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Articles 121 - 150 of 476
Full-Text Articles in Marketing
Gucci: Steering Into The Post-Covid Era, Singapore Management University
Gucci: Steering Into The Post-Covid Era, Singapore Management University
Perspectives@SMU
Marco Bizzarri and Alessandro Michele proved there is life after Tom Ford. COVID-19 could yet make Gucci’s revival a short-lived one
Do Animated Line Graphs Increase Risk Inferences?, Junghan Kim, Arun Lakshmanan
Do Animated Line Graphs Increase Risk Inferences?, Junghan Kim, Arun Lakshmanan
Research Collection Lee Kong Chian School Of Business
This article shows that animated display of time-varying data (e.g., stock or commodity prices) enhances risk judgments. We outline a process whereby animated display enhances the visual salience of transitions in a trajectory (i.e., successive changes in data values), which leads to transitions being utilized more to form cognitive inferences about risk. In turn, this leads to inflated risk judgments. The studies reported in this article provide converging evidence via eye tracking (Study 1), serial mediation analyses (Studies 2 and 3), and experimental manipulations of transition salience (graph type; Study 3) and utilization of transitions (global trend; Study 4 and …
Kobe Influencer Marketing: Using Social Media To Promote A Herbal Tea Brand, Patricia Lui, Lipika Bhattacharya
Kobe Influencer Marketing: Using Social Media To Promote A Herbal Tea Brand, Patricia Lui, Lipika Bhattacharya
Asian Management Insights
In July 2019, Evangeline Leong, co-founder and CEO of Kobe, a Singapore-based start-up providing influencer marketing services, had a challenging task ahead of her.
Go Ueber: Start With Ideals, Jp Kuehlwein, Wolf Schaefer
Go Ueber: Start With Ideals, Jp Kuehlwein, Wolf Schaefer
Asian Management Insights
Brands become ‘Ueber’ when they create meaning beyond the purely material and logical aspects. They do not merely represent a commercial proposition, but an aspirational value that consumers want to buy into. They lead their categories and their fans into the future, based on clear convictions and ideals. But they also play a larger role within the company. They are no longer seen as mere marketing instruments to attract consumers. They are embraced as a guiding force for the entire enterprise to inspire and engage all stakeholders inside and outside.
The Role Of Comparison Sites And Image Features In Consumer Search, Peng Yam Koh
The Role Of Comparison Sites And Image Features In Consumer Search, Peng Yam Koh
Dissertations and Theses Collection (Open Access)
Comparison sites are widely used by consumers. Theory assumes that consumers visit these sites to discover new alternatives, raising questions about the role of the initial consideration set (alternatives considered at the start of search) when comparison sites are available. Will consumers ignore their initial consideration set and directly explore new alternatives? Will consumers with large initial consideration sets avoid comparison sites? Utilizing search and incomplete knowledge theories, the authors intuit that consumers first search their initial consideration set, and visit a comparison site to reduce the search costs of doing so. If a suitable alternative is absent, consumers subsequently …
For Him It Rains, For Her It Pours: How Weather And Gender Impact Consumption, Singapore Management University
For Him It Rains, For Her It Pours: How Weather And Gender Impact Consumption, Singapore Management University
Perspectives@SMU
Marketers and business managers benefit from knowing why weather may be associated with increased consumption, and how this process may differ across men and women, according to UNSW Business School research
Enterprise Feedback Management (Efm): What Lies Beyond The Hype?, Lerzan Aksoy, Sabine Benoit, Shreekant G. Joag, Jay Kandampully, Timothy Lee Keiningham, An L. Yan
Enterprise Feedback Management (Efm): What Lies Beyond The Hype?, Lerzan Aksoy, Sabine Benoit, Shreekant G. Joag, Jay Kandampully, Timothy Lee Keiningham, An L. Yan
Research Collection Lee Kong Chian School Of Business
Purpose: The needs of CMOs to utilize a firm's data productively in order to support decision-making combined with the reported benefits of enterprise feedback management solutions has resulted in a rapid rise in usage and valuation of EFM providers. The explicit promise of EFM providers is improved financial performance, whereas there is no scientific research investigating this link. To investigate the link between EFM usage and financial performance is core of this research. Design/methodology/approach: To gain insight into this link survey data from 127 US-based firms on their usage of EFM platforms was linked to their stock market performance over …
Crowdfunding Digital Platforms: Backer Networks And Their Impact On Project Outcomes, Yee Heng Tan, Srinivas K. Reddy
Crowdfunding Digital Platforms: Backer Networks And Their Impact On Project Outcomes, Yee Heng Tan, Srinivas K. Reddy
