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Honesty In Marketing Communications: The Role Of Humor, Can Trinh
Honesty In Marketing Communications: The Role Of Humor, Can Trinh
Atlantic Marketing Journal
Amid the crisis of trust in the marketplace, there have been increasing calls for advertisers to show more honesty in marketing communications. However, firms are still hesitant to follow suit out of concerns that more honesty may mean more losses than gains. Against such background, there is still scant empirical evidence about the effect of honest marketing communications on marketing outcomes to help provide practical guidance for marketers. The present research helps fill this crucial gap by examining the role of humor in honest marketing communications. Three studies in this research reveal novel insights that an interrelationship exists between humor …
The Impact Of “Humorous” Ads Featuring Social Media Influencers On Perceptions Of The Influencer, Brand, And Purchase Intention, Jason L. Snyder, Robert Forbus
The Impact Of “Humorous” Ads Featuring Social Media Influencers On Perceptions Of The Influencer, Brand, And Purchase Intention, Jason L. Snyder, Robert Forbus
Atlantic Marketing Journal
The present study explored the use of humor in social media ads that featured both a product being advertised and a social media influencer (SMI). Using extant literature and the theory of planned behavior as guides, the goal of the study was to explore the role of perceived humorousness on consumer perceptions of the SMI, the ad, the brand, and consumer purchase intentions. The experiment (N = 292) exposed self-identified males living in the U.S. between the ages of 18 and 40 to one of two versions of an ad for a men’s grooming product. The ads were run …
The Effect Of Consumer Socialization, Perceived Employee Identification, And Flexibility On Store Loyalty For Beauty Products, Harash Sachdev
The Effect Of Consumer Socialization, Perceived Employee Identification, And Flexibility On Store Loyalty For Beauty Products, Harash Sachdev
Atlantic Marketing Journal
The survey data from a Chinese university suggests that consumer socialization and digital engagement profoundly influence employees' identification with their retailers. This identification, in turn, empowers retailers to become more flexible and adaptive to consumers' ever-changing needs, resulting in higher levels of store loyalty. Furthermore, an in-depth analysis revealed that retailers’ flexibility was vital in mediating employee identification and store loyalty.
Familiarity, Sensationalism, And Forward Referencing In Celebrity Clickbait: Effects On Curiosity And Click Intention, Cynthia B. Hanson
Familiarity, Sensationalism, And Forward Referencing In Celebrity Clickbait: Effects On Curiosity And Click Intention, Cynthia B. Hanson
Atlantic Marketing Journal
This study investigates the effects of celebrity familiarity, sensational copy, and forward referencing on curiosity and intention to click on a digital post using a 2 (familiar/unfamiliar celebrity) X 2 (high/low sensationalism) X 2 (high/low knowledge gap) experimental design. The results show that curiosity and click intention are significantly greater when the copy points to missing information and when familiarity is greater, supporting the information gap theory of curiosity and illustrating its application to the forward referencing technique used in clickbait. However, contrary to expectations, sensational copy produced lower levels of arousal, curiosity, and click intention, suggesting a backlash against …
The Impact Of The Anthem Protest Movement And Covid On Nfl Viewership, George W. Stone, Michael A. Jones, Kirsten Passyn
The Impact Of The Anthem Protest Movement And Covid On Nfl Viewership, George W. Stone, Michael A. Jones, Kirsten Passyn
Atlantic Marketing Journal
This research is based on 3 different surveys conducted over several NFL football seasons. The first study investigated the impact of the Anthem Protest Movement on the attitude of NFL fans. The “Anthem Protest” reemerged during the 2020 season during the “lockdown” season associated with the COVID epidemic. Co-mingled with COVID and societal unrest, many analysts were predicting irreparable harm to the NFL’s once indomitable position as America’s favorite sport resulting from this confluence of events. Given the importance of the topic in terms of future NFL fan support, this report looks back over the last several NFL seasons to …
How Politics Affects Practitioner Attitudes Of Marketing Faculty Interns, William T. Neese, W. Frank Thompson, Charla Brown
How Politics Affects Practitioner Attitudes Of Marketing Faculty Interns, William T. Neese, W. Frank Thompson, Charla Brown
Atlantic Marketing Journal
