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Articles 91 - 120 of 319
Full-Text Articles in Marketing
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 …
Bridging The Data Divide Between Practitioners And Academics: Approaches To Collaborating Better To Leverage Each Other's Resources, Sabine Benoit, Sonja Klose, Jochen Wirtz, Tor Wallin Andreassen, Timothy L. Keininghas
Bridging The Data Divide Between Practitioners And Academics: Approaches To Collaborating Better To Leverage Each Other's Resources, Sabine Benoit, Sonja Klose, Jochen Wirtz, Tor Wallin Andreassen, Timothy L. Keininghas
Research Collection Lee Kong Chian School Of Business
Purpose: Organizations (data gatherers in the context) drown in data while at the same time seeking managerially relevant insights. Academics (data hunters) have to deal with decreasing respondent participation and escalating costs of data collection while at the same time seeking to increase the managerial relevance of their research. The purpose of this paper is to provide a framework on how, managers and academics can collaborate better to leverage each other's resources. Design/methodology/approach: This research synthesizes the academic and the managerial literature on the realities and priorities of practitioners and academics with regard to data. Based on the literature, reflections …
The Who, Where, What, How And When Of Market Entry, Gideon Markman, Peter Gianiodis, G. Tyge Payne, Christopher Tucci, Igor Filatotchev, Reddi Kotha, Eric Gedajlovic
The Who, Where, What, How And When Of Market Entry, Gideon Markman, Peter Gianiodis, G. Tyge Payne, Christopher Tucci, Igor Filatotchev, Reddi Kotha, Eric Gedajlovic
Research Collection Lee Kong Chian School Of Business
This introductory, along with the eight articles contained within this Special Issue, highlights and brings greater clarity to entrant-incumbent interactions and to firm movement – when entrants traverse market territories for the creation and/or delivery of offerings, where ‘markets’ include service or product categories, technology or resource spaces, industries, sectors and/or geographies. Collectively, this Special Issues explains that firm movement across market boundaries is highly consequential, influencing resource-capability mixes inside firms, interfirm relations, market logic and industry value chains, and of course, people, communities and even nations. Specifically, we develop a field-wide perspective of market entry by expanding on the …
When "More" Seems Like Less: Differential Price Framing Increases The Choice Share Of Higher-Priced Options, Thomas Allard, David J. Hardisty, Dale Griffin
When "More" Seems Like Less: Differential Price Framing Increases The Choice Share Of Higher-Priced Options, Thomas Allard, David J. Hardisty, Dale Griffin
Research Collection Lee Kong Chian School Of Business
Four experiments supported by six supplemental studies show that premium but higher-priced products (e.g., direct flights, larger-capacity data storage devices) are more popular when the additional cost is made explicit using differential price framing (DPF; e.g., "for $20 more") rather than being left implicit, as in standard inclusive price framing (IPF; e.g., "for $60 total"). The DPF effect is driven by pricing focalism: relative to IPF, DPF creates a focus on the price difference, which, because it is smaller than the total price, leads to lower perceived expensiveness and thus greater choice share for the premium option. This price framing …
When Individual Goal Pursuit Turns Competitive: How We Sabotage And Coast, Szu-Chi Huang, Stephanie C. Lin, Ying Zhang
When Individual Goal Pursuit Turns Competitive: How We Sabotage And Coast, Szu-Chi Huang, Stephanie C. Lin, Ying Zhang
Research Collection Lee Kong Chian School Of Business
People working toward individual goals often find themselves surrounded by others who are pursuing similar goals, such as at school, in fitness classes, and through goal-oriented network devices like Fitbit. This research explores when these individual goal pursuits can turn into competitions, why it happens, and the downstream consequences of this pseudo-competition on goal pursuers. We found that people were more likely to treat their goal pursuit as a competition when they were near the end (vs. at the beginning) of their individual goal and thus prioritized relative positional gain (i.e., performing better than others sharing similar pursuits) over making …
