Journal of Business Research最新文献

英文中文

Zero pricing in ICT bundle offers: does it reinforce or weaken anticompetitive effects? ICT捆绑服务的零定价：是加强还是削弱反竞争效应？

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-04-01 Epub Date: 2026-01-20 DOI: 10.1016/j.jbusres.2026.115994

Youngwook Koo , Minki Kim , Minsoo Park

Marketers and antitrust practitioners have long raised concerns regarding market power abuses through bundling in the Information and Communication Technology (ICT) industry. Anticompetitive issues can arise if market-dominant operators frame bundle discounts as “free” offers (i.e., zero-price marketing)—a topic still underexplored in the literature. While research on consumer behavior around free offers in bundles exists, it remains unclear if zero-pricing strengthens or weakens anticompetitive effects. We developed a theoretical model of bundling across different competition levels and empirically tested consumer preferences for zero-priced bundles using a conjoint experiment. Consistent with strategic foreclosure theory, we found that market-dominant operators can increase their pay-TV market share through zero-price marketing. Economically vulnerable consumers are particularly susceptible to these offers. Moreover, bundles often have hidden costs, such as long-term contracts, leading to potential lock-in effects. These findings suggest the need for regulatory attention to zero-price marketing in bundles.

营销人员和反垄断从业者长期以来一直对信息和通信技术（ICT）行业通过捆绑销售滥用市场力量表示担忧。如果占据市场主导地位的经营者将捆绑折扣设定为“免费”优惠（即零价格营销），反竞争问题就会出现——这一主题在文献中仍未得到充分探讨。虽然有针对捆绑免费商品的消费者行为的研究，但目前尚不清楚零定价是否会加强或削弱反竞争效应。我们建立了一个跨不同竞争水平捆绑销售的理论模型，并通过联合实验对消费者对零价格捆绑销售的偏好进行了实证检验。与战略止赎理论相一致，我们发现市场主导运营商可以通过零价格营销提高其付费电视市场份额。经济上脆弱的消费者尤其容易受到这些优惠的影响。此外，捆绑销售通常有隐性成本，如长期合同，导致潜在的锁定效应。这些发现表明，监管部门需要关注捆绑销售的零价格营销。

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引用次数: 0

Search vs. site retargeting: A holistic look to retargeting 搜索vs.网站重定向：重定向的整体视角

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-04-01 Epub Date: 2026-01-24 DOI: 10.1016/j.jbusres.2026.115993

Baojun Jiang , Chakravarthi Narasimhan , Ozge Turut

Retargeting has emerged as one of the most effective forms of online advertising, with site retargeting and search retargeting being the two dominant approaches. Search retargeting targets consumers who have shown interest in a product category but have not visited the firm’s website, while site retargeting focuses on recovering consumers who have visited the site, expressed purchase intent, but abandoned their shopping carts. Although both retargeting strategies are used, little is known about how firms should allocate resources between them in a coordinated manner. We develop an analytical model that captures the entire online purchase funnel and accounts for abandonment at both upper and lower stages. Our model explicitly examines how search and site retargeting interact. We provide actionable guidelines for when firms should invest in one or both strategies. We discuss implications for pricing strategies and potential effects on product innovation, offering a comprehensive framework for retargeting decisions.

重定向已经成为最有效的在线广告形式之一，其中网站重定向和搜索重定向是两种主要的方法。搜索重定向针对的是对某一产品类别表现出兴趣但没有访问过公司网站的消费者，而网站重定向侧重于恢复访问过网站、表达过购买意向但放弃了购物车的消费者。虽然使用了这两种重新定位策略，但企业如何以协调的方式在它们之间分配资源却知之甚少。我们开发了一个分析模型，可以捕获整个在线购买漏斗，并说明在上层和下层阶段的放弃。我们的模型明确地考察了搜索和网站重定向是如何相互作用的。我们为公司何时应该投资于一种或两种策略提供可操作的指导方针。我们讨论了定价策略的含义和对产品创新的潜在影响，为重新定位决策提供了一个全面的框架。

