The JM Buzz
By Journal of Marketing
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
The JM BuzzMar 16, 2023
Striking the Right Balance Between Big and Small Influencers in Livestream Commerce
Should firms rely on a single big influencer or spread their budgets across multiple small influencers? A new Journal of Marketing study investigates.
Read an in-depth recap of this research here: https://www.ama.org/2024/01/30/striking-the-right-balance-between-big-and-small-influencers-in-livestream-commerce/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231213581
Reference: Xian Gu, Xiaoxi Zhang, and P. K. Kannan, “Influencer Mix Strategies in Livestream Commerce: Impact on Product Sales,” Journal of Marketing.
Narrator: Adalgisa Butkewitsch
Acknowledgments: Sushma Kambagowni
Topics: livestreaming, influencer marketing, sales, follower size, social media
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
How Coining a New Term Can Encourage Specific Behaviors
Can marketers and policymakers encourage people to start doing something by giving the behavior a name? A new Journal of Marketing study says they definitely should!
Read an in-depth recap of this research here: https://www.ama.org/2024/02/06/plogging-podding-and-bobbing-how-coining-a-new-term-can-encourage-certain-behaviors/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231213011
Reference: Martin P. Fritze, Franziska Völckner, and Valentyna Melnyk, “Behavioral Labeling: Prompting Consumer Behavior Through Activity Tags,” Journal of Marketing. Narrator: Adalgisa Butkewitsch
Acknowledgments: Sushma Kambagowni
Topics: language, consumer behavior, branding, labeling
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
JM Buzz Deep Dive: How High-Arousal Language Shapes Influencers’ Impact (with Dr. Bitty Balducci)
Consumers typically view micro influencers as regular people, so if they say something like “this shake is AMAZING,” consumers believe they really are excited about the shake and just want to share their discovery with friends and followers. But the same statement by a macro influencer could result in distrust.
Join host Bitty Balducci (Washington State University) as she interviews Luca Cascio Rizzo (Luiss Guido Carli University) and Alicia Underwood (TwentyThree, LLC) about the fascinating findings of a new Journal of Marketing study showing how influencers’ use of high-arousal language can affect consumer trust and, in turn, how consumers engage with content. Reference: Giovanni Luca Cascio Rizzo, Francisco Villarroel Ordenes, Rumen Pozharliev, Matteo De Angelis, and Michele Costabile, “How High-Arousal Language Shapes Micro Versus Macro Influencers’ Impact,” Journal of Marketing.
Host: Bitty Balducci Topics: influencer marketing, language, social media, consumer trust, follower size
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
Decolonizing Health Care: The Role of Marketing
Targeted marketing can dismantle colonial health narratives, amplifying First Nations voices for fair health services.
Read an in-depth recap of this research here: https://www.ama.org/2024/01/23/marketing-for-equity-pioneering-culturally-competent-health-care-for-first-nations/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231209925
Reference: Reece George, Steven D’Alessandro, Mehmet Ibrahim Mehmet, Mona Nikidehaghani, Michelle Evans, Gaurangi Laud, and Deirdre Tedmanson, “On the Path to Decolonizing Health Care Services: The Role of Marketing,” Journal of Marketing.
Narrator: Adalgisa Butkewitsch
Acknowledgments: Sushma Kambagowni
Topics: first nations, health marketing, decolonization, indigenous, equity
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
AMAZING, INCREDIBLE, SUPERB: How Influencers' High-Arousal Language Can Boost—Or Hurt—Engagement
A new Journal of Marketing study shows that high-arousal language can work for small-scale influencers but not for influencers with a bigger reach.
Read an in-depth recap of this research here: https://www.ama.org/2024/01/16/amazing-great-superb-how-influencers-high-arousal-language-can-boost-or-hurt-engagement/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231207636
Reference: Giovanni Luca Cascio Rizzo, Francisco Villarroel Ordenes, Rumen Pozharliev, Matteo De Angelis, and Michele Costabile, “How High-Arousal Language Shapes Micro Versus Macro Influencers’ Impact,” Journal of Marketing.
Narrator: Adalgisa Butkewitsch
Acknowledgments: Sushma Kambagowni
Topics: influencer marketing, language, social media, engagement
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
Addressing the Rural Health Care Crisis: Pay Doctors to Travel from Urban Areas
A new Journal of Marketing study shows that subsidizing outreach in the form of a per-mile payment is a cost-effective means of addressing the rural health care crisis.
Read an in-depth recap of this research here: https://www.ama.org/2024/01/09/addressing-the-rural-health-care-crisis-pay-doctors-to-travel-from-urban-areas/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231207830
Reference: J. Jason Bell, Sanghak Lee, and Thomas S. Gruca, “Bringing the Doctor to the Patients: Cardiology Outreach to Rural Areas,” Journal of Marketing.
Narrator: Adalgisa Butkewitsch
Acknowledgments: Sushma Kambagowni
Topics: health care, rural, physicians, doctors, medicine
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
JM Buzz Deep Dive: New Research on Design in Business (with Dr. Claudia Townsend)
Former IBM CEO, Thomas Watson Jr., famously said, "good design is good business." In this JM Buzz episode, we spotlight two great papers that help us understand how design can work for—and against—good business.
Join host Claudia Townsend (University of Miami) as she interviews authors of recent Journal of Marketing articles exploring design: Nikolaus Franke (WU Vienna University of Economics and Business), Alicia Kulczynski (Newcastle Business School), and Margurite Hook (Newcastle Business School).