Research Collection Lee Kong Chian School Of Business
Crowdfunding platforms serve to connect project creators and backers. Previous research has explored several project and platform determinants that impact crowdfunding outcomes. However, there has been limited research on these determinants at an individual level. Our paper addresses how backers may influence the outcomes of projects in crowdfunding platforms. We explore several methods commonly used in the industry to identify influence and show that centrality measures through a backer affiliation network best exemplifies influence. Using data from Kickstarter, we construct a weighted backer network based on 52,678 common projects backed by 11,134 backers. Controlling for digital media mentions and project …
Marketing Agility: The Concept, Antecedents, And A Research Agenda, Kartik Kalaignanam, Kapil R. Tuli, Tarun Kushwaha, Leonard Lee, David T Gal
Marketing Agility: The Concept, Antecedents, And A Research Agenda, Kartik Kalaignanam, Kapil R. Tuli, Tarun Kushwaha, Leonard Lee, David T Gal
Research Collection Lee Kong Chian School Of Business
Changes in the way customers shop, accompanied by an explosion of customer touchpoints and fast-changing competitive and technological dynamics, have led to an increased emphasis on agile marketing. The objective of this article is to conceptualize and investigate the emerging concept of marketing agility. The authors synthesize the literature from marketing and allied disciplines and insights from in-depth interviews with 22 senior managers. Marketing agility is defined as the extent to which an entity rapidly iterates between making sense of the market and executing marketing decisions to adapt to the market. It is conceptualized as occurring across different organizational levels …
Reflections Of A Chief Strategy Officer In A Diversified Conglomerate, Nirmalya Kumar
Reflections Of A Chief Strategy Officer In A Diversified Conglomerate, Nirmalya Kumar
Research Collection Lee Kong Chian School Of Business
After a lifetime as an academic, I was hired as Chief Strategy Officer (“CSO”) at Tata, a colossal $100 billion group with more than a hundred companies and 650,000 employees worldwide. At first sight, the job of being strategy head for the Tata Group may seem rather different from my academic role, with implementation responsibility and ability being the key difference. But, it did not require much of an adjustment for two reasons. First, I was not the typical academic. For twenty years, as an external consultant, I had been working with top executives and helping them think through their …
Restrict, Clean And Protect: Signaling Consumer Safety During The Pandemic And Beyond, Liliana L. Bove, Sabine Benoit
Restrict, Clean And Protect: Signaling Consumer Safety During The Pandemic And Beyond, Liliana L. Bove, Sabine Benoit
Research Collection Lee Kong Chian School Of Business
Purpose: Since the outbreak of the COVID-19 pandemic, customers fear for their health when interacting with service providers. To mitigate this fear service providers are using safety signals directed to consumers and other stakeholders who make organizational assessments. The purpose of this article is to synthesize the range of safety signals in a framework that integrates signaling theory with servicescape elements so as to provide guidance for service providers to assist in their recovery. Design/methodology/approach: The authors extracted examples of how service providers signal safety to their consumers that the risk of infection is low in exchanging with their service. …
5 Ways To Boost Your Business Through Influencer Marketing, Patricia Lui
5 Ways To Boost Your Business Through Influencer Marketing, Patricia Lui
Research Collection Lee Kong Chian School Of Business
Covid-19 pandemic’s economic impact put pressure on marketing budgets. Brands are more careful when deciding how they spend the funds on digital marketing, including influencer strategy. The blog offers tips on how to tap on influencers to create brand awareness and generate business leads and conversions.
Pretrial Justice Reform And Property Crime: Evidence From New Jersey, Jung K. Kim, Yumi Koh
Pretrial Justice Reform And Property Crime: Evidence From New Jersey, Jung K. Kim, Yumi Koh
Research Collection Lee Kong Chian School Of Business
Several states and localities have begun to implement various forms of pretrial justice reforms aimed at reducing the size of pretrial detainee population. However, empirical investigation of the effect of such reforms on crimes more broadly (other than recidivism) is limited. We analyse the effect of the 2017 New Jersey Criminal Justice Reform on property crimes. We find that property crime per 100,000 population increased by 22.5% within the first two years. Our findings suggest that reducing the likelihood of pretrial detention for less violent crimes can have substantial impact on behavioural incentives for offenders of such crimes.
