrator: Josephine Stein
Acknowledgments: Sushma Kambagowni
Topics: sales, pricing, pay-what-you-want, behavioral pricing, payment timing, marketing, marketing strategy, marketing research, value perceptions
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Sell More to a Customer by Treating Other People and Property Considerately
A new Journal of Marketing study shows how a salesperson’s effectiveness depends not just on how the salesperson behaves with a focal customer but also on how the salesperson behaves with other customers and company property.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221138302
Read an in-depth recap of this research here: https://www.ama.org/2022/12/13/the-value-of-secondary-selling-how-salesperson-behavior-beyond-the-salesperson-customer-dyad-generates-higher-sales-and-customer-satisfaction/
Reference:
Molly R. Burchett, Brian Murtha, and Ajay K. Kohli, “Secondary Selling: Beyond the Salesperson–Customer Dyad,” Journal of Marketing. doi:10.1177/00222429221138302
Narrator: Josephine Stein
Acknowledgments: Sushma Kambagowni
Topics: sales, retail, secondary selling, persuasion knowledge, reactance, selling effectiveness, social research
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
How to Mitigate the Effects of Insider Selling
A new Journal of Marketing study explains two ways to maximize IPO value: talk up your company’s innovation potential in the prospectus and reveal future innovation plans.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221134489
Read an in-depth recap of this research: https://www.ama.org/2022/11/15/increasing-ipo-performance-by-revealing-innovation-potential-and-outlining-future-plans-how-firms-can-mitigate-the-negative-effect-of-insider-selling/
Reference: Zixia Cao, Reo Song, Alina Sorescu, and Ansley Chua, “Innovation Potential, Insider Sales, and IPO Performance: How Firms Can Mitigate the Negative Effect of Insider Selling,” Journal of Marketing, doi:10.1177/00222429221134489
Producer: Marissa Lambert
Narrator: Saira Salyani
Acknowledgments: Sushma Kambagowni
Topics: IPOs, startups, innovation, insider sales, preannounements, patents, stock market, valuation
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
How Voice Technology Influences What We Reveal About Ourselves
Do consumers disclose more information about themselves when they interact with technology orally rather than manually? A new Journal of Marketing article explores how the shift from manual to oral communication in interactions with technology affects information disclosure.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221138286
Read an in-depth recap of this research: https://www.ama.org/2022/11/29/do-we-reveal-more-or-less-about-ourselves-when-interacting-with-voice-technology/
Reference: Johann Melzner, Andrea Bonezzi, and Tom Meyvis (2022), “Information Disclosure in the Era of Voice Technology,” Journal of Marketing. doi:10.1177/00222429221138286
Producer: Marissa Lambert
Narrator: Saira Salyani
Acknowledgments: Sushma Kambagowni
Topics: consumer behavior, disclosure, information, voice technology, communication, customer experience
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Do Acquisitions Harm the Acquired Brand? Identifying Conditions that Reduce the Negative Effect
Why do consumers have negative reactions to acquired brands? A new Journal of Marketing study investigates.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221137817
Read an in-depth recap of this research: https://www.ama.org/2022/11/22/do-acquisitions-harm-the-acquired-brand-identifying-conditions-that-reduce-the-negative-effect/
Reference: Alessandro Biraglia, Christoph Fuchs, Elisa Maira, and Stefano Puntoni, “When and Why Consumers React Negatively to Brand Acquisitions: A Values Authenticity Account,” Journal of Marketing, doi:10.1177/00222429221137817
Producer: Marissa Lambert
Narrator: Josephine Stein
Acknowledgments: Sushma Kambagowni
Topics: acquisitions, branding, brand values, values authenticity, authenticity, signaling theory, consumer reactions, consumer behavior
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Does COVID-Related Advertising Lead To More Social Distancing? How Brands Can Influence Social Outcomes
Can brands play a major role in mitigating the adverse consequences of public health crises? A new Journal of Marketing study shows that COVID-19-related brand advertising effects on social distancing behavior were almost 11 times stronger in the absence of a cogent governmental response.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221130011
Read an in-depth recap of this research: https://www.ama.org/2022/11/08/can-brands-influence-social-outcomes-the-impact-of-covid-19-related-brand-advertising-on-social-distancing-behavior/
Reference: Ghosh Dastidar, Ayan, Sarang Sunder, and Denish Shah (2022), "Societal Spillovers of TV Advertising – Social Distancing During a Public Health Crisis," Journal of Marketing, doi:10.1177/00222429221130011
Producer: Marissa Lambert
Narrator: Josephine Stein
Acknowledgments: Sushma Kambagowni
Topics: advertising, social good, COVID-19, social distancing, public health, marketing, health crises, corporate social responsibility, social welfare
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
JM Buzz Deep Dive: Getting the Most Out of Your Influencer Marketing (with Dr. Christian Hughes)
Influencer marketing is among the fastest growing channels in advertising and marketing today. As this trend grows, we wanted to examine all the factors that drive the success of influencer marketing campaigns, with a focus on the role of influencer authenticity. Join Dr. Christian Hughes (Notre Dame University) as she interviews Dr. Fine Leung (Hong Kong Polytechnic University) and Dr. Simone Wies (Goethe University Frankfurt) about the findings from their latest Journal of Marketing articles focused on influencer marketing.
