Pub Date : 2024-06-11DOI: 10.1177/00222429241264191
Molly Ahearne, Mohsen Pourmasoudi, Y. Atefi, Son K. Lam
Performance rankings are a widely used motivational tool in sales organizations, yet their effectiveness in influencing important salesperson outcomes remains largely underexplored. Moreover, the impact of presenting different types of information alongside rankings has not been previously investigated. This research, spanning two studies with more than 27,000 salespeople from over 170 firms representing 83 countries, directly addresses this research gap, examining the effects of three distinct information conditions: anonymized performance rankings, identifiable performance rankings, and identifiable rankings with quotas on salesperson quota attainment and turnover. Additionally, the authors examine the role of variable compensation share and ranking group size, offering nuanced insights into their moderating effects. The findings reveal that anonymous rankings, while beneficial for quota attainment, increase turnover. On the other hand, identifiable rankings coupled with quotas do not significantly improve quota attainment but effectively reduce turnover. The authors find that disclosing performance rankings with salespeople’s identities is the sole condition that simultaneously elevates quota attainment and reduces turnover. By delineating these nuances, this research provides new and important implications to several literature streams and equips sales managers with strategic guidance on tailoring the presentation of performance rankings to enhance critical outcomes within the specific context of their organizations.
{"title":"EXPRESS: Sales Performance Rankings: Examining the Impact of the Type of Information Displayed on Sales Force Outcomes","authors":"Molly Ahearne, Mohsen Pourmasoudi, Y. Atefi, Son K. Lam","doi":"10.1177/00222429241264191","DOIUrl":"https://doi.org/10.1177/00222429241264191","url":null,"abstract":"Performance rankings are a widely used motivational tool in sales organizations, yet their effectiveness in influencing important salesperson outcomes remains largely underexplored. Moreover, the impact of presenting different types of information alongside rankings has not been previously investigated. This research, spanning two studies with more than 27,000 salespeople from over 170 firms representing 83 countries, directly addresses this research gap, examining the effects of three distinct information conditions: anonymized performance rankings, identifiable performance rankings, and identifiable rankings with quotas on salesperson quota attainment and turnover. Additionally, the authors examine the role of variable compensation share and ranking group size, offering nuanced insights into their moderating effects. The findings reveal that anonymous rankings, while beneficial for quota attainment, increase turnover. On the other hand, identifiable rankings coupled with quotas do not significantly improve quota attainment but effectively reduce turnover. The authors find that disclosing performance rankings with salespeople’s identities is the sole condition that simultaneously elevates quota attainment and reduces turnover. By delineating these nuances, this research provides new and important implications to several literature streams and equips sales managers with strategic guidance on tailoring the presentation of performance rankings to enhance critical outcomes within the specific context of their organizations.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":null,"pages":null},"PeriodicalIF":12.9,"publicationDate":"2024-06-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141358950","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-06-06DOI: 10.1177/00222429241263012
Sarah C. Whitley, Anindita Chakravarty, Pengyuan Wang
The authors examine how positive incidental emotion influences online search and ad click-through rates. They predict and find that while positive incidental emotion is irrelevant to the search task, it has the effect of priming emotionally congruent thoughts, which increases the likelihood that consumers will use positive emotion words as keywords in their search queries. This use of positive emotion keywords, in turn, increases the likelihood of clicking on paid search ads. Results from six studies support this prediction and the role of lower persuasion knowledge as a mechanism. Specifically, the use of positive emotion keywords in search queries reduces the likelihood that consumers will use persuasion knowledge towards sponsored content in the form of paid search ads—making them more likely to click on the ads. This examination of the role of positive incidental emotion and the use and consequence of positive emotion keywords in search queries has important implications for advertisers’ search engine keyword targeting strategies.
