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Consciousness of Social Face and Conspicuous Consumption of Luxury Products in the Chinese Society
Zhang Xin'an
Journal of Marketing Science    2012, 8 (1): 76-94.  
Abstract2612)      PDF (1066KB)(8916)       Save

Luxurious brands consumption in China is featured by clear conspicuous purposes. This research investigated the phenomenon from the indigenous perspective of social face consciousness. Drawing on Ho’s (1976) framework of gaining versus losing face dynamics, the authors broke down the construct of face consciousness into two dimensions of “desire to gain face” and “fear of losing face”, and developed measurement scales for them. The two scales were then used to examine their effect on conspicuous luxurious brand consumption behavior and found both of them had unique contribution in explaining why Chinese consumers buy luxurious brands.

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A Study on the Subjects, Methods and Scholars of Western Marketing Research——A documentary analysis based on Journal of Marketing (2005—2009)
Yang Yimiao, Ma xiaohui, Guo yan
Journal of Marketing Science    2011, 7 (2): 107-131.  
Abstract952)      PDF (1192KB)(6207)       Save

This paper carries out a research by content analysis on 247 academic papers published in the Journal of Marketing during the year of 2005-2009, with a purpose to describe the subjects, methods and scholars of Western marketing research. The findings are as following: the main subjects that Western marketing research focuses on are consumer behavior, products, brands, marketing general management, industrial marketing, advertising and promotion, services marketing, and network marketing, Among which research on the general marketing management, products, brands, industrial marketing, network marketing have an escalating trend, and adverse on the prices and marketing channels, and the subjects on consumer behavior and services marketing remain to be the focus of marketing research. As for research methods of marketing, quantitative research keeps dominated and are used in such marketing research domain as brand, product and personal selling, the experimental method has been more widely used to study consumer behaviors, prices, advertising and promotion, the qualitative research and mixed research are seldom used, the former is used in industrial marketing, general marketing management, and the latter focus on the subject of marketing theory and philosophy. In addition, there exists a diversified form of cooperation among marketing scholars, which includes scholars’ cooperation in a university, among different universities, between university and business and among different counties.

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Impact of social comparison on conspicuous consumption: a psychological compensation perspective  
Zheng Xiaoying, Peng Siqing, Dai Shanshan
Journal of Marketing Science    2014, 10 (3): 19-31.  
Abstract1439)      PDF (1100KB)(6142)       Save

Based on the psychological compensation mechanism of consumer behavior, the current research examines how social comparison in ability domain influences people’s conspicuous consumption, and explores the possible interventions. Past research regarded conspicuous consumption as a way of signaling social-economic status, which often derived from wealth comparison. Our research proposes that besides wealth comparison, comparison in consumption unrelated domains would also lead to conspicuous consumption. In this mechanism, conspicuous consumption is a way to compensate for the self threat resulted from upward comparison. 2 studies were conducted to confirm our hypothesis. Study 1 indicates that consumers are more likely to spend on conspicuous items after comparing their own academic performance to those better counterparts. Study 2 replicates the result of study 1 using a more general conspicuous consumption measure. Furthermore, we found that the impact of ability comparison on conspicuous consumption diminished if people engaged in a prior self affirmation.

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The Influence of Company Micro blog Interaction Tactics on Consumer-brand Relationship: Based on Grounded Theory
Yan Xing, Chang Yaping
Journal of Marketing Science    2013, 9 (1): 62-78.  
Abstract1183)      PDF (2266KB)(5895)       Save

Micro blog becomes an important tool of social marketing,challenging companies’ consumer-brand relationship management. Based on grounded theory,66 representative companies’ posts in Sina are collected,with 1395 company posts and 5959 following posts. A influence mechanism model of company micro blog  interaction tactics on consumer-brand relationship is proposed,then the saturation level of this mechanism is tested. Results show that 1) Companies adopt two types of tactics in micro blog interaction: social interaction and task-oriented interaction; 2) Micro blog interaction arises consumer emotional response and cognition toward specific brand and eventually influences consumer-brand relationship. Consumer emotional response includes pleasure and arousal, brand cognition includes perceived quality, perceived relatedness with companies and  brand resonance; 3) The influence mechanism differs among different consumer knowledge level, industry and brand awareness.

