Management and Marketing - Research Publications
Permanent URI for this collection
Search Results
1 - 9 of 9
-
ItemCounter-stereotypical products: Barriers to their adoption and strategies to overcome them(WILEY, 2018-07)Abstract Counter‐stereotypical products (CSPs) are targeted at groups that are opposite to the stereotypical users of these products (e.g., face‐cream for men, construction tools for women). Such products entail adoption barriers, as they are associated with a dissociative out‐group (e.g., men avoid products used by women). A theoretical framework is developed to investigate such barriers by outlining consumers’ cognitive and affective responses to CSPs; namely: stereotyping (CSP is considered appropriate only for the stereotypical user group), subtyping/subgrouping (CSP is useful for certain individuals or subgroups), and derogating (disparaging the CSP due to a perceived threat to self). Study 1 verifies these responses and demonstrates their effect on the evaluation of CSPs targeting men versus women. Overall, CSPs targeting men faced more barriers than those targeting women, and this was especially so for publicly consumed CSPs (e.g., purse for men) as compared to privately consumed ones (e.g., hair‐remover for men). Study 2 examined the effect of a common marketing tool—product design color (e.g., using blue for men and pink for women)—in reducing the above barriers. It was found that blue is effective in reducing stereotype‐based barriers for CSPs targeting men. For CSPs targeting women, using pink was only effective for women scoring high on femininity, and it backfired for those scoring low on femininity.
-
ItemUnpalatable food for thought: Let marketing research guide effective public obesity interventions(Wiley, 2021-02-01)The prevalence of obesity is growing unabatedly despite the considerable efforts directed at the problem. Although abundant research has contributed to our understanding of the multifactorial causes of obesity, there is less attention to research that is relevant for guiding social marketers, public health professionals and policymakers in delivering public health interventions for countering and/or preventing the problem of obesity. This review offers six points for identifying and developing research relevant for guiding community‐wide obesity interventions based on the idea that an applied marketing research perspective offers a better model for identifying effective interventions than more theoretical academic research. Specifically, the research guiding public health and social marketing interventions needs to (1) provide information on ultimate outcomes (weight, health and unintended consequences) more than intermediate outcomes (beliefs, attitudes and behaviour), (2) report on observations collected over the longer term, (3) use natural settings (even at a cost of internal validity), (4) endeavour to overcome observer‐effects, (5) report effect sizes (rather than statistical significance) and (6) use moderator analyses to capture variation in how a population responds to interventions.
-
ItemCan companies survive a multi-brand crisis? Research on consumer scapegoating(MDPI AG, 2020-05-01)Compared with single-brand crises, multi-brand crises have broader and deeper influence. However, there is only a limited amount of research regarding this field, especially for the phenomenon of consumer scapegoating. This research aims to further explore the consumer scapegoating effect and its psychological mechanism in the context of a multi-brand crisis. Through two experimental studies, this research discusses the influence of a multi-brand crisis and also the emergence of a scapegoat brand on two brand categories, the crisis brand category and the competing brand category. Furthermore, the current research also explores the mechanism of the consumer scapegoating effect. Results show that when a multi-brand crisis happens, consumer brand trust in the crisis brand category decreases because of assimilation, and consumer brand trust in the competing brand category increases because of contrast effect. Besides, from the perspective of the crisis brand category, the emergence of a scapegoat brand could be treated by consumers as a signal that the crisis is over, especially for a severe crisis. Results also support that cognitive dissonance mediates the process that the emergence of a scapegoat brand leads to an increase in consumer brand trust in the crisis brand category and a decrease of consumer brand trust in the competing brand category.
-
ItemThe effect of ending disclosure on the persuasiveness of narrative PSAs(Elsevier BV, 2021-04)Cautionary stories in which misbehavior results in negative outcomes are often used in public service announcements (PSAs) to promote behavioral change. These cautionary stories can either disclose or withhold their endings and the associated negative outcomes for the characters involved. In four experiments, we show that disclosing (vs. withholding) a story’s ending increases persuasion due to greater counterfactual thinking about alternative actions that could have prevented the negative outcomes. Integrating these findings within the Transportation-Imagery Model of narrative persuasion, we also show how dispositional levels of need for cognitive closure can amplify the effect of ending disclosure in a PSA. Our findings have important implications for both marketing communicators and policy makers who seek to improve the effectiveness of PSAs.
-
ItemWhat kind of donor are you? Uncovering complexity in donor identity(Wiley, 2021-01-01)Identity is a useful lens to understand donation behavior. However, studies have typically conceptualized and examined donor identity as a generic, unidimensional concept. Through in‐depth interviews with 52 blood donors, this study sets out to discover if there is more complexity to donor identity, and what implications this might have for marketing communications, in the context of donation of the self (e.g., blood, organs, time, and effort). We use sentiment polarity and amplification analysis of inductive themes to uncover distinct patterns reflective of four different donor identities. We label these the Savior, Communitarian, Pragmatist, and Elitist, which are underpinned by theories of gift‐giving, sharing, pragmatism, and signaling, respectively. The typology offers a theory‐building mechanism to anticipate the effects of marketing stimuli on donation behavior. We conclude by presenting four theoretical propositions, for which we provide preliminary empirical evidence. The survey data is suggestive of action readiness for donation behavior when a marketing communication message is aligned with its intended donor identity.
-
ItemColour correct: the interactive effects of food label nutrition colouring schemes and food category healthiness on health perceptions(CAMBRIDGE UNIV PRESS, 2016-08)OBJECTIVE: The purpose of the present study was to examine the effects of food label nutrition colouring schemes in interaction with food category healthiness on consumers' perceptions of food healthiness. Three streams of colour theory (colour attention, colour association and colour approach-avoidance) in interaction with heuristic processing theory provide consonant predictions and explanations for the underlying psychological processes. DESIGN: A 2 (food category healthiness: healthy v. unhealthy)×3 (food label nutrient colouring schemes: healthy=green, unhealthy=red (HGUR) v. healthy=red, unhealthy=green (HRUG) v. no colour (control)) between-subjects design was used. SETTING: The research setting was a randomised-controlled experiment using varying formats of food packages and nutritional information colouring. SUBJECTS: Respondents (n 196) sourced from a national consumer panel, USA. RESULTS: The findings suggest that, for healthy foods, the nutritional colouring schemes reduced perceived healthiness, irrespective of which nutrients were coloured red or green (healthinesscontrol=4·86; healthinessHGUR=4·10; healthinessHRUG=3·70). In contrast, for unhealthy foods, there was no significant difference in perceptions of food healthiness when comparing different colouring schemes against the control. CONCLUSIONS: The results make an important qualification to the common belief that colour coding can enhance the correct interpretation of nutrition information and suggest that this incentive may not necessarily support healthier food choices in all situations.
-
ItemConsumer Responses to Vertical Service Line Extensions(Elsevier BV, 2008-09-01)
-
ItemNegative spillover in brand portfolios: Exploring the antecedents of asymmetric effects(SAGE Publications, 2008-05-01)Marketers cultivate brand relatedness in their brand portfolios to increase marketing efficiency through positive spillover of brand equity. However, creating linkages between brands may also make them vulnerable to negative spillover. This research investigates the structure of relatedness in a brand portfolio to understand the nature of spillover effects. The results of two experiments show that the magnitude of spillover between brands is a function of not only the strength of brand associations but also their directionality. The results also show that the directional strength of association is influenced by the number and salience of associations linked to each brand. The authors draw implications for a theoretical understanding of spillover effects in marketing, as well as for the management of brand portfolios.
-
Item