Marketing student internships are widely discussed in the literature, yet little has been published regarding the value of marketing faculty internships. In applied disciplines like marketing, faculty internships can bridge experience gaps between theory and practice and help provide critical information to keep the curriculum current. Unfortunately, politics can manifest itself as one barrier to academic engagement with the business community. To explore this potential problem, we first test a model that measures the influence political party combined with political ideology has on three Contempt-Anger-Disgust (CAD) outcome measures common in psychology literature. We model a statistically significant political backdrop that …
The Influence Of Job Embeddedness On Voluntary Salesforce Turnover, James Deconinck, Drew Carnes, Mary Beth Deconinck
The Influence Of Job Embeddedness On Voluntary Salesforce Turnover, James Deconinck, Drew Carnes, Mary Beth Deconinck
Atlantic Marketing Journal
Turnover is a critical issue encountered by organizations. However, salesforce turnover is especially important for companies given the vital role played by salespeople. This study developed and tested a model of turnover among a sample of 331 business-to-business salespeople. The results indicate that perceived supervisor support, perceived organizational support, and supervisor satisfaction are important variables indirectly impacting salespersons’ search behavior and voluntary turnover through job embeddedness.
Person-Supervisor Fit Antecedents: Self Determination Theory In Salesforce Turnover Intention, Ilgim Benoit, Jeffrey R. Foreman, Bonnie S. Guy
Person-Supervisor Fit Antecedents: Self Determination Theory In Salesforce Turnover Intention, Ilgim Benoit, Jeffrey R. Foreman, Bonnie S. Guy
Atlantic Marketing Journal
In this paper, by utilizing Self-Determination Theory (SDT), we discuss possible antecedents for Person-Supervisor (PS) fit, which is important in decreasing turnover intentions of salespeople. Specifically, this is the first paper to discuss autonomy, relatedness and competence as social antecedent variables that are influential in predicting the PS fit, which is the congruence of values and goals of salespeople and sales managers, that ultimately decreases turnover intentions of salespeople. Survey results show that autonomy and relatedness are both positively related to salespeople’s perception of PS fit, and have indirect effects on turnover intention through PS fit. Accordingly, by enhancing relatedness, …
Why Students Select Their College Major: An Investigative Study, Kate N. Matthews, Diane R. Edmondson, Lucy Matthews
Why Students Select Their College Major: An Investigative Study, Kate N. Matthews, Diane R. Edmondson, Lucy Matthews
Atlantic Marketing Journal
With the decline in the number of traditional college-aged students, understanding the degree selection process is important for departments, colleges, and universities alike. For students, selecting the proper major early is also beneficial since it reduces time in school and tuition costs. Therefore, a better understanding of the degree selection process is worthwhile. Survey data was collected from 1,177 undergraduates at a southeastern U.S. university. Survey questions included major selection influences and other attitude and demographic items. The highest ranked reason is interest and passion followed by fit with personality type. This was similar for students who changed majors. External …
The Impact Of Insult Ad Reads On Podcast Listeners, Jason L. Snyder, Mark D. Cistulli
The Impact Of Insult Ad Reads On Podcast Listeners, Jason L. Snyder, Mark D. Cistulli
Atlantic Marketing Journal
Audio podcasts have grown in popularity. Forty-six million Americans tune into an average of six podcasts each week (Nielson, 2020) and ad revenues are projected to top $4 billion by 2024 (IAB, 2022). To enhance the appeal of ads, many podcasters use humor in their ad reads. Although humor can be effective (Weinberger & Gulas, 1992) and reinforce the parasocial relationship between podcaster and audience, are there times when that humor has negative consequences? In this study, we are concerned primarily with the use of insult advertising in which the podcaster uses humor that targes the brand/product being endorsed. Participants …
An Investigation Of The Association Between Tourist Pre-Trip Planning Time And Length Of Trip, Lodging Choice, Tourist Psychographics And Demographics: An Application Of Correspondence Analysis And Cramér’S V Effect Size, James E. Stoddard, George D. Shows
An Investigation Of The Association Between Tourist Pre-Trip Planning Time And Length Of Trip, Lodging Choice, Tourist Psychographics And Demographics: An Application Of Correspondence Analysis And Cramér’S V Effect Size, James E. Stoddard, George D. Shows
Atlantic Marketing Journal