The two articles discussed are:
Leung, Fine, Flora Gu, Yiwei Li, Jonathan Z. Zhang, and Robert W. Palmatier (2022), "Influencer Marketing Effectiveness," Journal of Marketing. doi:10.1177/00222429221102889
Wies, Simone, Alexander Bleier, and Alexander Edeling (2022), "Finding Goldilocks Influencers: How Follower Count Drives Social Media Engagement," Journal of Marketing. doi:10.1177/00222429221125131
Host: Dr. Christian Hughes
Production Assistance: Alumni FM
Topics: influencer marketing, online influencers, consumer engagement, social media, marketing strategy, content, branding, engagement
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Learning from Data: An Empirics-First Approach to Relevant Knowledge Generation
Empirics first or theory first? A new Journal of Marketing study makes a case for an empirics-first approach to marketing research, as opposed to the dominant theory-first approach.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221129200
Read a brief recap of this research: https://www.ama.org/2022/11/01/empirics-or-theory-first-a-case-for-an-empirics-first-approach-that-develops-marketing-relevant-insights-from-real-world-problems/
Reference: Peter N. Golder, Marnik G. Dekimpe, Jake T. An, Harald van Heerde, Darren S. U. Kim, and Joseph W. Alba, "Learning from Data: An Empirics-First Approach to Relevant Knowledge Generation," Journal of Marketing. doi:10.1177/00222429221129200
Producer: Marissa Lambert
Narrator: Saira Salyani
Acknowledgments: Sushma Kambagowni, Aman Soni
Topics: empirical research, marketing theory, relevance, empirical generalizations, research methods, marketing research
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
We Earned the Coupon Together: The Missing Link of Experience Cocreation in Shared Coupons
Sharing coupons with friends can create a conflict between economic incentives and social relationships. A new Journal of Marketing study shows that experience cocreation can mitigate this conflict and make customers more likely to share and redeem coupons.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221126990
Read a brief recap of this research: https://www.ama.org/2022/10/25/we-earned-the-coupon-together-the-value-of-experience-cocreation-in-redeeming-shared-coupons/
Reference: Eric (Er) Fang, Beibei Dong, Mengzhou Zhuang, and Fengyan Cai, "'We Earned the Coupon Together': The Missing Link of Experience Cocreation in Shared Coupons," Journal of Marketing. doi:10.1177/00222429221126990
Producer: Marissa Lambert
Narrator: Josephine Stein
Acknowledgments: Sushma Kambagowni, Aman Soni
Topics: shared coupons, social sharing, social influence, social commerce, digital coupons, coupons, coproduction, cocreation, experience cocreation, customer participation, social promotion, coupon redemption, coupon value, face value, norm conflict, communal relationships
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Does Topic Consistency Matter? A Study of Critic and User Reviews in the Movie Industry
How do the similarities in content posted by movie critics and general users impact moviegoing audiences? A new Journal of Marketing study explores.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221127927
Read the text of this episode here: https://www.ama.org/2022/10/18/does-topic-consistency-matter-in-movie-reviews-a-study-of-critic-and-user-reviews-and-their-impact-on-movie-demand/
Reference: Eunsoo Kim, MengQi (Annie) Ding, Xin (Shane) Wang and Shijie Lu (2022), “Does Topic Consistency Matter? A Study of Critic and User Reviews in the Movie Industry,” Journal of Marketing. doi:10.1177/00222429221127927
Producer: Marissa Lambert
Narrator: Josephine Stein
Acknowledgments: Sushma Kambagowni, Aman Soni
Topics: film industry, critic reviews, machine learning, movies, online word-of-mouth, topic consistency, topic model, user reviews, marketing
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Finding Goldilocks Influencers: How Follower Count Drives Social Media Engagement
Do social media influencers with a high follower count generate as much engagement as influencers with smaller followings? This Journal of Marketing study finds that influencers with an intermediate follower count represent the engagement sweet spot.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221125131
Read the text of this episode here: https://www.ama.org/2022/10/11/finding-goldilocks-influencers-why-high-follower-count-may-not-be-the-best-driver-of-engagement-on-social-media/
Reference: Simone Wies, Alexander Bleier, and Alexander Edeling (2022), "Finding Goldilocks Influencers: How Follower Count Drives Social Media Engagement," Journal of Marketing. doi:10.1177/00222429221125131
Producer: Marissa Lambert
Narrator: Josephine Stein
Acknowledgments: Sushma Kambagowni, Aman Soni
Topics: influencer marketing, social media engagement, influencer indegree, content customization, brand familiarity, multimethod study
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
From Likes, Shares, and Comments to Sales: How Can Brands Use Social Media To Stimulate Both Engagement and Sales?