{"title":"EXPRESS: Positive Emotions During Search Engine Use: How You Feel Impacts What You Search for and Click On","authors":"Sarah C. Whitley, Anindita Chakravarty, Pengyuan Wang","doi":"10.1177/00222429241263012","DOIUrl":"https://doi.org/10.1177/00222429241263012","url":null,"abstract":"The authors examine how positive incidental emotion influences online search and ad click-through rates. They predict and find that while positive incidental emotion is irrelevant to the search task, it has the effect of priming emotionally congruent thoughts, which increases the likelihood that consumers will use positive emotion words as keywords in their search queries. This use of positive emotion keywords, in turn, increases the likelihood of clicking on paid search ads. Results from six studies support this prediction and the role of lower persuasion knowledge as a mechanism. Specifically, the use of positive emotion keywords in search queries reduces the likelihood that consumers will use persuasion knowledge towards sponsored content in the form of paid search ads—making them more likely to click on the ads. This examination of the role of positive incidental emotion and the use and consequence of positive emotion keywords in search queries has important implications for advertisers’ search engine keyword targeting strategies.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":null,"pages":null},"PeriodicalIF":12.9,"publicationDate":"2024-06-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141379525","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-05-28DOI: 10.1177/00222429241260637
Julien Cayla, Brigitte Auriacombe
Existing literature suggests that employees who regularly interact with customers often find this central aspect of their work emotionally draining. Our findings provide a striking contrast by highlighting customer interactions that are not only pleasurable but that also manage to emotionally regenerate frontline service employees. Our ethnographic research demonstrates that several factors influence emotional energy in service interactions, including staff copresence with customers, mutual focus, shared mood, and barriers to outsiders. In addition, service employees’ experience of autonomy and status in interactions plays an important role in influencing their emotional energy. Based on these insights, we design a framework for service organizations to manage a crucial asset: the emotional energy of frontline service employees.
{"title":"EXPRESS: Emotional Energy: When Customer Interactions Energize Service Employees","authors":"Julien Cayla, Brigitte Auriacombe","doi":"10.1177/00222429241260637","DOIUrl":"https://doi.org/10.1177/00222429241260637","url":null,"abstract":"Existing literature suggests that employees who regularly interact with customers often find this central aspect of their work emotionally draining. Our findings provide a striking contrast by highlighting customer interactions that are not only pleasurable but that also manage to emotionally regenerate frontline service employees. Our ethnographic research demonstrates that several factors influence emotional energy in service interactions, including staff copresence with customers, mutual focus, shared mood, and barriers to outsiders. In addition, service employees’ experience of autonomy and status in interactions plays an important role in influencing their emotional energy. Based on these insights, we design a framework for service organizations to manage a crucial asset: the emotional energy of frontline service employees.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":null,"pages":null},"PeriodicalIF":12.9,"publicationDate":"2024-05-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141165181","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-05-28DOI: 10.1177/00222429241260687
Zhuping Liu, Qiang Gao, Raghunath Singh Rao
Many charitable projects have started using online crowdfunding platforms to raise donations. The rise of these platforms as fundraising vehicles has been partially driven by easy access to a large pool of potential donors without the significant marketing costs that commonly accompany traditional fundraising. However, such a low cost of entry also results in a significant "crowding" of projects, making it difficult for donors to decide which projects to donate to. Thus, a charitable project encounters a fundamental marketing challenge of standing out from other projects when conventional techniques like advertising and promotion are limited. In this paper, we posit that a project can credibly signal its quality via a strategy of "self-donation," whereby the project steward donates to her own project.Our empirical setting is an online education crowdfunding platform. By examining millions of donations, we find that self-donations improve the donation pace, contributed amount, and funding success. We show that the self-donation strategy works only when a self-donation is visible to potential donors and is especially effective at the early stage of the funding cycle or when project stewards are inexperienced, where the projects face significant uncertainty. We find evidence for self-donation as a quality signal through various observable proxies like impact letters to donors and corporate matching. Overall, our findings are consistent with a signaling mechanism that allows the separation of high-quality projects from lower-quality ones.
