Academic Research
Reparative Consumption: The Role of Racial Identity and White Guilt in Consumer Preferences
In light of recent social and political movements advocating for racial equity and calls for more research on interracial marketplace interactions, this research explores the role racial identity plays in the consumption domain. Specifically, we investigate the marketplace consequences of U.S.-based White consumers’ feelings about their own racial identity by measuring and manipulating white guilt, defined as the sense of guilt and remorse that emerges among White consumers who hold their racial ingroup responsible for historical and ongoing racial injustices and perceive that Whites, as a racial group, benefit from unearned privileges. Consistent with the reparation-oriented action profile of guilt, six studies (all pre-registered, two with incentive-compatible designs) show that white guilt motivates reparative behaviors toward Black-owned businesses in various service contexts: Consumers with high white guilt express greater willingness to patronize and promote a business when it is Black-owned (vs. White-owned, family-owned, or when there is no information on ownership) and feel more moral for doing so, whereas this effect is non-existent, or sometimes reversed, for those low in white guilt. Our findings reveal the complex dynamics of race, identity, and intergroup relations in the marketplace, and demonstrate a contemporary exception to ingroup favoritism among some White consumers.
Paper Link: https://doi.org/10.1093/jcr/ucaf019
Authors: Rishad Habib, Ekin Ok, Karl Aquino, Siddhanth Mookerjee, Yann Cornil
ABSTRACT
In light of recent social and political movements advocating for racial equity and calls for more research on interracial marketplace interactions, this research explores the role racial identity plays in the consumption domain. Specifically, we investigate the marketplace consequences of U.S.-based White consumers’ feelings about their own racial identity by measuring and manipulating white guilt, defined as the sense of guilt and remorse that emerges among White consumers who hold their racial ingroup responsible for historical and ongoing racial injustices and perceive that Whites, as a racial group, benefit from unearned privileges. Consistent with the reparation-oriented action profile of guilt, six studies (all pre-registered, two with incentive-compatible designs) show that white guilt motivates reparative behaviors toward Black-owned businesses in various service contexts: Consumers with high white guilt express greater willingness to patronize and promote a business when it is Black-owned (vs. White-owned, family-owned, or when there is no information on ownership) and feel more moral for doing so, whereas this effect is non-existent, or sometimes reversed, for those low in white guilt. Our findings reveal the complex dynamics of race, identity, and intergroup relations in the marketplace, and demonstrate a contemporary exception to ingroup favoritism among some White consumers.
Negative Feedback from Robots Is Received Better than That from Humans: The Effect of Feedback on Human–robot Trust and Collaboration
Intelligent robots continue to transcend their traditional roles as mere tools, evolving to actively engage in collaborative teamwork. Feedback from teammates is a critical component of effective team dynamics. This research investigates how feedback source (robot vs. human teammate) affects behavioral trust and intention for future collaboration through a functional task (Study 1) and a social task (Study 2). It further examines the mediating role of feedback acceptance and the moderating effect of feedback valence (positive vs. negative). The findings reveal that negative feedback from a robot teammate, compare to that from a human teammate, leads to a higher feedback acceptance, which further fosters greater behavioral trust and intention for future collaboration toward the robot. However, the source of positive feedback, whether from a robot or a human teammate, causes no significant differences in recipients’ responses. This research delineates the potential advantages of future robot colleagues in delivering negative feedback.
Paper Link: https://doi.org/10.1016/j.jbusres.2025.115333
Authors: Hongzhou Xuan, Guibing He
ABSTRACT
Intelligent robots continue to transcend their traditional roles as mere tools, evolving to actively engage in collaborative teamwork. Feedback from teammates is a critical component of effective team dynamics. This research investigates how feedback source (robot vs. human teammate) affects behavioral trust and intention for future collaboration through a functional task (Study 1) and a social task (Study 2). It further examines the mediating role of feedback acceptance and the moderating effect of feedback valence (positive vs. negative). The findings reveal that negative feedback from a robot teammate, compare to that from a human teammate, leads to a higher feedback acceptance, which further fosters greater behavioral trust and intention for future collaboration toward the robot. However, the source of positive feedback, whether from a robot or a human teammate, causes no significant differences in recipients’ responses. This research delineates the potential advantages of future robot colleagues in delivering negative feedback.
A Guide to Building a Unified Culture After a Merger or Acquisition
Mergers and acquisitions, though powerful tools for growth, often fall short of expectations. One reason is a lack of focus on the integration experience of acquired employees. While companies tend to invest heavily in pre-deal due diligence, they frequently overlook the day-to-day realities faced by incoming employees—who often feel undervalued, unsupported, and overwhelmed—ultimately threatening deal success, long-term productivity, and retention. These challenges are preventable through planning that includes culture assessments, employee journey mapping, empowering mid-level leaders, and remaining flexible during integration, all of which help foster buy-in and preserve deal value.