The studies discussed include:
- Franziska Krause and Nikolaus Franke, “Understanding Consumer Self-Design Abandonment: A Dynamic Perspective,” Journal of Marketing. (Read an in-depth summary of this research here.)
- Alicia Kulczynski and Margurite Hook, “Typography Talks: Influencing Vintage Anemoia and Product Safety Perceptions with Vintage Typography,” Journal of Marketing. (Read an in-depth summary of this research here.)
Host: Claudia Townsend
Topics: design, self-design, typography, nostalgia, marketing
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
Should Hospitals Specialize in an Area or Diversify?
Specialize? Diversify? Do patients care? This Journal of Marketing study assesses the impact of a hospital’s portfolio of services on patient demand.
Read an in-depth recap of this research here: https://www.ama.org/2023/11/14/should-hospitals-specialize-in-an-area-or-diversify-the-impact-of-hospital-portfolios-on-patient-demand/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231204247
Reference: Sarang Sunder and Sriram Thirumalai, “Hospital Portfolio Strategy and Patient Choice,” Journal of Marketing.
Narrator: Adalgisa Butkewitsch
Acknowledgments: Sushma Kambagowni
Topics: hospital marketing, medical departments, portfolio strategy, patient choice
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
JM Buzz Deep Dive: Moving Beyond Null Hypothesis Significance Testing (with Dr. Christopher Bechler)
Is it time for marketers and researchers to abandon null hypothesis significance testing? A new Journal of Marketing study says yes.
Join host Christopher Bechler (University of Notre Dame) for a fascinating discussion about a new Journal of Marketing study that advocates for a major transition in statistical analysis and reporting. He talks with study authors Blake McShane, Eric Bradlow, John Lynch, and Robert Meyer, as well as Fred Feinberg, about breaking away from the stubborn focus on a p-value's position relative to .05.
Reference: Blakeley B. McShane, Eric T. Bradlow, John G. Lynch, Jr., and Robert J. Meyer, “‘Statistical Significance’ and Statistical Reporting: Moving Beyond Binary,” Journal of Marketing.
Fred Feinberg's commentary is available here.
Read a quick recap of this research: https://www.ama.org/2023/12/12/time-to-abandon-null-hypothesis-significance-testing-moving-beyond-the-default-approach-to-statistical-analysis-and-reporting/
Topics: research, statistical significance, p-values, replication, science
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
Should National Brand Manufacturers Enter the Intensely Competitive Private Label Business?
A new Journal of Marketing study explores the complex trade-offs involved when manufacturers of national brands supply private labels to retailers, a practice known as "dual branding."
Read an in-depth recap of this research here: https://www.ama.org/2023/11/07/should-national-brand-manufacturers-enter-the-intensely-competitive-private-label-business/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231196575
Reference: Yu Ma, Kusum L. Ailawadi, Mercedes Martos-Partal, and Óscar González-Benito, “Dual Branding by National Brand Manufacturers: Drivers and Outcomes,” Journal of Marketing.
Narrator: Adalgisa Butkewitsch
Acknowledgments: Sushma Kambagowni
Topics: dual branding, b2b, private labels, marketing management
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
Good for the Environment and Good for Business: How Circular Take-Back Programs Enhance Consumer Valuation
A new Journal of Marketing study shows that consumers exhibit higher willingness to pay for products that are part of a circular take-back program.
Read an in-depth recap of this research here: https://www.ama.org/2023/10/31/good-for-the-environment-and-good-for-business-how-circular-take-back-programs-enhance-consumer-valuation/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231196576
Reference: Anna Tari and Remi Trudel, “Affording Disposal Control: The Effect of Circular Take-Back Programs on Psychological Ownership and Valuation,” Journal of Marketing.
Narrator: Adalgisa Butkewitsch
Acknowledgments: Sushma Kambagowni
Topics: sustainability, recycling, circular economy, reuse, willingness to pay
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
Marketing Research is Too Narrow: How the Field Must Change to Keep Producing Relevant, Timely Knowledge
A new Journal of Marketing study examines decades of marketing research to reveal a number of ways that scholars can better address the challenges marketers currently face.
Read an in-depth recap of this research here: https://www.ama.org/2023/10/24/marketing-research-is-too-narrow-how-the-field-must-change-to-keep-producing-relevant-timely-knowledge/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231196122
Reference: Bastian Kindermann, Daniel Wentzel, David Antons, and Torsten-Oliver Salge, “Conceptual Contributions in Marketing Scholarship: Patterns, Mechanisms, and Rebalancing Options,” Journal of Marketing.
Narrator: Adalgisa Butkewitsch
Acknowledgments: Sushma Kambagowni
Topics: marketing theory, innovation, scholarship, academia, research
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
A Research-Proven Strategy for Companies to Survive Bankruptcy
A new Journal of Marketing study explains a strategy for managing supplier relationships that can help companies survive bankruptcy.
Read an in-depth recap of this research here: https://www.ama.org/2023/10/17/the-secret-to-surviving-bankruptcy-pay-attention-to-buyer-supplier-interactions-during-the-bankruptcy-process/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231193994
Reference: Sudha Mani, Vivek Astvansh, and Kersi D. Antia, “Buyer–Supplier Relationship Dynamics in Buyers’ Bankruptcy Survival,” Journal of Marketing.
Narrator: Adalgisa Butkewitsch
Acknowledgments: Sushma Kambagowni
Topics: bankruptcy, B2B, buyer–supplier relations, suppliers, relationship dynamics
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
When Less Is More: The Power of Simple Packaging for Consumable Products
A new Journal of Marketing study examines why consumers increasingly desire minimalist aesthetics in packaging of consumable products.
