Pub Date : 2022-11-16DOI: 10.1177/14707853221139599
Y. Ekinci, A. Güran
The study addresses the long-term effects of promotions in terms of movement in a value-based segmentation (lead, iron, gold, platinum), instead of simply looking at response rates that occur shortly after the promotion. The study develops a framework for planning an optimal promotion strategy via Markov Decision Processes and Machine Learning methods for an online department store. In the first phase, the states are set as the customer profitability segments in order to conduct the MDPs. Then, MDP model is solved, and the optimal decision for each segment is determined. In the second phase, in order to aid the company for making their plans for the next year, the segment that the customer will belong to next year should be predicted. Prediction of the future customer profitability segment is performed by using several machine learning algorithms, and the best performing model is selected. Using this best performing model, the company can predict the future (potential) profitability segment of the customer and make plans which include the optimal promotions that will be directed to the customers depending on their segments (these optimal promotions are the outcomes of the first phase). The proposed framework can be applied by practitioners in e-commerce companies which keep customer data.
{"title":"Development of a hybrid model to plan segment based optimal promotion strategy","authors":"Y. Ekinci, A. Güran","doi":"10.1177/14707853221139599","DOIUrl":"https://doi.org/10.1177/14707853221139599","url":null,"abstract":"The study addresses the long-term effects of promotions in terms of movement in a value-based segmentation (lead, iron, gold, platinum), instead of simply looking at response rates that occur shortly after the promotion. The study develops a framework for planning an optimal promotion strategy via Markov Decision Processes and Machine Learning methods for an online department store. In the first phase, the states are set as the customer profitability segments in order to conduct the MDPs. Then, MDP model is solved, and the optimal decision for each segment is determined. In the second phase, in order to aid the company for making their plans for the next year, the segment that the customer will belong to next year should be predicted. Prediction of the future customer profitability segment is performed by using several machine learning algorithms, and the best performing model is selected. Using this best performing model, the company can predict the future (potential) profitability segment of the customer and make plans which include the optimal promotions that will be directed to the customers depending on their segments (these optimal promotions are the outcomes of the first phase). The proposed framework can be applied by practitioners in e-commerce companies which keep customer data.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"65 1","pages":"642 - 662"},"PeriodicalIF":3.0,"publicationDate":"2022-11-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41546312","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 : 2022-11-16DOI: 10.1177/14707853221139576
Elizabeth Crosby, Kim McKeage, T. Rittenburg, N. Adkins
The lived experiences of marginalised consumers are relatively absent in the marketing canon. In this article, we propose layering a trauma-informed approach onto the qualitative research methodologies of depth-interviewing and collaging to enhance the voices of marginalised consumers. Although marketing researchers are trained to consider potential risks to research participants, little formal guidance exists on how to negotiate the research space when the phenomenon of interest involves or intersects with consumer marginalisation. Application of a trauma-informed approach (TIA) not only offers a path toward effective methodologies to better understand the lived experiences of marginalised consumers, but also provides a method to amplify their voices. Adopting a TIA approach ensuring informants’ physical and emotional safety can build trust, engage informants in the research process, and encourage open, honest responses among marginalised consumers who often feel disenfranchised in the marketplace.
{"title":"Amplifying marginalised consumers’ voices: A case for trauma-informed qualitative methodologies","authors":"Elizabeth Crosby, Kim McKeage, T. Rittenburg, N. Adkins","doi":"10.1177/14707853221139576","DOIUrl":"https://doi.org/10.1177/14707853221139576","url":null,"abstract":"The lived experiences of marginalised consumers are relatively absent in the marketing canon. In this article, we propose layering a trauma-informed approach onto the qualitative research methodologies of depth-interviewing and collaging to enhance the voices of marginalised consumers. Although marketing researchers are trained to consider potential risks to research participants, little formal guidance exists on how to negotiate the research space when the phenomenon of interest involves or intersects with consumer marginalisation. Application of a trauma-informed approach (TIA) not only offers a path toward effective methodologies to better understand the lived experiences of marginalised consumers, but also provides a method to amplify their voices. Adopting a TIA approach ensuring informants’ physical and emotional safety can build trust, engage informants in the research process, and encourage open, honest responses among marginalised consumers who often feel disenfranchised in the marketplace.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"65 1","pages":"320 - 339"},"PeriodicalIF":3.0,"publicationDate":"2022-11-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47404453","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 : 2022-11-16DOI: 10.1177/14707853221139700
Jayne Lawrence (Wiradjuri), Mark Lock (Ngiyampaa), Jodie Kleinschafer, Phillip Naden (Wiradjuri and Gamilaraay), Cassandra Gibbs (Gamilaraay), Joseph Gordon (Ngemba and Barranbinja), Oliver K Burmeister
Bringing together individuals of diverse perspectives in a research team can be challenging, especially when one perspective has been largely unacknowledged. The phrase ‘Value co-creation’ is used ...