Paper Link: https://hbr.org/2025/04/a-guide-to-building-a-unified-culture-after-a-merger-or-acquisition
Authors: Mina Milosevic, Katherine Rau, Lisa Steelman
ABSTRACT
Mergers and acquisitions, though powerful tools for growth, often fall short of expectations. One reason is a lack of focus on the integration experience of acquired employees. While companies tend to invest heavily in pre-deal due diligence, they frequently overlook the day-to-day realities faced by incoming employees—who often feel undervalued, unsupported, and overwhelmed—ultimately threatening deal success, long-term productivity, and retention. These challenges are preventable through planning that includes culture assessments, employee journey mapping, empowering mid-level leaders, and remaining flexible during integration, all of which help foster buy-in and preserve deal value.
Artificial Intelligence Versus Human Service Agents: How Their Presence Shapes Consumer Information Privacy Concerns
Service agents act on behalf of retailers to interact with consumers. Agents’ service delivery requires information from consumers, which may raise consumers’ concerns about their information privacy. While previous research has linked service agents’ presence to perceptions of being watched, little is known about how artificial intelligence (AI) (vs. human) agents’ passive or mere presence affects consumer information privacy concerns—a gap this research aims to address. In a series of experimental studies and drawing on reactance theory, we find that consumers express lesser privacy concerns in the presence of AI (vs. human) service agents, which in turn leads to a greater willingness to share personal information and increased intention to engage with the retailer. To explain this effect, we identify consumers’ perceptions of service agents’ power: consumers perceive AI (vs. human) agents as having less power over them and therefore have lesser privacy concerns. The findings are consistent across various retailer types (e.g., florists, home décor, food, pharmacy) and diverse participant groups. In addition, we identify two boundary conditions of this effect: the trustworthiness of service agents and the timing of their presence (before or after a purchase). Understanding these elements can help retailers effectively manage privacy concerns and strategically determine the presence of different types of service agents.
Paper Link: https://doi.org/10.1016/j.jretai.2025.03.003
Authors: Stefanie Sohn, Lauren Labrecque, Dominik Siemon, Stefan Morana
ABSTRACT
Service agents act on behalf of retailers to interact with consumers. Agents’ service delivery requires information from consumers, which may raise consumers’ concerns about their information privacy. While previous research has linked service agents’ presence to perceptions of being watched, little is known about how artificial intelligence (AI) (vs. human) agents’ passive or mere presence affects consumer information privacy concerns—a gap this research aims to address. In a series of experimental studies and drawing on reactance theory, we find that consumers express lesser privacy concerns in the presence of AI (vs. human) service agents, which in turn leads to a greater willingness to share personal information and increased intention to engage with the retailer. To explain this effect, we identify consumers’ perceptions of service agents’ power: consumers perceive AI (vs. human) agents as having less power over them and therefore have lesser privacy concerns. The findings are consistent across various retailer types (e.g., florists, home décor, food, pharmacy) and diverse participant groups. In addition, we identify two boundary conditions of this effect: the trustworthiness of service agents and the timing of their presence (before or after a purchase). Understanding these elements can help retailers effectively manage privacy concerns and strategically determine the presence of different types of service agents.
Effects of Crisis-induced Inflation on Purchasing and Consumer Behavior in Germany
This study examines the impact of crisis-induced inflation and product scarcity on consumer behavior in Germany. Using the React-Cope-Adapt (RCA) framework, it analyzes how financial constraints and product shortages influence stress, financial planning, and purchasing decisions. The study is based on a two-wave survey (T1: N = 152, T2: N = 129) conducted during periods of high inflation and pre-Christmas economic conditions. Partial Least Squares Structural Equation Modeling (PLS-SEM) is applied to assess the dynamic interplay between financial constraints, stress, and behavioral adaptations over time.The results indicate that financial constraints and product scarcity significantly increase stress levels, which in turn drive both impulsive (e.g., panic buying) and strategic (e.g., financial planning) consumer responses. Financial planning proves to be a key coping mechanism, leading to reduced discretionary spending and a greater reliance on private-label products. Over time, stress-driven behaviors, such as panic buying, decline, while structured financial adjustments persist.The findings provide practical implications for policymakers and retailers. Transparent financial communication and targeted support measures can help mitigate stress, while retailers can address shifting consumer preferences by expanding cost-effective product offerings and strengthening supply chain resilience.