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Mediation Analysis: Principles, Procedures, Bootstrap Methods and Applications
Chen Rui, Zheng Yuhuang, Liu Wenjing
Journal of Marketing Science    2013, 9 (4): 120-135.  
Abstract3460)      PDF (2145KB)(4978)       Save

Prior research has mainly applied Baron & Kenny’s (1986) procedures of causal step regression in mediation tests. However, in recent years many researchers have questioned the rationality and reliability of Baron & Kenny’s procedures. Based on this background, this paper summarized the most recent mediation test procedure and Bootstrap method, and elaborated principle, procedure and offers a step-by-step instruction for data analysis using Bootstrap. We not only introduce the simple mediation test, but also elaborate the rationales and methods for several complex mediation models such as mediated moderation, moderated mediation, multiple mediators, and serial multiple mediators, including steps of performing the bootstrap analysis with SPSS software, data analysis and results reports. The paper will provide effective, scientific and convenient guidance for domestic scholar.

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Customer Engagement:Psychological Antecedents and Its Effect on Customer Loyalty
Han Xiaoyun, Yu Cezheng
Journal of Marketing Science    2013, 9 (2): 99-110.  
Abstract1261)      PDF (915KB)(4661)       Save

The authors develop a research model to test the effects of three psychological factors( customer involvement, customer psychological empowerment and customer psychological ownership) on customer engagement, and the impact of customer engagement on customer loyalty. The results show that customer involvement and customer psychological ownership are positively related to customer engagement; however, customer psychological empowerment affects customer engagement indirectly. Customer engagement has direct and positive effect on customer loyalty.

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Research on Situation Suitability of Purchase Restrictions of Promotion: A Comparative Analysis of Time-limited and Quantity-limited Promotions
Li Yan, Li Dongjin, Ma Minglong
Journal of Marketing Science    2016, 12 (2): 58-74.  
Abstract1203)      PDF (1071KB)(4661)       Save

Sales promotion is a kind of temporary and transient activity in nature. Only provided with a certain restriction can promotions have a positive effect on sales. Qualitative and quantitative studies provide evidences that quantity-limited promotion is more effective than time-limited promotion in influencing consumers’ purchase intentions because of consumer competition, but only when the promotion is organized in a high level of perceived accessibility of purchase opportunity. When a promotion is organized in the condition that consumers perceived the purchase opportunity in a low level of accessibility, consumers would react more positive to time-limited promotion than quantity-limited. In those situations, time-limited promotion is more effective than quantity-limited promotion because consumers perceive higher uncertainty of promotion opportunity in quantity-limited promotion. Moreover, the interaction between types of purchase restrictions and perceived accessibility of purchase opportunity is moderated by consumers’ cognitive closure need.

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Effect of Product Type and Time Pressure on Consumers’ Online Impulse Buying Intention
Zhao Zhanbo, Du Xiaomeng, Liang Fan, Zhu Xiaoming
Journal of Marketing Science    2015, 11 (2): 118-132.  
Abstract1480)      PDF (983KB)(4626)       Save

Impulse buying has been the focus of attention in the marketing. With the rise of online shopping, online impulse buying phenomenon becomes increasingly serious. The relevant literature is rarely in an online environment, the impulse buying behavior discussed. This paper explores the impact of the type of product and time pressure on consumer online impulse buying intention; this is a relatively new issue in the domestic marketing academics. In this study, the experimental method was adopted to explore the impact of consumer online impulse buying tendencies, the departure from the type of product and the time pressure. The results show that low-involvement emotional products stimulate consumer online impulse buying tendencies. At the same time, there is an interaction effect between time pressure and product type, that is, under the influence of time pressure, low-involvement emotional products to enhance the consumer online impulse buying tendency is more significant.