Retail Format Selection In On-The-Go Shopping Situations, Sabine Benoit, Heiner Evanschitzky, Christoph Teller
Retail Format Selection In On-The-Go Shopping Situations, Sabine Benoit, Heiner Evanschitzky, Christoph Teller
Research Collection Lee Kong Chian School Of Business
Consumers patronize different store formats to purchase products. Prior literature describes store and format choices for big, multi-item shopping baskets, but limited insights determine consumers' unique shopping routines when they seek to buy just one or a few items while on the go. Such shopping situations might affect consumers' format selections for both search and experience goods. This study uses multi-attribute utility theory to develop a framework, tested with a scenario-based experiment. For search goods, a format's economic utility (price level, speed) is more important; its functional utility (quality, variety) and psychological utility (atmosphere, service) become less important considerations. Furthermore, …
Information Sampling, Judgment And The Environment: Application To The Effect Of Popularity On Evaluations, Gaël Le Mens, Jerker Denrell, Balázs Kovacs, Hülya Karaman
Information Sampling, Judgment And The Environment: Application To The Effect Of Popularity On Evaluations, Gaël Le Mens, Jerker Denrell, Balázs Kovacs, Hülya Karaman
Research Collection Lee Kong Chian School Of Business
If people avoid alternatives they dislike, a negative evaluative bias emerges because errorsof under-evaluation are unlikely to be corrected. Prior work that analyzed this mechanismhas shown that when the social environment exposes people to avoided alternatives (i.e. itmakes them resample them), then evaluations can become systematically more positive. In this paper, we clarify the conditions under which this happens. By analyzing a simple learning model, we show that whether additional exposures induced by the social environment lead to more positive or more negative evaluations depends on how prior evaluations and the social environment interact in driving resampling. We apply these …
Do Mobile Banner Ads Increase Sales? Yes, In The Offline Channel, Ernst C. Osinga, Menno Zevenbergen, Mark W. G. Van Zuijlen
Do Mobile Banner Ads Increase Sales? Yes, In The Offline Channel, Ernst C. Osinga, Menno Zevenbergen, Mark W. G. Van Zuijlen
Research Collection Lee Kong Chian School Of Business
Firms allocate increasingly large budgets to mobile banner advertising. Yet, existing research paid only scant attention to the sales effects of mobile banner ads. In this paper, we fill this gap by determining the offline and online sales impact of a large-scale mobile banner advertising campaign. As part of a geographical field experiment, over 3.5 million mobile banner ads were served to a predetermined geographical area. We determine the offline and online sales effects of the mobile banner ad campaign by analyzing twenty months of sales data for regions covering the entire country of the Netherlands. Relying on a difference-in-difference …
Support For Resettling Refugees: The Role Of Fixed Versus Growth Mind-Sets, Shilpa Madan, Shankha Basu, Aneeta Rattan, Krishna Savani
Support For Resettling Refugees: The Role Of Fixed Versus Growth Mind-Sets, Shilpa Madan, Shankha Basu, Aneeta Rattan, Krishna Savani
Research Collection Lee Kong Chian School Of Business
In six studies (N = 2,340), we identified one source of people’s differential support for resettling refugees in their country—their beliefs about whether the kind of person someone is can be changed (i.e., a growth mind-set) or is fixed (i.e., a fixed mind-set). U.S. and UK citizens who believed that the kind of person someone is can be changed were more likely to support resettling refugees in their country (Studies 1 and 2). Study 3 identified a causal relationship between the type of mind-set people hold and their support for resettling refugees. Importantly, people with a growth mind-set were more …
Perceived Product Creativity And Mental Contrasting: Desired Future On Consumers’ Product Replacement Decisions, Yong Seok Sohn, Kun Woo Yoo, Jin K. Han
Perceived Product Creativity And Mental Contrasting: Desired Future On Consumers’ Product Replacement Decisions, Yong Seok Sohn, Kun Woo Yoo, Jin K. Han
Research Collection Lee Kong Chian School Of Business
