Pub Date : 2023-06-26DOI: 10.1177/14707853231184740
F. Gilal, J. Paul, R. Gilal, Naeem Gul Gilal
This paper presents a rigorous and in-depth systematic review of the literature on Basic Psychological Needs Theory (BPNT) and its applications in marketing research. Despite the widespread use of conventional models and theories in marketing research, motivational theories, such as BPNT, which have demonstrated significant effectiveness in driving motivation, have been relatively neglected. BPNT proposes that fulfilling basic psychological needs for autonomy, competence, and relatedness (ACR) leads to intrinsic motivation, emotional stability, and strong attachment. Our systematic review identifies how the constructs underpinned by BPNT have been utilized, as well as what research designs, contexts, and methodologies have been applied in marketing research. By integrating BPNT into marketing research, the authors aim to provide researchers with much-needed directions for future research and advocate for its continued growth. Specifically, the review notes tensions in terms of contradictory findings, identifies major gaps, and operationalizes BPNT in marketing research by establishing a set of marketing priorities (provided in the form of testable propositions) in seven major domains under the lens of BPNT. As the first systematic literature review of its kind, this theoretical study serves as an essential reference and valuable resource for scholars and practitioners aiming to explore and integrate BPNT into their research and practice.
{"title":"Advancing basic psychological needs theory in marketing research","authors":"F. Gilal, J. Paul, R. Gilal, Naeem Gul Gilal","doi":"10.1177/14707853231184740","DOIUrl":"https://doi.org/10.1177/14707853231184740","url":null,"abstract":"This paper presents a rigorous and in-depth systematic review of the literature on Basic Psychological Needs Theory (BPNT) and its applications in marketing research. Despite the widespread use of conventional models and theories in marketing research, motivational theories, such as BPNT, which have demonstrated significant effectiveness in driving motivation, have been relatively neglected. BPNT proposes that fulfilling basic psychological needs for autonomy, competence, and relatedness (ACR) leads to intrinsic motivation, emotional stability, and strong attachment. Our systematic review identifies how the constructs underpinned by BPNT have been utilized, as well as what research designs, contexts, and methodologies have been applied in marketing research. By integrating BPNT into marketing research, the authors aim to provide researchers with much-needed directions for future research and advocate for its continued growth. Specifically, the review notes tensions in terms of contradictory findings, identifies major gaps, and operationalizes BPNT in marketing research by establishing a set of marketing priorities (provided in the form of testable propositions) in seven major domains under the lens of BPNT. As the first systematic literature review of its kind, this theoretical study serves as an essential reference and valuable resource for scholars and practitioners aiming to explore and integrate BPNT into their research and practice.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":" ","pages":""},"PeriodicalIF":3.0,"publicationDate":"2023-06-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43263518","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-06-24DOI: 10.1177/14707853231186309
Ann E. Schlosser
The Net Promotor Score (NPS) is ubiquitous, relying on a single-item question to capture consumers’ word-of-mouth (WOM). The question asks consumers for their likelihood of recommending a brand to friends and colleagues. Despite its popularity and advantages over longer satisfaction surveys, NPS has potential weaknesses. Among them are that the NPS question (1) is double-barreled by asking in a single question for likelihood to recommend to friends and likelihood to recommend to colleagues, (2) focuses on recommendations, and thus, ignores consumers’ likelihood to spread negative WOM, and (3) ignores online WOM, which often involves recommendations to strangers rather than friends or colleagues. This paper empirically tests these three potential weaknesses of the NPS measure on the WOM conclusions derived from NPS. Specifically, three experiments vary whether NPS assesses likelihood to recommend to a friend and colleague in a single question (how NPS is currently measured) or in two separate questions. In addition, NPS is compared to responses to an explicit negative WOM question (intent to warn others about the brand). Moreover, across studies, the NPS is reported for a recent positive experience and either a recent negative experience or a recent mixed experience. NPS is also compared to likelihood to engage in online WOM in terms of posting an online review and the intended online rating. By examining these issues, this research sheds light on consumers’ interpretations of NPS, the factors that influence these interpretations, and how these factors affect NPS’ ability to predict negative WOM, online WOM, as well as satisfaction, loyal behavior, and WOM in general.
