Most Down Articles
Published in last 1 year | In last 2 years| In last 3 years| All| Most Downloaded in Recent Month | Most Downloaded in Recent Year|

Most Downloaded in Recent Year
Please wait a minute...
For Selected: Toggle Thumbnails
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.  
Abstract3640)      PDF (1066KB)(10249)       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.

Related Articles | Metrics
Enjoy the Present or Look Towards the Future: The Influence of Happiness Orientation on Purchase Preference
Yang Yan, Yu Ying
Journal of Marketing Science    2023, 3 (2): 96-114.  
Abstract589)      PDF (9767KB)(664)       Save
Based on the perspective of anticipated happiness, three studies were conducted to confirm the influence of individual's orientation to happiness ( OTH) on purchase type preference, and also verify the mediating role of long-term utility concern. Study 1 found that compared with hedonic OTH, eudemonic OTH can lead consumers to pay more attention to the long utility of products and future self, in turn to enhance the preferences of material products. In addition, purchase preference is manifested not only in the financial cost input to the product ( study 1A) , but also in the time cost input to the product (study IB). This effect is robust even after controlling the purchase objectives ( study 2). However, when experiential products also provide long-term utilities, the effect of OTH on purchase type preference will be weakened ( study 3).
Related Articles | Metrics
How to Maintain the “Originality” of the Time-honored Brand—Research on Inheritance and Innovation of Time-honored Brand based on Brand Authenticity Management
Yang Guiju, Li Ya, Hou Limin, Qu Yang
Journal of Marketing Science    2023, 3 (3): 1-24.  
Abstract497)      PDF (12914KB)(623)       Save
Promoting the inheritance of the traditional skills of time-honored brands, and realizing the development goal of "the inheritance is not a mere imitation of the ancient styles, and the innovation is not leaving behind the tradition” , is not only to promote brand building, but also an important measure to promote Chinese traditional culture. Brand authenticity management provides theoretical support for the time-honored brands to realize the inheritance and innovation of "originality". Based on the case study of Suzhou Daoxiangcun, this paper constructs a theoretical model for the inheritance and innovation of time-honored brands based on brand authenticity management. The research results show that:(1) the original authenticity management of the brand has realized the inheritance of the time-honored brands and ensured the "originality" of the time-honored brands;(2) the constructive authenticity management of the brand has promoted the brand innovation based on the "originality" of time-honored brands and realized the sustained growth of brands;(3) based on the satisfaction of customers' functional needs, experience needs and emotional needs, it has promoted the inheritance and innovation of the time-honored brand's products, marketing and culture respectively. Multi-level customer demand is an important driving factor for the authenticity management of time-honored brands.
Related Articles | Metrics
“How to Combine Graphics and Texts” —Research on the Effect of Public Service Advertisements Based on Image Presentation Mode and Advertising Information Framework
Wu Junbao, Yang Qiang, Liu Fu
Journal of Marketing Science    2022, 2 (4): 56-74.  
Abstract424)      PDF (12635KB)(637)       Save
Image and text complements each other in print advertising, which can effectively improve the advertising effect, especially for the charity public service advertisements.  Based on the construal level theory, this study explores the impact of the matching of the depth of field presentation and advertising information framework of the charity public service advertisements on individuals.  The study found that when individuals are presented with advertisements with shallow depth of field, they have a longer psychological distance and a higher construal level.  The advertising effect of shallow depth of field matching the promotion framework is better; when individuals watch advertisements with deep depth-of-field, their psychological distance is shorter and their construal level is lower.  The advertising effect of deep depth of field matching the defense framework is better.   Individual's expected value of charity plays a mediating role in the matching effect, and the individuals5 degree of career involvement plays a moderating role.  The purpose of this study is to develop better publicity for charitable public service advertisements, to guide the public to pay attention to and participate in charitable public undertakings, and to provide opinions and suggestions for the publicity of charitable public service advertisements.
Related Articles | Metrics
Haptic-restriction Strategies Will Backfire: The Haptic-restriction—Variety-seeking Effect
Liu Wumei, Zhang Dong
Journal of Marketing Science    2022, 2 (4): 1-17.  
Abstract466)      PDF (11872KB)(656)       Save
Researches have shown that encouraging consumers to touch a product can prompt consumers to generate a positive attitude towards the product.  However, consumers’ haptic input when examining a product during product demonstration is often restricted by retailers, salespersons and front-line employees in many offline retail settings.  To date, we know little a- bout whether the usage of haptic -restriction strategies can induce negative marketing consequences. This research conducts four studies, including a field experiment and three lab experiments, to document a novel variety-seeking effect of haptic restrictions.   Previously restricting (versus not restricting) consumers from touching a product induces consumers to conduct variety seeking and options shifting in a subsequent and different situation (Experiments 1-2).  Moreover, this effect is driven by perceived  threats to personal freedom in general (Experiment 3) and is mitigated when consumers' need to elevate the extent of personal freedom is low ( Experiment 4).  This research contributes to the literature of product touch and variety seeking, offering specific implications for offline retailing.
Related Articles | Metrics
" Extenuating" or " Worse" —The Impact of Cultural Mixing on Consumers’ Willingness to Forgive
Nie Chunyan, Wang Tao, Liu Yingwei
Journal of Marketing Science    2023, 3 (2): 20-36.  
Abstract454)      PDF (9722KB)(579)       Save
In order to win the favor of local consumers, more and more global brands begin to use local cultural elements in product design or marketing process. When such global brands make mistakes, will consumers ( due to their love for these brands) think the brands are excusable, or will consumers blame the brands and think they are worse? From the perspective of brand mistakes, this study explores the influence of culture mixing on consumers’willingness to forgive, and deeply analyzes its mediating mechanism and possible boundary conditions. Through two experimental studies, it is found that consumers are more likely to forgive cultural mixed global brands than non-cultural mixed global brands, because the application of local cultural elements will narrow the psychological distance between global brands and consumers, and thus trigger their in-group brand preference. However, this effect only exists when the global brand makes competence mistakes. However, when the brand makes moral mistakes, because consumers have higher moral requirements for those who are psychologically close, therefore, compared with non-cultural mixed global brands, consumers are more difficult to forgive cultural mixed brands. This study is the first to explore the impact of culture mixing on consumers, willingness to forgive from the perspective of brand mistakes, which provides a new perspective and direction for culture mixing research, thus further enriching and expanding existing studies on culture mixing. At the same time, this study also provides important guidances and suggestions for corporate’s cultural mixing design and brand crisis management.
Related Articles | Metrics
Privacy Violation Makes You Pursue Uniqueness—Based on the Psychological Mechanism of Perceptual Boundary Invasion
Liu Xinyan, Wang Lu, Liu Xiaowen, Zhai Xiuxiu
Journal of Marketing Science    2023, 3 (2): 1-19.  
Abstract457)      PDF (10710KB)(567)       Save
The mobile internet enables consumers to switch quickly across multiple scenarios. In this context, this paper explores the mechanism and boundary condition of how the impact of privacy violation further spreads to other seemingly unrelated consumption scenarios. Five experimental studies reveal that privacy violation enhanced consumers' preferences for unique products in subsequent consumptions. The underlying process driving this effect is that consumers perceived their personal boundaries have been invaded when encountering privacy violation and thus sought to rebuild their psychological boundaries by using unique products which symbol invisible boundaries. However, this effect does not exist among consumers with low privacy concerns.
Related Articles | Metrics
Customer Engagement:Psychological Antecedents and Its Effect on Customer Loyalty
Han Xiaoyun, Yu Cezheng
Journal of Marketing Science    2013, 9 (2): 99-110.  
Abstract1477)      PDF (915KB)(5362)       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.

