Abstract Existing research on information privacy has mostly relied the calculus model, which views privacy‐related decision‐making as a rational process where individuals weigh anticipated risks of disclosing personal data against potential benefits. In this research, we develop an extension to arguing that situation‐specific assessment and benefits is bounded by (1) pre‐existing attitudes or dispositions, such general concerns institutional trust, (2) limited cognitive resources heuristic...

Smart products have received increasing attention from researchers and practitioners alike. One limitation of the existing literature, however, is that term often used as a blanket there no consensus on what smart product actually is. Because different studies rely differing conceptualizations, current body knowledge scattered lacks uniform language conceptual boundaries. Specifically, research has subsumed inherently under one collective term, relied multitude ad hoc criteria to define or...

Abstract This research examines how salience of manipulative intent affects the evaluation ads that are presented in a narrative or expository format. Study 1 shows when is not salient, evaluated more positively than because they trigger processing style. When however, consumers regard advertiser's tactics suspiciously and adopt an analytical style to evaluate both ads. As result, relative advantage over disappears. A mediational analysis reveals these effects mediated by inferences intent....

Extant research on product design has suggested that a design's typicality is an important determinant of consumers' aesthetic liking. Yet most studies to date have measured reactions designs varied after single exposure. In reality, however, consumers usually multiple opportunities observe before making decision. Against this background, the authors perform three in automobile domain examine whether positive effect moderated by level Study 1 indicates liking typical car greater at lower...

Some artists begin with careful plans, sketches, preliminary drawings and even paintings before settling on one particular direction. Claude Monet, for example, carefully planned prepared his work to coincide specific natural light, timing activity according when how daylight touched canvas (House, 2004). His was revolutionary: masterpieces such as famous Impressions, Sunrise subsequent Water Lilies series were intended capture the feelings initiated by observation interpretation; they...

Abstract The Internet theoretically enables marketers to personalize a Web site an individual consumer. This article examines optimal Website design from the perspective of personality trait theory and resource‐matching theory. influence two traits relevant Web‐site processing—sensation seeking need for cognition —were studied in context resource matching different levels complexity. Data were collected at points time: personality‐trait data laboratory experiment using constructed sites....

In two experiments, we show how a consumer's susceptibility to normative influence (SNI) offers useful insights into the effectiveness of types testimonials: typical person endorsement (Study 1) and celebrity 2). Specifically, suggest that variables moderate testimonial effects—SNI product attribute information. Results in forming their evaluations, high-SNI consumers place greater emphasis on than contrast, low-SNI are more influenced by A mediation analysis shows advertising attitudes for...

The degree of congruence between the sponsor and event has generally been regarded as one most critical factors sponsorship effectiveness. However, many companies may not have logical links to sports, arts causes find it difficult a matching property sponsor. We posit that incongruent sponsorships are doomed fail demonstrate negative effects low can be mitigated through articulation relationship audience participation. Results from two studies, laboratory experiment field study at sport...

This article analyzes the nature and temporal change of conceptual contributions in marketing scholarship with two complementary studies. First, based on a computer-aided text analysis 5,922 articles published four major journals between 1990 2021, authors analyze how have changed over time using MacInnis (2011) framework. Results indicate that past three decades, theorizing efforts strongly favored “envisioning” “explicating” at expense “relating” “debating,” this imbalance increasing time....

ABSTRACT Existing research on product design has demonstrated the importance of aesthetics in generating favorable consumer responses. However, literature only recently begun to explore if and what extent impact is influenced by brand strength. Whereas some indicates that strong brands may benefit less strongly from aesthetically attractive designs, other suggests designs are more persuasive when they paired with a brand. In this research, these two competing predictions were tested through...

Service researchers have postulated that ads an important “second” audience, namely organization’s own service employees. Specifically, may depict how employees deliver on the promise, thereby communicating to other what kind of behaviors they are expected perform. This research examines when and extent motivated live up such ad models. Two experiments at a Swiss bank demonstrate effectiveness model is determined not only by challenge presented model’s behavior but also employee’s implicit...

Customer referral programs, which encourage existing customers to recommend a firm’s services in their social network, have become popular marketing tool. This research focuses on another group that may also issue recommendations, namely own employees. Drawing identity research, the authors find employees are more likely promote when employee is highly salient. Moreover, this effect moderated by relational norms, such only willing refer friends they feel an appropriate behavior friendship....

One of the major challenges facing today's manufacturing industry is to differentiate from competition in a highly globalized world. As consequence increasing competitive pressure, many companies transform their product centered business models towards service based competition. However, transformation often underestimated regarding its complexity and management behavioral change. lots initiatives fail. Besides difficulties structuring magnitude changes processes structures, managers do not...

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