How brand innovativeness creates advertising flexibility

We advance a broadened conceptualization of advertising context effects by considering how consumer response is influenced by the competitive advertising context. This contextual variable reflects how typically or atypically advertising tactics are employed by brands in a product category. Study 1 demonstrates that employing an advertising tactic that is perceived by consumers as atypical in a category undermines its influence on brand attitudes. Study 2 shows that this persuasion penalty is circumvented by innovative brands through a phenomenon we refer to as advertising flexibility that enables innovative brands to successfully employ advertising tactics under a wider range of conditions than non-innovative brands. A final study provides process evidence for this effect by showing that brand attitudes are determined by advertising content for innovative brands but by considerations of the competitive advertising context for non-innovative brands.     

Effects of offline ad content on online brand search: insights from super bowl advertising

Individuals watch TV shows while simultaneously and/or immediately searching online. Thus, the content of offline TV ads can affect online brand search, a key predictor of sales. Yet there are few insights on the effect of offline ad content on online brand search. We develop hypotheses relating the informational and emotional content of TV ads on online brand search, independently, and in conjunction with two attentional content elements of the ad campaign, prior media publicity and brand website prominence in the TV ad. We test the hypotheses using a quasi-experimental study, the telecast of TV ads on the annual Super Bowl event between 2004 and 2012 (n = 293 observations). We measure online brand search by online brand search lift, i.e., the growth in online brand search following the telecast of the brand’s ad on Super Bowl. The findings indicate that the informational content of the TV ad increases online brand search, while both attentional content elements decrease this effect. We find no support for the effect of emotional content of the TV ad on online brand search. Our findings extend marketing theory on online search and generate managerial implications for designing TV ads to increase online brand search.     

Exploring the impact of advertising and R&;D expenditures on corporate brand value and firm-level financial performance

A parsimonious framework linking advertising expenditures and research and development expenditures to brand value, and brand value in turn to firm-level financial performance, was proposed and empirically investigated under four data conditions: data form, brand type, financial performance metric, and lag structure. Using pooled data from 125 firms (848 firm-year observations) over the period 1991–2007, 108 path analyses were conducted to compute five path model output metrics. Data on these metrics were then compared for each of the data conditions by means of analysis of variance. Although significant relationships were generally observed among framework variables, study results differed considerably across three of the four data conditions. The principal take-away from the study is that the impact of marketing activities on firm-level financial performance is likely to be in large part a function of the specific research purpose and methodology employed. As such, the take-away has implications when interpreting value-relevance findings, when constructing theories involving market-based assets, and when designing studies to investigate relationships between marketing and financial performance.     

Branding strategies,marketing communication,and perceived brand meaning: The transfer of purposive,goal-oriented brand meaning to brand extensions

This article develops and tests a conceptual model of the transfer process whereby perceived similarity organized around shared goals facilitates the transfer of knowledge and affect from a parent brand to an extension of that brand. Empirical results, based on two well-known brands and two hypothetical product extensions for each brand, demonstrate that the availability of well-formed, goal-derived categories associated with a parent brand establishes an organizing framework for consumers' assessments of similarity thatfacilitates the transfer of consumer knowledge and attitude from the parent brand to a brand extension in another product category. This facilitating effect of similarity does not occur in the absence of goal-derived categories. The results also reveal how marketing communication can be used to facilitate the transfer process by framing similarity in terms of common goals. Implications are discussed for the organization of consumer knowledge and affect across product categories and for understanding prior research findings on brand extension. Ingrid M. Martin (imartin@csulb.edu) is an associate professor of marketing at California State University at Long Beach. Her research has examined issues in the area of consumer goals as they guide structuring and processing marketing information, product choice and usage. Her research has been published in theJournal of Consumer Research, Journal of Marketing Research, Journal of Public Policy & Research, and five book chapters. David W. Stewart (david.stewart@marshall.usc.edu) is the Robert E. Brooker Professor of Marketing in the Marshall School of Business at the University of Southern California. He is the immediate past editor of theJournal of Marketing. Dr. Stewart has authored or co-authored more than 200 publications and seven books. Shashi Matta (matta@marshall.usc.edu) is a doctoral candidate in marketing at the Marshal School of Business, University of Southern California. His research interests include branding, and services marketing. Shashi’s research has been published in theJournal of Consumer Research.     