引用次数: 0

A better tomorrow? Work and well-being in the entrepreneurial society 更美好的明天？创业社会中的工作与幸福

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-04-01 Epub Date: 2026-01-20 DOI: 10.1016/j.jbusres.2026.115986

Joel B. Carnevale , Michael Frese , Sarah L. Jack , Sharon K. Parker , Johan Wiklund

Rapid technological innovation, digitalization, and automation are reshaping how work is performed and understood, raising important questions about well-being in the future of work. Such concerns are especially relevant in entrepreneurial contexts, which are marked by high autonomy, uncertainty, and responsibility for shaping one’s own work conditions. This Special Issue brings together research that advances understanding of entrepreneurial well-being against the backdrop of the changing nature of work. The six articles included in the Special Issue investigate diverse mechanisms and settings through which changes in technology, work design, and social and organizational environments shape entrepreneurs’ experiences, resources, and outcomes related to well-being. We synthesize their contributions and outline promising directions for future research to advance scholarship on entrepreneurial well-being in the changing world of work.

快速的技术创新、数字化和自动化正在重塑工作的执行和理解方式，引发了关于未来工作幸福感的重要问题。这种担忧在企业环境中尤为重要，因为企业环境的特点是高度自治、不确定性和塑造自己工作条件的责任。本期特刊汇集了在工作性质不断变化的背景下，促进对企业家福祉理解的研究。特刊中的六篇文章调查了技术、工作设计、社会和组织环境的变化对企业家的经验、资源和与福祉相关的成果的影响的不同机制和环境。我们综合了他们的贡献，并概述了未来研究的有希望的方向，以促进在不断变化的工作世界中创业幸福的奖学金。

引用次数: 0

Non-Fungible Token or physical product? Uncovering the effects of souvenir type and scenic type on tourist engagement 不可替代的代币还是实体产品？揭示纪念品类型和风景类型对游客参与的影响

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-04-01 Epub Date: 2026-02-11 DOI: 10.1016/j.jbusres.2026.116047

Yichen Zhao , Shan Li , Xinjian Liang , Jiaolong Xue

As Non-Fungible Tokens (NFTs) revolutionize the souvenir market, a critical gap exists: their effectiveness compared to physical souvenirs across different tourist experiences remains unexamined. Grounded in the authenticity theory and the regulatory focus theory, this study conducts four field (lab) experiments to investigate the influence mechanism and boundary conditions underlying the effect of souvenir type (NFT souvenir vs. physical souvenir) and scenic type on tourist engagement, identifying perceived uniqueness and authenticity as parallel mediators, with regulatory focus as a key moderator. The findings demonstrate that promotion-focused tourists exhibit heightened engagement with NFT souvenirs in browsing and sightseeing-oriented scenic spots due to their perceived uniqueness, while prevention-focused tourists favor physical souvenirs in hands-on experience-oriented scenic spots through perceived authenticity. The findings offer vital managerial guidance, enabling destination operators and souvenir designers to strategically match NFT or physical souvenirs to specific scenic types and tourist mind-sets, thereby maximizing engagement and commercial success.

不可替代代币（nft）彻底改变了纪念品市场，但存在一个关键的差距：与不同旅游体验的实物纪念品相比，它们的有效性仍未得到检验。本研究以真实性理论和监管焦点理论为基础，通过四个实地（实验室）实验，探讨了纪念品类型（NFT纪念品vs.实体纪念品）和景点类型对游客参与的影响机制和边界条件，发现感知独特性和真实性是平行中介，监管焦点是关键调节因子。研究结果表明，促销型游客在浏览型和观光型景区因其感知到的独特性而对非功能性纪念品表现出更高的参与程度，而预防型游客则通过感知到的真实性而对亲身体验型景区的实物纪念品表现出更高的参与程度。研究结果提供了重要的管理指导，使目的地运营商和纪念品设计师能够战略性地将NFT或实物纪念品与特定的景点类型和游客心态相匹配，从而最大限度地提高参与度和商业成功。

