Pub Date : 2022-10-14DOI: 10.1177/14707853221134258
John R. Williams, Nicole Hartnett, G. Trinh
The Modern Data Analysis paradigm (Williams, 2021) advocates using multiple methods to address the same research question, which is rarely done in studies of advertising creative effects. In this paper, we apply the MDA paradigm to data from Hartnett, Kennedy, et al. (2016), which coded 158 creative variables for 312 television advertisements with commercially validated short-term sales effectiveness outcomes. We found that many models give higher classification accuracy than the ordinal regression model previously applied, some significantly higher. Importantly, by applying many alternative but equally plausible analytical methods, we can identify creative variables associated with commercial success and have evidence-based confidence that these creative variables are artefacts of the data, and not artefacts of any particular analytical method and its associated assumptions. The findings reveal several alternative creative variables that are consistently associated with sales success across methods, which relate to the timing aspects of visual branding.
{"title":"Finding creative drivers of advertising effectiveness with modern data analysis","authors":"John R. Williams, Nicole Hartnett, G. Trinh","doi":"10.1177/14707853221134258","DOIUrl":"https://doi.org/10.1177/14707853221134258","url":null,"abstract":"The Modern Data Analysis paradigm (Williams, 2021) advocates using multiple methods to address the same research question, which is rarely done in studies of advertising creative effects. In this paper, we apply the MDA paradigm to data from Hartnett, Kennedy, et al. (2016), which coded 158 creative variables for 312 television advertisements with commercially validated short-term sales effectiveness outcomes. We found that many models give higher classification accuracy than the ordinal regression model previously applied, some significantly higher. Importantly, by applying many alternative but equally plausible analytical methods, we can identify creative variables associated with commercial success and have evidence-based confidence that these creative variables are artefacts of the data, and not artefacts of any particular analytical method and its associated assumptions. The findings reveal several alternative creative variables that are consistently associated with sales success across methods, which relate to the timing aspects of visual branding.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"65 1","pages":"423 - 447"},"PeriodicalIF":3.0,"publicationDate":"2022-10-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41577923","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 : 2022-10-07DOI: 10.1177/14707853221132447
M. Raciti
This article is different, in a good way. This article draws inspiration from Australian Indigenous scholar Nakata’s (2007) theory of the cultural interface—the touchpoint between Western knowledge systems and Indigenous knowledge systems. Come with me, and let me tell you a story about Indigenous methodologies and other acts of research sovereignty using an Indigenous storytelling methodology. Let me tell you about my reflections as an Aboriginal marketing professor, and be warned, I will challenge you with provocative questions designed to shock you into new thinking and truth-telling. I will also provide guidance to improve your market research practice.
{"title":"Unmuted: An Indigenist truth-telling provocation","authors":"M. Raciti","doi":"10.1177/14707853221132447","DOIUrl":"https://doi.org/10.1177/14707853221132447","url":null,"abstract":"This article is different, in a good way. This article draws inspiration from Australian Indigenous scholar Nakata’s (2007) theory of the cultural interface—the touchpoint between Western knowledge systems and Indigenous knowledge systems. Come with me, and let me tell you a story about Indigenous methodologies and other acts of research sovereignty using an Indigenous storytelling methodology. Let me tell you about my reflections as an Aboriginal marketing professor, and be warned, I will challenge you with provocative questions designed to shock you into new thinking and truth-telling. I will also provide guidance to improve your market research practice.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"65 1","pages":"183 - 190"},"PeriodicalIF":3.0,"publicationDate":"2022-10-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48624913","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 : 2022-09-22DOI: 10.1177/14707853221129504
Tobias Gummer, Irina Bauer
Since cash lotteries are frequently employed to stimulate participation in web surveys sampled from online access panels, the present study assesses the research gap concerning the relevance of respondents knowing their odds of winning these cash lotteries. Prior studies on the use of cash lotteries have not provided the odds of winning to respondents, which may have obscured their effects. Based on an experiment in which we varied the number of prizes, the size of prizes, and whether respondents knew the odds of winning, we replicated the findings of prior studies on the use of cash lotteries. Most importantly, our findings show that knowing the odds of winning cash lotteries did not affect the participation in our survey and did not influence the effects of other survey design elements. In our study, we provide survey practitioners with recommendations on the use of cash lotteries in online access panels and close with an outlook for future research on this topic.
