Marketing Commons^™

Price Endings Of Online And Offline Retailers: Round And Just-Below Pricing, Kwanho Suk, Gaeun Kim, Dongwon Lee, Xuanting Jin

Asia Marketing Journal

This study investigates and compares price-ending strategies employed by online and offline retailers. Analyzing 210,456 prices from retailers in US, South Korea, and China reveals significant differences in price-ending between online and offline retail formats. Online retailers exhibit a lower propensity to utilize round prices (e.g., ending in 0) and just-below prices (e.g., ending in 9) than offline retailers. This research discusses potential explanations for these observed discrepancies, focusing on the distinct price-setting environments and consumer purchasing behaviors of online and offline retail.

Exploring The Relationship Between Esg Activities And Firm Performance: The Carrot And Stick Approach, Jeongbin Whang, Jong-Ho Lee, Jaeho Lee

Asia Marketing Journal

This study uses stakeholder theory to investigate the impact of firms' ESG activities on performance, paying particular attention to the moderating roles of executive ESG compensation (the ``carrot'') and external ESG audits (the ``stick''). Utilizing Thomson Reuters ESG data from 1,523 US firms over six years (2017–2022) and applying fixed-effects models, the analysis reveals that environmental and social activities are positively associated with firm performance. In contrast, governance activities are negatively related to financial performance but positively related to non-financial outcomes. Furthermore, executive ESG compensation and external audits positively moderate the relationship between ESG activities and firm performance. Executive compensation …

Internal Public Relations Influence On Organizational Citizenship Behaviors: Integrating Social Identity Perspectives In Organizational Contexts, Daewook Kim

Asia Marketing Journal

This study examined how internal public relations encourages employees to participate in organizational citizenship behaviors. Using a national survey of employees (N = 339), we tested a conceptual model that proposed linkages among dialogic internal communication, organizational social capital, communal relationships, and organizational citizenship behaviors. The results suggest dialogic internal communication can enhance organizational social capital and encourage internal publics to participate in organizational citizenship behaviors. Additionally, organizational social capital mediated the effects of dialogic internal communication on communal relationships and organizational citizenship behaviors. The findings highlight a critical connection between public relations and social identity perspectives within organizational …

Temporal Dynamics Of Online Shopping: A Multidimensional Clustering Approach For Optimizing Time-Specific Advertising Strategies, Hye Ra Oh, Yunjae Cheong

Asia Marketing Journal

This study clusters consumers according to their hourly online shopping consumption patterns and develops optimized advertising strategies that can be practically applied by companies. Specifically, we considered multidimensional variables related to consumers, including demographic characteristics, shopping frequency, information search and content consumption characteristics, and lifestyle traits. We explored consumer types by comparing various clustering algorithms and applying the optimal clustering method for each time period. The analysis results show significant differences in payment amounts according to payment time periods. Regarding consumer types, consumption tendencies are distinctly differentiated by payment time periods, with each cluster showing different characteristics. This study is …

Does Ai-Driven Empathy Work In Healthcare Marketing? The Impact Of Cognitive And Affective Empathy In Chatbots And The Moderating Role Of Illness Type, Jee Won Kim, Yeonsoo Kim, Jino Chung

Asia Marketing Journal

Recognizing the growing potential of AI-generated chatbots in healthcare and healthcare marketing, this study investigates how different types of chatbot-expressed empathy influence user responses in stigmatized versus non-stigmatized health contexts. Perceived authenticity is introduced as a key mediator. Drawing on Mind Perception Theory, a 3 (empathy: none, cognitive, affective) × 2 (illness type: stigmatized, non-stigmatized) online experiment was conducted. The findings show that affective empathy reduced perceived authenticity, which subsequently decreased user satisfaction, perceived understanding, reuse intention, and follow intention. These indirect effects varied by illness type: in stigmatized contexts, non-empathetic communication was viewed most favorably, whereas in non-stigmatized contexts, …

Unpacking Virtual Influencer Persuasiveness: Effects Of Social Attributes, Self-Congruence, And Attachment On Brand Attitude And Purchase Intention, You Jin Song, Sejung Marina Choi

Asia Marketing Journal

As virtual influencers (VIs) increasingly function as prominent intermediaries in brand–consumer interactions, there is a critical need for systematic investigation into their impact on consumer behavior. This study empirically explores how specific attributes of VIs—competence, warmth, and eeriness—shape consumer perceptions, attachment, and brand engagement. Results indicate that competence and warmth significantly enhance VI attractiveness, whereas eeriness diminishes attractiveness and weakens consumer responses. Furthermore, attractiveness emerges as a primary determinant of consumer attachment to VIs, with actual self-congruence acting as a moderator that reduces this attachment. Notably, stronger consumer attachment fosters more positive brand attitudes, which subsequently elevate purchase intention. These …

Are You Ready To Embrace Ai-Generated Art? Exploring The Differential Effects Of Ai Versus Human Agents On Consumer Response, Seojin Stacey Lee, Yaeri Kim, Kiwan Park