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引用次数: 0

Unbalanced ties, unequal leadership: network structure, status variation, and leader cultural orientations in LMX differentiation 不平衡关系、不平等领导：LMX分化中的网络结构、地位变化与领导者文化取向

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-04-01 Epub Date: 2026-02-04 DOI: 10.1016/j.jbusres.2026.116039

Farid Jahantab, Huda Masood

Integrating LMX research with social network perspective, we examine the implications of workgroup network structure for LMX differentiation (LMXD). Specifically, we propose an indirect effect of influence network acyclicity on LMXD via followers’ status variation within the workgroup. Further, incorporating the relational aspects of leadership and social networks into our theorizing, we introduce leader normative orientations as the boundary conditions of our proposed relationships. We particularly suggest that leader power distance and collectivism moderate the direct effect of workgroup members’ status variation on LMXD, as well as the indirect effect of influence network acyclicity on LMXD via members’ status variation. Analysis of multi-source time-lagged data from 194 workgroups comprising 1068 employees and 194 leaders supported our model. Our study offers significant theoretical contributions by bridging LMX research with social network perspective and highlights the importance of leader cultural orientations as contextual moderators in understanding the network origins of leadership differentiation.

结合社会网络视角下的LMX研究，研究了工作组网络结构对LMX分化（LMXD）的影响。具体而言，我们提出了影响网络不周期性通过工作组内追随者地位变化对LMXD的间接影响。此外，将领导力和社会网络的关系方面纳入我们的理论，我们引入了领导者规范取向作为我们提出的关系的边界条件。我们特别指出，领导权力距离和集体主义调节了工作组成员地位变化对团队成员合作意愿的直接影响，以及影响网络不周期性通过成员地位变化对团队成员合作意愿的间接影响。对194个工作组（包括1068名员工和194名领导）的多源滞后数据的分析支持了我们的模型。我们的研究通过将LMX研究与社会网络视角相结合，提供了重要的理论贡献，并强调了领导者文化取向在理解领导差异的网络起源中作为语境调节因子的重要性。

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引用次数: 0

Feelings over reasons: The impact of exposure to nature on consumer decision making 感受胜过理性：接触自然对消费者决策的影响

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-04-01 Epub Date: 2026-01-24 DOI: 10.1016/j.jbusres.2026.116011

Sunxu Xu , Ying Ding

Despite the ubiquity of natural elements in consumers’ lives, their influence on decision making has received limited attention. This research examines how and why exposure to nature shapes the way consumers make decisions. Across seven experiments, we find converging evidence that consumers exposed to nature are more likely to rely on feelings rather than reasons, leading to a stronger preference for affectively (vs. cognitively) superior product options and greater scope insensitivity. This shift occurs because exposure to nature decreases consumers’ self-monitoring motivation. We validate these findings through multiple manipulation methods and choice contexts. Furthermore, we identify decision target (i.e., making decisions for oneself or for others) as an important boundary condition that further supports our conceptualization. Theoretically, this research advances understanding of how exposure to nature influences consumer preference. Practically, it provides valuable insights for firms pursuing business model innovation, particularly in retail management.

尽管自然元素在消费者的生活中无处不在，但它们对决策的影响却受到了有限的关注。这项研究考察了接触自然如何以及为什么会影响消费者的决策方式。在七个实验中，我们发现越来越多的证据表明，接触自然的消费者更有可能依赖于感觉而不是理性，从而导致对情感（相对于认知）优越产品选择的更强偏好和更大的范围不敏感。这种转变的发生是因为接触自然减少了消费者自我监控的动机。我们通过多种操作方法和选择上下文验证这些发现。此外，我们确定决策目标（即为自己或他人做出决策）作为一个重要的边界条件，进一步支持我们的概念化。从理论上讲，这项研究促进了对自然环境如何影响消费者偏好的理解。实际上，它为追求商业模式创新的公司提供了有价值的见解，特别是在零售管理方面。