Consumers often imagine what it would be like to own a new product. Does engaging in such thoughts on desired future impact consumers’ purchase intentions, and if so, what is the underlying process? This study sets out to investigate the posed questions by assessing self-regulatory strategies consumers employ upon pondering on a desired future. Based on Oettingen’s fantasy realization model, the authors take a comparative approach of two modes on desired future—mental contrasting and indulging—en route to purchase intentions. In mental contrasting, an individual juxtaposes a desired future with his/her present reality, whereas, indulging is simply envisioning a desired future. …
Managing Patient Expectations Through Understanding Health Service Experiences, Benedetta Crisafulli, Mohammad Wasil, Jaywant Singh, Sabine Benoit
Managing Patient Expectations Through Understanding Health Service Experiences, Benedetta Crisafulli, Mohammad Wasil, Jaywant Singh, Sabine Benoit
Research Collection Lee Kong Chian School Of Business
The ever-increasing demand for health care services, together with heightened expectations for quality care, continue to put pressures on health care professionals. In this editorial, we introduce our perspective on managing patient expectations through gaining research insights on health service experiences of patients and their support network. Drawing upon research from social psychology, we examine the types of threat that typically confront patients during health care service experiences, and their subsequent coping strategies. We call for enhanced focus on social science research for effective delivery of high-quality health care services.
Professionalism Kills The Trading Star: Explaining Member Participation In Trading Communities, Sabine Benoit, Jens Hogreve, Christina Sichtmann, Nicola Bilstein
Professionalism Kills The Trading Star: Explaining Member Participation In Trading Communities, Sabine Benoit, Jens Hogreve, Christina Sichtmann, Nicola Bilstein
Research Collection Lee Kong Chian School Of Business
Trading communities provide non-commercial members with an online platform on which to exchange goods. Its success depends on member participation; however, little is known about its drivers. Based on literature we identify five drivers. To capture their impact over time,we test a latent growth curve model with longitudinal data, comparing the effects at an initial point of time with their impact on the growth of member participation over three subsequent periods. The results show that providers’ responsiveness and community identification have a positive effect on the initial level, but not on growth. Members’ enjoyment has no level effect, but a …
S-D Logic-Informed Customer Engagement: Integrative Framework, Revised Fundamental Propositions, And Application To Crm, Linda D. Hollebeek, Rajendra K. Srivastava, Tom Chen
S-D Logic-Informed Customer Engagement: Integrative Framework, Revised Fundamental Propositions, And Application To Crm, Linda D. Hollebeek, Rajendra K. Srivastava, Tom Chen
Research Collection Lee Kong Chian School Of Business
Research addressing the micro-foundational theoretical entity of customer engagement (CE) has proliferated in recent years. In parallel, the macro-foundational theory of service-dominant (S-D) logic is thriving. While the fit of CE/S-D logic has been recognized, insight into this theoretical interface remains tenuous, as explored in this paper. We develop an integrative, S-D logic–informed framework of CE comprising three CE foundational processes, which are required (for customer resource integration), or conducive (for customer knowledge sharing/learning) CE antecedents. While customer resource integration, in some form, extends to coincide with CE, customer knowledge sharing/learning can also do so. We also identify three CE …
The Transformation Of Globe Telecom, Havovi Joshi, Christopher Dula, Philip Zerrillo
The Transformation Of Globe Telecom, Havovi Joshi, Christopher Dula, Philip Zerrillo
Research Collection Lee Kong Chian School Of Business
Redefining telecommunications in the Philippines. Globe Telecom—a major telecommunications service provider in the Philippines—had a long, pioneering history in the communications business. Incorporated in 1935, it was the first international wireless communications company connecting the Philippines to the rest of the world.