Related Articles | Metrics
Advantage and Disadvantage of Out-of-Stock: Research on Similar Alternative Purchase Intention with Perceived Scarcity and Psychological Reactance as Mediators
Li Dongjin, Zhang Chenghu, Li Yan
Journal of Marketing Science    2015, 11 (2): 34-50.  
Abstract1093)      PDF (1049KB)(4131)       Save

There exist studies that focus on the possible negative emotion (depression for instance) brought by mere concentration on out-of-stock. Or others solely study on the attractive effect induced by phantom alternative. What effect, positive or negative, will out-of-stock alternative impact on the purchase intention of similar alternative is still without a definite conclusion. This paper holds that there is not a certain positive or negative effect on the similar alternative purchase intention. Also, a dual mediation pathway model and relevant moderator of such influence mechanism are proposed. Our research shows that when offered the out-of-stock alternative, consumers seem to experience the stronger emotion of perceived scarcity and psychological reactance compared with no information offered. The effects of out-of-stock message on consumers’ similar alternative purchase intention mediated by scarcity and psychological reactance separately are opposite (positive versus negative). In addition, the negative effect mediated by psychological reactance is moderated by the occupation levels of cognitive resource. Psychological reactance is a moderated mediator. Whereas, the positive mediating effect of perceived scarcity is not affected.