Paper Link: https://doi.org/10.1016/j.jretconser.2025.104295
Authors: Theresia Mennekes, Hanna Schramm-Klein
ABSTRACT
This study examines the impact of crisis-induced inflation and product scarcity on consumer behavior in Germany. Using the React-Cope-Adapt (RCA) framework, it analyzes how financial constraints and product shortages influence stress, financial planning, and purchasing decisions. The study is based on a two-wave survey (T1: N = 152, T2: N = 129) conducted during periods of high inflation and pre-Christmas economic conditions. Partial Least Squares Structural Equation Modeling (PLS-SEM) is applied to assess the dynamic interplay between financial constraints, stress, and behavioral adaptations over time.The results indicate that financial constraints and product scarcity significantly increase stress levels, which in turn drive both impulsive (e.g., panic buying) and strategic (e.g., financial planning) consumer responses. Financial planning proves to be a key coping mechanism, leading to reduced discretionary spending and a greater reliance on private-label products. Over time, stress-driven behaviors, such as panic buying, decline, while structured financial adjustments persist.The findings provide practical implications for policymakers and retailers. Transparent financial communication and targeted support measures can help mitigate stress, while retailers can address shifting consumer preferences by expanding cost-effective product offerings and strengthening supply chain resilience.
Artificial Intelligence or Human Service, Which Customer Service Failure Is More Unforgivable? A Counterfactual Thinking Perspective
With the continuous development and progress of Artificial Intelligence (AI) technology, intelligent customer service stands on the tip of the wind and waves of AI. This rapid development of the customer service industry has made the comparison and collision between AI customer service and artificial customer service a hot topic. This paper proposes a model exploring how the customer service failure of AI and human personnel influences customer satisfaction differently, with the mediation variable of counterfactual thinking and the moderation variables of psychological distance and empathy. Four studies using experimental design were conducted. Study 1 (N = 80) investigates whether the service failure of AI and human personnel influences customer satisfaction differently, finding that AI customer service can lead to higher customer satisfaction than human service. Study 2 (N = 80) demonstrates the mediation effect of counterfactual thinking, finding that AI service failure produces lower counterfactual thinking and higher customer satisfaction than human service failure. Study 3 (N = 200) demonstrates the moderation effect of psychological distance in the process of AI and the human service failure influencing customer satisfaction. Study 4 (N = 200) illustrates the moderation effect of empathy from the perspective of the uncanny valley effect. These findings can provide evidence for research on AI service, and provide guidance for the improvement and development of AI and human service for the customer service industry.
Paper Link: https://doi.org/10.1002/mar.22215
Authors: Yibo Xie, Zelin Tong, Zhuorong Wu
ABSTRACT
With the continuous development and progress of Artificial Intelligence (AI) technology, intelligent customer service stands on the tip of the wind and waves of AI. This rapid development of the customer service industry has made the comparison and collision between AI customer service and artificial customer service a hot topic. This paper proposes a model exploring how the customer service failure of AI and human personnel influences customer satisfaction differently, with the mediation variable of counterfactual thinking and the moderation variables of psychological distance and empathy. Four studies using experimental design were conducted. Study 1 (N = 80) investigates whether the service failure of AI and human personnel influences customer satisfaction differently, finding that AI customer service can lead to higher customer satisfaction than human service. Study 2 (N = 80) demonstrates the mediation effect of counterfactual thinking, finding that AI service failure produces lower counterfactual thinking and higher customer satisfaction than human service failure. Study 3 (N = 200) demonstrates the moderation effect of psychological distance in the process of AI and the human service failure influencing customer satisfaction. Study 4 (N = 200) illustrates the moderation effect of empathy from the perspective of the uncanny valley effect. These findings can provide evidence for research on AI service, and provide guidance for the improvement and development of AI and human service for the customer service industry.
3 Mistakes to Avoid When Setting Incentives for Sales Teams
When executives discuss sales performance, the conversation often focuses on compensation. It’s one of the few areas in sales that senior leaders pay close attention to as a driver of performance. In part, this is because, in B2B companies, compensation typically represents the largest line item in the sales budget. So, while compensation needs to be effectively managed, it can be misused or overused as a means of influencing sales behavior. Here are three common mistakes leaders make when trying to boost the performance of their sales teams along with ideas for how to produce better results.
Paper Link: https://hbr.org/2025/04/3-mistakes-to-avoid-when-setting-incentives-for-sales-teams
Authors: Scott Edinger, Lisa Earle McLeod
ABSTRACT
When executives discuss sales performance, the conversation often focuses on compensation. It’s one of the few areas in sales that senior leaders pay close attention to as a driver of performance. In part, this is because, in B2B companies, compensation typically represents the largest line item in the sales budget. So, while compensation needs to be effectively managed, it can be misused or overused as a means of influencing sales behavior. Here are three common mistakes leaders make when trying to boost the performance of their sales teams along with ideas for how to produce better results.