Most managers think social media only creates engagement. A new Journal of Marketing study finds that its biggest impact is actually on sales.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221123250
Read the text of this episode here: https://www.ama.org/2022/10/04/from-likes-shares-and-comments-to-sales-how-can-brands-use-social-media-to-stimulate-both-engagement-and-sales/
Reference: Georgia Liadeli, Francesca Sotgiu, and Peeter W.J. Verlegh, “A Meta-Analysis of the Effects of Brand Owned Social Media on Social Media Engagement and Sales,” Journal of Marketing. doi:10.1177/00222429221123250
Narrator and Producer: Marissa Lambert
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
How Disclosing Advertising Spending Can Reduce Investor Uncertainty and Enhance Firm Valuation
When it comes to the disclosure of advertising spend, transparency is key.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221123013
Read the text of this episode here: https://www.ama.org/2022/09/20/how-disclosing-advertising-spending-can-reduce-investor-and-analyst-uncertainty-and-possibly-enhance-firms-valuation/
Reference: Sungkyun Moon, Kapil Tuli, and Anirban Mukherjee, "Does Disclosure of Advertising Spending Help Investors and Analysts?" Journal of Marketing. doi:10.1177/00222429221123013
Narrator and Producer: Marissa Lambert
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
How More Female Executives in the C-Suite Can Spur Improved Customer Orientation and Financial Performance
This Journal of Marketing study finds that female executives are more likely to focus on customer relationships than their male counterparts, leading to strategic choices that reflect a customer focus.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221120419
Read the text of this episode here: https://www.ama.org/2022/09/08/how-more-female-executives-in-the-c-suite-can-spur-improved-customer-orientation-and-financial-performance/
Reference: Chandra Srivastava, Saim Kashmiri, and Vijay Mahajan, “Customer Orientation and Financial Performance: Women in Top Management Teams Matter!” Journal of Marketing. doi:10.1177/00222429221120419
Narrator and Producer: Marissa Lambert
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Strategic Brand Factors That Help Moderate the Impact of Business Cycles on Brand Equity
How do some brands successfully ride the wave of economic expansions and contractions? This Journal of Marketing study defines the strategic brand factors that help moderate the impact of business cycles on brand equity.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221122698
Read the text of this episode here: https://www.ama.org/2022/09/13/strategic-brand-factors-that-help-moderate-the-impact-of-business-cycles-on-brand-equity/
Reference: Koushyar Rajavi, Tarun Kushwaha, and Jan-Benedict E.M. Steenkamp, "Brand Equity in Good and Bad Times: What Distinguishes Winners from Losers in CPG Industries?" Journal of Marketing. doi:10.1177/00222429221122698
Narrator and Producer: Marissa Lambert
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Complaint De-escalation Strategies on Social Media
How do companies best respond to angry customers on social media? De-escalate the situation by actively listening to complaints and responding with empathy.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221119977
Read the text of this episode here: https://www.ama.org/2022/08/30/how-companies-can-de-escalate-angry-customer-complaints-on-social-media/
Reference: Dennis Herhausen, Lauren Grewal, Krista Hill Cummings, Anne L. Roggeveen, Francisco Villarroel Ordenes, and Dhruv Grewal, "Complaint Deescalation Strategies on Social Media," Journal of Marketing. doi:10.1177/00222429221119977
Narrator and Producer: Marissa Lambert
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
The Impact of Website Design on Health Insurance Marketplaces
Small design changes to insurance marketplaces can lead to better consumer decisions.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221119086
Read the text of this episode here: https://www.ama.org/2022/08/23/how-minor-changes-in-choice-architecture-can-improve-health-insurance-product-choices-and-costs/
Reference: Benedict G.C. Dellaert, Eric J. Johnson, Shannon Duncan, and Tom Baker, "Choice Architecture for Healthier Insurance Decisions: Ordering and Partitioning Together Can Improve Consumer Choice," Journal of Marketing. doi:10.1177/00222429221119086
Narrator and Producer: Marissa Lambert
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.