Point-of-purchase displays, product organization, and brand purchase likelihoods

Can point-of-purchase (POP) displays cause a decrease in sales of the featured brand? In an actual test-market promotion, the use of special POP displays led to a decrease in sales of featured wines from a specific U.S. region. Moreover, sales of regularly shelved wines from competitive regions actually increased. The results of a laboratory experiment supported the explanation that the POP displays essentially reorganized the wines into region categories within the stores, making it easier for consumers to compare alternatives by region. As a result, sales of wines from preferred regions increased and sales of wines from disliked regions decreased relative to when the wines were displayed by variety categories on regular shelf space. Further evidence indicated that reorganizing products by levels of a given attribute influences purchase likelihoods mainly when the attribute is otherwise low rather than high in salience and when brands have normally high rather than low purchase likelihoods.     

Brand portfolio, corporate image, and reputation: Managing brand deletions

Brand portfolio management addresses, among other issues, the interrelated questions of what brands to add, retain, or delete. A small number of brands in a firm’s brand portfolio can often have a disproportionately large positive or negative impact on its image and reputation and the responses of stakeholders. Brand deletions can be critical from the standpoint of a firm being able to free up resources to redeploy toward enhancing the competitive standing and financial performance of brands in its portfolio with the greatest potential to positively affect its image and reputation. Against this backdrop, the authors focus on the organizational and environmental drivers of brand deletion propensity, the predisposition of a firm to delete a particular brand from its brand portfolio. The authors propose a conceptual model delineating the drivers of brand deletion propensity and suggest directions for future research, including the related concept of brand deletion intensity. Rajan Varadarajan (varadarajan@tamu.edu) is Distinguished Professor of Marketing and holder of the Ford Chair in Marketing and E-Commerce in the Mays Business School at Texas A&M University. His primary teaching and research interest is in the area of strategy. His research on strategy has been published in theJournal of Marketing, the Journal of the Academy of Marketing Science, theAcademy of Management Journal, theStrategic Management Journal, and other journals. Rajan served as editor of theJournal of Marketing from 1993 to 1996 and theJournal of the Academy of Marketing Science from 2000 to 2003. He currently serves on the editorial review boards of theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of International Marketing, theJournal of Interactive Marketing and other journals. He is a recipient of a number of honors and awards, including the Academy of Marketing Science Distinguished Marketing Educator Award (2003), the American Marketing Association Mahajan Award for Career Contributions to Marketing Strategy (2003), and the Texas A&M University Distinguished Achievement Award in Research (1994). Mark P. DeFanti (mdefanti@tamu.edu) is a doctoral student in marketing at Texas A&M University. He received his M.B.A. from The University of Texas at Austin and his B.A. from Amherst College. His current research interests include brand portfolio management, corporate name changes, and business-to-business branding. His teaching interests include advertising, brand management, and marketing strategy. Paul S. Busch (p-busch@tamu.edu) is a professor of marketing in the Mays Business School at Texas A&M University. He received his Ph.D. from Pennsylvania State University. His research has been published in theJournal of Marketing, theJournal of Marketing Research, Decision Sciences, theJournal of Business Research, andBusiness Horizons. He serves on the editorial review boards of theJournal of Business-to-Business Marketing, theAsian Journal of Marketing, andMarketing Management. His research interests include buyer-seller relationships, business-to-business branding, and brand portfolio management. His teaching interests include promotional strategy and new product development.     