Customer Deviance: A Framework, Prevention Strategies, And Opportunities For Future Research, Paul W. Fombelle, Clay M. Voorhees, Mason R. Jenkins, Karim Sidaoui, Sabine Benoit, Thorsten Gruber, Anders Gustafsson, Ibrahim Abosag
Customer Deviance: A Framework, Prevention Strategies, And Opportunities For Future Research, Paul W. Fombelle, Clay M. Voorhees, Mason R. Jenkins, Karim Sidaoui, Sabine Benoit, Thorsten Gruber, Anders Gustafsson, Ibrahim Abosag
Research Collection Lee Kong Chian School Of Business
The phrase the "customer is always right" assumes that customers provide universal benefits for firms. However, in recent years, customer deviance is on the rise and the academic literature has provided little insight into the drivers of deviance, the actual behaviors, and strategies for how managers can better manage a customer base that cannot be classified as universally benign. This article addresses customer deviance ranging from classic examples like shoplifting to engaging in hostile anti-brand behaviors on social media or even breaking established norms such as trespassing in stores after closing hours. In an effort to spur new research into …
Don’T Cut Your Marketing Budget In A Recession, Nirmalya Kumar, Koen Pauwels
Don’T Cut Your Marketing Budget In A Recession, Nirmalya Kumar, Koen Pauwels
Research Collection Lee Kong Chian School Of Business
Most companies reduce spending in recessions, especially on marketing items that may be easier to cut (certainly relative to payroll). Right now, advertising agencies are struggling to stay afloat, and Google and Facebook are reporting substantially lower ad revenues as marketing spending dives with the business cycle (cyclical marketing). But that is today’s equivalent of bleeding – an old-fashioned but once widespread treatment that actually reduces the patient’s ability to fight disease. Companies that have bounced back most strongly from previous recessions usually did not cut their marketing spend, and in many cases actually increased it. But they did change …
Intuitive Pricing By Independent Store Managers: Challenging Beliefs And Practices, Sabine Benoit, Mario Kienzler, Christian Kowalkowski
Intuitive Pricing By Independent Store Managers: Challenging Beliefs And Practices, Sabine Benoit, Mario Kienzler, Christian Kowalkowski
Research Collection Lee Kong Chian School Of Business
Independent store managers-who constitute a substantial portion of the retailing sector-often have limited resources with which to practice the formalized, data-driven pricing processes prescribed in the literature. On that basis, this article addresses how independent convenience store managers arrive at prices and whether their practices are effective. To begin with, 33 interviews with independent convenience store managers identified six common beliefs and ten practices underlying managers' intuitive decision making. Based on point-of-sale survey data from 1,504 customers of two convenience store chains at petrol stations, a second study compared market-oriented managerial beliefs with actual customer price perceptions and buying behaviors. …
Crowdfunding Platforms: Ecosystem And Evolution, Yee Heng Tan, Srinivas K. Reddy
Crowdfunding Platforms: Ecosystem And Evolution, Yee Heng Tan, Srinivas K. Reddy
Research Collection Lee Kong Chian School Of Business
Crowdfunding is the practice of seeking support from a large number of backers, each funding a small amount, in order to reach a specific funding goal. This monograph examines: (1) the field of crowdfunding, (2) how it has evolved, (3) the impact crowdfunding has on the fields of innovation, marketing and finance and (4) the factors that can affect crowdfunding outcomes. We view crowdfunding as complementary and transformative, increasing the efficiency of several existing processes such as idea generation and testing, fund raising and collection. We combine practitioner perspectives and research findings to provide insights on this subject. We explore …
Negative Reviews, Positive Impact: Consumer Empathetic Responding To Unfair Word Of Mouth, Thomas Allard, Lea H. Dunn, Katherine White
Negative Reviews, Positive Impact: Consumer Empathetic Responding To Unfair Word Of Mouth, Thomas Allard, Lea H. Dunn, Katherine White
Research Collection Lee Kong Chian School Of Business
This research documents how negative reviews, when perceived as unfair, can activate feelings of empathy toward firms that have been wronged. Six studies and four supplemental experiments provide converging evidence that this experienced empathy for the firm motivates supportive consumer responses such as paying higher purchase prices and reporting increased patronage intentions. Importantly, this research highlights factors that can increase or decrease empathy toward a firm. For instance, adopting the reviewer's perspective when evaluating an unfair negative review can reduce positive consumer responses to a firm, whereas conditions that enhance the ability to experience empathy-such as when reviews are highly …
Remaking Retail In The Time Of Covid-19, Singapore Management University
Remaking Retail In The Time Of Covid-19, Singapore Management University
Perspectives@SMU
Short of the successful development of a COVID-19 vaccine, the sight of retail stores re-opening for business is probably the best mood lifter. Not only do lockdown-weary consumers reclaim some vestige of normalcy, businesses reeling from months of decimated income can stem the red ink and perhaps even get back into the black.
