首页 > 最新文献

Journal of the Academy of Marketing Science最新文献

英文 中文
Purpose orientation: An emerging theory transforming business for a better world 目的导向:新兴理论:为更美好的世界改造企业
IF 18.2 1区 管理学 Q1 BUSINESS Pub Date : 2024-01-11 DOI: 10.1007/s11747-023-00989-5
Christopher P. Blocker, Joseph P. Cannon, Jonathan Z. Zhang

Why are leaders rethinking their fundamental profit orientation and charting paths to broader strategies with societal goals based on “purpose”? More fundamentally, what exactly is purpose, and how does purpose evolve in organizations? The concept of organizational purpose is fragmented in research and fuzzy in practice. Many organizations also assign a narrow and questionable role for marketing to advance purpose, which masks the evolving nature of marketing. In this research, we leverage a theories-in-use approach to develop an emerging theory of purpose orientation. Interviews with business leaders and archival data reveal the “what,” “why,” and “how” of four mental models leaders adopt at the intersection of business and society, along with corresponding roles for marketing. The elements of purpose map onto leaders’ existential questions to define purpose orientation as a unified organizational logic (why we exist), identity (who we are), and strategy (what we do) for creating transcendent value for stakeholders. We find that purpose orientation is best achieved with a combined inside-out + outside-in approach that extends the prevailing paradigm of market orientation. We also provide insight into drivers of purpose orientation, the pathways through which orientations evolve, and a framework for developing purpose-oriented strategy.

为什么领导者要重新思考其基本的利润导向,并根据 "目的 "制定具有社会目标的更广泛战略?更根本的是,究竟什么是目的,目的在组织中又是如何演变的?组织目的的概念在研究中支离破碎,在实践中模糊不清。许多组织还赋予市场营销以推进目的的狭隘且值得商榷的角色,这掩盖了市场营销不断演变的本质。在这项研究中,我们采用了 "使用中理论 "的方法来发展一种新兴的目的导向理论。对企业领导者的访谈和档案数据揭示了领导者在企业与社会交汇处所采用的四种心智模式的 "是什么"、"为什么 "和 "如何做",以及营销的相应角色。目的要素映射到领导者的生存问题上,将目的导向定义为统一的组织逻辑(我们为什么存在)、身份(我们是谁)和战略(我们做什么),为利益相关者创造超越价值。我们发现,目的导向的最佳实现方式是采用由内而外+ 由外而内的综合方法,这种方法扩展了市场导向的主流范式。我们还深入探讨了目的导向的驱动因素、导向演变的途径以及制定目的导向战略的框架。
{"title":"Purpose orientation: An emerging theory transforming business for a better world","authors":"Christopher P. Blocker, Joseph P. Cannon, Jonathan Z. Zhang","doi":"10.1007/s11747-023-00989-5","DOIUrl":"https://doi.org/10.1007/s11747-023-00989-5","url":null,"abstract":"<p>Why are leaders rethinking their fundamental profit orientation and charting paths to broader strategies with societal goals based on “purpose”? More fundamentally, what exactly is purpose, and how does purpose evolve in organizations? The concept of organizational purpose is fragmented in research and fuzzy in practice. Many organizations also assign a narrow and questionable role for marketing to advance purpose, which masks the evolving nature of marketing. In this research, we leverage a theories-in-use approach to develop an emerging theory of purpose orientation. Interviews with business leaders and archival data reveal the “what,” “why,” and “how” of four mental models leaders adopt at the intersection of business and society, along with corresponding roles for marketing. The elements of purpose map onto leaders’ existential questions to define purpose orientation as a unified organizational logic (why we exist), identity (who we are), and strategy (what we do) for creating transcendent value for stakeholders. We find that purpose orientation is best achieved with a combined inside-out + outside-in approach that extends the prevailing paradigm of market orientation. We also provide insight into drivers of purpose orientation, the pathways through which orientations evolve, and a framework for developing purpose-oriented strategy.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"5 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2024-01-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139431776","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}
引用次数: 0
Shifting focus in the fight against core environmental challenges 应对核心环境挑战的重点转移
IF 18.2 1区 管理学 Q1 BUSINESS Pub Date : 2024-01-09 DOI: 10.1007/s11747-023-01001-w
Gergana Y. Nenkov
{"title":"Shifting focus in the fight against core environmental challenges","authors":"Gergana Y. Nenkov","doi":"10.1007/s11747-023-01001-w","DOIUrl":"https://doi.org/10.1007/s11747-023-01001-w","url":null,"abstract":"","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"19 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2024-01-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139400618","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}
引用次数: 0
Crossing incentive alignment and adaptive designs in choice-based conjoint: A fruitful endeavor 在基于选择的联合方案中交叉激励调整和自适应设计:富有成效的努力
IF 18.2 1区 管理学 Q1 BUSINESS Pub Date : 2024-01-05 DOI: 10.1007/s11747-023-00997-5
Verena Sablotny-Wackershauser, Marcel Lichters, Daniel Guhl, Paul Bengart, Bodo Vogt

