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#1Veronica L. ThomasH-Index: 7
#2Kendra FowlerH-Index: 7
Last.Christina SaengerH-Index: 3
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#1Ruomeng Wu (Western Kentucky University)
#2Ruomeng Wu (Western Kentucky University)
Last.Robert S. Wyer (UC: University of Cincinnati)H-Index: 54
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The use of technical language in marketing communications has more complex effects than what the previous research suggests. Three studies show that the effect of technical information on consumers’ evaluations of a product depends on whether their reactions to this information are based on (a) their difficulty of comprehending it or (b) their perceptions of its scientific and technical implications. These reactions, in turn, depend on both the relative accessibility of these criteria in memory ...
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#1Jiamin Yin (NUS: National University of Singapore)
#2Yansu Wang (RUC: Renmin University of China)
Last.Kanliang Wang (RUC: Renmin University of China)
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Customers of mass customization websites measure the utility of the site by the uniqueness of the products they design, yet the factors influencing customizer perceptions of product uniqueness are underexplored. We examine the effect of the intended recipient (self vs. close others) in three studies involving real customization tasks. We show that creators (i.e., product customizers) perceive products designed for close others (vs. for themselves) to be more unique, with thoughtfulness in design...
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#1Aric P Rindfleisch (UIUC: University of Illinois at Urbana–Champaign)H-Index: 26
I propose that our economy is currently in the early stages of a Second Digital Revolution. In contrast to the First Digital Revolution, which digitized information goods via personal computers, the Second Digital Revolution will digitize physical goods via desktop 3D printers. Thus, the divide between the physical and the digital will begin to converge, which will likely expand the role of consumers and challenge the dominance of firms. In this article, I explain the origins, nature, and impact...
1 CitationsSource
#1Marnik G. Dekimpe (Tilburg University)H-Index: 41
#2Inge Geyskens (Tilburg University)H-Index: 22
Last.Katrijn Gielens (UNC: University of North Carolina at Chapel Hill)H-Index: 9
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In spite of the growing success of the online channel, brick-and-mortar stores can continue to play a pivotal role in consumers’ shopper journey. We discuss how technology can be a key enabler by allowing physical stores to offer the level of convenience consumers have become used to in the online channel.
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#1Riley Dugan (UD: University of Dayton)H-Index: 5
#2Maria Rouziou (WLU: Wilfrid Laurier University)H-Index: 2
Last.Bryan Hochstein (UA: University of Alabama)H-Index: 4
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There is a wealth of evidence—from both practice and academic research—demonstrating the efficacy of internal networking for sales performance. However, scant research has examined whether particular individual difference variables may attenuate this relationship. In response, the current research explores an important boundary condition of internal networking; specifically, we examine trait Machiavellianism and its attenuating effect on the positive relationship between internal networking and ...
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#1Natalina Zlatevska (UTS: University of Technology, Sydney)H-Index: 7
#2Rafi M. M. I. Chowdhury (Bond University)H-Index: 7
Last.Stephen S Holden (Macquarie University)H-Index: 10
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This research examines consumers’ processing of Facts-up-front food labels as implemented by the Grocery Manufacturers Association (GMA). Facts-up-front labels include both positive (virtues) and negative (vices) nutritional icons. The processing and relative efficacy of Facts-up-front labels are compared to the original FDA proposal of front-of-pack labels which only included vices. The results suggest heuristic processing of these labels, whereby consumers consider the nutritional icons on the...
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#1Yael Steinhart (TAU: Tel Aviv University)H-Index: 10
#2Michael A. KaminsH-Index: 20
Last.David Mazursky (HUJI: Hebrew University of Jerusalem)H-Index: 24
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In online auctions, as well as in other purchase settings, there are conditions when consumers embrace uncertainty instead of avoiding it. In these cases, consumers prefer not to know the true value of a product they are purchasing, thereby enjoying the “benefit of the doubt” that they may have come across an incredible buy. We demonstrate in a field study on eBay and in lab experiments that consumers are more likely to prefer a state of uncertainty regarding the likelihood of knowing an item’s ...
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#1Andrew Bryant (Drake University)H-Index: 2
#2Ronald Paul Hill (UW: University of Washington)H-Index: 1
The consumer behavior field has a long history of looking at impoverished persons with low socioeconomic status, as well as the circumstances within which they seek, acquire, and use goods and services. Over time, these investigations have moved from studies of domestic or US subpopulations to global investigations at the base-of-the-pyramid. The underlying premise is that the poor desire the same cornucopia of goods and services as more affluent counterparts, seeking alternative ways to enter t...
1 CitationsSource
#1Eline L.E. De Vries (Charles III University of Madrid)H-Index: 1
Previous research on social media marketing assumes that the more followers or “likes” an individual or company has on social media, the better. The current research is the first that challenges this assumption by showing that people make inferences about the credibility of social media accounts based on the number of likes a post receives relative to the size of its likely audience. The findings indicate that high as well as low likes-to-followers ratios negatively influence the perceived credi...
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