What's In A Name? The Impact Of Subcategory Salience On Value Perception And Upgrade Intention For Multicategory Products, Jin K. Han, Seh-Woong Chung, Yong Seok Sohn
What's In A Name? The Impact Of Subcategory Salience On Value Perception And Upgrade Intention For Multicategory Products, Jin K. Han, Seh-Woong Chung, Yong Seok Sohn
Research Collection Lee Kong Chian School Of Business
Despite many convergence products rapidly approaching market saturation, academic research yet lags behind with the focus still on the primary demand in the introduction stage. The authors close this gap by focusing on how the labeling of convergence products may impact on value perception and upgrade intentions for these products. Convergence products, which combine multiple categories of products into a single device, create a unique naming dilemma for manufacturers and retailers: Whether to opt for (a) a subordinate label—a lower‐level descriptor or name that embodies its subcategory elements (e.g., smartphone or Apple’s iPhone) or (b) a superordinate label—a higher‐level descriptor …
Impact Of Culture On The Pursuit Of Beauty: Evidence From Five Countries, Shilpa Madan, Shankha Basu, Ng Lim, Elison Ai Ching Lim
Impact Of Culture On The Pursuit Of Beauty: Evidence From Five Countries, Shilpa Madan, Shankha Basu, Ng Lim, Elison Ai Ching Lim
Research Collection Lee Kong Chian School Of Business
Human beings have always coveted beautiful objects, but the desire to look good is reaching new heights worldwide. Although the pursuit of beauty appears universal, industry evidence suggests that it is particularly strong in Asia. This research examines the effect of culture on the pursuit of beauty. Three studies provide converging evidence that interdependent self-construal increases the likelihood of using appearance-enhancing products. Study 1 operationalizes culture through nationality and self-construal and shows that Easterners (more interdependent) are more likely to use appearance-enhancing products than Westerners (less interdependent). This use is driven by interdependents’ tendency to conform to societal norms, which …
Future Scenarios Of The Collaborative Economy: Centrally Orchestrated, Social Bubbles Or Decentralized Autonomous?, Julia A. Fehrer, Sabine Benoit, Lerzan Aksoy, Thomas L. Baker, Simon J. Bell, Roderick J. Brodie, Malliga Marimuthu
Future Scenarios Of The Collaborative Economy: Centrally Orchestrated, Social Bubbles Or Decentralized Autonomous?, Julia A. Fehrer, Sabine Benoit, Lerzan Aksoy, Thomas L. Baker, Simon J. Bell, Roderick J. Brodie, Malliga Marimuthu
Research Collection Lee Kong Chian School Of Business
Purpose: The collaborative economy (CE), and within it, collaborative consumption (CC) has become a central element of the global economy and has substantially disrupted service markets (e.g. accommodation and individual transportation). The purpose of this paper is to explore the trends and develop future scenarios for market structures in the CE. This allows service providers and public policy makers to better prepare for potential future disruption. Design/methodology/approach: Thought experiments - theoretically grounded in population ecology (PE) - are used to extrapolate future scenarios beyond the boundaries of existing observations. Findings: The patterns suggested by PE forecast developmental trajectories of CE …
Investors' Evaluations Of Price-Increase Preannouncements, Leon Gim Lim, Kapil R. Tuli, Marnik G. Dekimpe
Investors' Evaluations Of Price-Increase Preannouncements, Leon Gim Lim, Kapil R. Tuli, Marnik G. Dekimpe
Research Collection Lee Kong Chian School Of Business
Several firms preannounce their price increases with the expectation that such announcements will be evaluated favorably by investors. However, little is known about the actual effect they have on shareholder value. Accordingly, the authors present the first systematic empirical examination of investors' evaluations of 274 price-increase preannouncements (PIPs). Results show that whereas the average increase in abnormal returns following a PIP is 0.51%, almost 41% of the PIPs result in negative abnormal returns. To explore this heterogeneity, the authors propose a conceptual framework that focuses on three key pieces of information that investors can use when evaluating a PIP: information …
Marking To Market And Inefficient Investment Decisions, Clemens A. Otto, Paolo F. Volpin
Marking To Market And Inefficient Investment Decisions, Clemens A. Otto, Paolo F. Volpin
Research Collection Lee Kong Chian School Of Business
We examine how mark-to-market accounting affects the investment decisions of managers with reputation concerns. Reporting the current market value of a firm’s assets can help mitigate agency problems because it provides outsiders (e.g., shareholders) with new information against which the management’s decisions can be evaluated. However, the fact that the assets’ market value is informative can also have a negative side effect: managers may shy away from investments that indicate conflicting private information and would damage their reputation. This effect can lead to inefficient investment decisions and make marking to market less desirable when market prices are more informative.