{"title":"Cash Lotteries in Online Access Panels: Stating the Odds of Winning?","authors":"Tobias Gummer, Irina Bauer","doi":"10.1177/14707853221129504","DOIUrl":"https://doi.org/10.1177/14707853221129504","url":null,"abstract":"Since cash lotteries are frequently employed to stimulate participation in web surveys sampled from online access panels, the present study assesses the research gap concerning the relevance of respondents knowing their odds of winning these cash lotteries. Prior studies on the use of cash lotteries have not provided the odds of winning to respondents, which may have obscured their effects. Based on an experiment in which we varied the number of prizes, the size of prizes, and whether respondents knew the odds of winning, we replicated the findings of prior studies on the use of cash lotteries. Most importantly, our findings show that knowing the odds of winning cash lotteries did not affect the participation in our survey and did not influence the effects of other survey design elements. In our study, we provide survey practitioners with recommendations on the use of cash lotteries in online access panels and close with an outlook for future research on this topic.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"65 1","pages":"3 - 11"},"PeriodicalIF":3.0,"publicationDate":"2022-09-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47560835","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 : 2022-08-16DOI: 10.1177/14707853221119382
Chia-Ning Chiu, Ling-Chieh Kung, Pei-Yu Sun
We analyze a Taiwanese theatre company’s ticket sales from 2008 to 2012 to investigate whether a consumer’s willingness to pay for a ticket was affected by the company’s disclosure of sales information (sales outcome). Sales are stratified by price band in order to understand the unique demand of each price bracket. We hypothesize that the sales outcome of a price band has a positive effect on the willingness to pay for a ticket in that price band, but that effect from other price bands is negative. Our findings support this hypothesis using the historical data of ticket sales from a Taiwanese theater. We also find that the sales speed decreases when the length of selling period becomes longer.
{"title":"Does ticket sales information disclosure affect speed of ticket sales?","authors":"Chia-Ning Chiu, Ling-Chieh Kung, Pei-Yu Sun","doi":"10.1177/14707853221119382","DOIUrl":"https://doi.org/10.1177/14707853221119382","url":null,"abstract":"We analyze a Taiwanese theatre company’s ticket sales from 2008 to 2012 to investigate whether a consumer’s willingness to pay for a ticket was affected by the company’s disclosure of sales information (sales outcome). Sales are stratified by price band in order to understand the unique demand of each price bracket. We hypothesize that the sales outcome of a price band has a positive effect on the willingness to pay for a ticket in that price band, but that effect from other price bands is negative. Our findings support this hypothesis using the historical data of ticket sales from a Taiwanese theater. We also find that the sales speed decreases when the length of selling period becomes longer.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"65 1","pages":"484 - 503"},"PeriodicalIF":3.0,"publicationDate":"2022-08-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49464841","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 : 2022-08-09DOI: 10.1177/14707853221115062
{"title":"Call for papers: 20 years of Net Promoter Score: Looking back and looking forward","authors":"","doi":"10.1177/14707853221115062","DOIUrl":"https://doi.org/10.1177/14707853221115062","url":null,"abstract":"","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"64 1","pages":"699 - 700"},"PeriodicalIF":3.0,"publicationDate":"2022-08-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46624944","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 : 2022-07-19DOI: 10.1177/14707853221113953
Caroline Ardelet, C. Benavent
The customer effort score has become one of the indicators most monitored by companies in recent years. The idea is that the less effort customers exert when interacting with a brand, the more satisfied they will be, the more likely they will recommend and continue interacting with the brand. In this article, we explore the actual relationship between the client’s effort to solve the problem that led them to contact the brand and the satisfaction derived from this interaction. We present a weekly survey conducted over 2 years, covering 314 194 interactions with 96 brands from 2016 to 2017. The results show a negative effect of client effort intensity on satisfaction, except in some situations where effort intensity increases satisfaction, with an interaction effect of the interaction channel, and the business sector.