{"title":"EXPRESS: Self-Donations and Charitable Contributions in Online Crowdfunding: an Empirical Analysis","authors":"Zhuping Liu, Qiang Gao, Raghunath Singh Rao","doi":"10.1177/00222429241260687","DOIUrl":"https://doi.org/10.1177/00222429241260687","url":null,"abstract":"Many charitable projects have started using online crowdfunding platforms to raise donations. The rise of these platforms as fundraising vehicles has been partially driven by easy access to a large pool of potential donors without the significant marketing costs that commonly accompany traditional fundraising. However, such a low cost of entry also results in a significant \"crowding\" of projects, making it difficult for donors to decide which projects to donate to. Thus, a charitable project encounters a fundamental marketing challenge of standing out from other projects when conventional techniques like advertising and promotion are limited. In this paper, we posit that a project can credibly signal its quality via a strategy of \"self-donation,\" whereby the project steward donates to her own project.Our empirical setting is an online education crowdfunding platform. By examining millions of donations, we find that self-donations improve the donation pace, contributed amount, and funding success. We show that the self-donation strategy works only when a self-donation is visible to potential donors and is especially effective at the early stage of the funding cycle or when project stewards are inexperienced, where the projects face significant uncertainty. We find evidence for self-donation as a quality signal through various observable proxies like impact letters to donors and corporate matching. Overall, our findings are consistent with a signaling mechanism that allows the separation of high-quality projects from lower-quality ones.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":null,"pages":null},"PeriodicalIF":12.9,"publicationDate":"2024-05-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141165237","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-05-20DOI: 10.1177/00222429241258495
Leonard L. Berry, Tracey S. Danaher, Timothy Keiningham, Lerzan Aksoy, Tor W. Andreassen
Services marketing originated as a discipline to guide managers in marketing intangible products; in today’s world, it must also guide managers in serving society. This research develops the concept of a social profit orientation, whereby organizations invest resources for the express purpose of enhancing the common good, especially the well-being of people and the health of the planet. Implementing social initiatives that serve this broader mission is no small challenge, but exemplary organizations are nevertheless charting a practical course. We interviewed leaders from 21 diverse organizations in multiple countries, spanning both for-profit and nonprofit sectors, yielding valuable insights into how they create social profit for individuals, communities, and society at large through their initiatives. Our research, grounded in published theory and directed toward practical implementation, defines the parameters of a social profit orientation and introduces an innovative framework that distills its antecedents, moderators, and outcomes. The experiences shared by our sample of forward-looking, future-oriented organizations can inform and inspire other companies, organizations, and institutions as they operate in environments where far more is expected of them than ever before.
{"title":"EXPRESS: Social Profit Orientation: Lessons from Organizations Committed to Building a Better World","authors":"Leonard L. Berry, Tracey S. Danaher, Timothy Keiningham, Lerzan Aksoy, Tor W. Andreassen","doi":"10.1177/00222429241258495","DOIUrl":"https://doi.org/10.1177/00222429241258495","url":null,"abstract":"Services marketing originated as a discipline to guide managers in marketing intangible products; in today’s world, it must also guide managers in serving society. This research develops the concept of a social profit orientation, whereby organizations invest resources for the express purpose of enhancing the common good, especially the well-being of people and the health of the planet. Implementing social initiatives that serve this broader mission is no small challenge, but exemplary organizations are nevertheless charting a practical course. We interviewed leaders from 21 diverse organizations in multiple countries, spanning both for-profit and nonprofit sectors, yielding valuable insights into how they create social profit for individuals, communities, and society at large through their initiatives. Our research, grounded in published theory and directed toward practical implementation, defines the parameters of a social profit orientation and introduces an innovative framework that distills its antecedents, moderators, and outcomes. The experiences shared by our sample of forward-looking, future-oriented organizations can inform and inspire other companies, organizations, and institutions as they operate in environments where far more is expected of them than ever before.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":null,"pages":null},"PeriodicalIF":12.9,"publicationDate":"2024-05-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141074283","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-05-20DOI: 10.1177/00222429241258493
Esther Uduehi, Julian Saint Clair, Rowena Crabbe
Intersectionality remains largely underutilized within marketing. To address this gap, this paper synthesizes literature to provide tools for incorporating intersectionality into marketing research, including a framework for an intersectional marketing paradigm, a research design roadmap, a research agenda, and key takeaways for stakeholders. The definition of intersectionality focuses on three main components: 1) awareness and acknowledgment of overlapping (rather than isolated) social categories (e.g., gender, race, and class), 2) understanding of how differences in lived experiences at these intersections influence the marketplace, and 3) recognition of how power shapes these lived experiences. This article’s novel research design roadmap features concrete theoretical and methodological approaches for marketing researchers from various backgrounds to utilize intersectionality in solving marketing problems: conducting exploratory subsample analyses, developing intersectional theory and hypotheses, conducting inclusive literature reviews, collecting and reporting detailed demographics, sampling understudied populations, and carefully situating conclusions. The research agenda provides research questions for emerging topics at societal, organizational, and consumer levels. Engaging with intersectionality will help ensure that marketing remains socially relevant, develops diverse and inclusive theories, and more accurately reflects the lived experiences of understudied populations and communities.