Choice-based conjoint (CBC) analysis features prominently in market research to predict consumer purchases. This study focuses on two principles that seek to enhance CBC: incentive alignment and adaptive choice-based conjoint (ACBC) analysis. While these principles have individually demonstrated their ability to improve the forecasting accuracy of CBC, no research has yet evaluated both simultaneously. The present study fills this gap by drawing on two lab and two online experiments. On the one hand, results reveal that incentive-aligned CBC and hypothetical ACBC predict comparatively well. On the other hand, ACBC offers a more efficient cost-per-information ratio in studies with a high sample size. Moreover, the newly introduced incentive-aligned ACBC achieves the best predictions but has the longest interview time. Based on our studies, we help market researchers decide whether to apply incentive alignment, ACBC, or both. Finally, we provide a tutorial to analyze ACBC datasets using open-source software (R/Stan).

基于选择的联合分析(CBC)在预测消费者购买行为的市场研究中占有重要地位。本研究的重点是旨在提高 CBC 的两个原则:激励一致性和自适应选择联合分析(ACBC)。虽然这两项原则都证明了它们能够提高 CBC 预测的准确性,但目前还没有研究同时对这两项原则进行评估。本研究通过两个实验室实验和两个在线实验填补了这一空白。一方面,研究结果表明,激励对齐的 CBC 和假设的 ACBC 预测效果相对较好。另一方面,在样本量较大的研究中,ACBC 提供了更有效的每信息成本比。此外,新引入的激励对齐 ACBC 预测效果最好,但访谈时间最长。基于我们的研究,我们帮助市场研究人员决定是否应用激励对齐、ACBC 或两者兼而有之。最后,我们提供了使用开源软件(R/Stan)分析 ACBC 数据集的教程。
{"title":"Crossing incentive alignment and adaptive designs in choice-based conjoint: A fruitful endeavor","authors":"Verena Sablotny-Wackershauser, Marcel Lichters, Daniel Guhl, Paul Bengart, Bodo Vogt","doi":"10.1007/s11747-023-00997-5","DOIUrl":"https://doi.org/10.1007/s11747-023-00997-5","url":null,"abstract":"<p>Choice-based conjoint (CBC) analysis features prominently in market research to predict consumer purchases. This study focuses on two principles that seek to enhance CBC: incentive alignment and adaptive choice-based conjoint (ACBC) analysis. While these principles have individually demonstrated their ability to improve the forecasting accuracy of CBC, no research has yet evaluated both simultaneously. The present study fills this gap by drawing on two lab and two online experiments. On the one hand, results reveal that incentive-aligned CBC and hypothetical ACBC predict comparatively well. On the other hand, ACBC offers a more efficient cost-per-information ratio in studies with a high sample size. Moreover, the newly introduced incentive-aligned ACBC achieves the best predictions but has the longest interview time. Based on our studies, we help market researchers decide whether to apply incentive alignment, ACBC, or both. Finally, we provide a tutorial to analyze ACBC datasets using open-source software (R/Stan).</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"35 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2024-01-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139110378","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}
引用次数: 0
Silently killing your panelists one email at a time: The true cost of email solicitations 一次一封邮件,悄无声息地杀死你的小组成员:电子邮件营销的真实成本
IF 18.2 1区 管理学 Q1 BUSINESS Pub Date : 2024-01-05 DOI: 10.1007/s11747-023-00992-w
Alina Ferecatu, Arnaud De Bruyn, Prithwiraj Mukherjee