{"title":"Does making less effort entail satisfaction? A large empirical study on client relationship services","authors":"Caroline Ardelet, C. Benavent","doi":"10.1177/14707853221113953","DOIUrl":"https://doi.org/10.1177/14707853221113953","url":null,"abstract":"The customer effort score has become one of the indicators most monitored by companies in recent years. The idea is that the less effort customers exert when interacting with a brand, the more satisfied they will be, the more likely they will recommend and continue interacting with the brand. In this article, we explore the actual relationship between the client’s effort to solve the problem that led them to contact the brand and the satisfaction derived from this interaction. We present a weekly survey conducted over 2 years, covering 314 194 interactions with 96 brands from 2016 to 2017. The results show a negative effect of client effort intensity on satisfaction, except in some situations where effort intensity increases satisfaction, with an interaction effect of the interaction channel, and the business sector.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"65 1","pages":"83 - 99"},"PeriodicalIF":3.0,"publicationDate":"2022-07-19","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46249731","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 : 2022-07-08DOI: 10.1177/14707853221112622
Aaron N. McInnes, B. Sung, Reyhaneh Hooshmand
Electroencephalography (EEG) offers insights into the neural responses of consumers to marketing stimuli which can be used to evaluate the effectiveness of such stimuli in directing favorable consumer behavior in real-world settings. This practical review provides guidelines for using EEG in consumer and marketing research. It provides recommendations for how EEG may effectively be employed in neuromarketing in the future. EEG requires careful experimental design, and as such, we outline current recommendations for the collection, processing, analysis, and interpretation of EEG evoked potentials (i.e., event related potentials; ERP) and spectral content (i.e., EEG frequency). By providing an introductory overview of EEG measures in marketing and consumer research, this practical review extends previous literature that is primarily focused on other neuroimaging techniques (e.g., functional magnetic resonance imaging) and other disciplines (e.g., economics and organizational behaviour). Furthermore, by reviewing how EEG has been used throughout psychophysiological and neuromarketing research, we provide recommendations on how EEG can be used to measure marketing-related outcomes. These include processes relating to perception, attention, memory, emotion, and cognitive load, demonstrating the unique value of considering the neural responses captured by EEG in understanding and predicting consumer behavior.
{"title":"A practical review of electroencephalography’s value to consumer research","authors":"Aaron N. McInnes, B. Sung, Reyhaneh Hooshmand","doi":"10.1177/14707853221112622","DOIUrl":"https://doi.org/10.1177/14707853221112622","url":null,"abstract":"Electroencephalography (EEG) offers insights into the neural responses of consumers to marketing stimuli which can be used to evaluate the effectiveness of such stimuli in directing favorable consumer behavior in real-world settings. This practical review provides guidelines for using EEG in consumer and marketing research. It provides recommendations for how EEG may effectively be employed in neuromarketing in the future. EEG requires careful experimental design, and as such, we outline current recommendations for the collection, processing, analysis, and interpretation of EEG evoked potentials (i.e., event related potentials; ERP) and spectral content (i.e., EEG frequency). By providing an introductory overview of EEG measures in marketing and consumer research, this practical review extends previous literature that is primarily focused on other neuroimaging techniques (e.g., functional magnetic resonance imaging) and other disciplines (e.g., economics and organizational behaviour). Furthermore, by reviewing how EEG has been used throughout psychophysiological and neuromarketing research, we provide recommendations on how EEG can be used to measure marketing-related outcomes. These include processes relating to perception, attention, memory, emotion, and cognitive load, demonstrating the unique value of considering the neural responses captured by EEG in understanding and predicting consumer behavior.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"65 1","pages":"52 - 82"},"PeriodicalIF":3.0,"publicationDate":"2022-07-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41341936","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 : 2022-06-29DOI: 10.1177/14707853221108663
Trixie Cartwright, Clive Nancarrow
The research community acknowledges that in many countries and cultures there is greater recognition of the diversity of genders with which people identify. In this paper we define and discuss the categories of “sex”, “gender” and related categories and how research participants might identify themselves within these categories. We discuss methods researchers use to classify participants. We examine in depth the principal method the research community uses, namely “asking questions”, but we also cover techniques based on observation. We evaluate the possible formats of questions – the introductory question posed, the response options, and, where appropriate, offer suggestions. We note the implications for international research, especially in countries where diversity and associated inclusivity are not yet recognised. The need for research in different cultures is recommended. We note the consequences and implications of adopting or not adopting questions that recognise diversity.