When performing survey research it is normal to collect descriptive information such as income, gender, highest education attainment, and others. This information is used to categorize the collected research responses into groups. This nominal or ordinal data may also be used to find patterns in the collected data and suggest relationships. As an exploratory research method, it can suggest future research possibilities to confirm these relationships. This paper introduces the use of Correspondence Analysis (CA) as a research technique to suggest possible relationships using nominal or ordinal data, using collected research from a survey performed to measure tourist preferences in …
Images In Service Marketing: Does Presentation Style Matter?, Can Trinh
Images In Service Marketing: Does Presentation Style Matter?, Can Trinh
Atlantic Marketing Journal
This research presents a pioneering attempt to examine whether the use of abstract images would be more effective than the use of concrete images in the case of service marketing. Based on construal level theory, we hypothesize that relative to the use of concrete images, the use of abstract images in service marketing will better match the intangible nature of services and will thus increase communication effectiveness. Two studies in this research provide evidence to support these propositions by showing that relative to the use of concrete images, the use of abstract images can enhance ad visuals, which in turn …
Nation Branding Through Sports: The Impact Of Qatar’S Ownership Of Paris Saint-Germain (Psg) On Qatar’S Image By French Soccer Fans, Matthieu Bocquet, Vassilis Dalakas
Nation Branding Through Sports: The Impact Of Qatar’S Ownership Of Paris Saint-Germain (Psg) On Qatar’S Image By French Soccer Fans, Matthieu Bocquet, Vassilis Dalakas
Atlantic Marketing Journal
This study examined how French soccer fans perceive Qatar which owns French club Paris Saint-Germain (PSG). It compared perceptions of the country among PSG fans, fans of PSG’s rival club Olympique Marseille (OM), and fans of other French clubs. Furthermore, it examined how fans’ identification with PSG or its rival OM moderated their perceptions of Qatar. PSG fans had more favorable perceptions than the other fans and highly identified PSG fans had more positive perceptions than low-identification PSG fans. However, rival fans did not have more negative perceptions than the other fans and there was also no difference between highly …
Happy Campers Or Unhappy Prisoners: How Materialism Punishes Us In Lockdown Times, Banwari Mittal
Happy Campers Or Unhappy Prisoners: How Materialism Punishes Us In Lockdown Times, Banwari Mittal
Atlantic Marketing Journal
COVID-19 and the resulting lockdowns created an unprecedented upheaval in consumers’ daily lives and lifestyles. The purpose of this research was to understand the psychological experience of life under lockdowns and the role of individual difference variables in that experience. Using survey data from U.S. consumers, the research identified two opposite feelings, coexisting: happy camper feeling or unhappy prisoner feeling. Younger, lower income, and less educated consumers felt more like prisoners than campers. Ability to maintain life as usual, and positive pre-pandemic life conditions (health, social network, and job satisfaction) led to happy camper feelings. In contrast, pre-pandemic materialism led …
Brand Activism In The Age Of Black Lives Matter Movement, Peter M. Mwencha, Reuben K. Njuguna
Brand Activism In The Age Of Black Lives Matter Movement, Peter M. Mwencha, Reuben K. Njuguna
Atlantic Marketing Journal
This study provides a review of brand activism phenomenon against the background of the Black Lives Matter movement. It is informed by the growing number of activist customers, leaders and corporations that are taking a stand on divisive social and political issues that exists in today’s America. It finds that while socially-conscious consumers respond better to brands that support socio-political causes that they identify with, leaders and corporations should exercise caution when engaging in activism due to its divisiveness as well as the difficulty in aligning a brand’s public stance on an issue and consumers’ beliefs. The study recommends that …
Implementing A Short-Term Field-Based Experiential Learning Activity: The Retail Scavenger Hunt, Pam Richardson, Rebeca Perren
Implementing A Short-Term Field-Based Experiential Learning Activity: The Retail Scavenger Hunt, Pam Richardson, Rebeca Perren
Atlantic Marketing Journal
This article introduces the Retail Scavenger Hunt (RSH)—a short-term field-based experiential learning activity. This flexible pedagogical tool enables students to experience first-hand what is commonly referred to in the consumer-packaged goods industry as “the store check.” Although initially designed as an instructor-led activity, the authors adapted the exercise during the pandemic to be executed as a self-directed, app-based field activity. As a result, this research can compare student impressions across implementation modes.