Imitation: Mitigating AI backfire
Previous research suggests that artificial intelligence (AI) influences organizational resources through automation and augmentation. We extend this perspective by identifying backfire effects, driven primarily by technological uncertainty in AI implementation. We propose that imitation strategies can help microenterprises mitigate these challenges. Using a simulation methodology, the findings indicate that imitation is more effective than non-imitation in addressing AI’s backfire effects on microenterprises. Specifically, imitating enterprises within the same size category yields greater advantages than imitating top entities across all categories, with the most effective strategy being to follow the leading entities of the same size. This study contributes to the literature on AI’s dark side and imitation strategies, providing a strategic direction for microenterprises to manage AI-related uncertainties.
Paper Link: https://doi.org/10.1016/j.jbusres.2025.115331
Authors: Fan Zhang, Jieyi Pan
ABSTRACT
Previous research suggests that artificial intelligence (AI) influences organizational resources through automation and augmentation. We extend this perspective by identifying backfire effects, driven primarily by technological uncertainty in AI implementation. We propose that imitation strategies can help microenterprises mitigate these challenges. Using a simulation methodology, the findings indicate that imitation is more effective than non-imitation in addressing AI’s backfire effects on microenterprises. Specifically, imitating enterprises within the same size category yields greater advantages than imitating top entities across all categories, with the most effective strategy being to follow the leading entities of the same size. This study contributes to the literature on AI’s dark side and imitation strategies, providing a strategic direction for microenterprises to manage AI-related uncertainties.
Leveraging Machine Learning and Generative AI for Content Engagement: An Exploration of Drivers for the Success of YouTube Videos
Digital content creation has exploded in the last decade offering immense opportunities for brands and content creators. However, more research is needed on textual and aural content for determining video success using video analytics. Yet, data collection and analysis in this research context are labor-intensive. This study leveraged Generative AI (GenAI) models to automatically extract video transcripts and extract relevant metrics. We examined over 1055 YouTube videos released between 2021 and 2023 across three popular smartphones. We extracted semantic metrics from the transcript and comments to build models to explore the drivers of video success. We compared various GenAI-based measures and compared them to traditional methods. The results from this study confirm the superior performance of GPT4 over the benchmarks. The study’s theoretical contributions to the field of video-based content management and the managerial implications for practitioners in the field of video analytics are discussed.
Paper Link: https://doi.org/10.1016/j.jbusres.2025.115330
Authors: Arindra Nath Mishra, Pooja Sengupta, Baidyanath Biswas, Ajay Kumar, Kristof Coussement
ABSTRACT
Digital content creation has exploded in the last decade offering immense opportunities for brands and content creators. However, more research is needed on textual and aural content for determining video success using video analytics. Yet, data collection and analysis in this research context are labor-intensive. This study leveraged Generative AI (GenAI) models to automatically extract video transcripts and extract relevant metrics. We examined over 1055 YouTube videos released between 2021 and 2023 across three popular smartphones. We extracted semantic metrics from the transcript and comments to build models to explore the drivers of video success. We compared various GenAI-based measures and compared them to traditional methods. The results from this study confirm the superior performance of GPT4 over the benchmarks. The study’s theoretical contributions to the field of video-based content management and the managerial implications for practitioners in the field of video analytics are discussed.
Exploring the Choice Landscape: Anchoring and Framing Effects on Search Behavior in Complex Choices
Complex choices entail consideration of multiple variables characterized by non-linear interactions. Prior research into such choices neglects two categories of major choice determinants: heuristics and biases. Our research integrates such behavioral determinants of decision making into the study of complex choices. We approach this challenge using a new experimental paradigm in which participants tune on-screen dials representing choice variables. Through their tuning efforts, participants can discover information about the choice space. Specifically, this paradigm allows us to document how anchoring and framing effects impact complex choice processes. We find that loss framing incites participants to expend more effort exploring choice variables before selecting an option. An aspirational anchor, on the other hand, correlates with decreased search effort. Additionally, when participants did not have an aspirational anchor, the data suggest they anchor on prior experience.
Paper Link: https://doi.org/10.1016/j.jocm.2025.100549
Authors: Nikolos Gurney, John H. Miller, David V. Pynadath
ABSTRACT
Complex choices entail consideration of multiple variables characterized by non-linear interactions. Prior research into such choices neglects two categories of major choice determinants: heuristics and biases. Our research integrates such behavioral determinants of decision making into the study of complex choices. We approach this challenge using a new experimental paradigm in which participants tune on-screen dials representing choice variables. Through their tuning efforts, participants can discover information about the choice space. Specifically, this paradigm allows us to document how anchoring and framing effects impact complex choice processes. We find that loss framing incites participants to expend more effort exploring choice variables before selecting an option. An aspirational anchor, on the other hand, correlates with decreased search effort. Additionally, when participants did not have an aspirational anchor, the data suggest they anchor on prior experience.