{"title":"A Question of Gender: Gender classification in international research","authors":"Trixie Cartwright, Clive Nancarrow","doi":"10.1177/14707853221108663","DOIUrl":"https://doi.org/10.1177/14707853221108663","url":null,"abstract":"The research community acknowledges that in many countries and cultures there is greater recognition of the diversity of genders with which people identify. In this paper we define and discuss the categories of “sex”, “gender” and related categories and how research participants might identify themselves within these categories. We discuss methods researchers use to classify participants. We examine in depth the principal method the research community uses, namely “asking questions”, but we also cover techniques based on observation. We evaluate the possible formats of questions – the introductory question posed, the response options, and, where appropriate, offer suggestions. We note the implications for international research, especially in countries where diversity and associated inclusivity are not yet recognised. The need for research in different cultures is recommended. We note the consequences and implications of adopting or not adopting questions that recognise diversity.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"64 1","pages":"575 - 593"},"PeriodicalIF":3.0,"publicationDate":"2022-06-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44033850","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 : 2022-06-09DOI: 10.1177/14707853221107309
F. Septianto, Joya A. Kemper, H. P. Quang, Shuge Li, Junbum Kwon
There is a growing demand for meat substitutes among consumers, given that excessive meat consumption is associated with negative consequences for personal health and the environment. However, the market shares of such meat substitutes remain low, thus highlighting the need to further investigate how to increase consumer acceptance of meat substitutes. The present research investigates social media data of plant-based meat brands and explores how visual features could lead to a high number of likes, which is a numerical representation of social acceptance. The findings of this research show that social media posts with warm color, vertical symmetry, and horizontal symmetry receive a higher number of likes. Further, there is a joint effect between warm color and vertical symmetry, such that vertical symmetry would strengthen the positive effect of warm color on the number of likes. These findings offer a more nuanced understanding of how to increase consumer acceptance of meat substitutes and how to promote plant-based meat brands in social media.
{"title":"The impact of social media visual features on acceptance of meat substitute","authors":"F. Septianto, Joya A. Kemper, H. P. Quang, Shuge Li, Junbum Kwon","doi":"10.1177/14707853221107309","DOIUrl":"https://doi.org/10.1177/14707853221107309","url":null,"abstract":"There is a growing demand for meat substitutes among consumers, given that excessive meat consumption is associated with negative consequences for personal health and the environment. However, the market shares of such meat substitutes remain low, thus highlighting the need to further investigate how to increase consumer acceptance of meat substitutes. The present research investigates social media data of plant-based meat brands and explores how visual features could lead to a high number of likes, which is a numerical representation of social acceptance. The findings of this research show that social media posts with warm color, vertical symmetry, and horizontal symmetry receive a higher number of likes. Further, there is a joint effect between warm color and vertical symmetry, such that vertical symmetry would strengthen the positive effect of warm color on the number of likes. These findings offer a more nuanced understanding of how to increase consumer acceptance of meat substitutes and how to promote plant-based meat brands in social media.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"64 1","pages":"756 - 772"},"PeriodicalIF":3.0,"publicationDate":"2022-06-09","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44675470","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 : 2022-06-03DOI: 10.1177/14707853221106309
Oliver Schnittka, J. Hofmann, Marius Johnen, Carsten Erfgen, Z. Rezvani
Prior research conceptually assumes that sponsorships might have a stronger impact on brand attitude than do celebrity endorsements primarily due to the more indirect and less commercial intent to persuade. However, empirical evidence is lacking on why and under what conditions this assumed effect of sponsorships actually occurs. This paper empirically analyses potential mediating and moderating drivers of the effect of sponsorships compared with that of celebrity endorsements. The results reveal that higher level of perceived brand authenticity mediates the effect of sponsorships versus celebrity endorsement on brand attitude. Furthermore, the effect of sponsorships on brand authenticity is superior when (a) relative corporate social responsibility (CSR) spending in the industry is low and (b) the corporate reputation of the firm is good.
{"title":"Brand evaluations in sponsorship versus celebrity endorsement","authors":"Oliver Schnittka, J. Hofmann, Marius Johnen, Carsten Erfgen, Z. Rezvani","doi":"10.1177/14707853221106309","DOIUrl":"https://doi.org/10.1177/14707853221106309","url":null,"abstract":"Prior research conceptually assumes that sponsorships might have a stronger impact on brand attitude than do celebrity endorsements primarily due to the more indirect and less commercial intent to persuade. However, empirical evidence is lacking on why and under what conditions this assumed effect of sponsorships actually occurs. This paper empirically analyses potential mediating and moderating drivers of the effect of sponsorships compared with that of celebrity endorsements. The results reveal that higher level of perceived brand authenticity mediates the effect of sponsorships versus celebrity endorsement on brand attitude. Furthermore, the effect of sponsorships on brand authenticity is superior when (a) relative corporate social responsibility (CSR) spending in the industry is low and (b) the corporate reputation of the firm is good.","PeriodicalId":47641,"journal":{"name":"International Journal of Market Research","volume":"65 1","pages":"126 - 144"},"PeriodicalIF":3.0,"publicationDate":"2022-06-03","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48528155","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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