引用次数: 0

Storytelling through images: understanding the persuasive effectiveness of social media influencers’ visual narratives 通过图像讲故事：了解社交媒体影响者的视觉叙事的说服力

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-04-01 Epub Date: 2026-01-20 DOI: 10.1016/j.jbusres.2026.116003

Xing Zhang , Xinyu Ji , Pengfei Cao , Quan Xiao

This study examines how visual narrative features influence user persuasion in social media influencer marketing using the Narrate, Act, Resonate (NAR) framework. Drawing on a large dataset of 89,270 images and related user behavior data from Rednote, this research demonstrates that visual storytelling plays an essential role in shaping user attitudes, with its effects influenced by influencer characteristics (e.g., follower size and activity level) and content value type. In the narrate dimension, pixel complexity enhances persuasion by enriching visual details, whereas object complexity has a less favorable impact. Influencers with larger followings or higher activity levels amplify these effects by drawing extra attention to visual elements. In the act dimension, the effectiveness of human presence varies between informational and hedonic content. In the resonate dimension, authenticity, aesthetics, and utility drive user persuasion. These findings deepen our understanding of visual narratives and offer practical guidelines for social media marketing strategies.

本研究使用叙述、行动、共鸣（NAR）框架探讨了视觉叙事特征如何影响社交媒体网红营销中的用户说服。利用来自Rednote的89,270张图片和相关用户行为数据的大型数据集，本研究表明，视觉叙事在塑造用户态度方面起着至关重要的作用，其效果受到影响者特征（例如，关注者规模和活动水平）和内容价值类型的影响。在叙事维度上，像素复杂性通过丰富视觉细节来增强说服力，而物体复杂性的影响较小。拥有更多追随者或更高活动水平的影响者通过将额外的注意力吸引到视觉元素上来放大这些影响。在行为维度中，人类存在的有效性在信息性和享乐性内容之间变化。在共鸣维度上，真实性、美学和实用性驱动用户说服。这些发现加深了我们对视觉叙事的理解，并为社交媒体营销策略提供了实用的指导方针。

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引用次数: 0

What drives CSR specialization? The roles of relative marketing capability and market conditions 企业社会责任专业化的驱动力是什么？相对营销能力和市场条件的作用

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-04-01 Epub Date: 2026-01-29 DOI: 10.1016/j.jbusres.2026.115984

Fangyuan Teng , Mahabubur Rahman , Seongsoo Jang

Firms engage in corporate social responsibility (CSR) through either a generalist approach, addressing many CSR areas, or a specialist approach, focusing on a few. Most firms adopt the latter, yet little is known about what drives CSR specialization, especially the role of organizational capabilities. Drawing on resource advantage theory and dynamic capabilities theory, this study examines whether and how a firm’s relative marketing capability (RMC) affects CSR specialization, and how market conditions—munificence, concentration, and dynamism—moderate this relationship. Using panel data from 855 firms across six countries (2012–2021) and a dynamic estimation method addressing endogeneity, we find that RMC positively influences CSR specialization. Furthermore, market conditions moderate the relationship between RMC and CSR specialization; firms with greater RMC specialize in CSR when they face less munificent, more concentrated, or more dynamic markets. The findings remain consistent across a battery of robustness analyses.

企业从事企业社会责任（CSR），要么通过通才的方法，解决许多企业社会责任领域，要么通过专业的方法，专注于少数。大多数企业采用后者，但很少有人知道是什么推动了企业社会责任专业化，特别是组织能力的作用。利用资源优势理论和动态能力理论，本研究考察了企业的相对营销能力（RMC）是否影响企业社会责任专业化，以及RMC如何影响企业社会责任专业化，以及市场条件（慷慨度、集中度和动态性）如何调节这种关系。利用来自6个国家855家企业（2012-2021）的面板数据和解决内生性的动态估计方法，我们发现RMC对企业社会责任专业化有积极影响。市场条件对RMC与企业社会责任专业化之间的关系具有调节作用；RMC较高的公司在面对不那么慷慨、更集中或更有活力的市场时，专门从事企业社会责任。这些发现在一系列稳健性分析中保持一致。