{"title":"EXPRESS: Intersectionality in Marketing: a Paradigm for Understanding Understudied Consumers","authors":"Esther Uduehi, Julian Saint Clair, Rowena Crabbe","doi":"10.1177/00222429241258493","DOIUrl":"https://doi.org/10.1177/00222429241258493","url":null,"abstract":"Intersectionality remains largely underutilized within marketing. To address this gap, this paper synthesizes literature to provide tools for incorporating intersectionality into marketing research, including a framework for an intersectional marketing paradigm, a research design roadmap, a research agenda, and key takeaways for stakeholders. The definition of intersectionality focuses on three main components: 1) awareness and acknowledgment of overlapping (rather than isolated) social categories (e.g., gender, race, and class), 2) understanding of how differences in lived experiences at these intersections influence the marketplace, and 3) recognition of how power shapes these lived experiences. This article’s novel research design roadmap features concrete theoretical and methodological approaches for marketing researchers from various backgrounds to utilize intersectionality in solving marketing problems: conducting exploratory subsample analyses, developing intersectional theory and hypotheses, conducting inclusive literature reviews, collecting and reporting detailed demographics, sampling understudied populations, and carefully situating conclusions. The research agenda provides research questions for emerging topics at societal, organizational, and consumer levels. Engaging with intersectionality will help ensure that marketing remains socially relevant, develops diverse and inclusive theories, and more accurately reflects the lived experiences of understudied populations and communities.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":null,"pages":null},"PeriodicalIF":12.9,"publicationDate":"2024-05-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141074037","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-05-15DOI: 10.1177/00222429241257913
Anna Paley, Robert W. Smith, Jacob D. Teeny, Daniel M. Zane
With the rise of social media and the peer-to-peer economy, sellers can easily tell potential buyers about themselves and their process of producing products and services. This research investigates the influence of a central aspect of the production process that sellers can communicate—their production enjoyment. Buyers are willing to pay a higher price, are more likely to click on ads, and are more likely to choose a product or service when the seller signals that they enjoy producing it. In contrast, sellers are willing to accept lower prices, and actually charge less, for products and services they enjoy producing. Both buyers and sellers make the inference that production enjoyment leads to higher quality products/services, but only buyers rely on this inference when forming their pricing judgments relative to sellers. Nine studies illustrate these effects across a wide variety of products and services, participant samples, and operationalizations of production enjoyment. They show that signals of production enjoyment can influence buyers more than other established signals (e.g., effort) and demonstrate contexts where these effects are more and less likely to occur. These findings offer practical recommendations for both buyers and sellers as well as a variety of theoretical contributions.