Manufacturing “Hits”: A Data-Driven Ai Approach To Releasing A Pop Song In 2022, Jessica Birk, Madhavi Chakrabarty
Manufacturing “Hits”: A Data-Driven Ai Approach To Releasing A Pop Song In 2022, Jessica Birk, Madhavi Chakrabarty
Atlantic Marketing Journal
Technology is radically transforming the music industry through the use of big data, artificial intelligence and machine learning algorithms. This paper presents a pilot study that examines the impact of data-driven approaches in creating, predicting, and marketing music. A machine learning algorithm is used to determine the optimal characteristics of the most popular songs and is used as the basis for creating the next song. Next, an AI technique was used to generate the inspiration of the instrumentation and lyrics of the song. Finally, a listener survey is used to determine the trend which included the mood, preference and context …
When Privacy Proclivity Meet Covid-19: No Longer Concerns Of Today’S M-Commerce Users?, James L. Thomas, Jianping Coco Huang, Brent J. Cunningham, Jihye Lee, Le Wu
When Privacy Proclivity Meet Covid-19: No Longer Concerns Of Today’S M-Commerce Users?, James L. Thomas, Jianping Coco Huang, Brent J. Cunningham, Jihye Lee, Le Wu
Atlantic Marketing Journal
This is continuous research of our previous publication (Thomas et al., 2021). A new two by two study (Before and After COVID 19) X (China and the US culture) was designed to test the moderated mediation effect of the COVID pandemic on M-commerce user’s privacy proclivity, trust, and M-commerce intention! A new sample was collected from two countries in different time periods (Before and after COVID pandemic) to investigate whether M-commerce users’ concern about privacy proclivity has changed after COVID-19. Built on top of our 2021 publication, this study discovered that privacy proclivity no longer has a significant direct impact …
Small Value-Add Local Food Retailer’S Covid-19 And Post-Covid-19 Strategies, Timothy L. Schauer, Denise Ogden, Doc Ogden
Small Value-Add Local Food Retailer’S Covid-19 And Post-Covid-19 Strategies, Timothy L. Schauer, Denise Ogden, Doc Ogden
Atlantic Marketing Journal
The pandemic came as a blow to retailers that were already under pressure from online competitors that offered low prices and provided the convenience of shopping from home. The media tended to cover the plight and challenges for larger chain stores and big box retailers. However, the small local food providers and retailers also faced challenges and had to manage without the luxury of having dedicated staff and deep pockets with which to navigate through the pandemic. This paper explores the experiences and strategies used by 20 small local value-added food providers and retailers as they navigated the pandemic. Additionally, …
Reducing The Negative Effects Of Uncontrollable Factors When Designing New Courses, Nusser Raajpoot, Ran Liu
Reducing The Negative Effects Of Uncontrollable Factors When Designing New Courses, Nusser Raajpoot, Ran Liu
Atlantic Marketing Journal
This paper seeks to introduce a novel course design method in academic literature. It uses advanced experimental designs to capture student preferences. It also makes a distinction between controllable and uncontrollable design factors and seeks to minimize the negative impact of uncontrollable design factors, ensuring a successful course introduction. We propose and test a design method that combines Taguchi experimental designs with discrete choice estimation where choice probabilities are used as input data for Taguchi's inner and outer arrays. Design efficiency is measured by calculating signal to noise (S/N) ratio, which accounts for both mean and variance of choice probabilities. …
Political Reality: Attack Ads Are Here To Stay, Rebecca Dingus, Chanho Song, Richard H. Kolbe, Michael Y. Hu
Political Reality: Attack Ads Are Here To Stay, Rebecca Dingus, Chanho Song, Richard H. Kolbe, Michael Y. Hu
Atlantic Marketing Journal
The primary research questions of this study center on two largely overlooked areas in negative political advertising: (1) Would the sponsor of the attack ad message be better off with a positive message? (2) When one is targeted by an attack ad, how should the attacked candidate respond? M-Turk subjects (n = 1,380) were used to conduct a multi-stage experimental design to capture the dynamic aspects of how subjects react to the use of attack ads in a hypothetical political campaign. In general, subjects did not respond favorably to attack ads, as these negative political messages caused damage to the …