Read an in-depth recap of this research here: https://www.ama.org/2023/09/26/when-less-is-more-the-power-of-simple-packaging-for-consumable-products/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231192049
Reference: Lan Anh N. Ton, Rosanna K. Smith, and Julio Sevilla, “Symbolically Simple: How Simple Packaging Design Influences Willingness to Pay for Consumable Products,” Journal of Marketing.
Narrator: Adalgisa Butkewitsch
Acknowledgments: Sushma Kambagowni
Topics: packaging, consumer goods, minimalism, product purity
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
How Does a Digital-Native Brand Opening Its Own Physical Store Affect Sales in Existing Channels?
If an online-only brand opens a dedicated, brick-and-mortar brand store, how does it affect sales in their online and supermarket channels? A new Journal of Marketing study explores.
Read an in-depth recap of this research here: https://www.ama.org/2023/10/10/online-only-brands-often-seek-placement-in-supermarkets-when-should-they-open-their-own-stores/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231193371
Reference: Michiel Van Crombrugge, Els Breugelmans, Florian Breiner and Christian W. Scheiner, “Assessing the Multichannel Impact of Brand Store Entry by a Digital-Native Grocery Brand,” Journal of Marketing.
Narrator: Adalgisa Butkewitsch
Acknowledgments: Sushma Kambagowni
Topics: brand stores, supermarkets, physical products, consumer goods
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
Hotels Should Pay Attention to Their Competitors' Reviews Too
How does a hotel's online reviews—as well as reviews for its competitors—affect its bookings? A new Journal of Marketing study explores.
Read an in-depth recap of this research here: https://www.ama.org/2023/09/05/a-secret-for-boosting-hotel-bookings-analyze-online-user-reviews-for-both-your-hotel-and-your-competitors/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231191449
Reference: Sanghoon Cho, Pelin Pekgun, Ramkumar Janakiraman, and Jian Wang, “The Competitive Effects of Online Reviews on Hotel Demand,” Journal of Marketing.
Narrator: Adalgisa Butkewitsch
Acknowledgments: Sushma Kambagowni
Topics: advertising, marketing strategy, social media, digital marketing
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
JM Buzz Deep Dive: Battling Deceptive Pricing (with Dr. Adithya Pattabhiramaiah)
Fake sale promotions deceive consumers and can lead to stiff penalties for firms—yet the practice persists. Why?
Join host Adithya Pattabhiramaiah (Georgia Tech) as he interviews special guests Joe Urbany (University of Notre Dame), Donald Lichtenstein (University of Colorado), and Murali Mantrala (University of Kansas) about a recent Journal of Marketing study that examines the practice of deceptive pricing and proposes a regulation to protect consumers.
Reference: Richard Staelin, Joel E. Urbany, and Donald Ngwe, “Competition and the Regulation of Fictitious Pricing,” Journal of Marketing, 87 (6), 826–46. doi:10.1177/00222429231164640.
Read a detailed recap of this research: https://www.ama.org/2023/05/02/battling-deceptive-pricing-how-revealing-the-true-normal-price-can-protect-consumers/
Host: Adithya Pattabhiramaiah
Topics: pricing, consumer welfare, marketing, competition, reference prices, FTC, pricing regulation
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
How Marketers Measure "Willingness to Pay" Is Flawed—Now There's a Better Way
A new Journal of Marketing study provides an improved methodology for determining willingness to pay by taking context and comparisons into account.
Read an in-depth recap of this research here: https://www.ama.org/2023/10/03/how-marketers-measure-willingness-to-pay-is-flawed-now-theres-a-better-way/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231195564
Reference: Sharlene He, Eric T. Anderson, and Derek D. Rucker, “Measuring Willingness to Pay: A Comparative Method of Valuation,” Journal of Marketing.
Narrator: Nicole Tai Liu
Acknowledgments: Sushma Kambagowni
Topics: willingness to pay, research methodology, marketing research
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
How Do Investors React to Crowdsourcing Contests?
Crowdsourcing contests for marketing ideas such as new ads, graphics, and products are popular, but do these strategies pay off with investors?
Read an in-depth recap of this research here: https://www.ama.org/2023/09/12/how-do-investors-react-to-crowdsourcing-contests/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231191446
Reference: Zixia Cao, Hui Feng, and Michael A. Wiles, “When Do Marketing Ideation Crowdsourcing Contests Create Shareholder Value? The Effect of Contest Design and Marketing Resource Factors,” Journal of Marketing.
Narrator: Nicole Tai Liu
Acknowledgments: Sushma Kambagowni
Topics: advertising, marketing strategy, social media, digital marketing
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
A Tale of Two Channels: How Digital Ads Perform in AI Recommendation vs. User Subscription Channels on Platforms Like Twitter, Google News, and TikTok
Do you prefer social media posts from the sources you're subscribed to? Or are you more interested in the content recommended by AI algorithms? A new Journal of Marketing study shows content that is "recommended" for users has less consumer engagement but fewer ads they find annoying, resulting in higher click-through rates but lower conversion rates.
Read an in-depth recap of this research here: https://www.ama.org/2023/08/22/a-tale-of-two-channels-how-digital-ads-perform-in-ai-recommendation-vs-user-subscription-channels-on-platforms-like-twitter-google-news-and-tiktok/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231190021
Reference: Beibei Dong, Mengzhou Zhuang, Eric (Er) Fang, and Minxue Huang, “Tales of Two Channels: Digital Advertising Performance Between AI Recommendation and User Subscription Channels,” Journal of Marketing.
