Journal of Marketing Research

Businesses know that customers' past spending can predict their future spending. But what if some purchases signal the opposite—meaning that when customers buy some products, it means they're 𝘭𝘦𝘴𝘴 likely to return? Check out this fascinating conversation between JMR Coeditor Brett Gordon and marketing professors Ayelet Israeli and Eric Anderson to learn about "canary categories"—as in "canary in a coalmine"—which predict this type of behavior 🎧 #CustomerLoyalty #ConsumerBehavior #Marketing

New JMR article available: "Does Featuring People with Disabilities Help or Hurt Fashion Marketing Effectiveness?" Read it here: https://lnkd.in/d6KPDccx Authors: Jane Jiaqian Wang, Chuang Wei #FashionMarketing #MarketingResearch #Branding #Advertising

Positioning products as solutions for consumers' personal and professional lives may seem like a good strategy, but for complex products (education, travel, tech), it can actually backfire by triggering stress 👇 According to a Journal of Marketing Research study: 🔍Work–life messaging in marketing can enhance interest in everyday products (personal care, daily planners, apparel) but can remind consumers of the overwhelming demands of life when applied to resource-intensive purchases (cosmetic surgery, computers), leading them to disengage. 🔍Consumer segments who experience more work–life conflict, such as executives and working mothers, react more strongly to work–life marketing. 🔗Learn more by reading this fascinating research recap, which includes an interview between researcher Nita Umashankar and AMA DocSIG members Manaswini A. and Ishita Nagpal: https://lnkd.in/dtq3NQ87 Study authors: Nita Umashankar, Dhruv Grewal, Abhijit Guha, and Tim Bohling #MarketingStrategy #ConsumerPsychology #WorkLifeBalance #BrandMessaging #MarketingResearch #PhDStudents #DoctoralStudents

What percent of online reviews are fake? 25%? 50%? More? For the answer, check out Youtuber Austin Evans' deep dive into deceptive product reviews, in which he interviews marketing professor and AMA Fellow Sandy Jap! The video references Sandy's recent Journal of Marketing Research study, "Guardians of Trust: How Review Platforms Can Fight Fakery and Build Consumer Trust," coauthored with Ben Beck, PhD MBA and Stefan Wuyts. Check out the full article here: https://lnkd.in/gDV3R63b #onlinereviews #fakereviews #marketingresearch #trust #Temu #Amazon #Alibaba Austin Evans

New JMR article available: "The Multitier Discount Effect" Read it here: https://lnkd.in/gEJBb6vv Authors: Haiyang Yang #DiscountDesign #Pricing #MarketingResearch

This Journal of Marketing Research study provides fascinating insights into how consumers make opt-in decisions in the context of digital advertising. As data privacy regulations like #GDPR and #CCPA continue to evolve, understanding consumer behavior has never been more critical for marketers! The study explores how different factors—such as perceived privacy risks and trust in brands—affect whether consumers allow advertisers to use their data. It also highlights how the rise of data protection laws is shifting the dynamics between advertisers, ad networks, and consumers. These findings suggest that businesses will need to adjust their strategies to maintain user engagement while respecting their privacy choices. Read more here: https://bit.ly/3OrLC2G For marketers, this research underscores the importance of transparency and building trust with consumers, especially as more users are empowered to manage their own data. It’s a powerful reminder that respecting privacy isn’t just a legal obligation—it’s also a key driver of long-term customer loyalty and brand reputation. Stay tuned for more discussions on this important topic at our upcoming March 13 event, U.S. Data Privacy Laws and the Impact on Digital Marketing 👉 https://bit.ly/43yK4vW #DataPrivacy #DigitalMarketing #MarTech #PrivacyCompliance #MarketingStrategy #ConsumerTrust #DataProtection #MarketingResearch

Do female students perform better in quantitative classes when taught by female professors? A JMR study in The MIT Press says yes—the gender gap in business school grades virtually disappears when this is the case ⬇️ 🎓The study, "Gender (Still) Matters in Business School," by University of Michigan - Stephen M. Ross School of Business professors Aradhna Krishna and A. Yesim Orhun, shows that female instructors increase women's interest and performance expectations in such courses and are perceived as role models, leading to raises in the grades of female students relative to male students. 👩🎓These results show that #HigherEd faculty can serve as powerful exemplars to challenge gender stereotypes and increase student achievement. 📄Read the full Journal of Marketing Research study here: https://lnkd.in/exf7QtQr #Gender #BusinessSchool #InternationalWomensDay

How does an idea turn into an iconic research paper? Join Karen Winterich as she talks to Sankar Sen, author of a classic 2001 JMR article on corporate social responsibility that now has over 8,000 Google Scholar citations 🎧 The full article, "Does Doing Good Always Lead to Doing Better? Consumer Reactions to Corporate Social Responsibility," by Sankar Sen and CB Bhattacharya is available here: https://lnkd.in/gRkFHCT8 #research #peerreview #academicresearch #marketingresearch #CSR

🎓 Make longer top-ranking lists (e.g. Top 3 out of 50). People will like and rate your product better. 🔬 After analyzing a series of 10 experiments with 1,172 people across industries including movies, restaurants, and hotels, researchers found that people: - Were willing to pay 10.9% more for the top-ranked catering company on a Top 20 list vs on a Top 5 list - Rated a Top 3 restaurant 18.4% higher when it was shown on a Top 20 list vs. a Top 5 list. - Spent 40.9% more time looking at the upper end of the top-ranked items on a Top 20 list compared to a Top 5 list 🧠 Why? - We use lists to help us narrow down choices and choose the “best” option - We judge items based on their position on a list, making higher-ranked items seem more important and better - The more items ranked, the better the top-ranked ones appear, as they have outperformed more competitors 📈 When shoving off rankings, compile ranking lists comparing your product or services to others in the same industry to make them longer. 🎓 Found this useful? My team and I turn the latest science in marketing into practical insights to get better results. For more, you can: - Follow me - Hit the bell icon 🔔 - Subscribe for free to Science Says, my newsletter

New JMR article available: "Rejections Are Stickier Than Choices" Read it here: https://buff.ly/3D8Ltic Authors: Minzhe Xu, Yang Yang, Chris Janiszewski #consumerchoice #varietyseeking #consumerwelfare #marketingresearch