{"title":"To recommend or not recommend is the question: Does NPS predict word-of-mouth?","authors":"Ann E. Schlosser","doi":"10.1177/14707853231186309","DOIUrl":"https://doi.org/10.1177/14707853231186309","url":null,"abstract":"The Net Promotor Score (NPS) is ubiquitous, relying on a single-item question to capture consumers’ word-of-mouth (WOM). The question asks consumers for their likelihood of recommending a brand to friends and colleagues. Despite its popularity and advantages over longer satisfaction surveys, NPS has potential weaknesses. Among them are that the NPS question (1) is double-barreled by asking in a single question for likelihood to recommend to friends and likelihood to recommend to colleagues, (2) focuses on recommendations, and thus, ignores consumers’ likelihood to spread negative WOM, and (3) ignores online WOM, which often involves recommendations to strangers rather than friends or colleagues. This paper empirically tests these three potential weaknesses of the NPS measure on the WOM conclusions derived from NPS. Specifically, three experiments vary whether NPS assesses likelihood to recommend to a friend and colleague in a single question (how NPS is currently measured) or in two separate questions. In addition, NPS is compared to responses to an explicit negative WOM question (intent to warn others about the brand). Moreover, across studies, the NPS is reported for a recent positive experience and either a recent negative experience or a recent mixed experience. NPS is also compared to likelihood to engage in online WOM in terms of posting an online review and the intended online rating. By examining these issues, this research sheds light on consumers’ interpretations of NPS, the factors that influence these interpretations, and how these factors affect NPS’ ability to predict negative WOM, online WOM, as well as satisfaction, loyal behavior, and WOM in general.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":" ","pages":""},"PeriodicalIF":3.0,"publicationDate":"2023-06-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42690411","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-06-21DOI: 10.1177/14707853231184745
Cornelia E Neuert, Tobias Gummer
The present study introduces the concept of validating data quality indicators through re-classification. We use the term re-classification to mean the evaluation of how well an indicator detects the quality of different versions of a survey question for which the quality is known a priori. We illustrate its application with two examples. In both, we make use of 12 questions from prior experiments that manipulated text features of questions to create ‘low’ and ‘high’ quality versions of each question. In the first example, we coded each question version in SQP 2.1 to obtain indicators of validity, reliability, and quality. We compared these indicators between the two versions of each question to assess whether the SQP outcomes were sensitive to text features. In the second example, we used a pretest survey to obtain three indicators of survey quality: response latencies, item nonresponse, and consistency over time. Again, we compared these indicators between question versions to assess whether the indicators were sensitive to text features. We give recommendations for applying re-classification and an outlook for future research opportunities.
{"title":"Introducing the Validation of Data Quality Indicators Through Re-Classification: The example of SQP and pretest surveys","authors":"Cornelia E Neuert, Tobias Gummer","doi":"10.1177/14707853231184745","DOIUrl":"https://doi.org/10.1177/14707853231184745","url":null,"abstract":"The present study introduces the concept of validating data quality indicators through re-classification. We use the term re-classification to mean the evaluation of how well an indicator detects the quality of different versions of a survey question for which the quality is known a priori. We illustrate its application with two examples. In both, we make use of 12 questions from prior experiments that manipulated text features of questions to create ‘low’ and ‘high’ quality versions of each question. In the first example, we coded each question version in SQP 2.1 to obtain indicators of validity, reliability, and quality. We compared these indicators between the two versions of each question to assess whether the SQP outcomes were sensitive to text features. In the second example, we used a pretest survey to obtain three indicators of survey quality: response latencies, item nonresponse, and consistency over time. Again, we compared these indicators between question versions to assess whether the indicators were sensitive to text features. We give recommendations for applying re-classification and an outlook for future research opportunities.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"6 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-06-21","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"136354162","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
In this research note, we address the potentials of using interviewer-observed paradata, typically collected during face-to-face-only interviews, in mixed-mode and innovative data collection methods that involve an interviewer at some stage (e.g., during the initial contact or during the interview). To this end, we first provide a systematic overview of the types and purposes of the interviewer-observed paradata most commonly collected in face-to-face interviews—contact form data, interviewer observations, and interviewer evaluations—using the methodology of evidence mapping. Based on selected studies, we illustrate the main purposes of interviewer-observed paradata we identified—including fieldwork management, propensity modeling, nonresponse bias analysis, substantive analysis, and survey data quality assessment. Based on this, we discuss the possible use of interviewer-observed paradata in mixed-mode and innovative data collection methods. We conclude with thoughts on new types of interviewer-observed paradata and the potential of combining paradata from different survey modes.