Narrator: Elizabeth Ann Sismour
Acknowledgments: Sushma Kambagowni
Topics: advertising, marketing strategy, social media, digital marketing
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
Collaborating with Universities Makes Products More Attractive to Consumers
Companies can benefit by actively pointing out their collaboration with a university at the point-of-sale. Using labels such as "co-developed with a university" or "university knowledge inside" can lead to more favorable consumer reactions, including higher ad engagement on social media and increased willingness to pay.
Read an in-depth recap of this research here: https://www.ama.org/2023/07/25/the-power-of-university-industry-collaborations-collaborating-with-universities-makes-products-more-attractive-to-consumers/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231185313
Reference: Lukas Maier, Martin Schreier, Christian V. Baccarella, and Kai-Ingo Voigt, “University Knowledge Inside: How and When University–Industry Collaborations Make New Products More Attractive to Consumers,” Journal of Marketing.
Narrator: Elizabeth Ann Sismour
Acknowledgments: Sushma Kambagowni
Topics: new products, innovation, scientific legitimacy, consumer decision making,
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
How to Stop Customers from Abandoning Self-Designed Products
95% of consumers who start self-designing a product abandon the process before purchase. A new Journal of Marketing study shows how companies can change this.
Read an in-depth recap of this research here: https://www.ama.org/2023/07/18/the-secret-to-maximizing-the-benefits-of-self-design-provide-social-feedback-during-the-process-to-reduce-rates-of-abandonment/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231183977
Reference: Franziska Krause and Nikolaus Franke, “Understanding Consumer Self-Design Abandonment: A Dynamic Perspective,” Journal of Marketing.
Narrator: Elizabeth Ann Sismour
Acknowledgments: Sushma Kambagowni
Topics: product design, customization, consumer behavior, customer experience
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
Marketers Want Consumers to Imagine Using a Product—But How Well Does This Actually Work?
A new Journal of Marketing study synthesizes over 50 studies conducted over four decades to quantify how much and when prompting mental simulations heightens purchase. Results show that more immersive visual simulation inductions (e.g., via 3D videos) heighten purchase and consumption more than static visuals or verbal inductions. However, when inundated with the same messages over and over, simulation reduces purchases.
Read an in-depth recap of this research here: https://www.ama.org/2023/08/15/marketers-want-consumers-to-imagine-using-a-product-but-how-well-does-this-actually-work/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231181071
Reference: Gizem Ceylan, Kristin Diehl, and Wendy Wood, “From Mentally Doing to Actually Doing: A Meta-Analysis of Induced Positive Consumption Simulations,” Journal of Marketing.
Narrator: Elizabeth Ann Sismour
Acknowledgments: Sushma Kambagowni
Topics: mental simulation, consumer behavior, advertising, sales, consumer experience, meta-analysis
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
Why Do Consumers Unfollow Brands? Here's One Research-Proven Reason
A new Journal of Marketing study shows that even the most loyal customers may distance themselves from a brand if they notice socially unacceptable brand mentions from other social media users.
Read an in-depth recap of this research here: https://www.ama.org/2023/06/20/brands-beware-even-loyal-customers-may-disengage-after-seeing-socially-unacceptable-brand-mentions-on-social-media/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231179942
Reference: Daniel Villanova and Ted Matherly, “For Shame! Socially Unacceptable Brand Mentions on Social Media Motivate Consumer Disengagement,” Journal of Marketing.
Narrator: Elizabeth Ann Sismour
Acknowledgments: Sushma Kambagowni
Topics: social media, consumer behavior, vicarious shame, disengagement, brand connection
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
JM Buzz Deep Dive: Political Identity and Consumer Behavior (with Dr. Lauren Grewal)
Can we get beyond simple notions such as "conservatives like Chick-fil-A and liberals like Ben & Jerry's" to understand how personal beliefs affect satisfaction with everyday purchases? And how can recent marketing scholarship help us understand consumers' responses to markets that are more controversial—like the markets for blood or the moral aspects of sex work—and how consumers might also be persuaded to shift their perspectives?
Join host Lauren Grewal (Dartmouth College) as she interviews authors of recent Journal of Marketing articles that have addressed this topic: Shreyans Goenka (Virginia Tech), Daniel Fernandes (Universidade Católica Portuguesa), and Nailya Ordabayeva (Dartmouth College).
The studies discussed include:
Shreyans Goenka and Stijn M.J. van Osselaer, “Why is it Wrong to Sell Your Body? Understanding Liberals’ vs. Conservatives’ Moral Objections to Bodily Markets,” Journal of Marketing. (Read an in-depth summary of this research here: https://www.ama.org/2021/11/03/why-is-it-wrong-to-sell-your-body-understanding-liberals-vs-conservatives-moral-objections-to-bodily-markets/)
Daniel Fernandes, Nailya Ordabayeva, Kyuhong Han, Jihye Jung, and Vikas Mittal, “How Political Identity Shapes Customer Satisfaction,” Journal of Marketing. (Read an in-depth summary of this research here: https://www.ama.org/2021/12/01/should-brands-alter-customer-satisfaction-strategies-based-on-political-identity/)
Host: Lauren Grewal
Topics: politics, consumer behavior, segmentation, identity, morality, illegal markets, sex work, free will, customer satisfaction, political ideology, polarization, marketing
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
Specialty Drugs Accounted For Most New Product Launches in the Past Decade—Why Do We Know So Little About How Clinical Studies Influence Their Diffusion?
What's a more powerful force in driving the diffusion of specialty drugs: marketing or scientific evidence? A new Journal of Marketing study explores.