Marketing firms routinely interact with their panelists via email. While sending an invitation to respond to a survey may seem virtually costless, over-solicitation could lead to panelists unsubscribing or ignoring future emails. Since online panels are a crucial resource for a marketing research firm, such attrition is a major issue. We account for the unobserved cost of solicitations in a joint model of response and attrition propensities. Using a data set of more than 150,000 email solicitations sent over three years, we demonstrate that additional solicitations not only temporarily decrease the likelihood of future participation but also increase the attrition rate, likely due to wearout. The model where solicitations “kill” panelists outperforms out of sample a benchmark model that assumes dropout is caused by the passage of time instead. Since the impact of solicitations is both transient (on the response model) and permanent (on the dropout process), managers should wait for the temporary impact to dissipate before risking to “kill” their panelists with another solicitation. We illustrate the economic importance of this finding using a differential evolution method that optimizes the firm’s solicitation strategy under different scenarios and show a 30.7% improvement. In the long term, a greedy strategy (targeting the best-responding panelists) performs worse than a random policy.

营销公司经常通过电子邮件与小组成员互动。虽然发送调查问卷回复邀请看起来几乎不需要成本,但过度邀请可能会导致小组成员取消订阅或忽略未来的电子邮件。由于在线小组是市场调研公司的重要资源,因此这种流失是一个重大问题。我们在响应和流失倾向的联合模型中考虑了未观察到的邀请成本。通过使用三年来发送的 15 万多封电子邮件邀请的数据集,我们证明了额外的邀请不仅会暂时降低未来参与的可能性,还会增加流失率,这很可能是由于损耗造成的。该模型中,邀请会 "扼杀 "小组成员的表现优于样本外的基准模型,后者假定流失是由时间流逝造成的。由于邀约的影响既是短暂的(对响应模型的影响),也是永久的(对退出过程的影响),因此管理者应等待暂时的影响消散后,再冒险用另一次邀约 "杀死 "小组成员。我们使用一种差分演化方法来说明这一发现的经济重要性,该方法优化了公司在不同情况下的招标策略,并显示出 30.7% 的改进效果。从长远来看,贪婪策略(以反应最好的小组成员为目标)比随机策略表现更差。
{"title":"Silently killing your panelists one email at a time: The true cost of email solicitations","authors":"Alina Ferecatu, Arnaud De Bruyn, Prithwiraj Mukherjee","doi":"10.1007/s11747-023-00992-w","DOIUrl":"https://doi.org/10.1007/s11747-023-00992-w","url":null,"abstract":"<p>Marketing firms routinely interact with their panelists via email. While sending an invitation to respond to a survey may seem virtually costless, over-solicitation could lead to panelists unsubscribing or ignoring future emails. Since online panels are a crucial resource for a marketing research firm, such attrition is a major issue. We account for the unobserved cost of solicitations in a joint model of response and attrition propensities. Using a data set of more than 150,000 email solicitations sent over three years, we demonstrate that additional solicitations not only temporarily decrease the likelihood of future participation but also increase the attrition rate, likely due to wearout. The model where solicitations “kill” panelists outperforms out of sample a benchmark model that assumes dropout is caused by the passage of time instead. Since the impact of solicitations is both transient (on the response model) and permanent (on the dropout process), managers should wait for the temporary impact to dissipate before risking to “kill” their panelists with another solicitation. We illustrate the economic importance of this finding using a differential evolution method that optimizes the firm’s solicitation strategy under different scenarios and show a 30.7% improvement. In the long term, a greedy strategy (targeting the best-responding panelists) performs worse than a random policy.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"51 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2024-01-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139110421","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}
引用次数: 0
Engaging customers and suppliers for environmental sustainability: Investigating the drivers and the effects on firm performance 让客户和供应商参与环境可持续发展:调查驱动因素及其对公司业绩的影响
IF 18.2 1区 管理学 Q1 BUSINESS Pub Date : 2024-01-03 DOI: 10.1007/s11747-023-00995-7
Amalesh Sharma, Sourav Bikash Borah, Tanjum Haque, Anirban Adhikary