Asia Marketing Journal

With a growing integration of artificial intelligence (AI) into creative domains, understanding its impact on consumer responses remains a critical area of inquiry. This research examines how agent type (AI vs. human) and art type (fine art vs. art-infused product) influences consumer purchase intention, along with the underlying psychological mechanism. Across three empirical studies, we find that consumers report higher purchase intention for art-infused products compared to fine art when created by AI. In contrast, this difference in purchase intention is diminished when the products are created by human artists. Perceived incompatibility functions as a moderated mediator in this process. …

Defying Conventions: The Marketing Alchemy Of Transforming 'Ugly' Into Iconic, Monisha Gupta, Rex Evans Mcclure

Atlantic Marketing Association Proceedings

No abstract provided.

Deinfluencers As Institutional Actors: Dramaturgical Work And The Embedded Contestation Of Consumerism, Gokcen Coskuner-Balli, Charlene Chu, Niklas Myhr, Cristina Nistor

Business Faculty Articles and Research

"In the sections that follow, we develop theoretical scaffolding for our analysis. We begin by reviewing the literature on institutional work, focusing on how embedded actors engage in purposive actions to disrupt taken-for-granted norms. Next, we examine theoretically how influencers operate, setting the stage for understanding how deinfluencers leverage and subvert these roles. We then review scholarship on anti- consumption and consumer resistance, highlighting how deinfluencers depart from conventional activist modes by adopting culturally embedded, everyday practices. Collectively, these literatures inform our conceptualization of deinfluencing as a dramaturgically enacted form of institutional work. Subsequently, we present our methodology, followed by …

Examining Factors Influencing Customer Loyalty In Omnichannel Retailing: The Mediating Role Of Customer Experience, Min Xiuxia

Student Works (2020-2029)

Research aims: This study aims to investigate factors that influence customer loyalty in omnichannel retailing and mediating role of customer experience. It also examining an impact of customer engagement on customer loyalty within the omnichannel context. Design/Methodology/Approach: A quantitative research design was employed using a structured online questionnaire distributed to consumers in Malaysia who had purchased from the same retail brand through both online and offline channels. Data were analysed using Smart PLS (Partial Least Squares) Structural Equation Modelling (PLS-SEM) to test the hypothesised relationships among omnichannel characteristics, individual characteristics, customer experience, customer engagement and customer loyalty. Research findings: The …

Unpacking Low Glycaemic Index (Gi) Food Purchase Intentions In An S-O-R Framework: The Multidimensional Moderating Roles Of Consumer Knowledge And Trust, Cao Henglei

Student Works (2020-2029)

Research aim: Examine Malaysian consumers’ decisions to purchase low-GI foods using the S–O–R framework, while considering how knowledge and trust shape these decisions. Design/Methodology/Approach: A quantitative survey was conducted among 302 Malaysian consumers, with data analysed via confirmatory factor analysis, structural equation modelling, and moderation analysis. Research findings: Attitudes toward low-GI foods are shaped by health consciousness, environmental concern, and social influence, but not price perception. Purchase intention is directly influenced by trust, with moderation observed only for subjective knowledge. Theoretical contribution/Originality: Extends the S–O–R framework through differentiating knowledge type and clarifying the role of trust in low-GI food consumption. …

Educating For Responsible Ai Governance - Building Interdisciplinary Frameworks For The Management Of Artificial Intelligence, Grace Eboh

Southwestern Business Administration Journal

As Artificial Intelligence (AI) becomes increasingly prevalent across industries, there is a critical need for educational programs that teach effective AI governance and management. This article examines how educational institutions can develop comprehensive curricula to prepare professionals for the complex challenges of overseeing AI systems responsibly. It analyzes current gaps in AI governance education, proposes frameworks for curriculum design, and identifies key competencies required for effective AI stewardship. The findings suggest that successful AI governance education must adopt an interdisciplinary approach that integrates technical literacy, policy understanding, ethical reasoning, and organizational management.

Evaluating Marketing Decision Systems Under Experimental Constraints, Vatsal Modi

AMTP Proceedings 2026

Marketing organizations increasingly rely on algorithmic decision systems to guide targeting, budget allocation, and personalization. While these systems are widely deployed, evaluating their incremental impact remains challenging when traditional experimentation approaches, such as geo-based or large-scale randomized tests, are infeasible due to operational, regulatory, or interference constraints. This study examines how marketing decision systems can be rigorously evaluated under such conditions. Drawing on recent advances in causal inference and marketing analytics, we develop a decision-centric evaluation framework that integrates synthetic control methods, quasi-experimental designs, and incrementality diagnostics to approximate counterfactual performance. The framework emphasizes methodological transparency, robustness checks, and practical …

Everyone Works On The Sustainability Team: Power Structures And Brand Communication In Sustainable Consumption, Sofia Johansson