Mirror, Mirror On The Retail Wall: Self-Focused Attention Promotes Reliance On Feelings In Consumer Decisions, Hannah H. Chang, Iris W. Hung
Mirror, Mirror On The Retail Wall: Self-Focused Attention Promotes Reliance On Feelings In Consumer Decisions, Hannah H. Chang, Iris W. Hung
Research Collection Lee Kong Chian School Of Business
The authors propose that increased attention that consumers pay to themselves promotes relative reliance on affective feelings in making decisions. This hypothesis was tested in a variety of consumption domains and decision tasks, including real-life, consequential charitable donations. Consistent support from five experiments with more than 1,770 participants shows that (a) valuations of the decision outcome increase when consumers with high (low) self-focus adopt a feeling-based (reason-based) strategy. The hypothesized effect of self-focus on relative reliance on feelings in decision making is (b) moderated by self-construal. Further, greater attention to the self (c) increases evaluations of products that are affectively …
Affective Boundaries Of Scope Insensitivity, Hannah H. Chang, Michel Tuan Pham
Affective Boundaries Of Scope Insensitivity, Hannah H. Chang, Michel Tuan Pham
Research Collection Lee Kong Chian School Of Business
People can be surprisingly insensitive to quantities in valuation judgments—a phenomenon called scope insensitivity, which is generally attributed to the operation of affective processes in judgment. Building on research showing that affect is inherently a decision-making system of the present, we propose that scope insensitivity is more likely to be observed in decisions that are psychologically proximate to the immediate self. Consistent with this proposition, results from seven experiments (and two replications) show that scope insensitivity is more prevalent in decisions that are temporally proximate, both prospectively (near future vs. distant future) and retrospectively (recent past vs. distant past), and …
The Competitive Dynamics Of New Dvd Releases, Anirban Mukherjee, Vrinda Kadiyali
The Competitive Dynamics Of New Dvd Releases, Anirban Mukherjee, Vrinda Kadiyali
Research Collection Lee Kong Chian School Of Business
We study the market for new (movie) DVDs in the United States. Our demand model captures seasonality, freshness (i.e., time between theatrical and DVD release), and state dependence. We also develop a structural model of dynamic competition in which studios balance waiting for high-demand weeks, against reduced freshness, and against competitive crowding. We find that studios emphasize DVD revenues from larger movies (by theatrical revenue) over DVD revenues from smaller movies. Studios also emphasize revenue from consumers who prefer larger and fresher movies. These behaviors are consistent with managerial conservatism: studio executives forgo DVD revenues from smaller movies to ensure …
To Give Or Not To Give? Choosing Chance Under Moral Conflict, Stephanie C. Lin, Taly Reich
To Give Or Not To Give? Choosing Chance Under Moral Conflict, Stephanie C. Lin, Taly Reich
Research Collection Lee Kong Chian School Of Business
Although prior research suggests that people should not prefer random chance to determine their outcomes, we propose that in the context of prosocial requests, a contingent of people prefer to rely on chance. We argue that this is because they are conflicted between losing resources (e.g., time, money) and losing moral selfregard. Across five studies, in both choices with binary outcomes (whether to volunteer) and ranges of outcomes (how much to donate), some people preferred to be randomly assigned an outcome rather than to make their own choices. This did not negatively affect prosocial behavior in binary choices and improved …
How Do Small Business Innovate And Improve Competitiveness, Anirban Mukherjee, Hannah H. Chang
How Do Small Business Innovate And Improve Competitiveness, Anirban Mukherjee, Hannah H. Chang
Research Collection Lee Kong Chian School Of Business
No abstract provided.