While firms engage stakeholders in their sustainability practices to contribute to a better world resiliently and responsibly, little is known about what drives their ability to generate customer engagement (CE) and supplier engagement (SE) for sustainability purposes. This paper identifies, theorizes, and empirically validates the differential roles of board oversight and incentivization, along with contingencies (a chief marketing officer’s (CMO) presence and governance disclosure), in driving CE and SE. Using data from 308 firms, the paper finds that while board oversight and incentivization positively affect CE, only incentivization positively affects SE. The paper also finds significant moderation effects of CMO presence and governance disclosure. Through multiple post hoc analyses, the paper explores how CE and SE influence firm performance. The paper provides a nuanced understanding of incentive types’ effects and contributes to the literature on grand challenges connecting firms’ strategies and sustainability objectives to customer and supplier engagement.

虽然企业让利益相关者参与其可持续发展实践,以负责任的方式为建设一个更美好的世界做出贡献,但人们对企业为实现可持续发展而促进客户参与(CE)和供应商参与(SE)的能力却知之甚少。本文通过识别、理论化和实证验证了董事会监督和激励以及突发事件(首席营销官(CMO)的存在和治理披露)在推动客户参与和供应商参与方面的不同作用。通过使用 308 家公司的数据,本文发现董事会监督和激励对 CE 有积极影响,而只有激励对 SE 有积极影响。本文还发现,CMO 的存在和治理信息披露也有明显的调节作用。通过多项事后分析,本文探讨了行政长官和公司治理如何影响公司业绩。本文提供了对激励类型影响的细微理解,并为有关将企业战略和可持续发展目标与客户和供应商参与联系起来的重大挑战的文献做出了贡献。
{"title":"Engaging customers and suppliers for environmental sustainability: Investigating the drivers and the effects on firm performance","authors":"Amalesh Sharma, Sourav Bikash Borah, Tanjum Haque, Anirban Adhikary","doi":"10.1007/s11747-023-00995-7","DOIUrl":"https://doi.org/10.1007/s11747-023-00995-7","url":null,"abstract":"<p>While firms engage stakeholders in their sustainability practices to contribute to a better world resiliently and responsibly, little is known about what drives their ability to generate customer engagement (CE) and supplier engagement (SE) for sustainability purposes. This paper identifies, theorizes, and empirically validates the differential roles of board oversight and incentivization, along with contingencies (a chief marketing officer’s (CMO) presence and governance disclosure), in driving CE and SE. Using data from 308 firms, the paper finds that while board oversight and incentivization positively affect CE, only incentivization positively affects SE. The paper also finds significant moderation effects of CMO presence and governance disclosure. Through multiple post hoc analyses, the paper explores how CE and SE influence firm performance. The paper provides a nuanced understanding of incentive types’ effects and contributes to the literature on grand challenges connecting firms’ strategies and sustainability objectives to customer and supplier engagement.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"10 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2024-01-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139110295","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}
引用次数: 0
Diversity representation in advertising 广告中的多样性表现
IF 18.2 1区 管理学 Q1 BUSINESS Pub Date : 2023-12-26 DOI: 10.1007/s11747-023-00994-8
Colin Campbell, Sean Sands, Brent McFerran, Alexis Mavrommatis

In this article we develop a comprehensive understanding of diverse representation in advertising. While numerous studies highlight increasing demand for diversity among some consumers, such enthusiasm is not universal. This is creating challenges for brands, some of which have faced backlash, either due to a perceived lack of authenticity in their diversity efforts or because not all consumer groups value diversity equally. Amidst these challenges, technological advancements, such as data-driven decision-making and generative AI, present both new opportunities and risks. The current literature on diverse representation in advertising, although expansive, is relatively siloed. Through a detailed eight-step process, we assess and synthesize the body of literature on diversity representation, reviewing 337 articles spanning research on age, beauty, body size, gender, LGBTQIA+ , physical and mental ability, and race and ethnicity. Our investigation offers two major contributions: a summarization of insights from the broader literature on these seven key areas of diverse representation and development of an integrated conceptual framework. Our conceptual framework details mechanisms, moderators, and outcomes that are either prevalent across the literature or can be reasonably expected to generalize across other forms of diversity. This framework not only offers a holistic perspective for academics and industry professionals but also exposes potential future research avenues.