{"title":"Interviewer-Observed Paradata in Mixed-Mode and Innovative Data Collection","authors":"Tanja Kunz, Jessica Daikeler, Daniela Ackermann-Piek","doi":"10.1177/14707853231184742","DOIUrl":"https://doi.org/10.1177/14707853231184742","url":null,"abstract":"In this research note, we address the potentials of using interviewer-observed paradata, typically collected during face-to-face-only interviews, in mixed-mode and innovative data collection methods that involve an interviewer at some stage (e.g., during the initial contact or during the interview). To this end, we first provide a systematic overview of the types and purposes of the interviewer-observed paradata most commonly collected in face-to-face interviews—contact form data, interviewer observations, and interviewer evaluations—using the methodology of evidence mapping. Based on selected studies, we illustrate the main purposes of interviewer-observed paradata we identified—including fieldwork management, propensity modeling, nonresponse bias analysis, substantive analysis, and survey data quality assessment. Based on this, we discuss the possible use of interviewer-observed paradata in mixed-mode and innovative data collection methods. We conclude with thoughts on new types of interviewer-observed paradata and the potential of combining paradata from different survey modes.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":" ","pages":""},"PeriodicalIF":3.0,"publicationDate":"2023-06-20","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43553040","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-06-16DOI: 10.1177/14707853231184729
P. Coombes
Literature reviews are an essential feature of academic research because, fundamentally, the advancement of knowledge must be built on prior existing work, and to push the frontiers of knowledge, one must be clear as to where these frontiers presently are. By systematically analyzing, synthesizing, and summarizing bodies of related literature, hypotheses can be tested and/or new theories and insights developed. However, despite the recent increase in systematic review research in business and management, and particularly marketing literature, arguably, many reviews continue to be poorly undertaken and reported due to a lack of a rigorous modus operandi for their journal editors, reviewers, and readers. The purpose of this paper is twofold, first to offer marketing researchers and practitioners a modus operandi to better demonstrate the optimization of rigor when undertaking quantitative systematic review research, and second to represent a call-to-action for marketing scholarship to engage further with optimizing rigorous systematic review research in the future. The paper thereby contributes to marketing literature by offering researchers and practitioners a three-stage protocol to demonstrate the optimization of rigor when undertaking systematic review research.
{"title":"Systematic Review Research in Marketing Scholarship: Optimizing Rigor","authors":"P. Coombes","doi":"10.1177/14707853231184729","DOIUrl":"https://doi.org/10.1177/14707853231184729","url":null,"abstract":"Literature reviews are an essential feature of academic research because, fundamentally, the advancement of knowledge must be built on prior existing work, and to push the frontiers of knowledge, one must be clear as to where these frontiers presently are. By systematically analyzing, synthesizing, and summarizing bodies of related literature, hypotheses can be tested and/or new theories and insights developed. However, despite the recent increase in systematic review research in business and management, and particularly marketing literature, arguably, many reviews continue to be poorly undertaken and reported due to a lack of a rigorous modus operandi for their journal editors, reviewers, and readers. The purpose of this paper is twofold, first to offer marketing researchers and practitioners a modus operandi to better demonstrate the optimization of rigor when undertaking quantitative systematic review research, and second to represent a call-to-action for marketing scholarship to engage further with optimizing rigorous systematic review research in the future. The paper thereby contributes to marketing literature by offering researchers and practitioners a three-stage protocol to demonstrate the optimization of rigor when undertaking systematic review research.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":" ","pages":""},"PeriodicalIF":3.0,"publicationDate":"2023-06-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44258294","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-05-28DOI: 10.1177/14707853231178167
{"title":"Corrigendum to “Effects of online shopping channel and price discount on near-expiry food sales”","authors":"","doi":"10.1177/14707853231178167","DOIUrl":"https://doi.org/10.1177/14707853231178167","url":null,"abstract":"","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"3 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-05-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"135895192","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-05-10DOI: 10.1177/14707853231173260
C. Boddy
This article reflectively applies measurement tools to gage whether a renowned financier and champion of shareholder capitalism, in 20th century business history, might be categorized as a corporate psychopath. The article examines aspects of the career of the outstanding financial investment manager, Bernie Madoff. Psychopaths and corporate psychopaths are defined as background to the article. Gauges of corporate psychopathy and psychopathy are outlined which could be modified by market research companies to identify corporate psychopathy in organisations as a way of aiding investment decisions into such organisations. The current article concludes that insolvencies such as those at Madoff’s investment company, have been distinguished by CEOs being present who were simultaneously the lauded agents of financial market capitalism and who embodied the traits of the corporate psychopath. The examination of potential corporate psychopaths using this historical methodology helps inform ideas about what the effects of psychopathic leadership may be within economies and gives new insights into the reasons for the greed, risk taking, and unethical practices found in financial markets. Findings support the accepted view that corporate psychopaths can be discovered in senior roles in the financial services sector. This current paper provides new avenues for research offerings from market research companies. For example, business to business researchers could undertake research to identify firms more likely to be longitudinally viable, sustainable and less likely to collapse (i.e., non-psychopathic firms). Investment companies like pension funds could use such research to identify firms that are less risky, more ethical, better led, and therefore safer to invest in.