The effect of employee behavior on brand personality impressions and brand attitudes

This research examines how consumers update their brand personality impressions and brand attitudes after interacting with one of the brand's employees. Drawing on stereotyping theory, the author develops a framework that proposes that the impact of an employee's behavior depends on how the employee is categorized. When the employee is considered primarily as an exemplar of the brand's workforce, his or her behavior is generalized more strongly to the brand. When, however, the employee is judged as a relatively unique individual (i.e., when the employee is subtyped), the behavior is not transferred to the brand to the full extent. The results of three studies provide converging evidence and show that the degree to which consumers subtype an employee is determined by the amount of information they possess about the employee, the extent to which they depend on the employee, and their motivation to form an accurate impression. The findings have direct implications for marketers interested in understanding how employees affect the brands they represent.

经济政策不确定性、企业金融化与公司价值

理论分析和经验证据表明经济政策不确定性会影响企业投融资决策等微观行为,进而影响公司价值。以2007～2019年我国上市公司数据为研究样本,借鉴Baker等构建的经济政策不确定性指数实证分析经济政策不确定性对企业金融化和公司价值的影响。研究发现：经济政策不确定性对企业金融化水平有着正面的影响。但经济政策不确定性下,企业金融化水平影响公司价值的提升。进一步研究发现,相对于民营企业,经济政策不确定性下的企业金融化损害国有企业的公司价值;相对于中央国企,经济政策不确定性下的企业金融化损害地方国企公司价值。进一步对企业规模异质性、受融资约束程度等的差异进行分析,在微观作用机制上,发现经济政策不确定性下的企业金融化一方面挤出企业投资,另一方面抑制企业创新水平的提高是影响公司价值提升的重要原因。     

经济政策不确定性、产业政策与并购溢价

面对宏观经济政策的不确定性,企业并购定价会受到怎样的影响?具有明确政策信息导向的产业政策又会在不确定性环境中发挥怎样的作用?以我国A股上市公司2004-2018年间的并购交易事件为样本,实证检验了经济政策不确定性对并购溢价的影响及产业政策对两者之间关系的作用.研究发现,经济政策不确定性上升会导致主并企业支付更高的并购溢价,当目标企业受到产业政策支持时,两者之间的关系会被强化,即主并企业支付的并购溢价会更高.进一步研究发现,经济政策不确定性对并购溢价的影响在跨行业并购中更为显著,在关联并购与非关联并购中均显著且没有明显差异.此外,考虑并购绩效的研究表明,主并企业对目标企业支付的高溢价总体上是值得的,特别是当目标企业受到产业政策支持的时候,但经济政策不确定性会在一定程度上削弱并购溢价对并购绩效的正向影响.结论 丰富了宏观经济政策变动对微观企业行为的影响研究,并为理解政策变化对并购定价决策的影响提供了经验证据.     

Cooperative advertising,pricing strategy and firm performance in the e-marketing age

Cooperative advertising plays a strategically important role in marketing programs. In this paper, we use a game theoretical model to study not only cooperative advertising but also pricing strategy in a manufacturer—e-retailer supply chain with the consideration of product categories. First, two cooperative advertising models (the leader-follower Stackelberg and the strategic alliance) are established and analyzed. We then compare the two models to develop some important theories and managerial insights. Furthermore, we utilize a bargaining model to implement profit sharing and determine the manufacturer’s participation rate for cooperative advertising in the channel coordination of strategic alliance. Based on our results, we derive optimal market strategies and identify probable paths of future research.     

Transcendent customer experience and brand community

Transcendent customer experiences (TCEs), which have aspects of flow and/or peak experience, can generate lasting shifts in beliefs and attitudes, including subjective self-transformation. With data from a pre-test/post-test quasi-experimental field experiment we examine the impact of TCEs on customers’ integration in a brand community. Because TCEs are highly desirable and valued for their own sake, customers value marketing activities they perceive as instrumental to them. This study demonstrates that a TCE in the context of a marketer-facilitated consumption activity can strengthen a person’s ties to a brand community, delivering a particularly strong form of brand loyalty. Alternate phone numbers for James H. McAlexander.     