The Effect of Stress on Compliance With Health-Related Advertising
Given the growing importance of health-related advertising, in our research we examined how the persuasiveness of health-related advertisements is affected by a new antecedent: stress, a universal and draining experience. A series of five studies (including one survey and four experiments) revealed that people are more willing to comply with health-related advertising when they feel stressed. This is because stress increases consumers’ tendency to avoid risk, which consequently prompts their compliance with health-related advertising. Moreover, consumers’ promotion focus was found to be a boundary condition for the effect of stress on compliance with health-related advertising, with the effect being weaker among promotion-focused consumers. Our findings not only reveal a novel variable that could promote health compliance but also suggest what marketers should do to bolster the effectiveness of health-related advertising.
Paper Link: https://doi.org/10.1016/j.jbusres.2025.115328
Authors: Sheng Bi, Menglin Li
ABSTRACT
Given the growing importance of health-related advertising, in our research we examined how the persuasiveness of health-related advertisements is affected by a new antecedent: stress, a universal and draining experience. A series of five studies (including one survey and four experiments) revealed that people are more willing to comply with health-related advertising when they feel stressed. This is because stress increases consumers’ tendency to avoid risk, which consequently prompts their compliance with health-related advertising. Moreover, consumers’ promotion focus was found to be a boundary condition for the effect of stress on compliance with health-related advertising, with the effect being weaker among promotion-focused consumers. Our findings not only reveal a novel variable that could promote health compliance but also suggest what marketers should do to bolster the effectiveness of health-related advertising.
When a Nudge Becomes Invisible: How Behavioral Interventions Prompt Metacognitive Miscalibration
Nudges, subtle design changes in a choice environment, have become a popular approach to influencing consumer behavior. In the current research, we explore their potential unintended consequences. While nudges can be helpful tools, we show they can distort people’s perceptions of their own abilities. We present evidence from ten studies (N = 5,395) suggesting that consumers attribute the positive effects of nudges to themselves rather than to the nudge. Employing nudges like reminders, defaults, and decision aids, we find that consumers underestimate the extent to which their behaviors are influenced by external aids. This effect occurs because nudges create ambiguity, leading individuals to mistakenly attribute their improved outcomes to their own abilities rather than the nudge. Our findings contribute to a more nuanced understanding of the impact of nudges, highlighting their potential to shape self-perception in unintended ways.
Paper Link: https://doi.org/10.1016/j.ijresmar.2025.03.006
Authors: Matthew Fisher, Daniel M. Oppenheimer
ABSTRACT
Nudges, subtle design changes in a choice environment, have become a popular approach to influencing consumer behavior. In the current research, we explore their potential unintended consequences. While nudges can be helpful tools, we show they can distort people’s perceptions of their own abilities. We present evidence from ten studies (N = 5,395) suggesting that consumers attribute the positive effects of nudges to themselves rather than to the nudge. Employing nudges like reminders, defaults, and decision aids, we find that consumers underestimate the extent to which their behaviors are influenced by external aids. This effect occurs because nudges create ambiguity, leading individuals to mistakenly attribute their improved outcomes to their own abilities rather than the nudge. Our findings contribute to a more nuanced understanding of the impact of nudges, highlighting their potential to shape self-perception in unintended ways.
Choosing the Best Together: Joint Consumption Promotes Consumers' Maximizing Mindset
A maximizing mindset, the tendency to seek the best choice through increased effort, plays a vital role in consumer decision-making. While extensive research has explored the consequences of maximizing mindset on consumer behaviors, investigations into its antecedents remain nascent. Notably, consumption decisions often occur in either individual or joint contexts, which may influence consumers’ maximizing tendencies. In this study, we investigate the effect of consumption context—joint versus individual consumption—on consumers’ maximizing mindset. Through four studies using varying decision scenarios, we find that consumers in joint (vs. individual) consumption settings are more likely to adopt a maximizing mindset, evidenced by a preference for the “best” product and a choice for the larger choice set. This effect arises from perceived uncertainty regarding partners’ preferences. Such uncertainty heightens the feeling of anticipated guilt, which in turn fosters consumers’ maximizing mindset. Consistent with the serial mediation mechanism, we further uncover that this effect is attenuated when partners’ preferences are explicitly communicated or when the decision outcome is inconsequential. These findings not only advance the literature on maximizing mindset and joint consumption but also offer practical insights for improving the effectiveness of scene marketing.