Read an in-depth recap of this research here: https://www.ama.org/2023/06/13/specialty-drugs-accounted-for-most-new-product-launches-in-the-past-decade-why-do-we-know-so-little-about-how-clinical-studies-influence-their-diffusion/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231177627
Reference: Demetrios Vakratsas and Wei-Lin Wang, “Scientific Evidence Production and Specialty Drug Diffusion,” Journal of Marketing.
Narrator: Elizabeth Ann Sismour
Acknowledgments: Aman Soni
Topics: scientific evidence, specialty drugs, clinical trials, pharmaceutical industry, pharma, healthcare
Do Autonomous Products Deprive Us of Meaningful Experiences?
Imagine a fully automated life in which all chores are handled by technology. No cleaning, no cooking, no mowing the lawn. Though it sounds amazing at first, a new Journal of Marketing study argues that autonomous products deprive consumers of meaningful experiences. Here's how marketers can address this.
Read an in-depth recap of this research here: https://www.ama.org/2023/06/06/autonomous-products-make-our-lives-easier-but-do-they-deprive-us-of-meaningful-experiences/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231171841
Reference: Emanuel de Bellis, Gita Venkataramani Johar, and Nicola Poletti, “Meaning of Manual Labor Impedes Consumer Adoption of Autonomous Products,” Journal of Marketing.
Narrator: Elizabeth Ann Sismour
Acknowledgments: Aman Soni
Topics: autonomous products, customer experience, manual labor, automation, AI
The Secret to In-Store Displays: Where to Place Discounted Products Relative to Regularly Priced Products to Maximize Sales
Do price promotions on some products impact the demand for other products depending on their relative locations within a display? A new Journal of Marketing study says yes.
Read an in-depth recap of this research here: https://www.ama.org/2023/05/30/the-secret-to-in-store-displays-where-to-place-discounted-products-relative-to-regularly-priced-products-to-maximize-sales/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231172111
Reference: Christina Kan, Yan (Lucy) Liu, Donald R. Lichtenstein, and Chris Janiszewski, “The Negative and Positive Consequences of Placing Products Next to Promoted Products,” Journal of Marketing.
Narrator: Elizabeth Ann Sismour
Acknowledgments: Aman Soni
Topics: product displays, price promotions, retailing, retail, sales, brick-and-mortar, marketing, marketing research
Brand Extensions Often Fail—Here's How To Them Up for Success
Looking to introduce a new brand extension into the market? A new Journal of Marketing study shows how companies can devise more successful brand extension strategies.
Read an in-depth recap of this research here: https://www.ama.org/2023/05/09/brand-extensions-often-fail-heres-how-companies-can-set-them-up-for-success/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231164654
Reference: Chenming Peng, Tammo H.A. Bijmolt, Franziska Völckner, and Hong Zhao, “A Meta-Analysis of Brand Extension Success: The Effects of Parent Brand Equity and Extension Fit,” Journal of Marketing. Narrator: Elizabeth Ann Sismour
Acknowledgments: Aman Soni
Topics: brand extensions, branding, categorization, marketing, marketing research, marketing management
Battling Deceptive Pricing: How Revealing the "True Normal Price" Can Protect Consumers
A new Journal of Marketing study proposes a requirement that sellers disclose "true normal prices" to help calm the out-of-control promotional pricing environment.
Read an in-depth recap of this research here: https://www.ama.org/2023/05/02/battling-deceptive-pricing-how-revealing-the-true-normal-price-can-protect-consumers/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231164640
Reference: Richard Staelin, Joel E. Urbany, and Donald Ngwe, “Competition and the Regulation of Fictitious Pricing,” Journal of Marketing
Narrator: Elizabeth Ann Sismour
Acknowledgments: Aman Soni
Topics: fictitious pricing, competition, pricing regulation, consumer welfare, marketing, marketing research
"Choozing" the Best Spelling: How Do Consumers Respond to Unconventionally Spelled Brand Names?
Lyft, Tumblr, Flickr: How does naming strategy impact consumers’ beliefs about a brand and their willingness to support it?
Read an in-depth recap of this research here: https://www.ama.org/2023/04/25/lyft-tumblr-flickr-how-do-consumers-respond-to-unconventionally-spelled-brand-names/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231162367
Reference: John P. Costello, Jesse Walker, and Rebecca Walker Reczek, “‘Choozing’ the Best Spelling: Consumer Response to Unconventionally Spelled Brand Names,” Journal of Marketing.
Narrator: Saira Salyani
Acknowledgments: Aman Soni
Topics: branding, brand names, linguistics, persuasion knowledge, brand personality, sincerity, marketing
Bad Medical News Causes Patients to Choose Brand Name Drugs over Generics, Costing Billions
Medical patients who receive bad news often spend more money on brand name drugs rather than their much cheaper generic counterparts.
Read an in-depth recap of this research here: https://www.ama.org/2023/04/18/bad-medical-news-causes-patients-to-choose-brand-name-drugs-over-generics-costing-billions/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231158360
Reference: Manuel Hermosilla and Andrew T. Ching, “Does Bad Medical News Reduce Preferences for Generic Drugs?” Journal of Marketing.
Narrator: Saira Salyani
Acknowledgments: Aman Soni
Topics: health care, public policy, behavioral marketing, generic drugs, brand name drugs
JM Buzz Deep Dive: Data in Marketing Research (with Dr. Girish Mallapragada)
Creating new knowledge depends on data, it depends on theory, and in some ways, it depends on both together. With the explosion of data today, it's difficult to know where to begin. Do you start with data? Do you begin with theory? Or do you use them in some way that's interchangeable?