品牌战略与现代企业

品牌战略是企业为了提高产品竞争力而进行的围绕着企业及其产品而开展的形象塑造活动,它是企业整体发展战略的重要内容。本文着重从品牌的研究和开发、品牌名称、品牌的营销、品牌的创新以及品牌的国际化和人力资源等方面全方位地介绍了现代企业实施品牌战略的必要性,并结合国产品牌手机的现状,提出实施品牌战略的方案。     

General alliance experience,uncertainty, and marketing alliance governance mode choice

Drawing from transaction cost economics (TCE), the knowledge-based view (KBV), and real options theory (ROT), we propose that the general alliance experience of alliance partner firms moderates the impact of market uncertainty and alliance-specific uncertainty on the benefits and costs of the two marketing alliance governance modes, i.e., non-equity alliances and joint ventures. Based on our systematic study of 18,616 marketing alliances occurring in 48 industries across 164 countries between 1992 and 2008, we find general alliance experience significantly moderates firms’ marketing alliance governance mode choices. Our framework reconciles some contradictory empirical results in the interfirm relationship governance structure literature by emphasizing the moderating role of partner firms’ general alliance experience. Specifically, when alliances can be characterized has having a large cultural distance between the partners or having a market with a broad geographic scope, it seems that TCE predictions regarding the marketing alliance governance mode choice hold for inexperienced firms while KBV and ROT predictions hold for experienced firms. In addition, by incorporating key aspects of all three theories, our proposed framework has the potential to provide deeper insights into the role of alliance experience and uncertainty in firms’ marketing alliance governance mode choices.     

Exploring deception and puffery in television advertising

Public policy decisions dealing with deceptive advertising have relied extensively on case-by-case adjudication with the Federal Trade Commission. Unfortunately, behavioral evidence has not been considered in the vast majority of these cases. The final determination rests with the Commission’s own expertise in judging an advertisement’s “capacity to deceive.” Consumer response data are not required, although recent developments suggest the FTC is seriously considering the inclusion of meaningful behavioral evidence in policymaking and adjudicative proceedings. This study is one of a series dealing with dimensions of perceived deception across different respondent populations (including students, lawyers, housewives, children, and minority groups). The focus here is on the semantics of deception, i.e., the way in which subjects evaluate selected television commercials which were unofficially rated for deception by FTC staff attorneys. The factor analytic paradigm provides one approach for generating summaries of viewer’s evaluative (affective) responses, and thereby providing some normative or benchmark data of potential value in the regulatory process.     

Attitude basis,certainty, and challenge alignment: A case of negative brand publicity

By integrating research from attitude challenge matching and consumer alignment and judgment revision, the authors explore how firms can position brands to insulate them from negative publicity and how consumers evaluate brands in reaction to such publicity. They introduce an important moderator of brand evaluation revision, prior brand attitude certainty, and propose that when negative publicity matches or “aligns” with the basis of a brand attitude, certainty in that attitude interacts with the attitude, determining the affect of the negative publicity on brand evaluations. The results of two experiments suggest that prior brand attitudes held with high certainty tend to “nsulate” brands, even when negative publicity matches or aligns with the bases of brand attitudes, whereas brand attitudes held with low certainty may exacerbate the effects of negative event publicity. The results also show that multiplex positioning (positioning a brand with both performance-and values-based attributes) may insulate brands more effectively from negative publicity. Chris Pullig (chris_pullig@baylor.edu) is an assistant professor of marketing in the Hankamer School of Business at Baylor University. Before beginning his academic career, Professor Pullig worked in the retail industry as the CEO of a chain of specialty clothing stores and also as a consultant with the Small Business Administration. He received his Ph.D. from Louisiana State University and was previously on the faculty at the University of Virginia. His research is in consumer attitudes and decision making, with an emphasis on effective creation and the protection of consumer-based brand equity. His previous work has been published in theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of Retailing, theJournal of Consumer Psychology, theJournal of Public Policy and Marketing, and others. Richard G. Netemeyer (rgn3p@virginia.edu) is the Ralph A. Beeton Professor of Free Enterprise in the Mclntire School of Commerce at the University of Virginia. He received his PhD in business administration from the University of South Carolina in 1986. From 1986 to 2001, he was a member of the Marketing Department in the College of Business at Louisiana State University. In 2001, he joined the faculty at Mclntire. His substantive research interests include’ consumer and organizational behavior topics and public policy and social issues. His methodological research interests focus on survey methods and measurement. His research has been published in theJournal of Marketing, theJournal of Marketing Research, theJournal of Consumer Research, theJournal of Applied Psychology, theAmerican Journal of Public Health, and others. Abhijit Biswas (a.biswas@wayne.edu) is the Kmart Endowed Chair and Professor of Marketing at the School of Business Administration, Wayne State University. He received his PhD from the University of Houston. His research interest is primarily in the area of pricing and consumer behavior, and he has published numerous research papers in journals such as theJournal of Marketing, theJournal of the Academy of Marketing Science, theJournal of Retailing, theJournal of Consumer Psychology, theJournal of Public Policy and Marketing, theJournal of Advertising, theJournal of Business Research, Psychology and Marketing, Marketing Letters, and other refereed journals and proceedings. He currently serves on the editorial boards of theJournal of the Academy of Marketing Science and theJournal of Public Policy and Marketing and is the associate editor for the Business and Marketing Research track of the Journal of Business Research.     