{"title":"Value Co-Creation: For respectful research with Aboriginal Australians","authors":"Jayne Lawrence (Wiradjuri), Mark Lock (Ngiyampaa), Jodie Kleinschafer, Phillip Naden (Wiradjuri and Gamilaraay), Cassandra Gibbs (Gamilaraay), Joseph Gordon (Ngemba and Barranbinja), Oliver K Burmeister","doi":"10.1177/14707853221139700","DOIUrl":"https://doi.org/10.1177/14707853221139700","url":null,"abstract":"Bringing together individuals of diverse perspectives in a research team can be challenging, especially when one perspective has been largely unacknowledged. The phrase ‘Value co-creation’ is used ...","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"17 1","pages":""},"PeriodicalIF":3.0,"publicationDate":"2022-11-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138505633","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 : 2022-11-05DOI: 10.1177/14707853221137467
Mona Nikidehaghani, Freda Hui-Truscott, C. Cortese
In this paper, we critically reflect on the methodological challenges encountered during a qualitative research project that examined the effectiveness of the Australian National Disability Insurance Scheme (NDIS). We draw on Lewis and Mehmet’s (2021) approach that combines aspects of autoethnography and reflexivity to focus on three key areas, inclusive research, informed consent, and recruitment, which we have considered in terms of mistrust and the roles of the gatekeeper. This paper contributes to our understanding of researching vulnerable and marginalised populations and highlights learnings for marketers as they seek to identify how to adequately capture the voices of the often voiceless. Key implications include acknowledging vulnerability as a multi-dimensional concept, adopting a continual reflective approach, selecting appropriate channels of communication, and considering team dynamics before and during research implementation. By showcasing our learning experiences, we guide other market researchers who are interested in exploring similarly marginalised or vulnerable groups.
{"title":"Researching vulnerable participants: The role of critical reflexivity in overcoming methodological challenges","authors":"Mona Nikidehaghani, Freda Hui-Truscott, C. Cortese","doi":"10.1177/14707853221137467","DOIUrl":"https://doi.org/10.1177/14707853221137467","url":null,"abstract":"In this paper, we critically reflect on the methodological challenges encountered during a qualitative research project that examined the effectiveness of the Australian National Disability Insurance Scheme (NDIS). We draw on Lewis and Mehmet’s (2021) approach that combines aspects of autoethnography and reflexivity to focus on three key areas, inclusive research, informed consent, and recruitment, which we have considered in terms of mistrust and the roles of the gatekeeper. This paper contributes to our understanding of researching vulnerable and marginalised populations and highlights learnings for marketers as they seek to identify how to adequately capture the voices of the often voiceless. Key implications include acknowledging vulnerability as a multi-dimensional concept, adopting a continual reflective approach, selecting appropriate channels of communication, and considering team dynamics before and during research implementation. By showcasing our learning experiences, we guide other market researchers who are interested in exploring similarly marginalised or vulnerable groups.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"65 1","pages":"237 - 258"},"PeriodicalIF":3.0,"publicationDate":"2022-11-05","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44953023","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 : 2022-11-01DOI: 10.1177/14707853221132216
Ceren Hayran, Melis Ceylan
More companies are engaging with consumers in real-time on digital platforms, which may lead to accidental or unintentional sharing of messages. Accordingly, how to manage online brand crises has become an increasingly important issue for marketing managers. The present research explores how online brand blunders influence consumers’ trust and liking toward the blunderer brand, and the role of brand commitment in this relationship. Three studies show that consumers evaluate online brand blunders differently than they do product performance problems. Specifically, upon receiving negative brand blunder information, high (vs. low)-commitment consumers’ brand trust and brand liking decrease to a higher extent due to finding the blunder less humorous and more offensive. On the contrary, upon receiving negative product performance information, low (vs. high)-commitment consumers’ brand trust and brand liking decrease to a higher extent, which supports previous literature. Our findings suggest that managers should prioritize high and low-commitment consumers differently and tailor blunder communication in handling online brand crises.