在这篇文章中,我们将对广告中的多元化表现形式进行全面解读。尽管大量研究表明,一些消费者对多元化的需求日益增长,但这种热情并不具有普遍性。这就给品牌带来了挑战,其中一些品牌面临着反弹,这可能是由于他们的多元化努力被认为缺乏真实性,也可能是由于并非所有消费群体都同样重视多元化。在这些挑战中,数据驱动决策和人工智能等技术进步既带来了新的机遇,也带来了新的风险。目前有关广告中多元化表现的文献虽然浩如烟海,但却相对孤立。通过一个详细的八步流程,我们评估并综合了有关多元化表现的文献,回顾了 337 篇文章,涉及年龄、美貌、体型、性别、LGBTQIA+、身体和心理能力以及种族和民族等方面的研究。我们的调查有两大贡献:一是总结了更广泛的文献对这七个关键领域多样性代表性的见解,二是制定了一个综合概念框架。我们的概念框架详细介绍了文献中普遍存在或可合理预期在其他形式的多样性中普遍适用的机制、调节因素和结果。这一框架不仅为学术界和业界专业人士提供了一个整体视角,而且还揭示了未来潜在的研究途径。
{"title":"Diversity representation in advertising","authors":"Colin Campbell, Sean Sands, Brent McFerran, Alexis Mavrommatis","doi":"10.1007/s11747-023-00994-8","DOIUrl":"https://doi.org/10.1007/s11747-023-00994-8","url":null,"abstract":"<p>In this article we develop a comprehensive understanding of diverse representation in advertising. While numerous studies highlight increasing demand for diversity among some consumers, such enthusiasm is not universal. This is creating challenges for brands, some of which have faced backlash, either due to a perceived lack of authenticity in their diversity efforts or because not all consumer groups value diversity equally. Amidst these challenges, technological advancements, such as data-driven decision-making and generative AI, present both new opportunities and risks. The current literature on diverse representation in advertising, although expansive, is relatively siloed. Through a detailed eight-step process, we assess and synthesize the body of literature on diversity representation, reviewing 337 articles spanning research on age, beauty, body size, gender, LGBTQIA+ , physical and mental ability, and race and ethnicity. Our investigation offers two major contributions: a summarization of insights from the broader literature on these seven key areas of diverse representation and development of an integrated conceptual framework. Our conceptual framework details mechanisms, moderators, and outcomes that are either prevalent across the literature or can be reasonably expected to generalize across other forms of diversity. This framework not only offers a holistic perspective for academics and industry professionals but also exposes potential future research avenues.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"16 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-12-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139050895","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}
引用次数: 0
Introducing the ARTS framework: A tool for constructive re-inquiry ARTS 框架介绍:建设性再探究工具
IF 18.2 1区 管理学 Q1 BUSINESS Pub Date : 2023-12-23 DOI: 10.1007/s11747-023-00996-6
Kelly Goldsmith, Jillian Hmurovic, Cait Lamberton
{"title":"Introducing the ARTS framework: A tool for constructive re-inquiry","authors":"Kelly Goldsmith, Jillian Hmurovic, Cait Lamberton","doi":"10.1007/s11747-023-00996-6","DOIUrl":"https://doi.org/10.1007/s11747-023-00996-6","url":null,"abstract":"","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"25 4","pages":"1-5"},"PeriodicalIF":18.2,"publicationDate":"2023-12-23","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139161756","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}
引用次数: 0
How an ethos of repair shapes material sustainability in services 维修精神如何塑造服务业材料的可持续性
IF 18.2 1区 管理学 Q1 BUSINESS Pub Date : 2023-12-22 DOI: 10.1007/s11747-023-00993-9
D. Matthew Godfrey, Linda L. Price