USF Tampa Graduate Theses and Dissertations

In response to growing concerns about the way in which consumption practices negatively degrade the environment and contribute to climate change, this thesis explores the role in which brands may counteract this. There are two significant issues pertaining to environmental marketing: (1) current efforts to promote green consumerism, through which consumer brands market products as “eco-friendly” with only marginal reductions in climate impact and misleading labels, are insufficient in mitigating climate change. (2) Additionally, this kind of consumption is unjust, whereby it is marked up in price, limiting access to merely individuals in higher income brackets. Given the insufficiencies of …

Human-Ai Collaboration In Marketing Brainstorming: A Meta-Analytic Investigation Of Implementation Approaches And Creative Outcomes, Michael Michaels

USF Tampa Graduate Theses and Dissertations

Marketing organizations face intensifying pressure to sustain creative output while managing constrained resources and accelerating digital content cycles. The integration of artificial intelligence into marketing brainstorming processes presents a promising response to this challenge; however, prior to this investigation, no comprehensive quantitative synthesis had established the overall effectiveness of human-AI collaboration in marketing creativity contexts or identified optimal implementation strategies.

This dissertation presents a systematic meta-analytic investigation of AI-enhanced brainstorming effectiveness in marketing contexts. Following PRISMA guidelines, 42 independent empirical studies (N = 2,166 participants) published between 2018 and 2025 were identified across four primary academic databases, coded for implementation …

Influence Of Digital Out-Of-Home Advertising On Intention To Purchase Green Products, Michael Humbani

The African Journal of Information Systems

This study investigates the impact of digital outdoor (out-of-home) advertising on environmental product knowledge and environmental concerns, aiming to promote green purchase intentions. The investigation is grounded in the Stimulus-Organism-Response model. Data were collected through a self-administered online questionnaire completed by 274 adult consumers. Using structural equation modelling, the findings indicate that informativeness, credibility and incentives have a positive effect on environmental product knowledge. Of these, only informativeness and credibility were significant predictors of environmental concern. Furthermore, environmental product knowledge was found to significantly influence green purchase intention, but environmental concern had no significant influence. From a theoretical perspective, this …

Applying Means–End Chain Theory To Online Buying And Understanding Consumers' Motivation To Disclose Private Information, Brikena Berisha, Maja Konečnik Ruzzier

Economic and Business Review

The purpose of this study is to define and understand the motives that influence consumers’ decisions to disclose personal data online. Using means–end chain theory as the main theoretical framework, 10 in-depth interviews conducted through soft laddering revealed how both utilitarian and hedonic motivations jointly shape disclosure behavior. The findings show that these motivations interact, demonstrating that data disclosure is driven not only by functional considerations but also by emotional and experiential factors embedded in consumers’ value systems. The study concludes that motivation plays a central and multifaceted role in online data disclosure decisions.

Reimagining The American Dream Of Aging: Filmic Portrayals And Implications For Transformative Advertising Research, Katherine C. Sredl, Julie Whiteman, Finola Kerrigan, Cagri Yalkin

School of Business: Faculty Publications and Other Works

Transformative advertising research uses institutional theory to position advertising as a site for transformative well-being, highlighting the role of ideology in shaping industry practice and output. Our study into discourses of successful aging in three films addressing the lives of older women demonstrates how film uses cinematography, dialogue, and mise-en-scène to discursively create film templates of successful aging. Templates provide cultural ideological frameworks for film audiences in their materialized representations of subject positions, thereby creating consent for the conditions and consumption that symbolize those positions. Although film can offer advertising and its audiences potentially transformative ideological templates of aging and …

Leveraging Csr To Buffer Brand Challenges During Crises: A Saudi Arabian Perspective, Nouf Alrayes, Abdullah Alhidari

Journal of Marketing and Consumer Behaviour in Emerging Markets

Crises, such as economic downturns or global health pandemics, pose significant business challenges. Engaging in CSR initiatives that contribute to societal well-being can help mitigate the negative consequences of crises, reinforce customer gratitude, and minimize corporate hypocrisy. CSR is critical in shaping a company’s accountability and ethical responsibilities. Consequently, there is an opportunity for the firm to see the role of CSR and how it affects customers’ responses and attitudes during any difficult situation. Drawing upon attribution theory and the customer gratitude reciprocity cycle, a conceptual framework was developed to test the impact of CSR on the variables: corporate hypocrisy, …

To Swear Or Not To Swear: Exploring The Role Of Profanity In Influencer Marketing, Mahdi Niknejad Moghadam, Vijay Mahajan

Marketing Faculty Publications and Presentations

Influencers play a central role in promoting products and services on digital platforms. Understanding the impact of their linguistic choices, including the use of profanity, is therefore important for marketers seeking to engage target audiences. This study investigates how influencers’ profanity usage shapes user engagement. The authors analyze videos shared by influencers on a popular video-sharing platform and extract auditory, visual, and verbal features using a range of machinelearning tools. The findings indicate that profanity in focal content is associated with lower engagement, with a substantially larger effect in categories where profanity is less normatively expected. This negative effect is …