Cyclical variations of advertising and personal selling

This paper examines the cyclical behavior of advertising and personal selling, the two major promotional tools, during the period 1958–1976. The study concludes that while advertising expenditures have fluctuated with business cycles (up following increases in corporate income, sometimes up and sometimes down following decreases in corporate income), personal selling effort has shown a steady increase over time, regardless of cyclical moves. The paper also examines economic theory and managerial concerns in order to explain the behavior observed.     

实施名牌战略整合社会资源加快企业发展 --在"美晨"等6家获"中国名牌产品" 称号的企业调研时的讲话

2 0 0 2年 9月 1 6～ 2 0日 ,广州市经委主任平欣光同志先后在荣获中国名牌产品的广州双桥企业集团公司、立白企业集团公司、华凌集团有限公司、珠江啤酒集团公司、美晨集团有限公司、虎头电池集团有限公司等进行调研 ,并就工业企业如何实施名牌战略 ,以名牌拓展市场 ,以市场带动生产 ,整合社会资源 ,加快企业发展等问题发表了意见。他的这篇讲话视野开阔 ,观念创新 ,针对性、前瞻性强 ,不但对以上几家企业 ,对其它企业如何开拓创新 ,实施名牌战略以开拓市场等 ,都有重要的指导意义。     

Professionalism and attorney attitudes toward legal service advertising

Contrary to existing literature in the sociology of occupations, a survey of practicing attorneys does not reveal an overwhelming inverse relationship between attorney professionalism and attitudinal dispositions toward legal service advertising. Only on the professional dimension of self-regulation are attorneys found to significantly oppose the advertising of their services. Based on these findings, advertising by professionals should not be viewed as necessarily antithetical to the delivery of professional services or the self-image of the professional practitioner.     

Cultural experiential goal pursuit,cultural brand engagement,and culturally authentic experiences: sojourners in America

Journal of the Academy of Marketing Science - Our research uses an interpretive approach to explore the consumer journeys of sojourners, temporary residents of a new country, with attention to...     

资源禀赋、制度质量与经济增长质量

在经济新常态背景下,基于全国30个省份2000年～ 2014年的省级面板数据,构建包括经济结构、科技与创新、民生、资源与环境、对外开放5个方面的综合指标体系,测度经济增长质量水平并实证研究资源禀赋和制度质量对我国经济增长质量的影响.结果表明:我国各地区经济增长质量差异明显,总体呈现出东部地区经济增长质量水平最高、中部地区次之、西部地区较差的格局;资源禀赋对于经济增长质量具有“双刃剑”效用,且制度质量是影响其双面效用的关键因素.即当制度“高效”时,资源禀赋的投入有力促进了地区经济增长质量水平的提高;当制度“低效”时,资源禀赋的投入则会成为地区经济发展的阻碍.