Environmental sustainability requires market services to care for and respect physical materials, moving beyond a conventional customer-centric focus. This research examines how service providers can incorporate tangible objects and material processes into reparative services, which span many industries and enable material sustainability in market systems. The paper also analyzes how materiality shapes customer perceptions of reparative service processes and outcomes. An interpretive analysis of ethnographic and online review data identifies an ethos of repair shaping service processes, outcomes, and evaluations. Service providers demonstrate an ethos of repair through a sense of material empathy and through a networked understanding of how materials interact before, during, and after service processes. Tensions between the ethos of repair and a pervasive ethos of consumption shape customer evaluations of reparative services. Results have important implications for environmental sustainability. A discussion presents strategic recommendations for making, delivering, and enabling reparative service promises.

环境的可持续发展要求市场服务关心和尊重物质材料,超越传统的以客户为中心的观念。本研究探讨了服务提供商如何将有形物品和物质过程纳入修复服务,这些服务横跨多个行业,实现了市场系统的物质可持续性。本文还分析了物质性如何影响客户对补偿服务流程和结果的看法。通过对人种学和在线评论数据的解释性分析,确定了影响服务过程、结果和评价的修复精神。服务提供者通过对材料的感同身受,以及对材料在服务过程之前、期间和之后如何相互作用的网络化理解,展现了修复精神。修复精神与无处不在的消费精神之间的矛盾影响着客户对修复服务的评价。研究结果对环境的可持续发展具有重要意义。讨论提出了制定、提供和实现修复服务承诺的战略建议。
{"title":"How an ethos of repair shapes material sustainability in services","authors":"D. Matthew Godfrey, Linda L. Price","doi":"10.1007/s11747-023-00993-9","DOIUrl":"https://doi.org/10.1007/s11747-023-00993-9","url":null,"abstract":"<p>Environmental sustainability requires market services to care for and respect physical materials, moving beyond a conventional customer-centric focus. This research examines how service providers can incorporate tangible objects and material processes into reparative services, which span many industries and enable material sustainability in market systems. The paper also analyzes how materiality shapes customer perceptions of reparative service processes and outcomes. An interpretive analysis of ethnographic and online review data identifies an ethos of repair shaping service processes, outcomes, and evaluations. Service providers demonstrate an ethos of repair through a sense of material empathy and through a networked understanding of how materials interact before, during, and after service processes. Tensions between the ethos of repair and a pervasive ethos of consumption shape customer evaluations of reparative services. Results have important implications for environmental sustainability. A discussion presents strategic recommendations for making, delivering, and enabling reparative service promises.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"33 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-12-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138887388","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}
引用次数: 0
Women’s underrepresentation in business-to-business sales: Reasons, contingencies, and solutions 女性在企业对企业销售中的代表性不足:原因、突发事件和解决方案
IF 18.2 1区 管理学 Q1 BUSINESS Pub Date : 2023-12-07 DOI: 10.1007/s11747-023-00988-6
Aline Isabelle Lanzrath, Christian Homburg, Robin-Christopher M. Ruhnau

Sales faces the second-largest gender gap of any corporate function, with women’s underrepresentation even more pronounced in business-to-business (B2B) sales and at higher hierarchical levels. Concurrently, the call for a more gender-diverse sales force is gaining momentum for social and economic reasons, moving the question of how to attract and promote women in B2B sales to the top of sales managers’ agenda. Using an inductive approach, we uncover male-centricity of communication and job structures in B2B sales as the underlying reasons deterring women from entering and advancing in B2B sales. Specifically, male-centricity implies a misfit between B2B sales and women’s self-conception and needs. By deriving contingencies of these relationships, we offer solutions to women’s underrepresentation in B2B sales by showing, for example, which sales positions are less prone to signal or create a misfit to women and what gender-inclusive resources sales departments can provide and saleswomen can build.