Related Articles | Metrics
Hedonic or Utilitarian: The Influences of Product Type and Reward Type on Consumer Referral Likelihood
Zhu Yimin
Journal of Marketing Science    2014, 10 (2): 15-28.  
Abstract1871)      PDF (2615KB)(3608)       Save

This research explores how product type (hedonic product and utilitarian product) and reward type (hedonic gift and utilitarian gift) influence customer referral likelihood in referral reward program. The results show as following. Firstly, product type has significant influences on referral likelihood. Compared with utilitarian product, customers are more likely to make referrals when consumed hedonic product. Secondly, product type and reward type have significant interactions to referral likelihood. When rewarded hedonic gift, customers who consumed hedonic product have great willing to make referrals, however, when rewarded utilitarian gift, customer who consumed utilitarian product have great willing to make referrals. Finally, the research offers some marketing implications to the managers.

Related Articles | Metrics
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.  
Abstract1089)      PDF (1192KB)(6986)       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.

Related Articles | Metrics
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.  
Abstract1817)      PDF (1100KB)(6961)       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.

Related Articles | Metrics
The Effect of Boundaries of Food Information on Perceived Healthiness and Purchase Intention
Li Ruiqin, Guo Guoqing, Cheung Sau Lan Fanny
Journal of Marketing Science    2022, 2 (4): 37-55.  
Abstract492)      PDF (11335KB)(559)       Save
Existing literature have paid little attention to how boundaries affect people's food information processing process and shape people's food consumption preferences.  This paper investigates the effect of boundaries of food information on perceived healthiness, and examines the serial mediating role of the sense of confinement and psychological reactance, as well as the boundary conditions of this effect through 5 experiments.  The results show that: ( 1) boundaries of food infbnnation could reduce people's perceived healthiness (Experiment la, lb and lc) and purchase intentions (Experiment 2) ; (2) a sequential mediating effect demonstrates that food information boundaries could increase people's sense of confinement, which triggers people's psychological reactance and lower people's perceived healthiness (Experiment 4 and 5) ; (3) food safety risk perception moderates the effect of the boundaries of food information on perceived healthiness ( Experiment 3) .  Our research contributes to the literature of boundaries and food consumption, and provides important implications for the packaging design of the food enterprises.
Related Articles | Metrics
Humorous Negative Reviews, E-retailers, Responses and Consumers’ Attitudes toward E-retailers
Wu Ruijuan, Liu Jingjing, Zhang Zhishuai
Journal of Marketing Science    2023, 3 (3): 102-120.  
Abstract376)      PDF (11437KB)(496)       Save
In the present paper, we seek to explore the effect of negative reviews ( humorous vs. non - humorous) on consumers' attitudes toward e-retailers and the mechanism and boundary conditions behind the effect. Results of three laboratory experiments showed that compared with non-humorous negative reviews, humorous negative reviews significantly enhanced consumers' attitudes toward e-retailers. In the relationship between humorous negative reviews and consumers’ attitudes toward e-retailers, consumers' affective responses played the mediating role. In the relationship between non-humorous negative reviews and consumers’ attitudes toward e-retailers, consumers’ cognitive responses played the mediating role. Results of Study 1 showed that the response speed significantly moderated the effect of negative reviews on consumers' attitudes. Results of Study 2 showed that the moderating effect of whether e-retailers explained the cause of the problem (yes vs. no) in the relationship between negative reviews and consumers’ attitudes toward e-retailers was significant. Results of Study 3 showed that compensation money significantly moderated the effect of negative reviews on consumers' attitudes.
Related Articles | Metrics
Consumer Happiness: The Theoretical Framework and the Research Prospect
Fan Xiucheng , Chen Xiao, Ruan Yanwen
Journal of Marketing Science    2023, 3 (1): 78-97.  
Abstract247)      PDF (11565KB)(494)       Save
Happiness is the eternal pursuit of human beings, and consumption is the primary way for modem people to obtain happiness. Although the popularity of consumer happiness research continued to rise, a relatively independent and complete theoretical system has not formed. Currently, the research topics within this field is “ many but scattered”. To facilitate the development of this field, this study proposes a three-dimensional theoretical framework involving the research paradigm, research stance and research theme, and explains it based on a selective review. Finally, based on this framework, eight future research topics in this field are proposed, including consumer eudaimonic well-being and consumer unhappiness which belong to the research paradigm dimension, well-being marketing strategy and macro study of consumer happiness which belong to the research stance dimension, time spending and consumer happiness, Chinese and subcultural consumer happiness, digital technology and elder consumer happiness, as well as outcomes of consumer happiness which belong to the research theme dimension.
Related Articles | Metrics
Consumers’ Perceptions and Willingness to Accept Platform's Recommendation Methods —From the Perspective of the Mediating Role of Place Attachment
Wu Si, Wang Huiqi, Long Fei, Zhang Qi, Yan Minrui
Journal of Marketing Science    2022, 2 (4): 119-136.  
Abstract559)      PDF (11442KB)(571)       Save
In the era of Mobile Internet, more and more companies provide precise recommendation services based on the locations of consumers.  However, existing studies have not paid enough attention to how place attachment affects consumers' perceptions and acceptances of recommended services.  Applying the communication accommodation theory, from the perspective of consumer's psychological perceptions, our study explores consumer's (with different degrees of place attachment) psychological perceptions and acceptance mechanism of group-based recommendation and individual -based recommendation.  The results show that, the higher the degree of consumer's place attachment is, the better the effect of individual-based recommendation is, and the perceived self-enhancement plays a mediating role in this process.  When the degree of consumer's place attachment is lower, the effect of group-based recommendation is better, and perceived social connection plays a mediating role.
Related Articles | Metrics
The Effect of Two-sidedness of Information on Intention to Purchase of Energy Saving Products ——Based on the Mediating Role of Psychological Reactance and the Moderating Effect of Social Distance
Liu Manzhi, Xu Yue,Chen Meng,Yang Quanyi, Zhou Haimei
Journal of Marketing Science    2017, 13 (1): 130-148.  
Abstract694)      PDF (1182KB)(1693)       Save