引用次数: 0

When size doesn’t matter: The impact of unexpected surcharges on consumer reactions 当规模无关紧要时：意外附加费对消费者反应的影响

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-04-01 Epub Date: 2026-02-13 DOI: 10.1016/j.jbusres.2026.116046

Daniel Chaein Lee , Jungkeun Kim , Jihoon Jhang , Jooyoung Park , Areum Cho , Jaehoon Lee

Service firms increasingly use surcharges on complimentary items, yet little is known about how consumers respond to these charges. Across five studies in the restaurant context, we show that even nominal surcharges elicit negative consumer responses. Specifically, adding surcharges to complimentary items lowers engagement with advertisements. Furthermore, even a one-cent surcharge reduces perceived fairness and revisit intention. These effects arise because such surcharges violate communal norms, a type of relationship norm emphasizing genuine concern for others and acts of goodwill. By contrast, the negative effect disappears when exchange norms are activated, while it persists under communal norm activation. Together, these findings advance research on consumer responses to small surcharges on complimentary items and offer practical guidance on how service firms can communicate surcharges to mitigate negative reactions.

服务公司越来越多地对赠品收取附加费，但消费者对这些费用的反应却知之甚少。通过对餐馆环境的五项研究，我们表明，即使是名义上的附加费也会引起消费者的负面反应。具体来说，在赠送物品中增加附加费会降低用户对广告的参与度。此外，即使是一美分的附加费也会降低公平感和重游意愿。这些影响的产生是因为这些附加费违反了公共规范，这是一种强调真正关心他人和善意行为的关系规范。相反，当交换规范被激活时，负面效应消失，而在公共规范激活下，负面效应持续存在。总之，这些发现推动了消费者对免费物品收取小额附加费的反应的研究，并为服务公司如何沟通附加费以减轻负面反应提供了实用指导。

引用次数: 0

VAMOS: Value assessment method for smart services VAMOS：智能服务的价值评估方法

IF 9.8 1区管理学 Q1 BUSINESS

Journal of Business Research

Pub Date : 2026-04-01 Epub Date: 2026-01-26 DOI: 10.1016/j.jbusres.2025.115961

Claudius M. Jonas , Felicitas Kuch , Anna Maria Oberländer

Despite the economic potential of digital servitization, especially product-oriented industrial companies struggle to identify beneficial smart services and realize predicted revenues. This results from the complexity of smart services, which disrupt traditional business logics and require orientation toward value-in-use. Value-in-use is the benefit that materializes when actors use an offering. Examination of the anticipated value-in-use of smart services in the early stages of innovation is challenging but essential for design and investment decisions as well as convincing actors to participate in value co-creation. To provide systematic guidance, we introduce the value-in-use assessment method for smart services (VAMOS) drawing from design science research and situational method engineering. The method includes three activities to support practitioners in assessing smart service value-in-use and was validated through a thorough evaluation process with four industrial companies. VAMOS extends research on digital innovation, service-dominant logic, and digital servitization by contributing methodological knowledge.

尽管数字化服务化具有经济潜力，但特别是以产品为导向的工业公司仍难以确定有益的智能服务并实现预期收入。这是由于智能服务的复杂性造成的，它破坏了传统的业务逻辑，需要以使用价值为导向。使用价值是指当参与者使用产品时所产生的收益。在创新的早期阶段检查智能服务的预期使用价值是具有挑战性的，但对于设计和投资决策以及说服参与者参与价值共同创造至关重要。为了提供系统的指导，我们引入了基于设计科学研究和情景方法工程的智能服务使用价值评估方法（VAMOS）。该方法包括三个活动，以支持从业者评估智能服务的使用价值，并通过四家工业公司的全面评估过程进行了验证。VAMOS通过贡献方法论知识扩展了数字创新、服务主导逻辑和数字服务化的研究。

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