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Seeking similarity or Reserving Differences:How Face Facilitate or Restrict Consumer’s Need for Uniqueness
WANG Chang-Zheng, ZHOU Xue-Chun, HUANG Min-Xue
Journal of Marketing Science   
A Survey of Consumers’ Willingness to Pay: Taking Organic Food as an Example
Xu Yingjun, Yin Shijiu, Song Hongjie, Wu Linhai
Journal of Marketing Science    2015, 11 (3): 120-138.  
Abstract995)      PDF (1220KB)(3997)       Save

Consumers’ willingness to pay is an important part of the market research. Taking organic food for example, this paper analyzed and compared the main data acquisition methods of consumers’ willingness to pay, such as contingent valuation method, choice experiment, conjoint analysis and experimental auctions and the main data processing approaches such as discrete choice model and Tobit model. And then the paper investigated the main factors affecting the consumers’ willingness to pay and did a systematic summary. In the end, the future research emphasis was presented based on the evaluation and analysis of the existing relative research.

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“Free Gift” or “Free Postage”, Which One Do You Prefer?---An Empirical Study on How Online Promotion Framing influence Consumer’s Online Buying Intention
Shi Zhuomin, Li Lulu, Wu Lufang
Journal of Marketing Science    2013, 9 (1): 105-117.  
Abstract1425)      PDF (1921KB)(3916)       Save

This paper identified the concept of online promotion framing and classified it into negative promotion framing (NPF) and positive promotion framing (PPF) based on framing theory.  We found that the influence of NPF on consumers’ online buying intention was more powerful than that of PPF. The result showed that regulatory focus and product price moderated the effect of online promotion framing. The results are as follows. Compared with NPF, PPF has more influence on Promotion-Focus-Oriented Consumers’ online buying intentions. While compared with PPF, NPF has more influence on Prevention-Focus-Oriented Consumers’ online buying intentions. As to low-priced products, NPF has more influence on consumers’ online buying intention than that of PPF. However, the effect of online promotion framing is not significant for high-priced products.

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Neuromarketing: Decode Consumer’s Brain
Sheng Feng,Xu Jing
Journal of Marketing Science    2013, 9 (1): 1-17.  
Abstract1482)      PDF (1954KB)(3869)       Save

The recent advance of neuroscience technology has lead individual behavior research to an age of “Mind Reading”. Benefiting from this, researchers now can decode the hidden neural mechanism underlying consumer behavior and develop marketing technique on the basis of these findings, which gives rise to a new discipline--Neuromarketing. This article reviews findings of neuroscience research on human’s affective and cognitive systems, and discusses the promises and pitfalls of Neuromarketing.

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Wechat Envelop, Do Consumers Grab or not—An Explanation Based on Mediating Role of Participation Motivation and Psychological Reactance
Li Dongjin, Liu Jianxin, Ma Minglong, Zhang Chenghu
Journal of Marketing Science    2016, 12 (1): 18-37.  
Abstract1228)      PDF (2277KB)(3808)       Save

With the rapid development of mobile internet technology and mobile financial payment, recetantly Wechat envelopment campaign won widespread participation and great success. Its success lied in effectively arousing consumers’ participation motivation and effectively attenuating their psychological reactance. According to the goal-path theory and messagement processing theory,Facing different Wechat envelopment information (Commericial vs.interpersonal),consumers will simultaneously take into account for participation motivation as action goal and psychological reactance as action freedom, and further process messagement and regulate focuse in different pathes, finally resulting in different participation willingness. Across four experiments, the study found that (1) participation motivation and psychological reactance individually mediated alone the influence of wechat envelopment information on consumers’ participation willingness, and furthermore the process was both moderated by self-construal; (2)They also jointly mediated their influence and so did by self-construal, and been also moderated by self-construal. The findings did not only uncover and explain the psychological mechanism of consumers’ participation in wechat envelopment, but also there were great managerial implication for business to operate successfully marketing campaigns concerned wechat envelopment to obtain consumer resource and competing advantage and for consumers to improve consumers’ participation behavior.

