The JM Buzz

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.

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.

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

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.