Paper Link: https://doi.org/10.1002/mar.22213
Authors: Yaxuan Ran, Puyue Zhang, Lizi Xiang
ABSTRACT
A maximizing mindset, the tendency to seek the best choice through increased effort, plays a vital role in consumer decision-making. While extensive research has explored the consequences of maximizing mindset on consumer behaviors, investigations into its antecedents remain nascent. Notably, consumption decisions often occur in either individual or joint contexts, which may influence consumers’ maximizing tendencies. In this study, we investigate the effect of consumption context—joint versus individual consumption—on consumers’ maximizing mindset. Through four studies using varying decision scenarios, we find that consumers in joint (vs. individual) consumption settings are more likely to adopt a maximizing mindset, evidenced by a preference for the “best” product and a choice for the larger choice set. This effect arises from perceived uncertainty regarding partners’ preferences. Such uncertainty heightens the feeling of anticipated guilt, which in turn fosters consumers’ maximizing mindset. Consistent with the serial mediation mechanism, we further uncover that this effect is attenuated when partners’ preferences are explicitly communicated or when the decision outcome is inconsequential. These findings not only advance the literature on maximizing mindset and joint consumption but also offer practical insights for improving the effectiveness of scene marketing.
The Power of Personal Losses: How the Loss-gain Frame Influences Public Green Participation Intentions
Despite the growing public awareness of environmental issues, a common gap between attitude and behavior persists. Effectively promoting public participation in pro-environmental actions remains a critical challenge in enhancing environmental governance. This research focuses on the gain-loss framing of green appeals and develops a research model to investigate the influence of different framing types (personal loss vs. collective gain) on the public's intention to engage in green behavior. Through four experiments, including both field and laboratory studies, the research demonstrates that framing green appeals in terms of personal losses is more likely to foster a higher intention to engage in green behavior than framing them in terms of collective gains. The underlying mechanism of this effect is that emphasizing personal losses strengthens the public's sense of psychological empowerment, thereby increasing their sense of green self-accountability, which, in turn, boosts their intentions to participate in green behaviors. However, this effect is moderated by individuals' green self-efficacy. The higher an individual's green self-efficacy, the weaker the impact of the gain-loss framing on their psychological empowerment.
Paper Link: https://doi.org/10.1016/j.jretconser.2025.104296
Authors: Chunfeng Chen, Depeng Zhang, Lu Zhu, Junbao Wu
ABSTRACT
Despite the growing public awareness of environmental issues, a common gap between attitude and behavior persists. Effectively promoting public participation in pro-environmental actions remains a critical challenge in enhancing environmental governance. This research focuses on the gain-loss framing of green appeals and develops a research model to investigate the influence of different framing types (personal loss vs. collective gain) on the public's intention to engage in green behavior. Through four experiments, including both field and laboratory studies, the research demonstrates that framing green appeals in terms of personal losses is more likely to foster a higher intention to engage in green behavior than framing them in terms of collective gains. The underlying mechanism of this effect is that emphasizing personal losses strengthens the public's sense of psychological empowerment, thereby increasing their sense of green self-accountability, which, in turn, boosts their intentions to participate in green behaviors. However, this effect is moderated by individuals' green self-efficacy. The higher an individual's green self-efficacy, the weaker the impact of the gain-loss framing on their psychological empowerment.
Spheres of resonance: How consumers contribute to atmosphere’s dynamics and plurality
Consumer experiences often build on resonant atmospheres that touch, seduce, or thrill consumers. Lack of resonance can diminish an atmosphere, alienate consumers, and render experiences meaningless. However, the way in which consumers contribute to atmospheres’ evolving resonance and plural nature has nonetheless been undertheorized. We address this question by operationalizing the concept of spheres of resonance, which we develop based on a multi-sited ethnography at the iconic holiday resort Club Med. Drawing on theory of resonance, we explain atmospheres are consumed through co-evolving spheres of resonance emerging in bodily encounters that momentarily envelop people and groups. Our findings show how these spheres co-exist but can also overlap, merge, and clash, influencing how atmospheres are felt and mobilized. Overall, we expand prior understandings of consumption atmospheres beyond a “mono-spherical” view and contribute to theory on the dynamics of atmospheres and resonance in consumer research.
Paper Link: https://doi.org/10.1177/14705931251329724
Authors: Joonas Rokka, Brigitte Auriacombe, Eric Arnould, Maíra Lopes
ABSTRACT
Consumer experiences often build on resonant atmospheres that touch, seduce, or thrill consumers. Lack of resonance can diminish an atmosphere, alienate consumers, and render experiences meaningless. However, the way in which consumers contribute to atmospheres’ evolving resonance and plural nature has nonetheless been undertheorized. We address this question by operationalizing the concept of spheres of resonance, which we develop based on a multi-sited ethnography at the iconic holiday resort Club Med. Drawing on theory of resonance, we explain atmospheres are consumed through co-evolving spheres of resonance emerging in bodily encounters that momentarily envelop people and groups. Our findings show how these spheres co-exist but can also overlap, merge, and clash, influencing how atmospheres are felt and mobilized. Overall, we expand prior understandings of consumption atmospheres beyond a “mono-spherical” view and contribute to theory on the dynamics of atmospheres and resonance in consumer research.