Join host Girish Mallapragada, Associate Professor of Marketing at Indiana University, for a discussion about data, theory, and how they come together to form new knowledge. He interviews special guests Peter Golder (Professor of Marketing, Dartmouth College), Johannes Boegershausen (Assistant Professor of Marketing, Erasmus University), and Isaac Dinner (Director of Econometric Modeling, indeed.com).
The studies discussed include:
Peter N. Golder, Marnik G. Dekimpe, Jake T. An, Harald J. van Heerde, Darren S. U. Kim, and Joseph W. Alba, “Learning from Data: An Empirics-First Approach to Relevant Knowledge Generation,” Journal of Marketing. doi:10.1177/00222429221129200. (Read an in-depth summary of this research here: https://www.ama.org/2022/11/01/empirics-or-theory-first-a-case-for-an-empirics-first-approach-that-develops-marketing-relevant-insights-from-real-world-problems/)
Johannes Boegershausen, Hannes Datta, Abhishek Borah, and Andrew T. Stephen, “Fields of Gold: Scraping Web Data for Marketing Insights,” Journal of Marketing. doi:10.1177/00222429221100750 (Read an in-depth summary of this research here: https://www.ama.org/2022/06/01/fields-of-gold-scraping-web-data-for-marketing-insights/)
Host: Girish Mallapragada
Topics: data, theory, marketing research, marketing, academic research, web scraping, data scraping, empirical research, marketing theory, research methods, API, user-generated content, social media, big data
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
It's Time for Marketing Researchers to Change Their Approach to Gender
A deep dive into gender-based research in top-tier marketing journals reveals they are out of step with contemporary societies and firms.
Read an in-depth recap of this research here: https://www.ama.org/2023/04/04/its-time-for-marketing-researchers-to-change-their-approach-to-gender/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231154532
Reference: Lisa Peñaloza, Andrea Prothero, Pierre McDonagh, and Kathrynn Pounders, “The Past and Future of Gender Research in Marketing: Paradigms, Stances, and Value-Based Commitments,” Journal of Marketing.
Narrator: Saira Salyani
Acknowledgments: Aman Soni
Topics: marketing, gender, marketing research, gender identity, society, literature review
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
The Power of Free Shipping: How an Upfront Membership Fee Can Help Online Retailers Boost Revenue
Are a majority of your online customers abandoning items in the cart after seeing shipping costs? Offer membership-based free shipping to see a turnaround.
Read an in-depth recap of this research here: https://www.ama.org/2023/04/11/the-power-of-free-shipping-how-offering-an-upfront-membership-fee-can-help-online-retailers-boost-revenue/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231158116
Reference: Fangfei Guo and Yan Liu, “The Effectiveness of Membership-Based Free Shipping: An Empirical Investigation of Consumers’ Purchase Behaviors and Revenue Contribution,” Journal of Marketing.
Narrator: Josephine Stein
Acknowledgments: Aman Soni
Topics: online retail, shipping, memberships, sales, consumer behavior, retailers
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Creating Effective Marketing Messages Through Moderately Surprising Syntax
Syntactic surprise is a unique aspect of syntax that accounts for the effectiveness of marketing messages. Messages are most effective at a medium syntactic surprise level, but less effective at low and high levels.
Read an in-depth recap of this research here: https://www.ama.org/2023/03/28/the-element-of-surprise-how-unexpected-syntax-makes-marketing-communications-more-effective/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231152880
Reference: A. Selin Atalay, Siham El Kihal, and Florian Ellsaesser, “Creating Effective Marketing Messages Through Moderately Surprising Syntax,” Journal of Marketing.
Narrator: Josephine Stein
Acknowledgments: Aman Soni
Topics: content marketing, online content, language, marketing messages, natural language processing, syntax, syntactic surprise, marketing communications
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
How Language Affects Content Engagement
Language that is easier to process encourages continued reading, as does language that evokes anxious, exciting, and hopeful emotions.
Read an in-depth recap of this research here: https://www.ama.org/2023/03/21/the-challenge-of-keeping-an-audience-engaged-how-language-shapes-attention/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231152880
Reference:
Jonah Berger, Wendy W. Moe, and David A. Schweidel, “What Holds Attention? Linguistic Drivers of Engagement,” Journal of Marketing.
Narrator: Saira Salyani
Acknowledgments: Aman Soni
Topics: content marketing, digital marketing, natural language processing, online content, language, emotion
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Can Soda Brands Reduce Sugar Without Losing Sales?
How can brands reduce the amount of sugar in their products without endangering sales? A new Journal of Marketing study explores the effects of brands reducing their products’ sugar content and/or package size.
Read an in-depth recap of this research here: https://www.ama.org/2023/03/14/the-war-on-sugar-how-can-soda-manufacturers-reduce-sugar-in-products-without-endangering-sales/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231152181
Reference:
Kristopher O. Keller and Jonne Y. Guyt, “A War on Sugar? Effects of Reduced Sugar Content and Package Size in The Soda Category,” Journal of Marketing.
Narrator: Josephine Stein
Acknowledgments: Aman Soni
Topics: sugar, sugar reduction, public health, package size, responsible retailing
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
When to Use Facts vs. Feelings for Soliciting Donations
A new Journal of Marketing study finds that when a collective goal such as is far from completion, consumers are more persuaded by fact-based (vs. affect-based) marketing appeals. In contrast, as the collective goal nears completion, people are more likely to enter a feeling state and are more impacted by affect-based marketing appeals.