{"title":"Insights into the bernie madoff financial market scandal which identify new opportunities for business market researchers","authors":"C. Boddy","doi":"10.1177/14707853231173260","DOIUrl":"https://doi.org/10.1177/14707853231173260","url":null,"abstract":"This article reflectively applies measurement tools to gage whether a renowned financier and champion of shareholder capitalism, in 20th century business history, might be categorized as a corporate psychopath. The article examines aspects of the career of the outstanding financial investment manager, Bernie Madoff. Psychopaths and corporate psychopaths are defined as background to the article. Gauges of corporate psychopathy and psychopathy are outlined which could be modified by market research companies to identify corporate psychopathy in organisations as a way of aiding investment decisions into such organisations. The current article concludes that insolvencies such as those at Madoff’s investment company, have been distinguished by CEOs being present who were simultaneously the lauded agents of financial market capitalism and who embodied the traits of the corporate psychopath. The examination of potential corporate psychopaths using this historical methodology helps inform ideas about what the effects of psychopathic leadership may be within economies and gives new insights into the reasons for the greed, risk taking, and unethical practices found in financial markets. Findings support the accepted view that corporate psychopaths can be discovered in senior roles in the financial services sector. This current paper provides new avenues for research offerings from market research companies. For example, business to business researchers could undertake research to identify firms more likely to be longitudinally viable, sustainable and less likely to collapse (i.e., non-psychopathic firms). Investment companies like pension funds could use such research to identify firms that are less risky, more ethical, better led, and therefore safer to invest in.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"1 1","pages":""},"PeriodicalIF":3.0,"publicationDate":"2023-05-10","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41840706","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Over the past decade, political advertising via social media has grown rapidly, spurred by microtargeting, which looks to deliver specific messages to tightly defined audiences. Microtargeting strategies have been claimed to be effective, but questions remain around their cost, when looking to optimise impressions for a given budget. We analyse 11,837 ads aired on Snapchat over a two-year period leading up to the 2020 presidential election in the United States, which differ in the number of targeting criteria applied. We compare the number of impressions and the spend per ad placement (measured in CPM), whilst also considering the length of advertising schedule. We find that using fewer targeting criteria and longer schedules increases impressions with comparable or lower spend than microtargeting. These findings are in line with those from traditional broadcast media, such as TV, highlighting the relevance of existing media scheduling knowledge from traditional platforms for political advertising on newer, digital media.