Natural Language Processing Algorithms to Improve Digital Marketing Data Quality and Its Ethical Implications
The ethical implications of personalization in digital marketing are significantly greater when companies adapt their marketing actions to individual consumer preferences. While this approach helps to reduce oversaturation and a sense of irrelevance among consumers, it also raises concerns about privacy and potential algorithmic bias. One form of personalization is self-referencing, where companies use the customer's name in all communications with that person. For this to be effective, customer data must be accurate and sourced from a high-quality database. This study presents a real case of data mining by a lead generation company, illustrating the sequential process of cleaning a database containing the names and surnames of 100,000 customers. In the final filtering step, we compared the performance of two Natural Language Processing (NLP) algorithms, Levenshtein and RapidFuzz, using ratio tests. The results demonstrate that the Levenshtein algorithm outperformed RapidFuzz, the former achieving a 93.43% clean data set compared to the latter's 92.93%. Finally, we discuss the ethical challenges posed by the privacy-personalization paradox, explore the theoretical and managerial implications, and propose future research directions that balance digital marketing interests with consumer privacy.
Paper Link: https://doi.org/10.1002/mar.22211
Authors: Sergi Pons, Ruben Huertas-Garcia, Jorge Lengler, Daniel Luiz de Mattos Nascimento
ABSTRACT
The ethical implications of personalization in digital marketing are significantly greater when companies adapt their marketing actions to individual consumer preferences. While this approach helps to reduce oversaturation and a sense of irrelevance among consumers, it also raises concerns about privacy and potential algorithmic bias. One form of personalization is self-referencing, where companies use the customer's name in all communications with that person. For this to be effective, customer data must be accurate and sourced from a high-quality database. This study presents a real case of data mining by a lead generation company, illustrating the sequential process of cleaning a database containing the names and surnames of 100,000 customers. In the final filtering step, we compared the performance of two Natural Language Processing (NLP) algorithms, Levenshtein and RapidFuzz, using ratio tests. The results demonstrate that the Levenshtein algorithm outperformed RapidFuzz, the former achieving a 93.43% clean data set compared to the latter's 92.93%. Finally, we discuss the ethical challenges posed by the privacy-personalization paradox, explore the theoretical and managerial implications, and propose future research directions that balance digital marketing interests with consumer privacy.
What It Takes to Fix a “Mean” Workplace
Workplace incivility costs U.S. businesses an estimated $2 billion each day in lost productivity. Uncivil behavior can spread to bystanders like a virus, creating a workplace contagion that decimates productivity and well-being. But new preliminary research suggests civility is just as contagious. Anyone can break the cycle of incivility through three steps: 1) Noticing your automatic response; 2) Naming your automatic response; and 3) Communicating in a way that doesn’t trigger the other person.close
Paper Link: https://hbr.org/2025/03/what-it-takes-to-fix-a-mean-workplace
Authors: Laura Cassiday, David Rock
ABSTRACT
Workplace incivility costs U.S. businesses an estimated $2 billion each day in lost productivity. Uncivil behavior can spread to bystanders like a virus, creating a workplace contagion that decimates productivity and well-being. But new preliminary research suggests civility is just as contagious. Anyone can break the cycle of incivility through three steps: 1) Noticing your automatic response; 2) Naming your automatic response; and 3) Communicating in a way that doesn’t trigger the other person.
Propensity Score Modeling for Business Marketing Research
Propensity score modeling (PSM) is a powerful statistical technique that, in the appropriate data contexts, addresses biases from confounding and selection, which can otherwise distort results and lead to erroneous inferences. However, while the number of PSM applications in business marketing research is growing, many studies mistakenly assume that PSM is a universal solution for all endogeneity issues. Often, studies lack sufficient detail about the specific endogeneity problem they aim to address, which is a critical issue, as PSM is appropriate only for certain types of endogeneity. Additionally, essential tests to confirm the validity and robustness of PSM results are frequently overlooked or insufficiently reported, raising concerns about the reliability of findings. This article aims to enhance the rigor of PSM applications in business marketing research by offering updated practical guidance on its appropriate use, key aspects to report, and common misconceptions and errors to avoid. A practical example of PSM implementation in Stata is included, along with a comprehensive checklist of justifications and best practices to guide business marketing researchers in their future PSM-based studies.