在所有公司职能部门中,销售部门面临的性别差距排名第二,在企业对企业(B2B)销售部门和更高的层级中,女性比例不足的情况更为明显。与此同时,由于社会和经济原因,对性别更加多样化的销售队伍的呼吁正在获得动力,将如何在B2B销售中吸引和提升女性的问题推向了销售经理议程的首位。采用归纳方法,我们发现B2B销售中以男性为中心的沟通和工作结构是阻碍女性进入和晋升B2B销售的潜在原因。具体来说,以男性为中心意味着B2B销售与女性的自我概念和需求之间的不匹配。通过推导这些关系的偶然性,我们为女性在B2B销售中的代表性不足提供了解决方案,例如,通过展示哪些销售职位不太容易向女性发出信号或创造不适合女性的环境,以及销售部门可以提供哪些性别包容性资源,销售女性可以构建哪些资源。
{"title":"Women’s underrepresentation in business-to-business sales: Reasons, contingencies, and solutions","authors":"Aline Isabelle Lanzrath, Christian Homburg, Robin-Christopher M. Ruhnau","doi":"10.1007/s11747-023-00988-6","DOIUrl":"https://doi.org/10.1007/s11747-023-00988-6","url":null,"abstract":"<p>Sales faces the second-largest gender gap of any corporate function, with women’s underrepresentation even more pronounced in business-to-business (B2B) sales and at higher hierarchical levels. Concurrently, the call for a more gender-diverse sales force is gaining momentum for social and economic reasons, moving the question of how to attract and promote women in B2B sales to the top of sales managers’ agenda. Using an inductive approach, we uncover male-centricity of communication and job structures in B2B sales as the underlying reasons deterring women from entering and advancing in B2B sales. Specifically, male-centricity implies a misfit between B2B sales and women’s self-conception and needs. By deriving contingencies of these relationships, we offer solutions to women’s underrepresentation in B2B sales by showing, for example, which sales positions are less prone to signal or create a misfit to women and what gender-inclusive resources sales departments can provide and saleswomen can build.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":"29 1","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-12-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138544748","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}
引用次数: 0
The greenguard effect: When and why consumers react less negatively following green product failures 绿色卫士效应:消费者在绿色产品失败后,何时以及为什么会减少负面反应
IF 18.2 1区 管理学 Q1 BUSINESS Pub Date : 2023-12-02 DOI: 10.1007/s11747-023-00991-x
Ali Tezer, Matthew Philp, Anshu Suri

This research explores consumer reactions following green product failures, identifying a novel benefit for companies selling environmentally friendly products. Across an empirical field analysis and eight controlled experiments, the authors show that consumers react less negatively to the failure of green products than conventional ones, which is referred to as the greenguard effect. The findings suggest that by not reacting negatively to green product failures, consumers believe they are being more prosocial, as their negative reaction may harm the success of a product that otherwise benefits the environment and society. This research contributes to the literature on green products by highlighting a novel benefit of green product attributes and demonstrating how prosocial motives influence consumer reactions to green product failures, and offers valuable insights for marketers on green product marketing.