{"title":"Impact of social media brand blunders on brand trust and brand liking","authors":"Ceren Hayran, Melis Ceylan","doi":"10.1177/14707853221132216","DOIUrl":"https://doi.org/10.1177/14707853221132216","url":null,"abstract":"More companies are engaging with consumers in real-time on digital platforms, which may lead to accidental or unintentional sharing of messages. Accordingly, how to manage online brand crises has become an increasingly important issue for marketing managers. The present research explores how online brand blunders influence consumers’ trust and liking toward the blunderer brand, and the role of brand commitment in this relationship. Three studies show that consumers evaluate online brand blunders differently than they do product performance problems. Specifically, upon receiving negative brand blunder information, high (vs. low)-commitment consumers’ brand trust and brand liking decrease to a higher extent due to finding the blunder less humorous and more offensive. On the contrary, upon receiving negative product performance information, low (vs. high)-commitment consumers’ brand trust and brand liking decrease to a higher extent, which supports previous literature. Our findings suggest that managers should prioritize high and low-commitment consumers differently and tailor blunder communication in handling online brand crises.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"65 1","pages":"466 - 483"},"PeriodicalIF":3.0,"publicationDate":"2022-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46372125","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 : 2022-11-01DOI: 10.1177/14707853211068008
Zeming Chen, A. Cernat, N. Shlomo, S. Eckman
Web surveys have become increasingly popular over the last decade, but they tend to suffer from breakoffs, which take place when respondents start the survey but do not complete it. Many studies have investigated the factors impacting breakoffs, but they often ignored the breakoff timing and gave scant attention to two factors: question topics and filter question formats (grouped vs. interleafed as defined by whether filter questions are presented upfront or not). Using survival analysis, this study first identifies when breakoffs are more likely to happen and what are the time-varying predictors of breakoffs. Then, by using a web survey that experimentally manipulates the filter question format and randomly orders the question topic, this study investigates the effect of question topics and filter question formats on the breakoff event and its timing. We find that most breakoffs tend to happen at the beginning of the questionnaire and at the place where a new question topic is introduced. While item nonresponse is associated with more breakoffs, it is surprising to see that open-ended and long questions are associated with a lower breakoff risk. Additionally, we discover that grouping the filter questions leads to fewer breakoffs at the beginning compared to the interleafed counterpart, but the breakoff risk in the grouped format catches up quickly when respondents realise their previous answers will trigger more questions. This study also shows that questions about insurance have more breakoffs while questions on demographics and income have fewer breakoffs despite their sensitivity level.