Paper Link: https://doi.org/10.1016/j.indmarman.2025.03.006
Authors: Peter Guenther, Miriam Guenther, Shekhar Misra, Mariia Koval, Ghasem Zaefarian
ABSTRACT
Propensity score modeling (PSM) is a powerful statistical technique that, in the appropriate data contexts, addresses biases from confounding and selection, which can otherwise distort results and lead to erroneous inferences. However, while the number of PSM applications in business marketing research is growing, many studies mistakenly assume that PSM is a universal solution for all endogeneity issues. Often, studies lack sufficient detail about the specific endogeneity problem they aim to address, which is a critical issue, as PSM is appropriate only for certain types of endogeneity. Additionally, essential tests to confirm the validity and robustness of PSM results are frequently overlooked or insufficiently reported, raising concerns about the reliability of findings. This article aims to enhance the rigor of PSM applications in business marketing research by offering updated practical guidance on its appropriate use, key aspects to report, and common misconceptions and errors to avoid. A practical example of PSM implementation in Stata is included, along with a comprehensive checklist of justifications and best practices to guide business marketing researchers in their future PSM-based studies.
Positive Luxury: A Consumer-Centric Approach to Bridging Luxury and Sustainability
This study explores the concept of luxury through the lens of sustainability, questioning conventional interpretations and promoting a broader comprehension of luxury’s compatibility with sustainability. It also explores the potential positive effects of luxury consumption and production at various scales—individual (micro), industry (meso), and environment (macro). This research, adopting a positive theory approach and aligning with the transformative luxury research (TLR) stream, proposes a novel framework termed “positive luxury.” This framework, informed by consumer insights, introduces additional pillars of sustainable practices in the luxury sector that yield positive impacts. These pillars encompass ecological, social, and economic aspects, as well as ethical governance, supply chain integrity, philanthropy, well-being, and diversity, equality, and inclusion (DEI). The findings underscore the significance of a consumer-centered perspective and reveal the nuanced positive impacts that consumers perceive from each of these pillars. Furthermore, the study advances existing works by classifying sustainable pillars into either “core” or “incipient” qualities, while responding to the TLR stream’s call for a focus on well-being outcomes. The findings have implications for policymakers and luxury businesses alike, offering potential directions for future research.
Paper Link: https://doi.org/10.1177/14705931251321822
Authors: Wided Batat, Danae Manika, Alex Yao Yao, and more
ABSTRACT
This study explores the concept of luxury through the lens of sustainability, questioning conventional interpretations and promoting a broader comprehension of luxury’s compatibility with sustainability. It also explores the potential positive effects of luxury consumption and production at various scales—individual (micro), industry (meso), and environment (macro). This research, adopting a positive theory approach and aligning with the transformative luxury research (TLR) stream, proposes a novel framework termed “positive luxury.” This framework, informed by consumer insights, introduces additional pillars of sustainable practices in the luxury sector that yield positive impacts. These pillars encompass ecological, social, and economic aspects, as well as ethical governance, supply chain integrity, philanthropy, well-being, and diversity, equality, and inclusion (DEI). The findings underscore the significance of a consumer-centered perspective and reveal the nuanced positive impacts that consumers perceive from each of these pillars. Furthermore, the study advances existing works by classifying sustainable pillars into either “core” or “incipient” qualities, while responding to the TLR stream’s call for a focus on well-being outcomes. The findings have implications for policymakers and luxury businesses alike, offering potential directions for future research.
Children Preferences for Global and Local Brands: An Empirical Study Drawing on Symbolic Self‐Completion Theory
The marketing literature has examined extensively consumer preferences between global and local brands. However, there remains a dearth of research on the topic in the context of vulnerable consumers with insecure self-identities. Children largely embody insecure identities and, thus, there are several factors that can influence their global versus local brand preferences. Surprisingly, however, there is still limited empirical research examining how key demographic and socioeconomic factors influence children's brand preferences, especially in developing countries. Drawing on symbolic self-completion theory, and based on data from Serbia, we address this research gap and contribute to the social psychology and marketing literatures by showing how age, gender, poverty background, and external reference groups influence children's preferences between global and local brands.
Paper Link: https://doi.org/10.1002/mar.22188
Authors: Jelena Filipovic, Matthew Gorton, Stefan Markovic
ABSTRACT
The marketing literature has examined extensively consumer preferences between global and local brands. However, there remains a dearth of research on the topic in the context of vulnerable consumers with insecure self-identities. Children largely embody insecure identities and, thus, there are several factors that can influence their global versus local brand preferences. Surprisingly, however, there is still limited empirical research examining how key demographic and socioeconomic factors influence children's brand preferences, especially in developing countries. Drawing on symbolic self-completion theory, and based on data from Serbia, we address this research gap and contribute to the social psychology and marketing literatures by showing how age, gender, poverty background, and external reference groups influence children's preferences between global and local brands.