Looking For Inclusivity In Higher Ed? Start In The Classroom!, Michelle C. Carpenter
Looking For Inclusivity In Higher Ed? Start In The Classroom!, Michelle C. Carpenter
Atlantic Marketing Journal
The rallying cry for inclusivity has never been greater in higher education. As professors look for ways to ensure all sociocultural perspectives are present in their course activities, lectures and discussions, many questions remain beginning with who should be addressing these issues as well as how exactly this might be accomplished. Increasingly more faculty are opening their classrooms to this discussion, even if diversity is not a required element of their course. Exit interviews conducted in Spring 2021 with senior marketing majors at a Mid Atlantic University provided an opportunity for students to share their perceptions about inclusivity and what …
Investigating The Impact On Student Engagement From Converting Face-To-Face Classes To Online In Response To Covid-19, Anita Whiting
Investigating The Impact On Student Engagement From Converting Face-To-Face Classes To Online In Response To Covid-19, Anita Whiting
Atlantic Marketing Journal
Paper investigates the impact on student engagement from converting traditional face-to-face classes to online in response to Covid-19. In particular, this study investigated the impact of conversion to online on four different types of student engagement: (1) participation engagement, (2) emotional engagement, (3) skill engagement, and (4) performance engagement. Survey data were collected from 160 business students who had their face-to-face classes converted to online due to Covid-19. Results of study show that all four types of student engagement significantly declined when classes were converted to online. Participation engagement declined the most while performance engagement declined the least. Non-traditional students …
Understanding Millennials Regarding Online Versus In-Store Grocery Shopping Preferences, Timothy L. Schauer
Understanding Millennials Regarding Online Versus In-Store Grocery Shopping Preferences, Timothy L. Schauer
Atlantic Marketing Journal
Grocery shopping has changed in significant ways over the last 150 years – all to allow customers to choose their own items (Strasser, 1989). Within the last decade, large U.S. supermarkets, like Kroger, Walmart, and Safeway have rolled out online stores (Perez, 2015). However, in 2017, when the Internet-based giant, Amazon, acquired Whole Foods and developed the Amazon Go concept store, the march toward online-only sales came into question. The purpose of this research is to attempt to understand the preferences associated with Millennials regarding online versus in-store grocery shopping preferences. This paper provides the following contributions. First, it extends …
Keeping The Faith: The Impact Of Religiosity On Controversial Social Justice Advertising, Rebecca Rast, Josh Coleman, Christina S. Simmers
Keeping The Faith: The Impact Of Religiosity On Controversial Social Justice Advertising, Rebecca Rast, Josh Coleman, Christina S. Simmers
Atlantic Marketing Journal
Religious individuals have traditionally responded negatively to controversial advertising; however, little has been examined in their response to brand activism in the form of social justice issues. Interestingly, brands may find support from more religious individuals when promoting certain social issues. Across three studies using two social networks (Twitter and Instagram), this research demonstrates that individuals who identify as more religious (compared to those who identify as less religious) consistently display higher attitudes, intentions, and perceptions of authenticity for brands supporting social justice issues (precisely racial inequality, or “Black Lives Matter”). These findings are explained through social identity theory, in …
Fashion And Sustainability: Consumption And Shared Responsibility, Jie Gao Fowler, Timothy Reisenwitz, Rongwei Chu
Fashion And Sustainability: Consumption And Shared Responsibility, Jie Gao Fowler, Timothy Reisenwitz, Rongwei Chu
Atlantic Marketing Journal