{"title":"EXPRESS: Production Enjoyment Asymmetrically Impacts Buyers’ Willingness to Pay and Sellers’ Willingness to Charge","authors":"Anna Paley, Robert W. Smith, Jacob D. Teeny, Daniel M. Zane","doi":"10.1177/00222429241257913","DOIUrl":"https://doi.org/10.1177/00222429241257913","url":null,"abstract":"With the rise of social media and the peer-to-peer economy, sellers can easily tell potential buyers about themselves and their process of producing products and services. This research investigates the influence of a central aspect of the production process that sellers can communicate—their production enjoyment. Buyers are willing to pay a higher price, are more likely to click on ads, and are more likely to choose a product or service when the seller signals that they enjoy producing it. In contrast, sellers are willing to accept lower prices, and actually charge less, for products and services they enjoy producing. Both buyers and sellers make the inference that production enjoyment leads to higher quality products/services, but only buyers rely on this inference when forming their pricing judgments relative to sellers. Nine studies illustrate these effects across a wide variety of products and services, participant samples, and operationalizations of production enjoyment. They show that signals of production enjoyment can influence buyers more than other established signals (e.g., effort) and demonstrate contexts where these effects are more and less likely to occur. These findings offer practical recommendations for both buyers and sellers as well as a variety of theoretical contributions.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":null,"pages":null},"PeriodicalIF":12.9,"publicationDate":"2024-05-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140949752","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-05-15DOI: 10.1177/00222429241257911
Seo Yoon Kang, Junghan Kim, Arun Lakshmanan
Anatomical depiction is a technique where the product is decomposed into components that are spatially arranged in a layer-by-layer manner to visually explicate its inner structure. The authors demonstrate that anatomical depiction, compared to non-anatomical depiction, enhances product valuation. This effect occurs because anatomical depiction elicits a ‘coming together’ of the inner components in consumers’ minds thereby evoking a gestalt image of the product – a process labeled simulated assemblage. The elicitation of simulated assemblage in turn boosts their confidence in the product’s performance. Two field experiments first demonstrate that anatomical depiction leads to greater engagement in online settings such as peer-to-peer selling and social media advertising. Subsequently, seven laboratory and online experiments show when and how anatomical depiction elicits simulated assemblage (Studies 1A–C), test the process underlying the effect of anatomical depiction on product valuation (Studies 2A–B), and delineate two boundary conditions, showing that the positive effect of anatomical (vs. non-anatomical) depiction attenuates for consumers higher (vs. lower) in technology anxiety (Study 3) and when consumers have a hedonic (vs. utilitarian) consumption goal (Study 4). Collectively, this work provides insights to firms on how and when to use anatomical depiction to enhance consumers’ confidence in and valuation of the product.
{"title":"EXPRESS: Anatomical Depiction: How Showing a Product'S Inner Structure Shapes Product Valuations","authors":"Seo Yoon Kang, Junghan Kim, Arun Lakshmanan","doi":"10.1177/00222429241257911","DOIUrl":"https://doi.org/10.1177/00222429241257911","url":null,"abstract":"Anatomical depiction is a technique where the product is decomposed into components that are spatially arranged in a layer-by-layer manner to visually explicate its inner structure. The authors demonstrate that anatomical depiction, compared to non-anatomical depiction, enhances product valuation. This effect occurs because anatomical depiction elicits a ‘coming together’ of the inner components in consumers’ minds thereby evoking a gestalt image of the product – a process labeled simulated assemblage. The elicitation of simulated assemblage in turn boosts their confidence in the product’s performance. Two field experiments first demonstrate that anatomical depiction leads to greater engagement in online settings such as peer-to-peer selling and social media advertising. Subsequently, seven laboratory and online experiments show when and how anatomical depiction elicits simulated assemblage (Studies 1A–C), test the process underlying the effect of anatomical depiction on product valuation (Studies 2A–B), and delineate two boundary conditions, showing that the positive effect of anatomical (vs. non-anatomical) depiction attenuates for consumers higher (vs. lower) in technology anxiety (Study 3) and when consumers have a hedonic (vs. utilitarian) consumption goal (Study 4). Collectively, this work provides insights to firms on how and when to use anatomical depiction to enhance consumers’ confidence in and valuation of the product.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":null,"pages":null},"PeriodicalIF":12.9,"publicationDate":"2024-05-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140949749","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Prior research documents deleterious consequences of the annual clock change to daylight saving time in many contexts, but little is known about the effect the policy has on consumer behavior. While policy debates around ending seasonal clock changes continue, millions of consumers worldwide are potentially adversely affected by the time change. Drawing on the notions of sleepiness and self-control, the authors propose a framework of how the onset of daylight saving time increases unhealthy behavior. The hypotheses are tested via two studies cast in the difference-in-differences modeling framework capturing consumption before and after the time change and across consumers who experience the transition versus who do not. Results of the first study suggest that the onset of daylight saving time increases calorie consumption from packaged snacks that are largely unhealthy, specifically in the evening and on cloudy days. The effect of the end of daylight saving time is not significant, suggesting an overall asymmetric effect of the time change on unhealthy behavior. Study 2 reveals that the onset of daylight saving time decreases fitness center visits, particularly for consumers without healthy consumption habits and with high transaction costs. Analysis of social media data suggests that consumers find the time change disruptive. Overall, the findings imply that public policy makers and businesses should find ways to support consumers around the onset of daylight saving time.