{"title":"Impact of question topics and filter question formats on web survey breakoffs","authors":"Zeming Chen, A. Cernat, N. Shlomo, S. Eckman","doi":"10.1177/14707853211068008","DOIUrl":"https://doi.org/10.1177/14707853211068008","url":null,"abstract":"Web surveys have become increasingly popular over the last decade, but they tend to suffer from breakoffs, which take place when respondents start the survey but do not complete it. Many studies have investigated the factors impacting breakoffs, but they often ignored the breakoff timing and gave scant attention to two factors: question topics and filter question formats (grouped vs. interleafed as defined by whether filter questions are presented upfront or not). Using survival analysis, this study first identifies when breakoffs are more likely to happen and what are the time-varying predictors of breakoffs. Then, by using a web survey that experimentally manipulates the filter question format and randomly orders the question topic, this study investigates the effect of question topics and filter question formats on the breakoff event and its timing. We find that most breakoffs tend to happen at the beginning of the questionnaire and at the place where a new question topic is introduced. While item nonresponse is associated with more breakoffs, it is surprising to see that open-ended and long questions are associated with a lower breakoff risk. Additionally, we discover that grouping the filter questions leads to fewer breakoffs at the beginning compared to the interleafed counterpart, but the breakoff risk in the grouped format catches up quickly when respondents realise their previous answers will trigger more questions. This study also shows that questions about insurance have more breakoffs while questions on demographics and income have fewer breakoffs despite their sensitivity level.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"64 1","pages":"710 - 726"},"PeriodicalIF":3.0,"publicationDate":"2022-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49362441","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 : 2022-11-01DOI: 10.1177/14707853221137459
Neil Hair, Duygu Akdevelioglu, Moira K. Clark
Ethical considerations are increasingly important because new online techniques of research such as online ethnography often have novel ethical challenges. Our research aims to help online ethnographers by providing a moral/philosophical framework to be used in making ethical decisions and guiding them to reflect on how these decisions affect and justify their methodological choices. We draw upon prior research on ethics and online ethnography, and utilize five key dimensions of moral and philosophical principles (autonomy, non-maleficence, beneficence, justice and trust, explicability) for our framework. Our research highlights essential ethical questions such as selecting a philosophical basis as your ethical frame and coming to terms with ambiguity, and related methodological guidelines such as avoiding personal prejudice, assumptions and bias, research site entry strategy, researcher’s communication with the participants, protection of data, research site exit strategy and communicating online research findings. This paper contributes to the existing literature by identifying how moral and philosophical guidelines impact our ethical and methodological choices when engaging in online ethnography and what this means in terms of research practice.
{"title":"The philosophical and methodological guidelines for ethical online ethnography","authors":"Neil Hair, Duygu Akdevelioglu, Moira K. Clark","doi":"10.1177/14707853221137459","DOIUrl":"https://doi.org/10.1177/14707853221137459","url":null,"abstract":"Ethical considerations are increasingly important because new online techniques of research such as online ethnography often have novel ethical challenges. Our research aims to help online ethnographers by providing a moral/philosophical framework to be used in making ethical decisions and guiding them to reflect on how these decisions affect and justify their methodological choices. We draw upon prior research on ethics and online ethnography, and utilize five key dimensions of moral and philosophical principles (autonomy, non-maleficence, beneficence, justice and trust, explicability) for our framework. Our research highlights essential ethical questions such as selecting a philosophical basis as your ethical frame and coming to terms with ambiguity, and related methodological guidelines such as avoiding personal prejudice, assumptions and bias, research site entry strategy, researcher’s communication with the participants, protection of data, research site exit strategy and communicating online research findings. This paper contributes to the existing literature by identifying how moral and philosophical guidelines impact our ethical and methodological choices when engaging in online ethnography and what this means in terms of research practice.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"65 1","pages":"12 - 28"},"PeriodicalIF":3.0,"publicationDate":"2022-11-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48896953","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 : 2022-10-25DOI: 10.1177/14707853221135542
Hua Meng, C. Zamudio, Jamie L. Grigsby
Prior consumer knowledge research compares differences between experts and novices within a product category, implicitly assuming that novices are similar across categories. Relying on the differences between incidental and intentional learning, as well as on the unique physiological characteristics of olfaction processing, we examine this assumption, comparing novice consumers between olfactory and non-olfactory categories and suggesting that olfactory novices are unique. Using electronic word-of-mouth (eWOM) analysis and experiments, we find that olfactory novices are more familiar with technical terms than non-olfactory novices in their product category. Thus, when exposed to technical olfactory product descriptions, olfactory novices are more confident in evaluating products by gaining a higher sense of understanding. This cross-category novice comparison and the underlying cognitive mechanism are new to the literature. The research highlights the theoretical importance of how olfactory novices are unique and shows how eWOM and experimental data can be combined in sensory marketing. Practically, we suggest scented product managers to provide more technical product descriptions for olfactory novices, especially when product trial is not feasible (e.g., online purchases).