Indulgence in fashion has been indispensable in modern societies, as it is a crucial device for self-image and identity construction. With the advanced technology and globalization of production, the fashion industry has skewed towards fast fashion, making the latest trends available to mass consumers at affordable prices. This research aims to examine how Chinese consumers perceive sustainable consumption in the context of fashion. We endeavor to explore the factors that influence the engagement of sustainable consumption. This study aims not to argue whether sustainable fashion should mobilize or replace the current fashion system but to provide evidence on consumers' perception …
Customer Perceptions Of Diversity In Health Services: How Other Customers’ Race Influences Customer Perceptions, Ayse Banu Elmadag, Gallayanee Yaoyuneyong, Brigitte W. Burgess, Mehmet Okan
Customer Perceptions Of Diversity In Health Services: How Other Customers’ Race Influences Customer Perceptions, Ayse Banu Elmadag, Gallayanee Yaoyuneyong, Brigitte W. Burgess, Mehmet Okan
Atlantic Marketing Journal
Using the Similarity Attraction perspective, this study examines racial diversity in health services. An initial review of the literature summarizes currently known findings related to the effects of Other Customers on Customer experiences in healthcare service settings. Two experimental studies, adopting Byrne and Nelson’s (1965) Similarity-Attraction perspective, test the effects of Customer-Other Customer Race (Black vs. White) interaction on Revisit Intentions and Customer Perceived Anxiety. Results indicate that Perceived Anxiety is not reduced by Customer-Other Customer race match (i.e., Black and Black, or White and White), though Other Customer Race (Black vs. White) drives Perceived Anxiety. Customer-Other Customer …
What's In A Name? Public Perceptions Of Multi-Level Marketing, Robert A. Peterson, Jeffrey A. Peterson
What's In A Name? Public Perceptions Of Multi-Level Marketing, Robert A. Peterson, Jeffrey A. Peterson
Atlantic Marketing Journal
This paper presents the results of a nationwide survey of the American public’s general familiarity with, and perceptions of, multi-level marketing, direct selling, and social selling. Survey respondents were most familiar with direct selling; there was no substantive difference in familiarity with multi-level marketing and social selling. Respondents familiar with the three terms possessed perceptions of them that were significantly more positive than were the perceptions of respondents reporting not being familiar with the terms. Across all terms, male respondents reported being more familiar with, and more positively disposed toward, them than did female respondents. Respondents 55 years of age …
Ira Disclosure Framing Effects On Purchase Decisions, Eugene Cautillo, Mary M. Long
Ira Disclosure Framing Effects On Purchase Decisions, Eugene Cautillo, Mary M. Long
Atlantic Marketing Journal
This research examines the use of disclosures included in IRA advertisements to determine their impact on purchase decisions. Disclosures were manipulated through different framing language to examine the investor’s risk perception. The Hayes Process Model was used to test the significance of investor risk perception and risk propensity (investor’s likelihood to act on risk perception) related to framing manipulation and ultimately, the purchase decision. The level of risk propensity was then used to assess the impact on the purchase decision for investors with varying sophistication levels. Additionally, the investor’s sophistication level, determined via a series of investment questions, was also …
An Analysis On Engaging “Beauty Work”, Timothy Reisenwitz, Jie G. Fowler
An Analysis On Engaging “Beauty Work”, Timothy Reisenwitz, Jie G. Fowler
Atlantic Marketing Journal
This study attempts to compare non-invasive cosmetic procedures consumers who use a high amount of information sources with those who use a low amount of information sources in the information search stage of the decision-making process. The findings indicate that patients who use more cosmetic procedures information sources have lower cognitive ages. Patients who use less information have a greater attitude toward social media advertising and the traditional advertising of cosmetic procedures. Finally, patients who use more cosmetic procedures information have greater increases in self-image after the procedure than those patients who use less information. The findings contribute to marketing …