Read an in-depth recap of this research here: https://www.ama.org/2023/03/07/highlight-facts-or-appeal-to-feelings-the-psychology-of-persuading-consumers-to-contribute-to-a-collective-goal/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429231152446
Reference:
Liyin Jin, Yajin Wang, and Ying Zhang, “Give Me the Facts or Make Me Feel: How to Effectively Persuade Consumers to Act on a Collective Goal,” Journal of Marketing.
Narrator: Josephine Stein
Acknowledgments: Aman Soni
Topics: goals, persuasion, cognition, charities, donations, petitions, marketing, decision behavior
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
How Effective is Advertising for Robotic Surgery?
Can advertising for high-tech surgery influence consumers to choose this type of surgery over conventional procedures?
Read an in-depth recap of this research here: https://www.ama.org/2023/02/28/are-you-willing-to-let-robots-operate-on-you-the-role-of-advertising-in-high-tech-medical-procedures/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221151058
Reference:
Tae Jung Yoon and TI Tongil Kim, “The Role of Advertising in High-Tech Medical Procedures: Evidence from Robotic Surgeries,” Journal of Marketing. doi:10.1177/00222429221151058
Narrator: Josephine Stein
Acknowledgments: Aman Soni
Topics: health care marketing, surgery, advertising, public policy, robotic surgery, laparoscopic surgery
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Financial Vulnerability Is About More than Just Income
Regardless of income, most consumers across the socioeconomic spectrum experience varying degrees of financial vulnerability at different points in their lives.
Read an in-depth recap of this research here: https://www.ama.org/2023/02/21/the-myth-around-financial-vulnerability-and-why-it-not-only-affects-those-with-low-income/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221150910
Reference:
Linda Court Salisbury, Gergana Y. Nenkov, Simon J. Blanchard, Ronald Paul Hill, Alexander L. Brown and Kelly D. Martin, "Beyond Income: Dynamic Consumer Financial Vulnerability," Journal of Marketing. doi:10.1177/00222429221150910
Narrator: Saira Salyani
Acknowledgments: Aman Soni
Topics: income, personal finance, marketing ethics, consumer vulnerability,
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
JM Buzz Deep Dive: Entry Effects and Online Platforms in Retailing (with Dr. Kristopher Keller)
What should retail managers do to protect themselves against a new organic store opening in their neighborhood? How does the format of an online retail platform affect the success of the brands that sell on it? In today's episode, Dr. Kristopher Keller (University of North Carolina-Chapel Hill) examines cutting-edge Journal of Marketing research in the retail landscape with guests Stijn Maesen (Imperial College London), Katrijn Gielens (University of North Carolina at Chapel Hill), and Erwin Jansen (SPAR).
The studies discussed include:
Stijn Maesen and Lien Lamey (2023), “The Impact of Organic Specialist Store Entry on Category Performance at Incumbent Stores,” Journal of Marketing, doi:10.1177/00222429221090983. (Read an in-depth summary of this research here: https://www.ama.org/2022/04/20/how-generalist-stores-can-protect-category-sales-when-specialist-merchants-enter-the-market/)
Zhiling Bei and Katrijn Gielens (2023), “The One-Party Versus Third-Party Platform Conundrum: How Can Brands Thrive?” Journal of Marketing, doi:10.1177/00222429221116803. (Read an in-depth summary of this research here: https://www.ama.org/2022/08/16/the-one-party-versus-third-party-question-how-brands-tackle-the-challenges-of-selling-via-online-platforms/)
Host: Kristopher Keller
Topics: retail, organic retailers, competition, retailing, organic food, grocery shopping, marketing, e-commerce, branding, relationship marketing, online retail platforms, online sales, marketing mix
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
Answer This Question Before Selling a New Innovation
In what form should an innovation be sold? A new Journal of Marketing study finds companies must first determine "what to sell" before answering the "how to sell" question.
Read an in-depth recap of this research here: https://www.ama.org/2023/02/14/should-you-sell-know-how-components-or-systems-companies-must-answer-this-question-before-deciding-how-to-sell/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221149437
Reference:
Kellilynn M. Frias, Mrinal Ghosh, Narayan Janakiraman, Dale F. Duhan, and Robert F. Lusch, “A Theory of Product-Form Strategy: When to Market Know-how, Components, or Systems?” Journal of Marketing.
Narrator: Saira Salyani
Acknowledgments: Aman Soni
Topics: innovation, components, systems, products, technology, new products, selling
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
How Subscription Companies Can Avoid "Box Fatigue"
Offering customers a peek at their upcoming subscription box may backfire: A new Journal of Marketing study shows that when customers preview their upcoming boxes, they end up skipping more boxes and buying less in the long run.
Read an in-depth recap of this research here: https://www.ama.org/2023/02/07/the-problem-with-offering-a-subscription-box-and-how-companies-should-or-shouldnt-involve-customers-in-the-process/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221148978
Reference:
Nita Umashankar, Kihyun Hannah Kim, and Thomas Reutterer, “Understanding Customer Participation Dynamics: The Case of the Subscription Box,” Journal of Marketing.
Narrator: Josephine Stein
Acknowledgments: Aman Soni
Topics: subscription boxes, customer preferences, subscriptions, Birch Box, Stitch Fix, retail, consumer behavior
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
The Secret to Fundraising: Let Donors to Choose How Their Money Is Spent
Trying to raise funds? A new Journal of Marketing study shows that letting donors decide which project to fund can boost revenues by more than 40%.
