Why consumers develop negative reactions towards acquired brand

Researchers from University of Leeds, University of Vienna, and University of Pennsylvania published a new Journal of Marketing article that examines why consumers develop negative reactions towards acquired brands and explains conditions that attenuate that negative effect. The study, forthcoming in the Journal of Marketing, is titled “When and Why Consumers React Negatively to Brand Acquisitions: A Values Authenticity Account” and is Read more about Why consumers develop negative reactions towards acquired brand[…]

Superfluous-spender intervention to save your money

Researchers from University of Notre Dame, York University (Canada), and University of New England (Australia) published a new paper in the Journal of Marketing that identifies a novel reason why people under-save and demonstrates a simple, short, and inexpensive intervention that increases intentions to save and actual savings. The study, forthcoming in the Journal of Marketing, is titled “Popping Read more about Superfluous-spender intervention to save your money[…]

Can price promotions lead to potential positive social consequences and contribute to a better world?

Researchers from Nanyang Technological University (Singapore), Shanghai Jiao Tong University, and University of Hong Kong published a new paper in the Journal of Marketing that examines why and how charitable organizations can increase donations by soliciting consumers after retailers’ price promotions. The study, forthcoming in the Journal of Marketing, is titled “Do Promotions Make Consumers More Generous? The Read more about Can price promotions lead to potential positive social consequences and contribute to a better world?[…]

How to minimize cost overruns in large projects

Researchers from University of Stavanger, University of Melbourne, and University of Wisconsin-Madison published a new paper in the Journal of Marketing that examines how major projects undertaken by temporary organizations can be better managed so that cost overruns are minimized. The study forthcoming in the Journal of Marketing is titled “Mobilizing the Temporary Organization: The Governance Roles of Selection Read more about How to minimize cost overruns in large projects[…]

How should salespeople represent both the seller and the customer when their interests diverge, as in pricing negotiations

Researchers from Oklahoma State University, University of Missouri, Iowa State University, and University of Georgia published a new paper in the Journal of Marketing that investigates the question of how salespeople should balance advocacy for the seller with advocacy for the customer. The study, forthcoming in the Journal of Marketing, is titled “Salesperson Dual Agency in Price Negotiations” and Read more about How should salespeople represent both the seller and the customer when their interests diverge, as in pricing negotiations[…]

Potential uses of genetic data for marketing strategy and research

Researchers from The Wharton School of the University of Pennsylvania published a new paper in the Journal of Marketing that assesses the implications of the growth of private genetic testing for the field of marketing and evaluates ethical challenges that arise. The researchers review past research in the field of behavioral genetics and use these findings to Read more about Potential uses of genetic data for marketing strategy and research[…]

Artificial Intelligence coach to improve customer service skills

Researchers from Temple University, Sichuan University, and Fudan University published a new paper in the Journal of Marketing that explores the growing use of AI to coach sales agents to determine if there are any caveats that inhibit the effective use of this technology. The study forthcoming, in the the Journal of Marketing, is titled “Artificial Intelligence (AI) Read more about Artificial Intelligence coach to improve customer service skills[…]