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The Impact of Uppercase vs. Lowercase Lettering Logos on Perception of the Brand
Xu Xiaobing, Chen Rong, Liu Wenjing
Journal of Marketing Science    2016, 12 (2): 75-86.  
Abstract1328)      PDF (2102KB)(3797)       Save

This research investigates the influence of uppercase vs. lowercase lettering logos on perceptions of the brand. Study1 demonstrates that although logos with lower case lettering brand name have an unfavorable influence on brand authority perception, they have a favorable influence on perceived brand friendliness. The former influence is tied to the logo’s perceived potency, while the later influence is tied to its perceived activeness. Study2 demonstrates a fit effect between products (or services) characteristics and logo associations. Specifically, upper case lettering logos are perceived to be more appropriate for products (or services) with high authority, while logos with lower case lettering brand name are perceived to be more appropriate for products (or services) that should be close and friendly to people. In addition, the findings of Study3 reveals that brands with high authority incline towards upper case lettering logos, while brands with high friendly characteristics are more likely to adopt lower case lettering logos.

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The effects of online product presentation’s sensory cues on consumer’s purchase intention: A mental imagery perspective
Su Jinglei, Yin Chengyue, Guo Shuai
Journal of Marketing Science    2016, 12 (2): 87-99.  
Abstract1095)      PDF (955KB)(3695)       Save

Based on a imagery perspective, we examine the role of online product presentation’s sensory cues in consumer’s purchase intention through 2 empirical study. Study 1 conducts a 2(text contains sensory cues: yes vs. no)×2(consumer fantasy proneness: high vs. low) between subject experimental method, we find that sensory cues in the text have significant effect on imagery evoked, fantasy proneness regulates the process of influence of sensory cues on imagery evoked, the degree of imagery evoked have a positive effect on consumer’s purchase intention. Study 2 conducts a 2(text contains sensory cues: yes vs. no)×2(product categories: search product vs. experience product) between subject experimental method, we find that imagery evoked under experience product is more effective than search product in increasing purchase intention.

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Prediction and analysis of customer loss based Beta-geometric/NBD model
Wang Xiening
Journal of Marketing Science    2011, 7 (3): 102-110.  
Abstract842)      PDF (1031KB)(3612)       Save

It is of great practical and applicable value for corporation marketing to forecast and research the behavior of customer transactions. Beta-geometric/ NBD model can forecast customer’s potential purchasing according to his/her past buying behavior. However, there are some limitations in using this model due to its restricted assumptions. This paper focuses on the model’s practical application in the field of marketing, empirical analysis and model parameters optimization, as well as utilization of intermediate results to build an early loss warning methods. The empirical results show that the model have a high application value in forecasting customer’s buying behavior in China BtoC marketing related fields. This model is more suitable for the customer who has high frequency purchasing history. Relatively, the prediction outcome has certain bias for those who have low transactions frequency and stay not a long time from the first purchase. Finally, the paper discussed the applicable field and scope of the model under its assumptions and indicated the deficiencies of the model.

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Enterprise Microblogging Value Dimensions and Its Influence on Brand Loyalty
Xu Jian,Wang Xuhui,Li Xin
Journal of Marketing Science   
The Impact of Word-of-Mouth on Box office——A Dynamic Competitive View
Journal of Marketing Science    2016, 12 (3): 1-17.  
Abstract833)      PDF (917KB)(3477)       Save

Whereas the traditional focus in Word-of-Mouth (WOM) literature has been on understanding how WOM of a movie influence the box office of its own, this research investigates the impact of WOM on box office in a dynamic competitive view. We propose that movies released in the same schedule compete with each other dynamically, thus the box office of a movie not only depends on the WOM of its own, but also relates to the WOM of peer movies’ in the same schedule. Using box office and WOM data of 780 movies during 2011-2014 in mainland china, we found that the gap between a focal movie’s WOM valence and the highest WOM valence in the same schedule has a negative impact on the box office of the focal movie. Moreover, this effect is moderated by the number of movies in the schedule and the season the movie is released (whether it’s high season or not). The marketing strategy is discussed as well based on these findings.

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