{"title":"Reaching Voters on Social Media: Planning Political Advertising on Snapchat","authors":"Arry Tanusondjaja, Aaron Michelon, Nicole Hartnett, Lara Stocchi","doi":"10.1177/14707853231175085","DOIUrl":"https://doi.org/10.1177/14707853231175085","url":null,"abstract":"Over the past decade, political advertising via social media has grown rapidly, spurred by microtargeting, which looks to deliver specific messages to tightly defined audiences. Microtargeting strategies have been claimed to be effective, but questions remain around their cost, when looking to optimise impressions for a given budget. We analyse 11,837 ads aired on Snapchat over a two-year period leading up to the 2020 presidential election in the United States, which differ in the number of targeting criteria applied. We compare the number of impressions and the spend per ad placement (measured in CPM), whilst also considering the length of advertising schedule. We find that using fewer targeting criteria and longer schedules increases impressions with comparable or lower spend than microtargeting. These findings are in line with those from traditional broadcast media, such as TV, highlighting the relevance of existing media scheduling knowledge from traditional platforms for political advertising on newer, digital media.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"65 1","pages":"566 - 580"},"PeriodicalIF":3.0,"publicationDate":"2023-05-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42435484","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-04-26DOI: 10.1177/14707853231173262
J. Adams
In 2000, Pincott and Branthwaite published ‘Nothing New Under the Sun?’ which discussed the role of the internet in research both in terms of the hazards and opportunities this confers. Specifically, Pincott and Branthwaite argued that whilst the advent of the internet offers up new approaches and techniques, this must not be at the detriment of methodological rigour and standards we have grown accustomed to in the industry. In this paper, it is argued that the advent of big data, big qual and the emerging potential of the metaverse present new opportunities in research but pose the same questions originally conceived by Pincott & Branthwaite, 2000. Moreover, methodological rigour and standards are framed by three interconnected themes, namely, the role of data science and big data, the importance of softer skills of interpretation and narration and finally, the role of theory in elevating and grounding research.
{"title":"Thinking big – here comes the sun","authors":"J. Adams","doi":"10.1177/14707853231173262","DOIUrl":"https://doi.org/10.1177/14707853231173262","url":null,"abstract":"In 2000, Pincott and Branthwaite published ‘Nothing New Under the Sun?’ which discussed the role of the internet in research both in terms of the hazards and opportunities this confers. Specifically, Pincott and Branthwaite argued that whilst the advent of the internet offers up new approaches and techniques, this must not be at the detriment of methodological rigour and standards we have grown accustomed to in the industry. In this paper, it is argued that the advent of big data, big qual and the emerging potential of the metaverse present new opportunities in research but pose the same questions originally conceived by Pincott & Branthwaite, 2000. Moreover, methodological rigour and standards are framed by three interconnected themes, namely, the role of data science and big data, the importance of softer skills of interpretation and narration and finally, the role of theory in elevating and grounding research.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":" ","pages":""},"PeriodicalIF":3.0,"publicationDate":"2023-04-26","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45587005","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-04-24DOI: 10.1177/14707853231173222
Jae Young Lee, K. Choi, So Yean Kwack
Consumers have an aversion to purchasing near-expiry food products, which leads to enormous food waste and economic loss. Given the importance of this issue, past research has studied the effect of impending expiration date on product sales, but its focus has been limited to perishable food products. Since the expiration dates of non-perishable food products are treated as less important than those of perishable food products, we expect that the resulting effect on sales largely varies by shopping environment. With the growing importance of online shopping in food sales, we examine how the effect of impending expiration date differs between mobile and PC shopping environments. By analyzing a unique data set from an online salvage store, we find that consumer aversion toward near-expiry products is more salient in the PC shopping environment than in the mobile shopping environment. However, when there is a deeper price promotion, the between-channel difference is reduced as the sensitivity of an impending expiration date on sales increases in the mobile shopping environment. These findings not only represent novel contributions to the literature but also provide managerial implications for practitioners.
{"title":"Effects of online shopping channel and price discount on near-expiry food sales","authors":"Jae Young Lee, K. Choi, So Yean Kwack","doi":"10.1177/14707853231173222","DOIUrl":"https://doi.org/10.1177/14707853231173222","url":null,"abstract":"Consumers have an aversion to purchasing near-expiry food products, which leads to enormous food waste and economic loss. Given the importance of this issue, past research has studied the effect of impending expiration date on product sales, but its focus has been limited to perishable food products. Since the expiration dates of non-perishable food products are treated as less important than those of perishable food products, we expect that the resulting effect on sales largely varies by shopping environment. With the growing importance of online shopping in food sales, we examine how the effect of impending expiration date differs between mobile and PC shopping environments. By analyzing a unique data set from an online salvage store, we find that consumer aversion toward near-expiry products is more salient in the PC shopping environment than in the mobile shopping environment. However, when there is a deeper price promotion, the between-channel difference is reduced as the sensitivity of an impending expiration date on sales increases in the mobile shopping environment. These findings not only represent novel contributions to the literature but also provide managerial implications for practitioners.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":" ","pages":""},"PeriodicalIF":3.0,"publicationDate":"2023-04-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42475256","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":4,"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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