Read an in-depth recap of this research here: https://www.ama.org/2023/01/31/the-secret-to-fundraising-allow-donors-to-choose-how-their-money-is-spent/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221148969
Reference:
Emilie Esterzon, Aurélie Lemmens, and Bram Van den Bergh, “Enhancing Donor Agency to Improve Charitable Giving: Strategies and Heterogeneity,” Journal of Marketing. doi:10.1177/0022242922114896
Narrator: Josephine Stein
Acknowledgments: Aman Soni
Topics: fundraising, donations, charity, charitable giving, agency, fundraising campaigns, choice, machine learning
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Can You Trust Doctors' Yelp Ratings?
Do user-generated online ratings affect patients’ physician choices? A new Journal of Marketing study finds that online platforms can direct patients to higher-quality physicians.
Read an in-depth recap of this research here: https://www.ama.org/2023/01/17/finding-the-right-doctor-can-online-rating-platforms-direct-patients-to-higher-quality-physicians/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221146511
Reference:
Yiwei Chen and Stephanie Lee, "User-Generated Physician Ratings and Their Effects on Patients’ Physician Choices: Evidence from Yelp," Journal of Marketing. doi:10.1177/0022242922114651
Narrator: Josephine Stein
Acknowledgments: Sushma Kambagowni
Topics: health care, doctors, Yelp, online ratings, physician ratings, physician reviews, patient flow, healthcare
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
JM Buzz Deep Dive: Marketing and Society (with Dr. Dionne Nickerson)
Consumers and other stakeholders increasingly expect firms to address issues of societal impact. As these expectations grow, we wanted to explore some of the ways in which marketing intersects with societal issues, specifically focusing on issues pertaining to the firm’s internal and external stakeholders.
Our host for this episode is Dr. Dionne Nickerson, an assistant professor at Indiana University specializing in sustainability and corporate social responsibility. She will discuss findings from recent Journal of Marketing articles with two guests: Dr. Chandra Srivastava, Assistant Professor at St. Edward's University and lead author of the article, "Customer Orientation and Financial Performance: Women in Top Management Teams Matter!" and Dr. Linda Court Salisbury, Associate Professor at Boston College and lead author of the article, "Beyond Income: Dynamic Consumer Financial Vulnerability."
References:
Chandra Srivastava, Saim Kashmiri, and Vijay Mahajan, "Customer Orientation and Financial Performance: Women in Top Management Teams Matter!" Journal of Marketing. doi:10.1177/00222429221120419
Linda Court Salisbury, Gergana Y. Nenkov, Simon J. Blanchard, Ronald Paul Hill, Alexander L. Brown and Kelly D. Martin, "Beyond Income: Dynamic Consumer Financial Vulnerability," Journal of Marketing. doi:10.1177/00222429221150910
Host: Dr. Dionne Nickerson
Topics: women in marketing, management teams, female leadership, customer orientation, financial performance, financial vulnerability, decision making, marketing ethics
The JM Buzz Podcast is a production of the American Marketing Association's Journal of Marketing and is produced by University FM
Asking for Customer Reviews at the Right Time: Sooner Is Not Always Better
When should companies send reminders to customers to review their products and experiences? A new Journal of Marketing study finds that when it comes to asking for reviews, sooner is not necessarily better and waiting a while could do the trick.
Read an in-depth recap of this research here: https://www.ama.org/2023/01/10/asking-for-customer-reviews-at-the-right-time-sooner-is-not-always-better/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221143329
Reference:
Miyeon Jung, Sunghan Ryu, Sang Pil Han, and Daegon Cho, “Ask for Reviews at the Right Time: Evidence from Two Field Experiments,” Journal of Marketing. doi:10.1177/00222429221143329
Narrator: Saira Salyani
Acknowledgments: Sushma Kambagowni
Topics: online reviews, review reminders, field experiments, marketing, consumer behavior, customer engagement
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Three Simple Ways to Encourage App Adoption
How can companies encourage consumers to adopt smartphone apps? A new Journal of Marketing study explores how minor design changes can make users more likely to enable important app features and complete app onboarding.
Read an in-depth recap of this research here: https://www.ama.org/2023/01/24/nudge-nudge-wink-wink-how-choice-architecture-facilitates-consumer-uptake-of-mobile-apps/
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221141066
Reference:
Crystal Reeck, Nathaniel A. Posner, Kellen Mrkva, and Eric J. Johnson, “Nudging App Adoption: Choice Architecture Facilitates Consumer Uptake of Mobile Apps,” Journal of Marketing. doi:10.1177/00222429221141066
Narrator: Saira Salyani
Acknowledgments: Aman Soni
Topics: mobile apps, decision making, choice architecture, smartphones, design, consumer behavior
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.
Think Before Designing Your Logo: How Marketers Can Capitalize on the Power of Perception to Influence Beliefs About Brand Performance
A new Journal of Marketing study suggests how brand positioning can be effectively aligned with visual design.
Read the full Journal of Marketing article here: https://doi.org/10.1177/00222429221142281
Read an in-depth recap of this research here: https://www.ama.org/2023/01/03/think-before-designing-your-logo-how-marketers-can-capitalize-on-the-power-of-perception-to-influence-beliefs-about-brand-performance/
Reference:
Felipe M. Affonso and Chris Janiszewski, “Marketing by Design: The Influence of Perceptual Structure on Brand Performance,” Journal of Marketing. doi:10.1177/00222429221142281
Narrator: Saira Salyani
Acknowledgments: Sushma Kambagowni
Topics: marketing, visual design, logos, branding, package design, retail, marketing communications, sales
The JM Buzz is a production of the Journal of Marketing and is produced by University FM.