The (Behavioral) Science Behind Baby Milk Formula, Hannah H. Chang
The (Behavioral) Science Behind Baby Milk Formula, Hannah H. Chang
Research Collection Lee Kong Chian School Of Business
Peruse the infant-formula aisle in any supermarket.One can easily spot an increasing number of infant formula brands, eachoffering a wide range of ingredients with claims of assorted health benefits.DHA to increase the baby's cognitive development? Check. Taurine to support thebaby's mental and physical development? Prebiotics for a healthy digestivesystem? Iron and zinc to boost the baby's immune system? Check, check, andcheck.
配方奶粉背后的行为科学, Hannah H. Chang
配方奶粉背后的行为科学, Hannah H. Chang
Research Collection Lee Kong Chian School Of Business
走进任何一家超级市场，只要仔细观察摆卖婴儿配方奶粉的廊道，就会发现配方奶粉的品牌日增，每一个牌子的奶粉都提供据称能带来各种健康益处的多类营养成分。可促进婴儿认知能力发展的二十二碳六烯酸（DHA）？有；可帮助婴儿的智力和身体发育的牛磺酸（Taurine）？有；可维持健康消化系统的益生元（Prebiotics）？可加强婴儿免疫系统的铁（Iron）和锌（Zinc）？也都有。
Influence Of Online Consumer Reviews On Brand Choice, Patricia Lui
Influence Of Online Consumer Reviews On Brand Choice, Patricia Lui
Research Collection Lee Kong Chian School Of Business
Social interaction encourages consumers toshare information in the digital age. Many consumers use online reviews of products and services to supporttheir brand choice. The concept ofreference group explains how peers can influence consumer purchasedecisions. Peers can exert influence onconsumers in the forms of informational, utilitarian and value-expressiveinfluences. This proposed study aims atexamining how these three forms of reference group influence would affectconsumers in using online consumer reviews when making a brand choice decision. It also explores the role of brand trust onthe brand choice. This paper serves thepurpose of providing a conceptual framework for developing further research.
The Impact Of Advertising Share Of Voice On The Idiosyncratic Risk Of The Firm, Sungkyun Moon, Kapil R. Tuli, Anirban Mukherjee
The Impact Of Advertising Share Of Voice On The Idiosyncratic Risk Of The Firm, Sungkyun Moon, Kapil R. Tuli, Anirban Mukherjee
Research Collection Lee Kong Chian School Of Business
Integrating literature in marketing, finance and accounting, this study examines the impact ofa firms’ advertising share of voice (ASOV) on investors’ uncertainty about its future financialperformance, i.e., firms’ idiosyncratic risk. Drawing on signaling theory, authors propose that ASOV serves as a signal for investors such that higher ASOV reduces idiosyncratic risk. Consistent with this argument, analysis of 2,777 publicly listed firms over a two-decade period (1995-2014) shows that ASOV has a significant negative effect on idiosyncratic risk.In addition, consistent with the argument that ASOV is a more credible signal when firmshave higher cash flows; authors find that the negative impact …
Projecting Lower Competence To Maintain Moral Warmth In The Avoidance Of Prosocial Requests, Peggy J. Liu, Stephanie C. Lin
Projecting Lower Competence To Maintain Moral Warmth In The Avoidance Of Prosocial Requests, Peggy J. Liu, Stephanie C. Lin
Research Collection Lee Kong Chian School Of Business
When faced with prosocial requests, consumers face a difficult decision between taking on the request’s burden or appearing unwarm (unkind, uncaring). We propose that the desire to refuse such requests while protecting a morally warm image leads consumers to under-represent their competence. Although consumers care strongly about being viewed as competent, five studies showed that they downplayed their competence to sidestep a prosocial request. This effect occurred across both self-reported and behavioral displays of competence. Further, the downplaying competence effect only occurred when facing an undesirable prosocial request, not a similarly undesirable proself request. The final studies showed that people …