{"title":"The novice nose knows: How olfactory knowledge shapes evaluation confidence","authors":"Hua Meng, C. Zamudio, Jamie L. Grigsby","doi":"10.1177/14707853221135542","DOIUrl":"https://doi.org/10.1177/14707853221135542","url":null,"abstract":"Prior consumer knowledge research compares differences between experts and novices within a product category, implicitly assuming that novices are similar across categories. Relying on the differences between incidental and intentional learning, as well as on the unique physiological characteristics of olfaction processing, we examine this assumption, comparing novice consumers between olfactory and non-olfactory categories and suggesting that olfactory novices are unique. Using electronic word-of-mouth (eWOM) analysis and experiments, we find that olfactory novices are more familiar with technical terms than non-olfactory novices in their product category. Thus, when exposed to technical olfactory product descriptions, olfactory novices are more confident in evaluating products by gaining a higher sense of understanding. This cross-category novice comparison and the underlying cognitive mechanism are new to the literature. The research highlights the theoretical importance of how olfactory novices are unique and shows how eWOM and experimental data can be combined in sensory marketing. Practically, we suggest scented product managers to provide more technical product descriptions for olfactory novices, especially when product trial is not feasible (e.g., online purchases).","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"65 1","pages":"448 - 465"},"PeriodicalIF":3.0,"publicationDate":"2022-10-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41389173","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 : 2022-10-22DOI: 10.1177/14707853221136004
A. Malshe, J. Al-Khatib
Potential challenges in conducting international sales research, coupled with the lack of systematic guidance currently prevent western sales scholars from conducting research in emerging market contexts. The authors draw upon (a) their decade-long experience in conducting qualitative sales research in the Middle East (ME), as well as (b) depth interview data they collected specifically for this paper from eleven academics engaged in doing sales research in that region to propose a three-step framework for conducting qualitative sales research within the ME. The exclusivity of this framework to the ME context is rooted in its responsiveness to the unique elements and idiosyncrasies inherent within the ME culture. In addition to offering a systematic guidance, the framework implies that it is not the research expertise of the western scholars, but their ability to understand and respond to cultural nuances, and cultivate and employ soft skills such as communication, trust, relationship building, and/or mutual respect that may make or break their foray into conducting sales research in the ME markets.
{"title":"A template for conducting qualitative sales research in the Middle East","authors":"A. Malshe, J. Al-Khatib","doi":"10.1177/14707853221136004","DOIUrl":"https://doi.org/10.1177/14707853221136004","url":null,"abstract":"Potential challenges in conducting international sales research, coupled with the lack of systematic guidance currently prevent western sales scholars from conducting research in emerging market contexts. The authors draw upon (a) their decade-long experience in conducting qualitative sales research in the Middle East (ME), as well as (b) depth interview data they collected specifically for this paper from eleven academics engaged in doing sales research in that region to propose a three-step framework for conducting qualitative sales research within the ME. The exclusivity of this framework to the ME context is rooted in its responsiveness to the unique elements and idiosyncrasies inherent within the ME culture. In addition to offering a systematic guidance, the framework implies that it is not the research expertise of the western scholars, but their ability to understand and respond to cultural nuances, and cultivate and employ soft skills such as communication, trust, relationship building, and/or mutual respect that may make or break their foray into conducting sales research in the ME markets.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"65 1","pages":"29 - 51"},"PeriodicalIF":3.0,"publicationDate":"2022-10-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44704056","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 : 2022-10-14DOI: 10.1177/14707853221133048
Christopher Martin, Tom Mathar, Charlotte Duff, Katharine Johnson, Tereza Anderson
The cause-and-effect relationship between incentives and market research response rates is well documented. In general, we understand that - mediated by factors such as privacy and difficulty - the greater the compensation offered to participants, the greater propensity for task completion. However, there is little understanding of how the way in which an incentive is communicated impacts results. We believe studying this field will help insight industry practitioners who are often challenged by limited or fixed incentive budgets. By exploring and ranking framing methods, we aim to recommend to researchers the tactical options that will maximise return on investment. In this initial exploration, we have narrowed framing choices to a set identified by the field of behavioural economics. In particular, we investigate the relative impact of: (1) financial incentives, (2) the endowment effect, (3) social proof, (4) altruism and, (5) financial