Starbucks In China: An Undisputed Leader?, Nirmalya Kumar, Sheetal Bhardwaj, Stephen Eryung Chu
Starbucks In China: An Undisputed Leader?, Nirmalya Kumar, Sheetal Bhardwaj, Stephen Eryung Chu
Asian Management Insights
How Starbucks faces the emergence of ‘new retail’, or the seamless integration of offline and online retail.
Spillover Effects From Unintended Trials On Attitude And Behavior: Promoting New Products Through Access-Based Services, Adrian Lehr, Marion Buettgen, Sabine Benoit, Katrin Merfeld
Spillover Effects From Unintended Trials On Attitude And Behavior: Promoting New Products Through Access-Based Services, Adrian Lehr, Marion Buettgen, Sabine Benoit, Katrin Merfeld
Research Collection Lee Kong Chian School Of Business
Access-based services (ABS) provide an opportunity for brands to promote their new products by enabling (unintended) trials. However, the mechanisms and impact of consumer exposure to products in ABS and the subsequent potential spillover effects on both the brand and the product perception are largely unknown. Our hypotheses are derived from the information integration theory (IIT) and subsequently tested. Study 1 is a field study investigating an unintended trial moderated by involvement and positive experience. The results indicate the positive effects of the unintended trial on product and brand attitudes, brand purchase intention, and word of mouth. In line with …
Customer Satisfaction And Its Impact On The Future Costs Of Selling, Leon Gim Lim, Kapil R. Tuli, Rajdeep Grewal
Customer Satisfaction And Its Impact On The Future Costs Of Selling, Leon Gim Lim, Kapil R. Tuli, Rajdeep Grewal
Research Collection Lee Kong Chian School Of Business
Although scholars have established that customer satisfaction affects different dimensions of firm financial performance, a managerially important but overlooked aspect is its effect on a firm’s future cost of selling (COS), that is, expenditures associated with persuading customers and providing convenience to them. Accordingly, this study presents the first empirical and theoretical examination of the impact of customer satisfaction on future COS. The authors propose that while higher customer satisfaction can lower future COS, the degree to which a firm realizes this benefit depends on its strategy and operating environment. Analyzing almost two decades of data from 128 firms, the …
Values Of Artificial Intelligence In Marketing, Yingrui Xi, Keng Siau
Values Of Artificial Intelligence In Marketing, Yingrui Xi, Keng Siau
Research Collection School Of Computing and Information Systems
Artificial Intelligence (AI) is causing radical changes in marketing and emerging as a competent assistant supporting all areas of the marketing field. The influences and impacts AI has created in various marketing segments have aroused much interest among marketing professionals and academic scholars. Comprehensive and systematic studies on the values of AI in marketing, however, are still lacking and the existing literature fragmented. This research provides a comprehensive review of the existing literature in the relevant fields as well as a series of systematic interviews using the Value-Focused Thinking approach to understand the values of AI in marketing. This research …
Can Influencer Marketing Make Herbal Tea Cool?, Singapore Management University
Can Influencer Marketing Make Herbal Tea Cool?, Singapore Management University
Perspectives@SMU
A Singapore-based influencer marketing platform is tasked with the equivalent of trying to “sell bell-bottoms to Millennials”
Financial Market Implications Of Marketing Actions And The Disclosure Of Marketing Information, Sungkyun Moon
Financial Market Implications Of Marketing Actions And The Disclosure Of Marketing Information, Sungkyun Moon
Dissertations and Theses Collection (Open Access)
This dissertation contributes to marketing literature by examining the effects of marketing actions and the disclosure of marketing information through the financial market perspective that has high managerial relevance and policy implications. Specifically, the first essay provides the first empirical examination of the effects of the disclosure of advertising spending on investors’ and analysts’ uncertainty. It is responsive to calls by Marketing Science Institute and Marketing Accountability Standard Board to examine the consequences of disclosure of marketing metrics. The second essay examines the effect of advertising spending on firm value and explores firm and market level contingency effects. By doing …