For the construction of an energy saving and environmental friendly society, it is very important to guide residents on buying and using energy saving products through the information propagating. According to the theory of psychological reactance, in different situations, consumers will produce different degrees of psychological reactance according to the characters of various kinds of information received, thus a differentiating purchase intention is produced. The purpose of this paper is, in social distance situation , to explore the mediation mechanism and regulating mechanism of how the two-sided information influence consumers’ purchase intention of energy-saving products through psychological reactance (two dimensions including compulsive feeling and intention inference manipulation). With the 2(information duality: one vs. double) × 2(social distance: self vs. others) groups of experiments, it is found that: (1) Double information is better than single information in promoting consumers’ purchase intention of energy-saving products;(2) the compulsive feeling and intention inference manipulation will partial mediation the influence of two-sided information on purchase intention of energy-saving products;(3) The mediation effect of compulsive feeling and intention inference manipulation will be affected by the social distance adjustment. The difference of psychological reactance caused by the one-sided information and information is narrowing between social distance (others) situation and close social distance (self) situation. In close social distance (self) situation, the mediate effect of compulsive feeling and intention inference manipulate are both stronger than in the context of social distance situation. Research conclusion of this paper not only has a great theoretical significance, but also helps improving the government’s energy-saving publicity strategy and merchants’ marketing operation level about energy saving products.

Related Articles | Metrics
Mediation Analysis: Principles, Procedures, Bootstrap Methods and Applications
Chen Rui, Zheng Yuhuang, Liu Wenjing
Journal of Marketing Science    2013, 9 (4): 120-135.  
Abstract4456)      PDF (2145KB)(5732)       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.

Related Articles | Metrics
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.  
Abstract1749)      PDF (983KB)(5397)       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.

Related Articles | Metrics
The Effect of Facial Features of Real and Virtual Influencers on Consumers' Following Behaviors on Social Media
Xu Jie, Zhou yinghui
Journal of Marketing Science    2023, 3 (3): 43-62.  
Abstract373)      PDF (11716KB)(437)       Save
With the development of social media, influencers and virtual influencers have become one of the most important channels for customers to learn about brands and products, and have a profound impact on consumers' brand attitudes, purchase intentions, etc. However, how to choose the right influencers, especially influencers with suitable facial features, has become the primary challenge for marketing practitioners. However, we have limited understanding of the impact of influencers' faces, especially virtual influencers' faces on customers' decisions to follow influencers. Therefore, we applied the hierarchical linear multinomial logit model to quantitatively analyze the relationship between influencers' facial features and customers' decisions to follow influencers, and study whether the effects of facial features of real and virtual influenceis are different. The results show that : (1) models based on facial features can accurately explain and predict consumers' preferences for influencers' faces; (2) when faces of virtual influencers are indistinguishable from faces of real ones, there aren't any systematic differences between the effects of facial features on the consumers' preferences. Theoretically, the paper fills the research gap on the relationship between facial features and consumers' following behaviors in influencer marketing, especially in virtual influencer marketing ; practically, our findings can help guide influencer marketing practices, especially the selection and design of faces of influencers.
Related Articles | Metrics