incentives plus loss aversion. These conditions can be considered to broadly fit within one of three categories: (a) financial incentives alone, (b) behavioural principles alone, (c) financial incentives plus behavioural principles. To replicate the real-world challenges of insight professionals, this was tested in an experimental design that sought to recruit existing Aegon customers into a new research panel. The experimental case study format also lends itself to high volumes. The results of this study are based on 91,289 recruitment emails delivered to Aegon customers across various weekday mornings. Each email contained either neutral information regarding the incentive to join - the opportunity to win up to £250 - or the same message framed using one of the experimental methods in test. Messages were repeated both in the subject line and the email body. Results were measured and analysed at the points of: (A) email open, (B) email click, (C) conversion as defined by screener completion, (D) conversion as defined by panel account created, and (E) engagement as defined by completing at least one task on the panel eligible for a point reward within 3 months of signup. Additionally, the unsubscribe rate was measured and compared across all messages. Prior to the launch of the study, our hypotheses were that email communications which utitlised the endowment effect, social proof or altruism would lead to higher conversion rates than messages regarding incentivisation. Further, we hypothesised that emails which utilised both financial incentives plus loss aversion framing in an additive capacity would deliver the highest conversion rate. Our analysis led to a rejection of all hypotheses. Ultimately, it was concluded that none of the tested framing effects performed significantly better, as per chi-squared tests, than the financial incentive group across open rate, click rate, conversion rate or engagement rate. However, the addition of loss aversion performed on par with the incentive only group for panel engage
{"title":"The Impact of Behavioural Framing Effects on Market Research Conversion Rates","authors":"Christopher Martin, Tom Mathar, Charlotte Duff, Katharine Johnson, Tereza Anderson","doi":"10.1177/14707853221133048","DOIUrl":"https://doi.org/10.1177/14707853221133048","url":null,"abstract":"The cause-and-effect relationship between incentives and market research response rates is well documented. In general, we understand that - mediated by factors such as privacy and difficulty - the greater the compensation offered to participants, the greater propensity for task completion. However, there is little understanding of how the way in which an incentive is communicated impacts results. We believe studying this field will help insight industry practitioners who are often challenged by limited or fixed incentive budgets. By exploring and ranking framing methods, we aim to recommend to researchers the tactical options that will maximise return on investment. In this initial exploration, we have narrowed framing choices to a set identified by the field of behavioural economics. In particular, we investigate the relative impact of: (1) financial incentives, (2) the endowment effect, (3) social proof, (4) altruism and, (5) financial incentives plus loss aversion. These conditions can be considered to broadly fit within one of three categories: (a) financial incentives alone, (b) behavioural principles alone, (c) financial incentives plus behavioural principles. To replicate the real-world challenges of insight professionals, this was tested in an experimental design that sought to recruit existing Aegon customers into a new research panel. The experimental case study format also lends itself to high volumes. The results of this study are based on 91,289 recruitment emails delivered to Aegon customers across various weekday mornings. Each email contained either neutral information regarding the incentive to join - the opportunity to win up to £250 - or the same message framed using one of the experimental methods in test. Messages were repeated both in the subject line and the email body. Results were measured and analysed at the points of: (A) email open, (B) email click, (C) conversion as defined by screener completion, (D) conversion as defined by panel account created, and (E) engagement as defined by completing at least one task on the panel eligible for a point reward within 3 months of signup. Additionally, the unsubscribe rate was measured and compared across all messages. Prior to the launch of the study, our hypotheses were that email communications which utitlised the endowment effect, social proof or altruism would lead to higher conversion rates than messages regarding incentivisation. Further, we hypothesised that emails which utilised both financial incentives plus loss aversion framing in an additive capacity would deliver the highest conversion rate. Our analysis led to a rejection of all hypotheses. Ultimately, it was concluded that none of the tested framing effects performed significantly better, as per chi-squared tests, than the financial incentive group across open rate, click rate, conversion rate or engagement rate. However, the addition of loss aversion performed on par with the incentive only group for panel engage","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"65 1","pages":"507 - 523"},"PeriodicalIF":3.0,"publicationDate":"2022-10-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42539312","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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