"I Like It, But I Don't Use It": Impact Of Carsharing Business Models On Usage Intentions In The Sharing Economy, Ruediger Hahn, Felix Ostertag, Adrian Lehr, Marion Buettgen, Sabine Benoit
"I Like It, But I Don't Use It": Impact Of Carsharing Business Models On Usage Intentions In The Sharing Economy, Ruediger Hahn, Felix Ostertag, Adrian Lehr, Marion Buettgen, Sabine Benoit
Research Collection Lee Kong Chian School Of Business
Carsharing is often promoted as a potentially environmental-friendly alternative to individual car ownership. However, various carsharing programs have displayed limited success in the past. An initial field study of a new carsharing service is such a story of failure: The introduction of this new service at a medium-sized German university generated unexpectedly low adoption rates so that the service was eventually scaled down and then suspended. Quantitative field study results as well as additional qualitative focus groups reveal that missing compatibility is a key barrier to adoption. Drawing on extant conceptual frameworks of user participation in sharing business models, a …
The Paradoxical Consequences Of Choice: Often Good For The Individual, Perhaps Less So For Society?, Shilpa Madan, Kevin Nanakdewa, Krishna Savani, Hazel Rose Markus
The Paradoxical Consequences Of Choice: Often Good For The Individual, Perhaps Less So For Society?, Shilpa Madan, Kevin Nanakdewa, Krishna Savani, Hazel Rose Markus
Research Collection Lee Kong Chian School Of Business
The proliferation of products and services, together with the rise of social media, affords people the opportunity to make more choices than ever before. However, the requirement to think in terms of choice, or to use a choice mind-set, may have powerful but unexamined consequences for judgment and decision making, both for the chooser and for others. A choice mind-set leads people to engage in cognitive processes of discrimination and separation, to emphasize personal freedom and independent agency, and to focus on themselves rather than others. Reviewing research from social psychology, legal studies, health and nutrition, and consumer behavior, we …
A Theories-In-Use Approach To Building Marketing Theory, Valarie A. Zeithaml, Bernard J. Jaworski, Ajay K. Kohli, Kapil R. Tuli, Wolfgang Ulaga, Gerald Zaltman
A Theories-In-Use Approach To Building Marketing Theory, Valarie A. Zeithaml, Bernard J. Jaworski, Ajay K. Kohli, Kapil R. Tuli, Wolfgang Ulaga, Gerald Zaltman
Research Collection Lee Kong Chian School Of Business
This article’s objective is to inspire and provide guidance on the development of marketing knowledge based on the theories-in-use (TIU) approach. The authors begin with a description of the TIU approach and compare it with other inductive and deductive research approaches. The benefits of engaging in TIU-based research are discussed, including the development of novel organic marketing theories and the opportunity to cocreate relevant marketing knowledge with practitioners. Next, they review criteria for selecting research questions that are particularly well-suited for examination with TIU-based research. This is followed by detailed suggestions for TIU research: focusing on developing new constructs, theoretical …
Platform As Brands: The Inbuilt Potential And Perils, Jp Kuehlwein
Platform As Brands: The Inbuilt Potential And Perils, Jp Kuehlwein
Asian Management Insights
Rethink brand building through the concept of platform brands. Their key tenets—participation, personalisation and shared purpose—lay the foundation for transforming a brand.
Building Customer-Centric Brands In Asia: How To Compete Globally, Martin Roll
Building Customer-Centric Brands In Asia: How To Compete Globally, Martin Roll
Asian Management Insights
One crucial factor that would differentiate winning businesses from the others is the equity of a strong brand. They must learn to compete globally, sustain competitiveness, and master customer loyalty by building customer-centric brands.