{"title":"EXPRESS: Spring Forward = Fall Back? the Effect of Daylight Saving Time Change on Consumers’ Unhealthy Behavior","authors":"Ramkumar Janakiraman, Harsha Kamatham, Sven Feurer, Rishika Rishika, Bhavna Phogaat, Marina Girju","doi":"10.1177/00222429241256570","DOIUrl":"https://doi.org/10.1177/00222429241256570","url":null,"abstract":"Prior research documents deleterious consequences of the annual clock change to daylight saving time in many contexts, but little is known about the effect the policy has on consumer behavior. While policy debates around ending seasonal clock changes continue, millions of consumers worldwide are potentially adversely affected by the time change. Drawing on the notions of sleepiness and self-control, the authors propose a framework of how the onset of daylight saving time increases unhealthy behavior. The hypotheses are tested via two studies cast in the difference-in-differences modeling framework capturing consumption before and after the time change and across consumers who experience the transition versus who do not. Results of the first study suggest that the onset of daylight saving time increases calorie consumption from packaged snacks that are largely unhealthy, specifically in the evening and on cloudy days. The effect of the end of daylight saving time is not significant, suggesting an overall asymmetric effect of the time change on unhealthy behavior. Study 2 reveals that the onset of daylight saving time decreases fitness center visits, particularly for consumers without healthy consumption habits and with high transaction costs. Analysis of social media data suggests that consumers find the time change disruptive. Overall, the findings imply that public policy makers and businesses should find ways to support consumers around the onset of daylight saving time.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":null,"pages":null},"PeriodicalIF":12.9,"publicationDate":"2024-05-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140903285","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2024-05-03DOI: 10.1177/00222429241255306
Paolo Franco, Robin Canniford, Marcus Phipps, Amber M. Epp
Why do some technology products enjoy enduring continued use while others are quickly discarded? Existing marketing research explains that continued use is motivated by cost-benefit decisions over how useful a tech-product is and how easy it is to use. Yet the interconnected nature of contemporary technologies means that continued use can depend on tech-products’ capacities to interact with other devices, objects, infrastructures, and people as parts of assemblages that generate useful properties. By theorizing interview and observational data of technology consumption through the lens of Assemblage Theory, the authors identify four continued use trajectories. These explain different paths from adoption to discontinued use by distinguishing component parts’ capacities to interact and hold assemblages together to sustain emergent properties. In each trajectory, continued use is sustained by entropy work to support a tech-product’s usefulness and ease-of-use. The implications of entropy work for theories of continued use and broader marketing scholarship are considered, and recommendations to help firms manage the opportunities and risks that accompany different continued use trajectories are offered.
{"title":"EXPRESS: Continued Use Trajectories: How Entropy Work Sustains Technology Assemblages","authors":"Paolo Franco, Robin Canniford, Marcus Phipps, Amber M. Epp","doi":"10.1177/00222429241255306","DOIUrl":"https://doi.org/10.1177/00222429241255306","url":null,"abstract":"Why do some technology products enjoy enduring continued use while others are quickly discarded? Existing marketing research explains that continued use is motivated by cost-benefit decisions over how useful a tech-product is and how easy it is to use. Yet the interconnected nature of contemporary technologies means that continued use can depend on tech-products’ capacities to interact with other devices, objects, infrastructures, and people as parts of assemblages that generate useful properties. By theorizing interview and observational data of technology consumption through the lens of Assemblage Theory, the authors identify four continued use trajectories. These explain different paths from adoption to discontinued use by distinguishing component parts’ capacities to interact and hold assemblages together to sustain emergent properties. In each trajectory, continued use is sustained by entropy work to support a tech-product’s usefulness and ease-of-use. The implications of entropy work for theories of continued use and broader marketing scholarship are considered, and recommendations to help firms manage the opportunities and risks that accompany different continued use trajectories are offered.","PeriodicalId":16152,"journal":{"name":"Journal of Marketing","volume":null,"pages":null},"PeriodicalIF":12.9,"publicationDate":"2024-05-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140826393","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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