本研究探讨了消费者在绿色产品失败后的反应,确定了销售环保产品的公司的新利益。通过实地实证分析和8个对照实验,作者表明,消费者对绿色产品失败的负面反应比传统产品要少,这被称为绿色卫士效应。研究结果表明,如果消费者对绿色产品的失败不做出负面反应,他们就会认为自己更亲社会,因为他们的负面反应可能会损害产品的成功,而这些产品本来是有利于环境和社会的。本研究通过突出绿色产品属性的新利益和展示亲社会动机如何影响消费者对绿色产品失败的反应,为绿色产品营销提供了有价值的见解。
{"title":"The greenguard effect: When and why consumers react less negatively following green product failures","authors":"Ali Tezer, Matthew Philp, Anshu Suri","doi":"10.1007/s11747-023-00991-x","DOIUrl":"https://doi.org/10.1007/s11747-023-00991-x","url":null,"abstract":"<p>This research explores consumer reactions following green product failures, identifying a novel benefit for companies selling environmentally friendly products. Across an empirical field analysis and eight controlled experiments, the authors show that consumers react less negatively to the failure of green products than conventional ones, which is referred to as the greenguard effect. The findings suggest that by <i>not</i> reacting negatively to green product failures, consumers believe they are being more prosocial, as their negative reaction may harm the success of a product that otherwise benefits the environment and society. This research contributes to the literature on green products by highlighting a novel benefit of green product attributes and demonstrating how prosocial motives influence consumer reactions to green product failures, and offers valuable insights for marketers on green product marketing.</p>","PeriodicalId":17194,"journal":{"name":"Journal of the Academy of Marketing Science","volume":" 46","pages":""},"PeriodicalIF":18.2,"publicationDate":"2023-12-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138481103","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}
引用次数: 0
期刊
Journal of the Academy of Marketing Science
全部 Acc. Chem. Res. ACS Applied Bio Materials ACS Appl. Electron. Mater. ACS Appl. Energy Mater. ACS Appl. Mater. Interfaces ACS Appl. Nano Mater. ACS Appl. Polym. Mater. ACS BIOMATER-SCI ENG ACS Catal. ACS Cent. Sci. ACS Chem. Biol. ACS Chemical Health & Safety ACS Chem. Neurosci. ACS Comb. Sci. ACS Earth Space Chem. ACS Energy Lett. ACS Infect. Dis. ACS Macro Lett. ACS Mater. Lett. ACS Med. Chem. Lett. ACS Nano ACS Omega ACS Photonics ACS Sens. ACS Sustainable Chem. Eng. ACS Synth. Biol. Anal. Chem. BIOCHEMISTRY-US Bioconjugate Chem. BIOMACROMOLECULES Chem. Res. Toxicol. Chem. Rev. Chem. Mater. CRYST GROWTH DES ENERG FUEL Environ. Sci. Technol. Environ. Sci. Technol. Lett. Eur. J. Inorg. Chem. IND ENG CHEM RES Inorg. Chem. J. Agric. Food. Chem. J. Chem. Eng. Data J. Chem. Educ. J. Chem. Inf. Model. J. Chem. Theory Comput. J. Med. Chem. J. Nat. Prod. J PROTEOME RES J. Am. Chem. Soc. LANGMUIR MACROMOLECULES Mol. Pharmaceutics Nano Lett. Org. Lett. ORG PROCESS RES DEV ORGANOMETALLICS J. Org. Chem. J. Phys. Chem. J. Phys. Chem. A J. Phys. Chem. B J. Phys. Chem. C J. Phys. Chem. Lett. Analyst Anal. Methods Biomater. Sci. Catal. Sci. Technol. Chem. Commun. Chem. Soc. Rev. CHEM EDUC RES PRACT CRYSTENGCOMM Dalton Trans. Energy Environ. Sci. ENVIRON SCI-NANO ENVIRON SCI-PROC IMP ENVIRON SCI-WAT RES Faraday Discuss. Food Funct. Green Chem. Inorg. Chem. Front. Integr. Biol. J. Anal. At. Spectrom. J. Mater. Chem. A J. Mater. Chem. B J. Mater. Chem. C Lab Chip Mater. Chem. Front. Mater. Horiz. MEDCHEMCOMM Metallomics Mol. Biosyst. Mol. Syst. Des. Eng. Nanoscale Nanoscale Horiz. Nat. Prod. Rep. New J. Chem. Org. Biomol. Chem. Org. Chem. Front. PHOTOCH PHOTOBIO SCI PCCP Polym. Chem.
×
引用
GB/T 7714-2015
复制
MLA
复制
APA
复制
导出至
BibTeX EndNote RefMan NoteFirst NoteExpress
×
0
微信
客服QQ
Book学术公众号 扫码关注我们
反馈
×
意见反馈
请填写您的意见或建议
请填写您的手机或邮箱
×
提示
您的信息不完整,为了账户安全,请先补充。
现在去补充
×
提示
您因"违规操作"
具体请查看互助需知
我知道了
×
提示
现在去查看 取消
×
提示
确定
Book学术官方微信
Book学术文献互助
Book学术文献互助群
群 号:481959085
Book学术
文献互助 智能选刊 最新文献 互助须知 联系我们:info@booksci.cn
Book学术提供免费学术资源搜索服务,方便国内外学者检索中英文文献。致力于提供最便捷和优质的服务体验。
Copyright © 2023 Book学术 All rights reserved.
ghs 京公网安备 11010802042870号 京ICP备2023020795号-1